Think Like a Buyer

To get the right price for your commercial real estate property,
learn how to put yourself in the buyer’s shoes.

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How do I think like a buyer to get the right price?

Download the guide now to learn how to answer three simple questions:

See

What would I need to SEE to be convinced that this is the best deal for me?

Know

What would I need to KNOW to agree that the valuation is accurate for this property?

Believe

What would I need to BELIEVE in order to offer the right price for this property to close the deal?

1. Seeing Like a Buyer

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Use professional photos

Low-quality snapshots are forgettable and raise concerns about how serious you are as a seller. Professional photos are vital to getting you the right price in the sale of your property. They can literally be worth millions of dollars.

Offer a future vision

Be intentional about showing how the property can be utilized in new and different ways in the future. Don’t make the assumption that a new owner would have the same purpose for the building, or you’ll leave a lot of money on the table.

When you choose MANSARD, you can be sure that your valuation will reflect the full potential of your property.

In-person visit

Get the buyer onto the property for a tour and strategic information sharing. Buyers will trust your property valuation if they feel confident you aren’t hiding anything.

2. Knowing Like a Buyer

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To a buyer, the unknown is a risk

Buyers insist on a lower price as a means of risk mitigation – they’re protecting themselves from what they don’t know. By giving them an organized, clear report of all the numbers related to your property, they can take a deep breath and start to see the true value of your property.

3. Believing Like a Buyer

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Be available, and be prepared to walk away

Buyers often fill in silence and delays with distrust and worry. Be prepared to give quick, complete answers with documentation whenever possible.

It may seem counterintuitive, but when you are willing to walk away, it shows confidence in your property valuation.

Entering into a negotiation worth millions of dollars is a serious undertaking. If a buyer suspects a seller is hiding anything, or might back out of a deal, or could otherwise be “difficult,” it’s easier to walk away and find another property to look at.

The buyer needs to believe that you are TRUSTWORTHY above all else. Sales built on TRUST are easier to close at the right price.

Be up front, open, and honest about your property’s shortcomings

Serious buyers are not going to be surprised that there are shortcomings in a property – in fact, they aren’t going to believe you if you say there aren’t any!

Schedule a Conversation with MANSARD Today

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Get direct help with your most pressing questions about
selling your property.

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Curious how we help with your specific real estate challenges?
Let us help you.

Ultimately, very few resources have the expertise to ensure the successful sale to the right buyer at the right time.

MANSARD was named one of the largest commercial real estate selling brokers in Massachusetts in 2018 by the Boston Business Journal.

88.9% of MANSARD’s recent deals closed on time and at our client’s accepted offer price.

That’s because at MANSARD, we deliver engaged buyers who close, guarantee experience and knowledge, and outrank our competitors by average sale transactions per broker.

Average Number of Sales Per Broker in 2017 (BBJ: 2018)

MANSARD
SVN Parsons
NAI
Colliers
CBRE
Newmark
JLL

Case Studies

40,000 SF Office Building Sold for $5,500,000

Situation – Acquired as a 3 year reposition, this 41,000 SF office building located at 41-55 North Road in Bedford, Massachusetts underwent nearly $2M in capital upgrades and was leased to 80% occupancy. The time had come to return capital to the investors.

Process – We undertook a public marketing process with a priced offering at $5.5M and a bid deadline. We generated 5 offers that topped out at 90% of the asking price until we began the negotiations.

Result – The property sold for 100% of its asking price within 60 days of going under contract.

Coldwell Banker Retail Property: Sold

Situation – A 40 year investment partnership sought to sell, requiring top value and assurance of close. During the marketing period, Coldwell Banker vacated, followed by a title issue that prevented a sale.

Process – We conducted a national search, registering 49 buyers. 8 cash bids were received and negotiations resulted in a winning offer, 60 day cash close. We coordinated an attorney to clear the title, working with the buyer’s title company and legal team for 3 months.

Result – Property is under contract with a clear path to close.

Privately Marketed: Sold for $3,900,000

Situation – Family office requested a discrete, private sale of the 100% net leased near term medical office and retail property located at 1069 Broadway in Saugus, Massachusetts.

Process – We conducted confidential outreach to our database of qualified buyers combined with owner profiling calls to area investors inclined to acquire this property type, resulting in 12 buyer-seller meetings at our office.  In the interviews, the sellers gained insight into market demand for the property and focused on the right buyer.

Result – 4 offers were generated and the property was ultimately sold for $3,900,000.

The Choice of Successful Investors

Thank you for everything you did in completing the leasing and sale of our building at 580 Main Street. You did a wonderful job working with all of the personalities involved. We look forward to working with you again in the future.

Richard Tambone

Tambone Investment Group

MANSARD was a partner through the whole process. From the initial leasing of a temporary space to the acquisition of our own building. I like the personal touch and sense of expertise that came with working with MANSARD.

Norbert Johnson

Globus Medical

We used MANSARD to help us reposition, lease and sell a small suburban commercial office building. They were fantastic, well read in the market place and helped us realize our projected returns. Would highly recommend their services.

Bob Macnamara

CB Equities

Get started working with MANSARD

Step 1: Schedule a Phone Call

Before we begin, we will hold a 20 minute phone conversation to ask each other some questions. Together, we determine what you would like the successful sale of your commercial real estate to do for you. If at the end of the conversation, you decide it makes sense to schedule a meeting, we will meet in person within the next 1 to 5 days.

Step 2: Hold an Initial 45-90 Minute Meeting in Person – What to Expect

We will first meet for 45-90 minutes at your place of business, the property or a convenient location for you. During this meeting, we will review our phone conversation and then gather more information about specific questions you have about the market, our proprietary investment sales process, your property valuation, and the costs to complete a sale with MANSARD. If at the end of the meeting you believe it makes sense, we will schedule a second meeting within the next week at MANSARD’s office.

Step 3: Hold a Second Meeting at MANSARD to Review the Sale Process

The second meeting will take from 45-90 minutes, depending on the amount of questions you have for us. We will review our expert underwriting and valuation of your property, discuss the composition of active buyers in the market and what they are looking for, how we reach them, and then how the transaction process will work from beginning to end. If at the end of the meeting you elect to go forward, we review and sign our exclusive engagement agreement and have the property on the market in the following 1-2 weeks.

To get started today, contact us at MANSARD at (617) 674-2043. We look forward to working with you.

Schedule a Conversation with MANSARD Today

Click

Get direct help with your most pressing questions about
selling your property.

Schedule a Conversation

Call

Curious how we help with your specific real estate challenges?
Let us help you.