Leasing Tip of the Day: Do Your Homework or Don’t Even Bother!

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 for rent?
• What’s changing with demographics, roadwork, new developments?

Market knowledge isn’t optional—it’s your offense. Most agents play defense, reacting to whatever comes their way. The best agents create their own plays by setting goals, tracking numbers, and constantly refining their strategy.

One retailer with 150+ locations told me: “Show that you did your homework, and I’ll respond faster.” Translation? If you put in the prep, you’ll stand out.

Here’s the bottom line: Luck runs out. Knowledge compounds. The agents who win are the ones who treat research like their secret weapon.

So, before you make that next call or show a space—ask yourself: Do I really know my market? If not, stop. Do your homework first. The deals will follow.