3 Strategies for When Your Pipeline Starts to Dry Up

pipeline strategies

3 Strategies for When Your Pipeline Starts to Dry Up

Every commercial real estate broker needs to maintain a solid and healthy list of clients in order to achieve their income goals. But what happens when your pipeline starts to dry up? What ways can you find new clients? It’s time to be creative and discover opportunities to build your list of commercial real estate prospects.

Let’s take a look at three key strategies for building your pipeline when it starts to dry up.

Tap into Technology

You need to cast a wider net. Your blog and website can be great tools for capturing the attention of prospects and potential leads. Utilize technology to provide potential clients an easy way to get to know you and your business better. Continuously educate them on your services, the market, and how you are uniquely qualified to help them with their next commercial real estate need.

Be sure to add a “Contact us” form on your website to capture new lead information so you can communicate with prospects and build a relationship. Once you gain their contact information, you can add them to your email marketing campaigns so your name will be top of mind when they have a need.


Commercial real estate is all about relationships – it’s what the industry is fueled by. Not only should you be networking in person at various events, you should also be networking online in order to fill your pipeline. Attend events in the area to network with other brokers, other industry professionals and potential clients to grow your clientele.

Don’t limit networking to just in-person either. Network on social media sites such as LinkedIn and comment on blogs, share Facebook posts, send out tweets to establish yourself as an expert. You may be surprised at who is taking notice of your digital efforts.

Being active and networking can help you:

  • Establish yourself as a thought leader
  • Build a personal brand
  • Generate referrals to grow your client list

Word of Mouth

It may be old school, but word of mouth referrals add instant credibility to your business. People trust people they have worked with. Personal relationships mean more than anything else. Word of mouth is one of the least expensive, but most effective forms of marketing. It’s typically the hardest to come by though.

Many lead generation tools and methods today are driven by social media and technology, but word of mouth will remain one of the most effective. Having clients or past clients advocate on your behalf is a valuable way to generate new leads. A great way to also utilize word of mouth is to display positive feedback from your clients on your website for prospects to see.

Generating new leads in today’s commercial real estate climate is fast-paced and often overwhelming. Don’t let this hinder your efforts to build your prospect list. If you find your pipeline drying up, try these strategies to generate more leads. With a quality CRM system in place, you’re sure to get better results.

Connect with us at ClientLook to learn how our CRM system can help with your marketing efforts and to generate more leads easier. Contact us today!

About the Author

Michael Griffin

Michael Griffin - ClientLook, Founder

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