Beth’s Blog

Here’s a question I ask all the time: What’s more important—knowing people or being known? Answer: Being known. Every time. Right now, in your own market, there are hundreds of business owners who need your expertise and don’t even know you exist. That’s on you to fix. Start saying yes. Yes to volunteering at church or synagogue. Yes to that casual networking happy hour. Yes to helping organize an alumni event. Yes to anything that gets you in front of people—and makes you known. And here’s a no-brainer: Join your local Chamber of Commerce. About 10% of their members pay rent to landlords, yet leasing pros are almost never in the room. Why? That’s 30+ potential tenants in a 300-member group—and likely just one leasing agent. I’ll take those odds any day. So get active. Be seen. Be known. That’s how Rockstars grow their networks—and their deal flow.

If you’re serious about growing your leasing career, you’ve got to be where the action is—ICSC events. These are your best shot at meeting the people who can move your deals and your career forward. Start local. Local and regional ICSC events are low-cost, low-pressure, and full of opportunity. Aim to meet 20 new people per event. These connections are gold, and they’re how Rockstars build their “who knows you” game. National ICSC events? Yes, they’re bigger and pricier—but totally worth it. This is where you’ll find reps from the major retailers, top investors, key lenders, and high-level brokers. Even two or three solid meetings can change your entire year. Rockstar prep includes: Set a big goal—meet 50 new people per day. Can’t hit it? Even half that is huge. And don’t forget to follow up. Send hand-written thank-you notes. Not emails. That one move will separate you from 99% of the pack. Show up, plan smart, work the room, and follow through. That’s how Rockstars fish where the fish are biting.

This might sound obvious, but you’d be shocked how many leasing agents keep their vacancies to themselves like it’s classified info. Spoiler alert: It’s not. Rockstars treat everyone as a potential lead—or someone who knows one. So shout it from the rooftops:📣 Tell your friends.📣 Tell your family.📣 Tell your barista, your book club, your golf foursome, your Uber driver.📣 Post it on Facebook (yes, right between the vacation pics and sourdough starters). I’ve leased space from a conversation at church, on the bleachers at a little league game, even at the grocery store. But none of that would’ve happened if I hadn’t shared what I was looking for. So make it a habit: know your Top 5 Uses and talk about them. Everywhere. And if someone sends you a lead?✅ Follow up (immediately!)✅ Follow back with your friend—and show your appreciation. A simple thank you text, coffee gift card, or shoutout goes a long way. Deals are hiding in plain sight—you just have to let people know what you’re looking for. Let the world help you lease! 💥

Want to know if a tenant is truly a good fit for your center? It’s not just about how great they are—it’s about how much money they’ll make and whether they can afford your rent. That’s where the health ratio (aka occupancy cost ratio) comes in. Here’s the formula:Annual Sales ÷ Annual Rent = Health Ratio For example:$500,000 in annual sales ÷ $50,000 in rent = 10% health ratio Different industries have different thresholds, but as a general rule, 10% or under is ideal. Anything higher? 🚩 You might have a great tenant in the wrong location—or charging too much rent for their margins. You can find industry benchmarks in the ULI Dollars and Cents of Shopping Centers guide (yep, still relevant even though the last version was 2008). Learning to read a business plan or analyze a P&L isn’t just a bonus skill—it’s a must if you want to sign long-term, successful tenants. The rent you charge has to align with the tenant’s ability to generate sales. Period. So before you sign that next lease, do the math. Know the ratios. And lease like a Rockstar.

You’ve done the homework—your market study’s solid, you’ve toured your vacancies, checked your exclusives, and you’re knee-deep in lease lingo. Now it’s time for the fun part: prospecting with purpose. Before you make a single call or send that first email, fill out a Top 5 Uses worksheet for ONE property at a time. This is where strategy meets action. Think of it as your prospecting blueprint. 🎯 Be specific: Don’t just write “restaurant.” Write “Fast Casual Mexican Taco Concept” or “White Tablecloth Steakhouse with Full Liquor License.”🎯 Match your picks to your square footage, visibility, and—most importantly—your demographics.🎯 Think about synergy: Which uses will complement your current lineup and drive traffic? When you complete this worksheet first, every cold call, DM, or knock on a door is intentional and aligned. That’s how Rockstars work. So grab your notes, get focused, and build your Top 5 Uses list before diving into your next round of prospecting. It’s a total game-changer. 📝🔥 Shopping Center Name: ____________________________Top 5 Uses:

Want to create long-term value in your center and save yourself future headaches? Start by making sure each tenant is in the right space for their use. Do you have a destination tenant—like a physical therapist—camped out on an end cap? Or a seasonal tenant (hello, tax prep in April) taking up a prime spot year-round? If so, that’s a missed opportunity. Make a note and tuck it away… because when the right prospect comes along, you might just have a chance to reposition and upgrade. ROCKSTAR TIP: Always check the lease before making any relocation promises. If they’ve got a huge build-out or relocation clause, you better know it before you offer that space to someone else. Getting the mix right means impulse tenants belong in high-visibility spots, and destination uses go in the elbows. Simple shifts in placement can drive more traffic, boost co-tenancy synergy, and improve your center’s overall performance. Right tenant, right space = Rockstar leasing.

After you’ve walked your property and completed your market study, it’s time to zoom out and ask: Who lives, works, and shops here? Because no matter how beautiful the space or how great the rent deal is, if the demo doesn’t match the use—it’s not going to work. A high-end botox clinic in a low-income center? 🚫A check-cashing business in an affluent, family-focused market? Double 🚫A pediatrician in an area being taken over by dog groomers and breweries? You get the point. So drive the market again. Take note of who’s busy, who’s expanding, and what types of uses are actually working nearby. Look at your comps. Tap back into the intel you got from your leasing agent coffee group. And here’s your Rockstar Tip:Don’t rely on 10-year-old census data. The future is in geo-fencing and real-time cell phone tracking data. This is where the industry is headed—you should be ahead of the curve. Match the right tenant to the right demo and you’ll fill space faster, keep tenants longer, and build a stronger center. Let the data lead the way!

Before you decide which tenant to put where, you need to know exactly what you’re working with—and that means it’s time for a physical audit of your property. This is where Rockstar leasing starts. Walk every vacancy and take detailed notes:✔️ Dimensions (count ceiling tiles to estimate depth)✔️ Condition of the space (good, fair, or yikes)✔️ Ceiling height (and yes—use a broom to lift those tiles!)✔️ Is there gas? What’s the ampage? HVAC working?✔️ ADA compliance? Parking? Signage rules? You’re not just listing spaces—you’re learning what uses make sense based on location and visibility. End caps and outparcels? Think impulse tenants like ice cream or fast casual. Interior elbows? Perfect for destination tenants like karate studios or medical offices. And don’t forget to look at the big picture:– Can large spaces be split?– Can small ones be combined?– Who’s doing well and might want to expand?– Who’s weak and coming up for renewal next to a vacancy? The more you know, the smarter your leasing strategy becomes. Get out there, take notes, and know your property like the back of your hand. Rockstar status starts with the walkthrough.