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Elizabeth Knight

Elizabeth is a Marketing Manager at Apto. She loves words, cheeseburgers, polo, and the facepunch emoji.

Recent Posts

What makes a good target prospect? How to identify top opportunities in your market.

By Elizabeth Knight on Mar 7, 2019

broker-building-phone-tablet-320x213Have you switched to the top-of-mind prospecting system?

The concept is appealing. Outlined by Blaine Strickland in his book, Thrive: Ten Prescriptions for Exceptional Performance as a Commercial Real Estate Agent, the strategy involves less cold calling, and instead outlines a method that focuses on identifying 125 high-value targets in your market to build relationships with so you’re “top of mind” when they need an expert CRE advisor. Over time, they’ll give you a healthy income, and you don’t have to spend all day on the phone.

But what exactly makes a good target prospect for that list?

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How to beat another broker in a competitive deal

By Elizabeth Knight on Feb 26, 2019

chess-beat-competition-1We started getting the barrage of calls and emails last summer.

Apto currently occupies the second floor of a building right in the heart of downtown Denver. Our lease is up later this year, and since we’re a growing company, we’ll probably need to expand somewhere a little bigger.

So it makes sense that it was last summer that brokers started pounding on our door. They would talk to whoever they could get a hold of on the phone―our customer support line, our salespeople, our operations manager...they even requested demos of our product just to make their pitch to us.

For better or worse, we already had representation in place, thanks to our founder. He was a broker himself and had connections to get us an experienced team.

But it got me thinking. What would it take to uproot an incumbent broker? Or just to beat another broker in a competitive situation? After all, our product promises to give brokers a competitive edge, and I do believe our technology lives up to that promise. But how exactly does it work? And what else does it take to win?

It comes down to this: If you’re up against another broker in winning a competitive deal, you need to be more knowledgeable, more proactive, or more organized. To find out where your gaps are and how you can win, ask yourself these three questions.

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This pipeline report template will help you stay on top of your business and cash flow all year

By Elizabeth Knight on Jan 17, 2019

visibilityDid you meet your income goals for 2019?

Commercial real estate brokerage is an inherently risky industry, and it can be difficult to get transparency into your business when you're working through complex deals that can take years to close. Sometimes it probably seems like deals can fall through at the drop of a hat.

It might seem difficult to predict when a deal will come through, but the truth is that you can and should track your pipeline. It is possible to better manage the risk involved and get some level of visibility into your cash flow. After all, if you ran a retail store or restaurant franchise and didn’t have any reporting on the business, how long do you think you'd last?

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Forget cold call volume. Try this prospecting system instead.

By Elizabeth Knight on Jan 3, 2019

broker-building-phone-tablet-320x213Do you have prospecting goals? Maybe you set aside an hour each morning to call however many people you can, or perhaps you set a goal of 500 calls a week.

The next question is tougher: Do you ever meet those goals? Let's face it—you're busy, and prospecting isn’t fun. Not only is it not fun, our brains aren’t really wired to feel motivation for a task where the payoff is so far in the future! Any given call might turn into a deal, but even if all goes perfectly, it could be months until you see a paycheck. More often it's years.

Prospect smarter with Apto. Get a demo to see how.

Now here's some good news: there's a different, easier way to approach prospecting. Most brokers probably default to increasing call volume when they want to fill their pipeline. But if you break the numbers down a little differently, you can create a strategy that’s a lot less overwhelming and a lot more effective.

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The $450,000 post-it note

By Elizabeth Knight on Nov 16, 2017

note-to-self-postit-399271-edited.jpegThe other day, a few members of our product and sales teams got to talking about stories they’d heard recently from brokers. There were plenty of tales about legacy CRM systems and other outdated technology, but there were even more stories about offices stacked with paper and desktops crowded with Excel documents.  

But to me, this story takes the cake. It’s about the real cost of relying on those antiquated systems to prospect and build relationships. (Names and locations intentionally left out!) 

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12 Broker Insights: Tips, Secrets, and Advice from the Field [ebook]

By Elizabeth Knight on Nov 9, 2017

APTO_12 insights_cover (1).pngYou have a broad network of contacts in the commercial real estate world, and so do we. We love hearing stories from brokers about their lives and careersthe best advice they ever received, the twists and turns that led them to unexpected places, and more.

We thought you might like to hear about your peers' experiences as well. Download and peruse this free ebook for advice from top performers, tips for those just starting out, in-depth interviews, and more.

Topics: Interviews
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New ebook: 9 Ways to Build (And Maintain) Strong Rapport With Anyone

By Elizabeth Knight on Sep 13, 2017

APTO_9 tricks-cover (1).pngAs a commercial real estate broker, your business depends on strong relationships. Whether it’s with a prospect, client, architect, lender, developer, or admin, building a strong rapport with that person is essential to a successful business (and a happy life, for that matter).

And it’s easy enough to befriend people you get along with, but what about those who challenge or annoy you? Creating rapport with those people is arguably even more important.

Rather than succumb to your frustration, you can use relationship-building techniques to make a friend out of just about anyone. Whether you’re trying to win over a new client, strengthen an existing relationship or turn an adversary into a friend, the techniques in this ebook will help you build strong, lasting bonds.

Here’s a preview:

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How to avoid one of the most common mistakes CRE brokers make

By Elizabeth Knight on Apr 24, 2017

The-5-Biggest-Mistakes-Brokers-Make-cover-2-1.pngThe commercial real estate industry has a high attrition rate. It’s an appealing career, but not everyone is cut out to make it as a broker.

More experienced brokers generally expect that at least half of new recruits will leave within three years, while some project the new broker failure rate to be as high as 90%.

The perks of the job are part of what make it challenging: autonomy, flexibility, a commission-based salary. Some people simply lack the skills and personality necessary to succeed, but other common pitfalls can be avoided.

Here’s one of the most biggest reasons new brokers fail.

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

By Elizabeth Knight on Mar 30, 2017

APTO_psychological secrets-cover.pngWhy 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.

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New ebook: The 5 Biggest Mistakes Brokers Make—And How to Avoid Them

By Elizabeth Knight on Feb 20, 2017

The-5-Biggest-Mistakes-Brokers-Make-cover-2.pngThe commercial real estate industry has a high attrition rate. It’s an appealing career, but not everyone is cut out to make it as a broker.

More experienced brokers generally expect that at least half of new recruits will leave within three years, while some project the new broker failure rate to be as high as 90%.

The perks of the job are part of what make it challenging: autonomy, flexibility, a commission-based salary. Some people simply lack the skills and personality necessary to succeed, but other common pitfalls can be avoided.

Continue Reading