“How do you find office space?” I was recently asked that question by a reporter from Miami Today. Actually she emailed me the question in advance of an interview. My
first off-the-cuff response was “simple, I pull the database, make a bunch of calls, know my buildings and off we go”. Then the next morning during my walk, I began thinking that it’s not that simple.
Before I can search the database and make a bunch of calls, I have to know what I’m looking for. That means a bunch of nosy questions for my client, a walk-thru of their
current location and a thorough understanding of their budget, use, employees
and a host of other items. With a seemingly ample inventory of office space, on the surface I could have 50 possible spaces for a client. When I began applying the criteria that I develop from my client interview, the number begins to shrink very quickly. Sometimes
it suddenly develops into a search for the needle in the haystack.
When you are interviewing a tenant rep broker to represent you in your search and/or renewal of your office, who is doing all the talking? If it’s the broker, tread
carefully. They may not be listening and thus will not completely understand what you need. This can result in wasting your time touring spaces that do not fit your needs and even proceeding into negotiations before discovering a “deal killer” problem with the space or building.
I try to remember the old sales axiom: “You have two ears and one mouth, so you
should be listening twice as much as you speak.” The exception is if you make the mistake of asking me about my children.