As PropTech Companies Continue to Scale, a Successful Talent Acquisition Strategy is Critical.


The PropTech business is rising quickly.  As new startups are fashioned, and present firms proceed to scale, hiring the suitable expertise is crucial.  An important lesson that I’ve discovered over my profession is that the standard of your staff typically determines the distinction between success and failure.  A standard mistake that firms make is hiring solely based mostly on a candidate’s expertise.  Prior expertise is necessary, however you can’t underestimate the significance of creating positive that the candidate is the suitable tradition match, that they’re passionate concerning the firm’s mission, and their motivations are clearly understood.

Hiring the suitable expertise is necessary for all firms, however it’s much more crucial for early stage startups the place each position is important to the success of an organization.  A foul rent can derail an organization’s development trajectory, it might trigger your most gifted workers to depart, and it may possibly finally decrease the productiveness of everybody else on the firm.

Recruiting companies have been round for a really very long time.  Many recruiting companies might focus on a sure area of interest, however typically provide generalist companies.  I used to be very excited once I first linked with the parents at LMRE, as a result of 100% of their focus is on the PropTech Business. They perceive the business inside and outside and provide great worth for PropTech firms who need assistance with scaling, together with the prospects that they assist recruit. 

I had the privilege of interviewing the founders  of LMRE, and we coated a broad vary of matters together with LMRE’s worth proposition, the present state of the PropTech business, and the way forward for the business.  Beneath is the interview.

What’s it about PropTech that motivated you to construct a whole enterprise mannequin round it?

“So we have been shifting alongside effectively inside what I might name conventional actual property.  We have been inserting a whole lot of brokers, asset managers, property managers, and in addition building professionals. However, in and across the again finish of 2018, early 2019, we might simply sense there was a rising want for expertise inside actual property and expertise. And on the time we considered learn how to pivot and reposition our enterprise, and we determined at that time to go full tilt and rebrand the enterprise fully.  We turned the primary firm that’s 100% centered and devoted to supply the perfect expertise to this rising market.  We rebranded from the corporate referred to as Lloyd Could into LMRE and began the enterprise successfully at that time. Fortunately we had about 12 months earlier than COVID hit to hit the bottom operating.  We spent all of these 12 months networking, going to each occasion and discussion board, and assembly with the important thing VC gamers. After which the world stopped. However as issues have picked up we have actually traded on these relationships, so we’re very lucky that we have been in a position to develop these connections pre COVID. And that is why we’re seeing a very large ramp now. Our shoppers are a mix of VC firms which might be investing closely into startups, massive consultancies, in addition to firms which might be constructing out their actual property capabilities. We now have devoted groups inside the US, UK, and Mainland Europe. We’re additionally nearly to rent a head of APAC.”

You talked about that you’ve got constructed a whole lot of relationships with VCs.  Are you discovering that the VCs are doing the recruiting, or are they only introducing you to their portfolio firms?

“I at all times say that the VCs are the ability brokers of the area as a result of they’re those who get to decide on who they spend money on and principally they dictate who’s rising and through which location. Due to their LP relationships, they will clearly make the introductions. One main profit for us supporting a VC agency is our worldwide presence.  We’re in a position to provide uniformed companies within the UK, in Europe, within the US. Our footprint it is a key factor that helps us relate to our shoppers, and actually construct on that relationship. Because of our presence throughout markets, we are able to additionally provide dependable perception and assist companies break into the completely different markets as they increase.” 

With a lot cash flooding into the area, PropTech companies are hiring at a feverish tempo. What sorts of roles are within the highest demand? Are there any particular roles which might be proving to be a problem to fill resulting from a decent job market?

The job in most demand throughout all markets is a PropTech salesperson.  I might argue that is the job in most demand however that is additionally probably the most difficult one as a result of there’s a restricted variety of people who have the experience and talent set to rapidly ship outcomes. High salespeople can exit to the market and principally get any job that they need, and firms are realizing that if they need these individuals, they must pay a premium.

One other position which has a brief provide of gifted professionals is Technical Product Managers. Each time they transfer they earn about 30% larger wage than they have been earlier than. 

Moreover, there’s a big demand for knowledge scientists and knowledge analysts. Lots of the candidates for these roles come from industries outdoors of actual property (now we have seen a quantity come over from Fintech).  Any candidate who has three to 4 years of information evaluation expertise is very marketable as a result of we see so many open roles on this area.”

Are there any main variations between the ways in which firms in Europe function in comparison with the US? 

“It takes a bit longer to finish the hiring course of within the UK and Europe legally due to discover intervals. As a result of the PropTech business is not fairly as developed as different industries, the method requires a whole lot of explaining to candidates about what the brand new firm is, what they’re doing, and what their development trajectory is. There may be additionally a little bit of a cultural distinction in a reluctance to threat. Within the States, persons are prepared to take extra dangers. And since they’ve the authorized framework within the US to have the ability to depart inside a few weeks, the method strikes a lot faster there.”

I might love to listen to the story about how the two of you got here collectively to launch LMRE?

Lu and I (Richard) have been co administrators in our earlier firm, (Lloyd Could) working inside the conventional actual property business. In 2018 we determined to pivot the enterprise and arrange LMRE as we noticed a rising want and requirement inside the Real Estate sector for tech and innovation. We determined to focus 100% on PropTech and haven’t turned again since!

We now have greater than doubled our headcount within the final 12 months and elevated our payment revenue by 218% in the identical interval. Together with our present US, UK and EU groups now we have not too long ago opened in Berlin, launched a tech vertical, and arrange a devoted analysis operate to assist our strategic and C-Suite hires. We’re additionally within the remaining phases of launching LMRE within the APAC area which is able to allow us to supply actually international expertise administration options to all of our shoppers.”

The business is altering quickly and there are various new enterprise fashions which might be forming. Tenant Amenity Apps are gaining reputation, the iBuyer enterprise has gained a whole lot of traction, and we’re seeing a whole lot of marketplaces which might be forming.  Which section of PropTech are you most enthusiastic about?

“Sustainability is a large one. I feel the difficulty with the sustainability facet in the intervening time is that nobody’s fairly labored out who pays for it.  I do not suppose there’s an apparent demand for tenants or patrons to go and pay 20% over market fee for a sustainable property.  I feel the issues which might be going to drive actual worth are IoT, sensible buildings, and sensible areas.  You’ve got obtained the likes of WiredScore (international) who’re valuing these properties based mostly on the standard of their web connectivity.  When you can present 100% web connection, nice air high quality, the power to maneuver across the constructing with out friction, this stuff will considerably enhance tenant satisfaction. One other firm is Deepki (European), who analyze large knowledge and assist different firms with their ESG methods and studies as a way to scale back the environmental footprint of their properties. 

One other space that we’re actually enthusiastic about is inexpensive housing.  We’re seeing options which might be serving to the on a regular basis man and lady have the ability to afford a spot to reside.  It is a matter that is getting larger and larger and costs proceed to climb. We not too long ago hosted a webinar with a incredible and skilled panel to debate affordability and revitalization inside city districts.” Test it out right here:

Joining a startup may be rewarding, each financially and from the angle of serving to to construct one thing actually particular.  Nevertheless, it additionally comes with vital threat as a result of most startups fail.  When working with a recruitment consultancy, how do you identify what the perfect path for them is, and the way do you assist to information them to make the perfect choice based mostly on their targets?

“That’s a very good query.  Our job is to current the info in a extremely knowledgeable skilled approach. And in our resourcing and within the communication now we have with our candidates, now we have detailed conversations round the place they’re and what may not be working, what their motivations are, and what their long term aspirations can be. After which we simply speak by means of what choices are on the market and who we work with.  We discover out in a short time whether or not anyone has a propensity for threat, or whether or not anyone desires to be extra artistic, or desires extra autonomy.  Do they like a smaller setting, or would they like to be in a structured, extra organized, company setting. What we do in our conversations inside our resourcing is figure out in a short time what most accurately fits their want. It’s not a one measurement matches all, so now we have to tailor our marketing and our roles to the candidate we’re speaking to.

Many candidates hear that sure firms are planning an IPO, and so they wish to go be a part of the corporate as a way to take part within the monetary upside of going public. However then we get deeper into the method, and we understand that they do not have the drive, the dynamics, the talent set, or the mind-set {that a} tech firm or scaling firm actually wants, after which now we have to cross on them, or suggest a special position.

The very best approach for us to assist a candidate make the perfect choice based mostly on their distinctive circumstance, is that we at all times encourage a whole lot of due diligence.  We extremely encourage our candidates to do their very own due diligence in order that they will determine for themselves in the event that they suppose this firm is heading in the right direction, whether or not or not they consider within the founders, and do they consider within the enterprise mannequin. The identical is true for our shoppers who’re hiring. We do every thing as professionally as we are able to to matchmake successfully, however there must be some due diligence on each side as effectively. We’ll at all times plant seeds if we’re assured {that a} candidate is correct for a task, however finally it is the candidate who decides the place they go. And we facilitate every thing wanted to make it occur.

We now have seen people who have come out of the company world that go into the startup world, and the chaos throws them for a loop. It is simply such a special work setting, and I’ve seen individuals within the startup world that simply cannot survive in a company construction with out autonomy. It is actually fascinating how completely different the 2 environments are from one another. In some uncommon instances the place a candidate is set to affix a startup, they may come again and say ‘effectively really, you already know, it is a 10x what I anticipated it to be, and it isn’t for me, and I must get again to one thing somewhat bit extra structured’. However we’re fairly good at sifting out these varieties of people that simply clearly received’t thrive in a startup setting.”

There’s a big debate proper now about working in an workplace, WFH, and hybrid.  Through the recruiting course of, are you getting a whole lot of questions from candidates about if they are going to be required to work in an workplace?  Have you ever seen firms being versatile on this topic?  Have offers fallen aside as a result of a candidate solely wished to do business from home, however the firm required them to be an workplace.

“It’s so fascinating how issues have modified during the last two years. I do not consider that anybody might have predicted this huge shift that is going down. At first of the pandemic we in all probability made just a few errors by having that dialogue too late within the course of.  Now it is one of many first questions we ask our shoppers and candidates. An organization could also be in search of anyone to come back to the workplace day by day.  Finally, it is nonetheless the shopper’s selection at that time if being within the workplace day by day is correct for them. There are some shoppers who mentioned really, ‘you already know we won’t discover anybody domestically so let’s search for a totally distant candidate’. They now don’t must restrict their search to their HQ metropolis. Even when they wish to keep in the identical time zone, they can broaden their search by 50X quite than simply 5 miles.

For probably the most half, firms have needed to adapt. Usually talking, everybody has to supply some form of flexibility. The sensible firms understand that they’ll lose out on a whole lot of expertise as a result of they’ve inflexible insurance policies round being within the workplace.  However all people has to adapt to the brand new world or they may lose out on nice candidates which might be in search of a stage of flexibility.  Steadiness is crucial factor.”


After spending time with the management staff at LMRE, it turned clear that synergies exist between their firm and PropTech Future. PropTech Future’s mission is to contribute to the higher good of the PropTech business by reporting on tendencies, highlighting wonderful new firms, and serving to to proceed to assist the general neighborhood.  With expertise acquisition being crucial to the success of the business, we determined that each firms can collaborate to assist the business as an entire.

I’m happy to announce that will now characteristic all the open job postings for LMRE.  If you’re open to a change, please browse all of the open roles on both or  Roles are continually being added, so be certain to test again typically.

If you’re trying to scale your PropTech firm, I extremely encourage you to succeed in out to the parents at LMRE to debate how they can assist assist your development initiatives. Richard may be reached at [email protected] and Louisa may be reached at [email protected]

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