I’m assuming you have a leads list in this article. If you do not have a list of commercial real estate leads, consider getting a list of investors and landlords from Reonomy. For info on tenants, listings, and businesses with leases about to expire, get a list from CoStar Tenant. Now that you have a list, let’s talk about engaging your commercial real estate leads!

Keeping in touch with your commercial real estate leads is incredibly important in our industry. The bigger the purchase, the longer potential clients take to decide who to hire. This makes lead time from “intro to sale” longer than many other industries.

Keeping commercial real estate leads engaged (or “hot”) over an extended period requires consistent nurturing.

Here are some ideas to help you maintain engagement with your commercial real estate leads:

Concept of using email campaigns for your business.

#1 Email Campaigns.

Segment your commercial real estate leads based on their interests, IE investment, landlord rep, and tenant rep. Send personalized and targeted email campaigns with relevant content, such as industry insights, case studies, success stories, or updates on market trends.

Use marketing automation like Mailchimp to schedule and automate these emails.

Laptop open with emails strung together with lights flowing out of it.

#2 Drip Campaigns.

Set up drip campaigns that deliver a series of automated emails over time.

Gradually provide valuable information, tips, and resources related to their needs and pain points. Keep the content engaging and educational to maintain their interest and build trust.

This is the best way to engage your commercial real estate leads short-term, as it can be automated.

A business person writing on their laptop in a modern office.

#3 Content Marketing.

Create and share high-quality content regularly, such as blog posts, articles, videos, or podcasts, on topics that interest your potential clients. Offer insights, practical tips, and valuable industry knowledge.

You can re-use your to create other marketing pieces like 1-page info brochures or eBooks.

Encourage lead interaction by providing comment sections or inviting them to ask questions or provide feedback. Check out Newsletter Hero for content ideas specifically for commercial real estate leads.

A business person on their laptop, screen is facing the camera. Business person is taking a call.

#4 Webinars and Virtual Events.

Host webinars or virtual events focused on topics of interest to your commercial real estate leads. Offer educational sessions and interactive workshops. These events allow you to engage directly with leads, answer their questions, and provide valuable information while keeping them connected to your brand.

Check out Webinar Hero for help setting up your own webinar.

A business person at their laptop in a modern office; using social media for success.

#5 Social Media Engagement.

Use social media platforms to engage with your commercial real estate leads. Share relevant content, respond to comments and messages promptly, and participate in industry discussions.

Leverage social media listening tools to monitor conversations about your brand and industry, enabling you to join the discussion and provide valuable insights.

A business person shaking the hand of a client in a modern office lobby.

#6 Follow-ups.

Reach out to commercial real estate leads individually with personalized follow-up emails or phone calls.

Reference previous conversations, remind them of your value proposition, and address any concerns or questions they may have.

Personalized interactions help build rapport and demonstrate your commitment to their needs. If you don’t have the time to do personalized follow-up, automate this with an email drip on a platform like Mailchimp.

A business person at their laptop in a modern office taking a call.

#7 Regular Newsletters.

Send regular newsletters to your commercial real estate leads with curated content, updates, industry news, and valuable resources. Include highlights from your blog or website, success stories, and any relevant information that would be of interest to your potential clients.

Remember, consistency is key when nurturing leads over time. By providing valuable content, regular follow up, and freebies, you can keep your leads engaged, build trust, and increase the likelihood of conversion when they are ready to make a decision.

A blond lady at her laptop in a modern office, taking a video call. Back is to camera.

Website that Generates Leads

If you want my help in expanding your commercial real estate leads and creating a hands-free sales funnel, check out the lead generation website designs.

Anyone can build a website.

Anyone can put buttons on a website and call it “lead generating”.

I’m the only one that provides a the Sales Funnel Masterclass, giving you strategies to drive traffic to your site, setup automations, and keep in touch with automated welcome sequences to turn traffic into sales.  If you don’t have a sales funnel, you won’t get long lasting results, period.

 

If you’re nodding along and agreeing that it’s time, let’s get started!  Schedule a call or zoom.

I’m out to take the “broke” out of commercial real estate brokerage.

I want to start with you.

You coming?  Schedule a call or zoom.