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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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How to get past gatekeepers when prospecting

By The Apto Team on Apr 9, 2019

Getting-Past-The-Gatekeeper_FI-1-1All commercial real estate brokers have been there.

You’re hitting the phones, trying to drum up new business and connect with new people, and you just can’t seem to get past the gatekeepers.

Those decision makers you’re calling have receptionists for a reason, after all. Whether it’s a property owner or tenant, they probably have a lot of people trying to reach them, and they sometimes even train those gatekeepers to block pesky salespeople like you, sending you straight to the abyss of voicemail.

But getting past those gatekeepers can be done. And it should be—you have real value to offer, after all!

Here are a few simple tips to help you get through and reach new connections, and make sure you keep them on the line once you do.

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Why culture fit is a trap in building a brokerage team

By The Apto Team on Apr 4, 2019

Ifashion-men-vintage-colorful-larget’s no secret that culture fit is a major factor in why certain teams work together and that it makes a positive contribution to job satisfaction and employee retention. Whether you’re on a large team or it’s just you and an admin, you have to give some consideration to coworker dynamics and how you can keep your top performers.

When it comes to inspiring performance and increasing employee loyalty, a strong cultural fit can make all the difference. However, while cultural fit is important, it’s not the only consideration when building your team.

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Power tips for turning cold calling into warm calling

By The Apto Team on Apr 2, 2019

Cold_Calling_Apto_Best_Practices-320x213We’ve all been there, having to make the “dreaded” cold call. While few commercial brokers are a fan of cold calling, they’re a reality for this industry — especially when you’re a broker who’s just starting out.

Cold calling often feels uncomfortable because the person isn’t expecting to hear from you, and you have no idea if they’re in the right mood or frame of mind to have a sales conversation.

Like anything else, it’s all about the approach. Whether you’re a seasoned broker or just starting out, there’s an opportunity to change how you view cold calling.  

This starts with embracing the idea that you’re never actually making a call that’s truly cold because you always have insight backing up your prospecting.

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16 ways this industry veteran prospects for shopping center tenants

By Beth Azor on Mar 28, 2019

shopping center.jpg&updated=201610312010&MaxW=800&maxH=800&noborderIs prospecting dead? Certainly not! In fact, I would say it’s more important than ever! With most sales agents or (in my world) commercial real estate leasing agents continuing the asinine habit of email blasts (I’ll tell you how I really feel!), it’s more important than ever to meet with and call—yes, I’m talking phone call—your prospect!

Here are 16 ways I prospect:

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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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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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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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