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When buying or selling company property, what should we look for in a real estate professional?

Jerry Miller's Profile

Answers

Topic Expert
Nicole Lucarelli
Title: Director
Company: Financial Services
LinkedIn Profile
(Director, Financial Services) |

Jerry - you want to ensure they have experience in the location and type of deal you are seeking (rent, buy, office space, warehouse, lab, etc). Try and gauge how willing they are to spend time with you to understand your criteria and not just send you a list of properties from their database. They should be willing to look at sub-let arrangements if that fits your needs, even if that means a lower commission to them (which can be the case). The value of a real estate agent is in knowing the market, explaining commercial real estate practices and helping you negotiate the deal. Ensure you are clear on the commission arrangement.

Topic Expert
Wayne Spivak
Title: President & CFO
Company: SBAConsulting.com
LinkedIn Profile
(President & CFO, SBAConsulting.com) |

Good advice Nicole, also fully understand the marketplace where you are buying/selling.

It goes without saying that purchasing (or buying for that matter) should be fully thought out vis a vis your long range business plans.

There are usually some type of RE newsletter for your area that will let you gauge per sq foot prices.

Last item, like hiring any professional, talk to a few different ones.... If the market conditions report from all of them is similar, then at least you have the market specs down pat; all that remains is deciding which Agent works for you best!

Topic Expert
Linda Wright
Title: Consultant
Company: Wright Consulting
(Consultant, Wright Consulting) |

In addition to the counsel you have already received, all the big ones--Cushman and CBRE-- should be able to show you their deal statistics on the brokerage side. Be sure that they have build to suit or project experience as well, if you need to renovate of build to suit.

Topic Expert
Gabe Burke
Title: Corporate Real Estate Specialist
Company: Cushman & Wakefield (formerly DTZ)
LinkedIn Profile
(Corporate Real Estate Specialist, Cushman & Wakefield (formerly DTZ)) |

I agree with Wayne's and Nicole's comments. The point to underscore is that the agent must have deep experience in the location and type of property you're planning to buy/sell. The size and reputation of his/her firm is a small factor. What's most important is the particular person you have chosen to work with.

Topic Expert
Andrew Zezas
Title: Host and CEO
Company: CFO Studio and Real Estate Strategies Co..
(Host and CEO, CFO Studio and Real Estate Strategies Corporation) |

Jerry:

Respectfully, the guidance provided by the folks who have responded to your question, thus far, is correct, but really only answers part of the question. Corporate real estate should be viewed, first, in the context of how it can impact your company's operational, financial, and other criteria. Of course, the real estate broker or advisor that you elect to engage must know the market, under transactions, negotiations, etc. But, that's like saying your accountant must understand debits and credits. Of course, they should! But, is that it?

The high quality corporate real estate broker or advisor best suited to address your company's requirements will have a lot of very specific experience in the type of transaction you envision. Think generalists versus specialists. As previously stated, acquisition, dispositions, and other transactions require different skills and dedication by real estate service providers. Be certain you know who you are hiring, the exact experiences of each individual, and the depth of resources they will truly dedicate to your engagement.

Yet, the more important other part of the question is the ability of your broker or advisor to guide you as to the short and long term business implications of the various real estate alternatives that might suit your company's needs. Unless your company has the available internal resources to determine, in advance, how alternate real estate strategies might affect your company's operations, finances, and more, engaging a real estate broker or advisor who knows more than just markets and buildings (debits and credits), but one who brings a strong focus on business and planning can be essential to both the success of your real estate endeavor and your business.

Like how any good CFO would approach any business endeavor, once an intelligent plan is in-place, you can rest assured that executing on your defined objectives will likely result in more precise outcomes.

Good luck!

Andy

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