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?

Make Friends with Your Neighbors

One of the biggest mistakes I see shopping center owners make? Relying on online rent comps. You know those listings are wrong—I don’t even give my info to those sites! So how do you get accurate market data? You build relationships with your Neighborhood Leasing Agents (NLAs). When I was underwriting a deal, a quick call to a neighboring agent gave me the inside scoop on a renewal deal with a national tenant. That insight alone let me confidently increase my projected rent by $10/SF—which helped me win the deal! And I don’t mean a one-time “nice to meet you.” You’ve got to nurture those relationships over time. I even host Dead Deal Meetings twice a year where I gather the leasing agents in my market and we swap deals we couldn’t do. I’ve leased space from leads that came directly out of those meetings! Pro tip: Sharing is key. You can’t just take, take, take. Be generous with your own intel. It builds trust—and it comes back tenfold. Bottom line? Don’t isolate yourself behind rent rolls and listings. Get out there. Meet the agents. Build trust. Share leads. Real-world info beats appraisals every time.

March 2, 2026

Market Rent Isn’t What You Think

Forget what your rent roll says. Forget what CoStar or the appraiser says. If you really want to know what the market rent is—get in your car, drive your market, and talk to other leasing agents. When I buy a shopping center, I don’t guess rents. I do the homework:• I identify my competition.• I walk their centers.• I peek inside the vacancies.• I evaluate visibility, parking, signage, frontage, and foot traffic.• I stalk their websites for quoted rents and CAMs.• Then—I talk to the agents. I ask what’s leased, what’s not, and what’s real. Visibility alone can justify a $10 PSF bump! A 1,200 SF endcap on Main Street with 65,000 cars/day? That’s a different animal than a deep-in-the-back space in an 800,000 SF center. Want higher rents? Build the case. Understand the vacancy rates, the comps, the demand, and the foot traffic. Then test the market. Start quoting $26 instead of $22 and see who bites. Own a multimillion-dollar property? Act like it. Be the most informed landlord in your market. And remember—if your tenants are crushing sales and paying 2% in occupancy cost, they can likely afford more rent.

February 23, 2026

Don’t Be the Landlord Who Creates Their Own Vacancy!

Vacancy is expensive—and more often than not, we landlords are the ones causing it. How? By letting tenants pay late… again and again, until suddenly they’re three months behind and it’s easier for them to move out than catch up. That’s not good for them or for us. When I acquire a property, I give tenants a 90-day “habit reset.” I meet them, review their lease terms, and tell them we’re enforcing the rent due date—no more cozy grace periods. We charge late fees. We don’t waive them. Period. And yes, I track delinquencies on the 5th, 10th, and 20th every month. Here’s the Rockstar move: Get your tenants on ACH. The more automatic, the better. And if your tenants are local, pop in! A quick “Hey, haven’t seen the rent yet!” goes a long way. We’re in this business for two things: rent paid and doors open. So be diligent, be firm, and don’t be the landlord who contributes to their own vacancy problem.

February 16, 2026

Stop Giving Away Options!

Let’s get one thing straight: lease options benefit tenants – not landlords. Yet, so many landlords hand them out like candy, locking in below-market rents for years. Right now in South Florida, I have tenants paying $34/SF whose leases are set to roll in 18 months… and guess what? The market rate is nearly $70/SF! But with three five-year options at a measly 3% annual increase? That’s money left on the table—and a serious hit to your property value. If you must give options, here’s the Rockstar way to do it: Be fair, but don’t be foolish. You’re managing a multi-million dollar asset. Start negotiating like it.

February 9, 2026

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.

E-News

Subscribe to the Beth Azor e-news to stay up to date with commercial real estate trends, events, and expert advice.

We promise, no spam. Just great content.

E-News

Subscribe to the Beth Azor e-news to stay up to date with commercial real estate trends, events, and expert advice.

We promise, no spam. Just great content.