2018 broker edition results brought to you by

about you: Characteristics

Primary role in your company
  • Broker: 55%
  • Owner: 24%
  • Leasing agent: 10%
  • Management: 6%
  • Executive: 5%
Role where you spent the most time
  • Seller rep: 35%
  • Generalist: 19%
  • Landlord rep: 17%
  • Tenant rep: 15%
  • Buyer rep: 6%
  • Consulting: 3%
  • Property manager: 3%
  • Resimercial: 2%
Years in CRE
  • 1–5: 20%
  • 6–10: 16%
  • 11–20: 30%
  • 21–30: 16%
  • > 30: 18%
Affiliations (select all that apply)
  • NAR/Realtor: 60%
  • CCIM: 37%
  • ICSC: 29%
  • None: 12%
  • Other: 12%
  • SIOR: 10%
  • CREW: 8%
  • IREM: 5%
  • BOMA: 3%
  • CPM: 2%
How you got into CRE
  • Incidentally: 32%
  • Friend recommended: 22%
  • Other: 21%
  • Family influence: 19%
  • Recruited from college: 6%
Gender
  • Male: 79%
  • Female: 19%
  • Prefer not to answer: 2%
Age
  • 21–29: 7%
  • 30–39: 19%
  • 40–49: 22%
  • 50–59: 21%
  • 60–69: 25%
  • > 70: 6%
Highest level of education
  • Bachelor’s degree: 56%
  • Master’s degree: 17%
  • Some college, no degree: 16%
  • Associate degree: 5%
  • Professional degree: 2%
  • High school degree or equivalent: 2%
  • Doctorate: 1%
  • Other: 0%

about you: brokerage

Company type
  • Independent: 52%
  • National: 48%
Brokers in your office
  • Just you: 9%
  • 2–5: 33%
  • 6–10: 20%
  • 11–20: 18%
  • 21–50: 11%
  • 51–100: 5%
  • > 100: 4%
Have admin and/or marketing support
  • Yes, my firm pays for the support: 57%
  • No: 22%
  • Yes, I pay for the support: 21%
Support team size
  • 1: 40%
  • 2: 30%
  • 3–5: 20%
  • > 5: 10%

about you: brokerage predictions

CRE industry staffing needs will
  • Grow: 50%
  • Stay the same: 43%
  • Shrink: 7%
Plan to recruit more brokers
  • Yes: 83%
  • No: 17%
Number of CRE brokers will
  • Grow: 48%
  • Stay the same: 37%
  • Shrink: 15%

Your Factors: Influences

Biggest stimulus for winning business (rank 5 most important, 1 least)
Building relationships—level of importance for winning business
  1. 5: 75%
  2. 4: 15%
  3. 3: 4%
  4. 2: 2%
  5. 1: 4%
Developing personal reputation—level of importance for winning business
  1. 5: 59%
  2. 4: 18%
  3. 3: 13%
  4. 2: 6%
  5. 1: 4%
Creating professional materials/presentations—level of importance for winning business
  1. 5: 29%
  2. 4: 34%
  3. 3: 24%
  4. 2: 9%
  5. 1: 4%
Collecting and maintaining property data—level of importance for winning business
  1. 5: 30%
  2. 4: 24%
  3. 3: 29%
  4. 2: 13%
  5. 1: 4%
Prospecting—level of importance for winning business
  1. 5: 54%
  2. 4: 19%
  3. 3: 14%
  4. 2: 8%
  5. 1: 5%
Cultivating company brand—level of importance for winning business
  1. 5: 22%
  2. 4: 24%
  3. 3: 28%
  4. 2: 14%
  5. 1: 12%
Maintaining personal online presence—level of importance for winning business
  1. 5: 22%
  2. 4: 26%
  3. 3: 29%
  4. 2: 13%
  5. 1: 10%
Maintaining company online presence—level of importance for winning business
  1. 5: 22%
  2. 4: 26%
  3. 3: 20%
  4. 2: 18%
  5. 1: 14%
Coaching and training—level of importance for winning business
  1. 5: 30%
  2. 4: 19%
  3. 3: 30%
  4. 2: 11%
  5. 1: 10%
Hours per week spent on business stimuli
Hours per week spent on building relationships
  1. < 1 hr: 2%
  2. 1–5 hrs: 31%
  3. 6–10 hrs: 30%
  4. 11–15 hrs: 11%
  5. 16–20 hrs: 8%
  6. > 20 hrs: 13%
  7. Not sure: 4%
  8. N/A: 1%
Hours per week spent on developing personal reputation
  1. < 1 hr: 14%
  2. 1–5 hrs: 41%
  3. 6–10 hrs: 19%
  4. 11–15 hrs: 6%
  5. 16–20 hrs: 5%
  6. > 20 hrs: 8%
  7. Not sure: 5%
  8. N/A: 2%
Hours per week spent on creating professional materials/presentations
  1. < 1 hr: 17%
  2. 1–5 hrs: 49%
  3. 6–10 hrs: 20%
  4. 11–15 hrs: 6%
  5. 16–20 hrs: 1%
  6. > 20 hrs: 3%
  7. Not sure: 2%
  8. N/A: 2%
Hours per week spent on collecting and maintaining property data
  1. < 1 hr: 19%
  2. 1–5 hrs: 47%
  3. 6–10 hrs: 18%
  4. 11–15 hrs: 7%
  5. 16–20 hrs: 2%
  6. > 20 hrs: 3%
  7. Not sure: 3%
  8. N/A: 1%
Hours per week spent on prospecting
  1. < 1 hr: 7%
  2. 1–5 hrs: 34%
  3. 6–10 hrs: 29%
  4. 11–15 hrs: 11%
  5. 16–20 hrs: 8%
  6. > 20 hrs: 8%
  7. Not sure: 2%
  8. N/A: 1%
Hours per week spent on cultivating company brand
  1. < 1 hr: 41%
  2. 1–5 hrs: 37%
  3. 6–10 hrs: 9%
  4. 11–15 hrs: 2%
  5. 16–20 hrs: 1%
  6. > 20 hrs: 3%
  7. Not sure: 5%
  8. N/A: 2%
Hours per week spent on maintaining personal online presence
  1. < 1 hr: 35%
  2. 1–5 hrs: 44%
  3. 6–10 hrs: 10%
  4. 11–15 hrs: 2%
  5. 16–20 hrs: 2%
  6. > 20 hrs: 2%
  7. Not sure: 3%
  8. N/A: 2%
Hours per week spent on maintaining company online presence
  1. < 1 hr: 43%
  2. 1–5 hrs: 39%
  3. 6–10 hrs: 6%
  4. 11–15 hrs: 2%
  5. 16–20 hrs: 1%
  6. > 20 hrs: 1%
  7. Not sure: 4%
  8. N/A: 4%
Hours per week spent on coaching and training
  1. < 1 hr: 26%
  2. 1–5 hrs: 43%
  3. 6–10 hrs: 15%
  4. 11–15 hrs: 5%
  5. 16–20 hrs: 3%
  6. > 20 hrs: 1%
  7. Not sure: 3%
  8. N/A: 4%
Biggest Challenge in marketing listings (rank 5 most difficult, 1 least)
Maximizing exposure/reaching target market group—level of challenge in marketing listings
  1. 5: 23%
  2. 4: 22%
  3. 3: 34%
  4. 2: 14%
  5. 1: 7%
Gathering accurate property data and research—level of challenge in marketing listings
  1. 5: 20%
  2. 4: 21%
  3. 3: 27%
  4. 2: 22%
  5. 1: 10%
Writing creative content—level of challenge in marketing listings
  1. 5: 16%
  2. 4: 21%
  3. 3: 32%
  4. 2: 18%
  5. 1: 13%
Redundant data entry for new listings—level of challenge in marketing listings
  1. 5: 11%
  2. 4: 17%
  3. 3: 27%
  4. 2: 24%
  5. 1: 21%
Speed to market—level of challenge in marketing listings
  1. 5: 10%
  2. 4: 18%
  3. 3: 29%
  4. 2: 27%
  5. 1: 16%
Quality of proposals/listing presentations—level of challenge in marketing listings
  1. 5: 18%
  2. 4: 21%
  3. 3: 28%
  4. 2: 19%
  5. 1: 14%
Preparing accurate analytics and/or pro formas—level of challenge in marketing listings
  1. 5: 16%
  2. 4: 23%
  3. 3: 27%
  4. 2: 20%
  5. 1: 14%
Redundant data entry for updating listings—level of challenge in marketing listings
  1. 5: 10%
  2. 4: 13%
  3. 3: 32%
  4. 2: 26%
  5. 1: 19%
Lack of quality photography and/or video—level of challenge in marketing listings
  1. 5: 9%
  2. 4: 17%
  3. 3: 28%
  4. 2: 22%
  5. 1: 24%
Using technology—level of challenge in marketing listings
  1. 5: 15%
  2. 4: 16%
  3. 3: 24%
  4. 2: 18%
  5. 1: 27%

Your workday: Responsibilities

Hours per week spent on developing relationships
  • < 1 hr: 4%
  • 1–5 hrs: 28%
  • 6–10 hrs: 32%
  • 11–15 hrs: 13%
  • 16–20 hrs: 8%
  • > 20 hrs: 12%
  • Not sure: 3%
  • N/A: 0%
Hours per week spent on marketing tasks
  • < 1 hr: 3%
  • 1–5 hrs: 20%
  • 6–10 hrs: 34%
  • 11–15 hrs: 10%
  • 16–20 hrs: 13%
  • > 20 hrs: 16%
  • Not sure: 4%
  • N/A: 0%
Hours per week spent on admin tasks
  • < 1 hr: 2%
  • 1–5 hrs: 19%
  • 6–10 hrs: 29%
  • 11–15 hrs: 13%
  • 16–20 hrs: 12%
  • > 20 hrs: 21%
  • Not sure: 4%
  • N/A: 0%

Your Tools: technology

Top tech tools (select all that apply)
  • Find and list space (CoStar/LoopNet, Catylist, RealMassive, local CMLS): 90%
  • Email marketing (Constant Contact, MailChimp): 77%
  • Document sharing (Buildout, Dropbox, Real Capital Markets): 73%
  • Source data (CompStak, CoStar, RealNex, REscour, STDB): 68%
  • CRM/relationship management (Apto, ClientLook, RealNex): 64%
  • Electronic signatures (DocuSign, HelloSign): 62%
  • Marketing software (Buildout, Property Capsule, RealNex): 58%
  • Video/photography software (Drone technology, Matterport): 36%
  • Commissions and back-office (Apto, CommissionTrac, CoStar Brokerage Apps): 26%
  • Property and lease management (VTS, Yardi): 23%
  • Blogging (Blogger, Squarespace, Tumblr, Wix, WordPress): 22%
  • Lead generation (Digsy AI, ProspectNow): 21%
  • Online payments (Paypal, Square, Venmo): 21%
  • Connect tools (RealConnex, theBrokerList): 19%
  • Virtual reality and 3D tours (Floored, Matterport): 13%
  • Other : 12%
Top source of property info
  • CoStar/LoopNet: 57%
  • Self-sourced: 14%
  • MLS/CMLS: 9%
  • Other: 8%
  • Catylist: 6%
  • Internal company database: 5%
Top marketing and social tools
  • LinkedIn: 91%
  • Facebook: 64%
  • Twitter: 50%
  • Instagram: 32%
  • YouTube: 20%
  • Blog: 19%
  • Google+: 15%
  • Facebook Live: 6%
  • Pinterest: 3%
  • None: 3%
  • Other: 3%
  • Snapchat: 2%

Your Tools: Listing Sites

Most used listing sites (select all that apply)
  • LoopNet: 85%
  • Crexi: 53%
  • theBrokerList: 31%
  • Catylist: 31%
  • OfficeSpace: 22%
  • 42Floors: 21%
  • Brevitas: 21%
  • Other: 15%
  • RealNex Marketplace: 14%
  • RealConnex: 12%
  • QuantumListing: 10%
  • Leavitt Digital (LDCRE): 7%
  • Rofo: 7%
  • Harken CRE: 4%
  • RealMassive: 3%
  • RealtyZapp: 3%
  • Spacelist: 3%
  • None: 3%
  • Koss REsource: 2%
Listing sites rated most valuable
  • LoopNet: 50%
  • Crexi: 13%
  • None: 12%
  • Other*: 10%
  • Catylist: 10%
  • QuantumListing: 1%
  • RealNex Marketplace: 1%
  • RealtyZapp: 1%
  • Spacelist: 1%
  • theBrokerList: 1%
  • Brevitas: 0%
  • OfficeSpace: 0%
  • RealConnex: 0%
  • Other write-in: CoStar
What made it the most valuable
  • Exposure: 62%
  • Lead generation: 23%
  • Email marketing: 5%
  • Other: 4%
  • Listing plugin for your website: 3%
  • Advertising: 2%
  • Document deal room: 1%
  • Contract signing: 0%

Your Tools: Tech Predictions

CRE will embrace tech
  • More: 89%
  • Stay the same: 10%
  • Less: 1%
Tech that will affect CRE the most within 5 years
  • Artificial intelligence: 37%
  • Virtual reality: 26%
  • Blockchain: 16%
  • None: 11%
  • Driverless cars: 7%
  • Other: 3%
Tool or technology missing from the CRE landscape that would help your day-to-day work (write-in)
MLS/National Listing Site
  1. “A comprehensive, reasonably priced commercial MLS like residential agents have”
  2. “Better and more affordable listing service. Loopnet is expensive and doesn't function as accurate as the MLS”
  3. “National listing/data service other than LoopNet that is affordable by smaller firms”
  4. “One database where all brokers can list for free but would have to pay a reasonable fee to search it.”
Affordable and efficient data sourcing
  1. “Open access to data.”
  2. “Better, more complete data set on properties and ownership”
  3. Straightforward, easy-to-use CRM or database
  4. “A better data collection software that can accurately accumulate important performance and market data and input it into a usable format.”
  5. “A CRM that syncs to outside sites used in everyday business”
  6. “Better CRM for commercial real estate professionals”
  7. “Really good, straightforward CRM”
  8. “An established "user-friendly" database to track buildings and tenants”
Integration across tools, or an all-in-one platform
  1. “The listing service that can competently integrate listing/marketing, prospecting, document sharing, and CRM into one easy-to-use service will win the technology battle.”
  2. “Affordable one piece of technology that does it all”
  3. “Integrated, seamless & comprehensive CRE Tech”
  4. “Integration between the listing platforms and the data platforms.”

Your Business: deals

Most sold/leased property type
  • Office: 28%
  • Retail: 25%
  • Industrial: 21%
  • Multifamily: 10%
  • Land: 8%
  • Medical: 3%
  • Hospitality: 2%
  • Single tenant net lease: 1%
  • Special purpose: 2%
Region with the most business
  • US South: 32%
  • US West: 31%
  • US Midwest: 21%
  • US Northeast: 12%
  • US National: 2%
  • Canada: 1%
  • International: 1%
Gross commission
  • < 100,000: 24%
  • 100,000–149,999: 18%
  • 150,000–199,999: 12%
  • 200,000–299,999: 15%
  • 300,000–499,999: 13%
  • 500,000–999,999: 12%
  • 1M–2M: 5%
  • > 2M: 1%
Number of deals compared to 2017
  • Increased: 57%
  • Decreased: 22%
  • Stayed the same: 21%
Percentage of deals co-brokered
  • < 10: 10%
  • 10–30: 16%
  • 30–50: 23%
  • 50–70: 22%
  • 70–90: 12%
  • > 90: 12%
  • N/A: 5%
Percentage of deals you represented both sides
  • < 10: 22%
  • 10–30: 25%
  • 30–50: 22%
  • 50–70: 16%
  • 70–90: 3%
  • > 90: 3%
  • N/A: 9%
Percentage of transaction value allocated to marketing listing
  • None: 5%
  • < 10: 47%
  • 10–20: 22%
  • 30–40: 7%
  • 40–50: 2%
  • > 50: 1%
  • Not sure: 16%

Your Business: Industry Predictions

Most active branches in 2019
  • Office: 25%
  • Industrial: 23%
  • Retail: 20%
  • Multifamily: 14%
  • Land: 7%
  • Medical: 3%
  • Hospitality: 3%
  • Special purpose: 3%
  • Single tenant net lease: 1%
  • Student housing: 1%
Brokerage commission revenue will
  • Increase: 45%
  • Stay the same: 37%
  • Decrease: 18%
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