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4.6 Leasing Strategy: Attract, Negotiate & Retain Commercial Tenants
- 10 Sections
- 40 Lessons
- 41 Quizzes
Leasing as an Asset Management Function
4 Lessons4 Quizzes
- Lesson 1.1: Every Dollar of Rent You Leave on the Table Costs You Twenty
- Quiz 1.1: Every Dollar of Rent You Leave on the Table Costs You Twenty
- Lesson 1.2: Vacancy Is a Compounding Problem
- Quiz 1.2: Vacancy Is a Compounding Problem
- Lesson 1.3: TI, Free Rent, and Commissions Are Capital, Not Costs
- Quiz 1.3: TI, Free Rent, and Commissions Are Capital, Not Costs
- Lesson 1.4: Building Your Leasing Team
- Quiz 1.4: Building Your Leasing Team
Knowing Your Market, The Leasing Intelligence System
5 Lessons5 Quizzes
- Lesson 2.1: Building Your Competitive Set
- Quiz 2.1: Building Your Competitive Set
- Lesson 2.2: Vacancy, Availability, and Absorption, Reading the Submarket
- Quiz 2.2: Vacancy, Availability, and Absorption, Reading the Submarket
- Lesson 2.3: The Rent Survey, What Deals Are Actually Getting Done
- Quiz 2.3: The Rent Survey, What Deals Are Actually Getting Done
- Lesson 2.4: Identifying Demand Drivers and Your Prospect Pool
- Quiz 2.4: Identifying Demand Drivers and Your Prospect Pool
- Lesson 2.5: The Leasing Narrative, Positioning Your Building
- Quiz 2.5: The Leasing Narrative, Positioning Your Building
The Listing, Setting Up for Success
4 Lessons4 Quizzes
- Lesson 3.1: Exclusive vs. Open Listing, Why the Answer Is Usually Exclusive
- Quiz 3.1: Exclusive vs. Open Listing, Why the Answer Is Usually Exclusive
- Lesson 3.2: Choosing a Leasing Broker, The Broker Pitch
- Quiz 3.2: Choosing a Leasing Broker, The Broker Pitch
- Lesson 3.3: The Marketing Package, What Tenants and Brokers Actually Need
- Quiz 3.3: The Marketing Package, What Tenants and Brokers Actually Need
- Lesson 3.4: Pricing Strategy, Setting Asking Rent with a Concession Budget
- Quiz 3.4: Pricing Strategy, Setting Asking Rent with a Concession Budget
Tenant Attraction, Proactive Leasing
4 Lessons4 Quizzes
- Lesson 4.1: The Prospect Pipeline, Building Before the Vacancy Arrives
- Quiz 4.1: The Prospect Pipeline, Building Before the Vacancy Arrives
- Lesson 4.2: Direct Outreach vs. Broker Referral, Running Both Channels
- Quiz 4.2: Direct Outreach vs. Broker Referral, Running Both Channels
- Lesson 4.3: Spec Suites, The Investment Case for Building Before the Tenant Signs
- Quiz 4.3: Spec Suites, The Investment Case for Building Before the Tenant Signs
- Lesson 4.4: The LOI Process, From Inquiry to Letter of Intent in 5 Steps
- Quiz 4.4: The LOI Process, From Inquiry to Letter of Intent in 5 Steps
Lease Negotiation, Protecting NOI
5 Lessons5 Quizzes
- Lesson 5.1: The Landlord's Negotiation Framework
- Quiz 5.1: The Landlord's Negotiation Framework
- Lesson 5.2: TI Allowance Negotiation, Market Rate vs. Above-Market Requests
- Quiz 5.2: TI Allowance Negotiation, Market Rate vs. Above-Market Requests
- Lesson 5.3: Free Rent, Net Effective Rent and Why Landlords Prefer It
- Quiz 5.3: Free Rent, Net Effective Rent and Why Landlords Prefer It
- Lesson 5.4: Lease Term Negotiation, Short vs. Long from the Landlord's Perspective
- Quiz 5.4: Lease Term Negotiation, Short vs. Long from the Landlord's Perspective
- Lesson 5.5: Personal Guarantees, When to Require, How Much, and What Form
- Quiz 5.5: Personal Guarantees, When to Require, How Much, and What Form
Credit Analysis, Who You're Betting On
4 Lessons4 Quizzes
- Lesson 6.1: Why Tenant Credit Is a Leasing Decision
- Quiz 6.1: Why Tenant Credit Is a Leasing Decision
- Lesson 6.2: Reading Tenant Financials, What to Request and What to Look For
- Quiz 6.2: Reading Tenant Financials, What to Request and What to Look For
- Lesson 6.3: Credit Substitutes, Letter of Credit vs. Security Deposit
- Quiz 6.3: Credit Substitutes, Letter of Credit vs. Security Deposit
- Lesson 6.4: Franchise Tenants and National vs. Local Credit
- Quiz 6.4: Franchise Tenants and National vs. Local Credit
Tenant Retention, The Cheapest Lease You'll Ever Do
5 Lessons5 Quizzes
- Lesson 7.1: Why Retention Is Worth 3–4x the Cost of New Leasing
- Quiz 7.1: Why Retention Is Worth 3–4x the Cost of New Leasing
- Lesson 7.2: The Renewal Strategy, When to Start and How to Approach
- Quiz 7.2: The Renewal Strategy, When to Start and How to Approach
- Lesson 7.3: Renewal Negotiation, Resetting Rent, Extending Term, Managing Holdover
- Quiz 7.3: Renewal Negotiation, Resetting Rent, Extending Term, Managing Holdover
- Lesson 7.4: Building Amenities and Services as Retention Tools
- Quiz 7.4: Building Amenities and Services as Retention Tools
- Lesson 7.5: The Tenant Satisfaction Survey, Finding Flight Risks Before They Go
- Quiz 7.5: The Tenant Satisfaction Survey, Finding Flight Risks Before They Go
ESG & Green Leases in Commercial Real Estate
5 Lessons5 Quizzes
- Lesson 8.1: What ESG Actually Means in Commercial Real Estate
- Quiz 8.1: What ESG Actually Means in Commercial Real Estate
- Lesson 8.2: Green Building Certifications, LEED, ENERGY STAR, and BREEAM
- Quiz 8.2: Green Building Certifications, LEED, ENERGY STAR, and BREEAM
- Lesson 8.3: Green Lease Structures, Aligning Landlord and Tenant Incentives
- Quiz 8.3: Green Lease Structures, Aligning Landlord and Tenant Incentives
- Lesson 8.4: The Economics, Green Premium, Brown Discount, and Regulatory Drivers
- Quiz 8.4: The Economics, Green Premium, Brown Discount, and Regulatory Drivers
- Lesson 8.5: ESG in Asset Value and Financing, and How to Make a Lease Greener
- Quiz 8.5: ESG in Asset Value and Financing, and How to Make a Lease Greener
Capstone, Lease Up a Suburban Office Building
4 Lessons4 Quizzes
- Lesson 9.1: The Building and the Challenge
- Quiz 9.1: The Building and the Challenge
- Lesson 9.2: The Analysis, What's Really Going On
- Quiz 9.2: The Analysis, What Is Really Going On
- Lesson 9.3: The Decisions
- Quiz 9.3: The Decisions
- Lesson 9.4: The Pro Lens, How an Advanced Operator Thinks About This Building
- Quiz 9.4: The Pro Lens, How an Advanced Operator Thinks
Leasing is asset management with the meter running. The job is to fill space and keep it filled.
You treat leasing as an asset management function, build a market intelligence system, set up the listing, and attract tenants on purpose. Modules on negotiation and credit analysis protect your NOI, and a full module on retention covers the cheapest lease you will ever sign.
Nine modules, 40 written lessons, 102 practice questions, and a graded final exam with a certificate. The capstone leases up a suburban office building. Self-paced, no expiry date. Yours to finish on your own timeline.
Keep the building full and the NOI intact.
Key Terms in This Course
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