Historically, I have always been in investment sales but have recently begun repping tenants in leasing transactions and really enjoy it.
The tenant rep assignments I have worked on thus far were all referred to me. So I was curious, what are some effective ways to go about prospecting for tenant rep assignments?
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Posting to keep in my history
How big is your firm and how big are the clients you're after?
Little fish are just a matter of cold calling. Big fish are much more complex, especially as a lot of the big brokerage firms have transitioned big fish tenant rep into "corporate services" over the last few years.
I work out of a boutique firm and right now I'm really looking more for mom and pop level retail assignments. Although I have worked with some small office and industrial clients.
I think the office segment might be the most lucrative in my market. It's just my knowledge of the office product is not as strong as retail.
With regard to corporate services, would you mind elaborating?
Purge your LinkedIn contacts. Figure out where they work and if they are in your area. If you've made it this far, figure out when their lease expirations are. If they expire in 18 months, start hitting them up and getting the contact information of CEO/CFO or director of real estate/facilities.
Request a meeting or an RFP to pitch why you should rep them.
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