The Challenge
Our client, a startup medical commercial real estate firm, was struggling to scale beyond their initial success. While they had the expertise and relationships to close deals, they faced several critical challenges:
- Limited visibility: Competing against established firms with decades of market presence
- Inconsistent lead flow: Relying primarily on referrals without a systematic approach to lead generation
- Low deal values: Average deals hovering around $100K, limiting growth potential
- No marketing systems: Ad-hoc marketing efforts without clear workflows or measurement
The firm knew they needed to establish themselves as a credible authority in the medical CRE space, but didn't know where to start.
Our Solution
We implemented a comprehensive three-channel marketing strategy inspired by successful medical CRE firms, designed to build authority, generate qualified leads, and support larger deal closures.
1. LinkedIn & Social Media Authority Building
We positioned the firm as thought leaders in medical CRE through strategic content marketing:
- LinkedIn content strategy: Weekly posts showcasing market insights, available properties, and successful deal case studies
- Industry-specific content: Educational posts about medical office leasing, tenant representation, and landlord services
- Visual storytelling: Professional property photography and virtual tours to showcase listings
- Engagement campaigns: Targeted outreach to healthcare providers, dental practices, urgent care centers, and ambulatory surgery centers
- Platform expansion: Built presence on Instagram and Facebook with consistent "Lease with Confidence" messaging
2. Email Marketing & Lead Nurture System
We developed an automated email marketing system tailored to medical real estate:
- Segmented campaigns: Different sequences for tenants vs. landlords, and by specialty (dental, veterinary, imaging centers, etc.)
- Market insights newsletters: Monthly updates on medical real estate trends, available spaces, and industry news
- Property alerts: Automated notifications for new listings matching subscriber preferences
- Educational drip campaigns: Series explaining the leasing process, lease negotiation tips, and market analytics
- Re-engagement sequences: Targeted campaigns for dormant leads with compelling offers and market updates
3. SEO & Content Marketing Dominance
We established search visibility for high-value medical CRE keywords:
- Targeted keyword strategy: Optimized for "medical office space for lease," "healthcare real estate," "dental office space," and location-specific terms
- Service-specific landing pages: Created dedicated pages for tenant representation, landlord services, and different medical specialties
- Content hub development: Built an "Insights" blog covering topics like lease negotiations, market trends, and practice location strategies
- Local SEO optimization: Claimed and optimized Google Business Profile, earning 5-star reviews and local search dominance
- Property listing optimization: Structured data markup for properties to appear in rich search results
Implementation Timeline
Month 1-2: Foundation & Strategy
Brand positioning, website audit, keyword research, content calendar development, and email infrastructure setup
Month 3-4: Launch & Content Creation
Launched all three channels, began consistent posting schedule, created service pages, started email campaigns
Month 5-6: Optimization & Scaling
A/B tested messaging, refined targeting, expanded content production, built backlink profile
Month 7-9: Lead Generation Acceleration
Qualified leads flowing consistently, SEO rankings improving, email list growing, social engagement increasing
Month 10-12: Deal Velocity & Results
Larger deals in pipeline, multiple inquiries per week, established market authority, doubled deal values
The Results
Within 12 months of implementing our marketing system, the transformation was dramatic:
$100K
$200K+
Average Deal Value
Referral Only
5-10/week
Qualified Leads
Page 5+
Top 3
Search Rankings
Key Outcomes:
- Doubled average deal size from $100K to $200K+ through better positioning and lead quality
- 500K+ square feet in total closed deals attributed to marketing-generated leads
- Established market authority with consistent thought leadership and content
- Predictable lead flow with 15-20 qualified leads per month through all channels
- Reduced sales cycle by 30% through better lead nurturing and education
- 85% client retention with improved communication systems
- Top 3 search rankings for high-value medical CRE keywords in target markets
- 5-star online reputation building trust with prospective clients