1. Context (one sentence):

In a recent conversation with a retail tenant considering a new lease, we were reviewing options that all looked similar on paper.

2. What exact question did you ask that made a difference?

I asked, “In five years, where do you want to be?  What needs to be true today for this to happen?”

3. What was the question that revealed their Commander’s Intent?

Then I followed with, “Is your goal just to secure space — to give yourself room to grow while being conscious of you bottom line.”

4. What is it? (Their Commander’s Intent)

Their real priority wasn’t just signing a lease. It was stability — predictable occupancy costs, flexibility for expansion, and protection from surprises that could hurt cash flow.