When a prospect calls from your sign, your goal isn’t to sell – it’s to understand. Build rapport, then qualify. And yes, that means asking the tough questions – the kind most agents are afraid to ask. But Rockstars aren’t afraid to get real. Why? Because serious tenants love being taken seriously. These questions show you’re a pro. So, before you talk rent, make sure to ask: How much have you personally invested?If they’ve got skin in the game, amazing! Celebrate it. But you also need to know… Do you have funds left for marketing and working capital?If they’re financing everything with debt, that’s a red flag 🚩. Do you have a business plan?If this is their first venture — non-negotiable. You need to see it. What’s your expected buildout cost?If they throw out a big number ($300k+), ask to see it on their financials. Don’t guess — verify. How much TI are you expecting?Don’t wait for this question — preempt it by asking what they think their buildout will cost. Rockstar Tip:The more you know upfront, the less you waste your time (and theirs) later. Asking real questions early saves you weeks of back-and-forth and boosts your income by

When a prospective tenant calls you off a sign, don’t get excited yet. Statistically, only about 0.5% of those sign calls are actually qualified — meaning they’ve got experience and cash to expand. So don’t try to sell them anything. Your goal in that first call? One thing only: need agreement. You’re a matchmaker, not a closer (yet). Until you understand exactly what they’re looking for — and whether your center can meet that need — you’re wasting your time. If they ask about rent before you qualify them? Resist the urge. Once you give up the rent, you lose your leverage. And if you qualify poorly? You’ll pay for it later in lost time, bad deals, and deals that blow up mid-stream. So instead, ask: These two questions will tell you everything you need to know to keep the convo going — or graciously end it. Rockstar Tip:Write down their words. Literally. If they say “I love how much foot traffic you get,” use that in the lease negotiation later. And don’t be surprised if you hear the fake parking objection right after. Just smile and keep qualifying.

I just finished reading 100 Days of Rejection by Jia Jiang. The guy purposely got rejected for 100 straight days to overcome his fear of it — and guess what? It worked. But here’s the real takeaway: To get good at connecting with prospects, you’ve got to practice connecting with people. Period.Your kid’s bus driver. The barista. The cashier at the grocery store. Talk to them. Ask questions. Practice the art of a warm, low-stakes conversation. That’s how you build your “social muscle” for prospecting. Because tenants? They’re just people. And great prospecting starts with real conversations. Rockstar Tip:Start with easy questions like “How’s your morning going?” Then reflect and follow up:“Oh, heavy traffic, huh? Any idea what’s going on out there?”Listen. Ask more. Build rapport. Then, when the time feels right, exchange info. This stuff isn’t fluff — it’s your reps. And reps = results.So stop overthinking it. Get curious. Get talking. And watch your leasing confidence grow with every convo.

Retail Rockstars know the #1 way to get rejected when canvassing: walking in and asking, “Is the owner here?” Wanna know what people actually hear when you ask that?“Is there someone more important than you I can talk to?”Whether they’re the cashier, the manager, the owner’s kid—or the owner themselves—you’ve already lost them. You made them feel small. And no one does business with someone who makes them feel disrespected. Instead, try this: “Hey, I lease a shopping center nearby. What are your expansion plans?” That opener shows you’re legit, gets right to the point, and earns respect by respecting their time. If they’re not the owner, chances are high they’ll give you the owner’s name and contact info—if you treated them with value. Remember, your goal when canvassing isn’t to close a deal on the spot—it’s to start a conversation. And conversations are built on respect, clarity, and confidence. No fake browsing.No awkward small talk.No “Are you the owner?” Just real connections that move you closer to your next lease.