Summary
In this live-recorded episode of The Blueprint Tour from the 2024 CREI Summit in Atlanta, hosts Kenneth Shultz and Carter Huddleston sit down with Michael Arnold, a Los Angeles–based broker who leads Elite Global Corporate Services for AI Global and the tenant consulting group at NAI Capital. With more than 26 years of experience representing users of commercial space, Michael is known for putting tenants first, digging into the details of every deal, and protecting clients from the hidden costs landlords often pass along.
The conversation ranges from LA traffic hacks and international travel stories to the nuts and bolts of commercial leasing, triple net vs. full service gross, tenant improvement allowances, and the risks of aging HVAC systems. Michael explains why he brings engineers, contractors, and architects in early, how workplace trends since COVID have changed office space priorities, and why being more than a “yes man” matters when advising clients.
Along the way, the trio dives into real-world scenarios—like uncovering Panda Express kitchen smells seeping through a gym wall, the financial traps hidden in leases, and why even grease traps can derail a landlord’s exit strategy. They also swap perspectives on trust, teamwork, and why strong relationships often outlast one-off deals.
Candid, fast-moving, and full of practical takeaways, this episode is a masterclass in how commercial brokers and engineers can work together to save clients money, headaches, and regrets.
Keywords
CREI Summit, commercial real estate, Michael Arnold, Los Angeles real estate, tenant representation, triple net lease, full service gross, tenant improvement, HVAC, MEP engineering, office leasing, contract negotiation, hidden costs, client advocacy, CRE strategy, real estate brokers
Takeaways
Brokers who focus on tenants must dig beyond rent rates to uncover hidden costs and risks.
Triple net leases often shift expensive responsibilities—like HVAC replacement—onto tenants.
Bringing engineers and contractors into the process early protects clients and prevents surprises.
COVID reshaped office leasing priorities, from air filtration to workplace design.
Strong brokers act like an extension of their clients’ real estate departments—not just dealmakers.
Authentic relationships and honest conversations often win more business than quick transactions.
Sound Bites
“I look at my clients’ businesses like they’re my own—if it’s not good for them, it’s not good for me.”
“You didn’t hire a yes person—you hired someone to give you advice.”
“The two most expensive things on a client’s balance sheet are salaries and rent. If I can cut rent, that’s money back into their business.”
“You can put lipstick on a pig, but at the end of the day, you’re still responsible for that HVAC system.”
“Luck is proportional to how much you help people—pay it forward without expecting something back.”
Chapters
Welcome and CREI Summit Intro
Meet Michael Arnold: Tenant Advocate in LA
LA Traffic, Transit, and Back Roads
Conflict of Interest and Why Tenants Come First
Triple Net, Modified Gross, and Full Service Leases Explained
The Hidden Costs of HVAC and Building Systems
Real-World Case: Panda Express Smells in a Gym
Why Engineers and Contractors Belong in Early
Negotiation Strategies That Protect Clients
Building Relationships vs. Chasing Checks
Paying It Forward and Playing the Long Game
Final Thoughts and Where to Find Michael
Where to Find Michael Arnold
LinkedIn · NAI Capital · Instagram
Where to Find The Blueprint Tour
YouTube · TikTok · TheBPTour.com · Kenneth Shultz (Host) · Carter Huddleston (Host)
