Leasing Commissions

A commission, generally paid by the landlord to a leasing broker, for procuring a tenant for a rentable piece of real estate. Leasing Commissions are typically paid at the start of the lease, and are commonly paid both when a new tenant occupies a space and when an existing tenant renews its lease. While Leasing Commission rates vary by market, they’re generally quoted as a percentage of the total rent over the term of the lease (e.g. 6%).

Putting ‘Leasing Commissions’ in Context

Hillcrest Capital Partners, a private equity firm specializing in core-plus investments, recently acquired Sunview Business Park, a suburban office property in New Jersey. The property consists of three mid-rise buildings totaling 200,000 square feet, with an occupancy rate of 85% at the time of acquisition. As part of their business plan, Hillcrest aims to improve occupancy to 95% within 18 months by leveraging targeted leasing efforts and competitive leasing packages.

The Scenario

Shortly after acquiring Sunview Business Park, Hillcrest secured a new tenant for a 15,000-square-foot office space on a 10-year lease. The leasing broker, who successfully brought in the tenant, negotiated a leasing commission of 5% of the total lease value.

The total rent over the term of the lease was projected at $3,600,000, based on $24 per square foot annually, with an annual escalation of 2%. The leasing commission was therefore calculated as follows:

Leasing Commission Calculation

• Determine Total Rent Over Lease Term:
  • Year 1 Rent: $24/sf × 15,000 sf = $360,000
  • Apply 2% annual escalation for subsequent years:
  • Year 2 Rent: $367,200
  • Year 3 Rent: $374,544
  • … (continue escalation for 10 years)
  • Total Rent Over 10 Years: $3,600,000
• Calculate Commission:
  • Commission Rate: 5%
  • Leasing Commission: $3,600,000 × 0.05 = $180,000

Impact on Operations

The $180,000 leasing commission was paid at the start of the lease term, directly impacting the property’s initial cash flow. However, Hillcrest Capital Partners considered this a worthwhile investment. Securing a long-term tenant not only improved the property’s occupancy but also stabilized cash flow, increasing the property’s overall value. Additionally, Hillcrest factored the leasing commissions into their underwriting model during the acquisition process, ensuring the expense aligned with their target returns.

This hypothetical case illustrates how leasing commissions are a critical component of tenant acquisition and retention strategies, especially in competitive office markets. By properly accounting for these costs, Hillcrest effectively executed their business plan while enhancing the value of Sunview Business Park.