How do tenant rep brokers find new clients?
Tenant rep brokers find new clients by spotting businesses that will need space before they have chosen an adviser, then reaching the person who decides with something useful about their market. The strongest triggers are growth, lease events, new sites and funding, and the strongest openers are local: what comparable space nearby costs and what is available. Scayled helps from the occupier side: it finds businesses around a property and across the market whose operations fit a type of space, names the person who decides at each, drafts the email, and tracks every occupier for signs it will need space.
- Which businesses should a tenant rep target?
- What signs show a business will need space?
- Who should a tenant rep contact at the occupier?
- Which tools do tenant rep brokers use for prospecting?
- How does Scayled fit tenant rep work?
- What should a tenant rep's first email say?
Which businesses should a tenant rep target?
Target businesses you can serve well: a sector you know, a size band where your fees make sense, and an area where you know the stock and the landlords. Large corporates often outsource real estate to CBRE, JLL or Cushman & Wakefield under multi-year contracts, so independent and mid-sized firms usually win more in the mid-market.
Peers of existing clients are the best starting point, because you can speak to their problems with evidence. Then add businesses near the buildings you know best, and businesses in your sector that are growing.
What signs show a business will need space?
Hiring is the most common early sign, followed by contract wins, new sites, funding and lease events. A merger, a new chief financial or operating officer, or a move to hybrid working can also prompt a review of space.
No single sign is proof. A business hiring heavily with a lease ending in the next couple of years is a strong prospect; a business with only an expiry date may simply renew. Scayled tracks every occupier it finds for hiring, contract wins, new sites, funding and lease events on a map and a feed, so the combinations stand out.
Who should a tenant rep contact at the occupier?
In a small or mid-sized business, the managing director, chief financial officer or chief operating officer usually decides on property and appoints the adviser. In a larger one there may be a head of real estate or workplace. Procurement may run the selection, but rarely starts it.
Write to the decision-maker by name. A message to a generic address or to the office manager may reach the right person eventually, but by then a competitor may have been appointed.
Which tools do tenant rep brokers use for prospecting?
CoStar's tenant data shows recorded occupiers and lease information where it has it, and research tools such as BrokerHQ and its alternatives are built for tenant rep. LinkedIn Sales Navigator, Apollo and ZoomInfo find people and track job changes. BrokerHQ, a newer US tool for tenant reps, researches companies from public records such as SEC filings, including lease maturities disclosed by public companies. A CRM holds it all together.
Public filings cover listed companies, but most occupiers are private and file nothing of that kind. Property-led tools fill that gap by starting from buildings and areas rather than from company filings.
How does Scayled fit tenant rep work?
Scayled starts from a property, so tenant reps use it with addresses they already care about: a client's current building, a recent deal, or a building typical of the space their target clients use. A Listing Scan returns every business around that address with the person who decides and a drafted email. A Target Scan finds businesses anywhere in the country whose operations fit a given size, use and type.
Every occupier found is then tracked for signs it will need space, everything stays in your own Occupier Database, and outreach goes from your own inbox, for private companies too and in every country Scayled covers. Tenant rep brokers can try it free for 3 days at /start with 4 scans. Pro is built for one broker, and tenant rep teams can share a pot on the Team Plan or Market Plan with a per-broker discount, priced on /pricing.
What should a tenant rep's first email say?
Lead with something the business cannot easily find itself: what similar space nearby is leasing for, what is available that suits its size, or what a comparable firm in the area recently did. Mention the sign that prompted the note, such as hiring or a new site, if it is public.
Avoid opening with the lease expiry. Every broker who bought the same data says the same thing. Keep it short, ask one question and send it from your own inbox.
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