Partner Broker Highlight: Mike Hammond

Tenant Rep Broker at Tenant Consulting Group (Washington, DC Metro)

In this Partner Broker Highlight, TenantBase sat down with Mike Hammond of Tenant Consulting Group to talk about his path from financial analysis to tenant representation in the DC region, how canvassing has changed in a post-COVID world, and why tenants today are often leaving meaningful value on the table when they choose short-term flexibility over negotiated long-term deals.

How did you get your start in commercial real estate?

Mike didn’t initially plan for a career in brokerage.

“I came out of college and worked for a mutual fund company in Denver,” he says. “Shortly after, I moved to Atlanta and was hired by Julien Studley as an analyst back in 1998.”

That role gave him a front-row view into the regional deal flow.

“I started off doing financial analysis for one office. It eventually became four offices in the region. It really allowed me to see all of the deals that were occurring.”

While supporting senior brokers, he quietly worked on his own credentials, earning his salesperson license and splitting time between analysis and early prospecting. After 9/11, he moved with one of the partners to Washington, DC and shifted heavily toward canvassing and business development.

Roughly 13 years ago, that same core group launched Tenant Consulting Group, a firm dedicated exclusively to tenant representation in the DC region.

From cold calls to “warm” outreach

The early years of canvassing were simple: call a prospect, reach them at their office, and run a script.

“Pre-COVID was still very similar to 1998,” Mike says. “You could cold call people and catch them in the office. You might work off a script and get better at it over time.”

Today, decision-makers are remote, overwhelmed with outreach, and quick to screen unknown numbers… so Mike has evolved the approach.

He focuses on triggering relevance. For example, calling a tenant in a building where he just restructured their neighbor’s lease:

“You might not know them, but they are interested in hearing what their neighbor did.”

He also tracks clients as they move companies, monitors building ownership changes, and finds practical reasons to reach out. The goal is no longer pitching strangers – it’s timing, context, and relationship.

Using systems to stay top-of-mind during long lease cycles

Most clients Mike works with sign seven to ten-year leases, which is a long period where needs can change and timing matters.

To stay engaged, he uses a simple CRM:

“I do a HubSpot, just very simple, with some labels so I don’t forget about people.”

The CRM pairs with market monitoring. If a client’s building trades hands five years into the lease — that’s a moment to call.

“You can strike a better deal when a new owner has a different strategy than the previous one,” he says.

This proactive insight has helped many clients rethink timing rather than default to waiting until renewal notice periods.

Owning a niche: associations, nonprofits, and more

Mike says top brokers usually thrive by specializing.

“You notice they all have a specialty. Yes, they can do everything, but they’re known for being in a certain area or with a certain clientele.”

For Tenant Consulting Group, that niche reflects DC itself:

• Associations and trade groups
• Nonprofits
• Government contractors
• Law firms
• A few embassies – including the Embassy of Sweden
• Traditional corporate users

While government contractors often have internal real estate teams and need brokers mainly for execution, many associations face major space decisions only every five to ten years.

“They’re appreciative of the type of assistance that we give. It’s fun to work with clients that need the help and appreciate it.”

That appreciation – combined with complexity – has made that segment the firm’s core focus.

Keeping the pipeline full while deals are active

A skill Mike has honed throughout his career is preserving daily prospecting regardless of workload.

“You may have a task you need to work on for a deal you’re in the middle of, but you haven’t reached out to new groups that day,” he says. “A lot of brokers get a deal, work on it, it’s over, and then they start the cycle again. I don’t think that’s effective.”

His rule: if a task can be done after hours, it waits – business development does not.

That discipline keeps deal flow consistent and avoids the boom-and-bust cycle many brokers struggle with.

“If you want to do big deals, you have to call on big clients.”

A piece of advice from early in his career continues to shape his strategy:

“If you want to do big deals, you have to call on big clients.”

When Mike proactively targets new business, he focuses on industries and users whose space needs justify the effort required to win and execute the deal.

He still accepts smaller and more nuanced assignments – especially when they come through referral or TenantBase – but he qualifies each based on:

• Business profile
• Financial capacity
• Landlord enthusiasm

That intentionality ensures he spends time where he can deliver the greatest impact.

The DC office market: many tenants are missing an opportunity

Mike describes current conditions in DC as decisively tenant-friendly. Free rent, lower rates, and stronger build-out allowances are widely available.

But many tenants are acting more cautiously than the economics would suggest.

“There’s a sense of fear. They’re unsettled and not taking advantage of the fact that they could do a great deal right now.”

Some opt for:

• Short three-year renewals
• Six-month extensions
• Month-to-month flexibility

His solution is to compare paths side-by-side:

“I can just put a number on it. Three years versus seven – you’re losing hundreds of thousands of dollars of free rent by that decision.”

He also looks at termination options – capturing long-term concessions with future flexibility. The emphasis is education, not persuasion.

“You’ve given them what they asked for – and shown them what they could have. Then they make the decision.”

What’s it like working with TenantBase?

Mike has been a TenantBase partner broker for four to five years. When he first heard about the platform, he figured he had little to lose by trying it.

“I was more than happy to have a percentage go to TenantBase for a deal that I never was going to have otherwise.”

Within six months, the value was clear – and has grown every year since.

TenantBase has also expanded the types of tenants he supports. Before COVID, his work centered downtown. As demand has shifted outside the Beltway into flex and warehouse space, TenantBase has helped connect him with new opportunities in those submarkets.

A big part of that success comes down to consistent collaboration with his BDR.

“Cannon and I talk through which groups are the best fit,” Mike says. “He asks the right questions up front, so by the time a lead reaches me, it’s clearer whether landlords are going to be excited to work with that tenant.”

The result: smoother handoffs, well-qualified clients, and a faster path from introduction to tour.

“When I call these groups, I’m not really selling – I’m just starting work. That’s been wonderful.”

Advice for new tenant-rep brokers

Mike’s guidance for emerging brokers centers on patience and team involvement:

• Understand it may take two years before you’re generating real revenue
• Join a team where you have a clear role and access to deals
• Ask to see attorney markups and negotiation exchanges to learn how issues are solved
• Focus early on selling the strength of your team

“You don’t have to BS tenants,” he says. “You have a team that can handle these problems – and you show up ready to help.”

A continued partnership

Our thanks to Mike Hammond at Tenant Consulting Group for his continued partnership with TenantBase. Brokers like Mike – analytical, specialized, and committed to long-term tenant value – demonstrate the importance of skilled representation in the DC region and beyond.

For more perspectives on tenant-focused brokerage, read our Partner Broker Highlight with Matthew Bustamante.