• Why are There No Landlord Only Brokerage Firms?

    There are scores of “tenant only” brokerage firms around the country and hundreds of brokers who have dedicated their careers to representing only tenants. Thousands of companies have chosen to work with these firms and brokers because they believe there is an irreconcilable conflict of interest when brokers attempt to represent both landlords and tenants in the same market.

  • The Lost Art of Negotiation

    A very wise mentor of mine once told me that when a seemingly smart and rational person takes a seemingly irrational position in a negotiation, it can be explained in one of two ways: either the person is not as smart and rational as you thought they were or, more likely, they have a hidden agenda or knowledge of certain facts which, if revealed to you, would reveal the rationality of their position.

  • Why Landlords Do More to Get Tenants Than to Keep Them

    When you look at leasing comparables for particular building, one consistent pattern invariably exists – renewing tenants don’t achieve the same deal that new tenants receive. Tenants often believe that because they are a good, rent-paying tenant that their landlord surely wants to keep them on favorable terms. Many tenants don’t realize that landlords view renewing tenants as captive, and already have factored a high renewal probability on favorable terms for the landlord into their pro-formas. Tenants can avoid this discrepancy by taking steps to make their landlord compete to keep their tenancy.