THE NEW #CREcosystemWhat’s Next?

PREDICTIONS FROM THE INDUSTRY’S INFLUENTIAL AND EMERGING LEADERS

JUNE 2017

PRESENTED BY:

INTRODUCTION

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The commercial real estate industry (CRE) is experiencing a profound economic, social, and cultural transformation. With steady change painting a new landscape for real estate, things are beginning to look different than they did even one decade ago. As stated in RealMassive’s original report “The New #CREcosystem”, CRE professionals are being tasked with finding new ways to adapt to an on-demand business landscape. In order to remain relevant and competitive, the industry as a whole must operate dynamically and iterate rapidly as part of the modern digital era.

AS WE EMBRACE THIS CHANGE AND DISCUSS HOW TO USE IT FOR OUR ADVANTAGE, WE CAN’T HELP BUT LOOK INTO THE FUTURE AND WONDER, WHAT UPCOMING TRENDS AND TECHNOLOGIES SHOULD WE EMBRACE?

CONTENTS

CONTRIBUTORS . . . . . . . . . . . . . . . . . . . . . . . 2

DIGITAL MARKETING Web/SEO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 Social . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4-6 Mobile . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7-8

ANALYTICS Customer Profiling . . . . . . . . . . . . . . . . . . . . . . . . 9 Performance Analytics . . . . . . . . . . . . . . . . . . . . 10 Market Insights . . . . . . . . . . . . . . . . . . . . . . . . . . 11

EMERGING TECH Drones . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12 Self Driving Cars . . . . . . . . . . . . . . . . . . . . . . . . . 13

AR/VR . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14

To achieve maximum audience reach in a digital world, corporate budgets now include various line items for technology platforms and advertising channels previously unseen. This is not occurring as quickly as expected in commercial real estate, because perhaps the end user has not forced the change. As we discussed with the professionals featured here, when tenants and investors demand real-time information at their fingertips, the industry will respond rapidly.

The #CREcosystem is a new reality, and those who excel have future-proofed their businesses by strategically investing in emerging tech, digital marketing, business intelligence, and most importantly, people.

WHERE ARE YOU PLACING YOUR BETS?

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BUCKY BEEMAN SARAH MALCOLM JULIE AUGUSTYN STACY FARMER COLT POWER DUKE LONG

GREG BROWN CHRIS SANDS ERIK QUALMAN LINDA DAY HARRISON MIKE KENNEDY

JONAS HABERKORN JONATHAN SCHULTZ BRYANT PATTERSON LARRY KOESTLER DAN CAWLEY

CONTRIBUTORS

“What is the goal of SEO? Generally, it is to grow your business. We want people to be able to find our website when they search relevant keywords.

To optimize SEO, look for low competition numbers and think long tail in terms of keywords. The key is

to create high-quality content. If you’re looking for a quick heuristic for information quality, try using “time”.

How relevant is this historically, how long will it be accurate? One way to determine if the information

will stand the test of time is by examining the details. Users want to learn from people with a

deep, accurate fluency in their area of expertise.”

JONAS HABERKORN >

“Just deliver what Google wants, great content. theBrokerList at its core is a list of commercial real estate brokers and the thought leadership they produce. Our name says it all and our content delivers.”

< LINDA DAY HARRISON

As consumer lifestyles become increasingly digital, marketing and advertising practices must keep pace. From advancements in basic web search to new methods of networking with clients, prospects, and peers, digital connectivity has changed commercial real estate workstyles. For instance, open access to the industry’s once paywalled listing and property data has accelerated the need for more effective digital

marketing. With new visibility and knowledge-sharing capabilities, brokers and marketers recognize the need to expand reach for

their services and properties through listing marketplaces, social media, and of course their own company websites.

WEB/SEOA 2014 Google study1 revealed that 78% of tenants and investors begin their search for commercial real estate online. While at times search engine optimization (SEO) might seem like an imperfect, ambiguous task, we cannot deny the importance of SEO for digital visibility. Today, if a local or national business doesn’t pervade search results, it might as well not exist.

of tenants & investors begin their search for

commercial real estate

online.

78%

DIGITIAL MARKETING

// MASSIMO GROUP’S 4 SEO MISTAKES TO AVOID //

In April 20152, Google began including mobile-optimization as a search ranking factor. Their intention was to increase usability for their product but also increase access for valuable content. As a result, web optimizations, social media signals, and mobile-friendliness can be harnessed to optimize visibility for any web asset.

1 Don’t get cute with your keywords2 Write for your audience and not keywords3 Don’t forget to promote your content4 Be patient, keyword success takes time

SOCIAL MEDIASocial media is an essential tool for the modern broker attempting to reach modern audiences. There are numerous social channels upon which experimentation and engagement can result in new relationships and credibility. The savviest of digital CRE professionals capitalize on opportunities to impart wisdom, discuss industry trends, and connect on a one-to-one basis.

A growing contingent leverages within the brokerage community leverage social channels as a means of building, maintaining, and strengthening relationships with prospective and future clients.

The most successful of which create and share content which sparks engagement and they place a premium on reciprocity.

According to Wishpond3, iimages are the most engaging content on Facebook. Modern brokers are now sharing visual stories including high quality media, including relevant keywords, and creating multiple points of interaction with their target audiences. Twitter users are more interested in quickly consuming and sharing news due to the platform’s limitation on characters. This lends to sharing CRE news including major deals, emerging markets, new technologies, and upcoming events.

“LinkedIn, Twitter and Instagram have long established themselves as the top destinations for CRE engagement, and will likely continue to remain at the top.”

< LARRY KOESTLER

“As I followed and engaged others on Twitter, I quickly built

new business relationships. On LinkedIn you’ll find more adoption and usage among

CRE professionals, not to mention more interaction

with CRE data.” JULIE AUGUSTYN >

“Networks like Twitter connect people through shared ideas. There is real

communication, a real marketplace of ideas. Twitter is probably the most underrated social CRM on this planet. Sign-up, follow your curiosity, share great content and always be gentle.”

< JONAS HABERKORN

DIGITIAL MARKETING

“I try to build a trusting relationship with customers and potential

customers by sharing timely, informative, and interesting market knowledge via social media. I utilize my site’s blog, Twitter, Facebook and

LinkedIn.”

< COLT POWER

SOCIAL MEDIAThe average person has a seven second attention span. Digital content must resonate and inspire immediate engagement - likes, shares, or comments. The appropriate tone, messaging, and topic can significantly increase the effectiveness of social marketing.

“Instagram will emerge due to the search functionality, combined with comments, combined with LIVE, and Direct messaging.”

< BUCKY BEEMAN

DIGITIAL MARKETING

“LinkedIn is great for business networking. Twitter is ideal for one-to-one conversations with clients and

customers. YouTube is an incredible free tool for brand awareness and

inbound marketing.”

< ERIK QUALMAN

7 Seconds

is the average person’s attention span.

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“Instagram is clearly emerging as the most engaging from a property standpoint. The focus on quality images allows management to put the property front-and-center,

showcasing the best view possible. Instagram also tends to be a much more positive platform than Facebook

and Twitter which is always helpful from a reputation management perspective.”

< BRYANT PATTERSON

SOCIAL MEDIA Live streaming has become a popular method by which brands can engage an audience in real-time. With an increase in options including Facebook Live, Twitter’s Periscope, Instagram Live, and Snapchat, this phenomenon has accelerated viral content production. Consumers are swiftly embracing these new formats and according to MediaKix, audiences prefer live video to static content: “80% prefer live videos over blogs and 82% favor live videos over social posts.” Similarly, Cisco projects almost 75% of the world’s

mobile data traffic will be video in 2020. While traditional media outlets maintain a baseline value, video content has the opportunity to steal

share with a large and growing on-demand consumer segment.”

80%prefer live videos

over blogs

82%favor live videos over

social posts

75% of mobile traffic will be VIDEO by 2020

DIGITIAL MARKETING

“Speed to market has changed our relationships. When brokers experience mobile marketing campaigns, the deal

transacts significantly faster.” STACY FARMER >

MOBILE & DEVICESConsumers have become increasingly reliant on devices which offer ubiquitous connectivity and interactive visual experiences. IDC4 estimates that 79% of smartphone users carry devices for all but two of their waking hours. Cisco’s Global Visual Networking Index5 estimates nearly half a billion million mobile devices were added to carrier networks in 2016, with smartphones accounting for most of that growth. Sixteen short years passed before worldwide smartphone ownership reached one billion, and it should only take another three years to reach two billion6.

“It makes relationships instantaneous and also defines them by physical location.” < DUKE LONG

“People that need space or are interested in a property are very likely to search for a property or broker/agent on their mobile device first. Therefore, it is essential that my customer engagement channels are compatible and geared for mobile device access.”

< COLT POWER

“Mobile is not just first, it’s everything.”

< JONATHAN SCHULTZ

What does this exponential growth and increased smartphone reliance mean for CRE broker workstyles? Not only is there an opportunity to engage clients with data and content in real-time, but it is imperative that this information be shared in the format and channel in which these customers operate natively.

MOBILE IS AN INTEGRAL COMPONENT OF THE MARKETING MIX, NOT A UNIQUE TACTIC. EFFECTIVE PLANNING FOR MOBILE-FRIENDLY CONTENT, TARGETING, AND DESIGN CAN ACCELERATE CUSTOMER ENGAGEMENT, ACQUISITION, AND RETENTION.

DIGITIAL MARKETING

79% of smartphone users carry devices for all but two of their waking hours.

1/2 billion mobile devices were added to carrier networks in 2016.

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MOBILE & DEVICESAlthough the CRE industry is perceived as a laggard in testing and adopting new technologies, our participants recognize the importance of prioritizing mobile, some even going so far as “MOBILE ONLY”.

Customers no longer see responsiveness and mobile compatibility as unique product and web experiences, but as expected value when choosing modern, relevant service providers.

“When it comes to being mobile ready it’s about making sure your online assets work on a mobile device. Being a content and event focused company, it’s imperative we are seamless on mobile site and mobile app. Google says 61% of users are unlikely to return to a mobile site they had trouble accessing and 40% visit a competitor’s site instead.”

< SARAH MALCOLM

Clients want a direct human interaction with their brokers in order to obtain quality information and service. If we can do this effectively, we will finally align to our customers’ workstyles.

< LINDA DAY HARRISON

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DIGITIAL MARKETING

“The first delivery of information about us, about the market, about the client’s needs - is going to be mobile. To ask them to take another step is like putting a speed limit on the autobahn.”

MIKE KENNEDY>

61% of users are unlikely to return to a mobile site they had trouble accessing and 40% visit a competitor’s site instead.

A majority of tenants and investors begin their property searches online and on social, producing a tremendous amount of profile, behavioral, and performance data. If translated properly, these data points can produce meaningful insights to support segmentation, targeting, and positioning. Imagine for a moment a leasing broker with a comprehensive understanding of the relative size, stage, type, location, and search habits of an ideal retail client for their available space. Add click tracking data, referral sources by channel, and competitive property benchmarks and this broker has a definitive advantage over others in her market. This is no longer a hypothetical scenario.

LEADING CRE PROS ARE PIONEERING NEW WAYS TO PROFILE POTENTIAL CLIENTS, ANALYZE MARKET ACTIVITY, AND MONITOR PERFORMANCE OF THEIR ASSETS IN REAL-TIME.

“We execute social media and content marketing audits consistently to understand who we are

talking to, what they are interested in and where are the best places online to connect. We sometimes target specific demographics

through amplification on social media. Overall we have a clear understanding of what works

on what channels.” SARAH MALCOLM >

“We geo-target Google PPC campaigns to our market. When hosting events, searching for

decision makers, we look for the right titles for our industry.”

< STACY FARMER

CUSTOMER PROFILINGThe core of any effective branded marketing program is a clearly defined target segment. With the advent of big data, it is essential for data-driven organizations to leverage relevant customer profile and contextual information to craft a compelling campaign messaging framework.

According to an article in the journal of Marketing Science7, there are roughly 280 million Internet users in the US alone. With such a large and diverse audience, digital marketers must leverage “big data” to derive meaningful inferences about existing and target customers.

At McKinsey & Company, user profiling is viewed as one of the At McKinsey & Company, user profiling is viewed as one of the most promising opportunities for digital marketers when it comes to capitalizing on the potential of “big data”. User profiling allows marketers to “extract consumer behavioral profiles from large sets of consumer data and seamlessly combine internal and external information to make predictions.” The firm suggests that companies capitalize on this method to optimize digital marketing efforts.7

Not only can marketers track digital “footprints” to determine what type of content to create and share, but they can also limit the scope of branded communications. Generating more targeted content can significantly enhance the relevance, value, and engagement among target audiences. For instance, hyper-localized content within geographic boundaries can reduce cost and result in increased conversions.

DIGITIAL MARKETING

According to an article in the journal of Marketing Science, there are roughly 3 billion smartphones by 2020.

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“Data helps make decisions, it doesn’t make the decision.”

ERIK QUALMAN >

“Hands down content marketing is number one in growing our SEO. We do focus on utilizing the right keywords and

also consistently do audits to monitor the conversion rate and understand where our traffic is coming from. I

personally like Google Analytics.”

SARAH MALCOLM >

“We utilize Google AdWords, Google Analytics, and are working on placing more vertical pieces of info linking back to SIG.”

< CHRIS SANDS

“We engage our customers with speed on useful market stats and activity, and we purchase resources from 3rd parties, which is far better cost-wise than internal overhead.” < DAN CAWLEY

PERFORMANCE ANALYTICS In static form, data inherently lacks context. In order to identify meaningful trends and effectively profile a target market, analytics can help paint the customer portrait.

“ANALYTICS HINGE UPON ALGORITHMS TO STATISTICALLY DETERMINE RELATIONSHIPS BETWEEN DATA THAT CAN

YIELD INSIGHT.” – DATAVERSITY8

Google is one of the most widely-used, free digital analytics platforms. In Google Analytics, users can track web metrics including traffic, channel source, audience, and goal conversions. These metrics can help firms target critical audiences and improve campaign efficiency. As commercial

property and market data becomes increasingly open and searchable, it is incumbent upon owners, property managers,

and brokers to understand the effectiveness of their web marketing efforts and SEO investments.

DATA & ANALYTICS

MARKET INSIGHTSANALYTICS ARE NOT TO BE CONFUSED WITH INSIGHTS, WHICH ARE OBTAINED THROUGH THE USE OF ANALYTICAL METHODS

AND DATA MEASUREMENT, USUALLY RESULTING IN ACTIONABLE TRUTHS. INSIGHTS WRAP MUCH-

NEEDED CONTEXT AROUND CORE DATA SETS9.

Similar to the way homes are shopped on Zillow and Trulia, brokers can now employ predictive analytics to assist commercial tenants and investors in discovering ideal properties. Similarly, they can identify target audiences from online and offline data sets to deliver maximum brand and property reach, ultimately resulting in higher-quality leads.

“From sensors to voice AI will enable us to measure and aggregate data like never before. I have been one to say if you can’t measure it you can’t manage it. IOT will create real actionable data in our buildings that will benefit our most important assets..our tenants.” < JONATHAN SCHULTZ

“We engage our customers with market data in the form of infographics. moving beyond traditional ‘market reports’ as the industry knows them today.”

< GREG BROWN

“One of our new offerings is Workplace Utilization, which, through the deployment of

occupancy sensors, enables us to determine

how much money our clients would save if they could figure out how best to configure their office space. We can also enhance the internal meeting-scheduling process with our Full Service Room Scheduling software, enabling employees to book conference rooms that are in their building, across campus or around the world; further streamline office efficiency with Hoteling & Mobile Workforce Management software; and identify optimal potential office locations by evaluating commute time insights gleaned from a company’s workforce.”

LARRY KOESTLER

DATA & ANALYTICS

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According to an old adage, “we don’t know what we don’t know,” which aptly applies to the future impact of technology on the commercial real estate sector. Ideas once thought to be dreams are now turning into reality. Given the physical, visual nature of commercial real estate, what better industry to adopt and usher innovation such as drones, AR, VR, and self-driving cars?

DRONESNAR President Tom Salomone is quoted as saying “Drone technology offers a tremendous opportunity for the business of real estate and the broader economy. That’s why NAR continues to support the integration of drones into the National Airspace and a regulatory landscape that allows for the responsible commercial use of drones.” 10 If Mr. Salomone is correct, this opportunity does not end with real estate, but impacts the economy as a whole.

“For CRE, new commercial delivery services that use both autonomous vehicles and

drones could reduce transportation time and costs, especially for the last mile.”

JONAS HABERKORN >

“We use drones extensively on our ground-up developments. The videos and images captured by the drone are used to generate blog posts on the property’s website and sent out to prospects who have already shown interest in the property. It also helps internally to keep all stakeholders updated on the progress of the development.”

< BRYANT PATTERSON

EMERGING TECH

FreshPatents11 catalogues new concepts for drone usage which are being generated on a daily basis. Drone technology is not just relegated to property media applications, but is frequently deployed for delivery services, safety initiatives, and even livestock feeding.

THOUGH AERIAL MEDIA CAN BE VISUALLY IMMERSIVE AND PRESENTS A UNIQUE, LOCATION-BASED CONTEXT, IT IS RELEGATED TO PHYSICAL ENVIRONMENTS AT A SPECIFIC MOMENT IN TIME. JUST IMAGINE IF IT WERE COUPLED WITH THE POWER OF CGI AND COMPOSITE IMAGERY INHERENT IN AUGMENTED REALITY...

SELF DRIVING CARSAccording to Extreme Tech12, “The power of the cloud also adds intelligence and analytics to facilitate a wealth of new services, capabilities, and automation to activities that previously required much more human interaction.”

“Self driving cars will reduce the footprint of a development greatly. Parking lots will become a thing of the past. Buildings will need to created with drop

off and pick up points.” < STACY FARMER

“I foresee less parking demand, more efficient use of space. Less space = more efficiencies and more $$$” .

< DUKE LONG

“It is all about the declining costs of distance. What if this cost fell dramatically due to new technologies, like self-driving cars and delivery drones? Driverless cars might reduce the time

spent driving to work every day and even more decrease the importance of work location. What if individuals live further from city centers, and exurbs grow at the expense of traditional inner suburbs? The technology still has a long way to go until it can be used in real life to navigate complicated road conditions in our cities. Fully autonomous truck convoys will

hit the road before personal vehicles. Therefore, infrastructure investment has to be prioritized.” < JONAS HABERKORN

“More efficient use of highways/commute times lessen, ability for employees to carpool or spend less on transit cost via fractional ownership, less parking required as autonomous vehicles can be kept in use for longer periods (drop off employee, act as an uber type service until employee w

priority access requests vehicle to go to a meeting/home). Positive enviro impacts possible with electric vehicles.” CHRIS SANDS

“This is a game changer for the suburbs. It could change how towns look at FAR for our properties. This means we will possibly be able to build bigger buildings. Parking will come off our building factsheets. It could also mean that I could actually receive rent for the parking garages I own. The fleet of self driving cars will need to be stored somewhere.”

< JONATHAN SCHULTZ

“It will lead to more urban environments and less parking requirements. It will spur more infill development. It will lead

to the conversion of parking lots, ramps, and structures to be other uses. It will lead to a 2 way technology interaction with places and vehicles. Leading to technology in places that are

“talking” back to the cars driving by or approaching.” BUCKY BEEMAN

EMERGING TECH

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Advancements in autonomous and connected vehicles have raised new questions about the impact of commuting on lifestyles and urban development Deloitte13 explores this correlation and how further innovation could influence real estate pricing and metropolitan sprawl.

“AS THE INTERNET DRASTICALLY REDUCED THE COST OF COMMUNICATING OVER DISTANCE, MANY [LEADING ECONOMISTS] ARGUE THAT THE IMPORTANCE OF LOCATION WILL PRACTICALLY DISAPPEAR.”

AR/VR As defined by Cramer14, VR involves wearable, physical hardware which “will leave you blind to the current world, but will expand your senses with experiences within.” Conversely, AR “simply ‘augments’ our current state of presence, often with clear visors.”

IIN AN ARMS RACE TO CLAIM THE CONSUMER STANDARD FOR AR GLASSES AMONG THE LIKES OF GOOGLE AND SNAPCHAT, SAMSUNG STOLE THE HEADLINES AND EYEBALLS DURING MOBILE WORLD CONGRESS 2017 BY UNVEILING THEIR TAKE ON AR FASHION.15

“AR and how the retail experience will become more interactive with the mobile phone. Snapchat spectacles is the first wearable device which captures video and is being accepted by common consumers. This is just

a small preview of what is to come.” < BUCKY BEEMAN

“I am really excited about VR and AR. There are endless

possibilities, so we’ll see which trends transform CRE over time.”

SARAH MALCOLM >

“One of the international blogs I enjoy reading is by Antony Slumbers. I strongly agree with Antony’s view that CRE should

continue to evolve and offer Space as a Service (SaaS), with a clear focus on agility to best meet changing client needs. ”

JULIE AUGUSTYN >

EMERGING TECH

Virtual Reality deployments are prevalent across residential real estate and architecture, with offerings such as Augment’s “virtual on-site visits”16 enabling a home walk-throughs prior to breaking ground. The same application could provide commercial clients with remote, virtual visibility to new and planned property developments. Suddenly, tenants and owners can leverage near real-life design concepts to demand the most relevant workspaces for their business, ultimately driving to greater productivity.

PRESENTED BY:

JOIN THE DISCUSSION AND HELP US SHAPE

THE NEW #CREcosystem #CREcosystem

CREcosystem@RealMassive.com

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CONTRIBUTORS

SARAH MALCOLMThe News Funnel

Sarah Malcolm is the Chief Digital Strategist for The News Funnel, the largest content platform in the real estate industry. Prior, Sarah was the Director of Digital Strategy for ICSC. Malcolm created and executed ICSC’s Social, Mobile and Digital strategy, winning over 40 awards for ICSC. She also made the Real Estate Forum’s Women of Influence list in 2014. Due to her success, ICSC was named by Association TRENDS as a Top 25 Social Media Savvy Association, a Top 25 LinkedIn Savvy Association and the number one Social Media Savvy company in the Services and Retail category. Sarah was also behind the Social Media Pavilion, #iTechLounge and the ICSC Coca-Cola Happiness Lounge. Her involvement in the digitalscape afforded her the opportunity to guest author “Social Networking For Shopping Centers.” Sarah recently created an emoji pack app called Bundle Of Emojoy that focuses on #Babylife, which Sarah knows a lot about as a mom of two.

@MrsSarahMalcolm

STACY FARMERVP of Marketing, Avison Young

As Vice President of Marketing, Stacy is responsible for Avison Young’s brand growth strategies, marketing communications programs and regional marketing efforts. Stacy oversees all aspects of marketing for Avison Young’s Raleigh-Durham, Atlanta and Charlotte offices, directing the marketing efforts for both the company and an extensive portfolio of listings. She also works closely with the Company’s real estate advisors on marketing strategies and new business development efforts. Stacy’s previous experience includes extensive business-to-business marketing at the regional and corporate levels. Her background includes more than 10 years of commercial real estate experience with Highwoods Properties, a leading national REIT (Real Estate Investment Trust). While at Highwoods, Stacy helped build integrated demand generation campaigns, digital marketing programs and brand positioning strategies. In addition, Stacy was instrumental in numerous business development and proposal response strategies representing over $650 million in build-to-suit projects.

@stacybfarmer

BUCKY BEEMANRealty Growth, Inc.

Bucky is a licensed Real Estate agent in the State of Minnesota. He specializes in Commercial Sales and Leasing in the Rochester, Minnesota market. His clients have varied from growing businesses, startup companies, developers, and investors. Bucky is a partner at a growing Commercial Real Estate firm in Rochester know as the RGI Group (Realty Growth, Inc). The innovative style of this company aligns with his passion to continue to learn and grow in this exciting industry. Bucky is quickly developing as a forward thinking marketer in the commercial real estate industry. Bucky is representative of that energetic next generation of real estate professionals that are using technology to help them grow in their careers.

@buckybeeman

JULIE AUGUSTYN Foundry Commercial

Julie Augustyn is a recognized innovator and leader in the retail sector of commercial realestate throughout the Southeastern United States. Bringing her deep understanding of key retail markets in South Florida, Atlanta and the Carolinas, Julie focuses on tenant and landlord representation at Foundry Commercial. Prior to joining Foundry Commercial, Julie was the Senior Director of Real Estate for Office Depot, where she was responsible for managing the retail portfolio for Office Depot and OfficeMax brands for the Eastern United States. This included managing her team with a portfolio of over 700 stores in 20 states. Julie also worked at Woolbright Development, Inc., a South Florida based real estate investment company where she was Development Manager.

@JMAugustyn

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CONTRIBUTORS

COLT POWER Executive Vice President

Colt is the Suburban Tarrant County office and medical office broker based out of the NAI Robert Lynn Fort Worth office, specializing in providing a full spectrum Tenant Representation and Owner Representation services. He has worked to provide valuable services for his clients on 150+ transactions, valued at $43+ million, and totaling 600,000+ square feet. Colt is an active SIOR Candidate, CCIM candidate, and member of the Greater Fort Worth Real Estate Council. He received a degree from the University of Notre Dame Mendoza College of Business. While at Notre Dame he was a four year member of their NCAA Division I Men’s Lacrosse team, awarded Big East Conference All-Academic Team Honors and Dean’s List recognition.

@TarrantOfficeTR

JONAS HAEBERKORNBusiness Development Director Europe @ Propteq | Founder @ Gewerbe-Quadrat

Jonas Haberkorn is driven to see the real estate industry be transformed through technology. He founded Gewerbe-Quadrat.de as the first CRE/PropTech blog in Germany. He writes, speaks and facilitates workshops on innovation and future trends for the real estate industry. For Jonas, (commercial) real estate is, has and always will be a people business. He is part of Propteq Europe 2017, the world’s senior networking event with attendees from 25 countries. Jonas Haberkorn was recognized as one of the “Top 10 Most Influential Online Commercial Real Estate People” by Duke Long. He is a board member of the International Blockchain Real Estate Association (IBREA). Jonas Haberkorn currently lives in Germany and is trying to figure out where the puck is going to be for CRE.

@jonashaberkorn

DUKE LONGDuke Long is a twenty plus year veteran of commercial real estate. He is the broker and owner of The Duke Long Agency and also Managing Partner of PUR Ventures. He has invested in advised and helped grow many of the latest technology companies focused on commercial real estate. He is an advisor and mentor for the NARReach and MetaProp Real Estate Technology Accelerators He has been asked by many well known companies and associations such as CBRE, JLL, Colliers International, The National Association of Realtors, The International Council of Shopping Centers and CoreNet among others speak and present about the latest in Commercial Real Estate Technology. He attended Indiana University and is also a veteran of The United States Air Force.

@dukelong

JONATHAN SCHULTZCo Founder and Managing Principal

Jonathan Schultz has the distinction of having initiated and closed billions of dollars in leasing and commercial real estate sales and acquisitions. Along with Co-Founder John Saraceno, he built Onyx Equities into one of the largest, most diversified and active real estate investment, management, and property service organizations. Under Jonathan’s leadership, Onyx has grown to provide services that include asset management, construction management, property management, and leasing. Jonathan also led the effort to build Onyx’s Receivership/REO Services platform, which now manages millions of square feet across hundreds of properties and is one of the largest platforms of its kind in the tri- state area. Today, his responsibilities include leading investor capital- raising initiatives, strategic planning, portfolio management, business development, and overall investment strategy as an officer of the firm’s Investment Committee. Prior to founding Onyx, Jonathan was Founder and President of The Schultz Organization, a leading commercial real estate brokerage and advisory firm serving institutions, lenders, private owners, and tenants within the tri -state area.

@JonSchultz_Onyx

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CONTRIBUTORS

GREG BROWNManaging Director, NAI DiLeo-Bra

For over 15 years Greg has been active in all facets of commercial real estate including development, acquisitions, dispositions, leasing, management, operations and the development of commercial solar farms. Greg has transaction, development and management experience in office, industrial, retail and residential land. In 2001 Greg joined NAI KLNB’s Tyson’s Corner, Virginia office and specialized in the leasing of office and industrial properties in Northern Virginia. In 2005 Greg relocated to Florida to pursue a career in real estate development. Working for NAI Realvest in Orlando, Greg spearheaded the firm’s efforts to expand their brokerage and development footprint west along the I-4 corridor. Eventually Greg was hired by Feltrim Developments, NA as COO/Director of Development. At NAI DiLeo-Bram, Greg is responsible for the management of day to day brokerage activities, operations, strategic planning, recruitment and business development. Greg currently holds or has held real estate licenses in New Jersey, Maryland, Virginia, Washington, DC and Florida.

LARRY KOESTLERVice President of Marketing, NAI Partners

As head of marketing for NAI Partners, Texas’ premier commercial real estate services firm, Larry Koestler is responsible for the entirety of the firm’s marketing priorities -- including continually enhancing the company’s digital marketing, web marketing, email marketing, content marketing, SEO, digital and print advertising, branding, research, social media, storytelling, lead generation and other initiatives across its service lines and geographies -- and leads a team that functions as a proactive, strategic business partner. Previously, Mr. Koestler was the Digital Marketing Manager for Americas Marketing at CBRE, a role in which he specialized in developing and positioning content to ensure it reached the right audiences, inspired engagement and engendered brand equity, among other responsibilities. Prior to that, he served as Marketing Innovation Manager, consulting on digital tools for the company’s global business lines. He also served as Communications & Media Manager, collaborating with the company’s senior executives on messaging, and creating, editing and publishing communications deliverables that aligned with the company’s business strategy, vision and mission.

@LKoestlerCRE

BRYANT PATTERSON Vice President of Business Intelligence

Bryant Patterson, Vice President of Business Intelligence, is primarily responsible for developing proprietary analytical tools, overseeing financial and data analysis efforts, sourcing and implementing new technology products, and improving operating efficiency through system and algorithmic design. In addition, Bryant recruits analytical talent and supports all teams within Stream Residential.

Bryant is married with two sons and enjoys fitness, guitar, programming, and outdoor adventures.

/bryantpatterson

@jbryantpat

DAN CAWLEY President, Principal, Managing Broker

Dan Cawley graduated from Quincy College and has been a Licensed Broker since June of 1977. Dan received the prestigious SIOR (Society of Industrial and Office Realtors) designation in 1996. Cawley exceeded the required transaction volume and completed seven years creditable experience in the highly specialized field of office and industrial real estate; passed a stringent qualifying written examination; and demonstrated to the Society professional ability, competency, ethical conduct and personal integrity. Dan was a former Partner and top producer for Phillips Martin Real Estate and was the first Broker in the history of that company from outside the organization to earn a Partnership. The position of Sales Manager was awarded in 1993 when he doubled the company transaction volume through increased market share and his recruiting ability. He remained manager through 1996 when his brokerage activities allowed the hiring of a salaried Sales Manager.

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CONTRIBUTORS

MIKE KENNEDY

Mr. Kennedy is a graduate of the University of St. Thomas and the South Texas College of Law in Houston. He is an active member of the SIOR - Society of Industrial and Office Realtors®. He is a charter member and past president of the Austin Commercial Brokers Association (CBA), and a member of the Real Estate Council of Austin (RECA), the Texas Bar Association, the Austin Bar Association, the Austin Chamber of Commerce and Officer of the Downtown Austin Alliance.

Mr. Kennedy served as President of the ZACH Theatre Board (2008 - 2010) and currently serves as a Board of Trustees Member, is a former Board of Trustees Member of the Austin Museum of Art (AMOA) and a Founding Fellow of the Austin Bar Association. He has contributed numerous times to the Annual Institute of Real Estate Management (IREM) Forecast Forum and has spoken at Austin Technology Council and Continuing Legal Education events on real estate manners. Mr. Kennedy is a frequently quoted expert on commercial real estate trends in Austin and has published numerous articles.

ERIK QUALMANBest Selling Author and Keynote Speaker, Equalman

Often called a Digital Dale Carnegie and The Tony Robbins of Tech, Erik Qualman is a #1 Best Selling Author and Motivational Keynote Speaker that has spoken in 44 countries. His Socialnomics work has been featured on 60 Minutes to the Wall Street Journal and used by the National Guard to NASA. His book Digital Leader propelled him to be voted the 2nd Most Likeable Author in the World behind Harry Potter’s J.K. Rowling. Qualman is a sitting professor at Harvard & MIT’s edX labs. His latest book What Happens in Vegas Stays on YouTube is a Pulitzer Prize nominated work.

@equalman

LINDA DAY HARRISONFounder, theBrokerList

Linda Day Harrison founded theBrokerList.com in an effort to create efficiency and streamlined operations for the commercial real estate industry, property and facility management, leasing and brokerage. As a part of Linda’s other work, she also founded ManagerLabs and with this group, she is developing web applications, with a team of programmers to solve some complex processes in the commercial real estate and property management industry. In addition, Linda is working with real estate company owners and other business models to identify the path those firms should take to embrace technology in today’s rapidly and constantly evolving environment.

@dayharrison

CHRIS SANDS Founder and CEO at Sands Investment Group (SIG)

In 2010 Chris set out to form Sands Investment Group, a firm that would focus on buying and selling net lease properties. His vision was to lead a highly specialized and knowledgeable company able to provide clients with a level of service unprecedented in the industry. A few short years later, the result is one of the fastest growing and most successful net lease companies in the country, with advisors that are among the most distinguished and sought after in the industry. Born and raised in Los Gatos, CA, Chris began his career in real estate in 2004 at Marcus & Millichap where he was named Rookie of the Year. During his tenure at the company, he was promoted to Senior Vice President of Investments before leaving in 2009. Since forming SIG, Chris has participated in the disposal of over 900 properties with a value in excess of $2.6 billion. As a graduate of UCLA and former professional tennis player, Chris applies the same drive and determination that enabled him to compete at the highest levels of his sport, to building his business and leading a world-class real estate investment company.

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1. Commercial Real Estate Consumer Online Behavior and Trends - Google & Loopnet, 2014 http://www.marketwatch.com/story/joint-study-by-loopnet-and-google-finds-78-of-tenants-and-in-vestors-search-for-commercial-real-estate-online-2014-12-22

2. Make Sure Your Site’s Ready For Mobile-Friendly Google Search Results - Google, 2015 https://support.google.com/adsense/answer/6196932?hl=en

3. Types of Twitter Content - Wishpond, 2016 http://blog.wishpond.com/post/44254429720/types-of-twitter-content

4. 8 Reasons Why Mobile Marketing Is Important - International Data Corporation, 2015 https://www.linkedin.com/pulse/8-reasons-why-mobile-marketing-important-bcr8ive-media

5. Cisco Visual Networking Index, 2016 http://www.cisco.com/c/en/us/solutions/collateral/service-provider/visual-networking-index-vni/mo-bile-white-paper-c11-520862.html

6. Number of smartphone users worldwide from 2014 to 2020 (in billions) - Statista https://www.statista.com/statistics/330695/number-of-smartphone-users-worldwide/

7. Crumbs Of The Cookie: User Profiling In Customer-Base Analysis And Behavioral Targeting - The Journal of Marketing Science, 2016 http://pubsonline.informs.org/doi/pdf/10.1287/mksc.2015.0956

8. Distinguishing Analytics, Business Intelligence, Data Science - Dataversity, 2014 http://www.dataversity.net/distinguishing-analytics-business-intelligence-data-science/

9. The Difference Between Data, Analytics, and Insights - Localytics, 2016 http://info.localytics.com/blog/difference-between-data-analytics-insights

10. How Drones are Transforming the Way You Shop for Real Estate, FastCompany, 2016 https://www.fastcompany.com/3056615/how-drones-are-transforming-the-real-estate-industry

11. Drone Patents - Fresh Patents, 2017 - http://tgs.freshpatents.com/Drone-bx1.php

12. CES 2017 Delivered A Clear Vision Of The Car Of The Future - Extreme Tech, 2017 https://www.extremetech.com/extreme/242365-ces-2017-visions-future-mobility-experience

13. Shared and Self-Driving Cars: A Game Changer In Real Estate And Area Development - Deloitte, 2017 https://www2.deloitte.com/nl/nl/pages/real-estate/articles/shared-and-self-driving-cars-a-game-changer-in-real-estate-and-area-development.html

14. What Is The Difference Between AR And VR? A Lession In Altered Realities - Cramer, 2017 http://cramer.com/story/the-difference-between-ar-and-vr/

15. Samsung To Announce Augmented Reality Glasses At Mobile World Congress - MSPowerUser.com, 2017 https://mspoweruser.com/samsung-announce-augmented-reality-glasses-mobile-world-congress/

16. Is The Futue Of Real Estate in VR or AR? - Augment, 2016 http://www.augment.com/blog/future-real-estate-vr-ar/

SOURCES