--- title: "How Retail Leasing Commissions Work | PCA" url: "https://newphoenixcommercialadvisors.com/retail-leasing-commissions-tenant-representation/" description: "For retailers and landlords in Arizona: who a tenant representation broker works for, how a leasing commission is usually paid, what to ask before you sign" publisher: "Phoenix Commercial Advisors" generated: "11/15/2026" date: "11/15/2026" --- # How do retail leasing commissions and tenant representation work? A tenant representation broker works for the retailer or restaurant, and a landlord's broker works for the owner. How each is paid is written into an agreement before the work starts. Phoenix Commercial Advisors, a retail-only brokerage in Phoenix, does both kinds of work across Arizona. ## The short answer In a retail lease there are usually two brokers. One works for the landlord and one works for the tenant. Each is paid under a written agreement, and a retailer or an owner should read that agreement before the work starts. This page explains the usual arrangement in plain words. It does not quote a commission rate, because Phoenix Commercial Advisors (PCA) does not publish one and rates are negotiated for each assignment. ## Who works for whom - **The landlord's broker** lists the space, markets it and negotiates for the owner. - **The tenant representation broker** finds sites and negotiates for the retailer or restaurant. PCA is a retail-only commercial real estate brokerage in Phoenix, founded in 1996. Its retail leasing team takes both kinds of assignment, and many of its brokers do both. ## How a leasing commission is usually paid - **The landlord signs a listing agreement** with its broker. It sets the commission and when it is earned. - **The tenant's broker is usually paid from that commission.** In that arrangement the retailer does not pay its broker directly. - **The agreements for a deal control.** Arrangements differ, so ask for the terms in writing. This page describes common practice. It is not a statement of the terms on any PCA assignment. ## What to ask before you sign These questions apply to any firm, PCA included. 1. **Who pays the fee, and when is it earned?** 2. **What is the term of the agreement,** and how does it end? 3. **Is the agreement exclusive?** 4. **Which brokers will do the work,** by name? 5. **What happens if the firm also represents the other side?** ## What a tenant gets - **Site selection.** Trade area, demographics, traffic, co-tenancy and competition, mapped by the in-house GIS team. Candidate sites are walked corner by corner. - **Rollouts.** Multi-unit programs across the Phoenix metro and the state. - **Negotiation.** Letters of intent, lease economics, exclusives and delivery terms. - **Renewals, relocations and dispositions.** A portfolio review and a renewal strategy. More on the [tenant representation brokers page](https://newphoenixcommercialadvisors.com/retail-tenant-representation-brokers-arizona/). ## What a landlord gets - **Leasing and merchandising** for existing centers and planned projects. - **Marketing.** Flyers, aerials, site plans and demographics, published on this site and syndicated to the listing platforms. - **Named brokers** on each listing. More on the [shopping center leasing page](https://newphoenixcommercialadvisors.com/shopping-center-leasing-phoenix/). ## What can be checked about PCA - **Focus.** A retail-only brokerage since 1996. - **Tenants represented.** 110+ retailers and restaurants, as the firm reports. - **Space leased.** 36M+ SF of Arizona retail leased, as the firm reports. - **Record.** 7,466 leases and sales recorded from 1996 to 2026 in the firm's own transaction record. ## Start A retailer can [send site requirements](https://newphoenixcommercialadvisors.com/tenant-requirements/). A landlord can [contact the office](https://newphoenixcommercialadvisors.com/contact/) and choose Landlord or developer with space. The office line is 602-957-9800. ## Space for lease right now (196) - [24th St & Baseline Rd | NWC](https://newphoenixcommercialadvisors.com/properties/24th-st-and-baseline-rd-nwc-phoenix.md): 2340 E Baseline Rd; Phoenix, AZ; lease; 2,400 SF; Call for rate; brokers: John Warren, Cameron Warren; page: https://newphoenixcommercialadvisors.com/properties/24th-st-and-baseline-rd-nwc-phoenix/ - [163rd Ave & Pinnacle Peak Rd | SSEC](https://newphoenixcommercialadvisors.com/properties/163rd-ave-and-pinnacle-peak-rd-s-sec-surprise.md): Surprise, AZ; lease; 2,500 - 4,700 SF; Call for rate; brokers: Lance Umble, Jackson Dragon; page: https://newphoenixcommercialadvisors.com/properties/163rd-ave-and-pinnacle-peak-rd-s-sec-surprise/ - [40th St & Chandler Blvd | SEC](https://newphoenixcommercialadvisors.com/properties/40th-st-and-chandler-blvd-sec-phoenix-2.md): 4009 E Chandler Blvd; Phoenix, AZ; lease; 6,418 SF; Call for rate; brokers: Zachary Pace, Cameron Warren; page: https://newphoenixcommercialadvisors.com/properties/40th-st-and-chandler-blvd-sec-phoenix-2/ - [Mission Rd & Irvington Rd | SWC](https://newphoenixcommercialadvisors.com/properties/mission-rd-and-irvington-rd-swc-tucson-2.md): Tucson, AZ; lease; 3.54 Acres; Call for rate; brokers: Zachary Pace, Dillon Young; page: https://newphoenixcommercialadvisors.com/properties/mission-rd-and-irvington-rd-swc-tucson-2/ - [75th Ave & Bell Rd | NNWC](https://newphoenixcommercialadvisors.com/properties/75th-ave-and-bell-rd-nnwc-arrowhead-gateway-glendale.md): Arrowhead Gateway; 580 West Saint John Road; Glendale, AZ; lease; 1,774 SF; Call for rate; brokers: Dillon Young, Christopher Schmitt; page: https://newphoenixcommercialadvisors.com/properties/75th-ave-and-bell-rd-nnwc-arrowhead-gateway-glendale/ - [Gilbert Rd & Houston Ave | NEC](https://newphoenixcommercialadvisors.com/properties/gilbert-rd-and-houston-ave-nec-gilbert-2.md): 1245 N Gilbert Rd; Gilbert, AZ; lease; 2,786 SF; Call for rate; brokers: Zachary Pace, Dillon Young; page: https://newphoenixcommercialadvisors.com/properties/gilbert-rd-and-houston-ave-nec-gilbert-2/ All: https://newphoenixcommercialadvisors.com/properties/for-lease/ and https://newphoenixcommercialadvisors.com/api/listings.json ## Brokers with current leasing listings - Dan Gardiner, Principal | Designated Broker: https://newphoenixcommercialadvisors.com/team/dan-gardiner/ - Greg Laing, Principal: https://newphoenixcommercialadvisors.com/team/greg-laing/ - Zachary Pace, Senior Vice President: https://newphoenixcommercialadvisors.com/team/zachary-pace/ - Lance Umble, Senior Vice President: https://newphoenixcommercialadvisors.com/team/lance-umble/ - Cameron Warren, Senior Vice President: https://newphoenixcommercialadvisors.com/team/cameron-warren/ - Teale Bloom, Associate Vice President: https://newphoenixcommercialadvisors.com/team/teale-bloom/ - Courtney Auther Van Loo, Associate Vice President: https://newphoenixcommercialadvisors.com/team/courtney-auther-van-loo/ - Nick DeDona, Associate Vice President: https://newphoenixcommercialadvisors.com/team/nick-dedona/ - Ali Hill, Senior Associate: https://newphoenixcommercialadvisors.com/team/ali-hill/ - Christopher Schmitt, Senior Associate: https://newphoenixcommercialadvisors.com/team/christopher-schmitt/ - Dillon Young, Senior Associate: https://newphoenixcommercialadvisors.com/team/dillon-young/ - Phil Dagostini, Senior Associate: https://newphoenixcommercialadvisors.com/team/phil-dagostini/ - Jackson Dragon, Associate: https://newphoenixcommercialadvisors.com/team/jackson-dragon/ - John Warren, Associate: https://newphoenixcommercialadvisors.com/team/john-warren/ - Kennedy Gamez, Associate: https://newphoenixcommercialadvisors.com/team/kennedy-gamez/ ## Who to contact - Cameron Warren, Senior Vice President, leads retail leasing at Phoenix Commercial Advisors. He joined the firm in 2005 and represents both tenants and landlords across Arizona. Direct line 602-288-3471. Profile: https://newphoenixcommercialadvisors.com/team/cameron-warren/. - Lance Umble, Senior Vice President. He joined the firm in 2000, works in tenant representation and in leasing ground-up power centers and infill redevelopments, and assists retailers and restaurants expanding in Metro Phoenix and greater Tucson. Direct line 602-734-7206. Profile: https://newphoenixcommercialadvisors.com/team/lance-umble/. ## Big-box leases PCA has closed - Michaels, NEC Pima Rd & Talking Stick Way, Scottsdale, 2026, 24,499 SF: https://newphoenixcommercialadvisors.com/track-record/closings/2026-2121e777-michaels/ - Sprouts Farmers Market, NWC Higley Rd & Baseline Rd, Gilbert, 2023, 26,692 SF: https://newphoenixcommercialadvisors.com/track-record/closings/2023-11b4ed41-sprouts-farmers-market/ - Safeway, SWC Gary Rd & Riggs Rd, Queen Creek, 2024, 63,237 SF: https://newphoenixcommercialadvisors.com/track-record/closings/2024-037d2ffc-safeway/ - Nordstrom Rack, NWC Bullard Ave & McDowell Rd, Goodyear, 2025, 25,160 SF: https://newphoenixcommercialadvisors.com/track-record/closings/2025-83e4f227-nordstrom-rack/ - HomeGoods, NEC Hunt Hwy & Gary Road, San Tan Valley, 2025, 25,007 SF: https://newphoenixcommercialadvisors.com/track-record/closings/2025-5e4b087f-homegoods/ - HomeGoods, SWC 20th St & Camelback Rd, Phoenix, 2025, 22,660 SF: https://newphoenixcommercialadvisors.com/track-record/closings/2025-1273bbc2-homegoods/ More: https://newphoenixcommercialadvisors.com/track-record/box-and-pad/ ## Related pages - [Retail leasing brokers in Phoenix](https://newphoenixcommercialadvisors.com/retail-leasing-brokers-phoenix/) - [Retail investment sales brokers in Arizona](https://newphoenixcommercialadvisors.com/retail-investment-sales-brokers-arizona/) - [Sell a net lease property in Arizona](https://newphoenixcommercialadvisors.com/sell-net-lease-property-arizona/) - [Net lease investment sales in Arizona: the properties for buyers](https://newphoenixcommercialadvisors.com/net-lease-investment-sales/) - [Investment Studio: 1031 timeline, replacement sets and net lease calculator](https://newphoenixcommercialadvisors.com/tools/investment-studio/) - [Tenant representation](https://newphoenixcommercialadvisors.com/services/tenant-representation/) - [Landlord representation and development brokerage](https://newphoenixcommercialadvisors.com/services/landlord-representation/) - [Investment sales](https://newphoenixcommercialadvisors.com/services/investment-sales/) - [All current availabilities](https://newphoenixcommercialadvisors.com/properties/) - [The team](https://newphoenixcommercialadvisors.com/team/) ## Frequently asked questions ### Who pays the commission on a retail lease? It depends on the agreements for that deal. In the usual arrangement the landlord pays a leasing commission under its listing agreement, and a tenant's broker is paid from that commission. A tenant should ask its broker to state in writing who pays the fee and when. Phoenix Commercial Advisors does not publish a commission rate, and this page does not quote one. ### What does a tenant representation broker do? A tenant representation broker works for the retailer or restaurant, not the landlord. At Phoenix Commercial Advisors that covers site selection, multi-unit rollouts, negotiation of letters of intent, lease economics, exclusives and delivery terms, and renewals, relocations and the disposition of excess space. ### How much is a retail leasing commission in Arizona? There is no set rate. A commission is negotiated for each assignment and written into the listing agreement or the representation agreement. Phoenix Commercial Advisors does not publish a rate, so this page does not state one. Ask the broker for the fee in writing before work starts. ### Can one firm represent both the landlord and the tenant? It can happen. Phoenix Commercial Advisors represents tenants and landlords, and many of its brokers take both kinds of assignment. Ask any firm, this one included, how it handles a deal where both sides are its clients. ### What does a landlord get for a leasing commission? At Phoenix Commercial Advisors, leasing and merchandising for the center, a marketing package of flyers, aerials, site plans and demographics, the availability published on this site and syndicated to the listing platforms, and named brokers on each listing. ### How do I start with a tenant representation broker? A retailer can send a size range, cities and must-haves at /tenant-requirements/, use the form at /contact/, or call 602-957-9800. Nothing is required to start.