You need office, industrial, or retail space. The lease will run for years and cost real money. Someone on your side of the table has to find the options, compare them fairly, and negotiate terms that work for your company, not for the building owner.
That someone is a tenant representation broker.
What is tenant representation?
Tenant representation (tenant rep) is when a commercial real estate broker or advisor works only for the tenant, the company leasing or buying space. They do not represent the landlord on that deal.
Their job is to look out for your interests: the right building, the right economics, the right lease language, and a clear process from the first search through move-in.
In practice that usually means:
- Searching the market across public listings and off-market options
- Comparing buildings on what actually matters to you (size, rent, term, build-out, parking, timing)
- Negotiating with the listing broker
- Helping you avoid weak options and painful lease language
Tenant representation is not a landlord broker who happens to be friendly with tenants. On that deal, they work for you.
Tenant representation vs landlord representation
| Tenant representation | Landlord representation | |
|---|---|---|
| Who they work for | The company leasing or buying space | The owner trying to fill or sell a building |
| What a win looks like | Better options, stronger terms, fewer wasted tours | Faster lease-up, stronger rent, terms that favor the owner |
| What you usually see | A short list of options, a tour plan, a negotiation path | A listing package or offering memo for a specific building |
Both roles are real commercial real estate work. They are not the same job. If a broker is paid to fill a landlord’s building, that is landlord representation. If a broker is paid to find and negotiate space for your company, that is tenant representation.
Why companies hire a tenant rep
Leases are long, expensive, and easy to get wrong. A good tenant rep:
- Sees more of the market than a one-off Google or LoopNet search
- Knows which "available" listings are actually real
- Negotiates rent, free rent, build-out, renewal options, and exit language
- Keeps your internal team from becoming accidental brokers
For growing companies, that usually means fewer wasted tours and fewer expensive surprises in year three of the lease.
What it looks like when you hire one
When the relationship is working, the path is straightforward:
- They learn what you need: headcount, use, budget, timing, must-haves
- They bring you options you can actually decide from
- You tour the real contenders
- They help you negotiate the letter of intent and the lease
- They stay with you through the occupancy details that usually get messy
Ask early what their option package looks like. That package is how you will decide. Prefer a clear process over vague claims that they “know the market.”
How to choose a tenant representative
If you are the company hiring one:
- Ask what markets and asset types they actually close
- Ask to see a sample of how they present options
- Ask who pays them (often landlord-paid commission; still confirm)
Bottom line
Tenant representation means the broker works for the tenant. If your company is taking space, you want someone whose job is your outcome, not filling a landlord’s vacancy.
That is the whole idea.