Why a people person needs data, too

This article originally appeared in cre.tech.

There is a prevailing notion in commercial real estate that a broker, like any sales professional, is a people person, not a numbers person. Data seems to be at odds with brokers’ natural strengths: the antithesis to their verbal skills, instincts and winning charm.

But commercial real estate brokers are thinking about data all wrong. It is simply information—and for brokers, it takes countless forms, from the names of landlords, owners and CEOs, to building sale prices, to the number of times they’ve reached out to a prospect. Sure, most brokers would rather be making pitches than crunching numbers, but if they can change the way they think about data, they can actually use their time more efficiently and improve performance in a way that doesn’t conflict with their natural love of the sales game.

Topics: Best Practices CRE Tech Efficiency

Brokers: try these 9 creative networking hacks for growing your client list

As a broker, you’re well aware that you need to spend A LOT of time cold calling in order to build up your prospect list. While some phone time is unavoidable, cold calling is NOT the only way to network and grow your client list.

Instead of sticking to the status quo, why not get creative and try these nine networking hacks for growing your client list?

Topics: Best Practices Efficiency

[Infographic] A day in the life of a CRE broker, 1997 vs. 2017

Everyone (including us!) talks about how much commercial real estate has changed, or is changing, or is going to change. Brokers have a lot to do to keep up—with the latest technology, demographic trends, etc. 

But how has the day-to-day job actually changed? Let's take a look.

Topics: Efficiency

How much do you know about the latest trend in office space: Healthy offices

The jury is in: healthy, happy employees are productive employees.

And with staffing costs accounting for a huge portion of business budgets — 90% in most cases — smart business owners will make finding spaces that enhance worker happiness, and therefore productivity, a priority.

Measuring the office qualities that contribute to worker health and happiness has always been a challenge, however.

Topics: Industry News Best Practices Efficiency

Why commercial real estate brokers fail

This article first appeared in RealityBizNews.

Not everyone can make it as a commercial real estate broker. In fact, it’s common knowledge within the industry that at least half of recruits will leave within three years. Some brokers even report a new broker failure rate as high as 90 percent. In part, the perks of the job are what makes it challenging: autonomy, flexibility, a pure commission-based salary. Some people simply lack the skills and personality necessary to succeed—but other common pitfalls can be avoided.

While certain hurdles, such as lack of training, need to be addressed at an institutional level, other problems can be tackled by rookie brokers head-on. Let’s take a look at why brokers fail, and what can be done about it.

Topics: Best Practices Efficiency

Open office or private? A short guide to help your clients decide

As a commercial real estate broker, you’re sure to encounter questions from clients who are weighing the pros and cons of private offices vs. open office floorplans.

The open office floor plan has gotten a lot of attention lately—both good and bad. Proponents expound its potential for facilitating the free-flowing exchange of ideas, while critics say the open office floor plan leads to distraction and lost productivity and doesn’t really foster as much collaboration as you might think.

Topics: Industry News Efficiency

The #1 key to successfully implementing a new CRM

After what could have taken months of sales calls, demos and trial runs, you’ve finally found and purchased the new CRM tool that will allow your team to get organized, streamline processes, and close deals faster.

Now what?

No matter how high-tech or pricey the platform, if you don’t structure a successful implementation, your dollars will be wasted.

Topics: Best Practices CRE Tech Efficiency

New video: A better way to prospect

Earlier this year we released the Best Practices Library, designed to be your go-to resource for all things commercial real estate strategy. Each article outlined specific tactics to run your brokerage more efficiently—ways to track prospecting conversions, how to give a property tour, etc—as well as the technological know-how to make it happen. We talk about Apto of course, but the principles can be applied to any CRM. 

Topics: Best Practices Efficiency

5 smartphone apps every CRE broker needs to use

Your smartphone can be a thing of beauty. Luckily, it can also be a thing of productivity, especially for busy commercial real estate brokers.

It’s not hard to get organized, stay efficient and increase timely communication with these five tools that can make every broker’s job easier.

Topics: Efficiency

3 certifications that make a property more appealing

Human beings spend the majority of their lives indoors (up to 90% of our time!), which means that the buildings we’re in have a big impact on our lives.

As a commercial real estate broker, you can help look out for your clients’ best interests by educating them on the three certifications that could not only make their latest investment property a hot one but that will also help improve the health and productivity of current and future tenants.

Here are three to know.

Topics: Efficiency