How to Get Industrial Real Estate Leads
in Australia

The reality of AU industrial prospecting

Every Sydney or Melbourne industrial agent starts the same way: a mix of cold-calling from a LinkedIn list, driving the M7 looking at for-lease signs, and hoping the agency's CRM surfaces a warm lead. Two years in you realise the LinkedIn list is recycled, the signs are stale, and the CRM is your own calls from 2022.

The agents who consistently out-earn the rest aren't working harder. They're running a tighter loop: for every listing, they identify the 30–80 businesses operating within 200 metres and reach the decision-makers directly. No database. No cold list. Just radius + title + email. This post walks through exactly how that workflow runs in Australia.

Step 1: Start from the listing, not the tenant list

If you've been given a new industrial listing — say a 3,500 sqm tilt-slab on Old Wallgrove Rd, Eastern Creek — don't open your CRM first. Open a map. Draw a 200-metre circle around the address. Inside that circle are 40–80 businesses, and statistically, 3–6 of them are in quiet conversations about their lease right now.

This is the inversion. Most agents build a tenant target list and match listings to it. The neighbour strategy does the opposite: it builds the target list from the listing. In Australian industrial — where tenancy clustering is extreme along the M7, M80, M1 spines — the operators with the strongest structural reason to take that space are already inside the radius.

Step 2: Find every business in the radius

The tools available in AU, ranked by quality for this specific task:

• SCAYLED — radius scan returns every business, verified decision-maker, same-building flag, in 2 minutes. Purpose-built for this step.
• Google Maps + Street View — works manually for smaller radii. 30–60 minutes per listing if you're diligent in Western Sydney density.
• CoreLogic AU (RP Data) — excellent for title and ownership, limited for live occupier data. Use it for the landlord side.
• Cityscope — strong on CBD office tenants, weaker coverage in outer industrial submarkets.
• ASIC business register — confirms company entity but doesn't surface who actually trades from the address.
• LinkedIn Sales Navigator — can work but you're searching by person/company, not by location — the query is backwards.

Regardless of the tool, the output you need is the same: a list of 30–80 businesses, each with name, address, domain, industry, and at least one decision-maker contact.

Step 3: Score and segment

Not every neighbour is a lead. The hierarchy, from highest to lowest conversion:

1. Same-building — businesses already operating in the same physical structure. They know every column, every dock, every neighbour. ~30% reply rate.
2. Same-estate— businesses in the same industrial estate (Eastern Creek, Moorebank, Wetherill Park, Truganina, Rocklea). They know the estate's rent band, traffic, landlord. ~15% reply rate.
3. Direct neighbour, different estate — within 500 m but outside the estate boundary. ~8% reply rate.
4. Broader radius— within 1 km. Fallback when the first three haven't converted. ~3% reply rate.

Tier 1 and 2 cover 80% of conversions with 20% of the email volume. That's the discipline most agents skip.

Step 4: Find the decision-maker

In AU industrial, the signatory title varies by tenant size. For the top 20% of prospects, confirm before sending:

• Owner-operator (under 500 sqm): Director, Founder, Owner. Often the same person.
• Mid-market (500–2,000 sqm): Managing Director, General Manager, Operations Director.
• National 3PL (2,000–10,000 sqm): National Operations Manager, Distribution Director, Supply Chain Director, State Manager.
• Corporate branches (3,000 sqm+): State Manager, Regional Director, Facilities Manager. State Manager is the dominant AU-specific title — it reflects the branch-per-state structure most national operators run.

State Manager and GM are the most-often-correct guesses in AU. When in doubt, email both and let them route it.

Step 5: Write the outreach

The email that works in AU industrial follows a tight template:

• Subject: reference the address and what's happening there. E.g. "Space available next door to your Old Wallgrove operation".
• Line 1: why you're emailing them specifically. "I noticed your team at Eastern Creek Logistics is operating at 80 Old Wallgrove Rd."
• Line 2: the listing and why it might fit. "A 3,500 sqm industrial space has just come available at 120 Old Wallgrove, on the same estate."
• Line 3: single, low-commitment ask. "Would you be open to a quick chat this week?"
• Sign off: your name, agency, direct mobile.

Five to six lines total. No attachments. No agency boilerplate. Agents who send 500-word introductions get ignored; agents who send 60-word emails get replies.

Step 6: The follow-up ladder

Almost no lead replies to the first email. Structure your follow-ups:

• Day 0: initial email.
• Day 3: one-line follow-up. "Ping on my earlier — worth a five-minute call?"
• Day 7: phone call if you have the mobile. Leave one voicemail.
• Day 14: a different angle email — market update, rent comparison, a question about their current lease term.
• Day 30: drop them from the active list, add to your quarterly check-in batch.

Most AU agents over-follow on tier-3 and under-follow on tier-1. Flip that. A same-building prospect deserves five touches; a 1 km radius prospect deserves two.

Step 7: Track what actually converts

The biggest single uplift in my own practice came from tracking every outreach by tier and measuring reply rate, meeting rate, and deal conversion. Most agency CRMs don't segment this way — add a custom field. After 50 listings, you'll know which tier is worth pressing and which to drop.

My own five-year average on AU industrial, tracked tenant-by-tenant: same-building converts to meeting at 28%; same-estate at 14%; direct-neighbour at 7%; broader radius at 2%. Those numbers hold surprisingly well across Eastern Creek, Truganina, Rocklea, Kewdale.

Mistakes that burn the pipeline

• Sending a generic agency introduction — most emails get deleted in three seconds; yours has two seconds to earn the fourth.
• Cold-phoning tier-3 — burns goodwill for a 2% reply rate. Save the phone for tier-1 after email.
• Not tracking who you've contacted — the same prospect getting three emails from three agents in your office is an avoidable unforced error.
• Ignoring same-building matches — the highest-converting lead type, routinely skipped because agents assume "they're already happy where they are." They usually aren't.
• Using the listing agent bio in the email — you're pitching the space, not yourself.

When to go beyond the neighbour strategy

The neighbour strategy covers ~70% of industrial leasing demand. The remaining 30% is captured by:

• Buyer-side enquiries routed through your agency's central funnel
• Landlord introductions (the landlord knows a tenant in their other property considering a move)
• Industry event and association networking (Property Council of Australia, SCLAA, ALC)
• Direct response to your marketing (signage, listings, LinkedIn content)

Use them as supplements, not substitutes. The neighbour strategy should still drive the bulk of your outbound outreach on every listing.

What to do this week

Pick one listing you're currently working. Then:

1. Run a 200 m scan (or build the list manually from Google Maps).
2. Identify 5–10 same-building matches and verify the decision-maker.
3. Send 5–10 six-line emails this afternoon.
4. Check in Day 3, Day 7, Day 14.
5. Measure the reply rate.

If you get even one meeting out of that batch, you've hit average. Two meetings is above average. Three is exceptional. Whatever you get, that's more than you'd have got from another round of LinkedIn recycling.