Category: Negotiating

Quantifying the Effect of Rent/NOI Growth on IRR

Apr 05, 2024 - Analysis, Negotiating - 0 Comments - Standard

Investors often consider commercial property primarily on the cap rate (net operating income divided by price). In most cases there is the expectation of NOI (net operating income) growth and appreciation over time. These expectations are seemingly considered as benefits, with no consideration given to them as incremental return. In this post, we seek to […]

The Potential Implications of Survey Listing Price Questions Following Property Tours According to Behavioral Economics Theory

Feb 11, 2024 - Negotiating - 0 Comments - Standard

I was recently exposed to a survey for a buyer following a property tour wherein the buyer and buyer’s broker were asked a few questions, one addressing how they felt about the listing price. This immediately struck me as something that might work against the interests of the seller. I’ve long been a student of […]

A Sales Karma Story

Nov 17, 2021 - Negotiating - 0 Comments - Standard

One sunny south Florida day, a guy called me asking about a property. The caller, Marty Applebaum, owner of M.A. Construction Group. was wondering if I might know who would be the best person to talk to about potentially repaving the property’s parking lot. He was hustling for business. I love that. In the middle […]

Tenant Representation: The Importance of a Landlord Deck / Prospective Tenant Package

Jan 15, 2020 - Negotiating - 0 Comments - Standard

Years ago I was the owner of multi-unit franchise territory for Aaron’s Sales & Lease Ownership stores. My territory was in New England, initially in the northern part of metro Boston, then later extending to cities in southern Maine. Upon executing an agreement for territory with the franchisor, I began driving my markets, getting to […]

Video: Jeremy Cohen of Hartman Simons discusses retail property legal trends

May 30, 2018 - Negotiating, Retail Properties - 0 Comments - Standard

In this video from America’s Commercial Real Estate Show, Jeremy Cohen of leading commercial real estate law firm Hartman Simons discusses commercial real estate legal trends in retail properties. Among the topics that are discussed are the ICSC RECon 2018, new trends in retail and mixed-use development, changes in leases and lease clauses, parking related challenges, and […]

The Florida Commercial Contract CC-5 ~ Commercial Property Purchase Agreement

Nov 08, 2017 - Negotiating - 0 Comments - Standard

Below are links to jump directly to key sections of the FAR/BAR Florida Commercial Contract CC-5, commonly used in Florida for commercial property purchase transactions.  This form replaced its predecessor, the FAR/BAR Commercial Contract CC-4, in 2017. Commercial buyers otherwise inclined to begin the process with a letter of intent (LOI) should consider simply beginning […]