Understanding Retailers

Retailers make leasing decisions based on sales potential, customer fit, and risk, and brokers who understand that win their trust faster. Understanding Retailers teaches you how different tenant categories evaluate a location, what they need from a space, and what keeps them up at night. You'll learn to ask better questions, speak their language, and present properties in terms that matter to their business. The result is stronger relationships and deals that set tenants up to succeed.

What you'll learn

• How retailers evaluate sites, from demographics to co-tenancy

• Space and infrastructure needs by category, including restaurants, fitness, boutiques, and services

• Reading a tenant's business basics and financial strength

• Discovery questions that uncover what a tenant really wants

• Positioning a space around a retailer's goals

• A handful of free guides drawn from this course:

  • Is 12% occupancy cost too high for a restaurant?

  • How much of a restaurant's sales go to labor and food?

  • What should I ask a tenant before I quote a rent?

  • Why can a franchisee usually pay less rent than a corporate operator?

Recommended Add-On’s:

• Tenant Discovery Questions Bank

• Space Requirements Guide