Sales and Marketing

Price determination entails assessing the place of the asset in the market. This is all important in pricing the asset to obtain the optimal sales price. To that end the following analysis is done to attain the best result for the client.

• Valuation services based upon income approach, comparable sales approach and cost depreciation approach to assist the client in putting the correct pricing on the asset.
• Market analysis to assess trends in the market as to rental rate levels, absorption, changes in the economic base, construction costs and the cost of capital which have long term effects on value.
• Market research as to demographic characteristics, economic characteristics, lifestyle characteristics as to their long-term effects on value.
• Forecasting of Demand and Supply Analysis for the product type, and economic base analysis to chart the long-term position of the asset in the marketplace.
• Performance of gap analysis to determine potential commercial real estate opportunities by finding situations where demand exceeds supply.

• The property is placed in a multitude of online listing services including the MLS.
• Company website with high search volume via search engine optimization
• Signage on the property
• Circulation of brochures via mail and email marketing
• Email marketing campaigns
• Target canvassing, including cold calls, direct mail postcards and emails to applicable brokers in the market
• Circulation of opportunities selectively with commercial real estate brokers with pool of firm clients looking for the subject product type
• Attendance at commercial real estate professional gatherings and circulation of listing in various networks of commercial real estate brokers, such as CCIMs and CPMs (Certified Property Manager).

Review of offer and assistance in contract terms modification and contract negotiation

• Review of important business terms in buyer’s offer such as price, length of due diligence, contingencies, items requested in due diligence, ability of Seller to lease or modify the property during due diligence, title insurance, and financing. The response of seller to buyer’s terms and conditions will be tailored and recommendations provided to Seller as to the best presentation of the counteroffer as applicable.
• During the process of working through the contract the buyer may request certain changes to the contract and business terms. The firm will recalculate and reassess these changes to see how they will affect profitability, usefulness of the property, and long-term values if agreed to and as applicable help the seller formulate a well thought out counter. This process will go back and forth until a final contract is developed or the parties agree to not move forward. At such time the firm will try to find another appropriate buyer to acquire the property from the client.

The firm will assist in the compilation of the pertinent information to assess the suitability of the property for the buyer’s requirements including

• Environmental reports
• Financing
• Property inspections
• Zoning issues
• Assessment of construction costs to cure functional obsolescence and deferred maintenance issues if discovered
• Obtaining a survey
• Insuring title commitment is received form the appropriate parties as stipulated in the contract.

There are a wide variety of documents and elements that must be pulled together to close a commercial real estate contract. The firm will act as a conduit and facilitator to make sure all documents and associated agreement get to the right place at the right time to insure an easy and simplified closing.