How to Win Bigger CRE Clients: Proven 2025 Strategies
Based on CRE Secrets Episode: “The Real Reason You’re Not Winning Bigger Clients in Commercial Real Estate”
Winning bigger CRE clients is not just about persistence; it’s about client experience, visibility, and consistency. In this episode of Commercial Real Estate Secrets, Aviva Sonenreich sits down with Marcy Moneypenny, founder of The Moneypenny Collective and a 35+ year commercial real estate leader, to uncover exactly what defines top performers in today’s competitive market. Marcy shares actionable insights on how brokers can win bigger CRE clients by stopping ordinary habits and building extraordinary client relationships.
Problem: Why Most Brokers Don’t Win Bigger CRE Clients
Many commercial real estate brokers struggle to grow their client roster beyond mid-tier accounts. Despite working hard, they miss the key behaviors that differentiate top performers:
- Lack of consistent visibility in the market
- Failure to deliver a memorable client experience
- Over-reliance on transactional interactions instead of strategic relationships
- Hesitation to pursue larger, more complex accounts
Marcy emphasizes that brokers often play it safe, sticking with ordinary approaches that fail to capture the attention of high-value clients. The result? Missed opportunities to win bigger CRE clients and stagnant growth.
Solution: The Core Strategies to Win Bigger CRE Clients
Marcy breaks down the approach that separates top brokers from the rest:
- Exceptional Client Experience – Every interaction matters. From onboarding to closing, the client should feel prioritized and valued.
- Consistent Market Visibility – Being seen consistently by target clients builds credibility and trust.
- Courage to Stop Playing Ordinary – Take bold actions, pursue larger accounts, and don’t settle for small wins.
- Structured Follow-Up & Touchpoints – Consistency beats sporadic outreach; create a plan that ensures no client is forgotten.
By integrating these behaviors into daily operations, brokers can dramatically increase their likelihood of winning bigger CRE clients and building long-term relationships with influential market players.
Proof: Marcy’s Track Record
With 35+ years in commercial real estate, Marcy Moneypenny has led major accounts for Morgan Stanley and managed brokerage offices at the highest level. Her results speak for themselves:
- Elevated teams that consistently closed high-value deals
- Established processes that transformed client relationships into repeat business
- Recognized industry-wide as a benchmark for high-performing CRE leadership
Marcy’s insights are grounded in real-world experience, making her strategies highly actionable for brokers aiming to win bigger CRE clients in today’s competitive landscape.
Action: Steps You Can Take Today
- Audit your client interactions: Are you creating an extraordinary experience for every client?
- Increase your market visibility: Share insights, attend key events, and be present where high-value clients are.
- Prioritize bold moves: Identify larger, more strategic accounts and actively pursue them.
- Implement a structured follow-up system: Ensure every client touchpoint is meaningful and consistent.
- Apply Marcy’s framework: Client experience + consistency + visibility + courage = winning bigger CRE clients.
Start today to shift from ordinary efforts to extraordinary client growth.
Q1: What does it mean to “win bigger CRE clients”?
A1: Winning bigger CRE clients means securing higher-value commercial real estate accounts by delivering exceptional service, strategic insights, and consistent visibility to attract top-tier clients.
A1: Winning bigger CRE clients means securing higher-value commercial real estate accounts by delivering exceptional service, strategic insights, and consistent visibility to attract top-tier clients.
Q2: How can I improve client experience in commercial real estate?
A2: Focus on responsiveness, personalization, and proactive communication. Anticipate client needs and create memorable interactions to stand out from competitors.
A2: Focus on responsiveness, personalization, and proactive communication. Anticipate client needs and create memorable interactions to stand out from competitors.
Q3: Why is visibility important for winning bigger clients?
A3: High-value clients often select brokers they recognize and trust. Consistent visibility through networking, content sharing, and events positions you as a credible industry expert.
A3: High-value clients often select brokers they recognize and trust. Consistent visibility through networking, content sharing, and events positions you as a credible industry expert.
Q4: Can small brokers realistically win bigger CRE clients?
A4: Absolutely. By adopting top-performing strategies—consistent outreach, bold pursuit of accounts, and superior client service—smaller brokers can compete for larger deals effectively.
A4: Absolutely. By adopting top-performing strategies—consistent outreach, bold pursuit of accounts, and superior client service—smaller brokers can compete for larger deals effectively.
Q5: How quickly can I start winning bigger CRE clients using these strategies?
A5: While results vary, implementing consistent client experience, visibility, and strategic pursuit can start showing measurable outcomes within a few months.
A5: While results vary, implementing consistent client experience, visibility, and strategic pursuit can start showing measurable outcomes within a few months.
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🎧 Listen to the full conversation with Marcy Moneypenny, founder of The Moneypenny Collective, to uncover how brokers can win bigger CRE clients and elevate their performance in today’s market.
