Leasing Tip of the Day: Never ‘Waste’ a Showing

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 requirements.

2. Understand Your Competition: Research your market thoroughly, particularly what makes your space unique compared to nearby properties.

3. Anticipate Questions and Objections: Be prepared to address potential concerns authentically and confidently, without scripting your responses. Know your stuff!

4. Quantify Value: Break down the financials into simple terms and understand the prospect’s sales projections to determine their occupancy health ratio.

5. Create Urgency: If possible, book back-to-back showings to maximize your time and subtly create a sense of urgency.

6. Make Sure the Space is Ready: Call the property owner to ensure everything is in top shape, arrive early, and bring a flashlight and a door stopper to air out the space and provide extra lighting.

7. Listen: Bring your listening ears. Pay close attention to what your prospect says and respond thoughtfully.

Carefully planning and practicing your showings distinguishes Rockstars from rookies. Use every showing as an opportunity to showcase your expertise and the value of your property!

Happy Leasing!