“I am going to represent you.”
Lately I have wondered what a client seeking office or industrial space thinks when we say that. “Represent” can mean different things to different people; inevitably a client’s expectation is colored by his or her past experiences. Has the person been represented in a commercial real estate transaction before? What services did the agent provide? How was the relationship with the agent? How smooth was the process? In the end, how did he or she feel?
Real estate agents approach the process of securing a new lease or renewing an existing lease with various mindsets. Their differing priorities and goals affect the amount of time and the level of service they invest in their relationships with clients.
That leaves tenants with an unclear understanding of what they should expect from a commercial real estate broker who says, “I am going to represent you.”