Ideas on Prospecting
Hi Guys, 

I do tenant rep brokerage for industrial properties around Chicagoland (work with companies who occupy warehouse space; I'm sure the majority of you know what that I meant but wanted to clarify)

I get paid when a company signs a new lease in a new warehouse space (if they move, expand into more space, etc). 

My question: how do you suggest finding new leads?

Right now, I'm simply cold calling warehouse occupiers with leases expiring soon and then letting them know we can help with renewing their lease, helping them find more/new space, etc. 

Any ideas or practices that you guys use or think would help?

Greatly appreciated.



[{"id": "e4y2ecw", "text": "I do tenant rep for office and one of the best things I've found is networking events. Everyone hates them, but meeting someone face to face in my opinion has given me some of my best clients to date.", "replies": [{"id": "e4y44y8", "text": "It can be tedious but imo nothing beats networking. Try to find groups related to your industry with events you dont hate, and start building relationships and proving your qualifications. It takes time, but it's towards long term goals.\n\n", "replies": [], "depth": 2}], "depth": 1}, {"id": "e4yeiiq", "text": "Mailers, cold calling, walking properties ect. It is a grind, but at least you have expiring leases to go over. Do you have a niche? Dealing with 5k sf tenants is different than 200k tenants. What did you do before this? Hit up old networks, go through linked in, there is no magic bullet. Call other brokers, ask who is touring their space. Knowing your market and updating your crm, all you can do really. Meet people at industry events, volunteer at places to meet people, you never know where the next deal will come from. ", "replies": [{"id": "e50fn24", "text": "Yeah I go for guys up to about 100,000 Sf, don't touch anything under 10,000. \n\nObviously most of the larger spaces are usually more difficult to get to the deciison maker. That's one of my biggest issues right now is figuring out how to break into these larger accounts. \n\nI like the idea to send a mailer the company and then follow up with a call. \n\nAlso will continue to attend networking events. Our firm is going to Corenet Global out in Boston this fall - should be some great networking there.\n\nyou're definitely right though, it's just a grind no matter what. No magic solution. But appreciate these ideas. ", "replies": [], "depth": 2}], "depth": 1}, {"id": "e4yf18n", "text": "There are data platforms to help this exact type of situation (tenant rep brokerage business development). You can back into the industrial buildings in your area that have upcoming debt due. From there you can reach out to the owners who need to scramble and and incease its buildings occupancy rate before its valuation (for a loan or for a sale).\n\nReal Capital Analytics is really good for this function. This platform tracks investment sales and loans that can usually help you back into a huge amount of info in whatever market you're in\n\nPM me if you want me to explain more. Big fan of the platform \n\n", "replies": [{"id": "e50f9nz", "text": "Yep I use this as well; our firm uses trepp for this. Thanks a lot for the reply ", "replies": [{"id": "e54gqr1", "text": "Correct me if in wrong, but I think Trepp will only show you securitized debt. RCA has balance sheet loans which makes its data a lot more expansive", "replies": [], "depth": 3}], "depth": 2}], "depth": 1}]