Seller Representation
Seller Representation for Commercial Real Estate
Commercial Sales Process
Understanding the sales process can prepare an owner for what they will face when selling their commercial property. Having a well thought out plan and process will reduce many potential problems a seller could encounter. It is particularly important to work with seller representation experienced professionals, they have the tools, training and experience to get the job done effectively. Below are the major steps we use with our clients:
- Conduct an objective, detailed property evaluation
- Prepare a market analysis
- Determine a Market Value
- Prepare the Property for Sale
- Prepare the Marketing & Sales Plan
- Prepare a Detailed Marketing Package and Video
- Marketing with a Multi-Channel Approach
- Monitoring and Reporting Results
- Negotiating the Offer and Attorney Document Review
- Managing the Escrow Process
Our marketing Cycle
Do we have signs, social media, online ads, press releases and every other tool? Yes, of course. And sometimes we get lucky and that’s how we find our buyer. But to rely on them completely is a mistake that costs the seller money. We put in place a custom analysis report and marketing strategy to reach out and put the property in front of the right buyers; locally, nationwide and internationally. In today’s age of eight-second attention spans, we must go directly to our likely buyers. The sellers who understand this win.
Storytelling
Wield the profitable power of storytelling Identify the story behind the selling Good property stories to paint a picture for the buyer and evoke emotion We have to still offer value and avoid always just emotionally selling the property
1
Property Analysis
Property info and highlights Comps and Reports Financial Summary and Offer Memorandum Proposed use statement Submarket location City ordinances Submarket development Suggested price
2
Local Market Analysis
Property submarket overview and forecast Study active, expired and sold peer properties (last 2 years) Major players activities and motivations
3
National Market Analysis
National market overview and forecast Study active, expired and sold peer properties (last 3 months) National investor activities and motivations
4
International buyers
Some property may be a good fit to our investors in Europe, Asia and Middle East
5
Connect
Setup and execute communication with local and National buyers (International buyers if it applies)
6
Commitment & Consistency
Effective and professional communication Follow-Up Consistency with potential buyers
7
Evaluation & Reporting
Monthly reports to seller Detail marketing and selling efforts Status of negotiations Marketing and selling evaluation
8
Marketing Process
Signage
Our standard sign is designed to generate the maximum volume of inquiries regarding the subject. We place sign(s) which include our company telephone number, website and the text “AVAILABLE” in a strategic location which maximizes visibility. Our signs are positioned to achieve maximum public exposure. However, all signs are subject to local municipal restrictions.
Brochure/Fliers
Based on the nature of the property, we will create a color brochure in different languages targeting different communities, events, special holidays, festivals etc. Beside highlighting the features and benefits of the property, the brochure includes applicable property photos, building highlights, location description, aerial photographs, demographics and/or proposed development plans, and contact information. We are flexible and we will adapt to that which is most comfortable with you.
Internet Based Marketing
CRG subscribes to and inputs listing information into databases such as CoStar, LoopNet and the Multiple Listing Service (MLS). Any broker searching for office, industrial or retail properties for sale or lease will see your property in this database. This database is also on-line for the public to view.
Properties are also placed on our local/national KW Commercial website and our company website www.CarthageRealtyGroup.com.
Information on the project will be submitted to CoStar and LoopNet for input into their database, a national websites visited by real estate professionals and investors around the country and to which CRG subscribes, provides another internet-based avenue for informing anyone of available properties.
Email Marketing
Our CRM has a database of investors, local brokers and commercial real estate agents that we frequently email about our listings.
Social Media Platform
We utilize all the available technology and software included social media. We will make the listing available to public in our Facebook page, local and national real estate groups, LinkedIn, Instagram and Clubhouse app. Additionally we run paid advertisements on Digital Platforms upon clients approval.
Direct mail and Cold calling
CRG is constantly involved in various lease and sale transactions which allows us to keep a pulse on the market and to implement cold calling and network programs. Our extensive resources provide the ability to effectively track, target, contact and pursue prospects. We will create a marketing packet for the project and deliver packets to all interested prospects upon request or inquiry. We will utilize our resources to develop a target market, contact them and follow up on a regular basis if there is any interest. Additional information which is considered confidential and not public record will require the execution of a confidentiality agreement prior to receipt of classified materials.
Property Tour/Site Visits
We personally introduce the property to each interested prospect. We will meet with prospects and their brokers (if any) on-site to gain a better understanding of the topography of the site. Our strategy is two-fold: first, we present the positive aspects of the property, such as the location, visibility, frontage, etc.; second, we use this face-to-face opportunity to learn as much as we can about the prospect and obtain any insightful information. When conducting a site visit for an interested prospect, we ensure that the prospect understands the positive characteristics of the project and any economic advantages to be achieved due to the physical features the project may have to offer.
Advertising and Budgeting
We will discuss best strategic advertising option for the specific property. If marketing outside of the standard commercial real estate marketing programs are necessary, a marketing budget will be developed for your review and approval.
Reporting
A formal report will be provided on a monthly basis or in a timeframe agreed to by both parties. In this report, we will detail our marketing efforts, developments in the submarket which affect your property, status of negotiations, tours, interested parties and all other marketing details.
