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.

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