Slide deck from our webinar "The Importance of Prospecting in Today's Commercial Real Estate Marketplace" featuring Wes Snow and Duke Long (www.dukelong.com). Watch the full webinar here: https://youtu.be/kRTHI_Q-ss8 Designed by me.

1. The Importance of
Prospecting in Today’s
Commercial Real Estate
Marketplace
Visit www.ascendix.com

2. TODAY’S PRESENTERS
Duke Long | Managing Partner PUR Ventures
• www.dukelong.com
Wes Snow | Founding Partner, President Ascendix Technologies
• Ascendix Technologies: Leader in CRM space for 20+ years
• Developer of DataAmp for Salesforce®
• www.ascendix.com
@dukelong
@wes_snow
@ascendix

3. AGENDA
PROSPECTING IN CRE – A DISCUSSION W/ DUKE LONG
PROSPECTING TRENDS & DRIVERS
PROSPECTING BEST PRACTICES
PRACTICAL PROSPECTING TAKE-AWAYS
PROSPECTING TOOLS: A PRIMER
EXAMPLE: MARKET INTELLIGENCE IN PROSPECTING
Q&A

4. PROSPECTING IN CRE
Duke Long
www.dukelong.com

5. PROSPECTING TRENDS & DRIVERS
Aging Out of the
Baby Boomers
Ubiquitous
Access to Data
Consumerization of
technology for CRE

6. PROSPECTING
BEST PRACTICES

7. PROSPECTING BEST PRACTICES
The Rule of the Harvest.

8. PROSPECTING BEST PRACTICES
It’s a Numbers Game.
Stage 1: Prospecting
Stage 2: Needs Identification
Stage 3: Proposal Generation & Delivery
Stage 4: Negotiation
Stage 5: Closing

9. PROSPECTING BEST PRACTICES
Be Intentional with your
Prospecting Efforts.

10. PROSPECTING BEST PRACTICES
Buying Cycle /
Selling Cycle
Mind the Gap
Selling Cycle
Buying Cycle
Nurture
Gap

11. PRACTICAL
PROSPECTING
TAKE-AWAYS

12. PRACTICAL PROSPECTING TAKE-AWAYS
1. DEFINE your targets and set up an organization
system in your technology of choice to clearly
distinguish one group from another.

13. PRACTICAL PROSPECTING TAKE-AWAYS
2. DEFINE an intentional plan of attack for those
constituents intermingling phone calls with emails and
perhaps an occasional piece of mail.

14. PRACTICAL PROSPECTING TAKE-AWAYS
3. SEEK ways to automate the touch points so you can
really scale your individual operation.

15. PRACTICAL PROSPECTING TAKE-AWAYS
4. SET UP call blocks and email blocks for
communication.

16. PRACTICAL PROSPECTING TAKE-AWAYS
5. PERSIST – know that relationships are not built
overnight.

17. PROSPECTING
TOOLS: A PRIMER

18. PROSPECTING TOOLS: A PRIMER
CRM: Customer Relationship Management
solutions are the foundation for your relationship
tracking.

19. PROSPECTING TOOLS: A PRIMER
Marketing Automation: Within CRM / Add-Ons.

20. PROSPECTING TOOLS: A PRIMER
Market Intelligence Tools
InsideView® SalesDataAmp by Ascendix

21. AN EXAMPLE OF
USING MARKET
INTELLIGENCE
IN PROSPECTING

22. Q&AQUESTIONS & ANSWERS
@ascendix | @dukelong | @wes_snow
Ascendix Technologies
@ascendixre
Ascendix Technologies
Visit www.ascendix.com | www.dukelong.com

23. Q&A
@ascendix | @dukelong | @wes_snow
Ascendix Technologies
@ascendixre
Ascendix Technologies
Visit www.ascendix.com | www.dukelong.com
Q: Does your CRM
[AscendixRE] have a mobile
friendly app?

24. Q&A
@ascendix | @dukelong | @wes_snow
Ascendix Technologies
@ascendixre
Ascendix Technologies
Visit www.ascendix.com | www.dukelong.com
Q: I’m using Apto, so do I have
to change to AscendixRE to
get these tools?

25. Q&A
@ascendix | @dukelong | @wes_snow
Ascendix Technologies
@ascendixre
Ascendix Technologies
Visit www.ascendix.com | www.dukelong.com
Q: Is InsideView a part of the
AscendixRE package or is it
an add-on?

26. Q&A
@ascendix | @dukelong | @wes_snow
Ascendix Technologies
@ascendixre
Ascendix Technologies
Visit www.ascendix.com | www.dukelong.com
Duke: How do you
differentiate [AscendixRE]?

27. Q&A
@ascendix | @dukelong | @wes_snow
Ascendix Technologies
@ascendixre
Ascendix Technologies
Visit www.ascendix.com | www.dukelong.com
Q: You mentioned that both
buyer and seller have same
info, so how is it that we
approach it differently or
harness this information?

28. Q&A
@ascendix | @dukelong | @wes_snow
Ascendix Technologies
@ascendixre
Ascendix Technologies
Visit www.ascendix.com | www.dukelong.com
Q: Are there any marketing
automation systems you
recommend that would work
well with AscendixRE?

29. Q&A
@ascendix | @dukelong | @wes_snow
Ascendix Technologies
@ascendixre
Ascendix Technologies
Visit www.ascendix.com | www.dukelong.com
Q: What is the future of CRM
systems and do you both
think that it will be a one
place to do all CRE functions?

30. Q&A
@ascendix | @dukelong | @wes_snow
Ascendix Technologies
@ascendixre
Ascendix Technologies
Visit www.ascendix.com | www.dukelong.com
Q: How often is the corporate
data updated [in InsideView]
for reasons of accuracy?

31. Q&A
@ascendix | @dukelong | @wes_snow
Ascendix Technologies
@ascendixre
Ascendix Technologies
Visit www.ascendix.com | www.dukelong.com
Q: Could you mention some
main region specific options
that should be taken into
account?

32. Q&A
@ascendix | @dukelong | @wes_snow
Ascendix Technologies
@ascendixre
Ascendix Technologies
Visit www.ascendix.com | www.dukelong.com
Q: I am a small company (4 users)
and can’t afford to have all these
different tools and applications.
What would you suggest we do
or where should we begin?