Beth’s Blog

Leasing Tip of the Day: Don't Just Defend, Discover! When faced with the pivotal "WHY" from a prospective tenant— "Why should I lease your space?"—the instinctual response for many leasing agents is to launch into a vigorous defense of their property. They list every feature that their space has and their competitors lack. However, effective leasing isn't about why other options fall short, but how your property aligns perfectly with…

Leasing Tip of the Day: Never ‘Waste’ a Showing In commercial real estate leasing, showings are rare and therefore incredibly valuable. You never want to waste a showing on a prospective tenant without careful preparation and planning. Here's how to make sure every showing counts: 1. Know Your Numbers: Review your notes from the 'qualifying call-in sheet' and identify the most meaningful benefits of your space that align with their…

Leasing Tip of the Day: Secure Agreement Before Moving Forward Before you take any major steps in the leasing process, make sure you have a clear understanding of your prospect’s needs. This practice, often referred to as ‘mirroring’, ensures that both parties are on the same page before moving forward. Here's how you can apply this effectively: Summarize Needs: After your discussions, recap what the prospect has told you to confirm that…

Leasing Tip of the Day: The Game-Changing Phrase You Need to Know Remember how I always emphasize the power of confidence in leasing? Well, here's a prime example of that in action: When discussing rent rates with your prospects, always say "the rent is..." instead of "we're asking..." Why? Because the words we choose can make all the difference in how negotiations play out. Think about it: "Giving" someone the…

Leasing Tip of the Day: Why Your Sign Calls Demand Extra Attention Ready to level up your leasing game? Let's do a quick quiz to amp up your prospecting prowess. Question 1: How many empty spaces are lurking in your portfolio? Question 2: How many inbound calls are hitting your line each week? Question 3: Now, out of those calls, how many are truly worth your time? In my world, a…

Leasing Tip of the Day: Ask These Two Qualifying Questions Let's talk about seizing the moment with those 'sign' calls – the prospects who come to you, giving you the upper hand in the conversation. Here's the deal: when you're on that first call, forget the hard sell. It's about understanding their needs, plain and simple. Think of yourself as a matchmaker, not a salesperson. Your goal? Get agreement on what…

Leasing Tip of the Day: Mastering Small Talk Over The Pitch The art of conversation can open doors to numerous opportunities. Let me share a piece of wisdom that has significantly impacted my approach to professional engagements and networking. Inspired by Jia Jiang's journey in "How I Beat Fear and Became Invincible Through 100 Days of Rejection," I've learned the immense value of embracing every encounter with openness and curiosity. In…