Seller Representation

Representing sellers of commercial and investment property in the Mid-Hudson Valley is my core business. I am well versed in all aspects of the process and strive to provide a premium level of service from first introduction through closing. Key steps of the process, and how I add value to each, are highlighted below:

  • Introduction: When I have initial contact with a potential client, I try to listen more than talk. Different sellers have very different goals, in terms of timing, pricing, and deal structure. The key to a successful transaction is to truly understand what the seller is trying to accomplish.
  • Analysis: Drawing upon my New York City commercial real estate background and my local market knowledge, I prepare a valuation model that is both aggressive and defensible. I place this valuation in the context of recent comparable sales, working with sellers to determine the appropriate tradeoff between pricing and timing to close.
  • Financing: It is critical, especially in today’s interest rate environment, to understand buyer financing options and factor those into valuation. I will get quotes from my many local banking contacts and also discuss seller financing options, if applicable.
  • Due Diligence: Investors appreciate it when they are provided with comprehensive accurate information about a property. Good information also avoids problems later in the transaction and speeds time to closing. I conduct a thorough review of income, expenses, leases, physical condition, taxes, and zoning.
  • Value-Added Opportunities: I have a good eye for opportunities to increase cash flow. This upside can come from renovations, additions, reconfigurations, redevelopment, or change of use. It can also come from increasing rents to market rate. My market contacts allow me to quantify this mark-to-market upside with recent comps in the area.
  • Brochure: I have more than 25 years of experience writing high-level brochures for skyscrapers, apartment buildings, and development sites in Manhattan – a job I continue to do today as Chief Marking Strategist at Upland Property Advisors. This experience helps me to create local brochures that are harder hitting and more effective than what is typically seen in the market. 
  • Marketing: I utilize a multi-pronged approach to marketing, insuring the broadest possible exposure for the properties I list:
    • MLS: I am a member of the Ulster County Board of Realtors and the Hudson Valley Catskill Region MLS. MLS postings automatically migrate to dozens of other sites, including Realtor.com and Zillow.com.
    • LoopNet/CoStar: I am a premium member of LoopNet/CoStar, which allows my postings to be viewed by anyone (not just paying members). LoopNet/CoStar is the premier national listing service for commercial real estate, delivering outstanding exposure. 
    • NYSCAR: The leading commercial brokerage organization in the Hudson Valley is the New York State Commercial Association of Realtors. The group meets once a month in Fishkill to share listings and make deals. I regularly present my commercial listings to the group, tapping into an extensive network of investors. I am currently the treasurer of group, enhancing my standing in the organization.
    • Social Media: I have a strong social media presence through my dedicated New Paltz Properties Facebook page. I post both my listings and other interesting New Paltz commercial real estate info on the page. More than 800 people follow the page, the majority of whom are interested and active in local real estate. 
    • NYC Contacts: I retain close relationships with a number of New York City-based investors and brokers, a legacy of the years I spent at Cushman & Wakefield, CBRE, and JLL. I share my listings with these contacts, generating leads from outside of the Hudson Valley region. 
    • Signs: At the seller’s discretion, I place signs outside the property being sold. Though low-tech, signs remain one of the most effective ways to generate leads. 
    • Proprietary List: Perhaps my best marketing tool is the private list of investors I maintain. I speak to dozens of investors each month, and I am diligent about recording their contact information and target investment criteria. When I get a new listing, these investors are emailed directly with the opportunity.
  • Negotiation: 25+ years of commercial real estate brokerage experience has given me hard-earned insight into what works and what doesn’t in terms of negotiating tactics. I advise sellers on how aggressive they might want to be, based on their timing needs and current market trends.
  • Term Sheet: I’m a big believer in working with sellers and buyers to develop a detailed term sheet (LOI) as part of the negotiating process. Completing a term sheet before the attorneys become involved is extremely helpful, eliminating future misunderstandings while saving time and money for both parties.
  • Service Providers: My strong involvement in the local market and community has allowed me to develop a deep network of services providers. My longstanding relationships with local brokers, financiers, attorneys, government officials, inspectors, architects, surveyors, appraisers, contractors, and tradespeople are very helpful in moving a deal along.
  • Closing: I remain involved in all aspects of a transaction through closing. I attend inspections, communicate with attorneys, follow up with title companies, and assist lenders in working through any issues that might arise.

WANT TO LEARN MORE?

Give us a call at 845-417-8300 or click the contact button to be taken to the contact page.