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.

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.

Here’s a mindset shift: you don’t quote rent, you give it. Why? Because quoting sounds negotiable. Saying “We’re asking $40/sf” instantly invites haggling. But saying, “The rent is $40/sf” sets a tone of confidence and finality — like a gift, not an opening bid. This isn’t just semantics. When you quote, you’re subconsciously signaling that the number is flexible. When you give, you’re anchoring the rate in certainty and professionalism. Let’s back up: the entire first part of your call with a prospect is about them — asking smart questions, learning about their business, needs, and funding. You’re qualifying. Listening. Gathering intel. But the rent? That’s your moment to speak with clarity and confidence. It’s the only part of the call where you’re in control of the narrative. No hesitation, no disclaimers. Say: “The rent is $40/sf.”Don’t say: “We’re asking $40/sf” or “It’s about $40…” That tiny tweak will help you hold the line, protect your value, and avoid losing leverage. Remember: Rockstars don’t negotiate their worth. They deliver it.

Rockstar Pop Quiz Reminder:In my world, a prospect is only qualified if:✔️ They have multiple locations✔️ They have cash on hand Why Qualifying Matters Call-ins from your leasing signs? Only 0.05% will be truly viable.That means 99.95% are time-wasters if you don’t qualify them properly. Let’s do the math: Doing this will save you over 100 hours per year — time you can use to canvass and close real deals. Rockstar Rule Don’t chase your tail. Qualify first.It’ll make your job easier, your income higher, and your pipeline stronger. Want a plug-and-play call-in sheet to make this easier? Just say the word.