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Introduction to the Industry

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Retail real estate includes shopping centers, malls, high street storefronts, and lifestyle centers. With evolving consumer behavior, brands are adapting by targeting high-traffic, experiential locations. Tenant reps in retail play a vital role in helping businesses find the perfect space to maximize visibility and sales.

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The Role of a Tenant Representative

A retail tenant rep represents retailers and restaurants in site selection and lease negotiations.

• Analyzing demographics, traffic counts, and co-tenancy

• Securing favorable rent, build-out allowances, and lease terms

• Protecting tenants from common pitfalls in landlord-written leases

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The Role of a Landlord Representative / Listing Agent

A retail landlord representative represents shopping centers, malls, and retail landlords by filling vacancies with the right mix of tenants.

Responsibilities include:

• Marketing storefronts and retail spaces to qualified tenants

• Attracting retailers and restaurants that complement the property’s positioning

• Negotiating rent, concessions, and lease structures that enhance landlord value

• Advising owners on co-tenancy strategies and occupancy mix

This role positions you as a trusted advisor to landlords while creating opportunities to work on high-profile retail developments.

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Commissions & Compensation

• Typically 3–6% of the total lease value, paid by the landlord at lease signing.

• Example: A 10-year retail lease at $5,000/month = $600,000 total rent. A 4% commission = $24,000.

• Larger retail deals = higher commissions, often life-changing checks.

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Licensing & Training

• A real estate license is required in all states.

• CRE-Library provides specialized Retail Tenant Rep Training covering site selection analysis, LOI negotiation, and landlord concessions.

• Graduates are prepared for interviews with national brokerages and retail advisory firms.

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Become a retail tenant representative and help businesses find their home. Enroll in CRE-Library training today.