Retail, Offices & Commercial Real Estate
Winning Business: Lead Generation & Client Development
Build a durable business development practice for commercial brokerage: define a patch and own it, prospect with market insight rather than pleas — including where no transaction data is published, grow referrals and reputation without acquiring conflicts, convert interest into properly priced mandates, deliver them to a standard that earns the next one, run the book as a business, and scale it beyond your own hours.
The promise
Build a business development practice that produces mandates year after year — a patch you own, prospecting that leads with evidence, a book run as a business, and delivery that earns the next instruction.
By the end you can
- Define a patch and run a staged pipeline against it
- Prospect with market evidence, including where no transaction data is published
- Build referrals and reputation without acquiring conflicts
- Win mandates on an honest number and deliver them to a standard that earns the next one
- Run the book on weighted pipeline, cycle time and the real cost of a bad mandate
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.
Delivering the Mandate
Winning the instruction is the start of the work, not the end of it. How the first thirty days, the honest conversation when the market disagrees with your client, and the way a deal closes decide whether you ever get instructed again.
The Economics of a Broker's Book
A broker's income is produced by a small number of decisions about what to take on, what to decline, and where the hours go. How fees are actually earned, why pipeline value is not revenue, and what a bad mandate really costs.
Scaling Beyond Yourself
A book built entirely on one person's hours has a hard ceiling and no resale value. How to build a team around a patch, sell across a firm without damaging trust, and handle the day you change firms.
Course assessment
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More in this academy
Commercial Leasing & Value
How leases, tenant mix and covenant strength drive commercial value — and how to negotiate and manage a lease across its whole life. Reading a lease for what it actually obliges, separating headline from effective rent, weighing covenant and WAULT, building tenant mix as an income decision, negotiating terms and heads of terms from either side of the table, and running the reviews, consents, arrears, breaks and dilapidations that decide what a tenancy is finally worth. Ends with an applied toolkit of templates and two worked cases.
Occupier & Tenant Representation
Advising occupiers and representing tenants: reading the occupier's business need, defining requirements, comparing stay-vs-go and lease-vs-own, negotiating on the tenant's behalf, delivering the fit-out and move, controlling occupancy cost in use, and moving from a single transaction to a portfolio strategy.