Matt Lyman with Commercial Northwest has been in the commercial real estate industry for 10 years. After working at Norris & Stevens and then Kidder Matthews, he struck out on his own and now specializes in industrial space in Portland, Oregon and the Pacific Northwest.
When starting my career in 2007, my colleagues convinced me to use REA for my business. I used the technology for years, but it just ended up being more busy work. I was maintaining the database but not using the database, and the information quickly went stale. I tried Clientlook for a while, but it wasn’t designed for follow-up. It was fine to house the information I had, but it didn’t do anything with it. Before Apto, my database was more a job in itself than a tool.
Now that I use Prospect & Nurture, I can be much more systematic and efficient in how I approach prospecting. I set up call lists for different groups in my market—tenants, private investors, owner users, etc. At that point I know how many people I have on each list, and I know how long it takes to make a certain amount of calls. So I can break it down and set aside time to make 100 calls to owner users in one week, or 30 tenants, or whatever the number is. And since I’m grouping them by a certain characteristic, I’m having the same type of conversation, which makes things go much quicker.
Since using Apto Prospect & Nurture, I’ve become 60% more productive. From a numbers standpoint, I know how long it took me to make 100 calls before, and I know I can do it in less than half the time now.
It’s also great having the context I need on hand to make a connection. I like to say that cold calls are now familiar calls. For example, I recently called a landlord with a big business park out by the airport. In Prospect & Nurture, I saw right away on the map that there was an Amazon distribution center being built nearby. I was able to reference that right away when we got on the call and ask how it was affecting his tenants. Just knowing what’s going on in the area makes it so much easier to make a connection with a stranger.
I’m so happy I took the leap of faith with Apto. I wish I had this 10 years ago!