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The old school “smile-and-dial – you can sell anything to anyone approach” that is common with print and outdoor advertising and high-pressure sales techniques, won’t make quota, at least not in the real estate sector. Just ask Shamir Duverseau, managing director of Smart Panda Labs, a digital strategy consultancy that advises real estate companies on how to sell to today’s buyer while cutting advertising costs and boosting cash-conversion. GlobeSt.com caught up with Duverseau to dig deeper into this topic.

How do firms reduce ad spend while shortening cash conversion cycles?

Cash flow affects the bottom line in any business and in real estate it is especially critical. Real estate developers leverage significant amounts of cash when building, developing or renovating, and these projects take anywhere from one to three years (or more) to close. Therefore, when development nears completion, it is imperative to accelerate incoming cash flow and shorten the cash conversion cycle (CCC).

Erika Morphy

Erika Morphy has been writing about commercial real estate at GlobeSt.com for more than ten years, covering the capital markets, the Mid-Atlantic region and national topics. She's a nerd so favorite examples of the former include accounting standards, Basel III and what Congress is brewing.

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