Beth’s Blog

Canvassing is the secret sauce to filling spaces—but success starts before you hit the streets. Here’s how to set yourself up for wins: Do Your Homework: Use a “Top 5 Uses” form to identify the best prospects for your spaces. Match uses to square footage, consider second-generation opportunities, and check for any exclusives or restrictions. Tell Everyone: Share your vacancies with friends, family, and anyone who will listen. Some of…

Pop quiz: How many of your vacant spaces are getting filled with qualified call-ins? If your answer is less than 100%, it’s time to face reality: most leads from leasing signs don’t cut it. Here’s the hard truth: less than 0.05% of calls off leasing signs are from truly qualified prospects. If you’re waiting for the perfect lead to call you, you’ll be waiting forever. So what’s the solution? Canvassing.…

When canvassing, don’t make the rookie mistake of asking, “Is the owner here?” It’s a lose-lose question. If they are the owner, you’ve just insulted them. If they’re not, you’ve made them feel unimportant. Either way, you’ve started the interaction on the wrong foot. Instead, lead with respect and purpose: Greet them politely and get straight to the point. Try this: “Hi, I have a shopping center a few miles…

Are you silently saying “no” before the prospect even gets a chance? It’s a habit we all have, often without realizing it: “They won’t be interested.” “They can’t afford it.” “They’re not growing.” These thoughts sneak in, convincing us to stop before we’ve even started. Why? Because we’ve been conditioned to fear hearing “no,” associating it with rejection and powerlessness. But here’s the truth: silently saying “no” for the prospect…

Early in my career, I made a mistake that cost me big time—and it taught me one of the most important lessons in leasing. When a prospect calls, always take a moment to ask the right questions and truly listen. Here’s what happened: A man called about leasing a space for a video store. I arrogantly dismissed him, assuming he wasn’t serious. Turns out, that man was Wayne Huizenga, and…

In real estate, success isn’t luck—it’s effort. Want to get ahead? Start now and do it all: cold calls, visits, canvassing, handwritten notes, and texts. The best approach? The one you actually do. Don’t overthink it, and most importantly, Don’t Say NO for the Prospect. When you connect, get to the point—FAST. Time is gold, so respect your prospect’s by being direct and clear. Here’s the secret sauce: “Tellin’ isn’t…

Leasing Tip of the Day: When the National Says “No” Hearing “no” from a national retailer? It happens. When they give you a clear reason why they’re not interested, thank them for their feedback, learn from it, and move on. There’s no need to follow up in six months unless their circumstances or criteria change. Here’s the real value in that “no”: always ask why. A quick, “Can I ask…

Leasing Tip of the Day: Submitting the Perfect Package You’ve found the right contact—now it’s time to submit your property. Make it easy for the retailer to review your site by following their submittal guidelines to a T. Read and Follow Their Directions: Many retailers have specific submittal instructions on their websites. A complete, thorough package means quicker review and shows you’re serious. Some retailers require hard copies, while others…

Leasing Tip of the Day: Personalize Your Pitch for the Big Fish When you're pitching to a national retailer or digitally native brand, ditch the cookie-cutter approach. Your marketing needs to be 100% personalized. Here’s how to stand out: Tailor Every Detail: Customize your communications to fit their market and specific needs. You’re not casting a wide net; you’re targeting a match between their prototype and your property. Know Your…

Leasing Tip of the Day: Locking in a Meeting with a National Heading to a major conference? It’s the perfect chance to secure some face time with key retailers. Here’s how to make it happen: Target Your Top 20: Make a list of the top retailers you want to meet. Check the event app or website to see if they’re attending, or give them a call to confirm. Do Your…