Tips on How to Sell Your Commercial Real Estate

Selling commercial real estate is a different game from selling a house. The buyer pool is smaller but more sophisticated, decisions are driven by numbers rather than emotion, and preparation makes a measurable difference to your result. Here’s what experienced commercial vendors get right.

1. Lead with the numbers

Commercial buyers buy income. Before you list, assemble the figures a buyer will ask for on day one: current rent and lease terms, outgoings, land and building areas, zoning and permitted uses. A listing that answers those questions up front attracts serious enquiry; one that doesn’t attracts tyre-kickers.

2. Understand what your lease is worth

A property with a strong tenant on a long lease sells on its yield; a vacant property sells on its potential. Both can do well, but they attract different buyers — investors versus owner-occupiers — and your marketing copy should speak to the right one.

3. Present the property like the asset it is

Tidy frontage, clean signage, well-lit interiors and professional photos matter in commercial just as they do in residential — your listing photos are competing for attention on the same portal search results page as every agent-listed property.

4. List where commercial buyers actually search

That means realcommercial.com.au and commercialrealestate.com.au. You don’t need an agent to get there — you need a licensed agency to lodge the listing. That’s us: our commercial sale package puts your property on both portals for a once-off $795 until sold, with every enquiry going directly to you. Read more about listing on realcommercial.com.au without an agent.

5. Be ready to negotiate directly

Direct negotiation is an advantage, not a burden: you know your bottom line, your property’s history and your tenants. Have your solicitor lined up early so that when terms are agreed, contracts move quickly.

For the complete process, read How to Sell Commercial Property Privately, or find your state guide: VIC, NSW, QLD, WA, SA, TAS, ACT.