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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

The 2 biggest unexpected benefits of consistent prospecting

By Erik Dolan-Del Vecchio on Mar 21, 2019

broker-shaking-hands-224097-edited-1We all know prospecting is one of the best ways to win new deals, build your market presence and strengthen relationships. But did you know consistent prospecting offers two massive, yet largely unexpected benefits?

In his book Commercial Real Estate Power Brokers, Jim Gillespie breaks down some of the most effective prospecting techniques brokers can use to strengthen their business. Along with the well known benefits, Gillespie sheds light on two little known reasons everyone from junior brokers to seasoned veterans should never stop prospecting.

From building a network of top clients to consistently earning stronger commissions, here are two reasons you should make prospecting part of your daily schedule.

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How WeWork, Keller Williams, and Zillow create innovative marketing (and how you can, too)

By Erik Dolan-Del Vecchio on Mar 6, 2019

wework london office-320x222What separates a Facebook post with just a handful of likes from content that has everyone in the industry talking?

While the power of your brand and the depth of your outreach are big factors, everyone from veteran industry professionals to junior brokers can tap into the marketing strategies that position content to go viral. That’s increasingly true in today’s digital environment, where over 4 million blog posts are published daily, 500 million tweets are sent, and 5 billion Google searches are made everyday.

With that kind of volume, it isn’t a given that anyone’s marketing efforts will cut through the noise. And while there is no surefire way to ensure your next Facebook post or live video really gets people engaged, there are clear strategies you can use to elevate your marketing game.

We take a look at three companies to see how they’re expanding their reach with innovative marketing, and provide three key takeaways.

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4 mistakes sabotaging your prospecting efforts

By Erik Dolan-Del Vecchio on Feb 28, 2019

frustrated-man-laptop-320x213Every deal starts with a phone call.

That phone call sets the stage for the relationship to come, be it a long and profitable partnership or a quick goodbye. Prospecting is a key contributor to your successes and failures, so if you want more of the former and less of the latter, it pays to take a hard look at how you’re engaging with prospects.

To help you get started, we decided to take a look at some of the most common ways brokers sabotage their own prospecting efforts. From simple things like not preparing enough to making the conversation all about you, avoid these four mistakes to win more deals and build stronger relationships.

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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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