Blog Recap: Our Best Blogs of 2016

2016 was a big year for the CRE industry, with plenty of technological advancements paving the way for even bigger developments in 2017. Our team at ProspectNow strives to stay on top of the trends in CRE, sharing new developments in our blog throughout the year.

These posts are a great resource for all things commercial real estate, including new trends in CRETech. In case you missed any of our blog posts from the last year, here are the highlights of our most viewed posts in 2016.

1)   6 Specific Scripts for Closing an Appointment Over the Phone

Building a rapport with prospective clients is one of the most important steps you can take towards sealing the deal. This can take time, but certain strategies can help to speed up the process.

2)   5 Ways Technology is Fueling Increased Productivity in CRE

Over the last 5 years, the CRE industry has undergone a rapid series of technological innovations. These innovations have solved long standing issues in the CRE market, but they have also raised the bar when it comes to running a successful CRE brokerage. It is vital to stay on top of emerging market trends and new technologies in order to compete in the current CRE market.

3)   10 Actionable Tips for CRE Agents New to Prospecting

While nobody enjoys prospecting, it is a necessary part of building up your business. It is important to be as prepared as possible before you begin prospecting, and making sure you know which questions to ask and when can be the difference between success and failure.

4)   5 Ways to Effectively Speed Up Your CRE Sales Cycle

Selling CRE requires an ongoing balance between taking action and patiently waiting. Staying on top of your always changing list of properties, prospects, and transactions can be challenging, but making sure that every phone call or email has and end goal can help to cut down on time wasted during the sale process.

5)   5 Old School Lead Qualifying Tactics That Still Work in a Digital World

One of the most time consuming parts of selling commercial real estate is prospecting. Identifying potential clients is a crucial part of the sale process, but minimizing the number of dead ends you follow can help to save time and increase productivity.

6)   Improve Your Prospecting With These 6 Steps

Prospecting is time consuming, but knowing everything you can about your prospective buyers before you even pick up the phone can help to save time and money.

7)   12 Must Download Productivity Apps for Real Estate Agents

Every real estate agent wants to increase their productivity and efficiency, so it is important to explore all the tools at your disposal. These tools include a growing number of smartphone apps that can help you stay organized and keep your priorities straight.

8)   Grow Your Email List: 10 Tried and True Growth Hacks

Keeping your email list up to date is a vital part of networking. Email marketing will frequently produce the highest rate of return when you analyze the costs and benefits of all your marketing strategies, so it is important to make sure you have up to date email information for all of your contacts while continuing to expand your email list.

9)   14 Real Estate Influencers to Follow on Twitter in 2017

Twitter is quickly becoming an invaluable tool for any real estate broker. Having a strong online presence is vital to building and maintaining relationships and connecting via twitter is a quick and easy way to accomplish this.

4 Technologies CRE Brokers Need in 2017

The technological innovations that have occurred over the last few years have helped to make CRE brokers and agents more efficient than ever. These new technologies have given CRE agents the ability to store and transmit large amounts of data instantaneously, share it with an unlimited number of people, and quickly and effectively analyze the data. These recent innovations are quickly becoming some of the most important resources available to the CRE agents of today.

Being able to utilize all of the available tools can help to keep a commercial real estate team ahead of the curve, something that will help them to stay on top of market trends and continue to be a successful brokerage. Many of these new tools can help to decrease costs while increasing productivity – both of which are important to CRE brokers and property managers.

While there are a number of trends and advancements that promise to make 2017 a great year for CRE brokers, a few stand out as the most important tools in the business.

3D Imaging

Advances in three dimensional modeling technology have enabled real estate brokers to give their clients virtual property tours and include interactive models in their marketing schemes. These 3D virtual tours can help to give prospective buyers a feel for the property before they even set foot in the building.

In the past, this has been accomplished with 2 dimensional photographs, but being able do a virtual walkthrough of the property is vastly superior to the traditional method. This can help prospective clients narrow down their options in a short period of time when compared with the time wasted visiting unsuitable properties in the past.

Smart Sensor and iBeacon Technology

These sensors are an incredibly useful tool for anyone managing commercial properties – even when those properties are geographically distant from one another. They can track a building’s energy use and its flow of foot traffic and typical usage patterns. One way that this information can be used is to adjust the intensity of the overhead lighting based on the rooms current levels of light, increasing energy efficiency and decreasing costs. This information can also be used to better design future properties based on the way the current property’s features are being utilized.

Cloud Storage

The rising prominence of cloud storage has made utilizing and sharing data more efficient, with the stored files being more accessible to a larger number of people instantaneously. This technology is particularly useful when drafting contracts for the sale or rental of CRE. Instead of shuffling around time sensitive paperwork, each party involved can instantly access the document via cloud storage and use a virtual signature to approve of each portion.

Big Data

The term “big data” typically refers to an extremely complex collection of data that can be analyzed using computer software. These data sets would take months or even years to analyze by hand, but the new technological updates have allowed brokers to find patterns and trends in these large data sets quickly and easily. The data stored at ProspectNow can be used to predict who is likely to buy, sell, or refinance their properties based on historical data. This is a useful tool for CRE teams – knowing where to find your target demographic is half the battle -and big data can help to streamline this process.

Grow Your Email List: 10 Tried and True Growth Hacks

Has it been awhile since you’ve updated your e-mail database? Two years ago Market Sherpas conducted a survey that showed that your e-mail list “decays” by nearly a quarter every year.

Meaning, if you haven’t updated your email list in a year, it’s likely that a fourth of your contacts are out of date. Considering that e-mail marketing gives you the highest return for your marketing dollars, it’s time to pay closer attention to your email database. Here are 10 steps you can take now to begin growing your email list again.

10 Tried and True Email Prospecting Hacks

Here’s a bonus tip to get you started. Your subject line will determine whether or not your email gets opened or sent to the trash. Start off prospecting with a direct and succinct subject line that gets to the heart of why they should read your message.

#1: Clean Up Your E-mail Database

Outdated email lists get unsubscribe requests daily. Get rid of your outdated emails and then send your good contacts an email letting them know they can opt out while reminding them why they are on your list to begin with.

#2: Let Your Prospects Choose Subscription Options

Some of your prospects will want a weekly e-mail. Some want to hear from you every day. While still others could do with far fewer e-mails – a monthly subscription perhaps. Give your email recipients options for choosing their preferred e-mail frequency. They’ll appreciate it and be more likely to open the e-mails that you send.

#3: Give Your Prospects a Chance to Win Something

Whether you are giving away a $25 gift card to the first 10 signups or offering a raffle drawing for survey respondents, people love a chance to win something. At the very least, it will get more opens. Make sure you are giving away something that your prospects will want.

#4: Offer an Exclusive and Valuable Download

Unlike giving away something that may be totally unrelated to real estate, offering an exclusive but valuable download should be used to highlight your expertise in real estate. Have you written an e-book? Do you have a whitepaper that your prospects would find useful? Offer those as a free download for registrations or newsletter signups.

#5: Use Subscription Opt-In Boxes, Not Subscription Pages

Once your prospects are convinced to sign up, make it easy for them. Use an opt-in box – don’t make them click on a link to go to a separate subscription page. And don’t ask for an arm and a leg; a simple name and e-mail address plus subscription option will suffice.

#6: Share Compelling Videos from Your YouTube Channel

Do you have your own YouTube channel? If not, start one. People love video and are most likely to click on a video share than plain text. However, people don’t trust links from unknown sources. If your video is on YouTube your prospects will be less leery of clicking on it. Once on your channel, they can look around at your other video content.

#7: Highlight Well-Known Guest Bloggers with Link to Full Post

How many times have you read an article because the guest writer was someone you admire? Use that same strategy to garner interest in your web content to help grow your email list. Highlight the guest blogger (make sure it’s someone your email list will know and be interested in) with an excerpt. Include a link to read the full article on your website.

#8: Provide Access to a Webinar or Event that Shows Off Your Expertise

Your prospects want to know that you know your stuff. There is no better way to show off your expertise than with a live webinar or online conference. If you were a guest speaker at a big national real estate conference or you have a published book that you’ve turned into a webinar series, give your subscribers exclusive access to that content.

#9: Engage Prospects with a Quick Survey or Poll

Ask your prospects one to three poll questions and then share the results in a cool infographic. It will get a lot of opens if you personalize it; Subject line: “You spoke. We listened. Here are the results!”

#10: Make Your Content Easy to Share

Social media icons are not just for your website. Add a share button in your e-mail content for easy sharing.

Grow Your Email List with Actionable Leads

Make prospecting efficient while growing your email list with actionable leads. View ProspectNow’s database management and prospecting tools to find those prospects that are looking for you.

12 Must-Download Productivity Apps for Real Estate Agents

Time is money and with your busy schedule, the more ways that you can find to increase productivity the better. Here are 12 must-download productivity apps for real estate agents.

#1: Fast Listing Presentation Creation – Haiku Deck

With the Haiku Deck app, you can create beautiful and professional grade property listings that get attention. It can also be used for business presentations and to create sharable reports.

Twitter: https://twitter.com/HaikuDeck

#2: Quick Note Taking and Document Sharing – Notability

With Notability, you are never without paper and pen because this app puts all of your notes in one place. It’s much easier than pecking out notes on your phone and much more productive than carrying out bits of scraps of paper with notes on the. This app also lets you create and share documents, e-sign contracts, and more.

Twitter: https://twitter.com/gingerlabs

#3: Better Collaboration and Workflow Management – Dotloop

You are communicating with many different people all day long from real estate attorneys to lenders to contractors. You can communicate with them all on private or group channels. With Dotloop you can:

  •      E-verify and E-Sign Legal Documents Securely
  •      Upload and Share Documents with Your Team
  •      Manage Workflow and Daily Tasks
  •      Communicate with Prospects Too

Having an app that helps bring it all together so that you can access important information anywhere you go, making you more productive.

Twitter: https://twitter.com/dotloop

#4: Easy Networking App – AgentDesks

Agentdesks gives you instant access to over 10K agent and broker listings. When you post a listing, other agents in your network see it. When they post their listings you see it. Productivity goes way up because you don’t have to go out networking. Your network comes to you. Check out the AgentDesks App YouTube video ad.

Twitter: https://twitter.com/agentdesks

#5: Unifying Communication Platform App – DropBox

You can use it with any device. It works with any platform you are using. With DropBox, document sharing, photo sharing, uploads, presentation creation, and much more is done with efficiency and ease.

Twitter: https://twitter.com/dropbox

#6: On-the-Spot Document Scanning – CamScanner

When you’re away from the office but need to get a few documents signed, scanned, and sent, CamScanner is a lifesaver. With CamScanner you can scan and upload documents in a second, save as a PDF, crop, all from your phone app.

Twitter: https://twitter.com/camscanner

#6: Simple Real Estate Accounting App – FreshBooks

Managing your finances can be time consuming for many real estate agents. With FreshBooks you can track your expenses, send and receive invoices, create reports, and more so that you can focus your energy where it is most needed.

Twitter: https://twitter.com/freshbooks

#7: Handy Picture Taking and Editing – Snapseed

Edit property listings and enhance them for immediate posting on your website and social media pages. Snapseed is designed specifically for real estate agents to make creating high definition images for your listings and website much less time consuming.

Twitter: https://twitter.com/snapseed

#8: Advanced Video Editing – Splice

Again, as a real estate agent these days photos and video is your life. Splice is another video editing and sharing app made for real estate agents.

Twitter: https://twitter.com/splice_app

#9: Instant Push-Talk Phone App – Voxer

You don’t always have time to call. You are often in your car so you can’t text. With Voxer, you use it just like a walkie-talkie with all of your contacts just a simple click away.

Twitter: https://twitter.com/voxer

#10: Time Saving Password Keeper – LastPass

When you can’t remember your passwords, you can waste a lot of time trying to figure it out or resetting your passwords. Keep them all safe and in one place with the latest password keeper LastPass.

Twitter: https://twitter.com/LastPass

#11: Live Streaming Video App – Periscope

The trend today is more live video tours. Periscope is the perfect tool to help you share your properties live from anywhere on the globe to prospects everywhere.

Twitter: https://twitter.com/periscopeco

#12: On-the-Go Mobile Device Power Saver – Battery Doctor

Your mobile device is your life. Never run out of juice while you are on-the-go with Battery Doctor; a battery saving tool to help you increase Smartphone power when you need it.

Twitter: https://twitter.com/ksbatterydoctor

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3 Reasons You Don’t Need a Script When Cold Calling Prospects

The cold call is a time-honored way to find new opportunities and clients, but like many long-standing practices, we sometimes view it very narrowly. Methods for cold calling can differ; how the task is accomplished is up to you.

For many of us, there’s a certain level of security in having a script for making calls. We feel prepared for various questions or objections that the prospect might make, and scripts provide some structure to keep us on track even if we get flustered.  There are a plethora of services providing scripts and templates that are a “magic” solution to cold calling.

The desire for a cold calling script is understandable, but do you really need one to get results?  Certainly not. In fact, there are some compelling reasons for abandoning scripts all together. Ari Galper advises us to ask these questions:

  • How do you really feel when you use a script?
  • How do your prospects feel when they know you’re using a script? (And they do know.)
  • Most important, how many sales are you losing because you’re using a script?

If your own experiences with using scripts are not particularly positive, and they’re not enhancing your ability to connect, then you should consider working without one. Here are some ways that ditching the script can be make prospecting easier and more productive.

#1. Look for needs

A cold call should be a conversation, not a pitch. Scripts can make prospects defensive because they focus on what you can do for the customer rather than what the customer needs.

You don’t need a script to be a good listener. Come up with a few open-ended questions that you can use to get the prospect talking about their business and situation, and then LISTEN.

#2. Use your long game

Your goal in calling is to create an opening and start a relationship, not make a sale. Particularly in real estate, client relationships are a long-term proposition.  Working without a script makes for more authentic connection and allows each conversation to be unique, so it’s tailored to the person on the other end of the line.

#3. Be more nimble

A problem with using a linear script is that it can’t anticipate all of the twists and turns that a call can take. Relying on the script can leave you flummoxed as to how to proceed if the conversation takes an unexpected turn. By keeping in mind your goals for the call (find out more about the prospect and open the door for future contact), your course is clear.

Many in the industry recommend using a script only as a backup. This point was made in an interesting discussion on Quora:

…use scripts as a fall back, not as gospel. The purpose of script is that when   someone says something that is confrontational, rude, challenging or otherwise makes you nervous or throws you off your game, instead of freezing up, you have something you can say confidently instead of stuttering like an idiot.

Nobody wants that. But rest assured that even with the most bulletproof script there will be calls that don’t go well and leave you feeling frazzled. Keep at it, learn from your mistakes, “fail forward,” and you will get results.

5 Old School Lead Qualifying Tactics that Still Work in a Digital World

Most real estate professionals don’t have time to chase leads that are going nowhere. But, how can you pre-qualify the lead to know if it’s worth your time? Nearly 70% of sales leads end up being trial balloons and not serious prospects.

That adds up to hours and hours of lost productivity chasing leads that turn into dead ends. You can vet your leads much better through old school lead qualifying tactics that still work in the digital world of today.

Lead Qualifying before the Internet

Before the internet, prospect mining was the top strategy for qualifying leads. You used certain statistics like profit margins and area development metrics to determine where to find quality leads.

But batting 30 out of one hundred was typical before the internet. You couldn’t afford to discard any leads for fear of losing a real prospect. Now however, you have access to much more information that combined with certain old school tactics can make those strategies extremely potent.

Today your lead qualifying tactics can be customized to precisely target your specific demographic. You no longer have to sift through hundreds and hundreds of unserious leads.  You can improve productivity and focus your time and energy on the kinds of quality leads that end in a signed contract.

5 Old School Lead Qualifying Tactics that Still Work

One way to make your tactics incredibly effective is to design your online marketing strategy to harness your leads based on these 5 lead qualifying tactics. Construct your website and link your social media platforms in a way that directs your quality leads along a path that ends in a deal.

The “BANT” Strategy

Before the internet, IBM branded a strategy for selecting the best leads out of thousands of queries called the BANT approach that still works in a digital world. Here’s how it applies to your lead qualifying strategy.

#1: Budget – Find out what kind of budget your prospect is working with before you begin pitching your services by creating a short multiple choice questionnaire on your online contact form that asks for a budget range.

#2: Authority – Who is the decision maker? Too much time is wasted working with someone who loves what you’re offering and after you’ve been hammering out details with them for weeks, their boss overrules them.

Find out who the decision maker is to direct your pitch at the right person before you waste your time by asking for position title on your online contact form.

#3: Need – Find out exactly what they want by asking them to select which of your services they are interested in when they fill out your contact form.

#4: Timeline – Many of your clients will want to know your track record for closing deals in an efficient manner. In your online marketing and advertising make sure to promote your timeliness or some other feature that makes you stand out.

Get the Answers First

Our last tip is not part of the BANT method but it is crucial to weeding out the non-productive leads. Get answers before you start pitching your strategy. You can use an e-mail campaign, your social media platforms, or your website blog or contact form to get the answers that you need to laser in on the leads that will turn into profits for you.

5 Ways to Successfully Prospect via Email

Email is still a powerful medium for marketing to your prospects despite the proliferation of social media and website lead generation. It has long been the main form of communication on the internet and even with messenger and chat options, e-mail is still the communication method of choice in business.

Your e-mail prospecting strategy will dictate whether or not your e-mails get read and acted upon or they just get deleted. But there are some easy things that you can incorporate into your strategy that will help you land more contracts via e-mail.

 Making your connections meaningful is the fundamental goal of your e-mail prospecting strategy. Getting an e-mail address and sending an e-mail is just the first step. What will make them see your e-mail, open it, and then follow through with some sort of action is a well written prospecting e-mail. Here are 5 useful tips for developing your strategy.

#1: Answer the question – “Why should I use your services?”

Most importantly, don’t dilly dally. The subject line of your e-mail should at least get your prospect’s attention by focusing the subject on them and not you. Tell them why they should open your e-mail in a way that is quick and to the point.

#2: Direct the conversation but make it a personalized one.

You know all of the facts about your prospect’s region. You have all of the information that they need to boost their sales. You are ready to give them your best pitch. But if you aren’t careful, your pitch could begin to sound like a telemarketing call.

Make your pitch personalized. Don’t jump right into your sales pitch. Start a conversation first. Answer a question in your e-mail that you know will get their attention that is directly related to their particular business. That way you show off your expertise and you show that you are focused on serving them.

#3: Show them that you are serious with a one-two pitch.

When you call and get your prospect’s voicemail leave a message. Then follow up immediately after you hang up with an e-mail. Now you’ve shown your prospect that your e-mail to them was part of a direct pitch to them. This is not some spam advertising but you are a real person looking to offer quality service to them.

#4: Give them something of value.

Now that you’ve got their attention with your headline and you’ve demonstrated immediately that you have something important to tell them, give them something of value. Create a proposal detailing what you would do for them, demonstrating that you have already done your research on them specifically and have unique solutions for them.

#5: Don’t forget to make “the ask.”

In an e-mail campaign it’s easy to get caught up in building great content into the body of the message that you forget to make “the ask.” Remember, you want them to finish reading your e-mail and when they reach the bottom of it, to take an action. Make your goal clear – sign up for our newsletter or view our properties – and make it personal.

5 Ways to Effectively Speed Up Your CRE Sales Cycle

CRE sales involve monitoring listings, prospects, and transactions at a variety of stages. It’s always desirable to speed up the process wherever possible, and how we find and deal with prospects is one area where much can be done.

Identifying potential customers could be a full-time job. The tools we use for this task have become much more efficient, and careful utilization will cut the time spent on this task considerably. Everything from developing and maintaining prospect lists to interacting with contacts and accomplishing routine tasks can be expedited with digital tools and platforms.

Automate the routine

Every firm has repetitive tasks that are critical to operations but are draining time that could be better spent on less routine work. Wherever possible, it’s good practice to automate these tasks, which might include data entry, contact maintenance, or research.

A good CRM platform can manage many of these tasks, distributing data across a variety of applications and eliminating the need for redundant data entry.

Digital document signing is also a major time-saver. Tools can be used to quickly produce routine invoices and forms. Making it possible for clients to sign contracts on any device streamlines the sales cycle tremendously, eliminating the back-and-forth that often occurs when paper copies are used.

Set goals for each conversation

Create a clear goal for every call and interaction. That way you and the prospect are working together and know where you’re going. For example, the goal for a call might be to identify the client’s priorities for office space. Having this goal keeps things focused and results in a clear accomplishment at the end of the call. The prospect feels heard, and both parties have benefitted from the call.

Get beneath the surface to understand the client

On any sales call, there are naturally obstacles that the client will suggest. Investigate what’s behind prospects’ objections. Rather than minimizing the barriers to the sale, dig into them and help solve the problem. If you can help the prospect to get around these barriers, you become more of a partner and less of a salesperson.

An effective way to prepare for this is to thoroughly research your prospects so that you have some insight into their challenges and goals. In CRE, knowing a few details about the prospect’s status with regards to mortgage can help determine when the time is right to make contact, and knowing who is responsible for specific decisions in an organization also saves time. Prospect Now provides this sort of detail for millions of property owners.

Respect the time of the Prospect

Be clear and upfront about anticipated costs. No one likes to be hit with surprises after investing considerable time into a process. Show respect for the prospect’s time by letting them know critical information as early as possible. It will save you time as well.

Be someone you’d like to do business with

Share your expertise, but don’t push. Make yourself valuable to the prospect, whether there’s an immediate sale anticipated or not. This is a long-term strategy that will pay off, and it’s a good way to do business.

The Effective Use of Social Media in CRE Business

Sometimes you have to spend time to save time. This holds true for many aspects of the commercial real estate business, and brand building is certainly no exception. It is well worth your while to invest some time in making others familiar with whom you are and what you do. One very cost-effective way to do this is through use of social media.

Used strategically, social media can have a big impact with a small investment of time. It’s the nature of the beast for information to be quickly shared among an ever-widening audience, often through the likes and shares of others. Once information has been posted in the right forum to appeal to a wide audience, dissemination goes on autopilot.

Social media tools are widely used in CRE, with Facebook reigning as the current top dog. Results of a national survey published in 2014 showed that it is the most-used social media tool in CRE. As you might expect, other important platforms are LinkedIn, YouTube, and Twitter. You don’t have to make use of all of these, but it is true that these tools are more powerful when used in combination. The sum is often greater than the parts here.

Whatever platforms you decide to utilize, there are ways to optimize your results. To make the most of social media efforts, there are several easy tips to keep in mind.

Facebook

Something that a lot of people don’t know is that there are six different page classifications from which to choose on Facebook:

  • Local Business or Place
  • Company, Organization, or Institution
  • Brand or Product
  • Artist, Band, or Public Figure
  • Entertainment
  • Cause or Community

Ensuring that you choose the one that’s appropriate for your purposes can get you connected with the people you’re looking to reach. There are also metrics built into Facebook that can help you track basic activity:

  • Overview- a one-week summary of page activity
  • Likes –shows the growth of site fans
  • Reach –the daily number of people reached by the page
  • Visits –tells where the visitors are coming from

LinkedIn

One of the most useful elements of this site is access to Groups. Joining these can put you into contact with a large number of like-minded people. They are likely to be sharing information that’s useful to you and to in turn be interested in information that you may share.

Participating in group discussions often opens the door for new connections and can generate some name recognition among potential partners and clients.

YouTube

This site can be seen as the visual equivalent of Facebook, and is extremely popular in CRE. In fact YouTube and Facebook are quite complementary, with information constantly floating back and forth between the two.  An example of this is the following statistic: every minute on Facebook, 323 days worth of YouTube videos are viewed.

Remarkable! –And once you’ve set up your account, uploading a video takes very little time. The reach of your information, and its potential to spread well beyond your widest network is tremendous.

Twitter

Twitter has over a billion registered users, and news travels faster here than on any other social media platform. It’s the most mobile-friendly of the social media, which makes it a great vehicle for reaching millennial audiences. Here are a couple of things to keep in mind when using Twitter for business.

  • Consider your username carefully. Seek a balance between distinctive and professional.
  • Identify a purpose for your Twitter account, and keep your messages focused. This is the only way to stand out in the vast sea of tweets.
  • Use keywords when you set up your account, to increase your reach. Try Google’s Keyword Planner to get started.

Once your social media presence is established, there is a range of services available that will help you to manage your accounts and examine the useful data they can generate. This is where the real payoff can develop, as you aggregate these data with other sources to create targeted and efficient social media strategies.

4 Tips for Marketing Your CRE Property to Investors

With technology developing at a furious rate, our options for marketing in CRE are expanding daily.  Investors are becoming more and more sophisticated, with access to tools of their own for verifying information and comparing properties.

Reaching this niche of buyers requires a marketing strategy that provides a clear picture of a property’s potential returns, the reliability of the developer, and the expertise of the broker. Here are a few best practices that will deliver your message to potential investors effectively.

#1: Target your efforts

Effective marketing starts with knowing your audience. To ensure that your message gets to someone who cares, you need information on the investors themselves. It’s good practice to create a prospect list that includes information on recent transactions and currently owned properties. Prospect Now also includes details on mortgage terms and other information on commercial properties, so you can match investors with the deals that will most appeal to them.

This approach helps you to utilize the powerful reach of big data to provide more insight in your marketing package, delivering the sort of detailed and comprehensive information that investors expect and respond to.

#2: Utilize the tools your competition isn’t

Creating a compelling marketing campaign is key, and making use of the many digital tools available to make that happen is smart. Many CRM platforms include a marketing component that allows you to quickly create high-impact, detailed marketing materials using an extensive range of data.

It’s hard to overstate the effectiveness of visuals in marketing. A striking online presentation catches the attention of busy investors and packs a punch. If a picture is worth a thousand words, then a 3D virtual tour might be worth a million.

Consider using drones to capture compelling aerial views that show the scope of a property, as well as the surrounding area, better than any written description could do.  Services like SparkAerial produce amazing footage for their clients.  3D technology is also an effective tool. Models can be created for existing properties as well as proposed development and renovations.

#3: Connect with influencers

A powerful marketing approach involves understanding the influencers of your target audience. Consider what sources and experts investors go to for information. What social media connections can you make to put yourself on the radar?  Providing useful information to their influencers can in turn make the investors themselves look to you as an expert. Similarly, producing an informative blog that links to influencers can be an effective strategy. Take advantage of social media to make connections, from Twitter to LinkedIn.

#4: Accommodate in your process

Commercial investment from international sources is a big part of the overall picture. Foreign investment in U.S. properties is booming, and one thing that helps that process along is platforms for managing transactions online.

When marketing to investors, be sure to highlight the services that you can provide with regard to access to pertinent documents, records, and contacts. If you show your process to be conducive to international deals, you will have removed one concern for many investors.