Tenant advocacy and property leasing services are a good part of commercial and retail real estate. You can do something with that. In today’s podcast, John Highman shares how you can work into this part of the industry and why that is a good idea.
Know all the local tenants and the upcoming lease expiries in the local area. As you talk to ever more local businesses you can track the predictable lease expiry dates. You can also track the options of extended lease periods. Either way, there will be tenants requiring local leasing information and negotiation assistance. Are you the person to help them?
The fact of the matter is that they will need expert help; that is why I said that it is best to focus on the larger companies and corporations. They are generally the tenants that will pay handsomely for expert leasing help. Lock them in with a client relationship and a commission agreement for a satisfactory outcome.
In commercial real estate brokerage leasing, there are many things that you can do to improve property performance for the clients that you serve. Ultimately that means tenant placement and rental improvement.
The landlords in your town or city are doing their best to avoid vacancies and or poor tenant mix results. So that is where you can help. Create a good database of tenants and market that service to the landlords that own high quality properties locally. You can also connect with the larger tenants in the location so you can provide a tenant advocacy service.
Here are some ideas on MP3 audio to help with your leasing services and professional skills:
Leasing is a lucrative part of the commercial real estate brokerage market. There are always vacant premises to lease and landlords to serve. The leasing agent with the largest database of tenants will usually make more in commission income than those agents that do not have a good database.
It should always be remembered that a good lease opportunity today that is converted to a successful transaction will quite likely move towards a sale opportunity in the future. It stands to reason that your personal leasing services and specialisation will help you with growing market share in a number of different ways. When you get to know a number of landlords, you build the levels of trust and the key relationships that are required for sales opportunity.
The fees for leasing a vacant property or tenancy will reflect the size and the quality of the premises. On that basis you should concentrate your leasing efforts on the better properties and the larger tenancies. In that way you will achieve better inbound enquiries and inspection conversions. Low quality listings are just as much work if not more than the better quality properties.
In considering the commission and fee opportunities from a landlord or a property, understand the following factors:
Lease rent review fees
Lease renewal opportunities
Assignment and subletting requirements
Vacancy management and leasing
Tenant mix advice
Lease renegotiation as part of a refurbishment
Franchise leasing opportunities
Tenant advocacy work
So there are a good number of ways for leasing brokers to attract fee opportunities from professional leasing services. Local area specialisation and leasing knowledge will help you achieve the momentum required. I go back to the point that the size of your database will be critical to the market activity and commissions that you generate. As a leasing specialist, you do need to know a lot of tenants and a good number of high quality landlords. That is where your database will help you greatly. Every day it needs to be nurtured and grown through ongoing contact.
So let’s look at some strategies and that you can implement in your professional leasing services. Here are some of the important things to understand and implement. You can add to this list other factors relating to location and property type:
Review the history of the area as it relates to business change and opportunity. There will be certain properties and locations that are more popular than others. Understand the locations that will create the best levels of interest when it comes to property occupancy.
Check out the market rentals that apply to your property type. Give due regard to the variables across suburbs, towns, and cities. Those market rentals will vary greatly and have a lot to do with property condition, ease of access, services, and improvements.
Lease incentives will vary subject to the factors of supply and demand for lettable space. Watch the number of new property developments coming into the area that could change the balance of occupancy. They will also have an impact on incentive size and availability.
With this basic information, you can focus your efforts when it comes to property leasing opportunities. Every day you should take further steps into building strong tenant and landlord relationships.
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