Leasing Tip of the Day: Have a Little Patience

Leasing Tip of the Day: Have a Little Patience

I know you’re eager to close deals quickly and move on to bigger ones. But sometimes, you need to slow down, build relationships, and add value to get the right deal done. That’s the Gary Vaynerchuk way—respectful persistence and patience.

Here’s a story about how patience paid off for me:

A few years ago, I wanted to bring a golf store into my Boynton Beach center, which was near many golf communities. I canvassed about 20 golf stores in the area and found the perfect fit: Nevada Bob’s. Their shop was a mile away in a smaller space, but I wanted them in my 6,000-square-foot spot.

I needed to learn more about the owner, Drew, and his situation. After some conversations, I found out that Drew was renting his space, and his lease would be up in two years. That’s when my CRM system became crucial—I made sure to track all these details.

Over the next year, I built rapport with Drew. I visited his store multiple times, bought gifts there, and became the “shopping center lady” in his mind. After about a year, I mentioned expanding into my space. Drew was hesitant, but I explained how long these deals could take.

It took two years, but we finally closed the deal. It wasn’t quick or easy, but the payoff was worth it. Sometimes, you need to invest time and effort to get the best deals. Be patient, and play the long game!