{"id":22245,"date":"2019-04-10T14:27:30","date_gmt":"2019-04-10T12:27:30","guid":{"rendered":"https:\/\/www.commercialcafe.com\/blog\/?p=22245"},"modified":"2025-03-25T16:09:53","modified_gmt":"2025-03-25T13:09:53","slug":"5-lead-generation-mistakes-commercial-real-estate","status":"publish","type":"post","link":"https:\/\/www.commercialcafe.com\/blog\/5-lead-generation-mistakes-commercial-real-estate\/","title":{"rendered":"The 5 Worst Lead Generation Mistakes in Commercial Real Estate"},"content":{"rendered":"

Prospects are coming to your commercial real estate website<\/a> looking for property to buy or lease. You don\u2019t have to cold call them. You don\u2019t have to chase them down for a meeting. And you don\u2019t have to play telephone tag.\u00a0By seeking you out, they\u2019ve already qualified themselves as potential prospects. But potential<\/em> doesn\u2019t pay the bills. If you\u2019re not converting as many prospects into clients as you think you should be, you might be making lead generation errors without even realizing it. Here are the five worst and most common lead generation mistakes in commercial real estate \u2013 and what you can do to avoid them.<\/p>\n

#1 Not Following Up On Leads<\/h2>\n

Believe it or not, not following up on leads is at the top of lead generation<\/a> mistakes in commercial real estate. When the real estate market is strong, letting leads go from hot to warm to cold is easy to do.<\/p>\n

Clearly, that\u2019s a bad way to do business. But it\u2019s also a great way to help your competition and lose money. If a prospect doesn\u2019t hear back from you in a reasonable period of time, they\u2019ll simply go to another CRE firm that acts like they want their business.<\/p>\n

#2 Clogging Your Real Estate Lead Pipeline<\/h2>\n

Maybe you\u2019re following up on leads but don\u2019t have a system to follow after the initial contact.<\/p>\n

A real estate lead pipeline is the path your leads take from the first inquiry to signing the contract to purchase or lease. By creating a pipeline for your CRE leads, you know where each prospect stands, how to prioritize them, and what your next step should be.<\/p>\n

A basic real estate lead pipeline has four stages:<\/p>\n

    \n
  1. Lead \u2013 all responses to your lead generation programs enter your pipeline as someone who has contacted you for more information.<\/li>\n
  2. Prospect \u2013 when the lead shows interest in one of your listings or your services they become a prospect that may do business with you at some point.<\/li>\n
  3. Client \u2013 prospects become clients when they agree to let you represent them in the sale, purchase, or lease of the commercial property they\u2019re looking for.<\/li>\n
  4. Sold Client \u2013 a good real estate pipeline helps you maintain your relationship with the client after the transaction is completed because satisfied clients are great for repeat business and referral business.<\/li>\n<\/ol>\n

    #3 Not Using Video Marketing<\/h2>\n

    People love to watch. According to HubSpot<\/a>, over 50% of consumers want to watch a marketing video instead of reading text or looking at photos. The longer a visitor stays on your site watching a virtual tour of your office space or panoramic drone video footage<\/a> of your latest listing, the greater the odds are that they\u2019ll contact you for more info.<\/p>\n

    Using video marketing to generate commercial real estate leads is quick and easy. In fact, there are more than a dozen different types of CRE marketing videos you can create right away.<\/p>\n

    #4 Forgetting To Nurture Your Leads<\/h2>\n

    There is always a certain percentage of leads that are \u201ctrash\u201d or \u201cdead\u201d because people provide inaccurate contact information. It\u2019s simply the nature of the lead generation game.<\/p>\n

    But one big lead generation mistake that commercial real estate agents make is to label a lead as dead just because the prospect doesn\u2019t respond right away. Using this 4-step plan can help nurture your leads and turn more prospects into money-making clients:<\/p>\n