Chapter 15. Real Estate: Who Needs Who More, When

AFTER FINDING THE RIGHT PROPERTY, you have to be able to lease it for a reasonable sum. Real estate deal-making is about “who needs who more, when.” If the landlord wants you because of a vacancy, or because you fill a particular category of merchandise sales that his shopping center lacks, or because of the co-tenancy you provide, then you will receive relatively better lease terms. If you need the space more than the landlord needs you, then you will receive relatively worse terms, a landlord-sided deal. For this reason, always look for real estate when you don't need it. Great locations do not become available often. Even if you do not expect to expand soon, stay in the game with a real estate ...

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