Are you negotiating a commercial lease without someone representing your interests? You could be leaving money on the table without even realizing it.

Rent is one of the largest operating expenses for many businesses, yet tenants often negotiate leases directly with landlords or listing agents without understanding what terms are negotiable. From free rent and tenant improvement allowances to lease structure and operating expenses, the decisions made before signing can have a significant financial impact on your business.

A qualified tenant representative can help you find the right commercial space, negotiate favorable lease terms, and avoid costly mistakes. And in most commercial leasing transactions, the landlord pays the tenant representative’s commission.

In this solo episode of Commercial Real Estate Secrets, Aviva Sonenreich, Founder and Managing Broker of The Warehouse Hotline, explains what tenant representation is, how the commercial leasing process works, and why businesses should consider hiring a tenant rep broker before signing a commercial lease.

Drawing on her experience representing industrial tenants throughout the Denver metro area, Aviva breaks down the difference between a tenant representative and a landlord’s listing agent, why having dedicated representation matters, and how an experienced broker can create leverage during lease negotiations.

She also shares real examples of how tenant representation can benefit businesses, including a transaction where her team negotiated more than $1 million in tenant improvements for a national operator seeking a 50,000-square-foot industrial facility in Denver. In another transaction, The Warehouse Hotline secured three months of free rent for a tenant who didn’t realize that concession could be negotiated.

Aviva walks through the five key stages of tenant representation, from defining space requirements and identifying available properties to comparing lease costs, negotiating a letter of intent, and executing the final lease.

For business owners, warehouse tenants, and companies preparing to relocate, expand, or renew a commercial lease, this episode provides a practical guide to understanding tenant representation and negotiating a lease that supports long-term business operations.

Key Topics Discussed

• What tenant representation is and how it works in commercial real estate
• Why businesses should hire a tenant representative before signing a commercial lease
• The difference between a tenant rep broker and a landlord’s listing agent
• How fiduciary duties affect commercial real estate representation
• Who pays the tenant representative’s commission in a commercial lease
• How tenant representation can help businesses negotiate better lease terms
• Common mistakes tenants make when leasing commercial real estate
• Why tenants should understand their total occupancy costs before signing
• How to negotiate base rent, operating expenses, and other commercial lease terms
• Understanding tenant improvement allowances and landlord-funded upgrades
• How The Warehouse Hotline negotiated more than $1 million in tenant improvements
• Evaluating warehouse locations, loading requirements, parking, and operational needs
• Comparing commercial properties based on rent, expenses, and business requirements
• How letters of intent are used in commercial lease negotiations
• The five stages of the tenant representation process
• Why legal review is important before executing a commercial lease

About the Host

Aviva Sonenreich is the Managing Broker and Owner of the Warehouse Hotline, a Denver commercial real estate brokerage specializing exclusively in industrial properties. She leads the firm’s brokerage operations, negotiates industrial sales and leasing transactions, advises clients on acquisition and disposition strategies, and oversees the company’s marketing and business development efforts. Through Commercial Real Estate Secrets, she interviews leading investors, brokers, developers, and industry experts to provide actionable insights on commercial real estate investing, brokerage, leasing, development, and market trends.

Looking for Warehouse Space in Denver? Get Expert Tenant Representation

Finding the right warehouse is only part of securing a successful commercial lease. The terms you negotiate, the property’s functionality, and the total cost of occupancy can all affect your business long after the lease is signed.

The Warehouse Hotline specializes in industrial tenant representation throughout the Denver metro area and Colorado, helping businesses find, evaluate, and lease warehouse and industrial properties that meet their operational and financial requirements.

Our team works with tenants throughout the leasing process, from defining space requirements and identifying available properties to coordinating tours, comparing lease costs, negotiating letters of intent, and guiding transactions toward lease execution.

With specialized knowledge of Colorado’s industrial real estate market and longstanding relationships with landlords, property owners, and commercial brokers, we help tenants understand their options and negotiate from an informed position.

Whether you’re relocating your business, expanding into a larger warehouse, opening a new Colorado location, or evaluating your next industrial lease, our team can help you navigate the process.

In most commercial leasing transactions, the landlord pays the tenant representative’s commission, allowing businesses to benefit from professional representation without paying a separate brokerage commission directly. Compensation arrangements should always be confirmed before engaging a broker.

Before signing your next warehouse lease, make sure you understand what can be negotiated and who is representing your interests.