Beth’s Blog

Leasing Tip of the Day: When You Give, You Must Get! Negotiations can be a real test of patience, especially when your prospect keeps pushing for more concessions. You know the type—they nickel and dime until you feel like you’ve given away the store. Here’s a crucial strategy from my book, The Retail Leasing Playbook: always make sure that when you give, you get something in return. If a prospect…

Leasing Tip of the Day: Seal the Deal Smoothly! Traditional sales programs often teach you to 'overcome' objections with memorized scripts. But let's flip the script on that approach! If you've been following the right steps, asking insightful questions, and truly listening to your prospects, closing the deal should feel like a natural progression. Expect a bit of wrestling - it's a good sign! When a prospect lingers after a…

Leasing Tip of the Day: Drive Decisions with Data, Not Emotions Many leasing agents get caught up in focusing solely on rent rates. I don’t. I prioritize value—both creating it and demonstrating it. Price is a universal measure. Tenants and prospects default to comparing rent rates between your location and competitors. Resist the urge to defend your vacancy by merely listing its benefits. Instead, use real data—actual dollars and cents—to quantify…

Leasing Tip of the Day: Don't Just Defend, Discover! When faced with the pivotal "WHY" from a prospective tenant— "Why should I lease your space?"—the instinctual response for many leasing agents is to launch into a vigorous defense of their property. They list every feature that their space has and their competitors lack. However, effective leasing isn't about why other options fall short, but how your property aligns perfectly with…

Leasing Tip of the Day: Never ‘Waste’ a Showing In commercial real estate leasing, showings are rare and therefore incredibly valuable. You never want to waste a showing on a prospective tenant without careful preparation and planning. Here's how to make sure every showing counts: 1. Know Your Numbers: Review your notes from the 'qualifying call-in sheet' and identify the most meaningful benefits of your space that align with their…

Leasing Tip of the Day: Secure Agreement Before Moving Forward Before you take any major steps in the leasing process, make sure you have a clear understanding of your prospect’s needs. This practice, often referred to as ‘mirroring’, ensures that both parties are on the same page before moving forward. Here's how you can apply this effectively: Summarize Needs: After your discussions, recap what the prospect has told you to confirm that…

Leasing Tip of the Day: The Game-Changing Phrase You Need to Know Remember how I always emphasize the power of confidence in leasing? Well, here's a prime example of that in action: When discussing rent rates with your prospects, always say "the rent is..." instead of "we're asking..." Why? Because the words we choose can make all the difference in how negotiations play out. Think about it: "Giving" someone the…