Record the prospect and the requirement
Capture the proposed use, space need, target timing, decision process, required approvals, and the broker or person who supplied the feedback. Separate direct statements from the leasing team’s interpretation.
Ask where the decision stopped
Identify whether the prospect rejected the location, access, layout, visibility, parking, delivery condition, timing, total occupancy cost, or another requirement. “Not interested” is not useful until the reason and source are documented.
Separate isolated comments from patterns
One prospect’s preference does not establish a property problem. Group comparable, attributable feedback across qualified prospects and note where the requirements differ. Mark assumptions that still need evidence.
Choose a proportionate response
For a credible repeated obstacle, define the smallest useful test: clearer information, a revised tour path, verified cost clarification, a delivery-scope option, or a property-specific review. Do not change terms or fund work merely to answer an unverified comment.
Close the loop with the owner
State the observed pattern, the evidence behind it, the proposed action, the person responsible, the review date, and what result would support continuing, changing, or stopping the test. Preserve the decision even when the owner chooses no change.
General considerations for a property discussion. Property-specific decisions depend on verified information and the relevant professional advice.
All owner perspectives