When a commercial property is to be taken to the market for sale there are 3 alternatives available to the property owner:

* Market and sell the property themselves without an agent involved
* Market and sell the property using a specialised commercial real estate agent
* Market and sell the property using multiple real estate agents on an open agency basis

Now most owners would like to save marketing money and commission so it is tempting for them to sell the property themselves (or think they can). This will cut out any involvement of real estate agents and in theory saves on commission and possibly gives lower advertising costs to the property owner. If the owner finds a purchaser then the owner’s solicitor will do the contract of sale.

Whether the property owner likes paying commission or not, the experienced commercial real estate agent will always bring high value expertise and market knowledge to the property sale process. Those two elements can help with the price obtained and the time on market.

The single agent chosen to market the property should have a solid record with the following:

1. History in the area as a successful agent in sales and leasing
2. Good staff that are experienced in the type of property
3. High level negotiation and documentation skills
4. Awareness of prices that have been obtained recently
5. Clear understandings of the target market for the property
6. Ability to tap into prospects immediately before local media marketing commences
7. A clear marketing method and strategy that taps into the target market
8. A database that reflects current local property enquiry and provides an efficient way to communicate selectively into the database the details of the current property
9. Complete awareness of other local property with which the subject property will compete
10. Internet and email technology that will support the marketing process for the property
11. Copywriting and word smithing skills that stand above the competition in drafting adverts and promotional material
12. Communication processes that keep the property owner up to date during the campaign
13. Methods of sale that match the property and the market

A property owner simply does not have this capability outlined in the list; a good real estate agent does. When all of these elements above are fully utilised in property marketing, a property can sell quickly and at the best price given the prevailing market conditions. That is worth much more than any saving a property owner thinks they can achieve by selling the property themselves.

With regard to the owner that thinks that multiple agents (on a conjunction or open list basis) will sell the property faster, think again. When you list a property to sell in this way it is simply a disaster waiting to happen. Buyers are not attracted to property that is open listed, and agents do not promote the property with focus and strategy. The sale if it happens in this way is a product of luck more than intention. Property owners should do justice to themselves and their property at the time of sale; choose the best agent with the best track record.

Commercial real estate is a booming business; however, whether you are buying or selling commercial real estate, chances are that you are going to need a bit of help. If you want to have a successful career in the commercial real estate business, then more than likely you will need to work with a commercial real estate broker from time to time. The following are some of the great ways that a commercial real estate broker can be of help to you.

Local Land Values

Having a commercial real estate broker working with you can be very helpful when it comes to local land values. As an investor, you may not always be investing in commercial real estate that is in your area, and it can be hard to find out what the land values are in the area that you are considering investing in. When you work with a commercial real estate agent, they usually have a good grasp on local land values and can help you make good decisions based upon this information. This saves you having to do a great deal of research on your own to find out the same information.

Access to City Officials

If you have been working in the commercial real estate field long, you know that there are many times in this line of work when you have to deal with various city officials. At times this can be difficult, since you may not be familiar with them and you may have a hard time finding time to speak with them. When you work with a commercial real estate broker, many times you will find that they already have direct access to the city officials, which can expedite your deals much of the time.

Negotiation and Constructing Offers

Another great reason to have a commercial real estate broker is that they can do a great deal of the negotiating for you on a deal. It is usually better to have a broker as a go-between instead of dealing directly with the other person in a deal. A broker can usually more effectively negotiate the terms of a deal. They can also help you to construct offers as well so that you will be able to present a good offer on a piece of commercial property.

Exit Strategies

More than likely there will be some point in time when you will find it imperative that you get out of a commercial real estate deal. This can be hard to do on your own, but when you have a commercial real estate broker to help you, then can help you to come up with a solid exit strategy if you need it. When you get out of a deal, you need to have a great strategy that is totally legal, or you may end up losing a great deal of money. Having the commercial real estate broker there to help you can ensure that you exit the deal in a legal way that will not hurt you as well.

Referrals to Other Professionals

Commercial real estate brokers can also be of help to you by referring you to other professionals that can be helpful to you as well. This is especially great if you are new to the commercial real estate industry, you have just moved into a new area, or you are investing outside of the area when you live. It can be difficult to find good professionals to work with, such as lawyers, contractors, inspectors, and engineers. When you are dealing with a commercial real estate agent that you trust, they can refer you to other people that you can trust as well. This saves you the hassle of trying to find some of these professionals on your own without anyone’s recommendations to go on, which can be disastrous in some cases.

Lenders

Another area that a commercial real estate broker can help you with is the financing for your commercial real estate purchase. These broker work with a variety of different lenders from day to day, and if you are looking for financing for your venture, more than likely they can steer you in the right direction. They may even know of some private lenders that may be of some help to you as well.

First Grab at Targeted Properties

Having a commercial real estate broker can be very beneficial to you because they can also allow you to have first grab at some targeted properties that they know of. No doubt there are times when you find a great property, only to find out that it is already under contract and you spoke too late. If the broker knows what you are looking for, they may be able to pocket the listing so you can have the first chance at it.