Commercial Agents – How to Negotiate Leases in Commercial Property Today

When it comes to commercial property leasing and performance, the lease that you negotiate is really a key part of the process. Lease negotiation today can be protracted and lengthy. The landlord and or the property manager need to be aware of lease negotiation practices that apply to their property type and local area, and have a system to implement when they are leasing vacant premises.

At the outset, it should be said that a good property solicitor is highly valuable to the lease negotiation process. The commercial real estate agent is really only there to negotiate the lease and is not a lease preparation specialist. The agent brings the parties together through a comprehensive marketing campaign targeted to the right type of tenants. That is why they are paid the commission. The solicitor should then take over the lease documentation process to ensure that a correct and comprehensive lease document is created for the particular occupancy situation.

There are many types of landlords out there owning diverse and different properties. Regrettably the smaller property investors commonly tend to cut corners in legal costs or seek low cost lease documentation. The end result is a lease document that generically relates to the property.

It is best to get a solicitor involved in each and every lease document after the agent has negotiated the basic elements of the lease. A heads of agreement is appropriate for this process and that agreement can then be given to the solicitor to structure final documentation in legal form.

Here are some other main elements to consider in negotiating leases in commercial or retail property:

  1. Form a decision as to how long the premises should be leased in the initial term. This term should comply with the changes to the property that the landlord requires including any refurbishment strategies or relocation situations.
  2. Many landlords do not like options for a further term being given to tenants. Whilst you have to comply with property legislation relating to leasing, the issue of options really does need to be considered before the tenant asks for such. Options should only occur if the landlord can comfortably allow the tenant to remain in occupancy in the location. Due regard should also be given to the other adjacent tenants in occupancy and their needs for expansion.
  3. The type and amount of rental to be asked for should be clearly set before the marketing of any vacant tenancy occurs. Whilst it is permissible for a landlord to negotiate rental downwards, it is important that the asking rental is comparable to market rental; otherwise you won’t get any enquiry from the marketing of a vacancy.
  4. Understand the outgoings for the premises and how you are going to recover those costs for the landlord. The decision here will have impact on the net and gross rents that you may select.
  5. Prepare the premises for inspection and presentation. Whilst many landlords prefer to not spend any money until tenants are found, this process can be counterproductive and dissuade tenants from entering into negotiation for the vacancy. Essentially a vacant tenancy needs to look its best before tenants are taken through for the inspection. To achieve this you may need to paint the premises, reinstate the ceiling tiles, and replace the floor coverings.

The negotiation of a commercial or retail property lease is a planned process. By taking these and other steps early you can reduce the number of problems that you have in the lease negotiation process.

Commercial Agents – Tips for Qualifying Prospects Today

When a prospective tenant or buyer of commercial property comes to you as the property agent to ask about listed properties on your books, the qualification process today is really important to the end result.

To qualify a prospect you need to ask the right questions and drill down on the details of the person you are speaking to. Without doing this you can waste a lot of your time and effort.

Here are some key ideas that you can use in the qualification process before you take anyone to a listed property:

  1. Who are they and what are their contact details? Get this information up front before you give out property detail. If the person will not be open and honest with you regards their information, then you should not give out too much information about the property.
  2. How did they find you and get the details of the property? This information will help you understand just what type of enquiry and advertising works in this market today.
  3. You are likely to notice that the majority of property enquiry comes from certain sources and on certain days of the week. This information will help you drill down on optimising your adverts for every listing.
  4. Have they looked at other local property with other agents? Clearly this will have an impact on how you work with their enquiry. Make sure you notify the client of the prospect as a formal introduction before you take them to the property. There is nothing worse than finding later that another agent takes the same people to the owner and negotiates a deal.
  5. What do they need in a property today? Create a short list of factors that they want satisfied in a property purchase or rent. As part of the process, prioritise the list so you really know the things that must be satisfied.
  6. When do they need to find the property? Some areas are impacted by seasonal selling. The buyers of the property may be coming from another location and that move could be impacted by a cut-off date or time.
  7. Why do they want a property in your area? There must be a key reason for the prospect looking around for something to buy or rent. Find out what that is. Work around the point to get the real facts.
  8. Are they investors or are they owner occupiers? This will have impact on the properties that you show them.
  9. What do they know about the local area? They may already have a good idea about price or rent, and therefore any upcoming negotiation could be based on their information of the local area. It pays to know this before you go too far into the inspection and negotiation process.
  10. What improvements do they want in a property and why is that? As part of this process identify the ‘must haves’ that they need before they change property or make a purchase.
  11. If they are a business, what factors do the market and customers play in their property selection and decision?
  12. How many staff do they have in their business and what services and amenities will be needed to accommodate those staff in the selected property?

You can probably add to this list based on your local property market and experiences. One good strategy is to formulate a checklist that you can use in all situations and property types.

How Much Sales Is Involved With Business Development?

If you ask a group of people what they think business development is, you would most likely get a few different answers. There is even a chance that your own view of business development and sales may be used interchangeably.

Business development involves more of a strategic approach such as strategy, marketing, customer management, and partnerships; these activities encompass about 75%-80% of the approach, and sales about 20%-25%.

When I get asked the question, does business development have something to do with sales? Yes, it does. Is it related to business growth? Most definitely it does. Does it have anything to do with business strategy? There is a good chance it does.

Business development is a culmination of these different activities but most importantly, it’s all about shifting to the point of view of the client. This will provide you with that new perspective and will have you balance your efforts across these key activities that you and your client will both need and address. Whenever you conduct your business development efforts make sure to take the perspective from the client’s point of view and try to develop a deeper understanding of what their problem is. Realize that the client only cares about one thing and that’s their own group or company’s survival and the problem that they are facing. The client is only interested in you if they identify a need/problem or pain point that you can solve and provide a solution for it. It’s the kind of value that you can provide them that will enable them to consider your firm for the project.

If your firm’s approach is strictly from a sales perspective, generally, the economy of scale is to grow as large as you can. The strategy is to sell your product or service with a clear price and value directly to an identifiable individual client.

From a Business development perspective, the economy of scale is much smaller because the approach to your service is more strategic with the intent to create a partnership. It entails cultivating a relationship with the client and provide a service that could be more cyclical by working through existing partner infrastructures.

In my 14+ years of professional experience in management consulting, business development has been stretched to encompass a wider variety of activities with the intent to stay smaller in size. In its most traditional definition it is all about developing partnerships, which often includes some sales. Whereas, strictly sales are more transaction oriented where scalability is the differentiator.

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