Tanner Mc Graw, CEO and founder of Apto Tanner Mc Graw, CEO and founder of Apto

“The obvious way to deal with a lackluster pipeline is to double down on lead generation.” That is according to Tanner McGraw, CEO and founder of Apto. But to prevent dry spells, he says that commercial real estate brokers should take a step back and look carefully at their processes and ensure they’re tracking their business effectively. “After all, the timeline of a deal in the industry is long, often spanning many months or even years. It’s easy to lose sight of the early stages of the pipeline when you have a deal or several in the works.” In the exclusive commentary below, McGraw says that brokers need to make sure they’re systematically and consistently addressing each area of the business and gives them tips on how to do just that.