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Commercial real estate lead generation is not easy. It takes a lot of time & effort to generate real estate leads with rapid changes in the industry. A recent report reveals that the US commercial real estate industry is going to be driven by smaller companies rather than larger firms. The prime reason behind this shift is, smaller companies with less than 50 employees are growing at a faster pace than larger firms.

In addition, the report also reveals some of the trends such as 18-hour cities, preference of suburbs by future home buyers, evolution & expansion of co-working offices segment, high demand for housing and alternative housing options such as micro-housing and co-housing, improved infrastructure by innovative solutions, fresh food production at city spaces and new capital inflows to be invested in various markets & assets are going to drive the real estate industry into the future.

All the above developments are very encouraging, which will result in a lot of employment, new business opportunities, and growth.

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In this blog post, you will learn how you can generate real estate leads for free from the Internet.

To start with, you can learn how you can search leads based on various titles in the real estate industry.

Generate Real Estate Leads Based on Title

The following search script will help you to generate real estate leads based on the job title.

For example, if you are looking for Real Estate Manager profiles, the search syntax is:

“Title” “industry” –intitle:profiles –inurl:dir/  site:linkedin.com (linkedin.com/pub OR linkedin.com/in)

The Google search script is:

“Real Estate Manager” “Real Estate” -intitle:profiles -inurl:dir/  site:linkedin.com (linkedin.com/pub OR linkedin.com/in)

If you want to find Director of Real Estate profiles, the search script is:

“Director of Real Estate” “Real Estate” -intitle:profiles -inurl:dir/  site:linkedin.com (linkedin.com/pub OR linkedin.com/in)

To search for real estate sales consultant profiles, the search script is:

“real estate sales consultant” “Real Estate” -intitle:profiles -inurl:dir/  site:linkedin.com (linkedin.com/pub OR linkedin.com/in)

How to Generate Real Estate Leads based on Location

It is important to generate real estate leads based on location because, as per the report mentioned above, the industry is going to focus more on the trends such as 18-hour cities. So a lot of business activities and investments are going to happen in these places. The cities that come under this category are Austin, San Diego, San Antonio and Denver.

If you want to find people profiles from “Greater San Diego Area” who are in or related to Real Estate industry, then the Google search string will be:

Real Estate “Greater San Diego Area” (site:www.linkedin.com/pub OR site:www.linkedin.com/in) -“pub/dir”

Similarly, you can generate real estate leads from some of the 18-hour cities.

For profiles from San Antonio, Texas Area, the search script is:

Real Estate “San Antonio, Texas Area” (site:www.linkedin.com/pub OR site:www.linkedin.com/in) -“pub/dir”

For Greater Denver Area profiles, the Google search script is:

Real Estate “Greater Denver Area” (site:www.linkedin.com/pub OR site:www.linkedin.com/in) -“pub/dir”

For leads from Austin, Texas Area, the search string is:

Real Estate “Austin, Texas Area” (site:www.linkedin.com/pub OR site:www.linkedin.com/in) -“pub/dir”

How to Get Real Estate Leads based on Specific Title & Location

In the above section, you learnt how you can get real estate leads based on location. Now, you can learn how you can get real estate leads based on both title and location.

For example, if you want to find commercial real estate broker profiles from Austin, Texas Area, the search script is:

“commercial real estate broker” “Austin, Texas Area” (site:www.linkedin.com/pub OR site:www.linkedin.com/in) -“pub/dir”

If you want to look for similar titles from different locations, you can just replace the title and location.

Commercial real estate agent in Greater Denver Area

Commercial real estate appraiser in Greater San Diego Area

How to use LinkedIn Groups to Generate Real Estate Leads

LinkedIn Groups is one of the best sources to find real estate leads. You can use LinkedIn groups for commercial real estate lead generation.

Here you can learn how you can find real estate sales leads from LinkedIn through Google.

For example, if you want to search prospects from a group called Commercial Real Estate Executives, the search script is:

“”Commercial Real Estate Executives”” -intitle:profiles -inurl:dir/  site:linkedin.com (linkedin.com/pub OR linkedin.com/in)

How to Find Real Estate Leads on Twitter using Google

If you are looking for real estate sales leads on Twitter, you will find this search string very useful. The Google syntax to search for Twitter profiles is

site:twitter.com Keyword (State) “City” -jobs

For example, if you are looking for Real Estate Agents in San Diego, CA, the search string to use on Google will be

site:twitter.com Real Estate Agent (California OR CA) “San Diego”-jobs

Try different variations of the above search string or replace the keyword with related terms to find the best real estate leads. The search strings will come handy in your commercial real estate lead generation efforts.

The above search strings can help you find real estate leads; however, you need to spend a lot of time and effort on the Internet. If you want to automate the entire real estate lead generation process, you should try real estate lead generation software.

LeadGrabber Pro is one such software that enables you to easily and effortlessly generate real estate leads. It helps you to find the best real estate leads along with verified business email address and phone numbers. You don’t need to buy real estate leads anymore. With a click of a button, LeadGrabber Pro helps you to generate leads in real estate industry.

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As marketers, we use several methods to initiate dialog with prospective customers – cold calls, email campaigns, references, collaterals, etc. However in the recent few years, LinkedIn, if understood in the right way has emerged as the most frequented method to reach B2B prospects – especially if they are C Level decision makers. The best part is there are no gatekeepers, no unmonitored mail boxes, no middlemen. You can engage directly with the decision maker.

Identify LinkedIn Groups

Your decision makers are all over the place. A wise method would be to identify groups they are likely to be a part of. You should have a look at the group statistics, discussions, member demographics, profiles etc. Once you decide that this is the right group, join the group, participate in discussions, like or respond to their comments (please be honest), share your ideas, insights and thoughts. It is worthwhile to invest time and resources in identifying the forums where your C Level decision makers are likely to be present. Read through their profiles and try and understand what their pressing business challenges could be. Share with them a tip or two from your knowledge bank which you feel they may find useful. Give a feeling to your prospect that you indeed understand their business situation and may be able to help them address the same.

You may find a C-Level Executive saying ” Hey, can you tell me more?”. Here is your chance. Go for the kill.

Sending Messages to Group members

When you join a group, LinkedIn allows you to send messages to the members of the group. You can narrow down your search based on title, region, company size etc. These are your prospects. Tell them you are interested in connecting with people like them (C Level Executives, Business Managers, Start up Entrepreneurs etc.). Ask them if they would be interested in connecting with you.  Try and guess what their business challenge could be. Send them an article or knowledge bite that you think can help them combat that.  Maybe an article that subtly talks about how a product or service that you offer can help them address a challenge. At some point, they are likely to ask ” Oh, I didn’t know this, how about a quick chat?”. Here is your chance. Remember, a C-Level professional is hard pressed for time and any small bit of knowledge that can help him address a business challenge is always a reason good enough for him to engage in a dialogue with you.

There is a catch

All of the above is easier said than done. The reason is simply because most C Level Executives and business professionals may also treat LinkedIn more as a networking forum than a business place. You may find people telling that they do not believe in offering or accepting business propositions on LinkedIn solely as a matter of principle. Another reason is because LinkedIn profiles are usually tagged to personal email address which is accessed usually over the weekend (not in for any serious business then). The best way to reach them is to establish the initial contact over LinkedIn and continue the dialogue over a phone or on their business email. At least there is a recall. Also remember, there may be some closed groups where your request for membership may be pending approval for quite a while.

eGrabber’s tools

eGrabber has invented tools that can actually help you in making the process of engaging with C Level decision makers easier and meaningful. Our tools can get you their business emails and phones. That way, your time to find contact information of your prospects is cut down.

Click Here to Download a Free Trial Version of our tool. Experience it yourself.

Use LinkedIn to establish your initial contact and thereon continue your serious business over email/phone.

Happy Selling!!!

You finally got to speak to a prospect on the phone, or a tradeshow! How do you start?

Within few seconds, the prospect will make a snap decision to..

1. Ignore-you,
2. Tolerate-you
3. or Give-Undivided Attention.

To get undivided attention, the prospect needs to have a strong sense, within those initial seconds, that you likely have the knowledge & expertise they need to solve their problem.

Two important things for you to keep in mind as you visualize your pitch:

1. The prospect first needs to buy into YOU – They need to respect your expertise, before they buy into your solution
2. The length of your response does not matter – As long as you are saying things that makes the prospect eager to hear your next sentence, and the following,.

Here is a 3-Step Response Formula ( followed by an example of how I use it)

Here is a 3 step process I developed to retain my target prospect’s undivided attention, and it works like a charm almost all the time. I taught this to several sales & marketing teams, and they have seen much higher prospect engagement level during their first conversation

This method works for any product or service you sell. I hope it works for you too.

1. Make prospect believe you understand their problem

Quickly articulate the most significant problem the prospect is likely facing, in a manner that shows “you have deep knowledge about the consequences of that problem”. Also show you have heard about this issue directly from several customers. Ideally you will pick the problem that your product / service addresses the best.

The key at this stage is NOT to spray the prospect with multiple problems, just pick the most significant one, and go through this sequence. If you do this right, you will get lots of time later to do everything else. Even if you get the wrong problem, you will get a shot at that problem if they think you know a lot.

The idea is to answer the question as well as you can, without asking any further questions from prospect. If you start asking questions, you will be no different to any other average sales person. If you get this right, the prospect will spend all the time you need later.

2. Show one believable reason why problem exists

Here you need to come across like an Expert with hidden insight on why that problem exists. Any history of how the industry grew & how the problem grew can make you look like an expert.

3. Show how your solution uses above knowledge

Articulate concisely how your solution leveraged this knowledge & insight, to help design the core benefit of your product or service. To be effective & credible, your solution MUST have a direct connection with point #1 and #2..

Usage Example

eGrabber Prospect:

“I am not having much success getting prospects on LinkedIn to respond. Do you have something that helps?”

eGrabber Response:

Sales people initially love LinkedIn, because they actually get to see where their ideal prospects are working. As bonus they also get nice conversation starting points from the Profiles.

The problem starts when they start engaging them. They are surprised by how few respond back to their InMail messages. That’s mostly because there is a disconnect between how they as sales people want to use LinkedIn and how most members actually use it.

(I am Guessing this might be their problem)

Members see LinkedIn as a career-site. They direct messages from LinkedIn to their private gmail like accounts, just as they would if they were on a dating site!. and read messages during their personal time & weekend – not during work hours.

LinkedIn site is great for recruiters who are trying to recruit; and it has been fantastic for sales people once they figured out an alternate way to get to these same prospects at their work place.

(Am I coming across as an expert on LinkedIn & why businesses might be failing?)

With eGrabber solutions, you will be able to do just that.

With our solution, you would continue to pick prospects on Linkedin, but instead of sending InMails to their personal IDs, you would click a different button & send the same emails to the prospect’s work email ID.

Since your Linkedin prospects get your email within seconds of you sending it during the time they are work-focused, you will more then likely get an immediate response if you hit the right chord.

—
Did the solution address the core problem articulated by the prospect earlier?
and also, did the example show you how to leverage the 3-step formula to cast your own spell on your prospect?

 ———————-

Here is an example of an eGrabber tool you can use to reach prospects on LinkedIn at their work place Account-Researcher):

Bottomline: You will get a better hearing from the prospect, if they think you have expertise that they don’t have, to solve their problem.

One common missing element for most B2B companies is a good list. Now don’t get me wrong, most companies do have a customer list.  The “List” I am talking about is a “potential customer” or “prospect list”. In all my experience, in this day and age, Incredibly, many companies today are missing this “potential customer list”… this major growth asset!

Find Potential Prospect Lists for Your Business. Get More Sales & Increase ROI. [Try it FREE]

Why is a Prospect List important today?

Two technologies had a dramatic effect on how we do business: Voice Mail and the World Wide Web. Between 1990 and 2000 both became universally available to most companies.

Prior to Voicemail, it was common place for people to answer their phones. It was our primary form of non face to face communication. The social norm was that to ignore an incoming phone call was rude. In fact, secretaries and “gate-keepers” were asked to return every single call.

The arrival of Voice Mail quickly spelled the end to being able to get your buyer on a direct dial. Today, executives don’t answer the phone. They don’t return the voice messages left by unknown sales representatives. So cold calling is dead and has been dead for over a decade.

The World Wide Web, has had an equally massive impact on the way buyers make decisions. Prior the mid 90’s buyers needed sales people because sales people possessed information. Sales people had catalogues, product knowledge and industry expertise. Sales people had the knowledge, and knowledge is power.

Today, the buyer has all the power. With a few mouse clicks, they can find in depth information about you, your company and your services /products. They can also instantly research your main competitors. They can obtain comparitive reviews of you and your competition.

So, if you do not have a potential prospect list of interested buyers, your chance of success in sales is very low!

Does this mean that the role of sales people is obsolete?

No, not at all!

However, the expectation that your outside sales force will bring in a constant stream of new accounts most likely is. The same buyers that don’t answer the phone and don’t return calls, are still very interested in conversing with sales reps; but only when the time is right… for the buyer!

An intelligent prospect list gives the lead generation department (even if that is you) the power to conduct successful outbound marketing. The art of it is in two vital elements. One to know where and how to find potential customers and two, to understand the triggers that your prospects might respond to. After that it is simply an act of providing headlines and offers that will cause them to act. A laser sharp communication program matched to your potential customer’s buying triggers will pay off big.

Where does this “intelligent” data come from? Thankfully there are amazing new technologies to target and find the contact data that’s required. My next posts will reveal some of those tools and how to use them. In the meantime, check your list.

How many true potential customers do you have that contain full address, phone and email contact information?

Fastest Way to Build Targeted Prospect Lists From the Internet 
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An exhibitors list can become a gold mine of leads if you can leverage it to its fullest potential. Yes, you can turn your exhibitors list into a highly targeted prospect list if you can get all the company contact information including decision maker name, email, phone, etc. But unfortunately that is not the reality.

Typically exhibitors list provide you only company names. You got to manually search or research on the Internet to find company contact details. It might take days, weeks, months or more depending upon the number of companies, and it might even warrant additional resources to research on the Internet. This is where an Internet research tool such as LeadResearcher Pro can be handy.

Software to Find Decision Makers in Companies

LeadResearcher Pro is a powerful Internet research tool that helps you to find company contact details for any exhibitors list in just a few clicks.

With just company names, LeadResearcher Pro helps you to quickly find the decision makers in a company.

All you need to do is:

1) Just import your exhibitor list with company names into LeadResearcher Pro

2) Click Find > Find Decision Makers and select any one of the Titles from the list.

LeadResearcher Pro instantly searches the Internet and displays the names of the decision makers in a few minutes.

Find Company Contact Details

Now, using the name of the decision maker and the Company name, you can find the other missing contact information including the company contact information.

To find all other missing contact information,

1) Click Find > Find All

LeadResearcher Pro finds all the other missing contact information such as business email address, business phone number, website URL, web profiles, company links, news info, time zone, company size, etc.

LeadResearcher Pro helps you to find company contact details for any exhibitors list in no time.

Download your Free Trial Today