Retail Leasing: The Springboard into Commercial Real Estate

Being a Retail Leasing Broker

If you’re in commercial real estate, you already know what it’s like to be a leasing broker. If you’re not, imagine doing a ton of work, hopping on weekly calls with frustrated landlords, chasing a check for 6–9 months, and making less than minimum wage for your time. Kidding! Kind of…

How I Got Started

I began my career as a leasing broker in the fall of 2021, after working as an admin at a property management company, Forza Management. I fell in love with the industry watching tenants choose spaces, understanding what they paid in rent, and seeing their growth plans take shape. I knew I wanted to be in commercial real estate, but I wasn’t sure exactly how.

While finishing college at Utah State, I earned my real estate license and hit the ground running. My mentors encouraged me to focus on retail leasing, and at first, I had no idea what I was doing. I remember calling on centers and feeling like the least qualified person to help fill their buildings. Thankfully, I was surrounded by great people who guided and taught me where to focus my energy.

Looking back, leasing is one of the best ways to break into commercial real estate. It can be frustrating, but it teaches you invaluable skills on how to interact with tenants, pitch to landlords, negotiate terms, manage deals from start to finish, and identify prospects that are a good fit for a space. I still work on several listings throughout the Salt Lake Valley, and I continue to learn every day.

The Challenges of Leasing

Some of the biggest challenges for leasing agents include:

• Managing clients’ expectations

• Working with unrepresented or inexperienced tenants

• Pitching sites effectively

• Learning how to prioritize your time, should you spend two days prospecting or invest in software to reach tenants more efficiently? Should you show every space that gets a sign call? Should you agree to weekly update calls with ownership?

These are questions every leasing broker has to navigate.

Lessons from Experience

One of the biggest lessons I’ve learned in the last five years is the value of being the second team to take on a listing. When a landlord first brings a project to market, expectations are often sky-high. Every owner believes their property is the best in the valley, regardless of market conditions, competition, or demand.

Managing those expectations can be tough. Having to “break the news” that a space isn’t as desirable to A+++ tenants as they thought requires tact. However, stepping in after another team has already listed the space often leads to better results. You can come in with optimism but also honesty about what’s been tried, what hasn’t worked, and why. Landlords tend to appreciate that transparency.

Another key takeaway: be honest. One of the most rewarding moments in my career was realizing I could candidly explain to a client why their project might be challenging, whether due to size, visibility, co-tenancy, space condition, or local demand. That honesty builds trust and ultimately helps both sides succeed.

Why I Love Leasing in Utah

What I love most about commercial real estate is that no two days are the same. Some days are packed with calls; others, I’m out touring the market with a tenant visiting Utah for the first time. Whether I’m on-site or behind a desk, the emails never stop, but that’s part of the fun.

Utah remains one of the hottest commercial markets in the country. We’re consistently landing exciting tenants from larger markets like Phoenix, Los Angeles, and Dallas. Our strong economy and steady growth make this a place where people want to live, work, and invest. National brands that once skipped over Utah are now taking notice, and that momentum creates incredible opportunities for leasing professionals.

Staying Connected and Informed

Being a leasing agent means keeping a pulse on your market. You need to know:

• Current rental rates by submarket

• Active tenants and franchisees

• New developments in the pipeline

• Which tenants are expanding, relocating, or struggling

The more connected you are to business owners, landlords, and fellow brokers, the better positioned you’ll be to capitalize on opportunities. Industry groups like ULI and CREW have been instrumental for me in building relationships and staying informed.

Playing the Long Game

Perspective is everything in commercial real estate. It’s a long game, one you don’t truly understand until you’ve been in it a few years.

It’s fall 2025, and I just closed a deal on one of the first listings I worked on back in early 2022. Everything takes time, but it compounds. Building relationships, staying patient, and keeping your reputation strong will take you far in this business. Consistency, honesty, and long-term perspective are the real keys to success in leasing.

Chloe Cypers is a Retail Agent at Legend Commercial, working with tenants and landlords to open new retail locations across Utah. Chloe has been recognized for her creative approach and market insight by many brands, both regional and national, including Dunkin' Donuts. Chloe has become a recognized voice in the retail Utah market as well as the retail world through her social media.