Why Every Enquiry on RE:match Is a Tenant Who Has Already Told You What They Want
The difference between a portal enquiry and an active occupier requirement is more than a matter of degree — it is a qualitative difference in the nature of the contact. This guide explains why occupier requirements produce better letting conversations than traditional advertising enquiries, and what this means for how landlords and agents should be spending their time.
In commercial property, the most valuable signal a landlord or agent can receive is a specific, articulated statement of need. Not "I'm interested in the property on your website" — but "I need a 5,000 sq ft office in Manchester city centre, grade A, with BREEAM Excellent, within a £30/sq ft budget, available by October."
The second statement tells you immediately whether you have something relevant. It allows you to respond specifically, rather than generically. It means the conversation begins on the premise that there may be a genuine match — rather than starting from a cold introduction.
This is exactly what an occupier requirement on RE:match provides. And it changes the economics of commercial letting in ways that are worth understanding.
The problem with traditional enquiry quality
A commercial property agent managing a portfolio of available properties receives, on a typical week, a mix of enquiries from multiple sources. Some are from tenant's agents with specific, qualified briefs. Some are from businesses at an early stage of searching who are not yet committed. Some are from property researchers, valuation surveyors, data companies, and competitors doing market intelligence. Some are from speculative enquirers with no genuine interest in the specific property.
Converting this inbound enquiry stream into viewings, offers, and ultimately lettings requires significant filtering, qualification, and follow-up. A significant proportion of time spent on enquiry management is spent on contacts that will not progress.
This is not a criticism of portal marketing — it is the inherent characteristic of any broadcast advertising model. When you advertise to everyone, you reach everyone, including those who will not proceed.
What makes an occupier requirement different
An occupier requirement on RE:match has been written by someone who:
- Has decided they need commercial premises — they are not casually browsing
- Has defined their requirement — location, size, type, budget, specification, and timeline are all stated
- Has taken an action — posting a requirement requires time and intent
- Is inviting responses — they want to hear from landlords and agents who have matching space
Each of these points raises the probability that a conversation will be productive. Combined, they create a contact profile that is fundamentally different from a portal click.
The first filter — self-selection — is the most powerful. A business that has not decided it needs commercial premises does not post a requirement. The act of posting eliminates the casual browsers automatically.
How to respond to a requirement effectively
When you find an occupier requirement on RE:match that matches a property you hold, your response should be specific, direct, and factual. The occupier has given you their brief — your job is to demonstrate clearly that what you have matches it.
What to include in your response:
- The specific property you are putting forward — address, property type, and size (not a range — the actual floor area)
- How it matches their stated requirement — address each key criterion they listed
- The available date and lease terms you are prepared to offer
- The asking rent and any immediate incentives you are prepared to discuss
- A direct invitation to view
What to avoid:
- Generic company capability statements
- Properties that do not match the stated criteria — responding to a requirement for 3,000 sq ft in Leeds with a 20,000 sq ft property in Sheffield creates friction and reduces your credibility
- Over-qualification in the first message — your goal is to generate a viewing, not to exchange every detail at the first contact
Why active requirements convert faster than portal enquiries
The sequence of events in a portal-led letting typically looks like this: listing goes live → enquiry received → qualification conversation → viewing → shortlist → offer → negotiation → heads of terms → legal → completion.
The sequence in a requirement-led letting looks like this: requirement reviewed → response sent → viewing → offer → negotiation → heads of terms → legal → completion.
The difference is the qualification stage. In a requirement-led letting, the qualification has already happened — the occupier has done it themselves when they defined and posted their requirement. The conversation can begin at a more advanced point in the process, saving time for both parties.
This compresses the timeline between first contact and completion, and reduces the proportion of conversations that do not progress.
Saving requirements and setting up alerts
RE:match allows subscribing landlords and agents to save requirements that are relevant to their available properties, and to set up alerts for new requirements matching their search criteria. This means:
- You do not need to check the platform manually every day — you are notified when a requirement matching your criteria appears
- You can build a record of active demand in your target market over time — useful intelligence for advising landlord clients on pricing and incentive levels
- You can respond quickly when a relevant requirement appears — occupiers who receive prompt, relevant responses are more likely to engage further
What the occupier sees from your response
Understanding the occupier's experience helps you calibrate your response quality. The occupier has posted their requirement and is now receiving responses from multiple landlords and agents. They are comparing:
- How quickly each landlord responded
- How specifically the response addresses their stated requirement
- How clearly the property is described and what documentation is immediately available
- The tone of the response — is this landlord going to be easy to work with?
A prompt, specific, well-presented response stands out from a slow, generic one. First-mover advantage is real in commercial property — the landlord who responds first with a genuinely matching property gets the first viewing and the first opportunity to make an impression.
Frequently Asked Questions
How do I know if a RE:match requirement is genuine?
Requirements on RE:match are posted by businesses that have registered on the platform and have taken the time to define their requirement in detail. RE:match moderates requirements before they go live to ensure they represent genuine commercial property needs. The detail that occupiers provide — specific size requirements, budget parameters, location constraints, and timeline — is the primary indicator of a genuine, active search.
Can I respond to requirements from outside my usual geographic area?
Yes, if you have a property that genuinely matches the requirement. Occupiers post requirements with a location preference and often a radius (for example, "within 10 miles of Birmingham city centre"). If your property falls within their stated parameters and matches the other criteria, a response is appropriate and welcome.
What happens after I respond to a requirement?
The occupier receives your response and, if they are interested, will reply to begin a conversation. This may lead to a viewing request, an exchange of further information, or a more detailed discussion of terms. All communications at this stage happen through the RE:match platform, which maintains a secure record of the conversation.
RE:match gives landlords and agents direct access to active occupier requirements — businesses that have already described exactly what they need. Browse live requirements and respond directly at rematch.co.uk.
About RE:match
RE:match is the UK's reverse commercial property marketplace — where business owners post what space they need and landlords respond. Founded by a RICS-qualified chartered surveyor, our platform is built around how commercial property deals really get done.
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