SECURING LONG-TERM BILLBOARD GROUND LEASES: STRATEGIES FOR MUTUAL PROFIT By Frank Rolfe

In the evolving landscape of outdoor advertising, securing long-term ground leases for billboards remains a pivotal factor in ensuring the sustained profitability and value of billboard investments. Reflecting on successful strategies from the past, this article delves into contemporary methods to persuade landowners to commit to extended billboard ground leases, emphasizing mutual benefits and forward-thinking approaches.

The Importance of Asking for Extended Leases

The foundation of acquiring long-term leases lies in the simple act of asking. Many companies hesitate to propose extended leases, typically defaulting to shorter terms of around 10 years. However, aiming for leases of 30 years or more can dramatically increase the lease's value to your business, as longer terms ensure stability and profitability well into the future. Presenting a 30-year term as a standard request can often lead to acceptance by landowners who might assume such durations are industry norms.

Rationalizing the Need for Long Leases

Providing a clear, logical explanation for the necessity of a long-term lease is crucial. For instance, articulating the financial journey of recovering initial investments over 15 years and the requirement for subsequent profitability can resonate well with landowners. Highlighting the asymmetry in cash flow commencement between the billboard operator and the landowner—where the operator faces upfront costs—can foster understanding and support for a win-win arrangement.

Strategic Sign Placement

Mitigating potential concerns about property value impact is essential. By strategically positioning billboards in locations that do not compromise the future developmental potential of the property, such as near non-buildable features or property extremities, you can alleviate landowner apprehensions about long-term commitments.

Incorporating Flexibility with Escape Clauses

To address hesitations from landowners wary of long-term commitments, offering escape clauses tied to development possibilities can provide reassurance. Crafting these provisions to be specific and challenging to invoke ensures the landowner's peace of mind without significantly risking the billboard's permanence.

Adjusting for Inflation with CPI Increases

Addressing concerns about future inflation is another critical negotiation aspect. Proposing rent adjustments based on the Consumer Price Index (CPI) or similar inflation indicators can safeguard the lease's value over time, making a long-term commitment more appealing to landowners.

Recognizing When to Walk Away

Sometimes, a landowner's reluctance to agree to a long-term lease signals underlying risks, such as potential development plans or sale intentions. Recognizing these situations and being willing to reconsider the investment can save significant future complications, emphasizing the importance of aligning lease terms with business sustainability.

Conclusion

The pursuit of long-term billboard ground leases demands a balance of strategic negotiation, clear communication, and mutual benefit recognition. By employing these updated strategies, billboard operators can secure leases that ensure long-term profitability and stability, reflecting a commitment to both their business model and the landowners' interests. Embracing flexibility, understanding, and strategic planning are key to fostering agreements that stand the test of time in the dynamic field of outdoor advertising.

By Frank Rolfe

Frank Rolfe started his billboard company off of his coffee table, immediately after graduating from college. Although he had no formal training on the industry, he learned as he went, and developed his own unique systems to accomplish things, such as renting advertising space. Frank was formerly the largest private owner of billboards in Dallas/Ft. Worth, as well as a major player in the Los Angeles market.