10A — December 28, 2018 - January 10, 2019 — Shopping Centers — M id A tlantic

Real Estate Journal


S hopping C enters

By Beth Azor, Azor Advisory Services Coaches Corner

sides the title of the book I just wrote)? This is the response I give to my s t u d e n t s when I ask them “Di d y o u t h i n k "D

on’t Say No For The Prospect”… What does that mean (be-

agent responds with “They won’t do that!” And that’s when I say (or yell) “Don’t Say No For The Prospect!” Yes, of course, there is a potential that they prospect could say no, but if you never ask them, isn’t that the same thing as them saying no? At least if you ask, you have a 50% shot they’ll say yes, vs a 0% shot if you never ask! Why do we do this? And I say “we” because I still do it too!! I believe it comes down to 3 things: a. Fear of rejection b. Lack of preparation

c. Potential embarrassment And all of these need to be overcome! 1. If you don’t ask, you are rejected anyway 2. Any agent with their salt should know they need excel- lent market knowledge and thorough intel on the retailers they are contacting 3. Who cares what people think of you? Get over it! On of the worse things for a leasing agent is to go to your market and drive by your competitor’s center and see a “Coming Soon” sign in the window of someone you

thought about calling but didn’t, because you “Said No For The Prospect”! Do me a favor right now… Stop what you’re doing, put down this paper, and call someone you’ve thought of call- ing for one of your vacancies but never got around to. DO IT RIGHT NOW! DIAL THE NUMBER! You never know… They might say yes! Then… let me know what they said! Beth Azor, a 32-year vet- eran of the commercial real estate industry, owns Azor Advisory Services,

which specializes in con- sulting services, training, sales/leadership coach- ing, acquisition due dili- gence, and market analy- sis. Beth owns and manages a $79,000,000 portfolio of com- mercial retail properties in southeast Florida. Her clients include Brixmor Properties, Urban Edge Properties, The Shopping Center Group, Phil- lips Edison, Kimco Realty, and DLC Management Group. A graduate of FSU, Ms. Azor is the past Chairman of the Board and Founder of the FSU Real Estate Foundation.  Welco Realty brokerWallingford, CT bowling alley WALLINGFORD, CT — A major operator of bowling centers now open in the former Wallingford Bowl on Route 5. Wallingford Bowl, 980 N. Colony Rd., closed its doors on May 30. Wallingford Bowl was formerly "T-Bowl." It is located near the Holiday Cinemas Sta- dium 14 theater and On Track. Jerry Welkis , president of Welco Realty along with Michael Boyarsky also with Welco Realty represented the landlord, Kings Highway Re- alty, LLC as the sole broker in this transaction.  Greenberg Gibbons welcomes two new retai l ers to The Shops at Kenilworth OWINGS MILLS, MD — Greenberg Gibbons an- nounced that two new retail- ers have joined The Shops at Kenilworth, the landmark shopping destination in Tow- son. Forward Moda and Urban Threads Home & Life are now open. Forward Moda is a boutique offering clothing, shoes and handbags. The retailer is a concept developed by Radcliffe Jewelers, Amuze.com and Jes- sica Smith. The owners created the shop with the goal of provid- ing women in the Baltimore area with the perfect designer outfit fresh off the runway, from head to toe. The 1,382 s/f store is located on the second level across from Radcliffe Jewelry. Urban Threads Home & Life is a specialty store with fashion-forward offerings, in- cluding bedding, window cover- ings, pillows, tablescapes and loungewear. 

Beth Azor

about calling Panera or Star- bucks down the street? Maybe they’ll relocate to our site and we can provide them with a drive-thru!” And the leasing

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