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Commercial real estate developers and brokers · Sales process

Write down every step from a broker's requirement to a registered lease deed.

A sales process for commercial real estate is the fixed set of steps between a requirement and a signed lease or sale deed. It covers the qualifying call, the tour, the test fit, the term sheet, legal review and the fit-out handover. GullySales writes those steps down with what to ask and record at each.

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

Editorial illustration for Sales process design and implementation

What sales process means

A sales process is the fixed sequence of steps, such as enquiry, site visit, quote and order, that every deal is expected to pass through in the same order. GullySales writes this sequence down for your business and checks that every salesperson actually follows it.

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.

  • “Term sheets go out before the requirement is understood”

    A proposal is sent after the first tour, before anyone asked about budget approval or the end of the current lease. It is then negotiated against a rival's sharper offer.

  • “Nobody owns the deal during legal review”

    Once the term sheet is signed, leasing hands over to legal and the occupier's questions sit between two teams. Deals slip in that gap.

  • “Fit-out is left out of the sale”

    The tenant's first experience of the building is the fit-out period. If nobody from leasing is around, the referral and the later expansion go with it.

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 written process from requirement to handover

    Each step named the way your team says it, with what to ask, what to send and what to record.

    Result: A new leasing manager runs a deal the way your senior one does.

  2. A qualifying call checklist

    Area or seats, move date, current lease end, budget basis, decision makers and which other buildings are being shown.

    Result: Tours go to requirements that can sign.

  3. A standard term sheet and approval route

    Your term sheet format, the points management may concede, and who approves anything beyond them.

    Result: Negotiations stop waiting on the owner's phone.

  4. A register of open lease clauses

    Each clause still being argued, who holds it and when it was last answered, from term sheet to registered lease.

    Result: A signed term sheet does not stall for want of an owner.

  5. A fit-out handover routine

    An introduction to the projects team, the building's fit-out rules and a named contact through the rent-free period.

    Result: The tenant starts the lease with a contact who answers.

How the result is measured

  • Deals following the process
  • Time spent at each step
  • Drop-off rate by step

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

Read the full sales process design and implementation page

Steps of a sale

Take an occupier from a broker's requirement to a registered lease in fixed steps.

Requirement and qualifying call
Ask the area or seats, move date, current lease end, budget basis and who signs. Record the introducing broker and the time the requirement arrived.
Site tour
Show the floor, the services and the common areas. Record which floors were shown, who attended and what they objected to.
Test fit and proposal
Send a test-fit layout on the floor they liked, with the commercial proposal. Record the layout version, the seats it holds and the date sent.
Term sheet or LOI
Agree rent, lock-in, escalation, deposit, rent-free period and car parks in writing. Record each point as agreed or open, and who approved any concession.
Lease deed and registration
Share the draft lease, log every clause the occupier's lawyer raises, and fix the stamp duty and registration date. Rules differ by state, so your lawyer leads this step.
Handover for fit-out
Hand over the floor with the fit-out rules, the drawing approval route and a named contact. Record the lock-in end and renewal dates for the next sale.

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 sales process work runs

  1. 1

    Study current deal flow

    We trace how deals actually move today, comparing across reps and outcomes.

  2. 2

    Define the stages

    Clear stages and criteria are designed to match how deals genuinely progress and close.

  3. 3

    Configure the CRM

    The process is built into your CRM so it is enforced structurally, not just documented.

  4. 4

    Train the team

    Reps are trained on the new process and why each stage exists.

  5. 5

    Review adoption

    We check after rollout whether the process is being followed and adjust where it is not.

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
When should we send the commercial terms?
After the qualifying call and the tour, not before. Terms sent to a requirement you do not understand become the floor price in the negotiation. Give the rent basis and CAM early if asked, and hold the full proposal until you know the move date and the decision makers.
The occupier only compares rent per square foot. What do we do?
Compare total cost instead: carpet against super built-up area, CAM, power charges, parking and the fit-out you fund. Lay your building and the rival side by side for them. A lower headline rent on a less efficient floor can cost more.
Who should lead the tour, leasing or the projects team?
Leasing leads, with a projects or facilities person there for power, HVAC and fire questions. Admin heads ask technical questions on the floor, and a guess is remembered. Record what was left unanswered and send the answers the next day.
Should our team stay involved after the lease is signed?
Yes. The fit-out period is when a tenant decides whether you are easy to deal with, and that shapes the renewal and any expansion. Name one person from leasing as the contact until the tenant moves in.
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

Further reading for commercial real estate developers and brokers.

All articles

More for commercial real estate developers and brokers

Everything else we would do for you.

Or start from the overview: sales and marketing for commercial real estate developers and brokers.

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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