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5 tried and true prospecting tips to grow your CRE business

By The Apto Team on Jan 31, 2017

5813661c7d792_Chart_Graph_earnings_income_profits.jpegGiven up your New Year’s resolutions yet? Just make sure you don’t neglect your pipeline. You need to keep prospecting if you want to make your brokerage’s targeted growth a reality.

While there are many new opportunities and technologies out there that offer different approaches to prospecting and lead generation, it’s important to evaluate and keep up with methods that have been working already.

Here are a few tried and true prospecting tips to continue your business’s growth this year and many years to come.

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6 booming CRE specialties that probably didn’t exist when you were a kid

By Nell Gable on Jan 30, 2017

two men and buildings -112412-edited.jpegThe commercial real estate industry has always been subject to the volatility of the industries it strives to serve, so when shifts in technology, demographics and world affairs call for progress and evolution, brokers and other CRE professionals need to be prepared to act.

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12 interview questions to ask broker candidates

By Elizabeth Knight on Jan 26, 2017

fashion-men-vintage-colorful-large.jpgWorking on building out a team? Hiring a good commercial real estate broker means hiring a good salesperson—not an easy task. We’ve covered a few of the basic questions you should ask when trying to find a great broker, but we thought we’d provide a few more that will also help you determine whether that broker will be a good fit for your team.

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5 infrastructure initiatives that could affect CRE

By Ian Ritter on Jan 25, 2017

light-rail-792314-edited.jpegThe election of a new President of the United States could affect commercial real estate in numerous ways. For one, there is his pledge to spend $1 trillion on the nation’s infrastructure.

There is always plenty of economic uncertainty when a new administration takes office, and it’s true that the state of U.S. infrastructure has been in decline for a while now. If improvements are made, there are several ways this could boost the commercial real estate industry.

Topics: Industry News
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The psychological secrets of power brokers (part II)

By Irena Ashcraft on Jan 24, 2017

brain (1-24-17)-373759-edited.jpgWe recently let you in on a few of the psychological secrets of world-class brokers. Now we’re back with more! Read on to learn why it pays to praise your competitors, challenge your clients, and wield your emotions wisely. (P.S. If you missed the first part of this article, you can catch up here.)

What the best brokers do, continued:

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The key to managing millennial brokers isn’t what you think

By Nell Gable on Jan 23, 2017

millennial-working-177946-edited.jpgIn today’s shifting workplace, the million dollar question seems to be: how do you effectively lead and manage millennial workers?

Typically defined as those between the ages of 19 and 36, millennials currently account for 30% of the American workforce. And as more and more baby boomers retire, the millennial influence on work in America will continue to swell.

But this is natural, after all. As one generation phases out, another takes its place. So, what is all the fuss about?

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Apto voted best real estate mobile app of 2016

By Elizabeth Knight on Jan 20, 2017

RETAS-2016-winners_banner-370213-edited.pngWe’re excited to announce Apto was recently named one of the top five mobile real estate apps of 2016, by Real Estate Tech News, for the second consecutive year.

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The new economics of CRE―financing options

By Tim Randall on Jan 19, 2017

Many metrics across the commercial real estate market are showing strong growth right now, particularly absorption rates, vacancies, construction pipeline and cap rate compression.

Most striking, though, are numbers on property pricing and deal flow. According to the research department at Ten-Xa platform that connects buyers and sellers worldwide, allowing them to search, list and transact properties online―the demand for commercial property continues to grow. The most recent report shows that quarterly volume has topped the $100 billion mark for eight straight quarters, with the most recent second quarter tally reaching $101.2 billion.

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Why a people person needs data, too

By Tanner McGraw on Jan 18, 2017

assistant-503046-edited.jpegThis 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.

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12 questions to ask when a prospect turns down your business

By Russ Duncan on Jan 17, 2017

man-suit-coffee-064577-edited.jpgI already have offers. Your fees are too high. I’m going to wait for the market.

Sound familiar? When you’re talking to a prospect and trying to establish a relationship, there are a number of common excuses you’ll hear for why they don’t need you.

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

By Nell Gable on Jan 12, 2017

coffee_shop.jpegAs 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?

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

By Franco Faraudo on Jan 11, 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.

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

By Nell Gable on Jan 10, 2017

1024px-Kuala_Lumpur_tilt-shift_4485053472-803805-edited.jpgThe 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.

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Why commercial real estate brokers fail

By Tanner McGraw on Jan 9, 2017

man with pen and paper-619268-edited.jpegThis 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.

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4 commercial real estate technologies you should be watching

By The Apto Team on Jan 5, 2017

city-with-green-space-293040-edited.jpegNew year, new tech trends. Or at least, renewed attention on tech trends and new resolutions to be a better broker and human.

There’s a ton of advice out there on the latest products and life hacks that can make you better, faster, stronger. There’s certainly enough technology promising to change the game. The trick is knowing when to adopt these technologies and when to watch and wait until they’re a little more evolved.

Here are a few current trends that you should be keeping an eye on.

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The psychological secrets of power brokers

By Irena Ashcraft on Jan 4, 2017

brain-068567-edited.pngYou’re ready for your pitch. You’ve done your prep work, and you know you have properties that will be perfect for this prospective client. So when another broker swoops in and clinches the deal—with inferior options—you’re left scratching your head. What just happened?

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[Video] Broker best practices for marketing and showings

By Russ Duncan on Jan 3, 2017

Market the deal you've won with the database you already have. Russ Duncan, Customer Evangelist, explains how to increase your chance of success by starting with a qualified list of potential buyers or tenants.

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