Anatomy
of a Deal
Twelve Steps.
A structured walkthrough of the TSG deal lifecycle — from initial market research through lease execution and client close-out. Follow this process on every transaction.
View All StepsThe Standard
Deal Process
This guide outlines the twelve-step process used by TSG brokers to execute a commercial real estate transaction on behalf of a tenant client. Each step represents a critical phase in the deal lifecycle.
Following this process consistently ensures clients receive best-in-class service and that transactions close efficiently, with all parties aligned throughout.
Market Survey
Prepare a list of buildings for the client to review. Each entry should contain relevant building information — address, size, rate, landlord, and availability — to help the client make an informed selection for tours.
Tour Buildings
Tour the buildings on the client's shortlist. The ideal number of tours is typically between three and five properties, balancing thoroughness with decision-making efficiency.
RFPs
Send Requests for Proposals to the client's narrowed-down list of buildings. The RFP documents the client's requirements and invites each landlord to respond with their best offer.
Proposal Summary
Compile a Proposal Summary that breaks down each landlord's RFP response by building. This comparative view enables the client to evaluate competing proposals side-by-side on a consistent basis.
Space Program · Space Plan · CM
Run an analysis on the client's current space to assess efficiency. Select an architect to develop space plans for the remaining candidate buildings. Simultaneously, designate a Construction Management firm to oversee buildout coordination.
Finalize / Approve Space Plans
Present space plans to the client for review and final adjustments. Once the client approves, forward the finalized plans to General Contractors for construction pricing.
Letter of Intent · Commission Agreement
Submit a Letter of Intent as a counter-proposal with specific business terms to the one building with the client's highest interest level. If a Commission Agreement has not yet been received, request one at this stage.
Financial Analysis
If required to differentiate between competing buildings, perform a Net Present Value (NPV) analysis. This financial comparison accounts for rent schedules, tenant improvement allowances, free rent periods, and other economic variables.
Lease · Work Letter
Request the lease from the landlord. Provide redline comments, then advise the client to have their attorney review the document. Ensure the Work Letter is reviewed by the appropriate internal party before execution.
Commencement
Assist the client with their move. Coordinate as needed with the landlord, general contractor, and moving vendors to ensure a smooth commencement of occupancy.
Sale Lease Card / Invoice Landlord
Submit the Sale Lease Card and invoice the landlord for the commission. Payment is structured as two installments: one-half due at lease signing, and one-half due at commencement of the lease.
Send Client Lease Summary
Provide the client with a comprehensive Lease Summary highlighting key terms, dates, obligations, and options from the executed lease. This document serves as an ongoing reference throughout the lease term.
Built for the
Tenant. Every Time.
TSG exclusively represents tenants and end-users — never landlords. Every step in this process is designed to maximize leverage and outcome for the client.
From market survey to lease summary, this is how deals get done.