The topic was "Tenant Retention in Trying Times." Moderator Bob Palestri, a partner with the Property Institute of Long Beach Island, was joined by panelists Glenn Buie of First Industrial Realty Trust in Pine Valley, John Marazzo of Mack-Cali Realty Corp. of Edison, Seena Stein of Newmark Knight Frank in Rutherford, Andrew Zezas of Real Estate Strategies Corp. of Kenilworth and Michael Schofel of the locally based Eastman Cos.
"Relationships begin far before the lease is signed," Zezas said. "They start the first time a potential tenant visits a building. How the negotiations go from that point give the tenant a perception of the landlord. It's important to start with a positive foundation."
"It takes time to build a relationship with a tenant," Marazzo agreed. "Customer service is making a good impression. You're only as good as your last 'at bat'."
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