Michael Arnold on Office Negotiation Strategies & Tenant Advocacy
Podcast
The Crexi Team
August 27, 2025
Michael Arnold, EVP and Founder of NAI Capital’s Tenant Consulting Group, discusses tenant rep tactics, shifting lease structures, and the future of office commercial real estate.
The Crexi Podcast explores various aspects of the commercial real estate industry in conversation with some of the top CRE professionals in the space. In each episode, we feature different guests to tap into their wealth of CRE expertise and explore the latest trends and updates from the world of commercial real estate.
In this episode of The Crexi Podcast, Shanti Ryle sits down with Michael, who shares, from over 29 years of experience in commercial real estate, his journey from playing professional basketball overseas to becoming a top tenant rep broker.
He discusses the importance of relationships, mentorship, and a holistic approach to tenant representation. Michael delves into market trends, the impact of COVID-19 on office leasing, and the future of office spaces.
Listeners will gain insights into creative problem-solving, the significance of operational efficiency, and the evolving dynamics of commercial real estate transactions. The episode offers valuable tips for young brokers and highlights the critical role of detailed analytics in making informed real estate decisions.
- Meet Michael Arnold: A CRE Veteran
- Michael's Journey into Commercial Real Estate
- Early Career Challenges and Successes
- Lessons from the First Year as a Broker
- Building Relationships and Adding Value
- The Importance of Mentorship and Specialization
- Day-to-Day Life of a Top Broker
- Advanced Tenant Representation Strategies
- Scaling a Successful Tenant Rep Firm
- Current Trends in the Office Market
- Comparing Manhattan and LA Real Estate Markets
- The Shift to Trophy and Class A Buildings
- Challenges for Class B and C Buildings
- Lease Structures and Agreements
- Evaluating Landlord Financials
- The Role of Data Transparency in Leasing
- Creative Deal Structures
- Predictions for the Office Market
Watch “Michael Arnold on Office Negotiation Strategies & Tenant Advocacy” on YouTube
About Michael Arnold:
Michael Arnold is the Executive Vice President, Founder of the Tenant Consulting Group for NAI Capital, as well as the Vice Chairman of Elite Global Corporate Services for NAI Global. With over 29 years of experience, Michael provides a consultative and holistic approach in assisting companies address their cultural, financial and operational issues with a specific focus on reducing their real estate expenses.
Michael leads the largest team of experienced tenant representation professionals in Southern California. Focused on exceeding client expectations, Michael and his team have a proven record for creative problem solving, execution processes, timely responsiveness, and attention to detail. This type of performance provides solutions for complex real estate transactions that are financially beneficial to his clients.
About Crexi’s Commercial Real Estate Podcast:
Crexi’s commercial real estate podcast features conversations across all aspects of commercial real estate with industry leading investors, developers, brokers, and professionals. Among the top 5% of commercial real estate podcasts, The Crexi Podcast sits down with industry experts to investigate trends, educate listeners, and uncover the latest happenings and news in the world of commercial real estate. To listen to all episodes for free, check out The Crexi Podcast's full library here.
Crexi is reimagining commercial real estate with an AI-powered platform built to deliver smarter, more efficient solutions at every stage of the deal lifecycle. From real-time data and market insights with Crexi Intelligence, to targeted property marketing and seamless deal management through Crexi PRO, and a transparent, time-bound bidding experience with Crexi Auction— Crexi enables users to evaluate opportunities, maximize exposure, and close with speed and confidence. To date, Crexi has facilitated over $1 trillion in transactions, 8.6 billion square feet leased, and supports a growing community of more than 2 million monthly active users.
