Table of Contents

     Your primary business is running your company. How often do you lease office space? Hopefully, you don’t have to do so more than every 3 to 5 years or so; the same with lease renewals. The bottom line is that you rent office space only a few times in your business life. Landlords on the other hand rent space over and over again. In most cases, they even hire a listing agent to help market the property and advise them. Do they have an unfair advantage? You bet they do. How do you balance this unfair advantage? Engage the services of your own qualified tenant representative.

     Many tenants have a fear that by engaging the services of a tenant representative they will end up having to pay more in rent so that the landlord can pay the tenant representative. I am sure you have heard the sales pitch from an agent that engaging a tenant representative doesn’t cost you anything. The response I hear to this is “the landlord tacks on the fee on top of the lease rate.” So, whose right?

     When it comes to negotiating for a new space, there is no question that a good tenant rep will be not only save you money, but will also make sure you don’t make any critical mistakes. Not to mention, there is usually already a real estate fee built into the asking price. This is paid whether or not you have representation. Typically, what happens is that the fee, usually 4% to 6% of the gross lease amount, is spit between the tenant representative (leasing agent) and the listing agent. There really is no additional fee tacked onto the lease rate and you won’t save anything by not having representation. The listing agent will get the whole thing.

     What about lease renewals? Should you also engage the services of a tenant rep? Absolutely! How a tenant representative gets paid on a renewal is negotiable. Should they be paid a full fee on a renewal negotiation? The answer depends on how much work is involved. If is just a matter of going out and doing a market survey then negotiating the deal, they probably don’t deserved a full fee. Most tenant reps will work as consultants either hourly or for a predetermined flat fee. On the other hand, if you want to consider other alternative locations, request proposals and do some preliminary negotiations on other properties, it is justified. It is a comparable amount of work that would have to be completed if you were moving. Or at least a half of a fee is justified, the leasing side of a commission.

How will a tenant representative save you money?

A few important questions to ask and receive acceptable answers when you look for a tenant representative:

• Are you free of any conflicts of interest if we work together?
• Are you primarily a tenant advocate or listing agent?
• Do you have time to work on this project?
• What other projects are you currently working?
• What is your experience in finding properties like?
• How many tenant representation transactions have you handled in the past 3 years?
• What is your negotiating philosophy?
• Are you knowledgeable about market conditions?
• How do you handle conflicts of interest, such as when you show me space that you or your company represents on behalf of a landlord?
• How would you describe your reputation in the business community?
• Can you supply references?
• Do you work with an Exclusive Representation agreement?
• What happens if I’m not happy working with you?
• How do you get paid?
• What commission do you expect to receive?

Here are 10 ways you in which you know you need to go back to the drawing board.

1. While the size of the spaces you’re shown seem OK, none are laid out remotely close to what you need.

2. When you ask if the suite can be remodeled, you’re told, “Sure, no problem.”

3. Your broker sends you a 50 page computer print-out of every building in a 20 mile radius and asks you to point out which ones you'd like to see BEFORE meeting you or discussing your business.

4. The broker is so familiar with the buildings you are seeing that the landlords actually let the broker put his name or his company’s name on a sign in front of their buildings.

5. The broker’s cell phone burns up from calling ahead to landlords from his car with you in it to check on availabilities- assuming it’s not one of those “friendly” landlords.

6. Three hours into the tour, the broker doesn't know the name of your company or what you do.

7. You tour so many properties you end up having breakfast, lunch, and dinner with your broker.

8. The sign on the side of the broker’s car reads “Tours-R-Us.”

9. You can stand to not hear any more stories of how many BIG deals the broker did.

10. At the end of the tour the broker assures you you'll get your first choice building and hands you a reminder card to call him in five years.

If you want to make sure the deal gets done right, pay as little rent as possible and avoid costly mistakes, can you afford not to use a commercial real estate broker?

Take advantage of the ability to get personal assistance in your market from a knowledgeable and experienced commercial real estate office tenant representation expert.

A local expert with local knowledge and expertise on your side to assist you in leasing office space will ensure you find the right space, get the best deal possible and guarantee you avoid costly mistakes.