The 4 craziest prospecting stories you told us

There are plenty of blog posts out there with tips to cold call, network, persuade, etc. In other words, there are plenty of prospecting tactics, but sometimes it’s helpful to remember that at the end of the day, it’s just two people making a connection in occasionally random ways.

We recently solicited your most surprising prospecting stories, and are pleased to share four experiences. 

Here are the craziest, funniest, most random broker prospecting stories we could find, filled with crazy characters, mysterious LLCs, celebrities, and an introduction in Antarctica.

Topics: Interviews

Q&A: Andrew Benioff, Founder of Llenrock Group and PREC, on networking and collaboration in CRE

Like many founders, Andrew Benioff was simply building the solution he himself was looking for when he started the Philadelphia Real Estate Council. The real estate think tank focuses specifically on the Mid-Atlantic region and is comprised of an exclusive group of CEO's, principals, and CRE influencers who meet quarterly to collaborate and discuss the latest trends affecting commercial real estate.

Here, Andrew shares why he thinks this type of collaboration is so essential in the commercial real estate community, and how building a strong network set him up for success.

Topics: Best Practices Interviews

The best career advice these 6 brokers ever received

“Many receive advice, only the wise profit from it.” — Harper Lee

Good advice has the power to change your life.

Whether consciously or not, we’ve all been shaped by the advice of others at some point. Maybe you listened to a coach who took a special interest in your upbringing, or maybe it’s the words of a parent you still find rattling around your head as you navigate difficult career or personal decisions.

Topics: Best Practices Interviews

Women in CRE: 7 Lessons Learned from Heidi Burkhart, Dane Real Estate

Commercial real estate may still be dominated by men, but that never stopped some of the industry’s top women from finding success. This month, we spoke to one such leading lady: Ms. Heidi Burkhart, president and owner of New York brokerage firm Dane Real Estate.

Burkhart started the company in 2008, at the age of 26. Today, she’s a leader in affordable housing brokerage as well as an emerging developer in the region.

We caught up with her to find out how she did it, from meeting the right mentors to hustling ’til it hurts. Here’s what we learned:

Topics: Best Practices Interviews

What’s next for shopping malls? What brokers need to know

The owners of malls—and the brokers that find leases for these assets—are certainly very busy right now.

Every week, there seems to be more news about a major department store anchor shutting down tons of stores, which means there is a lot of vacant space on the horizon that will need to be filled.

Here are some of the major chains having problems right now.

Topics: Interviews

Get inspired by 5 of our favorite TED Talks for CRE brokers

Tired, burned out, or otherwise worn down by the daily grind? Been there.

In the struggle to find new clients, tour properties, toil over paperwork and close the &%$(@* deal, it’s sometimes easy to forget what you drew you to the business in the first place.

Take a quick break with one (or five) of these TED talks. They’re all at least tangentially related to commercial real estate, and they can help you step back and gain a fresh perspective on the communities and professional environment you’re part of.

Topics: Industry News Interviews Disruption

The broker's guide to working with startups [Guest post: Stefan Bhagwandin]

Startup clients are the oddballs of commercial real estate. They generally don't have a deep knowledge of the local real estate market since their specialty lies elsewhere, but they do potentially have recently earned venture cash to spend on a desirable work space. New York City startups, for example, saw $1.9B in VC investment in the first quarter of 2016.

Topics: Best Practices Interviews

Part 2: Should you fire your client?

6773908365_807cbb6d3d_o.jpgOur recent blog post on deciding whether or not to fire a difficult client really resonated with our readers. It’s one of our most popular posts from the year so far, and we were thrilled that some of you wrote in to tell us about your experiences.

Topics: Interviews

[Case Study] Aron Susman | TheSquareFoot

TheSquareFoot is a technology enabled commercial real estate brokerage serving the space needs of businesses across the country. Businesses can search for office space and then connect with TheSquareFoot’s brokerage team to tour spaces, get questions answered, and walk through the leasing process.

Each broker at TheSquareFoot is working with 15-20 clients at any given time so they knew right away they needed a powerful CRM to organize data and keep track of deals. TheSquareFoot has been using Apto since 2013, and I recently had the opportunity to speak with Aron Susman, the company’s Co-founder & Chief Financial Officer, about how Apto is used in their brokerage business.

Topics: Interviews

[Case Study] Justin Tunnell | TNRG

The National Realty Group Inc. (TNRG) is a full service, Houston-based commercial real estate firm. TNRG gathers all aspects of commercial and industrial real estate together under one umbrella and offers high-quality solutions without time-consuming hassles.

Justin Tunnell, a broker at TNRG, began his professional career in 2002. He has brokered commercial industrial leases, acquisitions and dispositions, and investment sales. He has also been involved with designing and marketing ground-up development projects with TNRG. We asked Justin to tell us a little bit about how he and his team uses Apto:

Topics: Interviews