Being in commercial real estate is not an easy job. It’s a numbers game. The main source of business comes from generating leads, as the more leads you have, the higher the chances of success for your business. Unfortunately, finding potential clients requires extensive legwork, including cold calling, cold emailing, and networking.
It is better to have multiple sources and a strategy to increase the odds of finding leads due to the competitive nature of the industry. Here are some ideas you should consider for diversifying and increasing your lead generation.
1. Use Existing Contacts to Build Your Commercial Real Estate Database
Start by creating a database by importing your current contact list. Make sure to classify your contacts according to their interests including retail, industrial, multifamily, etc.. There is a high chance that your previous contacts would be receptive if you reach out to them through email, phone, etc. to generate more leads. There is also a higher chance that these contacts can help you find new clients through referrals.
2. Find New Leads on CRE News Sites
It is always an advantage if you know your market so you can gauge their preferences. The best way to keep track of recent transactions in your area of operation is to create a list of agents, owners, and tenants who have made deals recently. You can find this information from news sites such as Commercial Observer, Bisnow, and The Real Deal, which also provide details about what the deals entailed.
3. Search Existing Commercial Real Estate Listing Sites
Another way of generating leads is to extract real estate data from well-known real estate listing sites such as Reonomy, LoopNet Etc. These sites provide commercial databases with information about owners, tenants, property history, and location to provide leads that conform to selective search criteria, which increases your chance of reaching out to interested clients. 7 Ways to Purchase Commercial Real Estate Email Lists.
4. Generate Leads Through Your Website and Blog
If you have a website, it can be a great source for lead generation. You can include lead generation forms on these sites and provide information about your services so clients can make more informed decisions to ensure you only get interested clients who voluntarily offer their information. You can also have blog articles on your website to create interest in visitors about real estate in general, and at the same time, you can convince them that you are the best person for this job which will also encourage them to share their details with you. Check out our Custom Website Design.
5. Let Your Clients Find You Through Google AdWords
It is no surprise that buyers and sellers resort to search engines to get information about commercial real estate listings. In this case, it would be beneficial if you purchase certain Google Adwords related to your area of expertise in real estate. These AdWords can help users find specific listings based on targeted keywords. You can also choose to make these keywords as specific or as broad as you’d like in terms of location, property type, price point, etc.
