Leasing Tip of the Day: Unlocking the Secrets to Retail Leasing Starts Here

Unlocking the Secrets to Retail Leasing Starts Here: Building Strong Relationships with Neighborhood Leasing Agents

Are you ready to take your retail leasing game to the next level? Here’s a critical strategy that can help you build strong relationships with Neighborhood Leasing Agents in your market.

Identify Your Target Agents : The first step in this strategy is to identify 6-8 Neighborhood Leasing Agents who can help you navigate the retail leasing landscape. It might sound like a daunting task, but it’s easier than you think.

Start with Your Immediate Area : Begin by looking at the retail properties near your center. If your center is at an intersection with three other centers, you’ve already got a head start. Collect the names of the leasing agents for these properties. Chances are you’ll have at least three names on your list right away.

Expand Your Network: Once you’ve identified these initial agents, don’t stop there. Reach out to the agent for the Regional Mall in your area and consider contacting a few more agents for retail properties near yours. Before you know it, you’ll have a list of 6-8 names.

Take Action and Meet in Person: Now that you have your list, your next goal is to meet personally with these Neighborhood Leasing Agents. Set a goal to accomplish this within the next 30 days. These one-on-one meetings are invaluable for building connections and understanding the market better.

Group Gatherings: A Smart Alternative: If scheduling individual meetings becomes challenging, consider arranging a group gathering at a local tenant. You can rotate the location to keep things fresh and engaging. This approach allows you to get to know what’s happening in your market and who’s making things happen.

Why Building These Relationships Matters: Building relationships with Neighborhood Leasing Agents is not just a formality; it’s a crucial step in successful retail leasing. These agents have the insider knowledge and connections that can make a significant difference in your leasing efforts.

Take the initiative, identify those agents, and start building connections. It’s a small investment of time that can yield big returns for business.

Happy Leasing!

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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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Always Trade Smart – Every “Give” Deserves a “Get”

In every negotiation, remember this simple rule: if you give something, get something in return. Even if it feels lopsided, both parties are equally invested in reaching an agreement—and no one expects something for nothing. You’re not just filling a space; you’re creating a long-term partnership. So keep the balance: If you’re dealing with a prospect who keeps coming back for more, flip the script: ask for your “get” first. You’ll be amazed how quickly the endless asks taper off when there’s a price attached to every concession.

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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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