How To Sell Commercial Real Estate
Selling commercial property may sound like a piece of cake but once you go through the process you are bound to realize that there are a lot of details and factors that you need to consider. Entering the arena of commercial real estate unprepared or with a blind eye may cost you a lot of time, money, and could ultimately bring you to a dead end.
Considering that at the beginning of 2021, the volume of office real estate alone sold in the Americas reached nearly $128 billion, it’s safe to say that the commercial real estate space is attractive and lucrative. But regardless of whether you’re an owner of such real estate looking to sell their property alone, you would rather work with a real estate agency, or you are a broker hoping to sell a commercial real estate property for a client, there are a few fine details that you need to be aware of in order to make your sale quickly and get a decent return on your investment or sell for a reasonable price.
In this article, we’ll share with you valuable information that will help you sell commercial real estate like a pro. We’ll look into what it takes to prepare the property for sale, we’ll explore the different stages of a commercial property sale, and we’ll dive into what it’s like to work with real estate brokers vs selling on your own.
Preparing Commercial Real Estate for Sale
Every commercial real estate is different. Your property could be an office, a warehouse, a restaurant or coffee shop, or perhaps a whole office building. As different as each example could be, there are a few ground rules for preparing your commercial real estate for sale, no matter what type of property it is.
A lot of property owners who are about to go into their first commercial property sale neglect the preparation stage and therefore end up with regrets. Preparing your property for sale can help you attract potential buyers quickly, can captivate their attention, and potentially help negotiate and close the sale.
Key Preparation Steps
- Repair any minor eyesores – Fix poorly maintained lawns, rusty signage, clutter, or damaged exteriors. Small improvements create a strong first impression and help sell faster and at a higher price.
- Make sure the lighting is in good condition – Install energy-efficient LED bulbs and highlight durable, modern lighting as a selling feature.
- Get professional cleaning services – Schedule a deep clean to remove dirt, carpets, curtains, blinds, etc. A spotless property prevents buyers from walking away.
- Conduct an inspection beforehand – Hire a certified inspector to identify roofing, plumbing, structural, or other issues before listing. Fix major problems early.
- Declutter – Remove unnecessary items so buyers can visualize their business in the space. Clutter distracts and reduces perceived value.
Remember: You know your property best. List advantages, weaknesses, and brainstorm how to turn negatives into strengths before listing or showing.
Three Strategies to Sell a Commercial Property
Next up, you need a selling strategy. Here are three proven approaches that work:
1. Partnering with a Professional Commercial Real Estate Broker
Most sellers choose experienced brokers due to the complexity of commercial transactions — legal aspects, paperwork, negotiation, and time pressure.
Advantages of working with a broker:
- Higher return on investment – Brokers know market trends, forecasts, and help set the optimal listing price.
- Developed network – Access to a large pool of qualified buyers and investors.
- Superior communication & negotiation skills – Brokers know how to present the property, handle objections, and close deals.
- Professional listings & marketing – Brokers handle strategic listings, highlight USPs, and manage the entire process.
2. Marketing & Selling the Commercial Property on Your Own (FSBO)
You can sell independently if you’re willing to invest time. Numerous commercial listing platforms reach millions of buyers.
Popular platforms include:
Highly recommended tool: Use CREOP to create customized marketing packages — offering memorandums, proposals, flyers, financials, charts, graphs, rent rolls, demographics, property websites, and email campaigns — all in minutes using cloud-based software. Upload your branding, property data, photos, and let it auto-generate professional materials.
Other FSBO-friendly sites: FSBO.com, ForSaleByOwner.com (some require subscriptions; others are free).
3. Discovering Buyers Off-Market
Proactively find buyers through off-market research — used by both brokers and owners.
Methods include:
- Accessing local public property records
- Using platforms like Reonomy for nationwide off-market owner data and contact info
- Researching recent buyers/sellers of similar properties
- Reviewing real estate comps
Off-market takes time but can uncover motivated buyers before properties hit public listings.
Choose the Right Path for You
As you can see, selling commercial real estate can be demanding and challenging. Luckily, the market is advanced and well-developed — today there are myriad options to help you make the sale quickly and efficiently, getting the return on your investment you’ve been waiting for.
We hope this guide helps you craft the right selling strategy and supports you in reaching your commercial real estate goals.