Attracting Tenants to Your Tenant Mix

Every property is unique and special.  Each property has got a mixture of negative and positive issues emanating from the design and layout.  To set up a productive tenant mix you have to do the best with what the property offers design wise.

A successful property requires successful tenants, and not just tenants that pay rent.  This is where tenant mix is critical.  To do this you need to know:

  • Rents
  • Lease terms
  • Fitout construction rules and costs
  • Incentive alternatives
  • Option structures
  • Rent review alternatives
  • Tenant preferences

Tenants are selective in what they lease.  They want the best, and in this market you have to provide it if you are a property manager or a landlord.  Your property has to be the best available offering in the property market at the moment. 

Consider this question.  What are the top 4 reasons why someone should occupy your property as a tenant?  If you do not have a solid set of answers then you have a problem.  Your property should provide something that the other properties do not have or find it difficult to offer.  Your property has to be the best available.  You should be a property magnet to attract the tenants.

So where do you start when attracting tenants to your tenant mix?  The features of the property and the design of the property will be the base from which you consider where the tenants are going to be placed.  Look at the design and consider where the customers will come from inn and around the property.  What will be the ‘ant track’ by which the customers walk and pass through the property?  Any corners or turning points in the ‘ant track’ are likely to be high traffic areas and if handled correctly will be the source of higher rent.  At these corners you want smaller tenants with a vibrant retail offering.

The successful retail property is totally about the tenants and not much else.  Without the tenants then the property will likely fail.

Look around.  Details of physical features of properties should be noted so that you can build on opportunities and positive aspects of the property with potential new tenants.  

All the information gained should be included on an appropriate and organised listing form and recorded as both hard copy and as part of a computerised listing package.  Ultimately you will be producing a leasing brochure and information package to present your exceptional property to potential tenants in its best aspect. 

All investors and owners of commercial property have differing investment and ownership needs. This then leads to the core decisions that they will make when you locate a tenant or adjust the tenancy mix.  It could be that the client has a preference to hold the property for a short period of time and then undertake a redevelopment or expansion of the property.  This will have significant impact on how you would construct the tenancy mix and lease profile for the property.

To handle these facts you interview the client and discuss the investor’s property requirements before proceeding with any part of the professional leasing and tenancy services that comes with commercial real estate. You need to match your leasing and tenancy services to their property holding needs.

Your skill is in assessing the potential leasing and tenant balance of the property and then shaping the leases to support the rental income needs is essential.

You can get more detail on this at our website here

By John Highman

John Highman is an International Commercial Real Estate Author, Conference Speaker, and Broadcaster living in Australia, who shares property investment ideas and information to online audiences Worldwide.