Retail, Offices & Commercial Real Estate
Winning Business: Lead Generation & Client Development
Build a durable business development system for commercial brokerage: define a patch and own it, prospect with market insight rather than pleas, grow referrals and professional reputation, and convert interest into signed mandates.
Curriculum
The Broker's Pipeline
Deals come from a system, not luck: pipeline stages from suspect to closing, choosing a patch you can own, and the activity maths that connects daily effort to signed mandates.
Prospecting That Works
Canvassing landlords, occupiers and developers with a reason to talk: market intelligence as the door-opener, insight-led outreach, and disciplined work on expiries, transactions and databases.
Referrals, Reputation & Presence
Turning every completed deal into the next two: referral systems with adjacent professionals and a credible market presence that earns inbound calls without gimmicks.
Converting Interest into Mandates
The pitch meeting and the mandate proposal: scoping, exclusivity and fee conversations without underpricing, qualifying hard, and keeping clients between deals.
Course assessment
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More in this academy
Commercial Leasing & Value
How leases, tenant mix, and covenant strength drive commercial value.
Occupier & Tenant Representation
Advising occupiers and representing tenants: reading the occupier's business need, defining requirements, comparing stay-vs-go and lease-vs-own, and negotiating on the tenant's behalf.