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3 ways to use culture to attract and retain top broker talent

By Jesse Grossman on Oct 4, 2018

Company-Culture-320x213If you’re growing your broker team, finding and retaining the right talent can be tricky. In any trade where commissions are involved, salespeople have to walk a fine line between their obvious financial motivation to make a sale and the client’s best interest. And thanks to deal cycles that can span years, brokers especially have to make large investments in establishing rapport with everyone involved.

At the management level, it’s your job to empower the sales team to cultivate the relationships that drive revenue. An environment that attracts and retains top brokers comes down to an investment in company culture. If your employees are happy, motivated, and working towards a common goal, then you’ve unlocked the key to a productive workforce.

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Are you tuned into the right news for CRE? Check out these local sources.

By Erik Dolan-Del Vecchio on Sep 25, 2018

News-laptopWhether it’s prospecting or navigating market trends, top brokers know you need to be informed if you want to get ahead.

Major news sources like Bloomberg, The New York Times, and The Wall Street Journal can help keep you up to date on global and national business developments, but they don’t typically cover local news. And for most brokers, understanding local changes in your market is the most important thing of all.

To help brokers stay on top of the deals and trends in their market, we decided to put together a list showcasing some of the best places to find local CRE news in three top markets across the country. If you do business in New York City, San Francisco or Houston, check out these sites to keep tabs on the deals and trends shaping your market. (And many of these organizations have regional outlets in different cities, so search for your own if you’re not in one of these areas.)

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5 CRE marketing tactics to learn before the end of the year

By The Apto Team on Sep 4, 2018

rcm-marketing-320x189Marketing in commercial real estate has to be more than just sending out a few emails now and then and posting your listings on LoopNet. This strategy won’t set you apart from competitors, because your competitors are doing the same things—the monthly newsletter, the listings on LoopNet, the social media post now and then…the list goes on.

In an industry like CRE, you need to make sure you are where your clients are in order to increase your presence and opportunity to close deals.

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4 underrated sales skills every broker needs

By Irena Ashcraft on Aug 30, 2018

adult-businessman-call-374008-118000-editedTo be a great broker, you’ve got to be great at sales: it’s how you build relationships, turn them into deals, and keep your business growing. But sales—as you already know—is about more than just making your way down a call list or blasting out an email. In fact, some of the most powerful sales skills are often very subtle.

Here are four underrated sales skills you should cultivate:

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4 reasons to share your data and turn your team into a real business

By Irena Ashcraft on Aug 16, 2018

broker-data-relationships-320x216-2What do you lose when you keep everything to yourself?

We know of brokers who are protective of their data as well as their relationships, and of some teams that are so competitive they’ll steal leads right out from under each other.

And in a way, we get that instinct to turn inward. It can feel like you’re laying all your cards on the table when you share hard-earned intel with people who may not understand what it took for you to get it in the first place—and who may run off with it the moment your back is turned.

But at the same time that some brokers are turning inward, others are turning that thinking right on its head. They’re discovering that when they open up and work together, they’re able to attract even more success for themselves, their team, and ultimately their business.

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Hunting unicorns: How to find the next billion-dollar startup in your market

By Erik Dolan-Del Vecchio on Aug 2, 2018

Unicorn-Startups-List-2018-355310-editedEvery broker wants to catch a unicorn.

If you can find the next billion-dollar startup early, then you can ride that relationship as they grow. And then maybe retire early.

But like most things, the task of finding tomorrow’s unicorn is a lot easier if you know where to look. And if you don’t live in Silicon Valley or New York City, don’t despair — experts are predicting the next unicorns will come from smaller, burgeoning tech markets across the country.

So from making connections at top universities to attending the right events, follow these steps to put yourself in the best position possible to catch your market’s next unicorn early on so you can keep that relationship for the long term.

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5 tips to create strong first impressions every time

By Erik Dolan-Del Vecchio on Jul 11, 2018

broker-shaking-hands-224097-edited-1In commercial real estate success often boils down to the strength of your relationships. Whether it’s finding a mentor or securing new clients, all relationships start with a first impression. That impression sets the tone for everything to come.

While that may sound daunting, the good news is we have the power to consistently create excellent first impressions.

So from simple things like smiling to working to create an aura of self-confidence, master these five habits to start making the best impressions possible.

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Feature spotlight: 3 ways to work and close more deals faster

By Russ Duncan on Jun 28, 2018

If you’re finding success as a commercial real estate broker, then chances are you’re winning and executing business based on a fairly repeatable process that demonstrates your unique value. That process is likely a series of things to do in order to create and keep momentum and assign responsibility to yourself or your team.

Apto’s latest feature set is designed to help you do everything related to a deal much more efficiently. It lets brokers track, manage, and execute deals from start to finish with a simple interface and intuitive workflow that drives everything forward.

How, you might ask? Well, we have three feature spotlights to show you our favorite tools and how they’ll help you close more deals faster.

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7 traits of UNsuccessful brokers

By Erik Dolan-Del Vecchio on Jun 26, 2018

broker-thinking-window-320x189Let’s face it — becoming a successful broker isn’t easy.

It takes an entrepreneurial mindset and relentless persistence to succeed in the world of commercial real estate. Living on commissions while building your business from scratch is one of the toughest learning curves out there, and not everyone is up for the challenge.

But for those bitten by the CRE bug, it’s critical to understand that your habits and traits will either nourish or derail you on the path to success. And while it’s not fun to recognize our own shortcomings, top brokers know a bit of serious introspection only makes you stronger.

So from giving up easily to being afraid of technology, below are some of the key traits shared by unsuccessful brokers. If you recognize any of these traits in yourself, don’t panic; it doesn’t mean you need to change careers. All it means is now you know where you need to improve, and that’s the first step towards success.

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4 ways to increase trust during any conversation

By Irena Ashcraft on Jun 25, 2018

black-and-white-city-man-people-761171-editedIt takes a lot to earn somebody’s trust, and it’s not something you can simply do with the wave of a wand. The hardest thing about it is that it is, well, hard: it means you have to invest the time, keep your word, and care about the other person and those things that matter most to them.

Ultimately, creating trust requires you to, in the words of Ralph Waldo Emerson, “Be, and not seem.” That means that your actions have to come from a place of sincerity.

However, there are certain things you can do to build trust more quickly, and you can integrate them into almost any conversation. These are subtle psychological strategies that can help other people feel more at ease around you and more prepared to trust you.

You’ll still, of course, have to do the work of earning that trust. But these tips should make that journey a more productive and enjoyable one for both you and the other person!

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