5 tried and true prospecting tips to grow your CRE business

Given 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.

Topics: Best Practices

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

The 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.

Topics: Industry News Disruption

12 interview questions to ask broker candidates

Working 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.

Topics: Best Practices

5 infrastructure initiatives that could affect CRE

The 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

The psychological secrets of power brokers (part II)

We 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:

Topics: Best Practices

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

In 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?

Topics: Best Practices

Apto voted best real estate mobile app of 2016

We’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.

Topics: Company Updates

The new economics of CRE―financing options

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.

Topics: Industry News Disruption

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

12 questions to ask when a prospect turns down your business

I 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.

Topics: Best Practices

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.

Get a demo of Apto Prospect & Nurture

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

4 commercial real estate technologies you should be watching

New 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.

Topics: Industry News CRE Tech

The psychological secrets of power brokers

You’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?

Topics: Best Practices

[Video] Broker best practices for marketing and showings

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.

Topics: Best Practices