33SOCIETY OF INDUSTRIAL AND OFFICE REALTORS ®
1In some cases we cannot divulge certain confidential details associated with our
company to the broker, even if it affects the
2The broker explained the leasing process. However, we need additional education on
negotiation tactics, economic strategies, and their
implication on the bottom line.
3It requires a measure of trust and substantive reasons for our company to divulge our
financial position to a broker and the Landlord.
We need to understand who is getting this
information, why it is needed, and what is being
done with it.
4The cost of CRE is the second largest financial obligation for the client company behind
payroll. The leap of faith required for signing the
deal is sometimes difficult and patience is needed.
5We have provided the broker with a framework for the search and expect a reasonable job
narrowing the list and identifying the most
effective opportunities. Do not waste our time with
a list of the entire market.
6I understand the transaction, but I need the leadership to close the transaction. What is your
7The procedural schedule may not be convenient for the broker or the Landlord, but some
creativity and flexibility is necessary since our
company has several layers of approvals and
cannot react as quickly as necessary.
8The transaction is signed and we still have several items that need to be accomplished.
We need you to remain involved even after you
have collected your commission to complete the
9Our company requires a consistent flow of communication. The project is important to
our company and we have someone to report to as
I will treat you with the same respect you
give to me.
1If it seems that there is no immediate movement on the project that does not mean
that things are not progressing. There are many
people involved in a real estate transaction and
everyone must do their part for it to succeed.
2Almost every transaction has a point where there is mutual agreement to terms. However,
each party must do their part to find a “meeting of
3Although the brokers’ position in the transaction is to act on the clients’ behalf, they
cannot agree to terms for you.
4The cooperating brokers are not out to conduct a backroom agreement for the
parties. They are both held by certain ethical
responsibilities to achieve the most reasonable
terms for their clients.
5When a broker takes on a project that has a short window of time to complete they will do
everything possible to meet the timetable, but
some compromise will be necessary.
6The forms that need to be signed when the project is initiated are fairly important and
serve in many capacities.
7Most real estate transactions will go smoother by obtaining a tenant representative.
8Clients that contact the Landlord directly beyond the agents usually do not achieve the
results they expected. They may even reduce their
9Not every Landlord will want your company as a tenant and not every space/building is
I will treat you with the same respect that
you give to me.
Top Ten Things that Clients
Wish Brokers Knew:
Top Ten Things that Brokers
Wish Clients Knew: