Leasing Tip of the Day: Stay Humble

Early in my career, I made a mistake that cost me big time—and it taught me one of the most important lessons in leasing. When a prospect calls, always take a moment to ask the right questions and truly listen.

Here’s what happened: A man called about leasing a space for a video store. I arrogantly dismissed him, assuming he wasn’t serious. Turns out, that man was Wayne Huizenga, and the company he was pitching? Blockbuster Video.

The lesson? Don’t say “no” for the prospect.

When a prospect shares their plans, ask:

1. What do you do now?
2. What made you interested in this property?

These two simple questions can uncover whether the prospect is a great fit for your space—or potentially the next Wayne Huizenga!

And remember: Stay humble. Arrogance closes doors, while curiosity opens them. No matter how experienced you are, you can learn something from every call.

One more tip? When discussing rent, say “give” instead of “quote” or “ask.” It sets a positive tone and feels less transactional.

So, the next time the phone rings, take the extra minute to dig deeper. Who knows—you might just land the deal of a lifetime!