Log In

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.

Continue Reading

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.

Continue Reading

How commercial real estate brokers can write better mass emails

By Elizabeth Knight 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.

Continue Reading

4 quick tips to cut prospecting research time in half

By Elizabeth Knight 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.

Continue Reading

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.

Continue Reading

Two simple tricks to make prospecting seem less daunting

By Elizabeth Knight 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.

Continue Reading

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.

Continue Reading

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.

Continue Reading

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.

Continue Reading

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:

Continue Reading