This whole theory of “Always Be Closing” is awful in our world today. That might have worked in Glengarry Glen Ross in the 1950s. That does not work in 2019 for a myriad of reasons. In fact, my acronym of A-B-C is “always be canvasing” or A-B-C, “always be curious!” The power of being curious is that you're gathering information. Remember, this is like matchmaking. You have a service and…
“How do you manage your time?” That is probably the question I am most asked during my bootcamps, workshops, and during individual coaching sessions. My guess is, that since I’m constantly giving a lot of ideas on how to improve skills and habits, people think, “Maybe she knows how to get more done in a day.”? I’m not an expert in time management by any means but I can provide…
A lot of people don’t go out canvassing and prospecting because they don’t like rejection. You cannot walk into a Starbucks and say, “I have shopping centers!”. To get Nationals, you have to contact them through email (no MeMail blasts) and find out who their broker is. It’s a different type of strategy. Canvassing is all about “mom and pop” shops. Usually, you get rejected because you walk into their…
I often ask people what they take with them while canvassing. Some people answer their business card. Pretend you go into a store and there’s a clerk at his or her desk in the back of the room. You give your business card to the clerk. You’ve given your business card to the gate-keeper. The owner of the business will come in that night to come to check on…
I have a shopping center that sits right outside of the Sawgrass Mills Mall in Sunrise, Florida. I bought it from a note from Bank of America eight years ago. I immediately filled it from 50% to 92%. Should have sold it, but didn't, and then lost Sears Appliance, Vision Works, and a sub guy. I was down to 72% leased and I could NOT lease it: I did a…
From the Next-Door Shopping Center... You might have come across your nearby competitors’ shopping centers offering a much lower rate than what you’re quoting on your property. First and foremost, you need to embrace your property and the rental rates that you’re advertising. In many situations, the leasing agent participates in coming up with the rental rate, and in others, he or she does not. I’m a huge proponent, obviously,…
A question that I get from tenant rep brokers that are juniors in the market, is how do I find spaces that are not yet on the market because obviously, that would make them Rockstars with the clients they’re representing. The answer is pretty easy; it gets easier the longer you’re in the business because it’s all about relationships! Understanding, knowing, having significant connections, doing something to strengthen the relationship,…
I’ve had an unusual amount of questions regarding renewals lately so here goes: My top tips on maximizing renewals... Market Knowledge: As in new leases or renewals, your market knowledge is KEY!! Knowing if: 1. your pizza guy could relo to a nearby center for cheaper rent, or 2. if a neighboring landlord would be willing to turnkey their pizza place or 3. the neighboring center would be better ingress…
As I travel around the country coaching and teaching boot camps and workshops, I often get the same questions: How many centers do you see each leasing agent leasing? How much vacant square footage is each agent responsible for? How are leasing agents compensated? So, a few years ago, I decided to conduct a survey. I collected the most asked questions and then sent it out to a few thousand…
What Are the New Trends of Retailers that are Expanding? I’ve been recently joking around and saying that the new trending retail uses are the five new “F” words, and people pause, they giggle and then I list them. They are Fitness, Fun, Food, Furniture, and (hahaha) Physicians. Those are the new uses that everyone’s leasing to these days. Ten years ago, shopping center owners would not lease to more…
