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

By The Apto Team 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 The Apto Team 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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5 creative ways to be the broker your clients will never forget

By The Apto Team 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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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 The Apto Team 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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How commercial real estate brokers can write better mass emails

By The Apto Team on May 2, 2019

emails-marketing-320x180Whether you call it an email “blast” or a “push” or a “send,” an email sent to hundreds or thousands of people at once can still be an effective commercial real estate marketing strategy.

It cannot and should not replace one-on-one connections and conversations, but there are still times when a mass email can come in handy. Maybe you send a monthly newsletter with market news and trends to your network of contacts, or perhaps you want to get the word out on a new listing (after you’ve already called your top contacts and likely buyers, of course).

Mass email may seem like an old-school strategy, but it’s still around for a reason. Here are a few tips to up your game and write emails that people actually want to read.

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4 quick tips to cut prospecting research time in half

By The Apto Team on Apr 30, 2019

watch_by_computer-720230-editedIt’s Tuesday morning, and you have a call block for prospecting on your calendar.

You put Outlook on one screen and Excel on the other. You pull up a browser with your CRE data provider of choice, as well as LinkedIn, Twitter, Facebook, and Google—all on individual tabs. Then you scan your contacts to figure out a strategy, filtering in Excel to define your target group. Finally, you pick up your phone and call the first contact in your spreadsheet.

Sound familiar? No wonder you put off prospecting. It can take a lot of time each day to get fully prepared and make connections.

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Here are 8 tips we would give companies looking to hire a CRE broker

By The Apto Team on Apr 23, 2019

brokers-suits-coffee-320x240You, the commercial real estate broker, live and breathe your market. Helping businesses find space to lease or buy is what you do and what you know so well.

As for the people running those businesses, they have other things on their minds! While some might have a bit of familiarity with the market, many of them don’t have the faintest clue as to how to find the right space for them.

So while you’re aggressively calling to win their business, keep in mind that they’re probably pretty stressed about the thought of the move. Considering rent may consume up to 20% of company revenues, depending on the industry, and that the devil is in the lease details, it's important they make the right decisions. That starts with selecting the right broker for their needs.

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Two simple tricks to make prospecting seem less daunting

By The Apto Team on Apr 11, 2019

broker_on_motorcycle-1600x1068Are you one of those commercial real estate brokers that has a tendency to put off prospecting? No matter how often you think about it, how often you promise yourself or your team that you’ll do it, how often you block time on your calendar, you just can’t make it happen. It’s your least favorite part of the job and the first thing you postpone when you’re busy.

Of course, you know how important it is to prospect. It feels great to be working deals and know the commission check is in sight, but once those deals are done and the check is cashed, what’s next? You can rely on repeat business and referrals if you’ve been around for a while, sure. But even tenured brokers know that to be continually moving forward, you have to keep prospecting.

Here are two tricks that can help make prospecting a little bit easier.

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