#2 – Alternatives – You must know everything about alternative comparable space in the surrounding area.
This topic really complements the article from last month (Lease Comparables) as well as the previous 7 articles from the Top 10 things that you must know before entering into a new lease or renewing your existing lease series.
Knowledge of the quality, quantity, and cost of relocation opportunities provides leverage when negotiating with your current landlord or a new Landlord as does knowing the length of time comparable commercial spaces have remained vacant. This type of information can be obtained by driving around and making hundreds of sign calls or pulling potentially outdated or incorrect information off of one of the fragmented multiple listing services available to the public, but it is much more easily obtained, reliable, and useable through a professional commercial real estate advisor who has the technology and resources to identify these alternatives and use that data in conjunction with lease comparables to persuade the Landlord to increase the concession package. Knowing that the owner of the facility that fits your needs has several other similar vacancies in the business park or center that will be coming available before the end of the year and reminding them of that fact can enhance your leverage significantly. In addition, negotiating on two or three alternatives simultaneously is an intelligent strategy especially when one of your options is a lease renewal as it creates a competition, which can be very good (as long as the supply and demand are out of balance, which should continue for at least a few more years in most U.S. markets).
This concept is also applicable in commercial real estate purchase situations in the form of alternatives for sale.
- Check back in the next few months to learn about the #1 thing that you must know before entering a new lease or renewing your existing lease.
If you have a current or upcoming commercial real estate requirement anywhere in the world, contact Doug Works of CBRE at 760-438-8591 or doug.works@cbre.com to schedule a free over-the-phone consultation.
