CRE Lessons

Back in 2021, 90% of our clients were software and tech companies. Then in 2022, we got our first corporate real estate (CRE) client that also happened to be a fortune 500 company.

As this project was a success, since then we’ve worked with several real estate firms and I’ve noticed patterns in how they sell that most tech companies have abandoned.

Here are 3 best practices in CRE sales that other industries can learn from:

1. They understand the importance of face to face meetings

Many tech sellers rely on remote meetings and screen sharing. But there’s naturally more trust in person and you can read body language in a way no Zoom call allows. A tech leader I highly respect comps his BDRs purely on face to face meetings, and his team is killing it.

2. They still send hand written letters to prospects

But a genuinely handwritten letter is something AI or automation can't replicate as your handwriting is unique to you. As more outreach becomes robotic and templated, clearly human gestures will stand out more, not less.

3. They respect BD

CRE leaders have a huge amount of respect for BD compared to many software leaders who prefer to rely on product led growth and referrals.

I wrote more thoughts on tech’s lack of respect for BD: Read them here

Cheers,

Michael Hanson

CEO Growth Genie