In this Partner Broker Highlight, TenantBase sat down with Matt Watson, Tenant Representative at Austin Office Space, Inc., to talk about his 25-year journey in commercial real estate, the lessons learned along the way, and how he’s continued to adapt in a changing Austin tenant representation market.

Matt has been a valued TenantBase partner for more than three years, and his perspective reflects the experience, consistency, and client-first approach that define successful tenant-rep professionals in 2025.

How did you get your start in commercial real estate?

“I’ve always been drawn to working for myself,” Matt says. “Even as a kid, I was mowing yards, cleaning gutters, painting curbs—always finding ways to build something on my own.”

After graduating from the University of Oklahoma, he joined Ernest & Julio Gallo’s sales program—an experience that taught him the value of structure and persistence. But he wanted something more independent. A friend succeeding in brokerage at Trammell Crow inspired him to pivot into tenant representation, and soon after, he moved to Austin to start his real-estate career.

Early years and staying consistent

Matt began with Equis a tenant rep only firm, and he’s stayed focused on tenant representation from day one. “It’s relationship-driven, problem-solving work that rewards consistency and trust,” he explains.

Those first few years were tough—earning about $5,000 his first year—but a single 10,000-sq-ft deal from a cold call changed everything. That early persistence taught him that consistency builds pipelines, even when results take time. “I’ve been at the same desk, same office, for 25 years. Consistency has shaped how I approach everything.”

How do you stay consistent year after year?

Before digital CRMs, Matt tracked every contact in printed binders. Today, he uses HubSpot and Constant Contact to manage client communication, campaigns, and visibility.

“Now I can see who’s opening, forwarding, or revisiting emails months later,” he says. “It helps me focus my time where it matters most.” This approach aligns with how TenantBase’s tech-enabled platform supports brokers—helping them stay organized, analyze leads, and connect with tenants faster in a data-driven leasing environment.

On client follow-up and adding value

Matt avoids the classic “just checking in” message. “Every outreach should deliver value,” he explains. “Share market updates, industry insights, or relevant listings. Keep relationships active by being useful, not repetitive.”

This value-add follow-up reflects one of the key best practices outlined in TenantBase’s 2025 Guide to Tenant Representation — where proactive communication and local expertise make a measurable impact on client satisfaction.

Standing out through presentation and preparation

“When I meet a client, I never show up empty-handed,” Matt says. He creates bound market surveys featuring both the client’s logo and his firm’s branding, organized with clear property data. That attention to detail signals professionalism and trust.

These customized deliverables parallel TenantBase’s national tenant representation process, which combines personalized service with digital tools, giving business tenants transparent, conflict-free guidance from search to lease signing.

How has the market evolved?

Austin’s market continues to balance out after rapid growth. “Warehouse and flex space between 5,000 and 25,000 square feet has become our core,” Matt explains. “Office deals above 10,000 square feet have slowed, but opportunities are steady.”

According to current TenantBase market insights, U.S. businesses in 2025 are focusing on flexible space strategies, shorter lease terms, and cost-efficient renewals—trends Matt sees firsthand in Austin’s commercial real estate market.

What’s it like working with TenantBase?

“It’s been a real partnership,” Matt says. “We started working together several years ago, and some of the best deals this year came from leads that started last year.”

He credits TenantBase’s digital dashboard and client re-engagement support for keeping deals active. “It’s a long-term play, not a quick transaction—and that’s how I like to work.” While the initial interaction with a business engagement with TenantBase is fast-paced, the process of fulfilling each client’s unique requirements often requires thoughtful diligence and time, ensuring every transaction aligns with the client’s long-term goals.

Advice for new brokers

“Stay active. Even a small deal keeps you sharp. Keep showing up and add value with every interaction.”

That consistency and client-first mindset—hallmarks of effective tenant representation—are what make brokers like Matt essential to TenantBase’s mission of helping businesses access the service needed to find their ideal space.

Our thanks to Matt Watson for sharing his story and continued partnership with TenantBase. Brokers like Matt exemplify what it means to help businesses thrive through expertise, reliability, and service—core values that continue to define TenantBase’s role as the trusted advocate for tenants in 2025.

Read more: Tenant Representation in 2025 – The Definitive Guide for U.S. Businesses