Real Estate · Scenario 15

Commercial Leasing

Brokers chase every enquiry equally and burn weeks on tenants who never sign. We score leads on the signals that predict a lease and put the team’s hours where they convert.

Method · Predictive lead scoring

The situation

Commercial leasing is a long, expensive funnel: tours, proposals, negotiations — most of which die. When every enquiry is treated as equally promising, brokers spend their scarcest resource, time, on prospects who were never going to sign, while genuinely hot leads cool waiting for attention.

There’s no scoring of which enquiries actually convert — by industry, size, timing, source — so pipeline effort is spread thin and the forecast is a guess.

All equal
no prioritisation
4%
enquiry-to-lease rate
Weeks
wasted on dead leads
No score
of lead quality

Where we dig for the truth

We score every enquiry on the attributes that historically precede a signed lease, so the pipeline is worked in the order it pays.

Past enquiry-to-lease outcomesTenant industry & sizeSpace-fit & timingLead sourceTour & proposal historyNegotiation length
The commercial leasing funnelWhere enquiries fall away todaySTEP RATEEnquiries900Qualified tours28832%Proposals / LOIs12644%Signed leases3830%

Most enquiries die before a tour. A lead score predicts which ones won’t — so brokers spend tour and proposal time where it converts.

Our approach — Lead Scoring & Funnel Conversion

A lead-scoring model ranks enquiries by their probability of signing, learned from years of won-and-lost outcomes. High scores get fast, senior attention; low scores get a lighter, automated nurture. The pipeline is suddenly worked in order of expected value.

Marketing spend follows the score too — doubling down on the sources and tenant profiles that produce leases, not just enquiries.

From chasing everything to scoring the pipeline1Assemble outcomesPull years of enquirieswith their won/lostresult.2Score the leadsModel the probabilityeach enquiry becomes alease.3Route by scoreSenior time on hotleads, nurture for therest.4Fund what convertsShift spend to sourcesthat produce leases,not noise.
Enquiry-to-lease rate by lead-score tierConversion once leads are scored0%8%15%23%31%1%Cold4%Warm11%Hot26%Priority

Priority-tier leads convert at over twenty times the cold tier. Knowing which is which is the difference between a full and an empty quarter.

What changes

Same brokers, time aimed by score. Representative for a commercial leasing team.

Representative 90-day movementEnquiry-to-lease4.2%7.1%▲ +2.9 ptsBroker hrs / lease6238▼ -39%Avg. deal cycle88 d61 d▼ -31%Leases / quarter914▲ +56%
Signed leases per quarterAfter lead scoring0481216Q1Q2Q3Q4
Why this is not "social media management"
We didn't just generate more enquiries to drown the team. We scored the ones they already had so their hours landed on deals that close. Lead scoring is the quiet analytics that decides whether a pipeline converts or clogs.

Frequently asked questions

How do you improve a commercial leasing pipeline?
We score every enquiry by its probability of signing, learned from years of won-and-lost outcomes, so brokers spend their scarce tour and proposal time on the leads most likely to convert and nurture the rest automatically.
What is lead scoring?
Lead scoring is a model that ranks prospects by how likely they are to convert, using attributes like industry, size, timing and source. It turns a pipeline worked at random into one worked in order of expected value.
Isn't generating more enquiries the answer?
More enquiries just drown the team. We score the ones you already have so broker hours land on deals that close. Book a marketing audit.

Want this run on your numbers?

Send your enquiry-to-lease history and we’ll build the score that focuses your brokers.

Book a marketing audit
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