Why Canvassing Beats Waiting for the Phone to Ring
I ask my rock stars three questions at the start of every class. How many vacant spaces do you have? How many call-ins do you get each week? How many […]
Stop Asking “Is the Owner Here?”
When I canvass with agents, almost every single one walks into a store and asks the person at the register, “Is the owner here?” It feels natural, but it’s actually […]
Don’t Be the First to Say No
Most of us are silently saying no to prospects before we’ve asked them a single question. “They won’t be interested.” “They’re too small.” “They can’t afford our rates.” These thoughts […]
Ask What They Do Now
Early in my career, a man called about my vacant 6,000 square foot end cap in Lake Worth. He said he wanted to open a video store as a prototype […]
Stop Answering For Your Prospects
My first day in commercial real estate, my boss left me alone in the office with a pile of onboarding papers and zero training. I didn’t know a rent roll […]
When You’re on a Deadline, Change the Game
If you bought a shopping center with a short-term loan—bridge, mezzanine, or hard money—you probably have one mission: increase NOI fast so you can refinance. When that clock is ticking, […]
Renovate Without Disrupting Your Tenants
Renovating a shopping center can increase value, improve visibility, and boost tenant sales – but if you’re not careful, it can also disrupt the very businesses that pay your rent. […]
Use Holiday Pop-Ups to Turn Vacancy Into Opportunity
If you have vacant space heading into the holidays and you know it won’t lease before January, don’t let it sit empty. Use that time to test seasonal pop-ups. I’ve […]
Get Involved in the Community Where Your Center Is
If you own a shopping center but don’t live in that city, you still need to be deeply involved in the local community. Leasing isn’t just about brokers and listing […]
Treat Franchisees Like Mom-and-Pops
One of the biggest mistakes landlords make is assuming a franchise tenant is automatically a strong tenant. If it’s a franchisee opening their first location, they’re essentially a startup—and you […]