If you’re serious about growing your leasing career, you’ve got to be where the action is—ICSC events. These are your best shot at meeting the people who can move your deals and your career forward. Start local. Local and regional ICSC events are low-cost, low-pressure, and full of opportunity. Aim to meet 20 new people per event. These connections are gold, and they’re how Rockstars build their “who knows you” game. National ICSC events? Yes, they’re bigger and pricier—but totally worth it. This is where you’ll find reps from the major retailers, top investors, key lenders, and high-level brokers. Even two or three solid meetings can change your entire year. Rockstar prep includes: Set a big goal—meet 50 new people per day. Can’t hit it? Even half that is huge. And don’t forget to follow up. Send hand-written thank-you notes. Not emails. That one move will separate you from 99% of the pack. Show up, plan smart, work the room, and follow through. That’s how Rockstars fish where the fish are biting.

Want to know if a tenant is truly a good fit for your center? It’s not just about how great they are—it’s about how much money they’ll make and whether they can afford your rent. That’s where the health ratio (aka occupancy cost ratio) comes in. Here’s the formula:Annual Sales ÷ Annual Rent = Health Ratio For example:$500,000 in annual sales ÷ $50,000 in rent = 10% health ratio Different industries have different thresholds, but as a general rule, 10% or under is ideal. Anything higher? 🚩 You might have a great tenant in the wrong location—or charging too much rent for their margins. You can find industry benchmarks in the ULI Dollars and Cents of Shopping Centers guide (yep, still relevant even though the last version was 2008). Learning to read a business plan or analyze a P&L isn’t just a bonus skill—it’s a must if you want to sign long-term, successful tenants. The rent you charge has to align with the tenant’s ability to generate sales. Period. So before you sign that next lease, do the math. Know the ratios. And lease like a Rockstar.

You’ve done the homework—your market study’s solid, you’ve toured your vacancies, checked your exclusives, and you’re knee-deep in lease lingo. Now it’s time for the fun part: prospecting with purpose. Before you make a single call or send that first email, fill out a Top 5 Uses worksheet for ONE property at a time. This is where strategy meets action. Think of it as your prospecting blueprint. 🎯 Be specific: Don’t just write “restaurant.” Write “Fast Casual Mexican Taco Concept” or “White Tablecloth Steakhouse with Full Liquor License.”🎯 Match your picks to your square footage, visibility, and—most importantly—your demographics.🎯 Think about synergy: Which uses will complement your current lineup and drive traffic? When you complete this worksheet first, every cold call, DM, or knock on a door is intentional and aligned. That’s how Rockstars work. So grab your notes, get focused, and build your Top 5 Uses list before diving into your next round of prospecting. It’s a total game-changer. 📝🔥 Shopping Center Name: ____________________________Top 5 Uses:

Want to create long-term value in your center and save yourself future headaches? Start by making sure each tenant is in the right space for their use. Do you have a destination tenant—like a physical therapist—camped out on an end cap? Or a seasonal tenant (hello, tax prep in April) taking up a prime spot year-round? If so, that’s a missed opportunity. Make a note and tuck it away… because when the right prospect comes along, you might just have a chance to reposition and upgrade. ROCKSTAR TIP: Always check the lease before making any relocation promises. If they’ve got a huge build-out or relocation clause, you better know it before you offer that space to someone else. Getting the mix right means impulse tenants belong in high-visibility spots, and destination uses go in the elbows. Simple shifts in placement can drive more traffic, boost co-tenancy synergy, and improve your center’s overall performance. Right tenant, right space = Rockstar leasing.