If you were a stock, would you invest in yourself? Be honest. Here’s the deal: People who invest just 3% of their income in personal development are more likely to hit the top 1% of their field. That’s a 28% return on investment—way better than the stock market! I personally spend over $35,000 a year on self-improvement. Books, courses, coaching—it’s all worth it. Why? Because the best investment you’ll ever…
Every leasing agent hits a wall at some point. You’re making the calls, pounding the pavement, following up like a pro… and still, nothing. I’ve been there. I once spent six months making 100 prospecting touches a day—50 cold calls, 50 canvasses. You know how much space I leased? Zero. I was ready to quit. But my boss told me, “Sometimes it’s just timing. Stay the course.” And he was…
Want to fill space faster? Lock in more deals? Make more money? Start by sharpening your axe. Abe Lincoln famously said if he had six hours to chop down a tree, he’d spend four sharpening his axe. The same goes for leasing—preparation is everything. Before you hit the phones or the streets, ask yourself: What’s happening in your market? Who’s opening? Who’s closing? Who’s growing? What are your competitors charging…
While canvassing is still the gold standard, adding other prospecting strategies to your toolbox can boost your results dramatically. Here are some that work if you work them right: Leverage Social Media: Direct message mom-and-pop retailers on Facebook. My team has seen a 32% response rate using this method! For national retailers, LinkedIn is a game-changer—it cuts through the email clutter and gets faster responses. Text Prospects: After a phone…
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…
