After you’ve driven the market and scoped out the regional mall and surrounding centers, it’s time to connect with the people who know the dirt—literally. The Neighborhood Leasing Agents. Think finding 6-8 agents is tough? Nope! Just start with the three centers next to yours. That’s three agents right there. Add in the agent for the mall and a few more from nearby properties and BOOM—you’ve got your list. Now here’s the goal: meet with at least six of them in the next 30 days.Buy them coffee. Tour each other’s properties. Swap intel. Build relationships. And if one-on-ones feel like too much? Host a casual group meetup. Pick a local tenant (support your centers!) and invite the crew. Sharing deals, market shifts, and prospect leads over lunch is not only productive—it’s fun. The best leasing agents don’t just know their market. They know the people working in it. So make the calls. Build your squad. And remember, in this business, relationships are EVERYTHING.

New property? First step—get in your car and hit the streets. I ask all my rookies to do this, and you should too. Why? Because no market study is complete without YOUR eyes on the ground. Here’s how to map your market like a pro: ✅ Start with your property’s flyer. Good ones have a Google map built in.✅ No flyer? No problem. Google the address. Boom—a map pops up with nearby shopping centers, regional malls, and big box power players. Make a note of them. Then drive. Safely, of course! And as you do, observe: You’re not just collecting data. You’re creating a full picture of the health, vibrancy, and opportunities in your market. Pro tip: Cast a wide net. You can always narrow it down later. But knowledge of the entire trade area will make you sharper—and more valuable—than the agent who only knows what’s happening on their site. So what are you waiting for? Go map your market. Your deals depend on it!

New property to lease? Before you call a prospect or design a flyer, there’s one thing you MUST do first: go to the mall. Yes, seriously. Even if you’re not a shopper (raises hand), the regional mall is the heart of the market and your best source of live intel. Why? Because the mall is the Main & Main of any trade area. It’s where you’ll quickly see:✅ Which brands are thriving✅ What people are buying✅ Who’s shopping and when✅ What’s hot—and what’s not Before I even get on a plane to visit a new market, I’m Googling the malls. I want to know the anchors, the top restaurants, the buzzworthy local spots, and even the sales per square foot (pro tip: that helps you evaluate achievable rents). But don’t stop at Google. Once you’re in the market, walk the mall. Look at the bags people are carrying. Where are the moms hanging out? Where are the teens? What’s happening on the perimeter—those pads and outparcels are part of your story, too. When you know what’s working at the mall, you’ll have the knowledge and confidence to make smarter leasing decisions. Bottom line: Before you lease, take a lap. The

I get it. You can’t exactly swing by your Kansas City shopping center every Tuesday if you’re based in Ft. Myers. But let me be crystal clear: you cannot lease what you don’t understand. If you’re repping a property outside your local market, here’s your non-negotiable game plan: ✅ Spend at least one full week “living” in the market.Drive every center. Walk your property morning, noon, and night. Notice who’s shopping on Tuesday at lunch versus who’s there Saturday afternoon. Those are your future tenants’ customers—know them. ✅ Meet the locals.Introduce yourself to neighboring leasing agents. Tour competitor centers. Shake hands with the city’s economic development director. Show up to a chamber breakfast. Become part of the community, even if just for that week. ✅ Make regular return trips.Quarterly visits are a must. Monthly if your center’s hurting. You can’t stay on top of the market from behind a desk. And if your boss doesn’t believe in investing in market knowledge? Hand them this tip—or better yet, have them call me. I’ll set them straight. Bottom line: Out-of-market is not an excuse for out-of-touch. Market knowledge is what makes you a leasing rockstar, no matter your zip code!