A Long Shadow

When companies select a real estate advisor, one crucial yet often overlooked factor is the advisor’s credibility with landlords. It’s understandable why this isn’t top of mind. Credibility, after all, is difficult to measure. To be clear, this doesn’t mean you want the broker that all the landlords like. You want the one they respect.

But what does this kind of credibility look like in practice? It is about experience. Years of active engagement in a market. This kind of prolonged market presence does more than sharpen a broker’s skills; it casts a “shadow” within the landlord community, the owners and brokers who sit on the opposite side of the negotiating table.

There are good shadows and bad shadows. A good shadow is built on integrity, honesty, and reliability. It’s the reputation of a broker who consistently represents client interests to the fullest while running a disciplined, trustworthy process. This reputation fosters trust with landlord counterparts, a trust that translates directly to greater leverage and better deal outcomes for the tenant client.

From the moment you step into a building to tour space, the landlord’s broker is sizing up not only your company but also your advisor. Sure, you may have stellar credit and be a highly sought-after tenant. But landlords know they must ultimately negotiate with your broker. If the broker has a track record of unreliable or self-serving behavior, or if they are simply unknown, you will receive less favorable terms.

As you interview brokers, ask them how their experience impacts the value they create. Ask them to tell you about their shadow.