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.

Name: ___________________________________________Phone: ___________________________________________Email: ____________________________________________ Business Type: _____________________________________Square Footage Needed: _____________________________Preferred Space (Inline / Outparcel / End Cap): ___________ Do you currently own a business? ☐ Yes ☐ NoIf yes, for how long? ________________________________Where is it located? _________________________________ What do you like about your current location? What don’t you like about your current location? Do you have more than one location? ☐ Yes ☐ NoWhat makes it successful? Current Annual Revenue: ____________________________If new, do you have a business plan? ☐ Yes ☐ NoProjected First-Year Revenue: _________________________ What do you like about our center? How much capital do you have available? ______________How much are you budgeting for start-up costs? _________Any partners involved? ☐ Yes ☐ NoWho will sign the lease? ______________________________ What is your monthly rent budget? ____________________Where is your funding coming from? __________________ Have you researched the area? ☐ Yes ☐ NoWhat do you like about it? Other areas or centers you’ve considered: Signage needs: ____________________________________Parking needs: ____________________________________ Reminder: A personal guarantee is required.If asked for the rent early, say you’re happy to provide it — you just want to ensure you fully understand their needs first. Then continue the conversation with warmth and professionalism.

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.