7 Commercial Sales Mistakes and How to Avoid Them

Commercial property sales fail — or underperform — for predictable reasons. Whether you’re selling through an agent or privately, these are the seven mistakes we see most often, and what to do instead.

1. Pricing on hope instead of yield

Commercial buyers value property primarily on income and comparable yields, not on what you need the sale to achieve. Look at recent comparable sales in your area and price against the market’s maths.

2. Incomplete information

Missing lease documents, unclear outgoings or vague zoning details stall deals. Assemble everything before you list: leases, outgoings schedules, land size, building areas, permits and approvals.

3. Ignoring the tenant situation

A lease expiring next month changes your buyer pool completely. Decide before listing whether you’re selling a tenanted investment or a vacant-possession opportunity, and time the campaign accordingly.

4. Weak presentation

Commercial buyers scroll the same way house buyers do. Dark photos and an empty description bury a good property. Invest in decent photography and write a listing that leads with the facts buyers filter on.

5. Only reaching part of the market

If your property isn’t on realcommercial.com.au and commercialrealestate.com.au, a large share of buyers will simply never see it. A private listing through For Sale For Lease ($795 until sold) puts you on both without commission.

6. Paying commission for work you’re already doing

Many vendors answer buyer questions, attend inspections and negotiate anyway — then hand over a five-figure commission at settlement. If you’re doing the vendor’s work, consider selling privately and keeping the difference.

7. Slow legals

Momentum sells commercial property. Have your solicitor engaged and a draft contract ready before the campaign starts, so an agreed deal doesn’t die waiting for paperwork.

Selling in a specific state? See our guides: VIC, NSW, QLD, WA, SA. Or call 7 days on 1300 622 300.