Smart Strategies for Marketing and Selling Commercial Real Estate

By Mark Hanna, CCIM

Selling commercial real estate is not just about listing your property—it’s about creating a strategy that maximizes its value, attracts the right buyers, and ensures a smooth transaction. Whether you’re selling land, a retail strip center, a hotel, or an RV park, following these steps will help you achieve success.

1. Know What You Are Selling

To attract the right buyers and secure a fair valuation, you need to understand your property’s true value. Avoid relying on personal opinions or advice from those without experience in commercial real estate. Work with a qualified Commercial Real Estate (CRE) professional who uses market data, trends, and valuation methods to determine the property’s worth. Their expertise will give you an edge in the market.

2. Create a Buyer Profile

Think about who would want to buy your property. Are they institutional investors, local business owners, or entrepreneurs? Consider these factors:

• Who they are (e.g., demographics, industry focus).
• Where they get information (e.g., trade journals, online forums, industry events).
• How to reach them (e.g., direct outreach, social media, commercial listing platforms).

Having a clear buyer profile allows you to market strategically and efficiently, targeting the right audience.

3. Prioritize Presentation

First impressions are everything. With today’s technology, there’s no excuse for poor-quality presentation. Invest in professional photography and marketing materials that highlight your property’s features and potential. A polished presentation demonstrates your property’s value and leaves a lasting impression on potential buyers.

4. Leverage Data and Analytics

Investors rely on data to make informed decisions. Showcase the property’s potential by providing key insights such as:

• Market analytics (e.g., vacancy rates, development trends).
• Demographics (e.g., population growth, income levels).
• Economic indicators (e.g., job growth, infrastructure improvements).

Presenting data in a

meaningful way gives buyers confidence in your property’s potential and helps them visualize its value.

5. Prepare the Details

Have your documents ready to streamline the transaction. These include:

• Property zoning, utilities, and easements.
• Rent rolls and tenant estoppels for leased properties.
• Profit and loss statements.
• Surveys, appraisals, and title commitments.
• Plat maps and any other relevant details.

Providing this information upfront builds trust and ensures a smoother sales process.

6. Solve Problems, Close Deals

Getting a property under contract is only the beginning. Many hurdles can arise during due diligence, from title issues to financing challenges. Experienced CRE professionals are skilled problem-solvers who address these challenges, ensuring deals close successfully. Their ability to handle obstacles makes all the difference.

7. Hire a CRE Professional

Selling commercial real estate is complex, and working with a seasoned CRE professional is one of the best decisions you can make. Here’s what they bring to the table:

• Accurate Valuation: Professionals use data-driven methods to price your property competitively.
• Strategic Marketing: They know how to reach the right buyers through tailored marketing strategies.
• Transaction Expertise: From negotiations to closing, they handle every detail.
• Problem-Solving Skills: CRE experts know how to overcome challenges that can derail a deal.
• Time Savings: They take on the heavy lifting, allowing you to focus on your priorities.

The value you receive from hiring a CRE professional far outweighs their performance-based compensation. Their success is tied to yours, ensuring they work tirelessly to achieve your goals.

Contact us to get your property valued and listed!

Hanna Solutions: Your Partner in South Texas CRE 

At Hanna Solutions, we specialize in helping property owners and investors maximize the value of their commercial real estate. Our team leverages market expertise, innovative strategies, and a commitment to client success. Whether you’re selling, leasing, or investing, we’re here to guide you every step of the way.