Beth’s Blog

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.

You’ve done your market study. You’re reading your leases. Now it’s time to get to know your most important resource—your tenants. Visit every business in your center. Eat at the restaurants. Chat with the stylists. Shop in the boutiques. Introduce yourself and ask, “How’s business? What do you need? How can I help?” ROCKSTAR TIP: Go on different days and times to get a feel for the traffic patterns. Tuesdays at 10AM look very different than Saturdays at 6PM! Take notes (and let them know you’re not texting your bestie). Ask about sales if they don’t report them. And definitely ask who they think would be a great fit for the center—you’ll be surprised what you learn. Oh—and find The Mayor. Every center has one: the unofficial leader of the tenant crew. Win them over, and life gets easier. (Just know they can be… a handful. Stay charming!) Bonus Rockstar Move: Loop in your property manager. Let them know you’re making rounds, and don’t throw them under the bus—EVER. Collaborate, follow up, and treat them like gold. Property managers hold the keys to the behind-the-scenes stuff you won’t see in a site plan. Plus, they’ve got the scoop. A little

Want to level up faster than your peers? Learn the language of retail real estate—and the best place to start is your own lease files. Most agents fake their way through lease lingo (spoiler alert: not a great long-term plan). A lease isn’t just paperwork—it’s the playbook for every negotiation, every deal, and every dollar. Here’s what I do with my rookies: we set aside one hour a week to read our leases—out loud, together. We break down each sentence:✔️ What does it mean?✔️ Why is it there?✔️ How does it impact the landlord and tenant relationship—or the bottom line? We talk exclusives, prohibitions (huge time-saver), CAM, LOIs, TIs, and more. It’s not sexy, but it’s powerful. Don’t wait for your boss to schedule this—Rockstars take initiative. Do it yourself, and email your questions later if needed. Because the fastest way to gain confidence, avoid rookie mistakes, and negotiate like a pro… is to actually understand the lease you’re selling. Imagine that!

Congrats on finishing your first market study! Now… keep it going. Because guess what? The market already changed while you were reading this. A market study is never “done”—it’s a living, breathing document. Without current intel, you’re not selling… you’re guessing. Want to stay sharp without burning out? Put your study on autopilot: ✅ Subscribe to community papers and local mags (print ads = gold!)✅ Open every Valpak and piece of direct mail—it’s a retail treasure map✅ Set up Google Alerts for your city, centers, tenants, and competitors Watch for hospital expansions, new apartment approvals, construction delays, and incoming or exiting anchors. This is the kind of insight that makes you the go-to leasing expert. Bottom line? Keep up, or fall behind. The market doesn’t wait—and neither do deals.