What It Actually Takes to Find a Client in Commercial Real Estate

People see the closed deal. They don't see what it took to get there.

Behind almost every lease or sale is a real number worth talking about: dozens, sometimes hundreds, of calls before you reach the right person.

What the Process Actually Looks Like

Most calls don't reach the decision-maker directly. They reach a gatekeeper — a receptionist, an assistant, an office manager.

Some take your information and pass it along. Some ask you to email instead. Some say "not interested" on behalf of someone who was never asked. A few connect you directly.

Out of every batch of calls, only a small fraction turn into an actual conversation with the decision-maker. And only a fraction of those turn into a real opportunity.

Why This Matters

This isn't a flaw in the process. It's the process.

Finding the right tenant, buyer, or seller means being willing to make the calls that don't go anywhere — consistently, without letting the "not interested" calls slow down the next one.

What Separates Brokers Who Do This Well

They track everything. Every gatekeeper conversation, every "call back later," every referral to someone else — logged and followed up on.

They don't take "not now" personally. A gatekeeper's answer today doesn't mean anything about tomorrow.

They stay consistent. The volume only works if it doesn't stop after a bad week.

What This Means for You

If you're a property owner or business owner who's been contacted by a broker doing this kind of outreach — that persistence is usually a sign they're actually working the market, not just waiting for it to come to them.

Have you ever wondered how many calls happen before a broker calls you with the right opportunity?

Looking for a broker who's actively working the El Paso market on your behalf? Let's talk about what you're trying to buy, sell, or lease.

Michael Reyes
Anchor Point Commercial Group | eXp Commercial
915-348-3100
MReyes@AnchorPointCommercial.com