An Interview With ClientLook User, Michael Allen
Michael Allen is an Associate at Harvey Lindsay Commercial Real Estate in Virginia. He provides real estate brokerage and advisory services involving investment, hospitality, and development properties.
Drawing on more than 20 years of industry experience, Michael has worked with virtually all types of income producing real estate with a concentration on hospitality, office, and retail properties.
Learn how Michael relies on our commercial real estate software to organize his day to day business.
Can you tell me a little bit about your business? What do you specialize in and what does your day to day schedule look like?
Michael: I am relatively new to the commercial real estate industry. Previously, I worked in hotel management and hotel development, but about three years ago I got tired of working hard for someone else. I knew a lot of people working in brokerage and I saw a direct correlation to how much money they made with how hard they worked. Once I got my license, immediately signed for the CCIM 101 class. During that class, they mentioned that I should sign up for a CRM right away.
I specialize in investment sales and I hit the ground running very quickly in the CRE industry. I won regional “Rookie of the Year” last year, and I am on pace to reach my personal goal for this year.
I am an early riser; I like to wake up around 5:30am and go over my schedule for the day. I also send reminder text messages to all of the clients I’m meeting with that day. I do deal related calls from 8am to 9am and make prospect calls from 9am to 11am. Most of my property tours are scheduled in the afternoons, and I spend the last hour of the day working on deals.
When did you start using ClientLook and why did you choose ClientLook?
Michael: I started using ClientLook about 18 months ago. Prior to ClientLook, I was using RealNex and wasn’t happy with it. With RealNex I was spending too much time managing my database when I knew I should be spending that time talking to clients. I convinced the firm that we should test a handful of different CRM’s and ClientLook was one of them. Our group tested 4 or 5 CRM’s and ClientLook rose to the top very quickly. We all liked that it was cloud-based, had mobile apps, was user-friendly, and used language that any broker would understand. The Virtual Assistant was a nice bonus!
How easy was it to get your data converted into ClientLook?
Michael: I had more problems getting my data out of RealNex than I did getting it into ClientLook. The ClientLook support team helped me with the whole process, and the quality of the data that was imported was very good. Once my data was imported, I jumped in right away.
What problems has ClientLook solved for you?
Michael: In comparison to the CRM I was using previously, ClientLook was a lot easier for me to manage. It has allowed me to not worry too much because I know that all of my contact and deal data is safely stored within the database. I rely on ClientLook and its ability to quickly pull up all of the notes or details that I need. Clients are very impressed with the level of information I have at my fingertips; ClientLook is my secret weapon.
What features do you like the most about ClientLook?
Michael: I really like the integration you have with Analyst Pro as it allows me to quickly run a cash-flow analysis. I was using Argus previously, but because of the integration with ClientLook I decided to give it a try and it’s now my go-to application. I am also a huge fan of the Virtual Assistant – I use them every day. I have got in the habit of taking a picture of a business card, sending it to the VA, and they handle the data entry for me. Not having to type all of that in myself saves a ton of time. I also use the Android app everyday and like that I can access my entire database from anywhere.
What advice would you give to someone who is looking for a CRM?
Michael: If you’re a commercial real estate broker you should be using a CRM. Technology is a differentiator in this industry, so it’s a no-brainer. Quit looking and buy. Your success with a CRM is related to how much you use it; it doesn’t just happen; you have to make it happen. I live in ClientLook every day.
How would you describe your overall experience with the ClientLook team?
Michael: My experience with the ClientLook team has been excellent! I send requests to the Virtual Assistant every day, and I always get a quick turn-around. I use the blue chat button if I have a quick question or would like to make any suggestions and I always receive an immediate response. Greg Hoard is always pushing me with ways to make my practice more profitable and his advice is spot on. For me, Greg is perfect and a helpful asset to my business.