HOUSTON—Patrick O'Connor is founder and president of O'Connor and Associates, and Houston-based Enriched Data. He recently shared some insights into commercial real estate data and how quality data can be beneficial in sourcing sites and researching development opportunities in this exclusive.

GlobeSt.com: Why did you start Enriched Data?

O'Connor: No one was providing accurate commercial real estate data. Real estate professionals specifically need accurate contact data for owners of commercial real estate, which can increase their revenue by 30 to 100%.

GlobeSt.com: There are other national commercial real estate data providers. How is Enriched Data different?

O'Connor: Real estate professionals making $300,000-plus are spending half their time doing Internet research to find accurate contact data. They can increase their income by simply finding a quality data provider with accurate contact data for commercial real estate owners, so they can focus on generating revenue.

GlobeSt.com: What are you doing differently to find the contact data and what does it include?

O'Connor: The problem is most data companies only provide the entity or perhaps the operating company. We dig deep into public records and do extensive research to deliver exceptional contact data including the owner/decision maker, a verified phone number, email address, LinkedIn account and website.

GlobeSt.com: Who is using your data?

O'Connor: The largest US real estate service firms have recognized their professionals do not have access to quality data and nine of 10 of the largest firms use our data. We actively work with these firms to customize their CRM platforms to maximize the benefit they get from the data. If firms are not providing excellent data to their highly compensated business development team, they will lose their best talent.

GlobeSt.com: What is provided beyond the deep dive information?

O'Connor: The challenge firms have is to engage potential clients. We work with clients to integrate LinkedIn connections, direct mail, email and digital marketing to a highly targeted market. Companies only making phone calls are getting left behind. We help our clients to organize an effective marketing campaign on a cost-effective basis.

GlobeSt.com: Can you provide an example of a success story?

O'Connor: Sure, the IT guy at a top three real estate service firm moved from support to production. He had no owner contacts or book of business. In his first week of working with our program, he signed up a client who needed to refinance $400 million of apartments over the next year.

GlobeSt.com: What is the initial commitment of money and term of contract?

O'Connor: Most of our competitors lock clients into a one or two-year contract. We make the program pain-free for clients: it's a month-to-month contract, and they can cancel and pay nothing if they are not satisfied.

Instant Insights /

What's the Benefit of Data in Increasing Revenue?

Related Stories

Recommended For You