In commercial real estate, representation structure can make or break a company’s ability to secure optimal lease terms. The difference between a conflict-free occupier representation model and a dual-agency firm like JLL or CBRE often determines who truly benefits from the deal—the occupier or the landlord.
The Challenge with Dual-Agency Models
Large, traditional brokerages frequently operate under a dual-agency framework. This means one firm—and sometimes even the same broker—represents both tenants and landlords. While legal, this model creates a built-in conflicts of interest. A broker tied to both sides must balance two competing objectives: securing the best deal for the tenant while preserving revenue and relationships with landlords who control future listings.
As one tenant-only firm notes, “If you, the tenant, are in a relationship with a broker who also represents landlords…you lose.” This imbalance can result in higher rents, less flexibility, and concessions that favor ownership rather than occupancy. The more intertwined a firm’s landlord relationships are, the harder it becomes to negotiate aggressively for tenants.
What Makes Occupier Representation Different
A true occupier representation firm like Keyser eliminates those conflicts entirely. Keyser’s model is built on a simple but powerful principle: represent only tenants, never landlords. This conflict-free structure ensures that every piece of advice, every analysis, and every negotiation strategy aligns solely with the client’s business goals—not with a building owner’s financial interests.
Keyser leverages market analytics, benchmarking, and real-time intelligence to give occupiers an edge. This means evaluating every viable space, not just those listed with preferred landlords. It means focusing on the client’s total occupancy cost, flexibility to scale, and alignment with long-term strategic objectives. In short, occupier representation provides complete loyalty and transparency.
Strategic Advantages for the Tenant
Tenants who engage a conflict-free occupier representative gain several measurable advantages:
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Unbiased access to the full market: Every building, landlord, and location is evaluated objectively.
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Stronger negotiation power: Brokers can push harder on rent, concessions, and flexibility when they owe nothing to the landlord.
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Deeper alignment with business goals: Decisions consider headcount growth, workflow, and long-term efficiency.
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Reduced risk: The firm acts as a fiduciary, safeguarding the client’s financial and operational interests.
In contrast, dual-agency firms face inherent limits on how far they can push a landlord without risking other business relationships.
Why Keyser’s Model Leads the Market
At Keyser, occupier representation is not a service line—it’s the entire business model. The firm’s conflict-free philosophy and “selfless service” culture ensure that each engagement delivers true advocacy. Clients gain access to every opportunity, every landlord concession, and every negotiation advantage available in the market.
When companies choose Keyser over dual-agency competitors like JLL or CBRE, they’re not just choosing a broker—they’re choosing exclusive advocacy. That difference can mean millions in savings, greater flexibility, and a real estate strategy that serves the business, not the building.
