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 […]
Rockstars Don’t Waste Showings
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 […]
Stop Quoting Rent – Start Giving It
Here’s a mindset shift: you don’t quote rent, you give it. Why? Because quoting sounds negotiable. Saying “We’re asking $40/sf” instantly invites haggling. But saying, “The rent is $40/sf” sets […]
Why Qualifying Matters
Rockstar Pop Quiz Reminder:In my world, a prospect is only qualified if:✔️ They have multiple locations✔️ They have cash on hand Why Qualifying Matters Call-ins from your leasing signs? Only […]
The Absolute Must-Ask Questions (Before Quoting Rent)
Name: ___________________________________________Phone: ___________________________________________Email: ____________________________________________ Business Type: _____________________________________Square Footage Needed: _____________________________Preferred Space (Inline / Outparcel / End Cap): ___________ Do you currently own a business? ☐ Yes ☐ NoIf yes, for […]
Qualify Like a Rockstar Before You Talk Rent
When a prospect calls from your sign, your goal isn’t to sell – it’s to understand. Build rapport, then qualify. And yes, that means asking the tough questions – the […]
Don’t Sell. Qualify. Especially on a Sign Call.
When a prospective tenant calls you off a sign, don’t get excited yet. Statistically, only about 0.5% of those sign calls are actually qualified — meaning they’ve got experience and […]
If You Want Better Conversations, Start Talking to Strangers.
I just finished reading 100 Days of Rejection by Jia Jiang. The guy purposely got rejected for 100 straight days to overcome his fear of it — and guess what? […]