There are NO stupid questions but…

Today is “Ask a Stupid Question Day” and while I don’t believe any question is ever “stupid”, there is one question we should definitely take out of our dialogue with prospective tenants… Can you guess what the question is? Can you guess why?

I have gone canvassing with hundreds of leasing agents. One of the first questions some agents ask walking into a retail store is ….

“Is the owner here?”

I know you’ve been told umpteen times “only speak to the decision-maker!” Well when you ask the person at the cash register if the owner is there and they ARE the owner, what is he or she going to respond? But way more important: How is he or she going to feel?

He or she is going to think “Why doesn’t this salesperson think I am the owner?” They are going to feel instantly disrespected – NOT a good way to start! Additionally, if the person is NOT the owner, they feel the same disrespect.

Respect is very important in cultivating a relationship. Canvassing is all about beginning a dialogue with the prospect. It’s hard to do that if you’ve began by disrespecting them.

It doesn’t matter if the gatekeeper is 12 years old; assume they own the place (if they are 12 years old, they most likely do own it…. Through their parents!)

Instead, launch right into your purpose for being there! “Hey, I have a shopping center a few miles away. What are your expansion plans?” Most retail mom & pops opened their first store with the American dream to open more! They LIKE talking about real estate.

The gatekeepers like talking about real estate. Ask the gatekeeper if they know your center and if they do, what ideas they have for new uses needed in the market! The gatekeeper holds a lot of weight with the owners. Treat them like they do; with respect!

If you do this and get that bad question out of your “pitch”, you will get the owner’s name and contact information 90% of the time! I promise! … I do!

Want to canvass with me? Sign up for the next Rockstar to Superstar Workshop and you can! Or if you would like me to canvass with you in YOUR market for YOUR properties, contact me to discuss calendar availability.

BETH IS LOOKING FOR AN INTERN. IF YOU KNOW ANYONE WHO MIGHT BE INTERESTED, PLEASE HAVE THEM
FORWARD THEIR RESUME TO BETH@AZORADVISORYSERVICES.COM