Tenant/Landlord rep leasing brokers, how do you navigate PG's (Personal Guarantee)?

I'm a leasing broker in a top 10 market and in my market PG's 9/10 times a non-negotiable. I typically have success in navigating the situation, but once in a while I come across a TNT who gets offended that a LL would even ask for one. So, I am curious how other brokers navigate the personal guarantee discussion. I am not interested in hearing alternatives to it (larger deposit/prepaid rent/rolling guarantee), I am more interested in what are you telling TNT's to convince them that this is "the cost of doing business"?

I'm always curious how what other brokers are telling their TNT's.

Thanks guys,