Want to learn what the best brokers do differently?
We spoke with top-performing CRE experts across the country to find the secrets they use to secure millions of dollars in deals. They explained
- How to ensure you meet your clients’ expectations every time.
- The marketing tactic you shouldn’t overlook.
- How to leverage the wisdom of experience—even when you’re just starting out.
- The importance of consistent client communication.
- What clients are really buying from you. (Hint: it’s not real estate.)
Here’s what they had to say…
Broker Secret #1: Spend a lot of time with clients up front
Bryce Custer
Title: Broker
Company: NAI Spring Commercial Real Estate
Location: North Canton, OH
Experience: 20 years
Focus: Petro chemical, energy, plastics
Bryce Custer is a broker at NAI Spring Commercial Real Estate in North Canton, Ohio. With 20 years of experience in the industry, Bryce believes the key to success is understanding your client.
“Spend time with your clients and don’t make any assumptions. Understand their needs, suppliers, and customers—and always remain dedicated and tenacious.”
Bryce goes to where his customers are. He participates in numerous speaking and writing engagements, is a member of the top CRE associations, and stays present and top of mind by sending helpful emails to customers and prospects.
Broker Secret #2: Don’t be afraid to invest in mailings
Mike Dostalek
Title: Broker/Owner
Company: A1 West Commercial Real Estate
Location: South Pasadena, CA
Experience: 21 years
Focus: Office, retail
Mike Dostalek is the owner of A1 West Commercial Real Estate in South Pasadena, California. After spending 21 years working in the CRE industry, Mike has seen that a bigger budget for mailings pays off.
“Persistency and creativity in marketing are the keys to success in commercial real estate. Invest in direct contact mailing for listings and do it over and over.”
Mike thinks brokers waste the most time working on deals with unrealistic expectations, so he overcomes this challenge with bluntness and comps—and he makes sure he markets the property long enough to see all offers.
Broker Secret #3: Find a good mentor and stick with them
Ed Ayres
Title: President
Company: Houston Realty Advisors, Inc.
Location: Houston, TX
Experience: 40 years
Focus: Office, industrial warehouse, retail, medical, land, and income properties
Ed Ayres is the President of Houston Realty Advisors in Houston, Texas. With an impressive 40 years of experience in the commercial real estate industry, Ed has seen that having a mentor makes all the difference.
“Never stop learning from others and growing your skills. Find a good mentor, develop that relationship, and hold onto it.”
Ed uses Google AdWords, CoStar, LoopNet, CMLS, and Craigslist to generate leads; he fills his pipeline with referral and renewal customers; and his small boutique firm with personalized nurturing sets him apart from the competition.
Broker Secret #4: Communicate and delegate to succeed
Ben Wedge
Title: Director
Company: Broker Financials
Location: Los Angeles, CA
Experience: 5 years
Focus: Mortgage, loans
Ben Wedge is the Director at Broker Financials in Los Angeles, California. After 5 years of working in the commercial real estate industry, Ben believes that communication is key to success.
“Answer phones and emails in a timely manner, delegate projects, and follow up with clients.”
Ben generates the most leads from referrals, his secret negotiation tactic is discounts, and his fair pricing and good customer service are what sets him apart from the competition.
Broker Secret #5: It’s efficiencies that drive revenue
Audrey Navarro
Title: Managing Partner
Company: Clemons Real Estate
Location: Kansas City, MO
Experience: 20 years
Focus: Midtown Kansas City market
Audrey Navarro is a managing partner in charge of overseeing the brokerage department at Clemons Real Estate. After years of successful commercial brokerage experience, Audrey has seen that it’s efficiencies that drive revenue.
“We don’t sell real estate; we sell our time and information. The easier it is to access that information and share it across our team, the better we are at our jobs.”
Audrey’s team uses Buildout software to improve efficiencies. Her team leaders manage twice the volume, the brokerage and accounting departments communicate effectively, and data is measured and analyzed instantaneously across teams—ultimately fostering rapid brokerage growth.
Looking for more ways to grow your CRE firm?
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With Buildout’s full suite of connected tools—you can streamline your processes, improve efficiencies, win more listings, and close deals faster. If you haven’t seen what Buildout can do for you and your team, get in touch with us and learn how our full suite of CRE tools helps top-ranked CRE firms do more and sell more.