All the psychological mind tricks a broker could need (free ebook)

Why would you praise a competitor in front of client?

Believe it or not, that’s what top performing commercial real estate brokers do. Good brokers aren’t afraid to talk other people up, whether they’re colleagues or competitors. They know that life isn’t a zero-sum game, and that another broker’s success doesn’t somehow render them unsuccessful. What’s more, the psychological phenomenon known as spontaneous trait transference, which says that people will associate you with the words you use to describe others, can bring this praise back to them.

Topics: Best Practices

The top 9 questions brokers get about building technology

Our friends over at WiredScore have released a new (free) ebook, 9 Questions Tenants Ask Brokers About Building Technology. Since it’s written for commercial real estate brokers, we thought you might like to check it out! Learn more and read an excerpt below, or go ahead and download it now.

Why brokers need to learn the basics of building technology

Just how fast is the internet? Will we need to pull fiber into the building?

Topics: CRE Tech

3 things brokers should know about modular buildings

You may have noticed modular buildings picking up more news coverage lately, but what does that mean for commercial real estate? Are they merely a novelty or the beginning of a bigger trend?

Time will tell, but for now, here are the basics you need to know about modular buildings, their potential, and their pitfalls.

Topics: Industry News

10 sales best practices that can help commercial real estate brokers excel

Whether you’re selling kitchen knives or multifamily investment properties, the core tenets of salesmanship apply across the board. You’ll be a better commercial real estate broker if you keep certain philosophies top of mind.

Despite advances in data solutions and CRM technologies, there is no magic bullet when it comes to closing a deal. Instead, the best salespeople rely on discipline, integrity and good old-fashioned hard work.

Here are the core sales practices the most successful CRE professionals stick to:

Topics: Best Practices

Your future self will thank you: 5 tips to keep your CRM clean all year

A good CRM is an essential part of an efficient, high-performing brokerage. And we’ve raved before about how easy cloud-based CRM software is to use, but that doesn’t mean you can afford to be lazy or haphazard with the information you put in there.

Any system you have in place to manage your contacts, properties, and deals needs to be approached strategically with an eye toward the long term. If it isn’t, then it’s useless.

To get the best results from your CRM, you need to keep your data clean and organized. Here are five tips to do just that.

Topics: Best Practices CRE Tech Efficiency

The illusion of effective CRE marketing

There’s a very common, so-called “tried and true” marketing tactic that commercial real estate brokers need to stop doing right now.

After all the calls, meetings, and pitches it takes to get to an exclusive representation agreement, you probably do a bit of celebrating, sit down at your computer and get ready to take this first step in marketing a listing.

Want to know what it is? First, let’s take a step back and think about how you should be approaching CRE marketing.

Topics: Best Practices

Profit potential: Get ready, data centers are coming to a submarket near you

Data centers are projected to double in the next five years, and all that growth is opening up new submarkets. We’ll brief you on what you need to know.

Here’s a number that’s worth a double-take: more than $4 billion has flowed into data center markets in the first quarter of 2017. For some perspective, that’s already more than 2016’s totals.

Topics: Industry News

5 questions to ask your new client before it's too late

When courting a new client, it can be tempting to jump right in. You want to wow them with your expertise and solidify your relationship.

But it shouldn’t just be your qualifications on display.

You need to vet your prospective client by taking a hard look at their motives and commitment level. The last thing you want is to be five months into a search only to realize the client is never going to move, and you’ve sunk countless hours into a relationship that is going nowhere.

Topics: Best Practices

Announcing the new Apto Mobile App

We were so excited to announce our brand-new, completely reimagined user experience earlier this month that we decided to let you know about something else awesome.

The new Apto Mobile App.

If you’re an Apto customer, it’s now easier than ever to take the power of the industry's leading deal management platform with you. We optimized the app to give you what you need when you’re away from your desk, so you’ll save time and be more prepared and productive wherever you are.

Topics: Company Updates

3 articles to convince you to ditch Excel for good

Despite all the recent advances and innovation in CRE technology, many brokers tell us they still use Excel spreadsheets to keep their business organized. Whether they’re maintaining contact details, commission records, or deal reports, many brokers still rely heavily on a system that segregates their data, making it harder to use that data effectively.

Topics: CRE Tech Disruption

The most successful CRE influencers follow these 5 steps for building a personal brand

If you’ve ever attended a conference or networking event, you’ve probably been advised to work on your personal brand.

But what exactly is a personal brand? And why does it need to be managed so carefully?

Let’s start with a definition: your personal brand is the image you present to the world about your personality, career and expertise. And just like any brand — from Nike to Uber — it needs constant upkeep.

Here’s why.

Topics: Best Practices

What’s next for shopping malls? What brokers need to know

The owners of malls—and the brokers that find leases for these assets—are certainly very busy right now.

Every week, there seems to be more news about a major department store anchor shutting down tons of stores, which means there is a lot of vacant space on the horizon that will need to be filled.

Here are some of the major chains having problems right now.

Topics: Interviews

5 ways multitasking strangles your productivity — and 3 apps that can help

There you are, at the heart of the hurricane: Opportunities flying left and right, contracts collecting, phones buzzing, deals closing, checks to be cashed, leads to be followed.

It’s complete chaos, but hey, it’s just another day in the life of a broker! And you thrive on it. Because you know the secret, and it is multitasking.

When that multitasking mojo is flowing, not only do you do great things, but you feel great doing them. In fact right now you are sipping your morning coffee and updating Facebook and pulling up Apto and reading this article all at the same time. See? Productivity!

And really, you’re only reading this post just to prove how dead wrong it is. Because multitasking is the secret that’s going to make you millions. Right?

Topics: Best Practices Efficiency

6 cool CRE mapping tools to try today

Maps are a commercial real estate brokers secret weapon.

They don’t just communicate location. They can show spatial relativity, economic trends, the movement of people, environmental phenomenon, and so much more. Isn’t that something you think your clients and prospects would like to see the next time you’re giving a presentation or pitch?

Topics: Best Practices

To be a superstar broker, learn to love your market

Telling a compelling market story is a crucial part of being a good salesperson. That’s because you start gaining your prospective client’s trust by demonstrating your knowledge of their property and story, but you gain their respect by demonstrating your knowledge of the surrounding market.

But to take your sales skills to the next level, you need to go beyond that.

Topics: Best Practices

The sooner you learn to recognize these 5 types of difficult CRE clients, the better.

Sooner or later, you’ll encounter one: a nightmare client.

That person or team that apparently has no respect for you or your work, and as a result, will cost you a ton of time and money.

Often, it’s not that these clients are out to get you, it’s that they are under prepared or under educated on the world of commercial real estate. Of course, as the broker, it’s up to you to manage these relationships so that both you and your client can prosper. That’s why the tone of any broker/client relationship needs to be set early — with expectations and timelines agreed upon by both sides.

Topics: Best Practices

Is CRE safe in the cloud?

Hard drives and USB drives are going the way of cassettes and CD players. Everything is in the cloud now. Documents in Google Drive and Dropbox, streaming music on Spotify and Pandora, lists and software and data are available wherever you can access the internet.

Commercial real estate is slowing catching up with the latest technology, and the cloud is no different. Yet, many brokers are still concerned about the security of their data.

Topics: CRE Tech Efficiency

Meet the new and improved Apto

With a brand-new, completely reimagined user experience, Apto is more powerful and easier to use than ever.

That means you get a better way to visualize your business. With a streamlined workflow dedicated to your process as a commercial real estate broker, you’ll be more efficient, make more money, and leave work early every day.

Ok, maybe not every day, but we do think you'll love what the new and improved Apto can do for you. Here’s a preview.

Topics: Company Updates