"We have tenants and buyers for your building....so, hire us asyour agent!" That's the kind of low-level pedestriantrash that some commercial real estate brokers still sling whenpursuing opportunities to represent properties for lease, sublease,sale, or otherwise. What's really amazing is that someproperty owners and sublandlords actually still buy that load ofgarbage! Professional landlords most often see right throughthis lame old excuse for a pitch.

It is most unfortunate when brokers use this approach, becauseit perpetuates many of the stereotypes of the commercial realestate brokerage industry, including those about brokers beingliars, cheats, and thieves.

When approached by a broker making such claims, property ownersmay wish to turn and run, or at least ask the followingquestions:

• Since we would pay you a commission whether you represent us oryour tenants, why haven't you brought us your tenants already?
• Are you holding your tenants hostage until we hire you?
• Are your buyers so focused on you that they won't even visitbuildings until you get hired by those buildings?
• Will your buyers only acquire buildings when you representtheir opponents?
• If you represent tenants and then you get hired by us, wouldn'tthat pose conflicts of interest and create a serious impediment toyour ability to protect either of us?

Forget this tired approach! When seeking to engage a realestate professional to lease or sell your buildings, find theservice provider who can prove that they:

• Have recent success in leasing / selling buildings likeyours
• Have completed multiple transactions (sublease, lease, sale,other), similar to what you seek to achieve
• Understand how your building can effectively compete in thelocal market
• Recognize how to price your building against comparablebuildings to ensure a timely and profitable transaction(s)
• Are sufficiently versed in current issues about leases, capitalmarkets, lending, and more
• Can uncover value and exploit the unique benefits of yourbuilding to accomplish your objectives
• Can devise and execute a marketing approach that will placeyour building ahead of its competitors
• Will dedicate the needed resources to execute your project in atimely and profitable way
• Will communicate with you, and to others on your behalf,frequently and effectively
• Will work diligently and honestly to achieve yourobjectives
• Are respected in the local market
• Can and will guide you about how best to achieve yourobjectives

Forget the BS. Select a representative who is competent,who knows your type of property and your market, who can prove boththeir previous successes and how they will work hard to accomplishyour objectives. It's that simple!