Log In

Russ Duncan

Russ is Apto's Director of Product Marketing and helps drive product direction through customer discovery, consulting, research and advocacy. Russ is a CRE tech industry veteran and has held several positions at Digital Map Products, including Product Manager, Customer Success Manager, & Solution Engineer. He's a serial observationalist interested in understanding the built and natural environments, systems of engagement and movement of information; and moreover how people use and interact with them.

Recent Posts

23 conversation topics to help you look smart when prospecting

By Russ Duncan on May 15, 2017

Finding new contacts and building relationships is the lifeblood of a commercial real estate broker. You need to know exactly who your prospects are, and more importantly, what to say to pique their interest and gain their trust.

We've said it before and we'll say it again: to capture a prospect's attention and earn their respect, you need to be interesting, relevant and timely. You need to offer them information from the start to convince them that you know what you’re talking about.

Continue Reading

Overheard in the boardroom

By Russ Duncan on May 4, 2017

boardroom-031786-edited.jpgOver the years, I’ve had the privilege of speaking with many brokers and brokerage leaders from across the country. These are brokers at the top of their game—they know their market, they have solid relationships with prospects and clients, and they know the secret to their success is hard work.

I wanted to take a moment to share some of the insights I’ve heard while sitting in boardrooms with these brokerage leaders. These little snippets of wisdom have always inspired me, so I’ve included some takeaways and additional resources for you as well.

“You can stand atop the roof of your listing and chances are you can see the building whose owner will likely be your buyer.”

Continue Reading

[Infographic] Brokers, here’s how to turn someone else's deal into your opportunity

By Russ Duncan on Apr 12, 2017

Everyone loves announcing that they’ve closed a deal. It’s the time you get to tell your peers, the market, and prospects that you’re someone who can navigate―and more importantly, execute―the complexities of commercial real estate. It represents months of relationship building, acute and timely analysis, and persistence.

But what about a deal announcement that’s not your own? While nice (perhaps) to cheers your fellow brokers on their success, it’s nicer to see how you can leverage the news to further your deals―or create new ones.

Continue Reading

6 cool CRE mapping tools to try today

By Russ Duncan on Mar 8, 2017

employee_commute_new_office-205664-edited.pngMaps 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?

Continue Reading

Meet the new and improved Apto

By Russ Duncan on Mar 1, 2017

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.

Continue Reading

12 questions to ask when a prospect turns down your business

By Russ Duncan on Jan 17, 2017

man-suit-coffee-064577-edited.jpgI already have offers. Your fees are too high. I’m going to wait for the market.

Sound familiar? When you’re talking to a prospect and trying to establish a relationship, there are a number of common excuses you’ll hear for why they don’t need you.

Continue Reading

[Video] Broker best practices for marketing and showings

By Russ Duncan on Jan 3, 2017

Market the deal you've won with the database you already have. Russ Duncan, Customer Evangelist, explains how to increase your chance of success by starting with a qualified list of potential buyers or tenants.

Continue Reading

[Video] Broker best practices for the first meeting with a prospect

By Russ Duncan on Dec 19, 2016

When you’re meeting with a new prospective client, you need to focus on building momentum. The first meeting is all about discovery: find out where your prospect is in the process and what their needs are, what opportunities may exist, demonstrate your knowledge of the market, and establish next steps to keep momentum going.

Russ Duncan, Customer Evangelist, explains how you can listen and record every touch point to deliver value in the future and keep the deal moving.

Continue Reading

Why you shouldn’t compromise on comps

By Russ Duncan on Nov 28, 2016

If you’re relying on third parties for comps, you’re doing it wrong.

Comparables sales, leases and properties are an essential part of the commercial real estate business. From valuations in investment sales, rental rate negotiation in tenant representation, and competitive positioning in landlord representation, building and maintaining a comp database can put you a step ahead of the average broker.

Watch the video to learn how you can build and use a robust comp database to demonstrate your expertise to prospects and clients.

Continue Reading

[Video] How well do you understand your prospects?

By Russ Duncan on Nov 15, 2016

When it’s time to make a pitch to a prospective client, you need to know both that client and the property inside and out. It’s your biggest opportunity to set yourself apart and win their business—and the right technology can help ensure this happens.

Russ Duncan, Customer Evangelist, explains how in the next installment from our video series on best practices for operating a commercial real estate brokerage.

Continue Reading