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Broker expert perspectives: Modern technology and marketing strategies to stay competitive in CRE

By Darius Artiola on Jul 18, 2019

_evstratov_-InsHJ5sg2vc-unsplashIt’s easy for me to sit here and say that it would behoove every commercial real estate broker to implement a CRM. CRMs not only provide a foundation for staying organized, but also help companies maintain the competitive edge in today’s rapidly changing industry. However, my opinion only means so much. What about the people that are out there every day, working long hours and trying to close deals? The ones who have seen the industry evolve and witnessed new top players emerge on the scene? What do they really think?

Below you’ll hear from five brokers around the country who possess a wealth of experience and provided their insights about modern technology and marketing strategies in today’s CRE industry.

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New Apto survey: CRE workplace attitudes toward women

By The Apto Team on Jul 9, 2019

The commercial real estate brokerage industry has become a more favorable place for women professionals, but men and women disagree on the extent of the progress, according to the latest Apto National Broker Buzz Poll, which was conducted before the Fourth of July by commercial real estate software company Apto. Women believe there’s been some progress; men believe there’s been more.

“It’s one of the interesting differences that the poll revealed,” said Apto CEO Angela Tucci. “While most respondents agreed that the industry has made improvements in the way it treats women — and this is something we should certainly celebrate — the representation of women in broker roles and leadership positions still remains low. Just like in the tech industry, we should be pleased that workplace gender relations are generally getting better, but we should aspire to achieve greater inclusivity and even further diversity."

Topics: Industry News
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5 Instagram accounts every commercial real estate broker should be following

By Natalie Perkins on Jul 3, 2019

neonbrand-nZJBt4gQlKI-unsplashWhile not yet the industry standard, more and more brokerages and CRE professionals are starting to use Instagram to build their brands and grow their businesses.

We’ve rounded up five accounts—from actual brokerages to multimedia companies—that we believe are using the platform to connect with the industry in unique and engaging ways.

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How these 8 brokers use technology to get ahead

By Kim Howard on Jun 25, 2019

technology-buildings-black-white-320x214We take a lot of pride in helping our customers manage their client relationships, properties, listings, and deals. Apto is the #1 CRM & deal management platform in the industry, and our software is trusted by nearly 10,000 brokers.

We are proud to report that our customers see a 610% annual return on investment (ROI) from their purchase of Apto. They also estimate that using Apto helps them save nearly 6 hours a week—that’s an average of 295 hours per year. 

Take a look at some of the ways brokers across the country are using Apto to manage their business and get a competitive edge.

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Are you good at email? Here’s how to be a little bit better.

By Elizabeth Knight on Jun 20, 2019

apto-inboxWhen you think about the communication methods you use in your professional life, face to face is still the most important for commercial real estate brokers, followed by the trusty phone call.

But then it’s email. Being efficient and communicating your message clearly and succinctly doesn’t just save you time and energy, it saves your clients time and energy.

To be an effective broker, you should be able to do a couple things when it comes to email: You should know how to manage your inbox so it doesn’t overflow with urgent messages, but also doesn’t suck all the time out of your day because you’re responding to everything immediately. You should be able to send a message that gets your point across and prompts action, but doesn’t take long to read. And you should know how and when to use mass email to amplify your message and brand.

Fortunately, there are tools and resources out there that can help with all of this. Even if you’re already good at email, you can always stand to be a bit better. Here’s how.

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Why you can never stop prospecting, and how to do it at every stage of your career

By Elizabeth Knight on Jun 19, 2019

broker-building-phone-tablet-320x213If you’re not actively prospecting for new business as a commercial real estate broker, then you’re falling behind.

Brokers who are only a few years into the business understand this inherently. Building a book of business takes a long time, so in the early years, it might feel like your job is ALL prospecting.

But the trick is to keep the momentum throughout your career. Even if you have plenty of repeat business and referrals, if you’re not also reaching out to new people, then your business is in decline.

We hear it over and over from the top brokers in all markets and specialties. It’s great to not have to rely completely on prospecting, but at the end of the day, you always have to think about your long-term pipeline. To keep your pipeline full and your business moving forward in some way, you have to keep meeting new people.

Here are some of our favorite resources to inspire and guide your prospecting efforts at every stage of your career as a commercial real estate broker.

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The absolute best time to ask for a referral and exactly what to say

By Elizabeth Knight on Jun 13, 2019

broker-shaking-hands-224097-edited-1We all know that referrals are one of the best ways for commercial real estate brokers to get new business. You should never completely rely on referrals or repeat business, but it can be a big boost for your career over time if you perfect the art of the referral request.

Happy clients should be more than willing to give you a few names or a reference at the very least. And when you have someone to vouch for your work right out of the gate, the initial process of bringing on a new client can move a little faster.

So, the big question. At what time and stage in the transaction process should you make a direct request for a referral?

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Catch up on the Great CRE CRM Debate

By Russ Duncan on Jun 6, 2019

Rod Santomassimo at The Massimo Group, the premier commercial real estate coaching and consulting organization, recently hosted The Great CRE CRM Debate, and we were honored to be one of the four companies who participated.

It's no surprise that hundreds of commercial real estate professionals joined to hear about commercial real estate CRMs. A CRM is no longer a nice-to-have; it’s become a must-have for brokers. In fact, this year's DNA of #CRE survey data revealed a pretty dramatic stat:

Less than half of brokers who make under $100K a year use a CRM, and 71% percent of brokers who make more than $100K use a CRM.

Even if you use a CRM, it may not be made for commercial real estate. And if it’s a CRM for commercial real estate, it could be doing more for you than just storing data.

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We’ve reached the CRE tech tipping point. Here are 8 lessons learned along the way.

By Tanner McGraw on Jun 4, 2019

brokers-phones-stairs-building 320x174This article was initially posted on GlobeSt.com.

It’s been a generation coming, and in the past five years we’ve seen the pace accelerate. Now, it’s crystal clear: for commercial real estate technology, including automation across a variety of applications, we’re past the tipping point. The era of adoption is upon us. The effects are acutely apparent, though the industry continues to grapple with vexing but surmountable challenges including a lack of consistent data standards.

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5 creative ways to be the broker your clients will never forget

By Elizabeth Knight on May 30, 2019

fancy-car-320x213Commercial real estate brokerage is a relationship business, and relationships are built on trust and rapport.

When it comes to prospects and clients, the trust comes from knowing your stuff, showing your stuff, and ultimately doing your job well.

The rapport comes from that little something extra. How do you go above and beyond for clients? If you’ve been in the industry for a few years, then chances are a big percentage of your deals are from repeat business or referrals. And while brokers should never really stop prospecting, you need to put in time and effort to impress your clients and maintain those relationships so the next time they need a broker, they call you.

Here are a few ways you can build a strong rapport and be the broker your clients will never forget.

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