How do you generate leads for commercial leasing?

Situation

In my previous role as a leasing associate for a mixed-use property developer, I was tasked with filling a newly constructed office building with a 40% vacancy rate.

Task

My goal was to build a pipeline of qualified prospects through proactive outreach, targeting B2B tenants in the BPO, tech, and professional services sectors.

Action

I first built a list of 200 target companies using online business directories and LinkedIn Sales Navigator, then qualified each by firm size and expansion triggers. I initiated contact through a sequence of three personalized emails and two cold calls per prospect, referencing their potential space needs. For those who showed interest, I scheduled site tours and presented tailored floor plans.

Result

Within six months, I converted 15 leads into signed leases, filling 12,000 square meters and reducing the vacancy rate to 25%, while maintaining a 5% lead-to-lease conversion rate.