Fuller Real Estate Keeps Customers In

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Fuller Real Estate Keeps Customers Informed with Powerful Reporting Delivered Courtesy of ACT! by Sage

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For more than 50 years Fuller Real Estate has built a reputation as the premier commercial real estate

firm in Downtown Denver. With 2 other locations in Colorado, the company focuses its efforts on Office,

Industrial, Land, and Investment opportunities, in addition to Apartments, Retail, and Golf Properties.

With a rich history of employing only the most creative, hardworking, and straightforward real estate

professionals, this firm takes its work and technology seriously. And at the helm of their customer contact

management efforts is ACT!.

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Expedite the Reporting Process

Director of Information Services, Andrea Jones explains that more than 10 years ago the company

used a solution delivered by CoStar Group – a commercial real estate information company – but the

product was too cumbersome and CoStar eventually discontinued the application altogether. Most of

their 56 brokers began relying primarily on Microsoft Office applications to track contact and property

information.

Robert Hudgins, Broker Associate at Fuller, reflects on the situation, “I had a ton of spread sheets

tracking details. The problem is that when a land lord or property owner wanted an activity report, it

would take me 3-4 hours to go through all of the details to extract the right information.”

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Fuller has literally thousands of properties that it needs updated details for at any given moment. The

reporting functionality inherent in ACT! allows Hudgins and his colleagues to chisel the 3-4 hours per

property report down to a mere 30-45 seconds. “Instead of each personal contact having his or her

individual record, we create a new record for each property,” says Hudgins. “So every conversation with

the landlord, every property showing, every prospect phone call pertaining to that property, and any

other important information gets recorded in the property record. When the owner calls to get an activity

report now, it’s literally a push of couple of buttons for a simple export that is emailed from ACT! through

Outlook. It’s so easy.”

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The ability to generate accurate reports quickly gives Fuller a positive leverage in its client relationships. “Brokers can easily prove the work they have been completing and the marketing activities that each property has been a part of,” says Jones. “We’ll often send out marketing emails featuring the properties we represent. Details for each property featured in the email and the response details associated with that property are then updated to each appropriate property record in ACT!. Brokers constantly have the most up-to-date information at their finger tips.”

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The reporting functionality available to Fuller is not only used to provide current clients with information pertaining to properties, but to gain new clients as well. Fuller can segment the data to report regional performance. This allows them to provide prospects concrete evidence during the proposal process of proven market penetration; a powerful selling point for any real estate firm.

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Tailor ACT! to Fit Your Business Needs

One of the great things about ACT! is that making customizations specific to your business is simple; especially if you’re aligned with an ACT! Certified Consultant (ACC). Sage has literally thousands of individuals throughout the country who are trained to know the ins and outs of the solution and take the time to get to know you and your business – so implementation and customizations are tailored to meet your specific business needs.

Fuller Real Estate has worked with their ACC for a number of years now; making the necessary customizations to ACT! was a breeze given their consultant’s expertise and understanding of the business need. “We used our ACC to add fields to the main contact view of our property records, and also to track broker names, commissions, and volume. We can stay abreast on lease terms, number of units assigned to a particular broker, and more,” said Jones.

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Provide an Anywhere Workforce

Tyler Bray, Broker Associate at Fuller, benefits greatly from the remote capabilities of ACT!. DoubleLook, a 3rd party synching application delivered by CompanionLink Software puts information from the ACT! database directly on to his handheld mobile device. In addition, he also has the ability to log onto the terminal server to access the database from any Internet connected computer. “One of the things that I love about my job is that I’m not tied to my desk,” says Bray. “I spend at least 30% of my time participating in off-site meetings. ACT! keeps me connected to my schedule, task list, and property records.”

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Manage Customer and Prospecting Activities with Ease

ACT! enables the brokers at Fuller to manage their work load with ease. “ACT is imperative to my job,” says Hudgins. “My team and I are managing about 65 different properties. Every day our to-do list is around 50 tasks long. If one thing falls through the cracks it ruins what we’re doing. Many things are date sensitive and can’t afford to be overlooked. Using ACT! I can create Activity Alarms for cold leads that are 6 months out, and when the 5 month mark hits my lead is now hot. It’s a nice touch for our prospects and clients because they know we’re still thinking about them. I don’t know how we got along before without ACT! . I’m a big advocate.”

ACT! is providing the Fuller Real Estate management team all the tools they need to stay connected to the properties they represent, as well as the owners and landlords for each property and the brokers assigned to them. With the ability to track marketing activities and responses directly from ACT!, they’re armed and ready for future growth.