Old-school sales training teaches you to memorize scripts to overcome objections. But Rockstars know: if you’ve asked the right questions and listened throughout the leasing process, closing should feel natural — not scripted. Still, objections will come. And guess what? Objections mean they’re interested. If they weren’t, they wouldn’t still be talking to you. So don’t panic. Don’t get defensive. Instead, validate the concern and keep the conversation going. For example: Prospect: “This center doesn’t get much traffic.”You: “You’re right. Let me ask — how do you usually attract customers? Foot traffic or marketing?” You’ve already matched their needs to your space, so most objections are just hesitation — not deal breakers. Don’t negotiate with yourself. Just re-engage the prospect with more questions, and when you’ve addressed their concerns, present the LOI with options: “Here’s the paperwork. You’ll see it covers your X concern with an option to do Y or Z. Which would you prefer?” By giving them a choice, you empower them to say yes.

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.