How many times have I heard commercial tenants say "I don't care about the landlord!"? That's pretty dumb (and, right up there with landlords who don't care about their tenants!). Why wouldn't a tenant care about the business entity that is responsible for the very foundation (literally, the foundation of the building!), that supports their ability to efficiently and profitably conduct business on a daily basis?

The role of a tenant advisor is to determine the optimal achievable transaction structure on the tenant's behalf, advise the tenant as to how it can achieve those terms, and to execute its tenant's preferred transactions. But, even halfway decent advisors recognize that in order to accomplish this, they must first understand the objectives, risks, and challenges of landlords.

Understanding your opponent in any contest is the foundation of victory. Too many unqualified or ill prepared real estate licensees (I use that term here to differentiate this subset of the industry from those who really know what they're doing!), run their tenants headlong into real estate transactions without really knowing where to go. These brokers are often long on salesmanship (and telemarketing skills), short on precise knowledge, and even shorter on true expertise.