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Commentary

What to Do When Your Pipeline Dries Up

Sometimes a lull in leads and new business can be attributed to the market, but other times, it is the broker who is accountable, says Tanner McGraw, CEO and founder of Apto, in this EXCLUSIVE commentary.

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.

The views expressed below are the author’s own.

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Natalie Dolce

Natalie Dolce

Natalie Dolce, editor-in-chief of GlobeSt.com and GlobeSt. Real Estate Forum, is responsible for working with editorial staff, freelancers and senior management to help plan the overarching vision that encompasses GlobeSt.com, including short-term and long-term goals for the website, how content integrates through the company’s other product lines and the overall quality of content. Previously she served as national executive editor and editor of the West Coast region for GlobeSt.com and Real Estate Forum, and was responsible for coverage of news and information pertaining to that vital real estate region. Prior to moving out to the Southern California office, she was Northeast bureau chief, covering New York City for GlobeSt.com. Her background includes a stint at InStyle Magazine, and as managing editor with New York Press, an alternative weekly New York City paper. In her career, she has also covered a variety of beats for M magazine, Arthur Frommer's Budget Travel, FashionLedge.com, and Co-Ed magazine. Dolce has also freelanced for a number of publications, including MSNBC.com and Museums New York magazine.

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