For the ninth episode of The Shift, LeaseUp’s Kurt Chisholm spoke with Beth Azor, CEO of Azor Advisory Services.

Beth is known as the canvassing queen – a label someone gave her as a criticism that she has turned into an asset and differentiator. Over her 36 years in the industry Beth has literally put in the extra mile, generating leads and new business by getting out in front of prospects instead of relying on cold calls. Today she owns 5 shopping centers in Florida worth $80 million and travels the country consulting and training CRE associates.

While she remains a big advocate of old-school, in-person canvassing, over the last 7 years Beth has increasingly incorporated social media into her workflow: using Facebook to DM prospects, LinkedIn to share her insights and grow an audience, and most recently Twitter, where she generates much of her consulting business today. On the podcast she tells Kurt that it’s necessary to keep up with the times, tech-wise: “AI is probably our future. I won't put my head in the sand on it. I always tell people with social media: do you want to be reluctant, or do you want to be relevant?”