10 Questions to Ask a Commercial Real Estate Broker
Ten questions every tenant should ask before choosing a commercial real estate broker — from market expertise and specialization to compensation and conflicts of interest.
Tenants need an advisor with in-depth knowledge of the specific markets they're interested in — but market knowledge is only part of what makes a broker the right fit. These ten questions will help you evaluate a commercial real estate broker's expertise, specialization, and alignment with your interests before you commit to working with one.
The strongest signals of a good broker fit: deep, current knowledge of your specific target locations, a track record measured in completed deals rather than just years in the field, real experience with your specific space type and needs (including buildouts, if relevant), transparent compensation, and no conflicting relationships with landlords or buildings.
What locations, cities, or specific neighborhoods are you most familiar with?
Tenants need an advisor with in-depth knowledge of the specific markets they have interest in. Narrow your location choices to those that best fit your organization's needs, then use a broker with firsthand experience in those desired locations.
Where do you see the market going right now?
This is another way of asking whether the market is moving up or down in the near future — critical information, since it determines whether lease terms are likely to favor the tenant or the landlord relative to current conditions.
What is your experience as a broker?
Just like an investment advisor or doctor, a broker should never be off-limits for questions about their experience — past clients, industries served, office sizes, and anything else that matters to you. It's usually a better signal to focus on number of completed deals rather than years of experience; a broker consistently active in the market is generally preferable to one semi-active for longer.
Can you share some of your success stories?
Ask for specific examples of hurdles they've helped other clients overcome. True expertise shows most clearly in the face of adversity, not in a polished pitch.
Do you specialize in specific types of office space?
Some brokers develop specialized expertise in retail, warehouse, industrial, or standard office space. If your needs would benefit from that kind of specialization, seek out a broker whose expertise adds the most value for your specific situation.
Have you negotiated a tenant improvement allowance and worked through a buildout before?
Tenant improvement allowances are standard in many commercial leases, but don't assume any given advisor has significant experience with them. If you expect to request one, confirm your broker has real experience negotiating it — buildout negotiations can be tedious and time-consuming, and an experienced broker makes the process far more efficient.
Have you ever worked with a company like mine before?
No two companies are built alike, and your specific needs won't be identical to any other company's. Still, a broker who can draw on relevant past experience will bring insight into your requirements that a broker without that background simply can't match.
What about real estate interested you in the first place?
Personal and professional passions can be genuinely revealing about someone's commitment to their craft and their clients. Gauge a broker's sincere desire to help people and organizations, alongside more quantitative measures like their problem-solving skills.
What will your broker services cost me?
It's standard practice for a broker's compensation to come through the property or landlord, not directly from the tenant. There are exceptions — a broker might charge separately for a one-off project like reviewing a lease — but these are far less common. Worth asking about either way.
Do you represent any buildings or landlords?
Representing multiple parties naturally creates the potential for conflicts of interest or bias. It's almost always preferable to work with a broker who represents tenants exclusively.
For a more detailed checklist — including how to spot red flags during the vetting process itself — see Accessing Tenant Representation in 2026: Finding the Right Fit for Your Business.
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