Podcast
Beth Azor
Hosted by Beth Azor · EN
Welcome to Beth Azor's Podcast Channel featuring "The Retail Leasing Playbook Podcast" & "I Own a Shopping Center, Now What?" your ultimate guide to mastering retail leasing and maximizing your commercial real estate potential, hosted by the renowned "Canvassing Queen™," Beth Azor.
Both podcasts have practical advice, insider tips, and proven techniques for boosting leasing performance and achieving financial goals. Beth will guide you in a Cliff's Notes Version" chapter by chapter of her book, The Retail Leasing Playbook.
Join Beth and her guests to improve your retail leasing game today!
22episodes
Episodes
Newest firstAll episodes
The Franchisee Mistake That Can Cost Landlords Thousands | EP 95: I Own A Shopping Center Now What
Yesterday00:09:26Tap to summarizeWould you approve a franchise tenant without knowing if they actually have enough cash to open their business?In Episode 95 of I Own A Shopping Center Now What, Beth Azor explains why reviewing a franchisee's financials is one of the most important responsibilities a shopping center owner has before signing a lease. Too often, landlords rely on the franchisor's approval process or simply collect financial statements without ever analyzing whether the tenant has the resources to successfully complete the build-out and operate the business.Beth shares real leasing situations where franchisees delayed providing financials, depended heavily on loans, or appeared financially strong on paper while lacking the cash needed to execute their commitments. She explains why cash liquidity matters more than inflated net worth, how to protect yourself with personal guarantees, letters of credit, and security deposits, and why landlords—not brokers or franchisors—must ultimately make the final financial decision.🔑 KEY TAKEAWAYS- Require franchisee financials before negotiating lease terms.- Verify that franchise agreements have been executed before investing time.- Cash availability is more important than reported net worth.- Review financial statements yourself instead of relying solely on brokers.- Understand how tenants plan to fund their build-out costs.- Personal guarantees help protect landlords before a business opens.- Letters of credit and additional security deposits reduce construction risk.- Never assume franchisor approval means the tenant is financially qualified.- Avoid tenants who are overextended with multiple required franchise locations.- Proper financial due diligence helps prevent abandoned build-outs and costly vacancies.If this episode helped you rethink how you evaluate franchise tenants, subscribe and share it with another commercial real estate owner. Strong leasing decisions begin with strong financial due diligence, and taking the time to verify a tenant's financial strength today can save significant headaches tomorrow. If there's a topic you'd like Beth to cover before Episode 100, send in your questions—it could be featured in one of the final episodes.BECOME A COMMERCIAL REAL ESTATE ROCKSTAR: https://www.bethazor.com/https://www.azoracademy.com/For more commercial real estate training: https://www.bethazor.com/training/FOLLOW ME ON SOCIALFacebook: https://www.facebook.com/azoradvisoryservices/Twitter: https://twitter.com/bethazor1Instagram: https://www.instagram.com/bethazor/Linkedin: https://www.linkedin.com/company/6315636/#retailleasing #commercialrealestateinvesting #retailleasingcoach #bethazor
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Why Shopping Center Owners Must Stay Personally Involved | EP 94: I Own A Shopping Center Now What
2w ago00:11:02Tap to summarizeCould a direct conversation with a prospect or tenant save your next lease from falling apart?In Episode 94 of I Own A Shopping Center Now What, Beth Azor explains why shopping center owners must remain personally involved in the most important parts of their business, even when they have leasing brokers and property managers handling day-to-day operations.Beth shares how direct conversations with hesitant prospects can reveal concerns that brokers may not uncover and create opportunities for flexible lease structures, including percentage rent and sales-based termination rights. She also explains how personal relationships with tenants can improve rent collection, prevent balances from becoming unmanageable, and reduce avoidable vacancies.The lesson is simple: delegate the work, but never delegate all responsibility for your tenants, prospects, and multimillion-dollar asset.🔑 KEY TAKEAWAYS- Owners should personally step in when leasing deals begin falling apart.- Prospects may share concerns with owners that they will not share with brokers.- Asking hard questions can uncover the real reason behind a stalled deal.- Creative lease structures can help nervous tenants move forward.- Percentage rent can reduce risk for both the owner and the tenant.- Personal relationships make rent collection more effective.- Persistent follow-up can stop one late month from becoming three.- Allowing rent balances to grow can create preventable vacancies.- Brokers and property managers are extensions of the owner, not replacements for owner involvement.- Owners should know they did everything possible before allowing a deal or tenant relationship to fail.If this episode reminded you to stay closer to your tenants and prospects, subscribe and share it with another shopping center owner. Delegation is valuable, but personal involvement can be the difference between losing a deal and finding a solution. If there is a topic Beth has not covered before Episode 100, send a DM and it may be addressed in one of the remaining episodes.BECOME A COMMERCIAL REAL ESTATE ROCKSTAR: https://www.bethazor.com/https://www.azoracademy.com/For more commercial real estate training: https://www.bethazor.com/training/FOLLOW ME ON SOCIALFacebook: https://www.facebook.com/azoradvisoryservices/Twitter: https://twitter.com/bethazor1Instagram: https://www.instagram.com/bethazor/Linkedin: https://www.linkedin.com/company/6315636/#retailleasing #commercialrealestateinvesting #retailleasingcoach #bethazor
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How to Properly Qualify Replacement Franchisees | EP 93: I Own A Shopping Center, Now What?
4w ago00:11:08Tap to summarizeShould landlords trust a franchisor’s approval process when replacing a failed franchise tenant? Beth Azor says absolutely not.In Episode 93 of I Own A Shopping Center Now What, Beth Azor breaks down the realities landlords face when franchise tenants struggle or fail. From declining sales and replacement franchisees to franchisor pressure and personal guarantees, Beth explains why landlords must independently evaluate every new operator instead of relying on franchisor approval alone.Drawing from decades of firsthand experience, Beth shares real examples involving restaurant and franchise operators who lacked industry experience, eventually failed, and left landlords exposed. She explains why franchisors are often incentivized differently than property owners, how replacement franchisees should be evaluated like startup businesses, and why landlords need to negotiate tougher protections when approving transfers.🔑 KEY TAKEAWAYS- Franchisor approval should never replace landlord due diligence.- Replacement franchisees should be evaluated like startup businesses.- Sales reporting can help identify struggling tenants before failure occurs.- Franchisors are often motivated by franchise fees, not lease stability.- Industry experience matters more than financial strength alone.- Personal guarantees become critical when operators lack experience.- Landlords should question whether the concept itself fits the market.- Failed franchise locations require deeper scrutiny before approving replacements.- Tougher lease transfer negotiations can reduce future risk.- Strong landlord oversight protects long-term shopping center stability.If this episode changed how you think about franchise tenants and lease transfers, subscribe and share it with another commercial real estate owner. Smart landlords don’t just approve deals — they protect their centers long term. And if there’s a topic you want covered next on I Own A Shopping Center Now What, send it in — it could be featured in an upcoming episode.
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Don’t Put a Food Hall in Your Shopping Center Until You Hear This | EP 92: I Own A Shopping Center, Now What?
Jun 1200:06:16Tap to summarizeThinking about turning your vacant retail space into a food hall? Beth Azor says that could be a very expensive mistake.In Episode 92 of I Own A Shopping Center Now What, Beth Azor breaks down why the rapid rise of food halls across the country may not be the opportunity many shopping center owners believe it is. While food halls appear trendy and exciting, Beth explains that most owners dramatically underestimate the population density, foot traffic, operational costs, and tenant turnover required to make them successful.Drawing from real-world examples across cities like Miami, Birmingham, and Delray Beach, Beth shares why many food hall projects struggle financially despite major investment and strong initial excitement. From repeated tenant improvement costs to reliance on local operators instead of national-credit tenants, this episode highlights why food halls are rarely the simple solution to large retail vacancies.🔑 KEY TAKEAWAYS- Most food halls require extremely dense population and traffic to survive.- Food halls are far more expensive to build and maintain than many owners expect.- Local food operators create higher leasing and operational risk than national tenants.- Tenant turnover in food halls can generate recurring TI and renovation costs.- Trend-driven concepts do not automatically solve large retail vacancies.- Successful food halls are far less common than industry hype suggests.- Vacancy solutions must match the demographics and traffic of the market.- “If we build it, they will come” is not a viable leasing strategy.- Large vacant retail boxes require disciplined repositioning — not trend chasing.- Owners should evaluate long-term operational sustainability before developing a food hall.If this episode challenged the way you think about food halls and retail repositioning, subscribe and share it with another commercial real estate owner. Smart investing is not about following trends — it’s about understanding what actually works in your market. And if there’s a topic you want covered next on I Own A Shopping Center Now What, send it in — it could be featured in an upcoming episode.
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The Leasing Strategy Most Shopping Center Owners Ignore | EP 91: I Own A Shopping Center Now What
May 2900:07:10Tap to summarizeCould your vacancies be sitting empty simply because nobody notices they exist?In Episode 91 of I Own A Shopping Center Now What, Beth Azor explains why signage is one of the most overlooked yet powerful tools in retail leasing. From “coming soon” banners for major tenants like J.Crew to creative billboard placements, elbow-space signage, and second-floor office visibility, Beth shares practical ways owners can dramatically increase leasing exposure and inbound interest.She walks through real examples where simple signage adjustments immediately generated more calls, stronger tenant pipelines, and greater awareness in the local market. Whether you own end caps, hidden office space, elbow vacancies, or hard-to-see retail opportunities, this episode highlights how strategic visibility can directly impact leasing performance and future deal flow.🔑 KEY TAKEAWAYS- “Coming soon” signage can attract future tenants before vacancies even occur.- Strong retail co-tenancy signage helps generate inbound leasing leads.- Billboard advertising can increase visibility for hard-to-see centers.- Elbow-space vacancies require larger, more visible signage solutions.- Parking branded vehicles strategically can substitute for restricted signage.- Leasing signs should clearly communicate the type of space available.- Local business communities must be educated about hidden vacancies.- Large banners often generate immediate leasing activity and inquiries.- Owners should evaluate their properties from a customer’s perspective.- Visibility and awareness are critical components of successful leasing.If this episode gave you new ideas for improving leasing visibility, subscribe and share it with another commercial real estate owner. Sometimes the difference between vacancy and momentum is simply making the opportunity impossible to miss.And if there’s a topic you want covered next on I Own A Shopping Center Now What, send it in — it could be featured in an upcoming episode.
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Why Your Leasing Agent Isn’t Performing & What to Do About It | EP 90: I Own A Shopping Center, Now What?
May 1500:08:43Tap to summarizeAre you giving your leasing broker enough time to succeed, or holding on too long when it's clearly not working?In Episode 90 of I Own A Shopping Center Now What, I break down exactly how to manage, evaluate, and if necessary, replace third-party leasing brokers. Many owners either panic too early or wait far too long, and I explain why a minimum six-month runway is critical before expecting meaningful leasing traction, especially for the hardest-to-lease remaining vacancies.I also cover how to properly read activity reports, what healthy prospect pipelines should look like over time, and how to identify when your broker is actually doing the work versus just maintaining appearances. From diagnosing issues like pricing, tenant demand, and property positioning, to implementing a 30-day probation strategy, this episode gives you a clear framework for making smarter leasing decisions and improving results.🔑 KEY TAKEAWAYSLeasing brokers need at least six months to gain traction in a market.Monthly activity reports are more valuable than weekly check-ins.Prospect pipelines should evolve, not remain static month to month.Owners must actively review and question leasing reports.Lack of leasing activity often points to pricing or positioning issues.Open communication with brokers is essential to diagnose problems.A 30-day probation period can help determine whether to replace a broker.Smaller deals may require hiring rookies or alternative leasing talent.Matching broker demographics with the market can improve results.If this episode helped you rethink how you manage leasing brokers, subscribe and share it with another commercial real estate owner. The right oversight and expectations can make or break your leasing success. And if there's a topic you want covered next on I Own A Shopping Center Now What, send it in. It could be featured in an upcoming episode.
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How to Choose the Right Broker to Sell Your Shopping Center | EP 89: I Own A Shopping Center, Now What?
Apr 2400:04:52Tap to summarizeWhat separates a broker who just lists your deal from one who actually gets it sold?In this episode, I walk through the exact questions I ask before hiring an investment sales broker—and trust me, it’s not about who has the most listings. It’s about who has the relationships, the database, and the ability to pick up the phone and bring real buyers to the table.A great broker is already working your deal before you even sign the listing agreement.Key TakeawaysStrong brokers know their buyer database down to the numberA solid CRM is essential for executing dealsRepeat buyers signal trust and consistent performanceThe best brokers start calling buyers before going to marketReferences from deals that didn’t close reveal the truthVague answers are a red flag—data mattersPeer referrals are one of the most reliable ways to find talentRelationships and execution matter more than volumeIf you want top pricing and a smooth sale, don’t just hire a broker—hire one who knows how to close.BECOME A COMMERCIAL REAL ESTATE ROCKSTAR: https://www.bethazor.com/https://www.azoracademy.com/For more commercial real estate training: https://www.bethazor.com/training/FOLLOW ME ON SOCIALFacebook: https://www.facebook.com/azoradvisoryservices/Twitter: https://twitter.com/bethazor1Instagram: https://www.instagram.com/bethazor/Linkedin: https://www.linkedin.com/company/6315636/#retailleasing #commercialrealestateinvesting #retailleasingcoach #bethazor
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How to Find Tenants When Your Market Feels Too Small | EP 88: I Own A Shopping Center, Now What?
Apr 1700:04:00Tap to summarizeWhat if your vacancies aren’t sitting because of the market—but because you’re not visible in it?In this episode, I talk about what I see all the time in smaller markets. Owners assume there aren’t enough tenants, but the real issue is they’re not connected to the local business community. If you want to lease space faster, you need to start where you are—your own backyard.That means getting out of your office, walking the market, talking to local business owners, and building real relationships. Your next tenant is often already operating in your town—you just haven’t met them yet.Key TakeawaysStart prospecting in your immediate community firstVisit local businesses and ask about expansion or referralsBuild relationships with chambers, hospitals, and local leadersGet involved—sponsor events and show up consistentlyTalk to your tenants—they’re a great source of leadsFocus on local operators to eliminate market objectionsVisibility and repetition build trust over timeThe more present you are, the faster vacancies get filledIf you want to lease space in a smaller market, stop waiting for demand—go create it.BECOME A COMMERCIAL REAL ESTATE ROCKSTAR: https://www.bethazor.com/https://www.azoracademy.com/For more commercial real estate training: https://www.bethazor.com/training/FOLLOW ME ON SOCIALFacebook: https://www.facebook.com/azoradvisoryservices/Twitter: https://twitter.com/bethazor1Instagram: https://www.instagram.com/bethazor/Linkedin: https://www.linkedin.com/company/6315636/#retailleasing #commercialrealestateinvesting #retailleasingcoach #bethazor
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Short-Term Thinking Can Destroy Your Exit Strategy! Here's Why | EP 87: I Own A Shopping Center, Now What?
Apr 300:03:45Tap to summarizeAre you running your shopping center like you’re going to own it forever—or like you’re hoping the buyer doesn’t look too closely?In this episode, I talk about a mistake I see all the time with investors planning a quick flip. They buy a value-add center, lease up the vacancy, and plan to sell in a year or two—but they ignore the operations. Deferred maintenance, poor responsiveness, and cutting corners always show up during due diligence.Here’s the reality: buyers are going to walk your property, inspect everything, and talk to your tenants. And when tenants start sharing frustrations—or hint they might leave—that becomes leverage for the buyer to retrade your deal.If you think a short hold period gives you permission to operate short-term, it doesn’t. That mindset will cost you at the closing table.Key TakeawaysDeferred maintenance will always be uncovered—nothing stays hiddenBuyers use inspections to renegotiate pricingTenant interviews can directly impact your dealPoor landlord behavior shows up in your valuationShort-term ownership still requires long-term disciplineSmall fixes like landscaping and repairs protect valueStrong management builds buyer confidenceHow you operate today impacts your exit tomorrowIf you want top pricing when you sell, operate like a long-term owner—even if your plan is short-term.BECOME A COMMERCIAL REAL ESTATE ROCKSTAR: https://www.bethazor.com/https://www.azoracademy.com/For more commercial real estate training: https://www.bethazor.com/training/FOLLOW ME ON SOCIALFacebook: https://www.facebook.com/azoradvisoryservices/Twitter: https://twitter.com/bethazor1Instagram: https://www.instagram.com/bethazor/Linkedin: https://www.linkedin.com/company/6315636/#retailleasing #commercialrealestateinvesting #retailleasingcoach #bethazor
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How to Assemble 60 Properties in One Market in Under a Year | EP 86: I Own A Shopping Center, Now What?
Mar 2000:03:54Tap to summarizeHow do you quietly acquire 60 properties in one market before anyone else even realizes what you’re doing?In this episode, I break down one of the smartest acquisition strategies I’ve heard—shared at a retail conference—and why it works so well. An investor mapped out 400 properties across a target area, raised capital, and then did something most people wouldn’t think to do: they hired multiple brokerage teams aligned with the ownership demographics in that market. Within a year, they had quietly assembled 60 properties—using anonymous LLCs so no one caught on until it was too late.Here’s the lesson: this wasn’t luck. This was strategy.When you truly understand who owns the real estate, how they think, and how to approach them, you create leverage. When you layer that with the right brokers and keep your identity under wraps, you can move fast—without driving up pricing or alerting competitors.Key TakeawaysMap every property and owner before making your first moveAlign brokers with the ownership base you’re targetingUse multiple teams to increase deal flow and speedBuy through LLCs to stay under the radarFarm your market with intention—not random dealsStart small, but think like a large-scale operatorMove early—once the market catches on, pricing shiftsThis is how you go from chasing deals… to controlling a market.If this episode sparked a new strategy for your acquisition playbook, make sure to subscribe and share it with another investor who needs to hear this. Smart operators move early and move strategically. And if there’s a topic you’d like covered in a future episode of I Own A Shopping Center Now What, send it over — it might be next.BECOME A COMMERCIAL REAL ESTATE ROCKSTAR: https://www.bethazor.com/https://www.azoracademy.com/For more commercial real estate training: https://www.bethazor.com/training/FOLLOW ME ON SOCIALFacebook: https://www.facebook.com/azoradvisoryservices/Twitter: https://twitter.com/bethazor1Instagram: https://www.instagram.com/bethazor/Linkedin: https://www.linkedin.com/company/6315636/#retailleasing #commercialrealestateinvesting #retailleasingcoach #bethazor
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