Big investor firms and institutional buyers don’t like competition because competition drives the price up and this does not help their bottom line. Also, if they are not feeling exclusive then they don’t have a leverage going into the deal. Leverage is the key for these buyers. Without it, they know that they just waste their time.
For every listed commercial property, there is almost 6-8 off market properties out there. These owners are not thinking of selling their properties and they are not in that state of mind for many different reasons. Maybe timing is not right, or maybe they just don’t want to sell it dirt cheap giving the market conditions that we are in. Or, perhaps, they don’t want their employees to know that the business is for sale, and start looking for job else where. Therefore, losing good key employees is not a good start. Especially, in the early stages of selling your property and business.
Some of these sellers are looking for a way out but don’t know how to, or which brokerage to contact to. Because in their mind, all commercial real estate brokerages are the same. They are going to list your property and sit on it until a buyer comes along. Also, signing a listing agreement that they can not even get out off until it expires, with a hefty commission percentage is not just what these sellers have in mind. So they just sit on these properties and do nothing. Until someone creative comes up to them and give them all the solutions they have been looking for months or years.
Is that someone you?
Can you really deliver all these goodies without listing their property for sale in the major listing services?
Can you really find them a buyer without letting any of their employees know that business is for sale?
Can you do all of these things for a reasonable fee without tying them up in a long term listing contract?
If you have answered “YES” to the questions above, then you are the right broker with unlimited income potential in this field.
You have to offer something unique that has not been offered by others, especially big players in the commercial real estate market. Because this is the only thing that will make you stand out from the crowd. Let’s not forget that you can not match service and expertise level of big commercial real estate brokerages. Nor, you can convince these sellers to pay you a hefty commission like big brokerages. That being said, big brokerages have so much on their plate that they will not have time for personalizing their service for most of those sellers.
Therefore, this is where you come in and close the deal. You offer such an unique service that no big brokerages offer out there. In fact, not even many small brokerage firms offer this.
For more information and submitting your commercial properties to be sold “Off Market”, please Contact Us or comment below.
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