Before you list your property it’s important to consider asking price and who will market your property. You should also determine how and where to market your commercial property before making any decisions or signing any contracts. Here are some things to consider as you get your commercial property ready to sell.
Initially, many commercial property owners think selling their property by owner will save them the commission expense. Unfortunately, selling your commercial property by owner may not get you the highest possible purchase price because you are limiting the ways in which you can market your property. Many property owners selling by owner may place a “For Sale” sign on their property and list it on a few online listing services. But had they listed it with an commercial real estate owners list agent, the owner could have taken advantage of the number of other paid listing services only agents have access to as well as organizations real estate agents have memberships, giving them contacts that increase the commercial property owners possibility of a sale. When your commercial property has more exposure, it will not only sell faster but has a better chance of selling for a higher price.
Another benefit of hiring an agent is that they field phone calls from potential buyers who may or may not be qualified to buy your commercial property. Real Estate agents can screen pre-qualified buyers and market your property. Agents are also a great buffer during the due diligence period and the time leading up to closing. They ease the burden on the commercial property owner by communicating on their behalf with the purchaser, lender, title company and attorney.
When it comes to commission, agents are typically paid a percentage (between 3% and 10%) of the selling price. Before you sign a listing agreement it’s important to know that all commissions are negotiable. The type of property, its location and how sellable it is all play a role in determining commission percentage. For example, a strip mall that’s mostly empty in an economically depressed part of town would be considered hard to sell. So a higher commission on such a property provides the agent a better incentive. The higher the commission, the more favorably a real estate agent will present it to potential buyers.
When you get ready to hire a real estate broker to represent your commercial property, it’s essential that you hire a commercial real estate agent rather than a residential agent as commercial and residential properties are two totally different products requiring different approaches to marketing. Good commercial real estate agents know the current market trends and use this to market your property to the most suitable clients. Commercial properties need multi-page marketing brochures that provide buyers with pricing, demographics, NOI calculations, CAP rates, rent rolls, traffic counts, income & expense statements, topography maps, site plans, property and aerial pictures, PIP lists and other items. With such precise information, potential buyers are more likely to make an offer. Knowing how to calculate an appropriate asking price for your commercial property based on its location, current economy and market trends is very important and is a good commercial real estate agent’s area of expertise. Experienced commercial real estate agents protect the interests of the party they represent when closing commercial real estate transactions which are much more in-depth and challenging than residential transactions. Finally, experienced commercial real estate agents have established contacts in commercial lending that can help speed along the closing process.