How Commercial Real Estate Brokers Can Find Corporate Tenants Without Cold Calling

You manage 200,000 sq ft of Grade A office space. 30,000 sq ft is vacant.

That's ₹30L/month in lost rental income (at ₹100/sq ft).

Your current lead generation strategy:

Cold calling companies: "Do you need office space?"
- 98% say "no" or "not right now"
- 2% say "maybe" (then ghost)
Property portals (99acres, MagicBricks)
- Flooded with brokers
- Leads go to 10 brokers simultaneously
Walk-ins (1-2/month - too slow)
Referrals (unpredictable)

The problem:

Most companies you call aren't looking for office space right now.

You're interrupting their day to ask a question they have no answer to.

But somewhere in your city:

50 companies are actively looking to lease office space
30 companies are planning to expand in the next 6 months
20 companies are unhappy with their current space (want to move)

Your challenge: Find THESE companies, not random cold calls.

At SalesUp, we help commercial real estate brokers identify and reach corporate tenants who are actively looking, expanding, or relocating.

Here's the complete playbook for finding corporate tenants without cold calling.

The Commercial Real Estate Lead Generation Problem

Why Cold Calling Doesn't Work for Office Leasing

The math on cold calling:

100 cold calls made
15 answer the phone (85% go to voicemail)
3 are interested (2% conversion rate)
1 books a site visit
0.1 signs a lease (10% of site visits)

Cost per lease: 1,000 cold calls

Why it's so hard:

Problem #1: Timing Mismatch

Office space leasing is a once-every-3-to-5-year decision for most companies.

When you cold call:

95% of companies are NOT in-market (lease hasn't expired yet)
3% are considering (exploring options)
2% are actively looking (signing in 30-90 days)

You're calling 95 people who don't care.

Problem #2: Wrong Decision Maker

You call the company, reach:

Receptionist (has no idea about office space needs)
Operations manager (not involved in real estate decisions)
Founder (too busy, delegates to admin/CFO)

Even if you reach the RIGHT person, wrong timing = no interest.

Problem #3: Zero Context or Value

Cold call script:

"Hi, this is [Name] from [Brokerage].

We have Grade A office space in [Area].

Are you looking for office space?"

Response: "No, we're good." click

Why it fails:

No context (why are you calling ME?)
No value (what's in it for me?)
No urgency (I'm not looking right now)

What High-Performing CRE Brokers Do Differently

Top 10% of commercial brokers don't cold call. They:

Identify companies IN-MARKET (actively looking)
Reach them with relevant context (not generic)
Provide value upfront (market insights, space availability)
Build relationships before lease discussions (long sales cycle)

Result: 30-40% response rate (vs 2% cold calling)

The Corporate Tenant Prospecting Framework

Step 1: Identify "In-Market" Signals (Don't Call Everyone)

Instead of cold calling 1,000 random companies, target 50 companies showing "in-market" signals.

Signal #1: Funding Announcements (High Growth = Need More Space)

What to look for:

Series A/B/C funding announcements (they're hiring aggressively)
Revenue milestones announced (scaling operations)
Expansion into new city (need local office)

Data sources:

Crunchbase, Inc42, YourStory, TechCrunch
LinkedIn company pages (hiring spree posts)
Press releases

Example:

"SaaS Startup X raises $10M Series A, plans to grow team from 50 to 150 in 12 months."

Translation: They'll outgrow their current 5,000 sq ft office. Need 15,000 sq ft within 6 months.

Outreach timing: 30-60 days post-funding (hiring starts)

Your pitch:

"Hi [Founder/Admin Head],

Congrats on the Series A!

As you scale from 50 to 150, you'll likely outgrow your current [Area] office.

We specialize in helping funded startups find the right office space during growth phases.

Worth a quick chat about your space planning for the next 12 months?

[Calendar link]"

Response rate: 25-35% (high relevance + timing)

Signal #2: Job Postings (Hiring = Expansion)

What to look for:

Companies hiring 10+ roles simultaneously
New "Office Manager" or "Admin Manager" role (someone to handle office move)
Job descriptions mentioning "new office in [City]"

Data sources:

LinkedIn Jobs
Naukri, Indeed
Company career pages

Example:

Company Y is hiring:
- 15 software engineers
- 5 sales reps
- 3 customer success managers
- 1 Office Manager

Translation: They're expanding. Current office is too small.

Outreach timing: Immediate (they're planning expansion now)

Your pitch:

"Hi [Hiring Manager/Founder],

Noticed you're hiring aggressively (15+ roles posted).

Most companies at your stage hit capacity constraints around 60-70 employees.

We help high-growth companies find office space that supports 12-18 months of growth (so you don't have to move again in a year).

Worth discussing your space needs?

[Calendar link]"

Response rate: 20-30%

Signal #3: Lease Expiry (Companies MUST Decide: Renew or Move)

What to look for:

Companies approaching end of 3-year lease cycle
Recent complaints on social media about landlord/property
Office manager LinkedIn activity (researching new spaces)

Data sources:

Track lease cycles (if you know when they moved in)
Social media signals (employees complaining about office)
Office manager connections (people researching office space connect with brokers)

Example:

Company Z moved into current office in Jan 2022 (3-year lease).

Lease expiring Jan 2025.

They need to decide: Renew or move by Oct 2024 (3 months before expiry).

Translation: They're actively evaluating options NOW.

Outreach timing: 3-6 months before lease expiry

Your pitch:

"Hi [Office Manager/CFO],

Your [Current Office Building] lease expires in Jan 2025, right?

Most companies start evaluating 3-6 months before expiry (gives time to negotiate or relocate).

We help companies compare:
- Renewal terms (is landlord offering competitive rates?)
- Alternative spaces (better location/amenities/price?)

Worth a quick market comparison?

[Calendar link]"

Response rate: 35-45% (high urgency)

Signal #4: Office Complaints (Unhappy Tenants = Relocation Opportunities)

What to look for:

LinkedIn posts about "terrible office commute"
Glassdoor reviews mentioning "bad office location"
Twitter/X complaints about office space (no parking, hot, cramped)

Data sources:

LinkedIn employee posts
Glassdoor reviews
Twitter/X search

Example:

Employee tweet: "Our office has zero parking. Spend 30 mins every day finding a spot. Ugh."

Translation: Company might consider relocating to a property with parking.

Outreach timing: Immediate (pain is fresh)

Your pitch (to decision-maker, not employee):

"Hi [Founder/Admin Head],

We work with companies in [Area] - noticed a few employees mentioning parking challenges at [Current Office].

If office location/amenities are becoming a retention issue, we specialize in helping companies relocate to spaces that improve employee satisfaction (parking, cafeteria, gym, better commute).

Worth exploring?

[Calendar link]"

Response rate: 15-25%

Signal #5: Co-working Exit (Companies Outgrow WeWork/Awfis)

What to look for:

Companies currently in co-working spaces (WeWork, Awfis, 91springboard)
Crossed 30-40 employees (too expensive in co-working)
Complaints about lack of privacy, meeting room availability

Data sources:

LinkedIn company address (if it says "WeWork")
Employees mentioning co-working in posts/profiles

Example:

Company A has 45 employees at WeWork.

Cost: ₹15k/seat × 45 = ₹6.75L/month

Dedicated office space (5,000 sq ft @ ₹80/sq ft): ₹4L/month

**Savings: ₹2.75L/month = ₹33L/year**

Translation: They should move to dedicated office (massive savings).

Outreach timing: Immediate

Your pitch:

"Hi [Founder/CFO],

Noticed your team is at WeWork [Location].

Most companies outgrow co-working around 40-50 employees (cost becomes untenable).

Quick math: You're likely paying ₹6-7L/month. A dedicated 5,000 sq ft office in [Area] would cost ₹4L/month (₹33L annual savings).

Worth exploring a move?

[Calendar link]"

Response rate: 30-40% (financial incentive)

Step 2: Build a Target Account List (Not Spray and Pray)

Create a "Top 100" target list of companies showing in-market signals.

Segmentation:

Tier 1: Hot Prospects (30 companies) - Active within 90 days

Just raised funding
Lease expiring in 3 months
Hiring 20+ roles
Currently in co-working, 40+ employees

Tier 2: Warm Prospects (40 companies) - Active within 6 months

Raised funding 6 months ago
Lease expiring in 6 months
Hiring 10-15 roles
Complaints about current office

Tier 3: Cold Prospects (30 companies) - Active within 12 months

Growing steadily (not explosive)
Lease expiring in 12 months
May consider upgrade/relocation

Focus 80% effort on Tier 1 (highest urgency).

Step 3: Multi-Touch Outreach (Email + LinkedIn + Calls)

Don't just call. Build a relationship first.

Touch 1 (Day 1): LinkedIn Connection Request

"Hi [Name],

I help [industry] companies find office space during growth/expansion phases.

Noticed [Company] is [trigger: raising funding / hiring / lease expiring].

Worth connecting?"

Acceptance rate: 40-50%

Touch 2 (Day 3): Email with Value (Not Pitch)

Subject: Office space planning for [Company]?

Hi [Name],

Saw [Company] raised [amount] / is hiring [number] roles.

Most companies at your stage face office space challenges around [employee count milestone].

I put together a quick office space requirement calculator based on your team size.

[Link to calculator or PDF]

If you're evaluating space needs, happy to share market insights (availability, pricing, areas).

No pressure - just want to be helpful.

Best,
[Your Name]
[Brokerage]
[Phone]

Response rate: 15-25%

Touch 3 (Day 7): LinkedIn Message (Case Study)

"Hi [Name],

Thanks for connecting!

Quick share: We recently helped [Similar Company] relocate from [Old Area] to [New Area].

Result:
- 30% cost savings
- Better commute for employees (retention improved)
- Moved in 45 days (minimal disruption)

If [Company] is evaluating office space, happy to share insights.

[Calendar link]"

Touch 4 (Day 10): Phone Call (With Context)

Reference LinkedIn connection
Reference email (if opened)
Ask: "Are you evaluating office space needs in the next 6-12 months?"
If yes: Book site visit
If no: Ask when to follow up

Touch 5 (Day 15): Email (Market Insights Report)

Subject: [Area] Office Space Market Report Q1 2025

Hi [Name],

Thought you might find this useful:

[Attach 1-page PDF with:]
- Average rental rates in [Area]: ₹X/sq ft
- Available inventory: Y sq ft
- Top 5 buildings (Grade A)
- Trends: Rates increasing 10% YoY

If [Company] is considering a move, happy to discuss options.

Best,
[Your Name]

Touch 6 (Day 20): WhatsApp (If Number Available)

"Hi [Name],

Followed up a couple times via email/LinkedIn.

Quick question: Is office space on your radar for 2025, or should I check back later?

Either way, happy to be a resource."

Touch 7 (Day 30): Breakup Email

"Hi [Name],

Haven't heard back - assuming office space isn't a priority right now.

Should I close your file or reconnect in 3 months (before your lease expiry / after hiring ramp)?

Best,
[Your Name]"

40% respond to breakup email.

Overall conversion rate: 20-30% book calls

Step 4: The Discovery Call (Consultant, Not Salesperson)

Goal: Understand their needs, constraints, timeline. Position yourself as advisor.

Discovery framework:

Current Situation (5 mins):

"Tell me about your current office setup."
- Location, size, lease terms
"What's working well? What's frustrating?"
- Commute, parking, amenities, cost
"When does your lease expire?"
- (Urgency indicator)

Growth Plans (5 mins):

"What are your hiring plans for the next 12 months?"
- (Determines space requirements)
"Do you expect remote/hybrid, or full-time office?"
- (Affects space calculation)

Requirements (5 mins):

"What's important in your next office?"
- Location, amenities, parking, cafeteria, cost
"What's your budget range?"
- (₹/sq ft they can afford)
"Any deal-breakers?"
- (Must-haves vs nice-to-haves)

Timeline (2 mins):

"When are you looking to move?"
- (Urgent vs exploring)
"What's driving the timeline?"
- (Lease expiry, growth, employee complaints)

Next Steps (3 mins):

"Based on this, I have 2-3 options that might fit."
"I'll send details, and we can schedule site visits if interested."
"Sound good?"

Key insight: Understand before proposing. Don't pitch irrelevant spaces.

Step 5: The Proposal (Options, Not Just One Listing)

Don't just pitch YOUR property. Offer 2-3 options (including yours).

Why? Build trust. Show you care about their fit, not just your commission.

Proposal format:

Section 1: Your Requirements (Recap)

Team size: 80 employees
Space needed: 8,000-10,000 sq ft (100 sq ft/employee)
Location: [Area] (near current office, employee commute)
Budget: ₹80-100/sq ft
Timeline: Move by June 2025 (3 months)
Priorities: Parking, cafeteria, meeting rooms

Section 2: Market Overview

Available inventory in [Area]: 50,000 sq ft across 5 buildings
Average rate: ₹90/sq ft
Parking availability: Limited (most buildings have 1:200 sq ft ratio)

Section 3: Recommended Options

Option A: [Your Property] (RECOMMENDED) ✅

Size: 9,000 sq ft
Rate: ₹85/sq ft = ₹7.65L/month
Parking: 40 slots (1:225 sq ft - better than average)
Amenities: Cafeteria, gym, 24/7 security
Fit: Walking distance from your current office, excellent for employee retention
Availability: Immediate possession

Option B: [Competitor Property 1]

Size: 10,000 sq ft
Rate: ₹95/sq ft = ₹9.5L/month
Parking: 30 slots (tight)
Amenities: Basic
Fit: Slightly higher cost, less parking
Availability: Immediate

Option C: [Competitor Property 2]

Size: 8,500 sq ft
Rate: ₹78/sq ft = ₹6.6L/month
Parking: 50 slots (great!)
Amenities: No cafeteria
Fit: Great parking, lower cost, but no cafeteria (employees need to go out for lunch)
Availability: June 2025

Section 4: Recommendation Based on your priorities (parking + cafeteria + employee retention), Option A is best fit.

Section 5: Next Steps

Review options
Schedule site visits (I'll arrange all 3, not just mine)
Finalize choice
Negotiate lease terms

Key insight: Show you're acting in THEIR interest, not just pushing your listing.

Case Study: CRE Broker 3X'd Lease Closures in 12 Months

Broker Profile:

Managing 500,000 sq ft office space across 3 buildings
Avg vacancy: 15% (75,000 sq ft)
Lost rental income: ₹67L/month (at ₹90/sq ft avg)

Before (Cold Calling Model):

500 cold calls/month
10 responses (2%)
2 site visits booked
0.5 leases closed/month (avg)
Time to close: 6 months (long sales cycles)

Challenges:

Random prospecting (no targeting)
Low response rate (2%)
Wasted time on unqualified leads (companies not in-market)

What they did:

Month 1-2: Shift to Signal-Based Prospecting

Built "Top 100" list of companies showing in-market signals
Segmented: 30 Tier 1 (hot), 40 Tier 2 (warm), 30 Tier 3 (cold)
Hired SalesUp for multi-touch outreach (LinkedIn + email + calls)

Month 3-4: Launch Campaigns

Outreach to Tier 1 (30 companies)
Response rate: 30% (9 responded)
Booked 6 discovery calls
4 site visits scheduled
1 lease closed (3,000 sq ft, ₹2.7L/month rent)

Month 5-8: Scale to Tier 2 + Repeat Tier 1

Outreach to Tier 2 (40 companies)
Response rate: 25% (10 responded)
Total pipeline: 15 discovery calls, 10 site visits
3 leases closed (avg 5,000 sq ft each)

Month 9-12: Consistent Pipeline

Ongoing outreach (100 companies/quarter)
Conversion stabilized: 20-25% response, 30% site visit to lease

Results (Month 12):

Metric	Before (Cold Calling)	After (Signal-Based)	Change
Outreach Volume	500 cold calls/month	100 targeted outreach/month	-80% volume
Response Rate	2% (10 responses)	25% (25 responses)	+1,150%
Discovery Calls	10/month	25/month	+150%
Site Visits Booked	2/month	12/month	+500%
Leases Closed	0.5/month (6/year)	2/month (24/year)	+300%
Vacancy Rate	15% (75k sq ft)	5% (25k sq ft)	-67% vacancy
Monthly Rental Income	₹67L lost	₹22L lost (improvement: ₹45L/month)	+₹45L/month

ROI Calculation:

Cost of SalesUp: ₹3L/month × 12 = ₹36L/year

Benefit:

Additional rental income: ₹45L/month × 12 = ₹5.4 crore/year
Broker commission (if they also earned commission on own properties): ₹50L

Net gain: ₹5.4 crore - ₹36L = ₹5 crore+

What SalesUp Does for Commercial Real Estate Brokers

We specialize in helping CRE brokers find corporate tenants who are actively in-market.

What you get:

Signal-based prospecting (funding, hiring, lease expiry)
Target account list (Top 100 in-market companies)
Multi-touch outreach (LinkedIn + email + calls)
Discovery calls booked directly into your calendar
10-15 qualified meetings/month
Full CRM integration (you own all relationships)

Target segments:

Office space leasing (5,000-50,000 sq ft)
Co-working exits (companies outgrowing WeWork/Awfis)
Lease renewals (companies evaluating alternatives)

Average results:

10-15 discovery calls/month
5-8 site visits/month
1-2 leases closed/month
3-6 month sales cycle (vs 6-12 months cold calling)

Cost: ₹3-4L/month

Book a demo to see how we can help you fill your vacant office space in the next 90 days.

Your office space is great. Your pricing is competitive. You just need companies who are actively looking.

Stop cold calling random companies. Start targeting in-market tenants.