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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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Make March Madness Predictions and Win $100

By The Apto Team on Mar 19, 2019

Basketball blogMany brokers love college basketball, so we’re taking the pulse of CRE pros on the NCAA men’s basketball tournament before it gets underway.

Please take this one-minute multiple choice broker poll to let us know how the tournament affects your work, and who you think will win!

Topics: Industry News
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What we’ve been reading: the DNA of #CRE, using tech to build client rapport, and automation in CRE

By The Apto Team on Mar 14, 2019

technologyThis week, we wanted to share a few articles that caught our attention recently.

From the annual DNA of #CRE survey to commentary on automation and technology, read on for the latest commercial real estate insights.

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How Apto marketing follows you around the internet, and 10 things to know about paid ads

By Michael Bevan on Mar 12, 2019

black-white-buildings-320-213Every now and then, we’ll get an email from a broker who’s had about enough with Apto ads.

“Please take me off your list!!! I see your ads everywhere.”

We even got a similar email from someone in the commercial real estate industry who markets herself as a thought leader and digital marketing expert. This person didn’t understand paid advertising either.

The thing is: it’s just not that simple for us to “turn off” those ads off for any one person, across multiple platforms. That’s just not how it works. It’s not an excuse―it’s digital advertising, and if you want to use it to your advantage as a broker, then there are a few things you should know.

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What makes a good target prospect? How to identify top opportunities in your market.

By Elizabeth Knight on Mar 7, 2019

broker-building-phone-tablet-320x213Have you switched to the top-of-mind prospecting system?

The concept is appealing. Outlined by Blaine Strickland in his book, Thrive: Ten Prescriptions for Exceptional Performance as a Commercial Real Estate Agent, the strategy involves less cold calling, and instead outlines a method that focuses on identifying 125 high-value targets in your market to build relationships with so you’re “top of mind” when they need an expert CRE advisor. Over time, they’ll give you a healthy income, and you don’t have to spend all day on the phone.

But what exactly makes a good target prospect for that list?

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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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How to beat another broker in a competitive deal

By Elizabeth Knight on Feb 26, 2019

chess-beat-competition-1We started getting the barrage of calls and emails last summer.

Apto currently occupies the second floor of a building right in the heart of downtown Denver. Our lease is up later this year, and since we’re a growing company, we’ll probably need to expand somewhere a little bigger.

So it makes sense that it was last summer that brokers started pounding on our door. They would talk to whoever they could get a hold of on the phone―our customer support line, our salespeople, our operations manager...they even requested demos of our product just to make their pitch to us.

For better or worse, we already had representation in place, thanks to our founder. He was a broker himself and had connections to get us an experienced team.

But it got me thinking. What would it take to uproot an incumbent broker? Or just to beat another broker in a competitive situation? After all, our product promises to give brokers a competitive edge, and I do believe our technology lives up to that promise. But how exactly does it work? And what else does it take to win?

It comes down to this: If you’re up against another broker in winning a competitive deal, you need to be more knowledgeable, more proactive, or more organized. To find out where your gaps are and how you can win, ask yourself these three questions.

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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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8 tips for commercial real estate brokers to tap the power of social media for business marketing

By Cary Brazeman on Feb 19, 2019

Social-Media-Marketing-for-Commercial-Real-Estate-Agent-Operations-AdobeStock_122318125If PR is a prime strategy to raise your profile in the market — think speaking engagements, community relations and attention from third-party media — social media can be a powerful complement to build relationships and enable others to spread the word on your behalf.

Social media is “shared” media. You and everyone else participating jointly share the platform. The downside is negative feedback exposed widely, which can set back your marketing efforts. The upside is the opposite: a multiplier effect for positive interaction, with the information and conversations shared with many more people than through one-off interaction.

The big question to ask first is whether this tactic suits you. Most brokers are sociable, to be sure. But for some people being social on demand is a stretch. Likewise, receiving negative feedback from total strangers isn’t fun, and that can happen on social media. If that makes you uncomfortable, social media marketing may not be a good fit.

All that said, if you’re prepared for the interaction and accept the risk, here are 8 tips to make the most of social media.

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