Leasing Tip of the Day: Don’t Just Defend, Discover!

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 the tenant’s specific needs.

Instead of reeling off the amenities your property offers, flip the script. Ask questions to understand their business better. Dive deeper into their requirements.

For example, if they’ve indicated that visibility, high traffic, and proximity to a university are their top priorities, respond by aligning these needs with what your property offers.

You could say, “Considering your need for high visibility and the student foot traffic from the nearby university, how well do you think our location would serve your business?”

By shifting the focus from defending to understanding, you reposition yourself not just as a leasing agent, but as a strategic partner in their business success.

This approach not only sets the stage for a more constructive conversation but also re-establishes your role as a trusted advisor, rather than just another salesperson.

Always remember, a successful lease negotiation is less about selling a space and more about building a relationship where both parties see eye-to-eye on achieving mutual goals.

Happy Leasing!