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Strategy , Commercial Real Estate , Capital Markets

Why it’s Essential to Work with a Tenant-Only Broker

By Jonathan Keyser
November 09, 2023

In the fast-paced and fiercely competitive realm of commercial real estate, tenants on the quest for their ideal business space encounter many obstacles. Overcoming these challenges and obtaining favorable terms requires the invaluable assistance of a tenant-only broker. This article delves into the considerable benefits of teaming up with a tenant-only broker, elucidating how they are pivotal in facilitating successful and advantageous commercial real estate transactions for tenants.

1. Eliminate Conflicts of Interest

Tenant-only brokers are crucial in real estate transactions to eliminate conflicts of interest. By exclusively representing tenants and occupiers, these brokers ensure impartiality and transparency, avoiding hidden agendas, fiduciary obligations, or biases that could influence the deal. Their undivided focus allows them to negotiate fiercely on behalf of the tenant, securing the most favorable terms possible and instilling trust and confidence throughout the process.
In contrast, brokers representing both landlords and tenants may face delicate balancing acts and potential conflicts of interest. Striving to be fair, they could still face pressures to please both parties, leading to compromises that might only partially align with the tenant’s needs or result in less favorable lease terms. 

 

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2. Expertise in Tenant Needs

Like traditional brokers, tenant-only brokers deeply understand market dynamics, granting valuable insights into available spaces that align with their clients’ goals and budgets. Beyond the basics of the job role, tenant brokers often specialize in business types or industries, such as semiconductor, healthcare, large-scale industrial and manufacturing, high-growth tech, etc. Through specialized expertise and an understanding of what’s truly important to the functionality of the tenant’s business, tenant-only brokers can empower tenants to make well-informed decisions and secure spaces that fuel their growth and success.

 

 

3. Unbiased Options

Not limited to their contracted properties or tempted by an opportunity to earn double commission, a tenant rep broker can help tenants uncover the best options that align with their specific requirements, not just the ones their firm represents. 

 

 

4. Negotiating Power

Negotiation tactics for tenants are employed much differently than those for landlords. A skilled negotiator on the landlord’s behalf does not always equate to a skilled negotiator on the tenant’s behalf. Moreover, traditional commercial real estate leases are landlord-friendly because the landlord drafts them. A tenant broker has experience in understanding what will help increase flexibility for the tenant throughout their lease, what’s truly worth negotiating when it comes time to pick the battle, and how to leverage landlord reputations to benefit the negotiation strategy.

 

In conclusion, partnering with a tenant-only broker is a wise decision for tenants to navigate the complex world of commercial real estate. With a tenant broker, tenants reduce unseen conflicts of interest, fiduciary obligations, and the associated risks. Whether you seek to lease a new space, expand your operations, or renew an existing lease, a tenant-only broker will be your unwavering advocate, working to secure the most favorable terms and conditions for your business. With their dedicated support, you can confidently forge ahead, knowing that your commercial real estate venture is in the hands of a true commercial real estate advocate.

 

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Jonathan Keyser

Jonathan Keyser is the Founder and Managing Partner of Keyser Commercial Real Estate(http://www.keyser.com/), which has become the largest commercial real estate firm of its kind in Arizona. Jonathan is also a Founding Partner of Exis Global, which today has over 580 people worldwide representing exclusively occupiers of commercial real estate. He is also the founder of a small investment fund that invests in emerging technology companies within Arizona, to support and help grow the startup ecosystem in the state. Jonathan was recently named "The Commercial Real Estate Disruptor" by USA Today and he is a #1 Wall Street Journal Best Selling Author, for his Best Selling Book, “You Don’t Have to be Ruthless to Win”. He has also been named a "Top Social Capital CEO" by the International Business Times, is a highly sought after keynote speaker, is widely recognized as a thought leader featured in hundreds of articles, publications, and podcasts, and has been named a "Top 20 Virtual Keynote Speaker" nationally. As an entrepreneur, Jonathan has built KEYSER into an eight-figure firm named recently as one of the Top 50 Most Trustworthy Companies in America by The Silicon Review. Jonathan is also one of the most connected business leaders in Arizona. He is an active member of Greater Phoenix Leadership (consisting of the region’s leading CEO’s), and he is also a member of Young Presidents Organization (YPO), Chief Executive Organization (ceo), and the Million Dollar Speaking Group (MDSG) within the National Speakers Association. With almost 30 years of experience in the Commercial Real Estate Industry, Jonathan’s firm represents occupiers of space exclusively, both domestically and internationally across a broad range of industries. Jonathan is sought out by companies around the world for his real estate expertise and business acumen. He is particularly good at identifying creative strategies to align real estate with business requirements, designing and implementing unique solutions to complex real estate challenges, and solving Landlord / Tenant conflicts where negotiations have deteriorated in the face of rising hostilities. Jonathan is happily married to his wife Susanna, and has 5 kids with one on the way. His mission is to change the business community through selfless service, and his entire firm is built upon this philosophy. Jonathan is known throughout the business community as someone who loves to help others, and who goes out of his way to be of service to people across the community.

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