In every negotiation, remember this simple rule: if you give something, get something in return. Even if it feels lopsided, both parties are equally invested in reaching an agreement—and no one expects something for nothing. You’re not just filling a space; you’re creating a long-term partnership. So keep the balance: If you’re dealing with a prospect who keeps coming back for more, flip the script: ask for your “get” first. You’ll be amazed how quickly the endless asks taper off when there’s a price attached to every concession.

Old-school sales training teaches you to memorize scripts to overcome objections. But Rockstars know: if you’ve asked the right questions and listened throughout the leasing process, closing should feel natural — not scripted. Still, objections will come. And guess what? Objections mean they’re interested. If they weren’t, they wouldn’t still be talking to you. So don’t panic. Don’t get defensive. Instead, validate the concern and keep the conversation going. For example: Prospect: “This center doesn’t get much traffic.”You: “You’re right. Let me ask — how do you usually attract customers? Foot traffic or marketing?” You’ve already matched their needs to your space, so most objections are just hesitation — not deal breakers. Don’t negotiate with yourself. Just re-engage the prospect with more questions, and when you’ve addressed their concerns, present the LOI with options: “Here’s the paperwork. You’ll see it covers your X concern with an option to do Y or Z. Which would you prefer?” By giving them a choice, you empower them to say yes.

At some point, your prospect will hit you with the classic question:“Why should I lease your space instead of [insert competitor]?” Most leasing agents jump into defense mode.Wrong move. Listing off your property’s features (“We’ve got X, Y, Z…”) sounds salesy. And the second you start selling, you lose your positioning as a trusted advisor. Rockstars know better. Instead of defending, go back to asking. Revisit their needs: “You mentioned visibility, traffic, and proximity to the university were your top priorities. Do you think this space hits those marks?” That’s how you lead them back to their priorities — not your pitch.You keep the conversation focused on what they care about and whether you can help them achieve it. This simple redirect does two things: Pro Tip: The more you ask, the more they’ll talk. And the more they talk, the more they’ll sell themselves on your space.

Showings are rare and valuable — don’t waste them. Unless you’re brand new and using the opportunity as a “dress rehearsal,” every showing should be intentional and strategic. That means you plan like a pro. Review your qualifying call-in sheet, research your prospect’s business, and tailor your pitch to highlight benefits that directly solve their pain points. Know your market cold — and especially what makes your space stand out against the competition. It builds credibility fast when you can rattle off specs and comps like you live and breathe this stuff (because you do). Anticipate objections but don’t script your answers. Be real. Know your stuff. And if you haven’t yet seen the prospect’s financials or projections, ask before the showing so you can speak to their occupancy health ratio with confidence. Pro Tips: Day of Show:Arrive early. Bring a flashlight, doorstop, and most importantly, your listening ears. Crack the back door, air out the space, and create a clean, professional vibe. Then listen. If you’ve done it right, your prospect might just say, “This is the only center I want to be in.” That’s a Rockstar moment.