--- title: What It Actually Takes to Find a Client in Commercial Real Estate description: What it actually takes to find a real prospect in commercial real estate — the volume behind every deal. --- [Skip to content](https://blog.anchorpointcommercial.com/blog/what-it-actually-takes-to-find-a-client-in-commercial-real-estate#main-content) [![](https://blog.anchorpointcommercial.com/hs-fs/hubfs/Anchor%20Point_logo2%20white.png?width=1000&height=800&name=Anchor%20Point_logo2%20white.png)Homepage](https://blog.anchorpointcommercial.com/blog/www.anchorpointcommercial.com) - [Home](https://www.anchorpointcommercial.com) - [Blog](https://blog.anchorpointcommercial.com/blog) - [Contact](https://www.anchorpointcommercial.com/blank) [Contact Us](https://www.anchorpointcommercial.com/blank) - [Home](https://www.anchorpointcommercial.com) - [Blog](https://blog.anchorpointcommercial.com/blog) - [Contact](https://www.anchorpointcommercial.com/blank) [Contact Us](https://www.anchorpointcommercial.com/blank) # What It Actually Takes to Find a Client in Commercial Real Estate ![Michael Reyes](https://blog.anchorpointcommercial.com/hs-fs/hubfs/417157707_122120224694114254_49946049294235145_n%20(4).jpg?width=48&height=48&name=417157707_122120224694114254_49946049294235145_n%20(4).jpg) Michael Reyes August 25, 2026 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 ## Share this post [mailto:https%3A%2F%2Fblog.anchorpointcommercial.com%2Fblog%2Fwhat-it-actually-takes-to-find-a-client-in-commercial-real-estate](mailto:https%3A%2F%2Fblog.anchorpointcommercial.com%2Fblog%2Fwhat-it-actually-takes-to-find-a-client-in-commercial-real-estate) ## Keep reading ### [Northeast 1,200 SF retail suite — Sandstone Pointe, Northeast El Paso](https://blog.anchorpointcommercial.com/blog/1-200-sf-retail-suite-sandstone-pointe-northeast-el-paso) ### [![](https://blog.anchorpointcommercial.com/hs-fs/hubfs/AdobeStock_2045357685.jpeg?width=5248&height=2944&name=AdobeStock_2045357685.jpeg) When a Deal Takes Longer Than Expected](https://blog.anchorpointcommercial.com/blog/when-a-deal-takes-longer-than-expected) [![](https://blog.anchorpointcommercial.com/hs-fs/hubfs/Anchor%20Point_logo2%20white.png?width=1000&height=800&name=Anchor%20Point_logo2%20white.png)](http://www.anchorpointcommercial.com) - [Home](https://www.anchorpointcommercial.com) - [Blog](https://blog.anchorpointcommercial.com/blog) - [Contact](https://www.anchorpointcommercial.com/blank) --- Privacy Policy · Legal · © 2026 Anchor Point Commercial Group. 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