You find a commercial space online, call the number on the listing, and schedule a tour. The space looks promising, the rent seems manageable, and the listing agent offers to send over a proposal.
For many small and midsize business owners, that's how leasing begins.
But before you move forward, there's an important question to ask: Who is representing your business in the transaction?
A tenant representative — or tenant rep — is a commercial real estate agent who helps businesses find, evaluate, and negotiate leased space. Whether you need an office, storefront, warehouse, or flex space, a tenant rep helps you make decisions with your business's interests in mind.
What does a tenant rep actually do?
A tenant rep helps connect your business needs with the right property and lease terms. That work starts before the first tour.
Help you figure out what you need
Square footage and monthly rent are a starting point. The details of how you operate matter just as much.
For an industrial business, that might mean loading access, electrical capacity, ceiling height, or room for delivery vehicles. For an office tenant, it might mean parking, private offices, customer access, or space for future employees.
A tenant rep helps turn those needs into a focused search, so you spend time evaluating spaces that could work for your business.
Find and compare options
Commercial listings can be difficult to compare. One property may advertise a monthly rate, another an annual price per square foot, and another a base rate with additional expenses.
A tenant rep helps you understand what each option would cost and how the properties compare in location, condition, functionality, and timing.
The goal is to give you enough information to make a confident decision.
Negotiate the business terms
Rent matters, but it's only one part of a commercial lease.
Other terms worth evaluating may include:
- Annual rent increases
- Operating expenses and other charges
- Improvements needed before you move in
- Responsibility for maintenance and repairs
- Lease length and renewal options
- Personal guaranty requirements
- Opportunities to expand, assign, or sublease
A tenant rep helps identify the business terms to discuss and negotiate. Your attorney reviews the legal language and advises you on the obligations you're taking on.
Keep the process moving
Between the initial proposal and move-in day, there may be tours, revised offers, contractor estimates, inspections, and document reviews.
A tenant rep helps coordinate those steps and track the decisions that need to happen along the way.
Doesn't the listing agent help me lease the space?
Yes — the listing agent can answer questions, arrange tours, and help move a transaction forward.
But helping you tour a property is different from representing your interests.
The listing agent typically represents the property owner. Their job is to market the property and negotiate on the owner's behalf. You should confirm the agency relationship rather than assume the agent showing you the space represents you.
A tenant rep gives your business its own representative to evaluate options, ask questions, and negotiate from your perspective.
Is a tenant rep only for large companies?
No. You don't need to be a national retailer or a company leasing an entire building to benefit from representation.
For a small business, a commercial lease may be one of its largest recurring commitments. Decisions about rent increases, repairs, improvements, and lease length can affect your budget for years.
Representation can be useful if you're:
- Leasing your first commercial space
- Moving out of a home office or shared workspace
- Expanding into a larger warehouse or flex unit
- Opening another location
- Comparing a renewal with a move
- Trying to understand a proposal before committing
You know your business. A tenant rep brings experience with the real estate process so you can evaluate the commitment more fully.
How is a tenant rep paid?
Compensation should be discussed at the beginning of the relationship.
In many commercial transactions, tenant representation compensation is paid by the landlord or shared through the listing brokerage under a negotiated arrangement. That is not guaranteed for every property or transaction. For a closer look at how commissions typically work, see Does It Cost Money to Use a Commercial Real Estate Agent as a Tenant?
Before working together, ask how compensation will be handled, what the representation agreement covers, and whether your business could be responsible for any fees. You should understand the arrangement before deciding to proceed.
What if I already found a space?
You can still ask a tenant rep for help.
Finding a listing is one step. Evaluating the property, comparing alternatives, and negotiating the lease are separate parts of the process.
Ideally, involve your representative before contacting properties or scheduling tours. If you have already spoken with the listing agent, share that history — including any proposals or documents you have received — so your representative can assess how to proceed.
Finding the space yourself doesn't mean you have to handle every remaining step alone.
Can a tenant rep help me renew?
Yes. Tenant representation can include lease renewals as well as searches for new locations.
Even if you prefer to stay, it helps to understand the market, evaluate your alternatives, and review whether the proposed terms support your plans.
A renewal is a business decision worth examining with the same care as a new lease.
Looking for space — or wondering whether to renew?
We represent commercial tenants and buyers throughout Salt Lake City and Northern Utah, with a focus on tenant and buyer representation only.