Let’s get one thing straight: lease options benefit tenants – not landlords. Yet, so many landlords hand them out like candy, locking in below-market rents for years. Right now in South Florida, I have tenants paying $34/SF whose leases are set to roll in 18 months… and guess what? The market rate is nearly $70/SF! But with three five-year options at a measly 3% annual increase? That’s money left on the table—and a serious hit to your property value. If you must give options, here’s the Rockstar way to do it: Be fair, but don’t be foolish. You’re managing a multi-million dollar asset. Start negotiating like it.

Let’s talk about TI — Tenant Improvement dollars. I’m allergic to it. Sure, I’ve given it. But only when it makes strategic sense. Why? Because when a tenant asks for TI, my first question back is: “How much is it going to cost YOU to open?” If a tenant’s total project is $100K and they only have $30K to their name? 🚩 TI is not a gift card. It’s an investment — and I’m not putting in more than you are. If you’re spending $50K and asking me for $50K, we might talk. But if you expect me to turnkey your entire buildout? I’m not your landlord. If I do give TI, I wait until you’ve opened, I’ve got your certificate of occupancy, and you’ve paid your first rent check. No mid-construction draws — I’m not your bank. And if you’re getting TI, you better be giving a strong guarantee. Why? Because if you flake mid-demo and I’m left with a torn-up space, I want recourse. One more thing — I don’t do full free rent. Half base + full CAM at most. Why? Because teaching tenants not to pay rent for months? That’s a habit I’m not in the

Let’s get one thing straight – traffic drives sales, and sales drive rents. So when I buy a shopping center, my first mission is simple: make it a place customers want to be. There are three must-haves every center needs to attract and retain foot traffic: 1. Visibility.Help your tenants be seen! Ditch the box signs and go for channel letters. Bonus points for white letters on a dark background—they pop! You don’t need a full façade renovation to get noticed, but signage upgrades are a game-changer. 2. Cleanliness.No one likes a dirty center. I use a porter service, not sweeping services (unless it’s a massive power center). My porters pick up trash, cigarette butts, blow leaves, and we pressure wash quarterly. Got a busy sub shop? They’re cleaning monthly. 3. Security.Want women to feel safe grabbing sushi after dark? LIGHTING MATTERS. We do weekly light checks, and I personally drive through to flag outages. Add spotlights if needed. Customers must feel safe—period. Start with these basics. They’re not glamorous, but they’re essential.

So many leasing agents get fixated on rent rates. I don’t. I focus on value — creating it and, just as importantly, demonstrating it. When a prospect says, “Your space is $5 more per square foot than the center down the road,” don’t defend. Break it down into actual dollars and cents. Let’s say your space is 1,200 SF and the competitor’s is $5 cheaper per SF. That’s a $6,000 difference per year, or $500/month. Break it down further: $16.67/day. If you’re talking to a pizza shop owner and a cheese pizza sells for $10, you ask: “Do you think being in a Publix-anchored center instead of a Winn Dixie one will help you sell two extra pizzas a day?” Their answer? Almost always yes. That’s the power of quantifying value. Instead of negotiating price, you reframe the conversation around real business impact. You’re not selling — you’re helping them see how your space improves their bottom line. Prospects don’t want a cheaper rent. They want more profitable locations. Use math to show them why yours is exactly that.