Efnisyfirlit

• About the Authors
• Contents at a Glance
• Table of Contents
• Introduction
  • About This Book
  • Conventions Used in This Book
  • What You’re Not to Read
  • Foolish Assumptions
  • How This Book Is Organized
  • Icons Used in This Book
  • Where to Go from Here
• Part I: Leasing 101 for Tenants
  • Chapter 1: Yes, You Can Negotiate a Great Commercial Lease
    • Understanding What a Profitable Lease Agreement Is
    • Leasing 101 for Tenants
    • Negotiating the Offer and Key Terms
    • Reviewing the Formal Lease Agreement and Dealing with the Landlord
    • Negotiating Your Lease Renewal
    • The Part of Tens
  • Chapter 2: Starting the Leasing Process
    • Getting a Few Business Ducks in Order
    • Preparing to Begin the Leasing Process
    • Opening a New Business — But Where?
    • Allowing Time for the Leasing Process
    • Buying versus Leasing: Pros and Cons
  • Chapter 3: Choosing the Building Type that Best Suits Your Needs
    • Influences on Your Choice of Space
    • Analyzing and Comparing Building Types
    • Evaluating Various Building Types
    • Preleasing Undeveloped Property
  • Chapter 4: Selecting the Most Profitable Site for Your Business
    • Figuring Out Where Your Business Will Thrive, Not Just Survive
    • Distinguishing Sites That Make Sense for Your Business
  • Chapter 5: Using Commercial Brokers and Real Estate Agents
    • Differentiating Between the Various Types of Brokers and Agents
    • Revealing the Real Estate Agent’s True Persona: Friend or Foe?
    • Realizing How Commission-Splitting Can Negatively Affect the Tenant
    • Looking at Real Estate Agents from Different Perspectives
    • Franchising and Real Estate Agents
    • Asking the Agent for Disclosure Information
  • Chapter 6: Selecting the Right Professional to Help You, the Tenant
    • Understanding Why You May Need Some Professional Help
    • Choosing Between Professionals
    • Exploring the Services a Lease Consultant Can Provide
    • Using a Checklist to Make Sure the Professional You Hire Can Do the Job
• Part II: Negotiating the Offer and Key Terms
  • Chapter 7: Presenting and Negotiating a Lease Proposal
    • Understanding the Players and Their Roles
    • Getting the Landlord to Pursue You
    • Creating Competition for Your Tenancy
    • Choosing the Proper Lease Agreement Format
    • Presenting the Offer to Lease
    • Making Counteroffers
    • Avoiding Common Negotiating Errors
  • Chapter 8: Negotiating the Business Terms of the Lease Deal
    • Choosing Between an Offer to Lease or Letter of Intent
    • Determining the Parties to the Lease Agreement
    • Establishing the Location to Be Leased
    • Knowing What Term or Length of Lease Is Best for Your Business
    • Calculating the Base or Minimum Rent
    • Stating the Operating Costs, TMI Charges, or Net Charges
    • Including a Lease Renewal Option Clause
    • Negotiating for Tenant Incentives and Lease Inducements
    • Dealing with Renovations and Construction
    • Assigning or Transferring a Lease Agreement
    • Negotiating the Lease Deposit and Prepaid Rent
    • Anticipating a Personal Guaranty
    • Protecting Yourself with Conditions
    • Getting the Miscellaneous Points in Order and on Paper
    • Dating and Signing the Lease Agreement
  • Chapter 9: Negotiating the Rental Rate
    • Understanding the Importance of the Rent Figure
    • Exploring How Landlords Set Rental Rates
    • Determining What You Can Afford to Pay in Rent
    • Preparing to Negotiate the Biggest Deal of Your Life
    • Negotiating the Operating Costs as a Rent
    • Figuring Out and Negotiating Percentage Rent
    • Identifying Other Rents
  • Chapter 10: Negotiating the Area (or Square Footage)
    • Determining Your Space Requirements
    • Getting the Space You Pay For
    • Understanding Measurement Standards
    • Negotiating Rights of First Refusal on More Space
  • Chapter 11: Choosing your Commencement Date and Dealing with Construction
    • Selecting the Best Commencement Date for Your Business
    • Avoiding Problems with the Commencement Date
    • Avoiding Paying Rent Before You Open
    • Dealing with a Building Under Construction
    • Dodging Penalties and Fines for Not Opening by the Commencement Date
    • Getting Everything in Writing
  • Chapter 12: Dealing with Deposits
    • Defining the Security Deposit
    • Negotiating the Deposit Terms
    • Getting Back Your Deposit
• Part III: Reviewing the Formal Lease Agreement and Dealing with the Landlord
  • Chapter 13: Understanding and Negotiating the Rest of the Lease
    • Factoring in Visibility and Accessibility
    • Dealing with Default Clauses
    • Modifying Relocation and Termination Clauses
    • Operating Costs and Additional Rent Clauses
    • Troubleshooting Miscellaneous Lease Clauses
  • Chapter 14: Finalizing the Formal Lease Agreement
    • Getting Your First Look at the Formal Lease
    • Understanding the Significance of Signing an Offer to Lease or LOI
    • Reviewing the Formal Lease Agreement
    • Getting a Copy of the Revised Formal Lease Agreement
  • Chapter 15: Dealing with the Landlord
    • Understanding Different Landlord Types
    • Communicating Effectively During and After the Lease Negotiating Process
    • Standing in the Landlord’s Shoes: Seeing Yourself as a Prospective Tenant
    • Dealing with Big Bad Landlords
• Part IV: Negotiating Your Lease Renewal
  • Chapter 16: Starting the Lease-Renewal Process
    • Debunking Lease Renewal Myths
    • Knowing Who to Negotiate With
    • Examining Whether to Use Your Renewal-Option clause or Not
    • Doing Site Selection Even if You Don’t Plan to Move
    • Understanding How Far in Advance to Initiate the Renewal Process
    • Reviewing the Physical Lease-Renewal Agreement
    • Counteroffering the Landlord’s Lease-Renewal Proposal
  • Chapter 17: Negotiating Renewal-Option Clauses and How to Best Exercise Them
    • Including a Renewal-Option Clause in the Initial Offer to Lease or LOI
    • Additional Points to Negotiate if You Don’t Exercise Your Renewal Option
    • Deciding When Not to Exercise Your Lease Renewal-Option Clause
    • Exercising the Renewal-Option Clause Properly
    • Going to Arbitration with the Landlord
    • Understanding Month-to-Month Renewal Terms
• Part V: The Part of Tens
  • Chapter 18: Ten Leasing Tips, Tactics, and Strategies for Tenants
    • Negotiate to Win
    • Negotiate All Lease Terms at Once
    • Don’t Telegraph Your Intentions or Give Buying Signals
    • Assume Nothing and Get It in Writing
    • Protect Yourself by Incorporating
    • Keep Your Success Quiet
    • Change the Day Your Rent Is Due
    • Creatively Build on Your Relationship with the Landlord
    • Ask the Property Manager or Landlord for a Favor
    • Prepare for Murphy’s Law
    • Get Professional Help with the Leasing Process
  • Chapter 19: Ten Questions to Ask the Landlord’s Real Estate Agent
    • Getting the Answers to Your Questions
    • Who Really Is the Landlord?
    • How Long Has the Landlord Owned the Property?
    • Is There Local Property Management?
    • What Is the Building’s History?
    • Who’s Doing the Leasing for the Property?
    • Who Were the Two Most Recent Tenants to Move In and When?
    • Who Were the Last Two Tenants to Move Out?
    • How Secure Are the Property’s Anchor Tenants?
    • Is the Property for Sale?
    • What Were the CAM Charges for Previous Years?
  • Chapter 20: Ten (or So) Warnings: What No One Ever Tells Tenants
    • It’s a Business, Not a Marriage
    • Not All Commercial Real Estate Agents Know What They’re Doing
    • Sketchy or Problematic Co-tenants
    • Shabby Property Maintenance
    • Absentee or Distant Landlords
    • Everything’s a Battle with Them
    • The Location You Like is Simply Unrealistic
    • Many Landlords Don’t Like Lawyers
    • You’re Making Decisions for the Wrong Reasons
    • Not All Landlords Are Litigious
    • It’s All Negotiable if You Know What You’re Doing
• Glossary of Commercial Real Estate Terms
• Index

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