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.

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 what you heard. Repeat their key needs, using their own words if possible. This does two powerful things: Try to prioritize their pain points so when you do present a solution, it lands emotionally, not just logically. You’re not just showing space — you’re solving a problem. Now, if one of your properties doesn’t meet their needs, don’t waste their time (or yours). Be honest. Ask if they’d like you to keep them in mind or refer them to another agent who might have a better fit. That kind of integrity is what Rockstars are known for — and it pays off long-term. ROCKSTAR TIPNever tour just to tour. If there’s no match, don’t show. Be the agent who listens more than talks, and who only books tours with purpose. Your goal? Progress the conversation – but only when the path forward is real.

Let’s be clear – the goal of canvassing is to start the conversation. That’s it. And the job of your flyer? To continue the conversation after you walk out the door. A great flyer isn’t just a piece of paper. It’s a non-threatening, empowering little marketing machine that helps your prospect self-select whether you might be a fit for their next location. And believe me, it works way better than a lonely little business card. Start with a strong opener: “Hi, I lease six centers in the area…” (and hand them the flyer) “…What are your expansion plans?” Now they’re engaged, and that flyer gives them something real to react to. Here’s what every Rockstar flyer should include: Important: DO NOT list the rent. That part of the convo comes later. And don’t stress about the design. Use tools like Canva or Fiverr to make it look great without losing hours of your time. You’re a leasing agent, not a graphic designer. A flyer should work for you, even after you’ve left the store. So, get out there, and hand out something that opens doors and conversations.

We’ve all been there. That one space just won’t lease. Your pipeline’s gone stale. You’ve called the usual suspects. You’ve followed up five times. Crickets. When that happens, it’s time to shake things up. Here are 5 creative ways I personally use to revive a sluggish prospecting plan—and yes, they WORK: You never know where your next lease will come from—so keep your eyes open, your questions sharp, and your mindset bold. Now go get that deal. Rockstar style.