Vacancy is expensive—and more often than not, we landlords are the ones causing it. How? By letting tenants pay late… again and again, until suddenly they’re three months behind and it’s easier for them to move out than catch up. That’s not good for them or for us. When I acquire a property, I give tenants a 90-day “habit reset.” I meet them, review their lease terms, and tell them we’re enforcing the rent due date—no more cozy grace periods. We charge late fees. We don’t waive them. Period. And yes, I track delinquencies on the 5th, 10th, and 20th every month. Here’s the Rockstar move: Get your tenants on ACH. The more automatic, the better. And if your tenants are local, pop in! A quick “Hey, haven’t seen the rent yet!” goes a long way. We’re in this business for two things: rent paid and doors open. So be diligent, be firm, and don’t be the landlord who contributes to their own vacancy problem.

Let’s get one thing straight: lease options benefit tenants – not landlords. Yet, so many landlords hand them out like candy, locking in below-market rents for years. Right now in South Florida, I have tenants paying $34/SF whose leases are set to roll in 18 months… and guess what? The market rate is nearly $70/SF! But with three five-year options at a measly 3% annual increase? That’s money left on the table—and a serious hit to your property value. If you must give options, here’s the Rockstar way to do it: Be fair, but don’t be foolish. You’re managing a multi-million dollar asset. Start negotiating like it.

Let’s talk about TI — Tenant Improvement dollars. I’m allergic to it. Sure, I’ve given it. But only when it makes strategic sense. Why? Because when a tenant asks for TI, my first question back is: “How much is it going to cost YOU to open?” If a tenant’s total project is $100K and they only have $30K to their name? 🚩 TI is not a gift card. It’s an investment — and I’m not putting in more than you are. If you’re spending $50K and asking me for $50K, we might talk. But if you expect me to turnkey your entire buildout? I’m not your landlord. If I do give TI, I wait until you’ve opened, I’ve got your certificate of occupancy, and you’ve paid your first rent check. No mid-construction draws — I’m not your bank. And if you’re getting TI, you better be giving a strong guarantee. Why? Because if you flake mid-demo and I’m left with a torn-up space, I want recourse. One more thing — I don’t do full free rent. Half base + full CAM at most. Why? Because teaching tenants not to pay rent for months? That’s a habit I’m not in the

So many leasing agents get fixated on rent rates. I don’t. I focus on value — creating it and, just as importantly, demonstrating it. When a prospect says, “Your space is $5 more per square foot than the center down the road,” don’t defend. Break it down into actual dollars and cents. Let’s say your space is 1,200 SF and the competitor’s is $5 cheaper per SF. That’s a $6,000 difference per year, or $500/month. Break it down further: $16.67/day. If you’re talking to a pizza shop owner and a cheese pizza sells for $10, you ask: “Do you think being in a Publix-anchored center instead of a Winn Dixie one will help you sell two extra pizzas a day?” Their answer? Almost always yes. That’s the power of quantifying value. Instead of negotiating price, you reframe the conversation around real business impact. You’re not selling — you’re helping them see how your space improves their bottom line. Prospects don’t want a cheaper rent. They want more profitable locations. Use math to show them why yours is exactly that.