Choosing the right commercial real estate agent may be one of the most important decisions you will make when buying, selling, or leasing property for your business. Commercial real estate transactions can be complex. These properties are highly negotiated, and very time intensive. From zoning and financing to environmental reviews and lease structures, there are a lot of moving parts when it comes to commercial real estate. Navigating these topics alone may expose your business to unnecessary risk.
A knowledgeable commercial real estate agent can help you identify the right location, uncover hidden opportunities, and guide you through negotiations and due diligence with confidence. To ensure you are selecting an agent who truly understands your business goals and the U.S. market, ask the following essential questions.
1. What area of commercial real estate do you specialize in?
Just as in other professions, real estate agents may focus on a specific area of their expertise. While some work in residential real estate, others may specialize exclusively in commercial properties. This can be retail space, office buildings, industrial areas, multifamily properties, or land.
Within commercial real estate, there are also distinct roles. Some agents represent landlords or sellers while others focus on tenant or buyer representation.
A strong commercial real estate agent should demonstrate:
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Deep understanding of the local commercial market
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Expertise in their specific asset class
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Creative problem solving skills
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A strong professional network capable of revealing opportunities others may miss
To gauge this, ask questions such as:
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“Tell me about a time you solved a complex problem to help a client achieve a win.”
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“Share an example of when your network helped you find an opportunity that was not widely marketed.”
Their answers should be specific, detailed, and rooted in measurable outcomes.
2. Have you represented businesses like mine before? Can you provide references?
Commercial real estate is not one size fits all. A logistics company searching for warehouse space has very different needs than a medical practice seeking office space or a retailer evaluating foot traffic.
If an agent is unfamiliar with your industry’s space requirements, zoning considerations, parking ratios, infrastructure needs, or financing structures, you may spend valuable time explaining operational basics. In many U.S. municipalities, zoning regulations and permitted uses vary block by block. An experienced agent should understand how local codes affect your business model.
Ask how many similar companies they have represented and request references. Speaking directly with past clients can give you insight into how the agent communicates, negotiates, and problem solves.
3. How well do you understand the local commercial real estate landscape?
Commercial real estate is hyperlocal. Conditions can differ dramatically not just between states, but between neighborhoods within the same city.
A knowledgeable agent should be able to speak confidently about:
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Current inventory and vacancy rates
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Lease rate or pricing trends
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Demand drivers in the area
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Competitive properties
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Planned developments and infrastructure projects
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Local permitting timelines
For example, an experienced advisor should be familiar with how economic development incentives, tax abatements, or opportunity zones may apply in your target area. They should also understand environmental assessments such as Phase I Environmental Site Assessments, which are commonly required in commercial transactions.
Look for an agent who can discuss submarkets and strategic positioning, not just available listings.
4. Can you share examples where you leveraged your network to uncover opportunities?
In commercial real estate, relationships open doors. Many high quality opportunities never reach public listing platforms. They are shared through broker networks, investor relationships, and longstanding connections with property owners.
Agents affiliated with national brands such as REMAX may have access to broader referral networks across markets, which can be especially valuable for businesses expanding into multiple states.
Ask for real world examples of how the agent uncovered an off market deal, negotiated early access to a development, or connected a client with a key decision maker. These stories often reveal the true depth of an agent’s market presence and partnership value.
5. How do you approach challenges or roadblocks during the process?
Commercial deals frequently involve obstacles. Common issues include:
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Unexpected environmental findings
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Title or survey discrepancies
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Competing offers
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Financing delays
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Zoning or permitting complications
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Complex lease negotiations
A strong agent should demonstrate a track record of navigating difficult situations while protecting the client’s interests. Commercial contracts often include detailed contingencies related to financing, inspections, and due diligence. An experienced agent knows how to structure these provisions to reduce risk.
Consider asking:
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“Tell me about a time you faced a significant obstacle and still created a win for your client.”
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“How did you adapt when a transaction seemed like it might fall apart?”
Their response should highlight persistence, strategic thinking, and clear communication.
6. How do you ensure the properties you recommend support my business goals?
Commercial real estate is more than square footage. The right space must support operations, branding, customer access, employee needs, and long term growth.
Your agent should evaluate factors such as:
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Location visibility and accessibility
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Traffic patterns and demographics
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Proximity to suppliers or transportation hubs
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Building infrastructure and utilities
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Expansion potential
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Total occupancy cost, including common area maintenance and taxes
In leasing scenarios, they should also explain lease structures such as gross leases, net leases, and triple net leases, which are common in the U.S. market and significantly impact overall cost.
A proactive commercial real estate agent will present options that align with both your immediate operational requirements and your long term business strategy.
Final Thoughts: Finding an Agent Who Becomes a True Partner
Commercial real estate is not simply about finding four walls. It is about selecting a location that advances your business strategy and positions you for growth.
By asking strategic, well considered questions, you can determine whether a prospective commercial real estate agent has the experience, market intelligence, and resourcefulness needed to support your goals. The right agent brings more than transactional skill. They bring creativity, connections, data driven insight, and steady guidance throughout every stage of the process.
When you find that kind of professional, you gain more than representation. You gain a trusted advisor who helps turn real estate decisions into long term business advantages.
