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Erik Dolan-Del Vecchio

Erik writes about the people, the deals and the trends that move the commercial real estate industry.

Recent Posts

Update from ULI: 4 emerging trends to watch in 2019

By Erik Dolan-Del Vecchio on Feb 21, 2019

ET19Cover-1-1One word describes the state of today’s commercial real estate industry better than any other — change.

That’s the underlying message of the Urban Land Institute’s latest Emerging Trends in Real Estate report. A joint project of ULI and PwC, the report considers the feedback of more than 750 real estate professionals and offers a high-level overview of the most important trends shaping the industry.

Tenant demands are shifting, the economic outlook is uncertain, and technology is impacting everything from industrial logistics to end user experiences. At the same time, demographics are evolving to move the emphasis from downtown markets towards 18-hour cities and amenities are defining the new generation of commercial space.

From locating stability in transformational markets to understanding the role of technology, here are four of the most significant takeaways from the ULI report.

Topics: Industry News
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3 things your business needs that Excel can never give you

By Erik Dolan-Del Vecchio on Feb 12, 2019

There’s no denying Microsoft Excel revolutionized the way businesses approach data.

Originally launched in 1985, Excel's strong graphics and fast processing speeds helped it beat out Lotus 1-2-3 to become the dominant spreadsheet software by the mid-1990s. For the next decade it helped businesses around the world analyze and present their data more effectively than ever before.

geolocation-mapsBut times have changed.

Given the options available today, Excel simply isn’t the best tool for commercial real estate professionals who need a platform to analyze data, prospect, and help them close deals. Modern customer relationship management (CRM) software, especially those focused specifically on CRE, create new possibilities and give brokers new ways to act on their data.

If you’re thinking about investing in new technology, now is the time. And if you’re still using an outdated spreadsheet, while shortcuts and tricks can help, ultimately you risk falling behind.

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3 strategies to build influence and become a market leader

By Erik Dolan-Del Vecchio on Feb 5, 2019

black-and-white-city-man-people-1It’s no secret market leaders consistently attract bigger and better deals than their lesser known competitors.

Everybody wants to work with an expert, and unsurprisingly, becoming your market’s go-to expert is easier said than done. But that doesn’t mean you shouldn't try; on the contrary, working towards that type of influence and recognition is one of strongest ways to advance your career.

So whether you’re a junior broker just starting to build a name for yourself or an industry veteran with years of experience, there’s always room to boost your presence and grow your market influence. From building your personal brand to finding creative ways to bring people together, follow these steps to build influence and win more deals.

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3 approaches to prospecting that go beyond cold calling

By Erik Dolan-Del Vecchio on Jan 31, 2019

 

mark-adriane-540728-unsplash-1When you think about prospecting, is cold calling the first thing that comes to mind?

It is for many brokers, and it’s easy to see why — if you want to find new prospects, you first need to call them, right?

It’s hard to argue with that, and while cold calling does play a role in every prospecting strategy, it shouldn't be your entire strategy. Instead, the best prospecting strategies are rethinking the use of cold calling, transforming it from an end in itself to just one part of a larger approach to securing new business.

From building your market presence to using technology to segment and systematize your efforts, use these three prospecting strategies to move beyond cold calling and make more meaningful relationships in your market.

Topics: Efficiency
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How to do performance reviews for junior brokers

By Erik Dolan-Del Vecchio on Jan 29, 2019

brokers-suits-coffee-320x240Performance reviews can be stressful.

Whether you’re a junior broker or an industry veteran, few people enjoy having their professional accomplishments put under the spotlight. And believe it or not, most managers dread the annual performance reviews just as much as employees.

But it doesn't have to be that way.

When done correctly, performance reviews are one of the best ways to coach brokers and bring teams together. But that only happens when managers embrace performance reviews as an opportunity to push the entire team forward.

So from laying the groundwork for successful reviews to rethinking the process as a two-way avenue of communication, here’s how managers can use performance reviews to strengthen teams and help brokers succeed.

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20 Excel shortcuts to help brokers still using spreadsheets in 2019

By Erik Dolan-Del Vecchio on Jan 15, 2019

excel-shortcuts-320x240This year promises to be a year of opportunity, and to ensure you win every deal that comes your way, you’re using…the same old spreadsheets.

We feel your pain.

Despite soaring industry technology adoption and the growing understanding that technology, and especially a strong CRM, are essential ingredients to success in today's market, too many brokers are still relying on outdated spreadsheets. We wish every broker could compete on a level playing field, but until that happens we’re here to help brokers of all technology levels.

That’s why we put together a list of 20 shortcuts for brokers still using Microsoft Excel. While these shortcuts won’t transform the technology, they will help you level the playing field. So from navigating efficiently to effectively formatting your cells, use these shortcuts to squeeze the most out of Excel.

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6 CRE industry trends to watch in 2019

By Erik Dolan-Del Vecchio on Jan 8, 2019

building-skyline-sunsetShifting tenant expectations, a growing reliance on technology, reimagined office spaces and the retail showdown of the century—those are just a few of the trends that shaped the world of commercial real estate last year.

And while many of those trends will continue throughout this year, experts are painting a complicated picture for 2019. Much of that complexity comes from the current mix of technological evolution, regulatory changes, and the fact that we’re in the middle of one of the longest economic expansions in U.S. history.

From the opportunity zone craze to accelerating industry tech adoption, expect these six trends to shape the course of CRE this year.

Topics: Industry News
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What brokers need to know to capitalize on Opportunity Zones

By Erik Dolan-Del Vecchio on Dec 20, 2018

opportunity zones map-1Who doesnt love the idea of helping struggling communities while generating impressive returns?

Thats the idea behind the Opportunity Zone program, which came to life as part of the Tax Cuts and Jobs Act of 2017. The program uses tax breaks to incentivize investors to invest in low-income communities, and it could draw trillions of new dollars into the CRE sector.

Brokers who understand the program will be ideally positioned to ride that wave of capital, especially considering how many questions there are about the finer points of Opportunity Zone regulations. Those questions are currently holding most investors back, and while funds like Virtua Partners and Fundrise are moving forward, most people are waiting for the final rules from Washington before pulling the trigger.

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Your 2019 tech budget: A guide to CRE tools beyond CRM

By Erik Dolan-Del Vecchio on Nov 27, 2018

59c9921faca4f_jobs_report_career_business_people_computer_laptop_technology_CRE_tech-320x218Whether its keeping track of contacts or using the latest sales tools to win more deals, theres no question a strong CRM platform benefits every broker. Its the tech foundation of your business and the first item to check off your CRE tech shopping list.

But once you have an effective CRM in place, what then?

The world of CRE tech is expanding every day, and from marketing tools to virtual reality, its easy to feel lost in the mix. To help guide your technology investments, we looked through the key contenders to separate the essential from the optional.

From critical technologies that help you make the most of your data to nice but currently optional technologies like virtual reality, heres what you need to know to make the most of your technology budget.

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5 reasons clients choose one broker over another

By Erik Dolan-Del Vecchio on Nov 15, 2018

brokers-suits-coffee-320x240Landlords, tenants, and investors depend on brokers to help them navigate the world of commercial real estate. But given all the competition in the market, what can you do to ensure prospects choose you over your competitors?

Start by understanding exactly what clients are looking for.

We all know prospecting is the key to finding new business, but prospecting is more than making phone calls and handing out business cards. While those are important parts, at its core prospecting is about becoming the type of broker clients want to work with.

And while no two clients are exactly alike, there are clear traits landlords, investors and tenants look for in a broker. From strong communication skills to keeping pace with changes in the industry, here are the things prospects want to see when selecting their next broker.

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