If you’re coming from a commission-only sales job, you already understand the financial risk. But if this is your first role—or you’re transitioning from a salaried job—you need to know: Retail leasing is a long game. Commercial real estate has a much longer deal cycle than most sales roles. Deals can take 3–12 months to close, and you likely won’t see your first commission check for 4–5 months. Be Smart. Be Ready. Retail leasing can be wildly lucrative, but only if you prepare properly for the ramp-up. Don’t let short-term pressure kill your long-term potential.

The best way to learn this job is to do the job—and a great mentor can help you do it better, sooner. Ideally, you’ve already been paired with a successful leasing agent to shadow. If not, identify a Rockstar in your office or market who’s willing to pay it forward. No luck? Reach out to your school’s career center—or give me a call: (305) 970-0416. Yes, it’s a real number. Once you’ve found your person, here’s how to get the most from the mentorship: Mentorship isn’t just about learning the business. It’s about building real-world confidence, faster. And Rockstars know—it’s not just what you know, but who helps you learn it.

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.

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.