First Generation PropTech and Acquisitions with Andy Kean and Scott Gabor

The Propcast

Summary: In this episode the Propcast talks to CoStar’s Andy Kean and Scott Gabor about CoStar being one of the first generation PropTechs, and CoStar's acquisitions within the space. The Propcast by Louisa Dickins, Co-Founder of LMRE the leading Global PropTech recruiter, is brought to you in partnership with CREtech and ReimTech. This show will focus on connecting the Proptechs, real estate funds and VC’s globally…and get everyone talking about innovation of the build to rent environment. About Our Host Louisa Dickins https://www.linkedin.com/in/louisa-dickins-ab065392/?originalSubdomain=uk Louisa started her career in property working at a well-known estate agency in London. Realising her people skills, she moved over to Lloyd May to pursue a career in recruitment. She now is a Director at LMRE, who are a specialist recruitment firm driven by PropTech and recruitment professionals, and Louisa oversees their 5 core areas. Louisa co-founded LMRE and provides a constructive recruitment platform to the new disruptors in real estate. Louisa is also on the board of Directors at UK PropTech Association (UKPA). About LMRE LMRE believe there is a better way to recruit. LMRE focus on a more comprehensive, client led focus delivering exceptional talent to the right place at the right time. They are passionate about the industry and passionate about people's careers. LMRE spend time with each client to become and an extension of the business, and their transparency and core values help them grow with the sector. LMRE simplify recruitment and innovate with our clients and evolve the people driven, PropTech community. About Guests Scott Gabor https://www.linkedin.com/in/scott-gabor-9745223/?originalSubdomain=uk Scott is CoStar’s Regional Sales Director. He spent the first 12 years of his time at CoStar in the Washington DC office, and has held various sales and leadership roles with clients spanning most of the US. Today Scott oversees a team that looks after CoStar’s clients in the Southwest, Midlands, Northwest and Yorkshire. CoStar is one of the first PropTech and real estate data companies out there. And known by quite a few as the world leader in commercial real estate information analytics and market places. Andy Kean https://www.linkedin.com/in/andrewkean/?originalSubdomain=uk Andy is CoStar’s Head of UK Sales, he has been with CoStar for 12 years, starting originally in research in 2009 and working from their Glasgow office. He moved to join the sales team in London in 2010, and he is now responsible for over 30 sales professionals and driving UK revenue and customer success. He is an experienced and passionate sales leader of high-achieving B2B sales teams with over a decade of selling online PropTech solutions. Andy is described as a believer in a consultative, client-focused approach to selling and fostering long-term business relationships. Resources Referenced LMRE website www.lmre.co.uk UKPA website www.ukpa.com CoStar website www.costar.com The Challenger Sale book by Matthew Dixon and Brent Adamson recommended by Andy: https://www.amazon.co.uk/Challenger-Sale-Control-Customer-Conversation/dp/0670922854 Insights From This Episode

• As a business that's always growing, there's always new things coming in and so you've got to have people who are happy to learn and to acquire new skills and understand new verticals – Scott Gabor
• When we talk about the skills and the attributes that we look for in people, adaptability is definitely one of them – Andy Kean
• CoStar is a bit of a melting pot, where we have our core culture but as we bring in different organisations, we do change in some ways with them – Scott Gabor
• I say to any young PropTechs out there - often they'll start with outsourcing their tech, and the building of that and their platform. But the sooner you can bring that in house, the better, because you control everything and really work it – Andy Kean
• Whenever we're looking to buy a business, we're usually looking at it adding three things to our current business - So one is data, another one is technology, and then the last piece is people – Scott Gabor
• Your cancel risk goes way up if you don’t do service well. You’ve got to be present with your user group, you've got to be communicating - Andy Kean

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