Leasing Tip of the Day: Never Start with “Is the Owner Here?”

When canvassing, don’t make the rookie mistake of asking, “Is the owner here?” It’s a lose-lose question. If they are the owner, you’ve just insulted them. If they’re not, you’ve made them feel unimportant. Either way, you’ve started the interaction on the wrong foot.

Instead, lead with respect and purpose:

• Greet them politely and get straight to the point.
• Try this: “Hi, I have a shopping center a few miles away. What are your expansion plans?”

This opening respects their time, makes them feel valued, and sparks meaningful conversation.

Here’s why it works:

1. Everyone dreams big. Most small business owners want to expand—they’ll likely be excited to talk about their future plans.
2. The gatekeeper matters. Even if the person isn’t the owner, they can provide insights and influence. Treat them with respect and ask for their thoughts on your center or market.

By listening attentively, you’ll create authentic rapport and establish yourself as a trusted real estate professional. The result? You’ll walk away with valuable insights—and more often than not, the owner’s name and contact info.

Remember, your goal isn’t to sell on the spot but to build relationships that lead to deals down the road. Leave the “owner question” behind and start conversations that count!