How is your Investment Sales team structured?
Really interested to hear everyone’s input on how your IS team is structured. 

I’m fairly junior coming up on 1.5 years in IS and we focus on retail (STNL nationally &amp; SC throughout the Southeast) and office within our local MSAs. 

For a bit of background - we are boutique and our broker split from a national firm after 20+ years to start his own shop, but as the days go by, I can’t help to think that we are really counterproductive and structured poorly. We run extremely lean (3 people, 4th admin let go during COVID). 

Not that I think you can teach an old dog new tricks unfortunately as it falls to deaf ears mostly &amp; more for my own knowledge, I REALLY want to hear how your team runs lean and efficiently and churns it out. 

We don’t outsource anything so me and my “partner” as the brokers juniors have ALL of the legwork and when I mean all I mean ALL. If I get brought in on an opportunity I underwrite, prepare the proposal in Indesign (painful days taking me out of the game on the phone), convert to an OM if we win the business. Me and the other guy then split up marketing with eblasts and putting live on 3rd parties, hit the phones, generate offers (along w/ brokers relationship calls). 

Once UC/LOI - We continue to do all the heavy lifting (while broker mainly starts the cycle over &amp; handles other deals he’s lead main POC on). Transaction coordination, 3rd parties, the whole nine yards, etc. 

I understand how this business works and the pyramid funnel of top CRE brokerage teams and those within national organizations who have other in-house marketing/admin support. 

How are you guys getting it done??? How are you getting your underwriting &amp; packaging done? How are you getting all the marketing done and who? How are you doing TC? How are your direct emails getting out there and by who?

Sorry for the lengthiness here so...

TLDR - Junior IS team member here venting after another 7:30-11 PM normal day looking for how your teams structure gets it done from engagement to closing. Some teams look way more efficient than us on the outside (not that this is necessarily the case) and I really want to hear the input.
[{"id": "fwnozxa", "text": "We never had to really \u201csell\u201d many deals as we were primarily the ones sold on them - but the ones we did bring equity partners In on, I basically did much of what you are doing now, albeit it was much easier because they wanted to place cash with us in the first place.\n\nIt might seem like shit now, but the experience you are getting is invaluable. You say you are a junior in this role, but doing that much leg work on your own is very impressive and will set you super far above your peers for the time being. \n\nKnow it\u2019s probably not what you wanted to hear, but I thought I would mention it.", "replies": [{"id": "fwnq0uq", "text": "No I appreciate it man - it\u2019s nice to hear at times agreed. And I am impressed with myself in a trying to be non egotistical way because I really pride myself on underwriting and the skill set I\u2019ve gained in such a short time. \n\nMy \u201cpartner\u201d (other junior) whose been with the broker for 1.5 years doesn\u2019t really no how to speak to the valuation and has deflected the broker to bring me in since they know I can get it done which has brought immense opportunity from grinding and learning and getting shit on and getting better.", "replies": [{"id": "fwnrd2a", "text": "Everyone gets shit on when they start out...lol \n\nI remember thinking I was going to black out giving a pitch once when I couldn\u2019t answer a CEO\u2019s question about my own model. Lol.\n\nI will also add that related to the selling component - I mentioned that we didn\u2019t have to sell anything really - that\u2019s because our CFO and CEO had spent 20 years selling deals and are both super well respected. Investors would call us looking to place cash if we had any room left. My point is - some of the guys you are selling to now, could end up being huge cash cows years down the road and will already trust you.", "replies": [{"id": "fworntw", "text": "I know everyone does in the beginning I\u2019m a tough NYer originally that shit doesn\u2019t phase me. \n\nI can related to doing a presentation a few months before Covid thinking the same lol damn. \n\nAre you on the PE side, family office, institutional? Where do you operate?", "replies": [{"id": "fwou5ou", "text": "I have moved to tech now but it was family office located in southeast US.", "replies": [], "depth": 5}], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "fwnq3ql", "text": "All on my own from day one brotha. If your just doing leg work and not bringing in the business, you\u2019re not really a broker, you\u2019re an analyst with a fancy title", "replies": [{"id": "fwnr272", "text": "I hear you. Mindset has been hustle and do what I gotta do since day one until I can say fuck it and don\u2019t need it, looking forward to that day. Appreciate it.", "replies": [], "depth": 2}, {"id": "fwoxebr", "text": "Same here going for over 8 years. 4 person office but a 1 man show.", "replies": [], "depth": 2}], "depth": 1}, {"id": "fwnqon7", "text": "Broker here. Worked on an office team that did sales and leasing. \n\nAdmin handled a lot of the follow-up on basic listing project items and got info. Nothing like following up on the same thing for the Nth time.\n\nOutsourced graphics. That is not how you make money. Pay a person to do nothing but graphics. They will do it better and faster. \n\nUnderwriting - because we did this less frequently, we did it on the team but had junior juniors ($10/hr) set everything up e.g. pull comps, pictures, basic info. \n\nGood book about this is Traction be Gino Wickman. \n\nAnother good one is  Rod Santomassimo", "replies": [{"id": "fwnqzhp", "text": "Thank you my friend appreciate the input. I follow Rod on LinkedIn. Love the stuff he puts out, our sales coach is a dinosaur that sounds like he\u2019s falling asleep on our calls not good. Again, can\u2019t teach an old dog new tricks. I\u2019ll check out the book.", "replies": [{"id": "fwnrn2n", "text": "Give me a shout if you want to bounce ideas around. \n\nOne of the things I did not see and may have missed was CRM. Are you on anything cloud based?", "replies": [{"id": "fwrqaif", "text": "Thank you I appreciate it. I actually need some input on CRM, I\u2019ll direct message you. Senior broker has his old database of 20+ years we luckily have access to since we are trusted but anyone else that cycles in/out does not. However with him cutting the other licenses (RealNex) aside from that one, we\u2019re scrambling for our own. I think we\u2019re fuckin up seeing these other Net lease team send me emails daily on their deals through their CRMs.", "replies": [], "depth": 4}], "depth": 3}, {"id": "fwotnx9", "text": "Hey. I\u2019m a VP of Sales and Leasing in a 10 man shop. I know Rob does great coaching but is pricey. We use a sales coach that\u2019s based in Southeastern PA but works with sales teams all over the country. We adore him and have found his training very accessible and very valuable. PM me if you\u2019d like his information or I can make an intro.", "replies": [], "depth": 3}], "depth": 2}, {"id": "fwpbx8p", "text": "Can you give an example of how much would be spent on different items for an average sized sale?  Also, what is the typical range of sale sizes for your group?", "replies": [{"id": "fwpm1yf", "text": "The graphics template once designed gets reused for most of the sales. So it depends on the attribution model. Typically gets minor tweaks throughout the year with an overhaul every year. I have heard some teams drop $20K for a major listing package. I would never spend this much personally as I think they just pulled the trigger on something and did not know the market. Easiest thing to do is look on a site like upwork and start hitting up folks on prices and portfolios. \n\nWith the underwritting process, I typically do these myself cause I do not trust people to catch shit in leases. I know that some people will do argus runs for a price. One method is to ask on linkedin who does this and start negotiation on what is and is not included. \n\nCost will also very by region and what you specifically need. Best thing to do is give your self a $/hr value. For example your time is worth $150/hr - base it on your conversion ratio. If you can save 10 hours to get 100 more calls done or go to 10 more meetings, then you should be willing to pay at least $1500.00 a deal to pump and run. This unfortunately will have a set-up cost in terms of time spent getting everything trained and running and will feel like you are not making headway until you do.", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "fwnrun3", "text": "Seems normal for the kind of brokerage you\u2019re describing. The national big three or four will have a marketing team and maybe a transaction co-ordinator to help with some of that. Pros and cons to both", "replies": [], "depth": 1}, {"id": "fwntdq7", "text": "EVP myself another analyst and an Admin. We do just about everything. My boss can barely use a computer. We usually keep an intern around too but they\u2019re useless as they take months to train and eventually they go back to school.", "replies": [{"id": "fwoqjwg", "text": "Lol spot on with the can barley even use a computer damn. \n\nWe have one intern now but I don\u2019t even waste my time it\u2019s mostly a time waster than saver. We have had two that were sharp luckily and caught and actually helped with some admin &amp; marketing in the past.", "replies": [], "depth": 2}], "depth": 1}, {"id": "fwpavbx", "text": "We work with residential Broker/Owners helping them build out 3-5 person CRE teams focused on 1031 Exchange buy-side representation platforms. The target market is $1,000,000-$4,000,000 (larger deals have too many gatekeepers). Average client is age 60+ wanting to transition from MF to NNN with minimal LL responsibilities.\n\nTeams consist of marketing / sales person, transaction coordinator, contracts and escrow , financing and team leader who is familiar with all areas. Replacement property due diligence done by committee.\n\nNot a glamorous business, definitely a grind. Compensation model is challenging.", "replies": [{"id": "fwpm7q2", "text": "How does anyone make any money on that structure? Typical NNN buy-side fees are like 1-1.5%. The volume would have to be absurd to feed 3-5 people in the $1mm-4mm range. Are they are hitting them for fees on everything else too?", "replies": [{"id": "fwrc3u8", "text": "...just read your response. Buy side Co-Broker fee on NNN\u2019s with solid credit (O\u2019Reilly Auto Parts, 7-11\u2019s, and corporate QSR\u2019s ) is usually 1.75%-2.25%. As Tom Ferry says \u201cMindset Matters\u201d", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "fwpg2r9", "text": "Your situation is pretty typical and in many different types of businesses. But yes, much of this can be restructured to be more efficient using virtual assistants but it really depends on what you're doing however it may kill your own job.  Underwriting, creating OMs, etc... is easy to teach (usually) and we were able to leverage VAs on a high volume residential project so that one licensed agents could do the work of 10 or more but it was a specific assembly line process designed for extreme high volume.", "replies": [], "depth": 1}, {"id": "fwpms7s", "text": "Boutique firm problems. You learn a ton in a short period because you\u2019re forced to do everything. That\u2019s the good. The bad is that takes away from the shit that actually puts money in your pocket. IMO, It\u2019s a good place for the first 2-3yrs of a career as the exposure is fantastic, but have a near-term exit plan. \n\nSource: Worked in a boutique shop for too long.", "replies": [], "depth": 1}, {"id": "fwpptsx", "text": "Average GCI per transaction is $36,000. 2-3 transactions per month starting around 120 days. No geographical limitations for marketing. Initial sourcing of prospective clients easy...think free MF sources such as Loopnet, Redfin, Zillow etc.  delivered daily via email....cross referenced using , Title-Escrow, Intellius. Phone, desk and computer. Very niched. Great for building spheres of influence.  CPA\u2019s, Attorneys. Financial Planners and Family Office\u2019s. It\u2019s a grind, not for everyone. The ability to deep dive into NNN leases and OM critical. \n\nThere will always be age 60+ investors, who don\u2019t want to hire property managers and/or do not have competent family members available to manage. Many do not now about advantages of 1031 Exchange. \n\nAgain, very niched and grinding  work.", "replies": [{"id": "fwq5q7f", "text": "Is this an existing business or a concept you're fleshing out? A business model built solely on annually closing 30+ 1031 exchanges is destined for hard times. The pipeline of 1031 buyers would have to be enormous and timed perfectly, the latter of which is beyond one's control. Add in the insane competitiveness of the STNL/NNN market makes it even more difficult. Just curious...", "replies": [{"id": "fwqh5s9", "text": "I created, implemented and refined it over a period of 3+ years...a lot of trial and error. 80% of the time I never meet in person with the client. Transaction coordinator, financing, title/escrow team members get compensated on a per deal basis. \n\nI\u2019m a little late to the Opportunity Zone CRE business model...amazing revenue potential there as well, at least for next 18 months. \n\nMy theory is: Problems=Profit\nCapital Gains Tax=Problem\n\nThe great part of both business models is that a majority of investors want to talk to you to get a 2nd, 3rd opinion because timeline restrictions on both, there is a great sense of urgency.", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}, {"id": "fwyo4n2", "text": "What are your splits?\n\nAt the end of the day someone has to pay for the extra support. It sounds like you are doing more work than you should be doing but if your split is high enough you can always outsource work. I would ask your brokers if they would split the costs of hiring contracted help on deals. There are plenty of analysts/marketing people/transaction coordinators that work on a contract basis so you would only pay when you have a deal you don't have the carrying costs of a full-time employee.", "replies": [{"id": "fx129om", "text": "Let\u2019s just say I might as well be at a national brokerage for my split. Am I extremely stupid? I\u2019m being told by others that other boutiques in region are pretty much the same but I struggle believing it on a day to day. I\u2019ve approached broker with this many times and he deflects contracted work, which we need to grow at this point.", "replies": [{"id": "fx16b3i", "text": "If you\u2019re bringing in the work, getting a bad split, and your broker isn\u2019t willing to evolve you mine as well join a big brokerage. Even if it\u2019s a low tier national brokerage. At least you\u2019d have access to the resources if you wanted/needed them. Depending on the market a lot of big producers started at shops like M&amp;M or Colliers. In Florida most of the top Multifamily teams doing $100MM+ a year started at M&amp;M.", "replies": [{"id": "fx9k410", "text": "I appreciate this. Decided to really think hard on this over the last few days &amp; in discussion with the other partner, we realized the value &amp; work has way surpassed the peanuts received (after minuscule deal split + house split) over too long of an extended time, and while I have brought opportunities. \n\nSo we have started to engage and open conversations with other firms for what could be offered and done. Thank you for your insight it honestly helped.", "replies": [], "depth": 4}], "depth": 3}], "depth": 2}], "depth": 1}]