When we sat down with Nick Recalt, Florida Leasing Director at Global Fund Investments, he didn’t waste time getting to the point.

1. +90% of leases are with local businesses

“Ninety to ninety-five percent of our leases come from local mom-and-pop tenants.”

Nationals may be easier to reach, but they rarely sign the small to mid-size spaces that make up most of his portfolio. Locals are the ones who actually open and stay. 

The challenge has always been finding them quickly and reaching them in a way that sparks a conversation.

Before Resquared, Nick relied on a mix of driving the market and buying lists that often came with high bounce rates and little usable data. 

It was slow, manual, and left a lot of opportunities untapped. With Resquared, he shifted to targeted canvassing powered by accurate local business data, and that’s when his deal flow changed.

2. Give a chance to a non-obvious tenant

One of Nick’s favorite examples is a mobile dog groomer. 

“I blasted a list through Resquared, and they replied. They ended up selling their van, signing a lease in Sunrise, and now they’re expanding to more locations.”

It’s the type of non-obvious tenant you wouldn’t find through traditional canvassing, but it’s exactly what makes local leasing work.

3. Use the power of sequencing

Nick’s other big lesson is the power of sequencing. 

“I’ve actually gotten a lot of responses on email two or three in the sequence, which wouldn’t have happened without automation.”

Follow-up is everything in his world. Prospects are busy running their businesses, and without consistent touches, they slip through the cracks. 

Sequencing keeps his outreach alive while he’s on the road and ensures every prospect gets more than one chance to engage.

Resquared AI also has the intelligence to automatically stop the sequence as soon as someone replies.

4. You need local data accuracy

Just as important, the data has to be clean. Nick used to see bounce rates that wasted time and burned him out. 

With Resquared, it’s the opposite:

‍“I’ve had almost no bounce backs. [Not having to manually track down and verify business info] — that alone saves hours each week and keeps momentum high.” 

When you’re juggling multiple properties across counties, that kind of reliability makes the difference between deals closed and deals delayed.

5. Follow-up is everything

Nick’s approach is simple but powerful: focus on the tenants who actually sign, keep outreach human and friendly, add one new reason to care in every message, and never let follow-up slip. 

With Resquared, you can even build a sequence dedicated to follow-ups. Take Nick’s tip: add a fresh reason in each message, like using the Trojan Horse Video tactic.

Instead of “Just checking in,” send a follow-up like this:

“I was looking at your business and noticed a few ways this space could help with foot traffic. I recorded a quick 60-second walkthrough with ideas. Can I send it over?”

That curiosity gets a reply. Once the tenant asks for the video, they’ve essentially invited the pitch into the conversation.

Using the right platform and the right tactics, Nick’s team at Global Fund Investments has consistently shortened lease-up times and kept centers thriving with local operators.

Resquared is proud to power that process, from surfacing the right small businesses to automating outreach and making sure no lead falls through the cracks.

Want to see how you can sign more local leases like Nick? 

Book a demo with Resquared to discover the tenants hiding in your market.