What Shopping Center Owners Should Know About Leasing Brokers in Real Estate | Episode 52: I Own a Shopping Center, Now What?

Beth Azor

Ever wonder what your leasing broker is really dealing with behind the scenes? In this episode, I give shopping center owners a brutally honest breakdown of what it’s like to be a retail leasing broker - from commission-only paychecks to years of hustling without listings or income. If you're considering hiring a broker (or trying to figure out why yours isn’t delivering), this is a must-listen.

I share the hidden realities of training, hunger, experience, and how to spot the difference between a hustler and someone just riding the title. Whether you’re managing a broker or deciding whether your nephew should give it a go, this episode helps you make smarter decisions and set more realistic expectations.

Key Insights:

✔️ Most commercial leasing brokers start commission-only and need a second job to survive.

✔️ Newbies rarely get proper training—owners should ask how they learned the business.

✔️ A broker’s “hunger” is often shaped by their early hustle, not their title.

✔️ Big brokerage firms don’t always train or assign listings to juniors.

✔️ Rockstars with 30+ listings probably aren’t cold calling for your 1,200 SF vacancy.

✔️ Don’t assume activity—ask direct questions about canvassing and prospecting habits.