The $450,000 post-it note

The other day, a few members of our product and sales teams got to talking about stories they’d heard recently from brokers. There were plenty of tales about legacy CRM systems and other outdated technology, but there were even more stories about offices stacked with paper and desktops crowded with Excel documents.  

But to me, this one takes the cake. It’s about the real cost of relying on those antiquated systems to prospect and build relationships. (Names and locations intentionally left out!)

Topics: Best Practices CRE Tech Efficiency

3 types of prospects that should be on your call list

The value of your services as a commercial real estate broker lies largely in your relationships—and by extension, the database that keeps them organized. To make meaningful connections with the important people in your market, you have to know who they are, their portfolios, their networks, their past behavior, etc. You have to be an expert on your market and all the properties and people in play.

There is so much information to track, and while there are a lot of data services out there to help you get started, they’re all imperfect. You have to gather and maintain your own data if you want to succeed.

The good news is if you’re diligent about building your database and keeping it up to date, it can pay huge dividends.

Topics: Best Practices Efficiency

Apto + Buildout—integrated to help you broker like a boss

Let’s think about the deal lifecycle for a moment.

From the first time you talk to a new prospect to when that check gets cashed, there are dozens of moving parts. And dozens of apps and tools to help with each of those parts.

Well, that number just went down a bit. Apto and Buildout are integrated to make the move from pitch to marketing that much smoother and simpler.

Topics: Company Updates CRE Tech Efficiency

5 tools to keep you productive from virtually anywhere

These days, being tech savvy isn’t just convenient—it’s practically required. Cloud technology has revolutionized the way we do business, especially in commercial real estate. No longer are brokers expected to travel with paper files in the trunk of their car. Now they have access to all of their documents, contacts, and spreadsheet information on their phone.

The good news is that technology is becoming more and more intuitive and easy to adopt. Here are 5 tools that all CRE professionals need to always have on hand.

Topics: Best Practices CRE Tech Efficiency

Summer is (almost) over. Take these 7 steps to reset and finish the year strong.

We’re over halfway through 2017, and as we head into Labor Day weekend, summer is drawing to a close. It’s time to take a pause, evaluate how things have gone so far, and plan for a successful close to the calendar year.

It’s easy to get caught up in the day-to-day pace of work and life. And often, when forced to choose between an easy task and one that requires deep, critical thinking, we choose the one that we can cross off our to-do the fastest. This can lead your priorities askew and cause you to stray from your goals.

That’s why it’s important to carve out time in your schedule for the tough stuff—the deep thinking that guides those day-to-day activities in the right direction. Here are some tips for ensuring strategic thinking doesn’t fall by the wayside so you can crush the remainder of 2017.

Topics: Best Practices Efficiency

7 ways to use LinkedIn Sales Navigator to prospect better

Have you tried LinkedIn’s Sales Navigator tool yet? It can shortcut the process of finding qualified leads and lets you play with a treasure trove of user data so that you can unearth prospects based on everything from zip code to common interests—which is far more than you can do with the regular search function.

Here are a few ways the Sales Navigator can help you prospect:

Topics: Best Practices Efficiency

Know your stuff, show your stuff. Your next deal depends on it.

A few years ago, my Honda Civic finally kicked the bucket and it was time yet again to go new car shopping. Some dread the task, but I was excited to put my years of reading Motortrend to work. I headed into the dealership armed with facts and figures, as well as the various opinions of automotive journalists in case the conversation got serious.

A sales guy started chatting me up right away so I threw him some softball question. I was looking to connect―all he had to do was react to what I said and display some semblance of knowledge. He didn’t do either of those things. He just sort of nodded and then started talking about the car in question and various “facts” that I was able to sniff out as falsehoods immediately.

I was out of there. He was out of a sale.

I hope you haven’t done this, or I hope you’ve only done it once. Once is all it takes to learn how important it is to know your product and your customer, and to have all that information on hand when it’s time to connect. Being able to have a smart, meaningful conversation is the key to being an effective salesperson.

Topics: Best Practices Efficiency

What to know about the 3 disruptive technologies gunning for your job

From cashiers to car washes, weve watched technology reshape industries and eliminate jobs through increased automation.

While many of us may have thought more complex roles and industries would remain sheltered from increasingly advanced technology, a recent report by Remit Consulting said 88% of the core tasks performed by real estate service firms are ripe for technological takeover.

Topics: Disruption Efficiency

[Free ebook] The Broker's Guide to More Efficient Prospecting

If we were telling you about a beginner’s guide to prospecting in commercial real estate, we would talk about networking and canvassing. There would be advice about how to talk to people everywhere, all the time. You’d find tips for cold calling and email outreach, and guidance on scheduling and tracking your efforts.

But this ebook isn’t a beginner’s guide. This is for brokers who are past the struggles of the early years, where organization is still a work in progress. This is for brokers who are ready to build a scalable process that ensures their pipeline stays full and the paychecks keep coming. We assume that you have centralized technology and a CRM, not just a collection of Excel spreadsheets. (If not, start with A Practical Guide to CRM for Commercial Real Estate).

And we’re going to be honest—to become an expert, you need to put in the work. There are ways to be more efficient, but there are no true shortcuts. To make more money, you need to invest in technology and take the time to implement better processes. But it’s worth it.

Topics: Best Practices Efficiency

11 things to outsource on Fiverr—from the helpful to the absurd

As a commercial real estate professional, your workday rarely ends at 5pm. Somedays, the real work may not even begin until then, or you might just be working round-the-clock—ready to take a client call at any moment.

That’s why the way you choose to spend your time matters. You don’t get paid to sit behind a desk, you get paid when you produce. So how do you ensure your time is being spent working on deals and not on useless paperwork?

Topics: Efficiency