Sales Strategies for Commercial Property Investors

plants on coin stacks

A sales plan for a commercial or retail investment property. What does it look like and should it be ‘special’ when you want to sell your commercial or retail property? There is a strategy here to think about. You want a good price and a timely result when you sell your property. What can you do in selling your property to get the best outcomes?

The simple answer is that most investment properties are special in some way or form. That says every part of the property description that you use in the marketing program should be optimised for the facts of the property as they are. There is also a target market to think about in creating the marketing campaign. There are also location issues to bring into the property marketing ideas and decisions.

city buildings
Know your investment property in detail before you take it to sale.

When you look around your town or city you will see plenty of other properties for sale, so there is a lot of importance to the process of marketing and connecting with the right people.

The sales plan for commercial property should feature:

  • A selection of media to cover the target market
  • A priority spend on the elements of the media that are likely to be more successful than other channels
  • A staged campaign of promotion over a period of time
  • A definite target market of buyers that you can connect to
  • A skilled and successful agent in your location that already has a database of leads in the property type

So these are important and yet simple things that many agents overlook when marketing a property. Selling your property is not an ‘experiment’, so choose the agent that really knows how to do things and can prove it to you.

How to Target Market Your Commercial Property for Sale in Queensland

computer keyboard and marketing

When it comes to selling a property today as a vendor, it is critical to understand the target market that should be attracted to the property and just how the agent will tap into that target market.  So there are some questions that you can ask here. 

Don’t just assume that your property will be ‘marketed’.  Ensure that your property will be taken to the potential buyers in a strategic way.  Who will be approached and why?  What are the selling points of the property that should feature in the property advertising?  What media channels should be used in the marketing campaign?

Shorten Time on Market

When these things are identified it is easier to make the marketing campaign work for the property owner and ultimately the targets of the price and time on market.  It is also easier to predict price ranges that could apply to the sale.  Market knowledge here is the key and a good local agent will understand all the variables.

woman reading newspaper
Know where and why you are marketing your property for sale. Clarity is important to getting enquiry.

Quality Marketing Campaigns

Marketing campaigns for selling property involve money and a mixture of the following:

  • Newspaper advertising (yes it still has an impact)
  • Email marketing (major impact as will be the database of buyers that an agent may have)
  • Direct calling qualified people from the agent’s database (high value)
  • Internet listing on key websites (everyone goes there to look for a property)
  • A signboard on the property (get a good quality sign on your property – something that stands out)
  • Flyers and Brochures – some will be through mail drop, and others will be through email blasts to a database list
  • Information Memorandum – this will be the full and comprehensive detail about the property and the offering for sale

Every dollar spent on marketing should be well considered to the targets that are determined.  Don’t spend money on marketing without fully appreciating the plan to reach people and in what way that will be done.

man's hand holding a megaphone.
Get the marketing message out effectively for your property as part of selling.

Its a Fine Balance of Property Marketing

Today we find that the marketing of every property is a fine balance of all the above items based on the target market that you are trying to attract.  When listing a property for sale, ask the agent to define the target market and then explain how the marketing campaign will attract the buyers. 

The best agents know the answers.  If you need help in planning the sale of your property in Brisbane or Greater Queensland, give John Highman a call on 0417221108

How to Choose the Best Tenant for Your Investment Property

escalators inside shopping centre

When you own commercial or retail property in Queensland, the income you get from your tenants is critical to the result you want as an investor.  For that reason, every lease and its income profile should be optimised to the market and what is possible given local vacancy trends, supply and demand, and property enquiry.  Tenant selection will also be part of that.

Every tenant should be chosen with due regard to income growth and stability.  Are they a clear match for your property?  It is the case that some tenants are better than others.  Grow your tenant mix in your property through selectivity over time.

Brisbane is part of the eastern seaboard of Australia and is a key point of entry for goods and containers. That is unlikely to change given the proximity of Brisbane to Asia and the Pacific. The real estate in Brisbane is cheaper than Sydney or Melbourne, and on that basis freight businesses and logistics firms can build a base of operations more economically than that in the other capital cities further south.

Where Do You Start Investing?

So what can you do if you are to be investing in Brisbane property? To help your income grow, it is wise to speak to your solicitor and your leasing or managing agent about a lease and rent review strategy that can work for the property and the tenants over the coming years.  A good property investment is something that is shaped over time.

Don’t accept some ‘cheap generic lease’ as part of your property lease strategy.  Create a lease with the help of your solicitor that can build your real estate investment results.

A solicitor prepared lease offers alternatives in income generation from things such as:

  1. Rent review timing
  2. Type of rent
  3. Base rent at lease commencement
  4. Method of rent review
  5. Recovery of outgoings during the lease
  6. Option for further lease terms
  7. Renovation strategies for tenant compliance
  8. Make good terms and conditions at the end of lease

These alternatives when considered and placed into a property investment allow the property owner to go to the next level.  Using the advice of your property solicitor and the comments of an experienced real estate agent will help the property planning process.  A good property income and performance does not happen as a result of luck; it is a planned event.

Need help with investment property in Brisbane? You can contact John Highman direct on 0417221108.

Why Lease Enhancement is Important in Commercial Real Estate in Brisbane

shopping mall and retail shops

Investors in Brisbane today have a wide variety of options when it comes to leases and how they will serve the property in an investment sense.  Importantly the lease that an investor uses should be drafted by a solicitor of sound commercial property experience.  Brisbane is a thriving and growing capital city on the eastern seaboard of Australia.  Investments in property are a good thing.

It should be said that a lease of commercial or retail property is not just about the rent; it’s about occupancy, security, investment, improvement, and stability.  When you have a tenant, then the lease takes over in the control sense to cover off on these issues.

brisbane buildings on river
Brisbane Real Estate is very active

Nothing is more troubling than a lease that has been drafted by someone with little local property knowledge and experience.  The reality is a lease should be structured for the property, for the future, and for the location.  Not all properties are the same and on that basis, no lease should be the same.  Not all investors are the same from an investment perspective.  This is where the variables of property use and occupancy become important, and the lease then takes over in the control sense.

A good property solicitor that is acting for a property investor should take into account not just the priorities of the client, but also the elements of the property that need special attention and control over time.  From that point, they can structure a lease that really targets the issues for the property owner.

How to Choose the Best Real Estate Agent for Your Property Sale

city buildings on skyline

When it comes to selling your commercial or retail property, the buyers that you need are the ones that can act in today’s market and economy.  To find the right buyers and bring them to your sale is a skill that only the best real estate agents can provide. 

The Local Property Economy

Those agents know what the local economy and businesses are doing; it is that information that is valuable to you with your property challenge.  Choose your agents with a questioning approach regards market awareness, property type coverage, and target market penetration.

city at night
Understand your property and the local area of buildings.

So what is actually happening with investment properties in Brisbane now?   There are still buyers out there that are looking for good investment property stock; that is something with a tenant mix, stability of cash flow, and future demand.  Are you taking your property to the market soon in Brisbane? 

Consider the facts and challenges around your property and what it is worth.  If you were buying it today, what would you pay?  Would you pay a ‘premium’ or would you look for a ‘bargain’.  It sometimes pays to ask yourself those questions and put some reality into the real value that your property presents to any purchaser.

Agent Questions

Let’s go back to the ‘agent question’.  One of the most important elements of property marketing today that an agent can bring to a seller is direct access to a comprehensive database of qualified prospects.  That database list alone will help you fast track inspections, enquiry, and the right type of property offers even in the earliest stages of the property promotion.

Ask your agent if they have a database and a target market to suit your real estate challenge.  Ask them how they are going to tap into it to help you with your property requirements and investment outcomes.

How to Promote Your Commercial Property for Sale

city buildings on skyline

Marketing and selling commercial investment property today changes by location, by property type, and by the time of year.  When you decide to sell your investment property in Brisbane it pays to ask your commercial real estate agent to give you a market profile update and target market assessment.  In that way, you will know exactly what can happen when you take the property to the market.

Think about these questions:

  • Who are the right buyers for the property?
  • What are they prepared to pay?
  • Why should they buy your property?
  • When is the best time to promote your property?

All properties are different as is the enquiry that you can achieve at a particular time.  So, questions like these help you focus on the things that matter. You can find out about the local property market, the recent enquiry, the price and rent outcomes, and the likelihood of moving the property quickly at a reasonable financial result.

city buildings
Every property market is different, so ask questions.

On that basis, marketing should be individually designed for the property and the existing market circumstances.  Here are some key points to consider in selling your investment property:

  • Growth of local and regional businesses
  • What buyers are looking for today
  • When the best time to sell the property may be
  • Local supply and demand for space to occupy
  • Price trends over the last 2 years and the impact on investments
  • Rent trends over the last 2 years and the ongoing renal patterns of gross and net rent
  • Location of comparable properties in the area with which you compete.

So all of these questions help you stay on track with your property promotion. Plan how you want to sell a commercial property, and just who the local agents should be to do that with great effectiveness.

Taking the Right Course of Action in Commercial Property Management

shopping centre mall foyer

Managing commercial or retail property is not just a matter of collecting rent and fixing a broken toilet.  Today there are so many other pressures and issues that come into the process.  That is why property managers should be well skilled and experienced in the tasks of property management. 

Have you ever thought about getting another property manager to control your property investments? It can be a wise decision to take the pressure off your initial activities and then allow you to focus on the bigger picture of investment performance.

building facade
Know your property and its investment elements.

Where do you start? Here are some of the big issues that commercial and retail property managers must handle every day for their landlords and investors:

  • Rent arrears control and recovery
  • Income optimisation for the property
  • Rent review and option implementation
  • Lease interpretation and implementation
  • Property and tenancy inspections to ensure that the property is being correctly occupied
  • Maintenance budgeting and controlling maintenance within the approved expenditure records
  • Keeping the landlord abreast of current events and issues
  • Talking to tenants so they occupy with little or no difficulty
  • Vacancy management and lease strategy
  • Fitout works and controls

When any landlord or property owner is considering appointing a new property manager, the decision should be based on the skills of both the individual person and also the agency.  So many property managers really do not have what it takes to do the job to the required levels of investment today and the market.  A poorly selected property manager will be a disaster for the property owner.