Why "Pounding the Pavement" Still Wins in Commercial Leasing

In an era where digital platforms and AI are reshaping the real estate landscape, there's one old-school method that continues to deliver real, measurable results: “pounding the pavement” & door knocking. As a broker, I’ve seen firsthand how getting out into the market; walking the streets, knocking on doors, and having face-to-face conversations with potential landlords and tenants, this creates opportunities that online listings simply can’t.

A Real-World Example: How We Found the Pet Hospital

One of the best examples of this approach in action is a recent deal we completed with a local operator in the pet services industry. We had approached the “Local Pet Hospital” which we later found out had multiple locations all individually named and were constantly getting approached by private equity. They had a vision to launch a Pet Hotel; a high-quality boarding and care facility for pets as their was any quality offerings in the market. We met them the old-fashioned way: by walking into their business and starting a conversation.

Through that interaction, we discovered they were actively looking to bring their concept to life, and we worked closely with them to bring them to our unique location that had the perfect rear outdoor area highly suitable for Pets. They signed a lease, built out the space, and the business quickly took off.

Fast forward a few months: the owner also operating the Pet Hospital that was outgrowing its space and approaching the end of its lease. They were bursting at the seams; limited by square footage, parking, and infrastructure and wanting to be next to their now thriving Pet Hotel business. Having already had successful experience with the new Pet Hotel site, we approached them about expanding into the neighboring vacancy.

We helped them secure the adjacent space next to the Pet Hotel— turning the location into a comprehensive pet care destination. The landlord benefited from a financial strong local tenant that had multiple location’s.

Why Canvassing Still Works

The Pet Hospital deal is a perfect example of the power of canvassing. Here’s why it still matters:

1. You Uncover Hidden Demand

Not all tenants are advertising their needs. Many are too busy running their businesses or unsure of what’s available. A walk-in conversation can uncover real expansion or relocation needs that aren’t yet public. Many of these financially strong local tenants don’t know about what is out there and what they can get from landlords.

2. You Build Trust Immediately

Meeting in person builds rapport fast. Business owners appreciate brokers who take the time to learn their business, walk their trade area, and bring value to the conversation.

3. You Move Ahead of the Market

By talking to tenants before their leases expire; often 6 to 12 months in advance; you get ahead of the competition and give your landlords the chance to secure great tenants early, with virtually zero competition.

4. You Add Real Value to Landlords

Canvassing isn’t just about filling space; it’s about finding the right tenant. In the case of the Pet Hospital, we brought in a local operator with strong community roots, long-term vision, and upside potential; the kind of tenant every landlord wants. This was a perfect co-tenant for our recently opened Food 4 Less and we can fill the last remaining vacancy that has been vacant since the construction of the center in 1990.

Final Thoughts

In leasing, relationships still matter. The best deals often come from boots-on-the-ground hustle, not inboxes. While tech is a powerful tool and we at Alpha are very tech focused, there’s no substitute for walking into a business, asking the right questions, and genuinely trying to help.

Pounding the pavement may sound old-school; but for those of us focused on long-term, strategic leasing, it’s still one of the most effective tools in the retail leasing business.