8 Things to do Before and While Canvassing

Before you start…

1. Complete the “Top 5 Uses” form. When you do, pick a particular center and try to match uses to the square footage that you have available. Be as specific as you possibly can, and consider the following:

• Retail in the surrounding area, especially those uses that produce strong revenue

• Any 2nd Generation opportunities you may have (include former restaurant spaces, salon spaces and medical facilities with valuable infrastructure)

• Where in the center the vacancies are

• Whether the vacant space is better for destination (elbows) or impulse (end caps and good visibility) retailers

• Consumer demographics

• Exclusives and restrictions (e.g., I can’t have pool supply companies in one of my centers because the city prohibits the storage of chlorine)

2. Tell everyone who will listen to what you’re looking for! I found and leased space to the best burger joint just from a casual conversation that I had with a friend. A week after we had spoken, my friend texted me while in the middle of eating a burger from this fabulous little spot about 15 miles from my center. In fact, some of my best leads have come from my friends, my kids’ friends, parents, and random people I meet. Your vacancies are not trade secrets (unless you’re under some sort of non-disclosure, then they are).

3. Make flyers (see also #7).

4. Phone a friend. Go with a colleague, someone from your office or even with a competitor. Canvassing is WAY more fun in pairs, and it should be FUN! Canvassing with a colleague also keeps you accountable. If you set up a date with a peer (especially if that peer is a competitor), I doubt you’ll cancel… at least I know you’ll think twice before you do.

5. Use Yelp for a little reconnaissance. It’s great for picking canvassing destinations for next-generation restaurant space, salons, nail salons, etc. That said, don’t worry about prior planning. It’s more important to just get out there and do it!

When you get there…

6. When you’re canvassing, get the owner’s business card (yes, I know that’s obvious); but now turn it over. More often than not, if a store has multiple locations, the other store addresses will be listed on the back of the business card.

Ideally, you’re going to try to get said business card (and turn it over) before you speak to the owner, perhaps while they’re engaged with another customer. The reason is that the number of store locations will affect how you speak to the owner. Obviously, if you’re talking with someone about the 9th location it’s a very different discussion than with someone who’s just considering their second. Going from 1 to 2 spaces is hard; 2–3 is easier, and once they have 4, they’re in the real estate business like you are.

7. BRING the right flyers. If, for example, you have multiple spaces/centers, create at least one flyer that SHOWS (not just lists) all of your centers—perhaps with a map!

If you have a built-out 2nd generation space (like a restaurant or hair salon) and you’re target canvassing for that particular use, your fliers should have PICTURES OF THE BUILT OUT SPACE and a list of the important stats on that space. For example, a flyer for a restaurant space should include the size of the grease trap, size of the hood, AC tonnage, electrical amps, etc.

Oh, last thing on flyers: don’t forget to give them to whomever you meet while you’re still talking to them. Don’t hold onto them like they’re some top secret document that only a select few have clearance to see.

If, for some reason, the store is closed (and door locked), take a Sharpie pen (always have one with you). I prefer red, but any bright color will do. Write a personal note on your flyer and slip it under the door.

Finally…

8. Get Lost! Ditch the GPS! Any tool, device or “GPS system” that prevents you from interacting with your surroundings should at least be occasionally discarded. Period. Exclamation point!

For more tips like this one, read my book Don’t Say No For The Prospect.

Learn More:

Why You Should Have Flyers of Your Properties

How to Find Spaces That Are Not Yet on the Market

New Trends of Expanding Retailers

How to Break out of “The Funk”

What is Canvassing Karma?

Always Trade Smart – Every “Give” Deserves a “Get”

In every negotiation, remember this simple rule: if you give something, get something in return. Even if it feels lopsided, both parties are equally invested in reaching an agreement—and no one expects something for nothing. You’re not just filling a space; you’re creating a long-term partnership. So keep the balance: If you’re dealing with a prospect who keeps coming back for more, flip the script: ask for your “get” first. You’ll be amazed how quickly the endless asks taper off when there’s a price attached to every concession.

December 8, 2025

Don’t Overcome Objections – Use Them to Close

Old-school sales training teaches you to memorize scripts to overcome objections. But Rockstars know: if you’ve asked the right questions and listened throughout the leasing process, closing should feel natural — not scripted. Still, objections will come. And guess what? Objections mean they’re interested. If they weren’t, they wouldn’t still be talking to you. So don’t panic. Don’t get defensive. Instead, validate the concern and keep the conversation going. For example: Prospect: “This center doesn’t get much traffic.”You: “You’re right. Let me ask — how do you usually attract customers? Foot traffic or marketing?” You’ve already matched their needs to your space, so most objections are just hesitation — not deal breakers. Don’t negotiate with yourself. Just re-engage the prospect with more questions, and when you’ve addressed their concerns, present the LOI with options: “Here’s the paperwork. You’ll see it covers your X concern with an option to do Y or Z. Which would you prefer?” By giving them a choice, you empower them to say yes.

December 1, 2025

How to Answer “Why Should I Lease From You?

At some point, your prospect will hit you with the classic question:“Why should I lease your space instead of [insert competitor]?” Most leasing agents jump into defense mode.Wrong move. Listing off your property’s features (“We’ve got X, Y, Z…”) sounds salesy. And the second you start selling, you lose your positioning as a trusted advisor. Rockstars know better. Instead of defending, go back to asking. Revisit their needs: “You mentioned visibility, traffic, and proximity to the university were your top priorities. Do you think this space hits those marks?” That’s how you lead them back to their priorities — not your pitch.You keep the conversation focused on what they care about and whether you can help them achieve it. This simple redirect does two things: Pro Tip: The more you ask, the more they’ll talk. And the more they talk, the more they’ll sell themselves on your space.

November 24, 2025

Rockstars Don’t Waste Showings

Showings are rare and valuable — don’t waste them. Unless you’re brand new and using the opportunity as a “dress rehearsal,” every showing should be intentional and strategic. That means you plan like a pro. Review your qualifying call-in sheet, research your prospect’s business, and tailor your pitch to highlight benefits that directly solve their pain points. Know your market cold — and especially what makes your space stand out against the competition. It builds credibility fast when you can rattle off specs and comps like you live and breathe this stuff (because you do). Anticipate objections but don’t script your answers. Be real. Know your stuff. And if you haven’t yet seen the prospect’s financials or projections, ask before the showing so you can speak to their occupancy health ratio with confidence. Pro Tips: Day of Show:Arrive early. Bring a flashlight, doorstop, and most importantly, your listening ears. Crack the back door, air out the space, and create a clean, professional vibe. Then listen. If you’ve done it right, your prospect might just say, “This is the only center I want to be in.” That’s a Rockstar moment.

November 17, 2025

Beth's Resources

Beth has established a reputation for “giving back” and creating a legacy of helping others. To support this mission, she offers a wealth of FREE resources for individuals in the retail leasing industry, whether you’re a newcomer or a seasoned professional. Her collection includes case studies from her nearly 40 years of experience, providing practical insights and guidance. With Beth’s resources, you’ll gain valuable tools to navigate the complexities of retail leasing and achieve your professional goals.

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