Learning how to generate commercial real estate leads can be done without spending large amounts of time or money. To be successful, you need the right tools and strategies in place to attract and convert clients effectively. From networking, branding, and niche marketing to running social media ads, using proven strategies will help you become your community’s go-to commercial real estate expert.
1. Use Commercial Real Estate Data Platforms to Find Leads
When learning how to generate commercial real estate leads, the first step is gathering information. Do this by using commercial real estate data platforms that provide details about available properties, search filters, contact information, listing agents, and other relevant property data.
Notably, platforms vary in functionality. For example, CoStar delivers predictive analytics on upcoming opportunities, whereas LoopNet offers detailed demographic insights like household income and type, employment, media, and vehicles. Recognize the distinct purposes of each database—some cater to buying and selling, while others assist professionals in lead generation.
Examples of top commercial real estate database providers include:
Database |  |  |  |  |
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Best For | Top choice for salespeople wanting a single platform to prospect, analyze properties, and access ownership data | Best for agents and investors seeking an accurate and efficient source of finding property owners and contact details | Ideal for agents and brokers wanting a custom product to find properties, owners, comparables, or other analytics | Ideal for new or budget-conscious agents wanting to browse properties and gather data |
Key Features |
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Starting Price | $49 per month | $119 per user, per month | Contact for custom pricing | Free to browse |
Learn More |
Read more about commercial database options in our article about the 6 Best Commercial Real Estate Databases.
2. Attract Leads With Custom Website & Landing Pages
Having a professional website is important for residential and commercial real estate prospecting—and one of the best strategies for getting commercial real estate leads is creating custom landing pages. It establishes you as a professional and provides various commercial real estate lead generation opportunities.
Your website can include a landing page for all commercial leads or a variety of landing pages for:
- Different types of commercial real estate leads: Create landing pages for investors, buyers, owners of commercial properties, and certain business types like restaurants, retail, and industrial clients.
- Leads from different sources: Customize pages for website visitors who click on your website from different sources, like print or digital real estate ads, in-person meetings, and referrals.
- Individual property landing pages: Develop a property website for each of your listings.
On your landing pages, present a highly specific message to each visitor. You can also provide a lead magnet to convert website visitors into leads and capture their contact details. An effective lead magnet may be a free comparative market analysis (CMA) report or a downloadable e-book on a relevant topic for commercial property leads. Once prospects share their email address or contact information to receive your offer, you can start building a relationship with them and increase your chances of converting them into clients.
Sample Placester property landing page (Source: Placester)
Save time and effort in coding or designing real estate landing pages and websites by using Placester. This real estate design service provides beautiful, professional, and customizable website templates ready to use. Simply choose a template and modify it yourself, or have a Placester expert do it for you. They can also help with one-off tasks like installing a chatbot or writing your realtor bio. Placester is a powerful commercial real estate marketing software that supports custom website creation. Try it free for 30 days.
3. Add Your Profile on Commercial Real Estate Databases
Similar to residential agents utilizing Zillow profiles, commercial agents can get exposure by listing their commercial properties on Zillow or other commercial real estate databases. While paying for or creating an extensive advertising campaign on every database may not be necessary, seizing opportunities to showcase your profile to potential leads is crucial for success in real estate.
For instance, LoopNet, the most-visited commercial real estate network with about 13 million monthly unique visitors, prominently displays your profile and contact details on all your listings, facilitating client searches for brokers. This is a simple and free way to start marketing in commercial real estate, requiring only the completion of a profile.
Real estate agent profile on a LoopNet listing (Source: LoopNet)
Optimize your real estate bio within your profile by emphasizing the ideal lead types you seek and showcasing your expertise, wins, and strengths tailored to commercial clients. LoopNet provides commercial real estate marketing packages to broaden your reach as a commercial real estate agent. As the top-ranked result in over 136,000 commercial real estate Google search terms, adding your profile to LoopNet enhances online discoverability.
Developing a memorable brand is essential to audience engagement and establishing authority in the field.
4. Market to Niche Commercial Real Estate Clients
Although commercial real estate is a niche in itself, its diversity demands tailored marketing strategies. Specializing in specific subtypes, such as restaurant or corporate office space, allows agents to channel their efforts more effectively. By hyper-focusing on a particular client type, agents can allocate resources strategically, generating more targeted leads.
Precision in targeting the audience enhances the effectiveness of commercial property marketing. For instance, a restaurant owner may overlook generic marketing mailers, but a customized flier or postcard addressing their exact needs, like acquiring a larger space or opening a second location, is more likely to capture their attention.
Some other types of marketing materials you can use to target niche commercial real estate leads include:
- Targeted flyers
- Brochures
- Postcards
- Email campaigns
- Newspaper or magazine ads
- Direct mail
- Yard signs
- Social media ads
Using these various marketing materials to showcase commercial real estate content and specialized solutions can attract specific clientele and lead to more conversions.
Real estate magazine ad template (Source: ProspectsPLUS!)
Direct mail is one of the most affordable, effective, and versatile methods of learning how to get commercial real estate leads. ProspectsPLUS! has the largest library of real estate mailer designs and templates, with thousands of unique, specific, and interesting topics and designs. Choose and customize a mailer that speaks to your prospect’s particular needs and interests. Potential clients will more likely notice content-targeted mailers, contact you for more information, or hang on to them for future reference.
5. Buy Commercial Real Estate Leads
Creating an effective real estate funnel doesn’t happen overnight. If you’re looking for a jump-start, buying leads can help you learn how to find commercial real estate clients. Here are a few reasons why buying commercial leads can be beneficial to your business:
- Fastest way to collect leads and create lists of potential clients
- Cost-effective option for new agents
- Supplements referral business
- Increases your sphere of influence and experience
A few of the best places to buy real estate leads include:
Providers |  |  |  |
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Best For | Top choice for agents wanting to buy niche real estate leads | Ideal for agents who want to target potential clients with artificial intelligence (AI) predictive analytics | Best for agents and brokers wanting exclusive leads within an integrated CRM |
Key Features |
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Starting Price | $49.99 per month | Around $500 per month | $189 per month |
Learn More |
6. Generate Commercial Real Estate Leads From Expired Listings
Another commercial real estate lead generation idea, even in strong competition, is to target expired listings. However, clients whose commercial properties didn’t sell or lease during their first attempt have likely had a bad experience with another agent. Although they may require more nurturing and personal connection than other leads, they can be an effective commercial real estate lead generation strategy when done thoughtfully.
Approach clients carefully using an expired listing script for phone calls or a properly worded expired listing letter template to generate commercial real estate leads without cold calling. These will help you ease into a conversation and demonstrate your value as an agent. Act promptly when dealing with expired listings to avoid competition from multiple agents. Being the first to reach out sensitively is crucial for securing prospects from these leads.
Vortex customer relationship manager dashboard (Source: REDX)
With a tool like REDX, you can easily find and contact leads before your competitors. REDX provides the most accurate contact information and allows you to be the first agent to reach out to an expired lead and make an impression by being kind and strategic. Start using REDX to reach expired listings right away.
7. Be Active in the Community & With Local Businesses
The best way to consistently scale your business and income as a commercial real estate agent is to establish authority and build name recognition. By becoming the go-to source in your field, the need for extensive time, money, and effort in lead generation diminishes. Cultivate this reputation by regularly providing value to your community of leads, clients, and professionals. Build your network by attending events and joining local business groups. Utilize platforms like Meetup.com to discover and engage with nearby business owners.
Real estate investing events (Source: Meetup.com)
Maximize your networking potential even with limited in-person opportunities by engaging on LinkedIn. Connect by joining groups of like-minded real estate professionals or those composed of local real estate investors, restaurateurs, retailers, etc. Network with commercial real estate buyers and business owners interested in leasing or purchasing commercial properties, either immediately or in the future. These networking activities not only facilitate direct lead generation but also help build professional referral networks for acquiring clients.
8. Post & Advertise on Social Media
To be active in your community, use in-person and online strategies. Social media is an undeniably powerful way to connect with others and get your name, brand, and expertise to commercial real estate clients and professionals. In fact, according to a survey done by the National Association of Realtors (NAR), almost 50% of real estate agents among the respondents said that social media has given them the highest number of quality leads in the last 12 months. Thus, using social media tools for marketing is a great way to get more high-quality leads.
Commercial real estate TikTok creator (Source: @maxfisherrealestate)
To get started online, develop a real estate social media marketing strategy. Establishing your brand, goals, and target audiences will help you curate content that attracts the right people and leads to business growth. It will also determine which social media platforms to focus on since each has a different audience and content style.
For instance, a few of the top social media platforms for real estate professionals include:
- Facebook: Approximately 42% of all Facebook users are between 25 and 44, which is an ideal audience for targeting business owners and commercial real estate professionals. Thus, it is a great platform to generate Facebook real estate leads and promote your services to potential clients.
- Instagram: Photos and videos are the main content posted on Instagram, making it an ideal real estate platform. Capture leads through Instagram by highlighting stunning photos of newly constructed commercial space, beautiful views, commercial listings, and so on, and sharing video walk-throughs and educational tips.
- LinkedIn: For commercial real estate agents, LinkedIn may be one of the most important social platforms to remember. Since it’s a professional network, connect easily with local business owners and other commercial real estate professionals. Increase your LinkedIn reach by posting educational content your target audience will engage with and use the platform’s messaging tools for prospecting and nurturing.
- TikTok: Successful TikTok videos are typically short and don’t require extensive production or even planning to acquire leads from TikTok. Many people think it only attracts an extremely young audience, but recent studies show its user base is aging up, with nearly 46% of its users between the ages of 20 and 39.
- YouTube: Use YouTube’s video content platform to showcase commercial properties, offer virtual tours, and share insightful tips for business owners and real estate professionals. With its expansive user base and diverse audience, YouTube provides an excellent platform for creating engaging and informative content that generates and converts leads.
9. Stay in Touch With Past Clients
Nurturing isn’t over when you get a new real estate client or complete a transaction with a previous one. According to the National Association of Realtors (NAR), 63% of homesellers found their agent through referrals, and 39% used the same agent again. By simply staying in touch with past commercial clients, you can get future listings and clients more easily.
In commercial real estate, previous clients often have ongoing questions about property supply and demand, relocation costs, and property value. Be proactive in addressing their concerns, researching their current situation, and anticipating their business’ next move. This approach positions you to assist them in upgrading to a larger space and facilitates repeat business, whether finding them a new lease or helping a listing owner secure the right tenant.
LionDesk mobile app (Source: LionDesk)
The best way to stay on top of these communications is by using a relationship manager like LionDesk. It’s an ideal tool for nurturing current and past leads through multiple communication channels, including text, email, phone, social media, and even direct mail. Additionally, it automates follow-ups and nurtures your clients efficiently and authentically. There is even a mobile app to manage tasks while on the go.
10. Nurture Prospects Effectively With a CRM
Using a customer relationship manager (CRM) greatly benefits commercial real estate agents. It makes it easier to stay top of mind with current and past clients by scheduling follow-ups. Moreover, it streamlines lead generation and nurturing tasks for maximum efficiency. A CRM also organizes your leads and clients into different pipelines, such as purchased leads, past clients, or niche audiences like expireds, buyers, or sellers.
Many of the best CRMs enable you to optimize your marketing and advertising and build brand awareness through direct mail, social media, websites, and landing pages. They also present reports that help you better understand your financial picture and return on investment. This, in turn, enables you to allocate funds into and prioritize the lead strategies that generate revenue.
To benefit from the tools provided by your CRM, make sure you choose the tool that best fits your needs. For example, a few options for commercial real estate CRMs include:
CRMs |  |  |  |
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Best For | Ideal for professionals wanting highly customized email marketing campaigns | Best for teams and brokerages needing project management tools along customer management | Top choice for budget-conscious agents needing a CRM with transaction management |
Key Features |
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Starting Price | Free Plan | $29 per month | $10 per month |
Learn More |
11. Use Crowdfunding Sites to Find Startups
Set your business up for future success by targeting new business owners and startups. Use the best crowdfunding sites for investors, like Groundfloor or Fundrise, to search for startups in your area. Startups will likely need physical space as their businesses grow, so make connections and build relationships with the owners and key employees.
Fundrise’s active project portfolio (Source: Fundrise)
Start by simply introducing yourself and making yourself available as a resource for any real estate-related questions, thoughts, or ideas they have. Consider your real estate elevator pitch and how to tailor it for commercial real estate lead generation.
12. Join Commercial Real Estate Associations & Teams
In addition to being active in your community, joining an association is a simple way to connect with others in your field. Creating these connections is essentially the equivalent of growing your sphere of influence (SOI)—opening up opportunities for real estate referral lead generation.
A few of the top commercial real estate associations include:
- The Commercial Real Estate Development Association (NAIOP)
- Commercial Real Estate Women (CREW)
- Building Owners and Managers Association (BOMA)
- Certified Commercial Investment Member (CCIM Institute)
- Society of Industrial and Office Realtors (SIOR)
- International Council of Shopping Centers (ICSC)
Upstate NY chapter of NAIOP event posting (Source: Facebook)
Another way to grow your skills is by joining a team or brokerage that specializes in commercial real estate. Similar to joining an association, being part of a real estate team puts you in contact with like-minded professionals. You’ll also get the opportunity to learn from experienced brokers and agents. Strategic partnerships with other commercial agents in or outside your team allow you to build a network where leads can be shared.
Frequently Added Questions (FAQs)
Get more commercial real estate leads by building relationships with other industry professionals like brokers, lenders, and attorneys. Attend networking events and join local groups to expand your network. Another way is to create a strong online presence through social media and a professional website, as this can attract leads searching for properties or services online. Consider delivering specialized services or expertise in a particular niche to differentiate yourself and attract clients seeking those specific services.
To market yourself as a commercial real estate agent, you need to establish your brand and showcase your expertise. Create a professional website highlighting your skills, experience, and services. Use social media platforms to connect with potential clients and share industry insights. Networking is also important to build relationships with local businesses and other professionals in your field. Lastly, consider offering free resources like e-books, webinars, or market reports to attract new clients and position yourself as a thought leader in your niche.
Whether or not it’s worth paying for real estate leads depends on factors like budget, target audience, and personal preferences. Some agents find that purchasing leads can be a cost-effective way to get their foot in the door, while others prefer to focus on building relationships and online marketing. Ultimately, your decision should be based on your individual business goals and budget. If you opt for paid leads, make sure to do your research and choose a reputable provider with a track record of success in your market.
Bottom Line
Commercial real estate lead generation often has a learning curve initially, but the right strategies pay off with consistent clients, deals, and income. Make sure to employ multiple lead generation techniques to maximize your efforts and figure out what works best for you as quickly as possible. By growing your network, purchasing leads, and leveraging online marketing tools, you will put yourself in the best position to generate commercial real estate leads both organically and through paid methods.
