How can a commercial real estate agent be objective for you as a tenant?

● 30 October 2024

How can a commercial real estate agent be objective for you as a tenant in the search for the perfect office?

In the world of commercial real estate, brokers play an important role. They are not only advisors for real estate investors but also serve a significant function for office tenants.

This raises the question: how objective can these brokers be in their advice to tenants, given their close ties with landlords?

Commercial brokers are all-rounders in the real estate sector. They advise landlords on leasing, investments, asset management, valuations, and property management. The most visible presence on the street are the ‘For Lease’ signs prominently displayed on vacant buildings. These signs make it clear that the broker is the representative of the property owner.

The office leasing broker

It is not uncommon for multiple brokers to be involved in leasing an office. In some cases, two or even three brokers are active. When one of these brokers acts on behalf of a potential tenant, it is customary for that broker to step back from the leasing process and focus on advising the tenant. The remaining brokers continue to represent the interests of the owner.

However, the relationship between the owner and broker is close. The brokerage team regularly discusses the leasing strategy and tenant prospects with the owner. A broker representing a tenant thus walks a fine line: what information does he share with the owner and the other leasing brokers?

The relationships

This situation places the broker in a difficult position. On one hand, they must serve the tenant’s interests, while on the other, they cannot afford to damage their relationship with the landlord. This dilemma is intensified by the scale of property portfolios and the importance for the advisor to maintain a good relationship with the owner.

From a commercial perspective, the inequality in client relationships is clearly visible. A tenant typically signs a lease for a period of 5 to 10 years, which results in sporadic contact with the broker and thus limited revenue. This conflict of interest can significantly undermine the objectivity of the advice given to the tenant.

Your advocate

Given these complex dynamics, it is wise for office tenants to engage an independent tenant advisor. The role of a tenant advisor can be compared to that of an attorney. While an attorney routinely examines potential conflicts of interest by inquiring about the opposing party, brokers often skip this crucial step. Their more opportunistic approach stands in stark contrast to the ethical standards in the legal world. This raises questions about the integrity of brokers, especially in an era where compliance and conflict of interest prevention are central in business. It is notable and concerning that brokers receive relatively few critical questions about their practices and potential conflicts of interest.

An independent tenant advisor can navigate the challenging and ever-changing real estate market, ask the right questions, and ensure transparency throughout the process. This way, tenants can benefit from professional advice in finding their ideal office space despite the prevalent conflicts of interest in the real estate world, without compromising on objectivity and integrity.

A good advisor considers your entire needs. If it’s a lease acquisition, the expert not only provides commercial advice but also takes a broader view. Don’t forget the following:

1. Test Fit

A landlord’s test fit is often designed to present the space as attractively as possible, which can sometimes create a misleading impression of, for example, how many desks can actually fit. If you have three different landlords draw up your space requirements, you’ll receive three different layouts. To make an objective comparison, have your independent advisor create a realistic layout that suits your company’s way of working. This way, you’ll ensure you’re comparing apples to apples.

2. The Complete Package

Choose an advisor who looks beyond their own expertise. For you, it’s about the entire package: transaction, design, and implementation. While a great deal in lease negotiations may seem like a win, if the layout potential or technical condition hasn’t been properly assessed, you may face costly surprises. Understanding the entire process requires an advisor who goes beyond their immediate scope. A technical inspection is a crucial step in the leasing process. Bring in a project manager to inspect the space technically and use these findings to negotiate on rental terms or adjustments.How do you find a good advisor?

Not by looking at the signs along the road. But you might consider giving us a call…

Independent Advice

Finding the right office space is crucial for the well-being and productivity of your team. If you require independent market research that provides a complete overview of all offices matching the unique needs of your business, we are here to support you.

Our expertise in the Netherlands and abroad ensures that you can make an informed decision, free from conflicts of interest and fully aligned with your requirements. Together, we will find a space that not only meets your needs but also allows your business to thrive and grow. Contact us for a no-obligation conversation or read more about our services here.

Olivier van Gool

Partner & Strategic Advisor

[email protected]

+31 (0)6 534 709 09

Check how we do this with

You might also be interested in…

To all news items

Hier werken jassen!

28 April 2026

The guiding principle of the housing concept

3 November 2025

― We often see photos of fantastic, luxurious offices and we love to showcase them too. But this time, we’re going back to basics. Inspired by the work of our client, Laurens Thuiszorg in Rotterdam. Two years ago, we delivered the workplace concept: a spatial program of requirements and a conceptual floor plan that could be applied across the entire portfolio. As always, these calculations, drawings, and stories were captured visually, all within just three pages.

Boosting social health with smart office design

4 September 2025

― A modern office design is much more than just a collection of desks and chairs. In an era where hybrid working has become the norm, the office plays an increasingly important role as a meeting place. Social health—the extent to which employees feel connected, safe, and engaged—is essential. Yet, this aspect is often overlooked when designing the workplace. It’s high time to strategically prioritize your office design.

Successful expansion? How to approach international office housing

9 March 2026

― As soon as you open an office in Germany, France or the United States, you will encounter local rules that differ significantly from what you are used to. This certainly applies to office accommodation. On paper, the criteria seem the same everywhere. Accessibility, square footage, appearance, sustainability and flexibility. The negotiation topics are also familiar. Rent levels, indexation, renewal options, subletting and handover obligations come up in every country. However, the real differences lie in the details, the legal context, market practices and, above all, in the question of who is actually advising you. Especially in international office accommodation, these differences can have major financial and strategic consequences.

The impact of art in the office

3 January 2026

― During PAN 2025, we were proud to be a partner of the fair and to host a substantive discussion on a topic that often remains underexposed in real estate strategies: the value of art in the office. At a time when workplaces increasingly revolve around identity, wellbeing and connection, we explored how art can genuinely contribute to these themes. The panel discussion was moderated by Kai van Hasselt, real estate developer and member of the art committee at Ymere. Together with Sharon Oldenkotte Vrolijk, Director of Marketing & Communications at BPD Europe, and Mark Grol, affiliated with PAN Amsterdam and a specialist in corporate art collections, we discussed how art can be more than decoration: a strategic asset that enriches organisations. The discussion made clear that art in the workplace only works when it is rooted in people, context and identity. What happens when employees are involved in the selection process? How do you prevent resistance or misinterpretation? And what does it ultimately deliver for the organisation as a whole? The insights, anecdotes and lessons shared during PAN 2025 are highlighted below.

To what extent does the renovation of an office contribute to climate change?

17 August 2025

― In our latest whitepaper, we explore the relationship between CO₂ emissions and workplace accommodation in the broadest sense. We take a closer look at CO₂ emissions resulting from: the energy consumption of the office commuting the office fit-out In this blog, we zoom in on the impact of renovation and interior design on CO₂ emissions.

From Living Room to Office

16 August 2025

― The line between home and work is fading. Where the office once stood for efficiency and structure, a more homely, living-room feel is now taking center stage in workplace design. People want environments that feel welcoming, comfortable and inspiring. This shift is not merely a response to hybrid working; it reflects a broader trend: the office as a place of connection and well-being.

More than a B Corp™ certification

16 September 2026

― Over the past year, during a number of tenders, we noticed something striking. Clients were increasingly asking about certifications in the field of sustainability and responsible business practices. We were convinced that sustainability had already been woven into our independent workplace advisory services for years, into the way we design work environments, and into our company culture. The only problem was, we couldn’t actually substantiate that. That question became the starting point of our search for a certification that truly fits Parella. We weren’t looking for a system built mainly around procedures and checkboxes. We wanted an independent standard that aligns with how we, as a workplace advisor, want to work, and one that would help us keep growing. That search led us to Certified B Corporation™.

Subleasing: always in our client’s best interest

26 January 2026

― In a tight office market or when workplace strategies are changing, subleasing can be a smart solution. But whose interests are really being represented? At Parella Netherlands, we are completely transparent: when we are involved in a sublease, it is always exclusively on behalf of the tenant. Never for landlords or real estate investors. We are an independent real estate advisor dedicated solely to representing the interests of tenants and end users.

New ROZ amendment saves non-VAT-liable tenants thousands of euros

28 October 2025

― Recently, the model lease agreement for office space issued by the Dutch Real Estate Council (ROZ) was amended, with significant financial implications for a specific group of tenants: organizations that are not subject to VAT. These include healthcare institutions, educational organizations, non-profit organizations, and certain cultural institutions. For this group, the amendment presents a unique opportunity to structurally reduce rental costs—provided they act in a timely and strategic manner.