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Locking in the Deal: Why a Letter of Intent is the Key to Successful Commercial Lease Negotiations

Posted by Amanda Butler Schley | Jan 17, 2025 | 0 Comments

Negotiating a commercial lease is a complex process with many moving parts. One of the most important tools to streamline this process is a Letter of Intent (LOI). While not legally binding in most cases, an LOI sets the stage for successful negotiations and ensures that both parties are aligned before committing to a formal lease agreement. Here's why having an LOI is a critical component of any commercial lease negotiation.


What is a Letter of Intent (LOI)?

An LOI is a document that outlines the preliminary terms and conditions agreed upon by the landlord and tenant. It serves as a roadmap for the formal lease agreement and typically includes key details such as:

  • Lease term: The length of the lease and any renewal options.
  • Rental rate: The base rent, escalation clauses, and additional costs like common area maintenance (CAM) charges.
  • Security deposit: The amount required to secure the lease.
  • Tenant improvements: Who is responsible for renovations or build-outs.
  • Permitted use: How the tenant intends to use the property.
  • Other provisions: Exclusive use clauses, subleasing rights, or parking arrangements.

Why an LOI is Essential

1. Establishes a Framework for Negotiations

A commercial lease can span dozens of pages and involve intricate legal and financial terms. Without an LOI, the parties may waste time negotiating details that are not aligned with their fundamental expectations. The LOI ensures both sides agree on the key terms before investing resources into drafting and reviewing a formal lease.

2. Saves Time and Reduces Costs

By addressing potential deal-breakers early in the process, an LOI minimizes the risk of misunderstandings later. It allows landlords and tenants to identify misaligned priorities upfront, saving time and legal fees that would otherwise be spent revising the lease agreement.

3. Clarifies Key Expectations

Ambiguity in commercial lease negotiations can lead to disputes. An LOI clearly lays out the expectations of both parties, reducing the likelihood of miscommunication. For example, it can specify who is responsible for property maintenance, ensuring there are no surprises once the lease is signed.

4. Facilitates Better Decision-Making

For tenants, the LOI provides a clearer picture of the financial and operational commitments involved in the lease. Landlords also benefit by understanding the tenant's needs and ensuring the proposed use aligns with zoning regulations and property management policies.

5. Builds Trust Between Parties

Negotiating a commercial lease is inherently a collaborative process. An LOI demonstrates good faith on both sides and fosters a cooperative atmosphere. When landlords and tenants see their priorities reflected in the LOI, they are more likely to feel confident about moving forward with the deal.

6. Acts as a Reference Point

If disagreements arise during the drafting of the formal lease, the LOI serves as a reference point to guide discussions back to the original intentions of the parties. It provides a record of agreed-upon terms, which can help resolve disputes without derailing negotiations.


Key Considerations When Drafting an LOI

While an LOI is typically non-binding, it's important to approach it with the same level of care as a formal lease agreement. Here are a few tips:

  • Use Clear Language: Avoid vague terms that could lead to misinterpretation.
  • Specify Binding vs. Non-Binding Provisions: Clearly state which terms, if any, are binding (e.g., confidentiality or exclusivity clauses).
  • Engage Legal Counsel: An experienced attorney can ensure the LOI addresses all critical points and aligns with your goals.

Final Thoughts

A Letter of Intent is more than just a formality—it's a vital tool that can streamline negotiations, save time and money, and lay the foundation for a successful commercial lease agreement. By clarifying expectations and building trust, an LOI helps ensure that landlords and tenants are on the same page before committing to a binding contract.  

If you're entering into a commercial lease negotiation, don't overlook the importance of an LOI.  Also, do not assume your conversations with the Landlord's real estate broker or property manager will be represented in the lease. It is crucial the Lease is reviewed to ensure that it accurately represents the terms of the LOI as well as is commercially reasonable in other respects.  A real estate attorney is the best professional to ensure that your LOI terms and lease terms align and that the legal provisions of the lease are commercially reasonable.

About the Author

Amanda Butler Schley

Ranked as a Top Rated Business and Commercial Attorney, I have more than a decade of experience representing boutique hotels, family-owned businesses, privately owned restaurants, breweries, artists, executives and entrepreneurs.

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