Map a Sublease Conversation Before Marketing Space

When a company has excess office space, leaders often ask to list it immediately. A broker should first understand the lease, remaining term, landlord process, furniture plan, and the company’s desired outcome. Consent rights and contractual duties should be read by qualified reviewers before the broker represents a sublease as available.

Ravi’s company has two unused floors after a merger. “Find someone for the space by next month,” he tells broker Ellen. Ellen asks for the signed lease, amendments, operating expenses, and any prior landlord correspondence. “I can assess market interest after we understand the documented process,” she says. Ravi has a lease summary but not the full document. Ellen explains that a summary may omit conditions and asks his counsel or lease administrator to confirm the contact who can provide the complete record.

Ellen does not say the landlord must consent or predict the economics of a sublease. She can prepare a market overview once the client confirms what can be offered. The client chooses whether to proceed after its advisers review the obligations.

Practice a first call with a tenant who wants speed. Ask for the governing documents, identify the internal decision maker, and set a date to review the facts. Coach for language that makes the next step clear without interpreting the lease.