There are many essential steps that need to come together for you to be successful in turning real estate leads into clients:
1. First, there’s the discovery process—finding the properties and owners that fit your target market.
2. From that discovery, you have to construct a list of property owners.
3. Then you have to research, organize, and manage that list over time.
Seems simple, right? Well, unfortunately, it’s not quite that simple.
Whether you’re a commercial broker, investor, roofer, solar installer, lender, or anything in between, everything above contributes heavily to your ability to win new business from commercial owners.
In this article, we’ll show you specifically how to construct a powerful real estate leads list (of property owners)—regardless of your market and what you’re offering to owners.
Tips for Building a Real Estate Leads List
Commercial real estate lead lists are the glue that bring lead generation and lead conversion together.
If your lead generation efforts are effective, a well-organized list of leads is what carries that effectiveness through to your closing efforts.
When filled with the right property owners and prioritized based on potential ROI, a real estate leads list can make success consistent and scalable for your business.
Below, we’ll show you:
- How to find true commercial property owners in your market with Reonomy
- How to export a list of those owners
- How to turn that list into new business
How to Find True Commercial Property Owners in Your Market
When looking for high-quality leads, there are two necessities:
First, you must understand your target prospect to a tee. The better you understand your target, the more efficient your search for leads will be.
Second, you need to be able to actually find and get in touch with those prospects.
That all starts with having the right resources and tools at your disposable.
Instead of having to buy real estate leads from a general source that’s unfamiliar with your services, you can quickly sift through the market yourself with a property intelligence tool like Reonomy.
Reonomy Commercial Real Estate Lead Generation
The Reonomy Platform makes it easy for you to discover new leads in your market, with customizability that doesn’t quite exist with other platforms.
You can use the platform to search for commercial assets anywhere in the US, but search those assets based on the specific qualifying characteristics that most align with your business.
For example, you can:
- Identify properties likely to sell off market
- Find owners looking to refinance
- Find buildings that need renovations, cleaning, or other services
In other words, in your market, you can identify properties based on very specific physical, financial, and transactional characteristics.
By searching for and identifying properties of interest based on very specific details, you can find property owners with a high-potential to convert to clients.
If you search a market and find many owners that you qualify as prospects, you can export that list to fuel your outreach (jump ahead to see how to do it).
Commercial Property Listings Platforms
For those looking to buy or sell commercial properties, online listings websites serve as another way to find property owners within a specific market.
Given the ability to search and get in contact—albeit with a broker—listings platforms are reliable when looking for specific types of properties that are ready to sell.
Commercial property listings give you access to properties where the intent of the owner is not in question.
Public Property Records
Whether online or in person, public property records can serve as a source for you to find leads based on a property’s address.
Accessing public property records can sometimes be more time-consuming than other options.
When used efficiently, however, they can provide great insights into a property, and give you a bit on owners and past transactions.
Public property records can be used to find property owner names, but will not include the phone numbers and email addresses associated with those owners.
Real Estate Content Marketing
Another great way to continuously generate high value leads for your list is to create highly targeted web content.
With search engine optimized content, property owners within your target audience will find their way to your website after searching the web for their specific needs.
By letting them come to you, it is more likely that they’re interested in your services, therefore presenting a high potential ROI.
How to Export a List of Property Owners
So, say you’ve searched Reonomy and have a list of property owners you’d like to reach out to. What now?
Well, you can simply export that list of owners to use as your leads list.
Reonomy Real Estate Leads List Export
You can export a leads list from all of your search results, or by using the labelling tools to select only certain properties to include in your export.
To label properties in bulk, click on the “More” dropdown in your main list of results, then click “Label.”
To export a list of labelled properties, visit the “My Properties” tab within the Reonomy Platform.
From there, you can select the group of properties with your export-related label, and then export the list.
You can revisit your labelled lists as frequently as you’d like, without losing your place.
To provide some more context, let’s take a look at a very common example of someone using Reonomy to build a list of property owners:
Multifamily properties are one of the largest asset classes in the country in terms of total volume.
Many markets are saturated with multifamily properties, therefore making targeted, prioritized lead lists very, very important.
To build a leads list of multifamily property owners in any market nationwide, you can start your property search with location and asset type filters.
If you were to search for all-multifamily properties in Asheville, NC on Reonomy, you’d come up with over 1,500 results.
To narrow that search down, you can add other filters based on the size and age of the building, the size of the lot, and the sales and debt history attached to the property and its owner.
Perhaps you’re looking for properties that specifically have between 5 and 10 units in total.
By adding a unit range filter to your search, you’re now left with 123 results.
Let’s also say that you’re looking for properties with a most recent mortgage of in between $300,000 and $500,000.
By adding that debt filter, you’re now left with only fifteen results. At this point, you can add a label to your eleven properties to prepare them for export.
Using labels allows you to continue searching for properties without losing your target properties.
Later down the road, you can add the same label to other properties, to continue expanding your list.
Now, once you visit the “My Properties” tab (as mentioned above), you’ll be able to view your list of Asheville properties, then run an export to generate a leads list of properties.
Included in that list, will be the owner information on each property, and the option to include owner contact information on each property.
Buy a Real Estate Leads List
Without these processes in place, commercial real estate professionals will often have to simply buy a list of commercial leads online.
Buying a real estate leads list gives you immediate access to a lengthy list of property owners that may be selling, looking for refinancing, and so on.
These lists can often be expensive, however, and don’t allow for the same level of granular targeting available elsewhere.
How to Turn Your Leads List Into New Business
Once you have your leads list, the last step is to integrate it within your existing internal property owner database to start winning new business.
The easiest way to do so is to utilize a commercial real estate CRM.
By using a CRM, you can manage your incoming leads, marketing campaigns, as well as your growing list of existing leads.
You can also upload CSV files of lists straight to your CRM—whether a list you’ve exported from Reonomy, or one you’ve purchased elsewhere.
If you don’t already use a CRM, doing so can also consolidate all of your lead sources into one, making it easier to keep track of them on a regular basis, helping you manage your communication with them, from first touch to conversion.
Crafting Your Pitch
Something else you can do within Reonomy, is access layers of owner, sales, and mortgage records on commercial properties.
Organized & Efficient
In the end, the most efficient processes are ones that are organized and targeted.
Your real estate leads list is the first thing , since it fuels so many other parts of your business growth efforts.
Your real estate leads list can take you from mediocrity to best-in-class, with almost no added work in optimizing it.