The Situation

Austin Harrell, Senior Associate at illi Commercial Real Estate, used to build his pipeline the old-school way.

“I used to go physically to the businesses a lot, or just look on Google or Yelp and call to see if they wanted a new location.”

It worked, but it was slow. 

With both landlord and tenant rep work on his plate, the time it took to research, qualify, and contact local businesses made it hard to keep momentum.

The Challenge

Austin wanted a faster way to search for specific business types without the bad data and manual work that slowed him down.

"Having one platform with all the tenant contact information is more efficient. It's really helpful to be able to select different categories, and it's fun, similar to a Google search, but it clears all of the noise out of the way and allows you to just like focus on what you want.”

The Strategy

Austin shifted from manual canvassing to targeted, category-based outreach.

1. Hyperlocal targeting for every campaign

Austin builds niche lists based on one business type + one geographic area, which keeps every message relevant and increases reply rates.

This is why his emails feel personal, even though they are automated campaigns.

2. A simple 3-email sequence spaced 2–3 days apart

Austin uses the same structure for most campaigns:

• Message 1 — Introduction + local relevance
• Message 2 — Light follow-up
• Message 3 — Final check-in

He often gets responses in emails 2 or 3.

3. Copy that feels human and specific

Austin’s emails look like this:

Subject: Sushi-ready space available in Westlake Village, CA

I am seeking Sushi Restaurants in Thousand Oaks or surrounding areas - interested in opening a new location. 

I have a spot in Westlake Village that used to be a poke restaurant; and would be perfect for sushi. Grocery anchored shopping center with busy foot traffic and strong neighboring tenants.

Any interest in hearing more? Can text you some quick details or set up a time to chat at your convenience.

His formula always includes:

• why he’s reaching out
• what makes the space ideal for their business type
• low-friction question
• offer to text details

The Results

Austin has already signed leases from Resquared campaigns.

This year, he sent 11,255 emails to 6,636 local businesses inside Resquared. That volume is what feeds his pipeline.

He turned 170 replies into 74 leads.

For brokers juggling tenant rep and landlord assignments, those wins represent a more predictable deal flow.

Austin’s Tips for New Resquared Users

“Doing consistent training, like we've been doing, I'd love to do more of these. Before our last call, I didn't realize all these new features, and so just being consistent with up-to-date changes, staying familiar with the program, is the best."

By trading manual research for AI-supported prospecting, Austin unlocked more conversations and closed leases without adding extra hours to his week.

Schedule a demo to see how Resquared can help you build your leasing pipeline.