Why Your Elbow Space Won’t Lease
Ninety percent of the vacant space I see sitting empty is in the elbow, not the end cap. End caps are easy. They come with visibility, basically a built-in billboard, […]
Prepare Before You Prospect
I believe if you had to close 10 deals in 10 days, you’d be better off spending 9 of those days sharpening your strategy. That means knowing your own space, […]
The Prospecting Tools You’re Probably Ignoring
Canvassing is my bread and butter, but it’s not the only strategy that works. Here are a few others I use, and how I use them right. For mom and […]
Why Canvassing Beats Waiting for the Phone to Ring
I ask my rock stars three questions at the start of every class. How many vacant spaces do you have? How many call-ins do you get each week? How many […]
Stop Asking “Is the Owner Here?”
When I canvass with agents, almost every single one walks into a store and asks the person at the register, “Is the owner here?” It feels natural, but it’s actually […]
Don’t Be the First to Say No
Most of us are silently saying no to prospects before we’ve asked them a single question. “They won’t be interested.” “They’re too small.” “They can’t afford our rates.” These thoughts […]
Ask What They Do Now
Early in my career, a man called about my vacant 6,000 square foot end cap in Lake Worth. He said he wanted to open a video store as a prototype […]
Stop Answering For Your Prospects
My first day in commercial real estate, my boss left me alone in the office with a pile of onboarding papers and zero training. I didn’t know a rent roll […]
When You’re on a Deadline, Change the Game
If you bought a shopping center with a short-term loan—bridge, mezzanine, or hard money—you probably have one mission: increase NOI fast so you can refinance. When that clock is ticking, […]
Renovate Without Disrupting Your Tenants
Renovating a shopping center can increase value, improve visibility, and boost tenant sales – but if you’re not careful, it can also disrupt the very businesses that pay your rent. […]