Here’s a question I ask all the time: What’s more important—knowing people or being known? Answer: Being known. Every time. Right now, in your own market, there are hundreds of business owners who need your expertise and don’t even know you exist. That’s on you to fix. Start saying yes. Yes to volunteering at church or synagogue. Yes to that casual networking happy hour. Yes to helping organize an alumni event. Yes to anything that gets you in front of people—and makes you known. And here’s a no-brainer: Join your local Chamber of Commerce. About 10% of their members pay rent to landlords, yet leasing pros are almost never in the room. Why? That’s 30+ potential tenants in a 300-member group—and likely just one leasing agent. I’ll take those odds any day. So get active. Be seen. Be known. That’s how Rockstars grow their networks—and their deal flow.

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.

This might sound obvious, but you’d be shocked how many leasing agents keep their vacancies to themselves like it’s classified info. Spoiler alert: It’s not. Rockstars treat everyone as a potential lead—or someone who knows one. So shout it from the rooftops:📣 Tell your friends.📣 Tell your family.📣 Tell your barista, your book club, your golf foursome, your Uber driver.📣 Post it on Facebook (yes, right between the vacation pics and sourdough starters). I’ve leased space from a conversation at church, on the bleachers at a little league game, even at the grocery store. But none of that would’ve happened if I hadn’t shared what I was looking for. So make it a habit: know your Top 5 Uses and talk about them. Everywhere. And if someone sends you a lead?✅ Follow up (immediately!)✅ Follow back with your friend—and show your appreciation. A simple thank you text, coffee gift card, or shoutout goes a long way. Deals are hiding in plain sight—you just have to let people know what you’re looking for. Let the world help you lease! 💥

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.