Don’t Miss These Top 6 CRE Blogs from 2017

We wanted to recap some of our favorite and most popular commercial real estate blogs from the year. We’ve explored everything in 2017, from turning cold calls into warm calls to what qualities the best CRE drip email campaigns have – so don’t miss out on these top 6 CRE blogs from 2017.

#1: 6 CRE Trends to Watch in 2018 (And How They Impact Your Prospects)

Wondering what the commercial real estate industry will look like in 2018 and how today’s emerging market dynamics will affect the business in the long run? This blog takes a close look at the 6 CRE trends to watch in 2018 and how they will impact your prospects. Hint: After the commercial real estate industry saw incredible growth in 2016 and 2017, CRE professionals and investors are anticipating another great year for the industry. Find out more by reading the blog.

#2: 4 Qualities of an Epic CRE Drip Campaign

Email marketing is one of the most effective forms of marketing in today’s commercial real estate market. Whether you are a seasoned agent or if you are just starting out in the CRE industry, an intriguing email drip campaign can set you apart from the competition. Read the blog here.

#3: 3 Things CRE Brokers Can Learn from Predictive Analytics

The commercial real estate industry is beginning to embrace predictive analytics – something that will change the way brokers close deals and will help them grow their clientele. Learn more.

#4: 5 Ways to Warm Up a Cold Call With Lead Intelligence

Any good real estate agent knows that cold calling is a vital part of building their network of clients and that creating a sense of camaraderie with prospective leads will make them more keen on listening to what you have to say. Do your homework ahead of time with the help of lead intelligence is one way to build this connection. Read the blog.

#5: 5 Tips for Data Driven Prospecting in Real Estate

Are you spending loads of time prospecting for new leads, but always coming up short? This may be the perfect opportunity for you to look at data to help with your prospecting efforts. Read the blog to learn more about how data can help drive prospecting in commercial real estate.

#6: 3 Valuable Pieces of Information You Can Learn About Your Lead in 4 Minutes

Time is one of the most valuable resources anyone can have and real estate agents certainly don’t want to waste precious time they could be spending closing more sales. The key to prospecting isn’t finding clients – it’s about finding the right type of clients. If you are looking to save time, read this blog to find out what three valuable pieces of information you can learn about your lead in just four minutes.

We hope you enjoyed our recap of the top 6 CRE blogs from 2017. We hope you can take the information presented in these blogs to help you grow your commercial real estate business in the new year.

6 Hot Blogs for Residential Brokers from 2017

As 2017 comes to a close, it’s a great time to take a look at some of the most popular ProspectNow blogs for residential brokers from this past year. We take a dive into everything from email subject lines to the future of real estate marketing.

5 Email Examples for Staying Top-of-Mind with Clients

Email marketing has been proven to attract prospects and keep real estate agents top-of-mind for both clients and prospects. It’s no surprise that people spend the majority of their workday checking and responding to emails, which is why having the perfect email campaigns to send will help you grow your client list and truly reach your audience…read more.

Use These 5 Tips to Turn Website Visitors Into Leads

Real estate agents are constantly searching for the next lead and because of this every real estate professional needs to maximize their online marketing by utilizing their website. Real Estate agents are always looking for new ways to turn website visitors into leads and then clients…read blog.

The Future of Real Estate Marketing

As traditional forms of real estate marketing continue to fizzle out, a new era of digital marketing trends emerges. Thanks to the widespread use of the Internet, the market has changed, and information is widely available, so realtors must adapt in order to stay ahead of savvy consumers. What does the future of real estate marketing look like? Find out.

5 Tips for Creating Email Subject Lines that Really, Truly Work

Don’t just be another ignored email in someone’s inbox. Check out these tips to increase your open and click-through rates so that your emails are reaching clients and prospects effectively. Make sure you are employing an email strategy with subject lines that really, truly work. Read blog.

5 Ways to Warm Up a Cold Call with Lead Intelligence

Nobody looks forward to cold calling prospective leads, but any good agent knows that it is an integral part of building their network. Creating a sense of camaraderie with your prospective lead will make him or her more interested in listening to what you have to say. Fortunately, there are a few easy ways to make sure that your phone call comes off as friendly, personable, and helpful rather than cold and intrusive…find out how.

Automate Your Lead Generation = Scaling Your Business

Who doesn’t want to have leads filling their pipeline while they sleep? When you automate your lead generation, not only can it help you scale your real estate business, it can quite literally help you drive leads into your pipeline with minimal time consumed. Read the blog to find out how automating your lead generation can help you scale your business.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

4 Tips for CRE Agents Trying to Excel at Hyper-Targeted Marketing

Hyper-targeted marketing can be the key to your success when working to find and present your message to the ideal prospective sellers in your market. In a technology-driven world, there are so many options for sellers, making the competition fiercer than ever before. Let’s take a look at four tips for CRE Agents trying to excel at hyper-targeted marketing.

Go Hyper-Local

When advertising a new property or any other important update, focus efforts on very specific regions, cities and submarkets. If you have the info available, try targeting clients based in specific zip codes and submarkets, rather than targeting an entire city or suburb. Do some market research and find out what the absorption and vacancy rates are for certain submarkets and try to target those with the most promising numbers. This information will also help you sell that submarket to potential tenants and buyers.

Know the Target Audience

Are you looking to target investors? Small business owners? Perhaps foreign capital? Zeroing in on the desired target audience will help make your communication more effective by ensuring that you are sending the right message that is relevant to the right audience.

Market By Property Type

Hyper-targeting your marketing efforts can also apply to the type of property you are trying to lease or sell, from office buildings to industrial warehouses and even multifamily properties. For example, technology companies may be a great fit for creative office spaces, while a law firm may be seeking traditional office spaces.

Target with Timing

Timing is an important factor in the marketplace in addition to location. Consider the timing of your marketing and communications – are you targeting companies who are looking to move now, in a few months or in the next year? Your timing can mean the difference between a response or no response. Tenants and buyers in the market may have specific timelines – do a little digging and find out when their current lease ends and try to target the timing to align with when they are beginning their commercial real estate property search.

In today’s competitive real estate market, you need to do more than just deliver the right message – you need to reach the right audience. While many prospective clients may be receiving a wide array of info from both competitors, you can stand out from these by letting these potential clients know what you have to offer and how you can help them accomplish their real estate goals. To learn more about hyper-targeted marketing be sure to check out our blog “What is Hyper-Target Marketing and Why Should I Care?”

ProspectNow’s online database of predicted sellers opens up new doors in the world of hyper-targeted marketing, allowing agents access to over 10 million commercial properties nationwide, as well as an in-depth tenant database.

Along with these insights, ProspectNow offers full service contact management, allowing you to generate and manage leads with ease. Start your free trial today to get started!

5 Email Examples for Staying Top-of-Mind with Clients

Email marketing has been proven to attract prospects and keep real estate agents top-of-mind for both clients and prospects. It’s no surprise that people spend the majority of their workday checking and responding to emails, which is why having the perfect email campaigns to send will help you grow your client list and truly reach your audience.

Here are five email examples for staying top-of-mind with clients and helping build rapport.

The Who Email

When it comes to real estate, you want your clients to trust you and feel connected to you. Use this email to let people know who you are. Offer insight into your interests, your specialties, your background and your proven success rate. This is also a great place to include client testimonials.

The What Email

What makes you unique compared to competitors? What can you offer that they don’t? Clients want to work with people who they feel truly understand their wants and needs. Give them an overview of what your services are and what you specialize in. Include specific neighborhoods, home sizes, home types, etc. to give a more detailed overview of how you help your clients.

The When Email

Build rapport by giving your clients and prospects valuable information. Give details on events coming up in the area and mention great spots to eat or hang out in surrounding areas. You can also highlight when your upcoming open houses may be and include small photos and descriptions of the homes. You may also send out an email that features events in specific neighborhoods to give a closer look at the community vibes.

The Why Email

This may be the most important email you send to build rapport. This is your elevator pitch – why should they choose you to help them sell their home or purchase their home? This is a great place to highlight a recent closing and give details on the transaction and info on how you helped the customer find their dream home or sell their home.

You can also include testimonials and recommendations in this email as well. This can help turn a prospect into a client – especially if the situation is similar to the prospect’s situation, whether it be needing to sell quickly or wanting to buy a home in a popular neighborhood.

The Trends Email

Send an email with your thoughts on recent trends in the area you work in. Back your opinions up with facts and really do some research to establish yourself as a thought leader in the real estate industry. This will help grow rapport with clients and prospects and will keep you top-of-mind as a resource for all things real estate and market related.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

6 CRE Trends to Watch in 2018 (And How They Impact Your Prospects)

What does the commercial real estate industry look like in 2018? How will today’s emerging market dynamics affect the business in the long run? The commercial real estate industry saw incredible growth in 2016 and 2017 and CRE professionals and investors are anticipating another great year for the industry.

Let’s take a look at 6 CRE trends to watch in 2018 and how they will impact your prospects.

Millennials

Millennials want to live in the city and they flock to communities that “never sleep.” In addition, millennials are not shopping in the same way older generations do – they utilize e-commerce sites like Amazon to do their shopping, rather than spending time in the traditional shopping mall. This will help boost the e-commerce industry and will benefit online retail and industrial sectors. Big box retail chains will have to adapt to the e-commerce trend or risk going out of business. The number of large commercial retail locations surpassing 50,000 square feet is growing.

Mobile Workforce

We have all heard of the co-working trend continuing to make a splash as more and more companies utilize mobile work options. Co-working companies such as SPACES and WeWork are continuing to expand into suburban and urban markets to adhere to this flexible workforce. This trend is changing the office sector and how employees are utilizing the workspace. This will also affect how you should approach prospecting for potential clients looking for office space.

Workforce Diversity

Commercial real estate trends typically follow trends in the business world. As more minorities and women continue to occupy C-suites, commercial real estate companies will increase diversity among brokers and agents as well and will place increased efforts on diversifying when scouting top talent.

The Aging Population

The large baby boomer population will impact housing and healthcare. Boomers, specifically empty nesters, are moving to urban centers and leaving suburban neighborhoods in the dust. The boomers are also impacting healthcare through the expansion of medical retail, like urgent care centers and walk-in healthcare clinics. Obsolete strip malls are also being converted into healthcare centers across the country.

Mixed-Use Developments

Shared services such as Uber and Lyft and bike-sharing services are a huge reason populations are returning to living in urban centers. Mixed-use developments both in urban areas and suburban areas allow for a true live-work-play lifestyle that caters to both millennials and older generations who do not want to drive and want to live in a walkable area. Public transportation is shaping how and where people live and work.  

Alternative Financing

As banks continue to become more constrained about lending because of new regulations, private equity fund and other types of lenders will fill this void, although at higher rates.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

4 Qualities of an Epic CRE Drip Campaign

Whether you are a seasoned real estate agent or an agent just starting out in the commercial real estate industry, an intriguing email drip campaign can help your CRE business grow steadily over time. You can keep repeat clients informed while also reaching out to leads and prospects.

Here are 4 qualities of an epic CRE drip campaign:

Be Genuine

The commercial real estate industry is driven by relationships and connections, both new connections and old ones. Make sure every email you send is genuine and personal. Reach out to your prospects and clients with an email drip campaign that is authentic and personalized so that you truly connect with your network. A great way to do this is to send the emails from your own personal name, and try to personalize every email’s message to cater to a specific client. People are much more receptive if they feel they are talking to an actual person

Go In Depth

Be as direct and in-depth with your email content as possible. No one wants to spend time investigating something that is not relevant to their wants or needs. Do not be vague in order to peak interest – this is a quick way to have people unsubscribe. If you have a property you are leasing space in, be sure to include the square footage and the location of the space.

Good Timing

Besides the content, one of the most important qualities of an epic CRE drip email campaign is strategic timing. A rule of thumb is to never send emails on Monday or Friday, because people are either getting ready for the workweek or are already in weekend mode. You have a much higher response rate on Tuesday, Wednesday, Thursday between the hours of 11:00 am and 4:00 pm.

Another popular trend with drip email campaigns is to send emails on the weekends or in the evenings, since there are less emails during this time, you have a higher open rate. Be mindful if you do choose this route, because some people find it inappropriate to send work related emails on the weekend.

Create Follow Up Messages

Don’t use a generic template email to send a follow up email. Personalize the content and refer to the recipient by name and be sure to mention any prior communication between the two of you. Send the follow up email in the same email thread as the original message as well so that the recipient can reference it.

Creating an epic CRE drip campaign that is successful and resonates with your prospects and clients isn’t hard – it just takes planning and creativity. Make sure you are targeting each specific client in every message to increase your response rate.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

3 Ways to Fill Up Your Pipeline This Winter

As winter approaches, it’s time to think about actionable ways to start filling your pipeline now. Historically, the real estate market begins to slow down in the wintertime, which is why it is crucial that you have a healthy pipeline full of quality leads. Here are three ways to fill up your pipeline this winter.

Utilize Technology

Tap into all of the benefits your blog and website can offer you. These two outlets can capture the attention of both your prospects and current clients. Use your blog and website to educate leads on how you can help them through the home buying and selling process. Through your blog and website you can capture contact information so you can continue to build communication and form a solid relationship. Once you capture the prospect’s contact information, you can then add them into your email contact list and send them your drip email campaigns, so that you are top of mind when they are ready to buy or sell.

You can also use ProspectNow’s software to put your online display ads directly in front of your most quality prospects. Your marketing will be targeted directly to the most likely sellers or buys as they browse the Internet looking for real estate.

Network Both Online and In Person

Network in person at events and also network online. Go to events in your area to network with prospects and other real estate agents to fill your pipeline. Network on social media sites such as LinkedIn, Twitter and Facebook. Establish a digital presence and really offer valuable insight to your followers – you never know who could be listening or observing your social media sites and some may even turn into clients.

Networking can benefit you in many ways:

  •      Generate referrals to grow your pipeline
  •      Establish yourself as a thought leader within the real estate industry
  •      Build your own personal brand

Reach Out to Old Contacts

Check your CRM and find out who you haven’t contacted within the last 90 days. Reach out to these clients and follow up with them to see if they have any real estate needs or if they have any referrals. Touch base by picking up the phone or send them an article you think they may be interested in. You never know which clients may be looking to sell their home or purchase a new home and you may be surprised at how many clients can give your referrals.

As the colder and slower months in the real estate market approach, it’s vital that you fill up your pipeline in order to increase sales and maintain a healthy bottom line for the upcoming winter season. By networking, utilizing technology such as ProspectNow and reaching out to contacts within your CRM, you can ensure your pipeline is full.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

3 Valuable Pieces of Information You Can Learn About Your Lead in 4-Minutes

Time is one of the most valuable resources and real estate agents certainly don’t want to waste precious time they could be spending closing more sales. The key to prospecting isn’t finding clients – it’s about finding the right type of clients. If you are looking to save time, take a look at these three valuable pieces of information you can learn about your lead in four minutes.

Hometown/College

Think about how easy it is to start a conversation by talking about someone’s hometown or college they attended. If you can identify where a potential client is from or where they went to college, you can strike up a conversation by asking about their roots. You may have even grown up in the same city or have gone to the same college – all it takes is a quick search on Google where the search results will give you links to their social media, where people often list their hometowns and colleges.

Career Experience

While it’s easy to get wrapped up in a prospect’s title, don’t forget to also look at how long they have been in the role or in the industry they work in. This can help inform you on your outreach approach. If someone has maintained their position for a number of years and seems to have a company headed in a positive direction, you will want to approach them in a specific way.

If the person holds a high title, they likely have influence over the decision making for the business as well. On the other hand, if you are reaching out to someone who has jumped jobs or industries pretty frequently, you will want to approach this person in an entirely different manner. You can find this information within minutes on a prospect’s LinkedIn profile and if the person does not have a LinkedIn, the company’s website is another resource.

Interests

Do a quick search and find out if a prospect has a blog, if they speak at conferences, if they post on social media and what they post as well as their company bio. You can find out a lot about a person by doing some quick research. You can learn everything from their previous jobs to what they enjoy doing on the weekends and maybe even what bands they like. This will establish a strong connection and ignite conversations about things you know your prospect is interested in.

Every real estate agent is crunched for time, so don’t spend hours researching each prospect every single day. These three valuable pieces of information about your prospect can be found within minutes and can help kick start a conversation.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

Don’t Make These 3 Lead Nurture Mistakes (And How to Avoid Them)

Lead nurturing is important to gain new clients. It takes effort and strategic planning to determine how to interact with a lead enough, but not too much that it feels overwhelming for them. According to research by Gleanster Research, 50% of qualified leads aren’t ready to buy, which means lead nurturing is crucial to help move these 50% of leads through the sales cycle to make them prepared to make a purchasing decision.

Here are three lead nurture mistakes you should avoid.

Not Following Up

The biggest mistake you can make is not following up with a lead. Reach out to them via email and ask if they have any questions for you or if they need any more information. When a prospect inquires about working with you to buy or sell a home, you need to nurture this lead by following up from the initial conversation by checking in to see if they have questions or if they need more information to help. How do you expect to turn a lead into a client if you don’t maintain the relationship by following up with a simple call or email? Plan out follow-up contact to hold yourself accountable.

Not Providing Valuable Info  

Your prospects are looking to you as a resource for information on both the housing market and the neighborhoods they are interested in purchasing a home in. Make sure you aren’t sending correspondence that is solely centered around your business. Share market stats, relevant articles, social media posts or videos that your prospect may find interesting or helpful. Spend 30 minutes a day researching content to share with your prospects and it will prove to them that you truly care about their needs.

Bombarding Them With Too Much Info

It’s tough to find the perfect balance between too little info and too much info. Remember to keep things as concise and to the point as possible, without sounding like a robot. A great way to do this is to ask what other information the prospect would like to know about the process, or a neighborhood or a home at the end of the initial phone call so that when you give a follow-up, you can provide them with only the information they want and need. Try to keep emails and phone calls to a minimum of one per day. Also open up the floor for them to ask questions so that you aren’t bombarding them with info they don’t need.

Make sure that you are following through on every step of the sales process – from the initial contact with the lead to the follow-up and the post-sale meeting. You should work as your client’s real estate partner and should be with them every step of the way.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.

Use These 5 Tips to Turn Website Visitors into Leads

Real estate agents are constantly searching for the next lead and because of this every real estate professional needs to maximize their online marketing by utilizing their website. Real Estate agents are always looking for new ways to turn website visitors into leads and then clients. Use these five tips to turn website visitors into leads.

Utilize Social Media

How you market yourself and your business via social media and email are directly linked to the conversion rate of your website. You can be producing and publishing top notch information on your website, but if people are not looking at your website, there is a slim chance you will generate any new leads from it. Create a solid digital presence on social media and email by posting links to your landing pages that feature listings, promotions and any other content that will help you close more deals.

Make Things Brighter

Your website needs to be up to date information wise and style wise. The more visually appealing your website is, the more likely you are to see engagement and to keep visitors intrigued and interested in what you have to offer. Make your color scheme eye-catching, but not overwhelming.

Make Your Contact Form Easy to Find and CTA Clear

There are a few ways you can improve both your CTA and your contact form. Limit the amount of information you need for the contact form. The less visitors have to fill out, the more likely they are to input the information because it won’t take up much of their time. Try to limit the contact form to only name and email. Data shows that having only three form fields increases the conversion rate by an average of 25%. Keep your call to action clear and concise if you want visitors to sign up for your newsletter or your email list. Be direct and make the next step very clear. Test out several different versions to find the right CTA for your real estate website.

Encourage Sign-Ups for Your Newsletter

Include a place to sign up for your newsletter on your website. Leads will enjoy having your current listings and other useful information sent directly to their inbox. The newsletter encourage traffic to your blog and website to further increase conversion rates.

Mobile-Friendly

It’s been proven that people are looking online more from their phone than on actual computers, meaning that if your website is not mobile-friendly, you will significantly decrease your conversion ability, simply because visitors won’t be able to view the content correctly. You have a very minimal chance of gaining a new lead or client from your website if they cannot view it easily from their phone or tablet.

ProspectNow is the most effective prospecting system in commercial real estate and can help you expand your brand online. Contact us today with any questions you may have and try out a demo to see how our software can help you boost your sales.