Seller Representation

The seller rep process follows a structured sequence designed to position the asset, generate competitive interest, and close at the strongest achievable terms. Every engagement is different, but the core framework applies whether the asset is a single-bay contractor shop or a multi-building warehouse portfolio.

Step 1 — Asset Evaluation and Pricing Strategy. The property is evaluated on the factors that actually drive industrial pricing: location and access, clear height, loading configuration (dock and grade-level doors, truck court depth), power capacity, fire suppression, slab condition, roof age and remaining life, yard and trailer staging utility, and site circulation. Lease structure, tenant credit, remaining term, and income profile are layered in for investment-grade product. Environmental history is reviewed because known or potential contamination directly affects buyer pool, pricing, and deal timeline. A pricing recommendation is developed that's supportable by recent comparable sales — accounting for the physical and functional differences that cause two buildings in the same submarket to trade at materially different prices.

Step 2 — Buyer Targeting and Market Positioning. Industrial buyers don't all look at the same things. An owner-user buying a manufacturing facility cares about power, ventilation, column spacing, and whether the building supports their workflow. A logistics buyer cares about clear height, loading, truck court geometry, and trailer staging. An investor cares about lease term, tenant credit, roof reserves, and cap rate relative to replacement cost. A developer may be underwriting the land more than the building. The seller's rep identifies which buyer profile fits the asset's strengths, builds a positioning narrative around what that buyer values, and targets marketing accordingly. Misidentifying the buyer pool leads to wasted time and weaker offers.

Step 3 — Marketing and Outreach Execution. The property is marketed through a coordinated campaign — offering memorandum or executive summary, listing syndication (CoStar, LoopNet, Crexi), broker-to-broker outreach, targeted email campaigns, signage, and direct contact with known active buyers. For industrial product, the marketing materials need to answer the operational and diligence questions buyers ask before they ever tour: clear height, column spacing, loading specs, power details, sprinkler type, roof age, environmental status, and zoning. Incomplete or vague marketing materials slow down serious buyers and attract unqualified ones. The goal is maximum qualified exposure in a compressed timeframe.

Step 4 — Buyer Qualification and Offer Management. Incoming inquiries are screened for financial capacity, use compatibility, and closing ability. For industrial assets, qualification includes confirming the buyer's intended use is permitted under current zoning, that the building's specs actually support their operation, and that they understand the property's environmental and physical condition before submitting an offer. This prevents deals from collapsing during diligence over issues the buyer should have known about upfront. Offers are evaluated on price, contingency structure, earnest money, financing risk, timeline, environmental contingency language, and the buyer's track record of closing. In multi-offer situations, the process is managed to maintain competitive tension without losing serious buyers.

Step 5 — Negotiation and LOI Execution. Terms are negotiated using comparable sale data, competing interest, and the seller's priority framework. For industrial transactions, key negotiation points beyond price often include environmental contingency scope and timeline, "as-is" versus seller-remediation language, roof and structural inspection periods, earnest money going hard at specific milestones, and buyer financing conditions. The letter of intent is structured to lock in these terms clearly before moving to purchase and sale agreement. The goal is a clean LOI that minimizes re-trade risk — because the most common place industrial deals get re-traded is during environmental and physical diligence.

Step 6 — Contract Through Closing. The purchase and sale agreement is reviewed against the LOI terms, with attention to contingency language, environmental representations and indemnifications, default remedies, prorations, and closing conditions. Industrial closings often involve coordination beyond standard office or retail transactions: Phase I (and sometimes Phase II) environmental reports, roof and structural inspections, fire suppression certifications, utility verification, and occasionally remediation or monitoring agreements that need to be addressed before or at closing. The broker coordinates between the seller's legal counsel, buyer's team, title company, environmental consultants, and lender through diligence, contingency removal, and closing. Issues are flagged early and managed proactively — because in industrial deals, the surprises that kill transactions usually live in the building's physical condition or environmental history, not in the lease.