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Commercial Leasing Law & StrategyFeaturesRegulation

From Tension to Success: Broker-Owner Relationships in Retail Leasing

By David S. Drobner

If you are involved in lease negotiations on behalf of retail asset owners, you already know a couple of hard truths: The deals will not happen without the help of solid, hard-working commercial retail brokers (who can be worth their weight in gold) and at least some tension inevitably arises while moving the deals along. This article gives focus to the tension, and suggests that the tension is not only desirable, but important to help improve negotiation results for all concerned.

First, a reality check: No matter how great your retail asset (in your mind), no matter how desirable you know it to be, retail tenants typically do not clamor at the owner's doorstep begging to lease space. The retail commercial broker is instrumental in sifting the wheat from the chaff, navigating the chaotic tenant marketplace and bringing to ownership the gems with a reasonable chance of success.

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