How to Find and Attract Commercial Real Estate Buyers

Are you looking to sell your commercial property and attract the right buyers? Finding and enticing commercial real estate buyers is crucial for any property owner or real estate professional. 

5.64 million existing properties were sold in 2020, according to data from the National Association of Realtors. Whether you’re dealing with seasoned commercial real estate buyers, eager commercial property buyers, or potential investors seeking lucrative opportunities, understanding the strategies to appeal to a diverse range of property buyers can make all the difference in securing a successful and profitable transaction.

This article will delve into the essential steps and effective techniques to locate potential buyers and captivate their interest in your valuable commercial real estate asset.

Who are the Main Types of Commercial Real Estate Buyers?

In commercial real estate, various buyers come into play, each with unique motivations, preferences, and investment strategies. Some of the main types of commercial real estate buyers include:

Commercial Real Estate Investors

These buyers often invest in commercial properties to diversify their investment portfolio or generate passive income. They may be high-net-worth individuals or seasoned investors seeking opportunities in the commercial real estate market.

Residential Real Estate Investors 

These investors are individuals or entities that purchase residential properties to generate returns through rental income, property appreciation, or both. These investors are distinct from homebuyers who purchase properties for personal use.

New Investors

New investors often seek properties with lower risk and steady income potential. They may be attracted to well-established properties with long-term, creditworthy tenants and a history of stable cash flow. Properties with Triple N leases are also appealing to new investors because they transfer a significant portion of operating expenses and responsibilities to the tenant. 

Tenants Wanting to Own

Tenants who have been renting a property and decide to buy their own property after their lease ends can benefit from several tax advantages as property owners. These tax advantages can reduce their overall tax liability and make property ownership more financially attractive. 

Business Owners Needing New or Larger Premises

Some business owners will seek specific considerations and requirements when investing in commercial real estate. Their primary focus is finding a property that best suits their business needs and supports their growth objectives. Business owners consider the property’s growth potential and whether it can accommodate their future expansion plans. They may evaluate if the property allows for additional square footage or if there are opportunities for adaptive reuse as their business evolves.

Commercial Property Owners Conducting a Tax-deferred Exchange

Commercial property owners may look for like-kind properties that meet specific criteria to qualify for the tax benefits of a 1031 exchange. In a 1031 exchange, the property owner can defer capital gains taxes by reinvesting the proceeds from the sale of their current property into a new “like-kind” property. 

Understanding the different types of commercial real estate buyers can help property sellers tailor their marketing approach and target the right audience to maximize their chances of a successful sale. Each buyer category has distinct objectives and risk appetites, which can influence their decision-making process when considering commercial properties.

What are the Best Ways to Find Commercial Real Estate Buyers?

Finding commercial real estate buyers and investors requires an innovative mindset and bold approach. If you’re looking to attract potential commercial real estate buyers, consider implementing the following strategies:

Know your niche

Knowing your niche is a good strategy for finding real estate investors in high-value commercial real estate transactions. Buyers seek sellers who are niche experts with knowledge of recent deals, under-construction properties, and market trends. This expertise enhances broker credibility and attracts potential clients seeking specialized insights and opportunities in their specific investment areas.

Research and Understand Your Buyer

Researching potential buyers is a smart strategy as it leverages property intelligence platforms for valuable information gathering and pattern recognition. Conducting buyer-specific research enables a deep understanding of key decision factors, allowing tailored pitches to be more effective. Utilizing online platforms to identify qualified buyers saves time by focusing on leads more likely to convert, streamlining the prospecting process, and increasing the chances of successful deals.

Keep an Eye on Market Trends

Market cycles strongly influence the types of commercial real estate buyers seek. Monitoring changes within your specific sector is crucial to staying ahead. Being well-informed enables identifying ideal buyers at the right time, providing a competitive edge in attracting investors actively seeking opportunities that align with current market conditions.

Consider a Commercial Real Estate Investment Firm

Commercial real estate firms can help locate potential buyers by using their expertise to offer appropriate property market values. Their industry knowledge benefits negotiations and decision-making, while their ability to expedite deals ensures quick closure. The streamlined processes these firms implement lead to an efficient transaction, saving time and effort while maximizing the chances of finding qualified buyers and securing successful deals.

Contact regional office or headquarters

Businesses actively seek expansion, consolidation, or relocation opportunities. By directly reaching out to a company’s decision-makers at the regional office or headquarters, property sellers can present their listed commercial properties directly to potential buyers. This approach enables targeted marketing and establishes direct communication, increasing the likelihood of finding motivated buyers interested in acquiring properties that align with their business needs and growth plans.

List on commercial real estate databases

Listing on commercial real estate databases is a positive step in identifying potential buyers, as these marketplaces provide a platform for property listings, making it easier for buyers to find available properties. Utilizing established commercial real estate databases simplifies the property listing and lead management processes, ensuring that the property gets maximum exposure to a targeted audience of potential buyers actively searching for commercial properties, increasing the chances of finding interested and qualified parties.

Use social media

Nowadays, commercial real estate professionals can advertise property listings and share successful client stories on various social networking platforms. Paid advertising on social media enhances the visibility of listings, reaching a broader audience of potential buyers. Additionally, social media serves as a tool to understand client needs through surveys and interactions, enabling realtors to tailor their approach and engage effectively with prospects, ultimately increasing the likelihood of attracting interested buyers.

Partner with a broker

Partnering with a broker can significantly improve the chances of finding potential commercial real estate buyers, as successful sales in this sector rely on extensive knowledge and robust networks. Brokers have established relationships that allow them to quickly access new clients, expanding the pool of potential buyers for a property. Newcomers or sellers transitioning to a new niche benefit from working with seasoned brokers who bring a strong reputation and experience, instilling confidence in potential buyers and increasing the likelihood of successful transactions. Be sure to ask your broker questions and due diligence before deciding on the right broker.

What Assets Are Commercial Real Estate Buyers Looking For?

Commercial real estate offers diverse assets that present unique opportunities for potential buyers. Understanding each property type’s key attributes and market trends can help investors make informed decisions. Here are four main types of commercial real estate that buyers are looking for and their respective explanations:

1. Retail: Despite facing challenges in some markets due to shifts in consumer behavior and online shopping trends, retail properties continue to attract commercial real estate buyers. Investors often see value-add opportunities in renovating or repurposing existing retail spaces to meet changing consumer demands. Additionally, prime retail locations in high-traffic areas remain sought after by retailers, making them attractive for long-term investment.

2. Suburban Office Buildings and Secondary Market Properties: These commercial properties appeal to long-term buy-and-hold investors and tenants. As remote work becomes more prevalent, suburban office spaces are gaining popularity among businesses seeking to provide employees with flexible work options. Secondary market properties in smaller cities or towns offer growth potential and typically come with more favorable pricing than properties in major metropolitan areas.

3. Apartments and Multifamily Properties: The demand for apartments and multifamily properties remains robust as renting becomes a preferred choice for many individuals and families. Changing lifestyles, financial considerations, and the appeal of urban living contribute to the sustained interest in this asset class. Investors recognize the potential for consistent rental income and steady appreciation, making apartments and multifamily properties popular.

4. Industrial Properties: With the rapid growth of e-commerce, industrial properties are experiencing high demand from commercial real estate buyers. Warehouses and distribution centers have become essential in the supply chain, particularly for last-mile customer delivery. Investors are capitalizing on this trend by transforming vacant retail spaces into industrial hubs to cater to the increasing logistical needs of online retailers and improve delivery efficiency.

What Information do Commercial Real Estate Buyers Want?

Selling a commercial property successfully requires catering to the specific information needs of commercial real estate buyers. By providing the right data and insights, sellers can attract and engage potential buyers effectively. Here are the key pieces of information that commercial real estate buyers want and their respective explanations:

1. Data on Recent Sales Transactions: Buyers seek information on recent sales transactions to gauge the property’s worth and assess its potential for appreciation. Understanding the sales prices of similar properties helps buyers make informed decisions about the property’s value.

2. Real-time Market Reports: Up-to-date market reports are crucial for buyers to stay informed about current trends and conditions. Reports showcasing rent trends, net absorption, occupancy levels, newly marketed buildings, and properties under construction provide valuable insights into the market’s performance and growth potential.

3. Graphical Data, Videos, and Statistics: Visual aids such as graphical data, videos, and statistics related to the property’s submarket are compelling for buyers. Incorporating information on recent sales, leases, inquiry levels, and nearby sale listings helps buyers visualize the property’s potential within its specific market.

4. Updated New Listings: Buyers want new listings matching their needs and investment criteria. Sellers should ensure that potential buyers receive timely updates on new properties that align with their requirements, whether they are business owners seeking new spaces or investors looking for suitable opportunities.

How do I know if a Commercial Real Estate Buyer is Qualified?

To determine if a commercial real estate buyer is qualified, sellers must conduct thorough due diligence and gather essential information. Selling commercial real estate can be a lengthy process, stretching over a year from listing to escrow closing. As such, sellers aim to avoid wasting significant time on transactions that may fall through. 

Key steps include requesting proof of funds or pre-approval letters from buyers, verifying their experience and track record, and assessing their capacity to secure financing for the intended purchase. Engaging with qualified buyers or brokers increases the likelihood of a successful and smooth transaction.

Who, what, and where?

Serious commercial real estate buyers readily share their identities and interests, allowing sellers to compile a prospect list while noting the listings they’ve viewed. This information is invaluable in understanding their price range and purchase motivation level, helping sellers tailor their offerings and communication to attract and engage potential buyers effectively.

Purchase requirements

Comprehending a buyer’s property requirements enables precise matching with the most qualified buyer. Investors prioritize analyzing tenant rent rolls, cash flow, and overall rate of return to assess profitability. On the other hand, businesses buying for their use extensively research property improvements, parking ratios, and zoning regulations to ensure the property aligns with their operational needs and growth plans.

Referral source

Referrals serve as valuable sources for potential commercial real estate buyers. Buyers can be categorized based on their interest levels: hot, lukewarm, or cold. Referrals from previous clients or qualified leads from commercial listing websites usually indicate serious buyers with genuine interest. However, inquiries from print ads or for sale signs may signal curiosity rather than serious intent to purchase.

Who are qualified buyers in commercial real estate?

Qualified buyers in commercial real estate are investors who engage in transactions backed by their financial qualifications, providing immediate support to sellers. They present pragmatic solutions to potential property challenges, such as a prompt sale to ease the burdens on sellers. Dealing with these buyers can streamline the selling process and grant sellers enhanced certainty and convenience. For those unfamiliar with starting points or potential avenues, finding a suitable buyer for commercial property can be demanding, making qualified buyers an appealing choice for expeditious and hassle-free transactions.

Choose Point Acquisitions for convenience, simplicity, privacy, and a stress-free process. We expertly evaluate the commercial property to determine fair market values without the need for commissions or fees. As a proven institutional buyer, we eliminate sale price uncertainty associated. Point Acquisitions has no exclusivity requirements, and we provide a no-obligation offer within 48-72 hours of receiving information requests. With Point Acquisitions, selling your property is efficient and straightforward.