Which Centers Consistently Beat The Averages...

Which Centers Consistently Beat The Averages…

And Why Are They So Profitable in Any Market.

I’m very much a glass half full person, but there’s no denying that I held out longer than most before saying out loud (or on my blog) that happy days are here again for retail real estaters. Why? Because pain is a heck of a motivator – I actually like down markets. They ignite our creativity and move us to action…and when we act, we become very efficient and productive. And successful. And then the market grows stronger… and then what happens? Click here to learn why some shopping centers that survived the downtimes will stumble as the market grows stronger… and what you can do to make sure that you don’t become one of them.

Just in case you’re not familiar with me, my name is Beth Azor (this is my blog). My friends and colleagues refer to me as ‘The Retail Leasing Queen’ (lovingly, I hope). My track record in retail real estate spans nearly 30 years (gulp). I’ve bought, sold, leased, developed, re-developed, consulted on, and managed shopping centers of all shapes, sizes and importance…including quite a few of my own. Yes, I have some skin in this game. And yes, ok I will admit it – times are better now. But don’t take that as my permission to coast. Or worse, fall back on some bad habits. Why?

Because in the next five years, times are gonna get even better. Much better. In fact, I believe that in the next few years we will be presented with some of the largest sales, income and growth opportunities we have ever witnessed. So I ask you, are you positioned to take full advantage of those opportunities. Will you even recognize them? And more importantly, will you be ready to act upon them when you do?

I really hope you are. I know I am…And I know this because I’ve experienced great success and had my share of a few clunkers. I’ve been hands-on in nearly every phase and facet of this business. I’ve also coached and hopefully influenced hundreds of retail real estaters – from rookies to rockstars to C-level superstars. And in doing so, I know that there is no ‘secret’ to success.

There are, however, certain behaviors that when practiced consistently (in any market) will consistently yield results that outperform in any market. All centers that beat the averages do these five things.

They cultivate good day-to-day habits and emphasize best practices and fundamentals…in good times and bad. They won’t get complacent and suddenly forget how to sell because the phones are ringing again– and they don’t get frustrated when they’re not. They have developed and actually use reliable and replicable marketing systems. They track their numbers, and they can just as easily anticipate needs and opportunities as they can pinpoint and fix flaws.
They are strategic business partners to their tenants and prospects – they identify the needs of their prospects…and create ‘programs’ that match their centers’ benefits with their prospects’ needs. They seek mutually rewarding outcomes.
They never stop canvassing. The right way. 10 hours per week. minimum. No matter what.
They are always building their ‘bench’ and their intelligence. They are committed to ongoing education and training. They share information, provide great support and cultivate a curiosity in their staff. They look to other industries for great ideas…and great people.
They stay nimble and responsive to change. Successful centers – and the people who run them – are tireless revisers, which means they are always learning and are capable of adjusting in real time to changes and opportunities.

Bonus behavior: They seek and emphasize value over price in every analysis and in every deal.

The successful people in our business aren’t lucky – they’re busy. And if you’d like to learn more about what they’re busy doing and more specifically, how they’re doing it, please give me a call. I’m happy to talk to you about what’s happening in your market and what I’m doing right now in mine to:

Build My Bench (and my clients benches), Build My (and my partners, staff, tenants and prospects) Intelligence, Build My Pipeline and my Property’s Value (rents up 40% in past 12 months), Attract National Retailers (20 deals in past 12 months).

Why Canvassing Beats Waiting for the Phone to Ring

I ask my rock stars three questions at the start of every class. How many vacant spaces do you have? How many call-ins do you get each week? How many of those are actually qualified? A qualified prospect, in my world, has more than one location and money on hand to expand. When I tally it up, only about .05% of call-ins meet that bar. If you’re depending on leasing signs and cold emails to fill your spaces, you’re going to be waiting a long time. Canvassing is what actually works. Only 2% of agents do it regularly, and I’d bet that’s the same 2% closing the most deals. It’s no longer about who you know, it’s about who knows you. Face-to-face relationships are what get you remembered when a prospect is finally ready to expand. I canvass, and so does my entire team, 10 hours a week minimum. I average 15 new business cards for every 15 stores I visit, even after 31 years in my market. I still find prospects I’d been overlooking for years. Case in point, there was a tennis shop on my route to my son’s school that I’d passed for two years without stopping

August 3, 2026

Stop Asking “Is the Owner Here?”

When I canvass with agents, almost every single one walks into a store and asks the person at the register, “Is the owner here?” It feels natural, but it’s actually the worst question you can ask. Think about who’s on the other side of that question. If they are the owner, you just told them they don’t look like it. If they’re not, you just told them they’re not important enough to talk to. Either way, you’ve disrespected the person standing in front of you before you’ve said anything useful. Skip the gatekeeper question entirely. Walk in, greet whoever you meet, and get straight to your purpose. “Hey, I have a shopping center a few miles away. What are your expansion plans?” That one line respects their time, treats them like they matter, and opens a real conversation, whether they’re the owner, the manager, or the person working the register today who might own the place tomorrow. Rockstar Tip: Cut “Is the owner here?” from your canvassing script completely. Lead with your purpose instead, and you’ll walk out with a name and contact info far more often.

July 27, 2026

Don’t Be the First to Say No

Most of us are silently saying no to prospects before we’ve asked them a single question. “They won’t be interested.” “They’re too small.” “They can’t afford our rates.” These thoughts show up automatically, and we listen to them without even realizing it. I think this comes from how we’re raised. As kids we hear no constantly, and we’re taught to just accept it. So as adults, we do everything we can to avoid hearing it again. One way we do that is by saying no on someone’s behalf before we ever give them the chance to answer for themselves. The flip side is just as damaging. When we do hear no from a prospect, some of us swing the other way and refuse to accept it, pushing and pressuring until it feels like a hard sell. Neither reaction serves you. Both come from the same place, an old discomfort with the word no that has nothing to do with your business today. The fix is simple, even if it takes practice. Ask the question you’re avoiding. Let the prospect answer for themselves. If they say no, thank them and move on. If they say yes, you just found a deal

July 20, 2026

Ask What They Do Now

Early in my career, a man called about my vacant 6,000 square foot end cap in Lake Worth. He said he wanted to open a video store as a prototype before franchising it. I laughed, told him the space was built for a restaurant, and filed his info a year out. I even wrote “Video Store, Ha!” on the sheet. That man was Wayne Huizenga. One year later his video store had 40 locations. It became Blockbuster. I didn’t lose that deal because of the space. I lost it because I never asked one simple question. From now on, ask every prospect these two questions before you do anything else. What do you do now? What made you call on my center today? These two questions tell you in thirty seconds whether you’re talking to a time waster or your next anchor tenant. Don’t skip them just because a prospect sounds unusual or too small to matter. Rockstar Tip: Never assume you already know how a call is going to go. Ask, then listen.

July 13, 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.