During the course of a conversation with a tenant, they asked why anyone would want to use an exclusive broker to represent them in finding and negotiating a lease. Of course, any tenant in the market for a space has full control of the leasing or acquisition process. If a tenant goes out and talks to five different brokers, and goes to look at five different spaces with them, what they’ve essentially done is create five salesmen. Each broker will tout the space they showed and say how great it is. Their incentive is to close on the particular space they showed or lose the commission for that deal.