Commercial Real Estate Investment Brokerage
Solution Stack
Sales Cloud, Experience Cloud, MuleSoft, Nintex
Business Units
Capital Markets, Investment Brokers
Services
Advisory, Implementation, Integrations
Timeline
32 weeks
How Investment Brokers Got Their Pipeline Back
A national commercial real estate investment brokerage with offices across the United States facilitates thousands of investment property transactions each year through a large network of brokers and capital markets professionals.
Problem
Although the firm had a CRM in place, the Salesforce environment had expanded significantly over time. The deal object grew more complex, workflows multiplied, and the system became harder for brokers to use during active transactions.
Broker-wide adoption slowed, and many brokers returned to spreadsheets and personal systems to manage deals and relationships.
Deal activity across Capital Markets and Investment Sales became fragmented. Referrals were harder to track, and pipeline visibility declined across more than 80 offices.
Without a trusted system of record, brokers often spend time reconstructing deal information instead of advancing transactions and relationships.
Process
Fortimize partnered with the brokerage to redesign Salesforce around the way investment brokers actually work.
The goal was simple: simplify deal management and restore trust in the system.
Sales Cloud deal management was streamlined and core objects were rebuilt to better support real investment sales workflows. A centralized Service Desk improved deal coordination and operational collaboration.
An Experience Cloud referral portal also introduced visibility into referral activity and attribution across offices for the first time.
Results
Salesforce became the central system for deal tracking, referral attribution, commission visibility, and pipeline reporting across the brokerage.
Brokers gained a system aligned with their workflow, reducing reliance on spreadsheets and manual tracking. Collaboration across offices improved, and deal visibility increased across the organization.
Leadership gained clearer insight into deal flow, referral networks, and performance across Capital Markets and Investment Sales.
Firm Outcomes | Broker Impact | Business Shift |
|---|---|---|
Pipeline Visibility | Attribution Visible | Better Deal Coordination |
Referrals Tracked | Streamlined Processes | Stronger Investments |
Centralized Commissions | More Advisory Time | Consistent Client Experience |
Impact on Brokers & Clients
Centralizing deals, referrals, and broker collaboration gives brokers a clear, reliable place to manage opportunities, track relationships, and coordinate with colleagues across offices.
With better visibility and fewer manual workarounds, brokers can move faster and deliver a more consistent experience for investors and clients, strengthening trust and encouraging future transactions.
