Visibility, Cleanliness, and Security Are Non-Negotiable
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 […]
Quantify Value – Reduce It to the Ridiculous
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 […]
Mirror Before You Move
You’ve asked the questions, done the listening, and now it’s time to show your prospect that you get it. Before you pitch a space or schedule a tour, mirror back […]
Help Your Tenants Succeed
Smart leasing agents know that strong tenant revenues lead to a thriving shopping center. More successful tenants mean more traffic, stronger synergy, and easier leasing. Even if you’re not in […]
Considering Retail Leasing? Read This First.
If you’re coming from a commission-only sales job, you already understand the financial risk. But if this is your first role—or you’re transitioning from a salaried job—you need to know: […]
To Succeed Faster, Find a Mentor.
The best way to learn this job is to do the job—and a great mentor can help you do it better, sooner. Ideally, you’ve already been paired with a successful […]
Begin With the End in Mind
Let’s set a realistic income goal and reverse-engineer your plan to hit it. Say your target is $45,000 in year 2. With an average commission of $3,000 per lease, you’ll […]
Always Trade Smart – Every “Give” Deserves a “Get”
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 […]
Don’t Overcome Objections – Use Them to Close
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 […]
How to Answer “Why Should I Lease From You?
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 […]