Organize the documents buyers will need to review.
Income, expenses, leases, capital work, physical condition, title information, and known issues.
Investment sales
Investment sales representation from sale preparation through closing.
Investment sale representation begins with the property record, ownership objectives, and the conditions affecting a potential sale. Pricing and marketing strategy, prospective purchaser outreach, offer comparison, negotiation, due diligence, and closing coordination follow the approved sale process.
Before launch
Prepare an accurate property record before marketing begins.
Before launch, the seller and broker confirm the property information, financial and tenancy records, material conditions, marketing approach, buyer profile, access procedures, decision authority, and proposed transaction timing.
Establish the initial pricing and market position.
Review the income profile, comparable sales, competing offerings, property condition, market conditions, and assumptions that may affect buyer underwriting.
Identify the likely buyer groups.
The buyer list may include private investors, institutions, owner-users, developers, or strategic purchasers, depending on the property and agreed marketing plan.
Set access, communications, and offer procedures before launch.
Access, information release, bid instructions, decision rights, timing, and communication.
Buyer marketing and offers
Offers should be compared on price, terms, timing, and execution risk.
A consistent sale process allows the seller to evaluate buyer interest and make informed decisions at each stage.
Market formation
Market the property to buyers appropriate to the assignment.
Use direct outreach and cooperating-broker channels as appropriate, with attention to acquisition criteria, geography, transaction size, financing approach, and current activity.
- Coverage
- Buyer universe and contact record
- Access
- Confidentiality, materials, and tours
- Signal
- Questions, engagement, and objections
Offer comparison
Normalize every offer before selecting a buyer.
Normalize purchase price, deposit, diligence, financing, contingencies, closing date, assumptions, exclusions, and requested seller obligations.
- Economics
- Price and financial adjustments
- Terms
- Deposit, diligence, and contingencies
- Risk
- Qualification and execution dependencies
Buyer selection
Price alone does not determine the strongest offer.
Review the buyer’s deposit, financing, decision authority, diligence requests, contingencies, documentation requirements, proposed closing date, and ability to perform.
- Authority
- Approvals and signing capacity
- Capital
- Equity, debt, and funding readiness
- Backup
- Qualified alternatives and negotiating position
Contract to close
Track commercial open items through contract and closing.
Coordinate the commercial record with counsel, diligence access, financing, title, survey, estoppels, closing deliverables, and decision dates.
- Document
- Business points and negotiated language
- Diligence
- Requests, responses, and exceptions
- Closing
- Deliverables, approvals, and escrow
Offer comparison
The seller should receive a clear record of market response and offer terms.
The transaction record should summarize outreach, buyer feedback, offers, revisions, material exceptions, timing, and open conditions so the seller can review the full basis for each decision.
Buyer profile
Entity, principals, relevant transaction history, capital source, decision authority, and references where appropriate.
Economics
Purchase price, adjustments, deposit structure, financing, credits, and other financial terms.
Conditions
Diligence, contingencies, approvals, documentation requests, assumptions, and proposed seller obligations.
Execution view
Timing, buyer qualifications, outstanding questions, risks, recommended response, and available alternatives.
Sale execution
Sale preparation, marketing, negotiation, and closing should remain coordinated.
The broker coordinates the commercial work from launch through buyer selection, contract negotiation, diligence, and closing while attorneys and other specialists perform their respective roles.
Complete the sale-preparation checklist.
Organize the property information, value case, marketing position, and seller decision structure.
Conduct buyer outreach and manage property access.
Reach, qualify, inform, tour, and instruct buyers through a credible process.
Compare the full business terms of each offer.
Compare economics, terms, certainty, timing, and execution requirements.
Coordinate commercial issues through closing.
Track the commercial open items while counsel and specialists perform their respective roles.
Supporting advisory and research
The sale strategy should be informed by valuation, asset, and market work.
ValueBroker Opinion of Value
Establish the market-facing value position and likely buyer considerations.
↗CourseAsset StrategyTest sale against hold, improve, lease, reposition, and financing paths.
↗EvidenceComparable AnalysisExamine the transactions and offerings relevant to the property.
↗MarketResearch & AnalysisRead the conditions that shape pricing, liquidity, and buyer behavior.
↗Investment sales
What are the seller’s objectives for the transaction?
Provide the property, ownership objectives, available financial and tenancy information, decision authority, and preferred sale timing.