Leasing Tip of the Day: The Art of Building Relationships

If you’re in retail real estate like me, you know that the action happens at the International Council of Shopping Centers (ICSC) events. These gatherings are the goldmine for networking and building connections in our industry. With over 200 of these events happening each year, there’s really no excuse not to be a part of them, especially the local ones right in your backyard.

Local and regional ICSC events are where the magic begins. Sure, ICSC boasts a massive membership of over 70,000 people, but these smaller events usually bring together just a hundred or so attendees. It’s the perfect opportunity to sharpen your networking skills and expand your circle of industry insiders. Set a goal to meet at least 20 new faces at each local ICSC event – trust me, that’s a Rockstar-worthy aim!

The national ICSC events might seem a bit intimidating at first, not to mention expensive. But believe me, they’re worth every penny and effort you put in. These are the folks who can make your year with just a couple of productive meetings. The big retailers, the financiers, the best vendors, the investors – they’re all there. Plan your conference meticulously by arranging meetings in advance, and remember, personalized outreach is key, none of that email-blasting nonsense.

Networking doesn’t just happen within the conference walls; it starts even before you land at the venue or the airport pub. Strike up conversations with fellow travelers – chances are, they’re headed to the conference, too. And don’t stick to your comfort zone; branch out and meet new people. One of my pet peeves is when folks spend the conference hanging out with their existing buddies – that’s a missed opportunity.

Now, if you’re feeling ambitious, set a goal to meet 50 new people per day – go big or go home, right? Even if you end up with only a fraction of that, it’s still a win. Remember to smile, approach those standing alone, and be open to volunteering on an ICSC committee. You can also create your rookie dinner to ensure you’re not excluded from the ‘big’ dinners.

Lastly, don’t forget the power of sending a heartfelt Thank You note after the conference. Handwritten ones, mind you! It’s all about who knows you in this industry, and this thoughtful gesture will set you apart from the crowd.

So there you have it, folks, my take on making the most out of industry events. Happy networking, and go be a Rockstar!

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Help Your Tenants Succeed

Smart leasing agents know that strong tenant revenues lead to a thriving shopping center. More successful tenants mean more traffic, stronger synergy, and easier leasing. Even if you’re not in marketing or property management, here’s how you can support your tenants: Rockstars don’t wait for someone else to market the center. They pitch in, build relationships with tenants, and help turn their locations into community destinations.

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Considering Retail Leasing? Read This First.

If you’re coming from a commission-only sales job, you already understand the financial risk. But if this is your first role—or you’re transitioning from a salaried job—you need to know: Retail leasing is a long game. Commercial real estate has a much longer deal cycle than most sales roles. Deals can take 3–12 months to close, and you likely won’t see your first commission check for 4–5 months. Be Smart. Be Ready. Retail leasing can be wildly lucrative, but only if you prepare properly for the ramp-up. Don’t let short-term pressure kill your long-term potential.

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To Succeed Faster, Find a Mentor.

The best way to learn this job is to do the job—and a great mentor can help you do it better, sooner. Ideally, you’ve already been paired with a successful leasing agent to shadow. If not, identify a Rockstar in your office or market who’s willing to pay it forward. No luck? Reach out to your school’s career center—or give me a call: (305) 970-0416. Yes, it’s a real number. Once you’ve found your person, here’s how to get the most from the mentorship: Mentorship isn’t just about learning the business. It’s about building real-world confidence, faster. And Rockstars know—it’s not just what you know, but who helps you learn it.

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Begin With the End in Mind

Let’s set a realistic income goal and reverse-engineer your plan to hit it. Say your target is $45,000 in year 2. With an average commission of $3,000 per lease, you’ll need to close 15 leases this year. Now let’s break it down: Sounds big? It’s totally doable: Pair this formula with consistent qualifying, tracking, and follow-up, and you’ll not only hit your goal—you’ll outperform it. Rockstars know their numbers and work them like a pro.

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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.

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