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Commercial real estate developers and brokers · Buyer persona

The admin head, the retail site manager and the investor need different pages.

A buyer persona for commercial real estate is a short written card describing one kind of occupier or investor: who decides, what starts the search, what they check and what makes them sign. GullySales writes the cards from your own leases and lost deals, and uses them to shape building pages, broker packs and ads.

Tell us what you needor call +91 80958 58589

Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.

Editorial illustration for B2B and B2C buyer persona development

What buyer persona means

A buyer persona is a plain description of the kind of customer who actually buys from you. It includes what they search, what worries them and who else they ask before deciding. GullySales builds this from real enquiries and past sales rather than a generic template, then uses it to write every page and advert.

Also for commercial real estate developers and brokers

Sales and marketing for commercial real estate developers and brokers, the overview.

Last updated 6 Oct 2026. Rules for this trade differ by state and professional body, and they change. We describe restrictions in general terms, so check the current position with your own council or adviser before you publish anything.

For commercial real estate developers and brokers

Where it usually goes wrong, and what we would do.

  • “Writing for the broker instead of the occupier”

    Brokers forward what you give them. If the pack speaks only of rent and area, the HR head who must sell the move to staff has nothing to read.

  • “Treating a retail chain like an office tenant”

    A retail site team asks about frontage, signage and the brands next door. Sending them an office factsheet tells them you have not read the brief.

  • “Assuming the caller decides”

    The admin head who rings rarely signs. The CFO, a founder or a regional head office does, and each needs a different answer.

What we do

What we deliver for commercial real estate developers and brokers.

Every deliverable, what it covers for you, and the result it is there to produce. Nothing here is an extra.

  1. A card for the corporate office occupier

    The admin or facilities head, the CFO and the HR head: what each checks, and what each fears about a move.

    Result: Building pages answer all three readers.

  2. A card for the retail expansion team

    The site acquisition manager of a chain, what they look for in a street and the approvals they need from head office.

    Result: Retail pages lead with the street, not the lobby.

  3. A card for the logistics occupier

    The 3PL or e-commerce operations head, their capacity plan, and the specifications that rule a shed in or out.

    Result: Warehouse pages follow the logistics head's checklist.

  4. A card for the pre-leased investor

    The HNI or family office buying for rental income, the documents they ask for and the adviser who reviews them.

    Result: Investor material leads with the tenant and the lease, not renders.

  5. Cards checked against signed leases

    Each card compared with the deals you recently signed and lost, and rewritten wherever it does not match.

    Result: The cards describe who signs with you.

How the result is measured

  • Enquiry match to persona
  • Conversion rate by persona
  • Content aligned to persona

Recorded as a baseline before work starts, so every later report has an honest comparison.

Read the full B2B and B2C buyer persona development page

A persona card for this occupier

Here is a typical card for the admin head of a mid-sized company moving its office.

An example, not a fact about your tenants. Hold each line against your signed leases and lost requirements, and rewrite whatever does not match.

Who they are
Typical: an admin or facilities head at a technology or services company of a few hundred staff, running the move alongside the day job. Check against the job titles on your signed leases.
What starts the search
Typical: a lock-in ending, a hiring plan the current office cannot hold, or a return-to-office decision. Ask every requirement what triggered it and record the answer.
What worries them
Typical: staff resigning over a longer commute, fit-out running past the move date, and charges that appear after signing. List the worries raised on your last few tours.
What they compare you with
Typical: two Grade A buildings on the same corridor, a managed office with fit-out included, and staying put on renegotiated terms. Ask the broker which buildings are on the shortlist.
Who else decides
Typical: the CFO on cost, the HR head on location, and a founder or regional head on the final call. Find out who has not toured and offer them a visit.
What makes them say yes
Typical: a test fit that holds their headcount, a rent-free fit-out period and a landlord's team that answered every question in writing. Check which of these your recent signings asked for.

Who it is for

This is written for these commercial real estate developers and brokers.

  • Office and IT park developers
  • Retail, high street and showroom space owners
  • Warehousing and logistics park developers
  • Industrial shed and land owners near state industrial estates
  • Commercial brokers and tenant representation firms
  • Managed office and coworking operators
  • Sellers of pre-leased shops and offices
  • Owners of single commercial buildings leasing floor by floor

Not for

It is not the right fit if.

  • You want a guaranteed Google ranking or a guaranteed number of leads. Nobody honest can promise either.
  • You need enquiries by next week and have nobody to answer them.
  • You want posts and reach reported, not enquiries and orders.

How it works

From your first message to the first report.

No open-ended retainer. Every step gives you something in writing.

  1. First

    Your brief

    You tell us what you need in a few short steps: your business, what you want, where enquiries come from and how they are handled.

  2. After the brief

    A conversation and a written scope

    We read it, then talk with whoever handles your enquiries. If you want our help, the scope, the fee and the reporting come in writing, and nothing starts before you have read them.

  3. Before work starts

    Baseline recorded

    Enquiries by source, reply time, conversion and cost per order, written down so every later report has an honest comparison.

  4. After the baseline

    The first fix goes live

    The fix we agreed to start with is put in place and measured against the baseline, whether that is reply time, a follow-up sequence, the page buyers land on or the handover between marketing and sales.

  5. As agreed

    Report against the baseline

    What moved, what did not, and what changes next, in plain words. How often you get it is set in writing before work starts.

  6. At renewal

    Renew on the numbers

    The term ends and you decide whether to continue from the results. The length is agreed in writing before anything starts.

How the buyer persona work runs

  1. 1

    Understand the current view

    We start with how your team currently describes the customer, since the gap between belief and reality is often the finding itself.

  2. 2

    Audit past enquiries and sales

    We look at recent enquiries and closed deals to see who actually bought, not who was assumed to buy.

  3. 3

    Interview customers and staff

    Short, structured conversations surface the real language, worries and triggers behind a purchase.

  4. 4

    Build the personas

    Findings are written into short, usable persona documents rather than a long report.

  5. 5

    Apply to your marketing

    We show exactly where each persona should change a page, an ad or a script you already have.

Why us

Why owners pick GullySales over an agency.

  • Marketing and sales, as one job

    Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.

  • The person on the first call does the work

    No account managers in between. You are never handed to someone you have not met.

  • A baseline before anything starts

    Your numbers are written down on day one, so every later report compares against something honest.

  • The fee in writing, split three ways

    Our time, your media spend and production on separate lines. You always see what goes to us.

  • No guarantees we cannot keep

    The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.

  • One office, and we say so

    Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.

#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.

Your brief

Tell us what you need, and we will read it before we call.

Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.

Tell us what you needor call +91 80958 58589

FAQ

Questions owners ask before they call.

Not here? More answers, or ask on WhatsApp.

Tell us what you need
How many personas does a commercial landlord need?
One for each kind of space you actually lease or sell, and no more. An office park may need two, a corporate occupier and a startup founder. A mixed development with shops and a warehouse wing needs a card for each.
How do we check a persona against real tenants?
Take the leases signed and the requirements lost over the last year, and note who called, who toured and who signed each one. Where the card disagrees with that record, the record wins. Ask a couple of sitting tenants how their search started.
Can the leasing team use the personas on calls?
Yes, as opening questions for each kind of occupier. A founder is asked about hiring plans; a retail site manager about the street and the frontage. The same cards decide the LinkedIn audiences and the ad wording.
Is a commercial occupier different from a home buyer?
Yes. A home is decided by a family; a commercial lease by a company, with an approval note, a budget owner and a lawyer. Write for several readers on one page, and give each the part they check.
Do you work with commercial brokers or only with developers?
Both. A developer or landlord needs building pages, a broker pack and a record of who introduced each occupier. A broker needs micro-market pages and a requirement record that does not live in one person's phone, and we work out which comes first after the first conversation.
Do we need RERA registration to market commercial space?
It depends on whether you sell units or lease them, and on your state's rules, which change. A project selling offices or shops to buyers may need registration before it is advertised. Check with your lawyer before any sale campaign runs; we publish registration details only after you confirm them in writing.
How much does it cost?
There is no price list, because the work differs by business. The fee is scoped after we have read your brief and spoken to you, and put in writing before anything starts, split into our time, your media spend and production.
How long is the contract?
The term is agreed in writing after we have spoken, along with the fee and the reporting. It is never a default twelve months, and renewal is decided on the numbers against the baseline recorded at the start.
How soon will we see results?
It depends on the trade, the channel and what is already in place. After we have read your brief and spoken to you, we say what we would expect to move first and how it will be measured against the baseline. Nothing here is guaranteed.
Who will actually do the work?
The person you speak to before anything starts. We work from one office in Nagarbhavi, Bengaluru, with no account managers in between.

From the blog

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Everything else we would do for you.

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Your next practical step

Tell us what you are trying to grow, and we will read it before we call.

Eight short steps, mostly taps. Skip anything you would rather answer on the call.

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