I got to know the property owners, which led to a few sales. I started to lease space that others couldn’t. I started to recruit tenants-and that taught me how to lease those hard-to-lease spaces. I realized that, to really add value, you need to be proactive. In the industry, the standard practice is to put up a ‘for lease’ sign and list the space on LoopNet. I did a few deals that way and made a little bit of money, but it got me thinking. Quite honestly, I didn’t have a choice because it was a commission-only job, but I enjoyed working with them and learning about their business and how they thought about leasing. Few leasing brokers are interested in mom-and-pop tenants with a single location, but I started representing them.
I took calls from potential tenants who wanted to open small businesses, like a hair or nail salon. It was a super niche market, but it intrigued me. Strip Mall Guy: I was always entrepreneurial, but after graduating from college I was introduced to a broker who leased space in old strip malls.
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