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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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One easy way to prospect and find likely buyers quickly

By Russ Duncan on May 23, 2019

Here at Apto, we’re all about giving commercial real estate brokers simple tools to put your information to work. Our CRM organizes your data the way you think and applies it the way you work. Here’s one of the ways we help you close more deals faster.

We call it Buyers Needs (or Tenants Needs, if that’s your thing), and it helps you prospect and find likely buyers quickly and easily.

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4 myths about commercial real estate brokers—debunked

By Elizabeth Knight on May 21, 2019

brokers-buildings-abstract-320x209Commercial real estate brokers get a bad rap sometimes.

They can be seen as pushy and aggressive, or borderline unethical. If you’re a potential prospect, you might get hounded by calls and visits from brokers. If you’re a broker, you could find yourself on a team so competitive you’ll have leads stolen right out from under you.

The commercial real estate industry at large also has a bit of reputation. It’s known as an old boy’s club, and one that’s pretty outdated in terms of technology. Many brokers still rely on Excel or even pen and paper, and they don’t trust technology for their business.

That’s what some people say, anyway. And at times, maybe they’re right. But you and I know that these perceptions don’t accurately reflect the full reality of CRE.

We break down four common myths about commercial real estate—and why they’re false.

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[Video] Get a quick overview of Apto Property Sites

By Russ Duncan on May 16, 2019

Ready to create a presentation-ready property website in seconds?

No entering the address and relevant details over and over again, no messing with formatting, no wondering if you missed something. Just a beautiful website created straight from your CRM, autopopulated with the details there, and complete with lead capture form for prospects to register interest.

Send the URL directly to your top contacts or post it on listing sites. Either way, every inquiry you receive is captured and centralized within Apto for easy follow-up.

Watch the video to see how it works

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15 video marketing resources for commercial real estate marketers

By Kim Howard on May 14, 2019

stark building-320x180According to the latest "DNA of #CRE" survey, 50% of CRE marketers use videos or 3D tours for property marketing.

Video marketing is only going to increase in popularity in the coming years. According to a report from HubSpot Research, more than 50% of consumers want to see videos from brands—more than any other type of content. And for commercial real estate, it just makes sense! What better way to show off a property than a video tour?

Whether you’re creating videos and tours in-house or outsourcing to third-party companies, savvy commercial real estate marketers need to be aware of the latest trends—and the best tools and companies available to create professional-looking videos. That’s why we put together a list of the top companies who provide video content and drone or 3D tours to the commercial real estate industry, as well as some tools you could use yourself to make high-quality videos.

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The broker’s quick guide to instilling accountability in your team—and yourself

By Elizabeth Knight on May 9, 2019

teamworkEveryone manages someone.

Maybe your commercial real estate brokerage team includes you and one admin to support you. Maybe you manage one other broker, or 10. Or perhaps you’re an independent contractor and it’s really just you! Even then, you’re managing yourself and your work and output every day. As they say in commercial real estate, you eat what you kill, so you have to make sure you’re managing yourself as best you can.

Whatever size your team, instilling accountability can be difficult. Here are three tips to make it easier by structuring accountability into your processes.

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13 upcoming commercial real estate conferences for your specialty

By Kim Howard on May 7, 2019

NAIOP ICON conference-2Last year, we compiled a list of the top commercial real estate conferences for brokers to attend in 2019.

While they’re specific to commercial real estate professionals, the agenda and sessions at most of these are focused on broad topics that almost all brokers would find useful: macro economy updates, demographic trends, technology best practices, etc.

But there are also several great smaller conferences coming up this year that are geared towards specific commercial real estate specialties. A lot of brokers specialize in a particular property type or other niche, and if you’re one of them, you’ll want to check out some of these conferences below, covering industrial, multifamily, healthcare, or retail/office/mixed-use real estate.

Topics: Industry News
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