Accepting an offer

Evaluating Offers: Price Isn’t Everything

A common misconception in commercial real estate is that the highest offer is automatically the best one. In reality, the most favorable offer is the one that combines price, terms, timing, and certainty of closing.

As your advisor, my role is to help you analyze each offer holistically, considering:

• Financial strength of the buyer

• Contingencies (financing, due diligence, environmental, etc.)

• Timeline to close

• Earnest money commitment

• Proposed adjustments or credits

• Track record or intent (1031 exchange, syndicator, owner-operator)

Sometimes, a slightly lower price with fewer contingencies and faster closing can deliver a higher net benefit than a top-dollar offer with a long due diligence period and questionable financing.

Negotiating with Clarity and Leverage

Negotiation in the investment space requires experience, market knowledge, and tactical patience. I bring all three to the table.

Whether you’re fielding one offer or multiple, I’ll:

• Position you strategically, not reactively

• Present counter-offers that maintain your leverage

• Protect your interests while keeping serious buyers engaged

• Communicate transparently so you stay in control of the process

We aim for the strongest as-is terms possible, while navigating contingencies, financing risks, and other deal breakers with precision.

Understanding the Purchase Agreement and Deposits

Once we accept an offer, the buyer will submit a Letter of Intent (LOI) or go straight to a Purchase and Sale Agreement (PSA) depending on the deal structure. The agreement outlines:

• Purchase price and deposit schedule

• Due diligence period and required access

• Contingencies (title, environmental, financing, lease review, etc.)

• Closing timeline

• Conditions for release of deposit funds

Earnest money is typically deposited into escrow, with additional deposits sometimes released after the due diligence period ends—signaling the buyer’s intent to move forward.

To Keep the Process Smooth and Aligned:

✅ Keep Everything Documented

Verbal promises carry no weight in commercial transactions. Every agreement, counter, and addendum must be captured in writing. I’ll manage all documentation to ensure clarity, accuracy, and enforceability.

✅ Stick to the Timeline

The PSA will contain critical milestones—delivery of documents, end of due diligence, deposit releases, and final closing. Missing these can give the buyer leverage to renegotiate—or worse, walk away. I’ll monitor every date and keep you updated at each step.

✅ Avoid Emotional Decision-Making

These are business transactions. If renegotiations occur (due to inspection findings or market shifts), we’ll assess them rationally, not reactively—ensuring your bottom line remains protected.

Summary

Evaluating and negotiating offers on an investment property sale is both an art and a science. I bring deep experience in both—helping owners like you close with confidence, precision, and maximum financial outcome.

When the right offer comes in, you’ll be prepared to make an informed decision that supports your exit strategy and long-term goals.