Retail Rockstars know the #1 way to get rejected when canvassing: walking in and asking, “Is the owner here?” Wanna know what people actually hear when you ask that?“Is there someone more important than you I can talk to?”Whether they’re the cashier, the manager, the owner’s kid—or the owner themselves—you’ve already lost them. You made them feel small. And no one does business with someone who makes them feel disrespected. Instead, try this: “Hey, I lease a shopping center nearby. What are your expansion plans?” That opener shows you’re legit, gets right to the point, and earns respect by respecting their time. If they’re not the owner, chances are high they’ll give you the owner’s name and contact info—if you treated them with value. Remember, your goal when canvassing isn’t to close a deal on the spot—it’s to start a conversation. And conversations are built on respect, clarity, and confidence. No fake browsing.No awkward small talk.No “Are you the owner?” Just real connections that move you closer to your next lease.

Stephen Covey said it best: “Goals are pure fantasy unless you have a specific plan to achieve them.” And that goes double for canvassing. You wouldn’t pack for a trip without knowing the destination—so don’t hit the streets without a clear strategy. Rockstars don’t wing it. They show up prepared, flyers in hand, and goals in mind. Here’s your quick-hit canvassing plan: Rockstar Tip: Rainy day? Even better. Stores are empty, and business owners are chatty. You’ll stand out. Bottom line: Canvassing without a plan isn’t just inefficient – it’s ineffective. Plan it, work it, lease it. Let’s go!

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.

You don’t need a spreadsheet to figure out the “perfect” time to canvass. You just need to go. Seriously – too many leasing agents waste precious time trying to plan the ideal conditions. Best day? Best time? Only one use? Multiple uses? What if it rains? What if it’s cold? (Answer: suck it up, buttercup… or canvass the mall.) Let me give it to you straight: 97% of agents don’t canvass consistently – and they wonder why they’re not hitting their goals. Meanwhile, more than one-third of my deals come directly from good old-fashioned canvassing. Coincidence? Nope. Just discipline. Rockstars don’t wait for the stars to align – they put canvassing on the calendar and treat it like the priority it is. They set a goal (30 business cards or 3 hours, whichever comes first). They pick a target (either a specific use like nail salons or a geographic cluster). And then… they hit the street. Rain or shine. Hot or cold. They show up. And here’s a Rockstar tip: Some of my best canvassing has happened during downpours. Stores are empty. Owners are bored. You walk in, drenched and smiling – and boom, connection made. So stop waiting for