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How to Constantly Generate More Commercial Real Estate Prospects

By Jim Gillespie | February 19, 2014

So many commercial real estate brokers want to generate more leads for themselves. Keeping this in mind, the easiest way I know of to generate a constant stream of solid new leads is by doing the following two activities:

1) Prospect 10-12 hours every week

2) Send mailers to your clients and prospects twice every month

If you just do these two activities you’ll be swimming in a constant stream of solid new leads within your brokerage business.

Commercial brokers usually rely on prospecting to develop more new leads for themselves, but then they oftentimes don’t get their prospecting done. This then leads to their lead generation system going into limbo, and it almost guarantees generating a hole in their commission pipeline somewhere down the road.

The most prolific marketers in commercial real estate brokerage mail to their clients and prospects every single month. This then brands them in the minds of the people they want to do business with, and it gets your prospects calling you, instead of you needing to call them. So right around the time they recognize that they need to talk to a commercial real estate broker, another one of your mailers comes right across their desk with your phone number on it, and they pick up the phone and call YOU.

In addition, when you’re not getting your prospecting done, your mailers are still going out to your people, branding you in their minds and bringing in more new business for you.

As an example of this, during my January teleconference I interviewed a top-producing broker who’s a member of both SIOR and CCIM. He mails constantly to all of his clients and prospects, he closes $45 million a year in transaction volume, and he now says that he doesn’t have the time to prospect anymore because his phone is constantly ringing with great new business activity…all coming in from his mailers.

Wouldn’t you like to be in this exact same situation?

When you both prospect AND mail to your people twice every month on a regular basis, your commercial real estate brokerage business will explode.

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Lee & Associates

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