The #1 Reason to Hire a Tenant Broker
Would you hire the same attorney as the opposing side in court?
Sounds crazy, right?
That’s essentially what tenants do when they rely solely on the landlord’s broker to handle their lease negotiations.
While landlords genuinely value good relationships with their tenants, their objective is clear: maximize the return on their property. Their broker’s job? Protect the landlord’s interests, secure the highest rent, and limit concessions.
A tenant broker flips the script. We’re your advocate, the one who levels the playing field, creates leverage, and negotiates terms that protect your bottom line.
1. Leverage Is Everything
Landlords negotiate leases every day. Most tenants do it once every 5–10 years. Without leverage, you’re at a disadvantage from the start.
A tenant broker creates leverage by:
Starting early, exploring options 12–24 months before lease expiration
Generating competition, so landlords know they have to fight for your tenancy
Positioning your requirement strategically to extract the best possible terms
2. Knowledge = Negotiation Power
Finding space is easy. Negotiating the right deal takes expertise.
Tenant brokers know how to:
Secure tenant improvement dollars and free rent
Negotiate flexibility, like early occupancy, expansion rights, and renewal options
Identify hidden concessions that directly impact your bottom line
We don’t just find space, we engineer leverage.
3. Real-World Example
A client with a 7-year lease came to us with 14 months left, assuming they had no choice but to renew.
Here’s what we did:
Identified three competitive alternatives.
Created a bidding environment that forced the landlord to sharpen their pencil.
Negotiated a double-digit rent reduction, six months of free rent, and a $250K TI package—all without relocating.
A client with a 7-year lease came to us with 14 months left
Assuming they had no choice but to renew.
They kept their space on better terms simply because we shifted the leverage.
4. Why the Right Broker Matters
Not all brokers are the same. Many brokers primarily represent landlords and investors.
Even if they “help” tenants occasionally, there’s a built-in conflict of interest:
Can they push hard against the very landlords who are their main clients?
Will they fight for your best interests, or preserve the landlord relationship?
A true tenant broker represents only your side of the table. No conflicts. Full leverage. And when that broker is an SIOR designee, you know you're working with someone who has proven market expertise, high ethical standards, and a track record of strategic advisory at the highest level.
5. 3 Signs You’re Losing Lease Leverage
You start renewal talks with less than 12 months left.
You only consider your current building or one option.
You rely on the landlord’s broker for “advice.”
If any of these sound familiar, your landlord already has the upper hand.
The Takeaway
Hiring a broker isn’t enough. You need the right broker! One who creates leverage, protects your interests, and ensures your company gets the best possible terms.
If your lease expires in the next 12–24 months, let’s talk about how to flip the market in your favor.
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Broker | Industrial Specialist
Cushman & Wakefield – Northern Nevada
NV License # BS.146113
📍 Clear heights, concrete, and dock doors are my love language.
The views expressed in this blog are my own and do not necessarily reflect those of Cushman & Wakefield.