21 Ideas to Generate Commercial Real Estate Leads (2023)

Commercial real estate lead generation isn’t as simple as it once was.

Tenants, investors, and buyers spend more time online than ever researching commercial real estate deals and opportunities, so having a commercial real estate marketing strategy to attract attention and gain trust is paramount to convincing leads to do business with you.

You need a plan in place to build lists from existing databases, leverage real estate data sources, and optimize your website to capture visitors as leads.

Commercial prospecting relies not only on the quality of your marketing materials but on your ability to provide valuable information to visitors on your website. Quality matters, but volume is necessary to keep your pipeline full with warm leads you can nurture and close.

21 Ideas to Generate Commercial Real Estate Leads (1)

Let’s take a closer look at 20 tactics and ideas to help with your commercial real estate prospecting and lead generation.

1. Build a List from an Existing Commercial Real Estate Database

Mining your existing contact list to generate leads is a good place to start and try to segment your contacts based on interest, profile type and level of prior activity.

Even contacts that have been inactive for several years may prove to be potential opportunities as their needs may have changed alongside what you can offer. Reach out via email, phone, or LinkedIn to re-engage these older contacts.

Beyond your existing database, you can also create curated databases of potential leads from well known listing sites like LoopNet, Costar, Catylist, CREXi, Reonomy, Quantum Listing, Brevitas or Spacelist or other commercial real estate listings platforms available now.

(Video) 21 Ways to Prospect for Commercial Investment Leads for Commercial Realtors

LoopNet Property Records was a useful commercial property owners database including information about owners, property history, tenant rosters, andcurrent and previous mortgages but currently is not available anymore for users.

There are other criteria you can use on the above mentioned websites if you put in the time and the effort to manually research leads.

3. Research New Deals in CRE News Sites

Keeping on top of recent transactions in your area and creating a list of brokers and owners involved in the deals can help you build an outreach list to use to generate new opportunities. News sites like Bisnow, The Real Deal and Commercial Observer are just a few of the national outlets that publishes information on recent transactions and the teams involved.

21 Ideas to Generate Commercial Real Estate Leads (4)

Tools like the Google extension Hunter can help you find the contacts’ email addresses right from their company websites.

4. Use Commercial Real Estate Prospecting Software

ProspectNow has a predictive algorithm that helps you identify properties that are most likely to be listed for sale in the next 12 months. The way the algorithm works is it looksat hundreds of data points each week on properties that are actually selling and thenthey apply the characteristics of properties that just sold to properties that have yet to sell.

Property Shark offers property reports for both the commercial and residential sectors in New York and it can help determine when the property was developed, who owns it, its exact characteristics, up-to-date sales history, property value estimates, information about current zoning, air rights, and more.

5. Use Commercial Real Estate Data Sources

There are some great commercial real estate data sources available that provide information about ownership, transactions, and investment opportunities. Here’s a few sources you can use to find potential prospects:

Real Capital Analytics allows you to identify potential investment opportunities by targeting properties that meet specific detailed criteria to help you findfirms which could be potential joint venture partners.

Reonomy is a commercial real estate data platform that facilitates prospecting processes for CRE professionals and uncovers ownership information for over 49M commercial properties in the U.S. Reonomy sources its proprietary data
from a variety of public and exclusive private data source

(Video) Using Google To Generate Commercial Real Estate Leads [Tutorial]

CoreLogic offers commercial real estate data and analytic capabilities, with an inventory of data and analytic solutions for securitized and nonsecuritized properties through the U.S. The property details available include ownership and mortgages, mortgage maturity data, listings of distressed properties, and a snapshot of specific property owner and lender’s holdings.

6. Research Leads on LinkedIn

Use Linkedin’s people search to find prospects by location, industry, current company, and degrees of separation. You can then send direct messages to open doors and start your outreach efforts. If you want to get more serious about your lead generation, then check out Linkedin’s Sales Navigator tool. It is one of the most effective social selling platforms for CRE professionals that want to engage brokers, tenants and investors at scale.

21 Ideas to Generate Commercial Real Estate Leads (5)

21 Ideas to Generate Commercial Real Estate Leads (6)

7. Generate Leads Through your Website

The foundation of any inbound marketing efforts is a commercial real estatewebsitethat can be easily found and help successfully capture, engage and converts visitors into potential leads.

No matter who your target is (investors, tenants, landlords) building an effective website is the single most important marketing asset of any lead generation effort.

21 Ideas to Generate Commercial Real Estate Leads (7)

8. Capture Your Blog Visitors

A blog provides high value content to prospects, as well as a new avenue through which they can find your website. Articles covering topics related to local real estate, commercial real estate in general, state and local laws and financial news, and editorial insights on recent events establish you as a thought leader and will generate new traffic for your website.

Offer your visitors a simple way to subscribe to your blog by providing invaluable information.

9. Include Lead Generation Forms on Your Website

Contact forms are vital to capture user information when they are looking forfor general questions, a consultation or sales call requests.

Optimize your forms to be accessible on all devices while capturing all of the information you need. Some of the best practices for capturing visitors’ information is to minimizefriction when filling out forms: include fewer form fields (3-5 is optimal), link to yourprivacy policy and pay attention to design and strong call to actions.

10. Create Gated Documents

In addition to your contact forms, you should have gated content in the form of eBooks, white papers, checklists, case studies, and other documentation. These gated documents, also known as “lead magnets”, can be promoted on relevant pages of your website, linking to forms that capture user information before they can download the content.

(Video) How I Generate 9 to 15 Leads A Day Without Cold Calling (Commercial Real Estate)

11. Target Prospects with Google Ads Campaigns

Google Ads is a massive advertising platform that allows you to reach people and generate commercial real estate leads through pay per click campaigns. By targeting the location and property-specific keywords like “office space Chicago” your prospects are searching for, you can rapidly expand your reach and drive people to your website or landing page to convert them into leads. Google AdWords is expensive though, and in our previous post we analyzed the most expensive commercial real estatekeywords, so you’ll need tocarefully calculate which keywords you can actually afford toget a positive return on investment.

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21 Ideas to Generate Commercial Real Estate Leads (9)

12. Advertise on Facebook

Facebook ads allow a social alternative to Google, with targeting based on demographics, location, and interests as indicated in Facebook Profiles. You can also target by Page (ex. anyone following CBRE, JLL, Colliers, etc.) , audience segment, or retargeting from previous visits to your websites.

A well-optimized Facebook ad campaign can also be at times less expensive than Google’s larger platform. The goal of the ad is to drive a bigger audienceto your lead generating page where they can download a piece of useful content or sign up andshare their email with you.

13. Advertise on LinkedIn

More expensive alternative to Facebook ads are LinkedIn ads, that also allow you to target a very specific audience based on their job position, company, location, interests and skills.

For example, if you are leasinga large bio/pharma space, you could launch a campaign and have your Ads show toany C-level executive in the Pharma industry in San Diego, CA.

14. Exhibit at Conferences and Events

Exhibiting atnational conferences and local commercial real estateevents exposes you to a large audience of potential prospects, opening up new networking and partnership opportunities, along with direct lead generation opportunities.

Prior to the event, you can research who will be participating and setup as many meetings as possible to optimize your time while you’re in town.

15. Participate at Local Events

For events at which you cannot exhibit, attending and networking offers similar benefits. Local small business meetups, real estate seminars, or local conferences are all ideal locations to engage with prospective leads and partners as you build your personal and professional network.

Again, make sure to setup meetings well in advance before the day of the event and remember that follow-up is the key to convert those business cardsinto opportunities.

21 Ideas to Generate Commercial Real Estate Leads (10)

(Video) How to Get Commercial Real Estate Leads

16. Get an Event Attendee List

As an exhibitor at a conference, most conference organizers will provide at least a partial attendee list with the option to pay for access to the full list. Take advantage of this opportunity to access already warm leads with whom you have a direct connection from that event. Combined with both the inbound and outbound tactics mentioned above, you can drive new leads rapidly after a successful event.

Organizations like ICSC make their attendees’ contact information on their website available for members.

17. Host a Networking Event

To ensure maximum exposure at an event, you can host it yourself. The focus of your event should be on providing value to attendees with a large turnout and ample opportunities to network with each other.

The exposure you gain alone is enough to generate new interest and produce new leads.

18. Reach Out to Your Personal Network

Your personal network is a prime resource you can tap to spread the word about what you do and is oftentimes an overlooked “quick win”.

While they may not represent potential commercial real estate sales leads, they can help to share details about your services, your listings, and may be able to provide referrals or new contact information for parties who are interested.

19. Ask for Referrals

Your most valuable list of potential leads is the one you’ve already converted to clients. Existing clients are most likely to recommend youbecause they are familiar with how you do business and can trust you.

Never overlook the value of reaching out to existing clients and ask for referrals.

20. Connect with Current and Former Colleagues

The people you work with now and have worked with in the past are a prime resource for accessing a wider audience of potential leads. They can help to share information about your newest listings and may be personally interested in pursuing a conversation either for their current company or on behalf of a client.

21. Join Commercial Real Estate Associations to Expand Your Network

Joining a local commercial real estate association is a great way to expand your network and build valuable relationships. There are a number of national associations such as BOMA, CCIM, CoreNet Global that also provide education and networking opportunities to widen your reach. Build your custom contact list and maintain regular contact with your network to make sure they are exposed to your newest opportunities.

These tips will help with your commercial real estate prospecting and lead generation efforts, so start using them today.

You might also like: 21 Ideas to Generate Commercial Real Estate Leads (11)

(Video) 3 Ways to Get Commercial Real Estate Leads Lists


How can I generate leads fast? ›

Here are five foolproof ways to generate leads for your business:
  1. Facebook Ads. Facebook ads are one of the best ways to drive leads. ...
  2. Personalized email marketing. ...
  3. Discounts and coupons. ...
  4. High-value content. ...
  5. Referral Partnerships.
30 Aug 2022

How do you attract new leads? ›

Here's how to generate leads for your business.
  1. Ask for referrals.
  2. Conduct regular customer care calls.
  3. Lead nurturing: Keep in contact with past referrals.
  4. Be a trusted source of information.
  5. Use the internet to highlight your expertise.
  6. Network online.
  7. Be social.
  8. Do some good, old-fashioned networking.

How can I make 100 leads in a day? ›

  1.  Business Research. Detailed research about your business to identify best content and audience that convert. ...
  2.  Devise Campaign Strategy. A customized strategy for your business by identifying the market and target audience. ...
  3.  Create Relevant Content. ...
  4.  Create Offers.

Where can I find good leads? ›

Top 7 Sales Lead Sources
  • Referrals. Referrals from your best clients are your best source of quality leads. ...
  • Former Clients. ...
  • Competitors. ...
  • Business & Sales Intelligence Tools. ...
  • Google Resources. ...
  • LinkedIn. ...
  • Relationship Marketing.
27 Jul 2022

How do you get real estate leads 2022? ›

How to generate real estate leads
  1. Use Facebook lead generation ads + captivating creatives.
  2. Create video testimonials for social proof.
  3. Ask for referrals from past clients.
  4. Launch a referral campaign.
  5. Start a blog and attract SEO traffic.
  6. Start a real estate podcast.
  7. Create beautiful contact forms.
13 Jan 2022

How do I get real estate leads without cold calling? ›

10 Ways to Get Listings Without Cold Calling
  1. Contact Your Sphere.
  2. Re-Engage & Follow Up with Past Clients.
  3. Attend Community Events.
  4. Build Your Social Media Following.
  5. Digital Prospecting with Facebook.
  6. Strengthen Lead Referrals through LinkedIn.
  7. Send Mailers.
  8. Go Door Knocking.

How do most real estate agents get leads? ›

A 2020 study by the National Association of REALTORS® found that 68% of sellers found their agents through a referral by friends or family. So your job is to touch base with everyone in your sphere regularly so that you will be top-of-mind when any of those people are asked if they know a good real estate agent.

How do you generate local business leads? ›

Here are the five easiest, most affordable, and most high-impact lead generation strategies for local businesses: Use targeted Facebook lead ads. Create a localized lead magnet.
  1. Use targeted Facebook lead ads. ...
  2. Create a localized lead magnet. ...
  3. Run a local contest or giveaway. ...
  4. Create a localized landing page. ...
  5. Go offline.
17 Sept 2019

How do I get free leads on Facebook? ›

12 Ways to Generate Leads on Facebook
  1. Post landing pages for offers directly to Facebook. ...
  2. Post the blog posts that generate the most leads. ...
  3. Include links to landing pages in your image captions. ...
  4. Use videos to promote lead generation offers. ...
  5. Use Facebook Live videos to remind people to register.
17 May 2021

How do you generate clients? ›

10 Ways to Get New Customers
  1. Ask for referrals. ...
  2. Network. ...
  3. Offer discounts and incentives for new customers only. ...
  4. Re-contact old customers. ...
  5. Improve your website. ...
  6. Partner with complementary businesses. ...
  7. Promote your expertise. ...
  8. Use online reviews to your advantage.
6 Apr 2017

How can I generate more sales? ›

Increase sales
  1. INTRODUCE NEW PRODUCTS OR SERVICE. Provide a broader range of products or services for your clients. ...

How do you generate massive leads in sales? ›

12 Lead Generation Examples
  1. Direct Engagement. ...
  2. Generate Leads on LinkedIn. ...
  3. Advertise and Retarget. ...
  4. Ask for Referrals from Current Customers. ...
  5. Write Guest Blogs. ...
  6. Rank in search engines to generate leads. ...
  7. Answer Forum Questions. ...
  8. Offer a Free Tool or Lead Generation Magnet.
24 Oct 2018

How do you increase lead volume? ›

Pop the hood and take these five steps to increase your lead volume and quality:
  1. Own your keywords.
  2. Leverage word-of-mouth marketing.
  3. Join industry directories.
  4. Supercharge your email outreach.
  5. Retarget, retarget, retarget.
5 Jan 2020

What industry pays the most for leads? ›

Healthcare and insurance have among the highest cost per lead, so when you're in health insurance, the combination of those two, you're bound to have a high CPL. And indeed, health insurance is among the most expensive industries to advertise in.

What is the best lead generation site? ›

Here is the list of top 10 lead generation websites:
  • HubSpot. Hubspot is one of the popular and informative lead generation websites in 2022. ...
  • AeroLeads. ...
  • B2B Lead Blog. ...
  • DeskMoz. ...
  • Traffic Generation Café ...
  • Convince and Convert. ...
  • Marketo. ...
  • Point Clear.
3 Mar 2020

What are lead lists? ›

In short, lead lists are essentially large contact directories that your sales and marketing teams will use to send out cold emails or cold calls to get your product or service sold.

How do you get 10 listings in 30 days? ›

If you're wondering how to get 10 listings in 30 days, leave all the gimmicks behind.
  1. Step 1: Publish Useful Real Estate Blog Posts. ...
  2. Step 2: Stay In Touch With Previous Clients. ...
  3. Step 3: Create and Share a One-Minute Video. ...
  4. Step 4: Post on All Your Social Media Channels. ...
  5. Step 5: Make Connections with Personal Outreach.
5 Nov 2021

What is CRM in real estate? ›

A real estate CRM is a customer relationship management (CRM) system that helps manage all communications with both leads and clients. CRM tools are becoming more important to the daily work of real estate agents and the success of their brokerages every year.

Does cold calling still work in real estate? ›

Realtors use cold calling to generate new leads, meet people who may want to buy or sell their homes and schedule meetings with interested customers. After a brief conversation, a real estate agent can turn a complete stranger into a paying client.

Do attractive real estate agents make more money? ›

Summary: A recent study of physical attractiveness and how it impacts real estate brokers' pay and productivity shows that the more attractive the real estate agent, the higher the listing price of the home for sale.

Is cold calling a waste of time? ›

Not only can cold calling be a waste of valuable time for your salespeople, it can actually have a negative effect on your sales opportunities and end up costing you business.

How do you get clients for real estate? ›

Here are 11 ways to get clients in real estate:
  1. Buy Real Estate Leads. ...
  2. Engage With Your Community. ...
  3. Ask Existing Clients for Referrals. ...
  4. Create a Website. ...
  5. Post On Social Media. ...
  6. Specialize In a Niche. ...
  7. Try Cold Calling. ...
  8. Host Open Houses.
29 Aug 2022

How do real estate leads get on social media? ›

Follow these tips to create a social media strategy that generates Real Estate leads:
  1. Think Local. Hyper-local seo practices will increase your chances for attracting attention from local buyers and sellers. ...
  2. Become an Influencer. ...
  3. Get Personal. ...
  4. Create Personas. ...
  5. Purchase Ad Space. ...
  6. Start Conversations. ...
  7. Segment Your Audience.
19 Apr 2017

How do you generate real estate leads on LinkedIn? ›

How to generate quality real estate leads with LinkedIn
  1. Create a well optimized personal and/or company profile: As mentioned earlier, LinkedIn is fast becoming the social platform used to measure your professional standing. ...
  2. Build your network. ...
  3. Join groups. ...
  4. Publish useful contents. ...
  5. Ask for recommendations.
22 Mar 2022

How do small businesses get leads? ›

Lead Generation Ideas for Small Business
  1. Do basic local SEO. Claim your free Google My Business directory listing and optimize it. ...
  2. Publish a blog. ...
  3. Guest post on relevant websites. ...
  4. Get active on social media. ...
  5. Run paid search ads. ...
  6. Run social media ads. ...
  7. Run native advertising. ...
  8. Build a referral network.
24 Sept 2019

How do you generate sales leads without cold calling? ›

How to Generate Leads without Cold Calling:
  1. Networking online, over email, and on social media.
  2. Public Speaking.
  3. Writing for publications that your ideal customers read.
  4. Check again with people who have said no in the past.
  5. Offer incentives to customers for referrals.
  6. Ask for referrals fro people who say no.
17 Jun 2015

What are the three approaches of lead generation? ›

So, there we go, the three best lead generation methods: search engines, content marketing, and of course, social media.

How can I generate more sales? ›

Increase sales
  1. INTRODUCE NEW PRODUCTS OR SERVICE. Provide a broader range of products or services for your clients. ...

What is an example of lead generation? ›

What is lead generation? Lead generation is the process of attracting prospects to your business and increasing their interest through nurturing, all with the end goal of converting them into a customer. Some ways to generate leads are through job applications, blog posts, coupons, live events, and online content.

What companies buy leads? ›

17 businesses that allow you to buy leads legally
  • 1 - Cognism. Cognism is the best way to buy leads online. ...
  • 2 - ZoomInfo. ZoomInfo is a data provider that empowers corporate teams with business to business sales leads. ...
  • 3 - Lusha. ...
  • 4 - MegaLeads. ...
  • 5 - D&B Hoovers™ ...
  • 6 - Uplead. ...
  • 7 - DiscoverOrg. ...
  • 8 - Seamless.AI.
4 May 2022

How many leads does it take to make a sale? ›

How many touches does it take to make a sale? The simple answer is: more than most people think! According to our Top Performance in Sales Prospecting research, it takes an average of 8 touches to get an initial meeting (or other conversion) with a new prospect.


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