Nell Gable

Nell Gable

Nell Gable is a freelance writer who specializes in creating compelling content for CRE companies and startups.

Recent Posts by Nell Gable:

What it takes to transform selling from an art to a science

broker-building-window-320x213.jpgAny person in the business of selling needs a way to track and manage relationships.

CRM, or customer relationship management, is what begins to transform selling from an art to a science by distilling it into a set of calculated and repeatable actions, all set to reach the ultimate goal of making more money.

Some teams will opt for the do-it-yourself approach and manage relationships through basic Excel spreadsheets, while others will take a more progressive approach and lean on a cloud-based CRM tool such as the one we provide here at Apto.

But have you ever wondered what more your technology can do, but aren’t quite sure what that more might be or where to find it? Here are some considerations for what technology can do for you.

Topics: Best Practices Efficiency

What to know about cannabis real estate, and what might be changing

Those interested in the cannabis industry will have a lot to talk about in the coming months.

With the legalization of recreational cannabis sales in California, which went into effect on January 1, 2018, there are a total of nine states where the average citizen can purchase marijuana products, so long as they are over the age of 21. Medical marijuana is legal in a total of 29 states.

The softening of state and federal drug laws in recent years has allowed the cannabis industry to flourish, posting close to $29 billion in sales in 2018.

With this spike in demand for recreational marijuana came a dramatic increase in demand for cannabis-suitable real estate. While the laws and regulations surrounding this specialty are tricky, and can even foreseeably get brokers and other agents involved in transactions into legal trouble, professionals who take a chance on pot stand a lot to gain.

Topics: Industry News Best Practices

7 metrics every CRE broker needs to know

Good commercial real estate brokers are relationship-building experts. Great commercial real estate brokers know how to bolster those relationships with data to close more deals, faster.

Unfortunately, some of us just aren’t numbers people. But in the era of big data, not being “a numbers guy” really isn’t an option anymore.

Luckily, technology has gotten more powerful and easy to use than ever. But with all that data available to you, you still need to know what to analyze and how to use it to achieve your goals.

Topics: Best Practices Efficiency

6 steps to structure an effective CRE sales pipeline review

Those who work in sales—especially commercial real estate—are always on the go. But taking time to slow down and reflect on what’s going well, and more importantly, what isn’t going well, is an essential part of running a high-functioning sales operation.

Whether you’re a manager trying to get a better hold on your team’s activities or an associate aiming to manage up and gain accountability so you can ultimately close more deals, it’s important to structure these smaller meetings intentionally. Otherwise, you risk wasting 30 minutes to an hour on aimless conversation that could surely be better used elsewhere.

We’ve spoken with a number of CRE professionals and pulled out the essential steps to running a productive sales pipeline review.

Topics: Best Practices

Death to bad meetings: The do’s and don’ts that lead to more productivity for each broker

If you’ve ever found yourself stuck in a pointless meeting wondering, “Couldn’t this have been covered in an email?”, you’re not alone.

In a survey of 182 senior managers in a range of industries, the Harvard Business Review found that 65% of respondents said meetings keep them from completing their own work and 71% said meetings are unproductive and inefficient.

And bad meetings aren’t just frustrating; they’re bad for business. More than $37 billion per year is spent on unproductive meetings according to an eye-opening infographic from Fuze. Each minute spent in a meeting is one you’re not working deals and building relationships.

Topics: Best Practices Efficiency

51 inspiring quotes to help you finish the year strong

We’re well into the final quarter of the year, and if you don’t anticipate a strong finish, there’s still time to turn things around.

Whether things are going swimmingly and you’re on track to meet your goals, or you’re finding yourself falling short, a little inspiration never hurt! We’ve curated a list of quotes aimed at motivating CRE professionals to do their best.

The do's and don'ts of CRE blogging

The marketing landscape for every industry has evolved dramatically in the past decade. Traditional methods of marketing such as commercials, newspaper ads, even banner and display advertising are all but ignored by today’s consumer.

The next phase in marketing is content.

Why? Because content marketing involves the creation and promotion of valuable information that consumers actually want.

Topics: Best Practices

7 interview mistakes to avoid and 5 things you absolutely must do to get the job

Studies have found that people decide whether or not they like you within seven seconds. That doesn’t give you much time to make a good first impression, especially when you’re in an interview situation.

Let’s face it, all you’re thinking about in that first seven seconds of a job interview is: Where do I sit? Should I have taken that glass of water? And what was the name of my interviewer again?

Interviews are high-stress situations. Even commercial real estate brokers or other salespeople, who are evaluated on their people skills, can stumble in their answers. Fortunately, like writing, delivering a killer sales pitch, or closing a deal—interviewing is a skill that can be learned with guidance and practice.

We polled seasoned HR representatives to determine what things you should definitely NOT say or do in an interview.

Topics: Best Practices

6 bad sales habits to quit right now

It’s no secret: salespeople, and real estate sales people in particular, often get a bad rap.

For many, it’s deserved. We’ve all been harassed by a persistent telemarketer or an overly-eager junior sales rep who just didn’t know when to quit. Of course, for every obnoxious account executive, there’s an experienced professional who has dedicated their life to learning good salesmanship.

But even the most skilled seller can revert to bad habits from time to time.

Maybe you rely a little too heavily on email templates or maybe you’ve gotten in the habit of interrupting clients when speaking, but it’s never a bad idea to take a quick inventory of your habits and cull out the bad ones.

Here are some to start with.

Topics: Best Practices

CCIM, SIOR, and beyond: The broker’s guide to certifications and professional associations

As a commercial real estate professional, the majority of your learning likely happens on the job through direct experience, or with colleagues and mentors.

But if you’re looking to continue your education and become a better broker, you might want to consider joining a professional organization or even taking a course or two. If you’re up for a challenge, then you can seek out a certification such as CCIM or SIOR.

To help you make the decision, we’ll take you through the pros and cons of professional associations and certifications—then help you evaluate some of your options.

Topics: Industry News