Just because you’re tough doesn’t mean you can’t be strategic. In this episode, I walk you through exactly when I get lenient on deals—and when I hold firm.

I share real examples of consulting projects where the key to successful leasing wasn’t about lowering rent across the board—it was about understanding demand. From turning down a bank on Main Street to repositioning office tenants during a supply glut, I unpack how I coach landlords to evaluate each space individually, not the center as a whole. Plus, I explain how knowing your market, asking the right questions, and recognizing “needle-in-a-haystack” spaces can give you the confidence to stand your ground—or close smarter when supply is working against you.

If you’re struggling to lease tough spaces or worried about holding firm on rent, this episode gives you the playbook to stay smart, flexible, and profitable.

🔑 Key Takeaways

✔️ Know which spaces have demand—and which don’t

✔️ Don’t let one tough space define your entire strategy

✔️ Retail with strong demand deserves stronger terms

✔️ Office space with high vacancy? Prioritize occupancy

✔️ Use incoming leads to reposition existing tenants

✔️ End caps with drive-thrus = premium leverage

✔️ Negotiate each space, not the center as a whole

✔️ Get tenants on leases before you plan to sell

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How I Decide When to Be Tough (or Not) in Leasing | EP 78: I Own a Shopping Center, Now What?