CRE BROKERS: 6 Steps to LinkedIn Success
A decade ago, LinkedIn felt like a forgotten social network.
Having been on the platform since April 19, 2004 I’ve seen it explode. Today, more than 65 million decision-makers log in each month – and for CRE Brokers like you, that makes it one of the most powerful channels to build presence. And as you should already know, presence drives business.
I’m living proof of the surge. I can’t keep up with the dozens of DMs per day, hundreds per week. Easily.
Here’s the problem I’m noticing:
99% of them are clearly automated messages. No care. No context. No thought. Don’t get me wrong, I LOVE AI, but I’m sure it’s partly caused by how easy it can be to generate a bunch of mediocre outreach messages these days.
But here’s why this is a good thing: It’s never been easier for you to stand out.
And it got me thinking: if this is what I’m getting, chances are many CRE Brokers are making the same mistake when connecting with potential clients or even fellow CRE Brokers. Whether you’re building a client pipeline or a peer network (and both matter), your approach has to stand out.
Real connections win. Not in the fluffy “I’d love to add you to my professional network!” way, but in a deliberate, professional way that adds value from the very first touch.
Let’s walk through how to do that in this week’s newsletter.
Important: I’m going to assume you already have a profile set up and are using the platform to build relationships. That’s the starting point.
Basically, this is for CRE Brokers who are already using LinkedIn.
Step 1: Send a Welcome Message
What is the first thing you should do after a connection accepts your request?
Send a short, personalized welcome.
Thank them for connecting. Show you actually looked at their profile. Give them a reason to keep the conversation alive.
Why bother? Because by accepting your invite, they’ve extended trust. That trust disappears fast if your first move is a canned sales pitch.
From this point on, your goal is simple: move the relationship forward.
Step 2: Ask Strategic Questions
Think back to your pipeline strategy. On LinkedIn, there’s no “deal” to push forward yet, so you move the relationship. Strategic, open-ended questions make that happen.
A few examples:
- Fact: “I saw you recently expanded into industrial — how’s that going?”
- Opportunity: “What’s your biggest growth focus for the next 12 months?”
- Consequence: “What’s at stake if that expansion doesn’t happen?”
- Understanding: “What’s been your best approach so far for finding new space?”
If the conversation starts to flow, don’t keep it locked inside LinkedIn’s inbox. Move it to a call, meeting, or even email. Of course, this isn’t necessary every time.
Step 3: Use Three Daily Cultivation Channels
- Messages
Follow up on what your connections post. Comment privately with a relevant question. Keep the conversation moving.
- Notifications
Work anniversaries, promotions, birthdays… these are layups for starting dialogue. Don’t ignore them. A short, thoughtful note beats a generic “Congrats!”
- Comments
When someone likes your post, ask them what resonated. It’s a great way to learn more about your market and spark new conversations.
Step 4: Move Toward a “Close” (Optional Depending On Who You’re Reaching Out To)
Once you’ve established rapport, introduce your value proposition naturally.
Example: “Many of the attorneys we work with are struggling to find office space that matches their needs. We have developed a location identification platform that has increased our client’s space productivity by an average of 23% Would you like to learn more?
Then give them a low-commitment next step: “What do you think about a quick 15-minute call? I’m free tomorrow morning.”
Step 5: Protect Your Network
Pro tip: LinkedIn owns your connections unless you secure them. Export your connections every 30 days. That way, if LinkedIn ever changes, your network is still yours.
But here’s the warning: don’t dump those emails into a mass list. If you spam, you risk your reputation and your deliverability. Use your list with care.
Step 6: Put It into Practice
Spend 15 minutes a day on this process:
- Check notifications and respond to at least 3
- Send 2–3 personalized messages
- Comment meaningfully on 2 posts
Do it daily and you’ll see results. Your LinkedIn will stop being a static profile and start being a live pipeline.
Like anything in CRE Brokerage, when you approach it with care, consistency, and clear next steps, any strategy can really start to work in your favor. It’s no different here.
If you want us to help you create your own personal strategy for using LinkedIn to meaningfully grow your network and presence, book a call with us below.
👉 Book a free 30-minute Broker Break-Through Strategy Session.
