How the Model Works
Commercial real estate advisory has historically operated on a dual-agency model: one firm collects fees from both the space operator (the landlord) and the space occupier (the tenant). The firm may position itself as representing the occupier, but its financial interest is to close a transaction — any transaction — from any building in its portfolio.
Shilden operates differently. We are paid by space operators upon transaction close. We are not paid by clients. The distinction is structural, not promotional.
This means:
- We recommend the right building for the client’s strategic brief, not the building where we earn the highest commission
- We advise on timing — including recommending against a transaction when the market or the brief does not support one
- We do not manage a portfolio of buildings; we manage a mandate for an occupier
Why the Model Is Possible
The commercial real estate market in Bangalore compensates advisors through operator fees at market-standard rates. These rates are consistent across buildings; there is no financial incentive for us to recommend Building A over Building B.
What differs between advisors is the use of that fee structure. Conventional brokers use it to maximise transaction volume. Shilden uses it to maximise occupier outcome — because that is what produces long-term client relationships, referrals, and the reputation the firm is built on.
The Disclosure Commitment
Our fee is disclosed to both parties as part of the heads of terms documentation. The operator knows what they are paying us. The occupier knows what the operator is paying us. There is no ambiguity about whose interest we represent or what we are being paid to represent it.
This transparency is not typical in the market. It is a structural commitment that we make because it is the right model — and because occupiers who understand it become the most productive long-term relationships the firm has.
Frequently asked questions
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Yes. Shilden's fee is paid by space operators upon transaction close, at market-standard rates. Occupiers pay no consultation fees, no retainers, and no expense pass-throughs. There are no hidden charges.
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The conflict exists in the dual-agency model, where the same firm is paid by both sides. In Shilden's model, the operator pays because that is how the commercial real estate market is structured — but we represent only the occupier. The fee is disclosed to both parties; the mandate is single.
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Our fee is paid by the operator at market-standard rates, typically expressed as a percentage of the first year's rent on the transacted space. The fee is agreed between Shilden and the operator independently of the occupier engagement. It does not affect the advice we give.