When you’re approached by a cell phone company to lease your property to them for a cell tower placement, you’re automatically at a disadvantage: The company has infinitely more experience than you, having likely negotiated such leases hundreds of times in the past as well as because they usually have other options, while yours are more limited.

It’s not all bad though. With the right strategy, you can cut a very good deal that’ll get you paid much more. Here are some of the things to keep in mind as you negotiate:

1.Get as Much Information as Possible

When you enter into negotiations with a cell phone company or their representatives, the first thing you should do is to get more information that’ll help you understand the situation. If you do your homework properly, you’ll be able to see how many other options, if any, that they have if you don’t agree to their terms. That’ll help you understand your position better and will guide you in the process of getting favorable terms.

2. Get the Best Space Calculation Method

Cell companies will usually approach you for a lease with the calculation of the value being done on a per square foot basis. That is very favorable to them, but not so much for you. Because the foot prints of most cell towers and sites are usually small (only a few hundred square feet, in some areas), you might not be getting the true worth of your space that way. Instead, it’s better to negotiate from the perspective of how much value the space holds for their business.

3. Get the Details Right

You know you’re supposed to read the fine-print thoroughly, right? When you get a cell tower lease document from a cell phone company, the best thing you can do for yourself is to read every word over and over again, as many times as is necessary to understand what it means fully and how it’ll affect you immediately and down the line. If necessary, enlist professional help to clarify thorny areas so you can get an objective perspective, as opposed to asking the cell phone company to explain it.

4. Always Negotiate Everything

Many times, property owners are reluctant to negotiate with the cell phone companies, but you’d be depriving yourself of significant benefits if you do that. From the lease area, the term, rent, rent escalator, access rights and everything else, make sure to make a counter proposal on any point that you’re not comfortable with. You might have to concede on some areas, but you’ll likely end up in a much better position than you would be if you didn’t negotiate.

5. Sort Out the Business Terms First

The business terms and the lease revisions are usually treated separately, and even though the cell company might want to push for lease terms to be settled first, it’s usually better for the property owner if the business terms are decided first. That way, you won’t feel locked in after settling on the lease (and spending time and money for legal advice), if you have to disagree on some business terms. Generally though, be sure you’re consulting with experts who are experienced enough to guide you on which approach would be best for you.