How to Get Commercial Real Estate Listings: Proven Strategies for Success

Securing commercial real estate listings is an essential step for brokers aiming to excel in the highly competitive field of commercial real estate. This process requires a comprehensive understanding of the market, and a strategic approach to acquiring and managing listings. Brokers must be adept in several areas: identifying potential listings, effectively communicating with property owners, and leveraging industry tools to list and market properties.

The commercial real estate industry presents unique challenges and opportunities when listing properties for sale or lease. Commercial real estate brokers must be equipped with knowledge about the latest market trends, the needs and motivations of property owners, and the intricacies of lease agreements and selling strategies. Consistent success in obtaining listings often hinges on a broker’s ability to combine personal rapport with cutting-edge technology and marketing methods.

Key Takeaways

  • Securing listings involves strategic market understanding and communication skills.
  • Brokers must navigate market trends and owner needs in commercial real estate.
  • Effective listing relies on combining personal connections with technology.

Understanding Commercial Real Estate Listings

To effectively navigate the world of commercial real estate, understanding listings is crucial. They are the starting point for leasing and selling properties, offering valuable market insights and data.

Types of Commercial Properties

Commercial properties are categorized by their uses such as office, retail, industrial, multifamily, land, ranches, hotels, self-storage, and green spaces. Each property type serves different business needs and attracts various categories of tenants or buyers.

Commercial Real Estate Market Overview

The commercial real estate market encompasses data and insights on the current supply and demand for properties. Services like LoopNet, CoStar, 42Floors, and CommercialEdge offer comprehensive listings that brokers and individuals use to assess the market. These platforms provide valuable insights, such as comparable sales (comps) and leasing rates, which help in determining the value and potential of a property.

The Role of a Commercial Real Estate Broker

A commercial real estate broker bridges the gap between buyers, sellers, and tenants. Brokers utilize their expertise and networks to list and find suitable commercial properties. They often leverage services like MLS, CREXi, Catylist, CIMLS, and Digsy to locate commercial listings and negotiate deals efficiently.

Key Terms and Definitions

It’s essential to understand various terms such as:

  • Listing: The act of placing a property for sale or lease on the market.
  • Lease: A contractual arrangement in which a tenant pays the landlord for the use of a commercial property.
  • Sales: The transaction of buying or selling a commercial property.
  • Comps: Comparable sales used to estimate the value of a property.
  • Brokerage: A firm offering services in buying, selling, and leasing of real estate.

By comprehending these aspects of commercial real estate listings, individuals can better navigate the complexities of buying, selling, and leasing commercial properties.

Preparing to List Commercial Properties

Before listing commercial properties, thorough preparation is critical. This involves a detailed property evaluation, crafting compelling marketing materials, and ensuring that all legal and compliance factors are addressed.

Property Evaluation and Pricing

Evaluating a commercial property accurately is the groundwork for successful listing. The process starts by gathering property data and market insights to determine the property’s value. This often involves researching comparable properties (comps) through platforms like CoStar, as well as consulting professional appraisers. Pricing should reflect current market conditions and the unique characteristics of the property, whether it’s properties for sale or properties for lease.

Creating Marketing Materials

Effective promotion demands high-quality marketing materials. This includes professional photography, comprehensive property descriptions, and engaging sales collateral that highlights the property’s features. Commercial real estate websites serve as vital tools for listing and showcasing properties. Materials should be designed to attract and inform potential buyers or lessees, providing them with all the researched data needed to make an informed decision.

Legal and Compliance Considerations

Navigating the legal landscape is a crucial step in preparing to list commercial properties. Sellers must ensure that they comply with all regulatory requirements. Documentation, such as ownership titles and disclosure statements, must be vetted for accuracy. It’s also important to review and understand any zoning laws or restrictions that may impact the listing or future use of the property.

Listing Commercial Real Estate

To effectively list commercial real estate, one must leverage a variety of tools and techniques, ensuring a wide reach and targeting the right audience.

Using Multiple Listing Services

Multiple Listing Services (MLS) are essential for commercial real estate brokers, providing a centralized database of properties. Commercial listings in a particular region or for all commercial property types can be listed on MLS platforms like LoopNet or CoStar’s Commercialedge, ensuring maximum exposure. Brokers should ensure their listings include detailed location information and market data to stand out.

Online Platforms and Services

Besides MLS, several online platforms offer services tailored to commercial listings. CREXi, Catylist, and CIMLS are popular choices where commercial real estate brokers can list properties. Digsy and Yardi‘s CommercialSearch provide additional options, with some offering free listings. It’s vital for brokers to register and maintain up-to-date contact information on these platforms to be easily reachable by potential clients.

Networking and Direct Outreach

Brokers should engage in networking and direct outreach to connect with potential clients. Establishing relationships within the industry can lead to referrals and insights about unpublished opportunities. Commercial real estate professionals (CRE professionals) often find success by reaching out directly to property owners in their targeted location or region through organized meetups or social media platforms.

Promotion and Advertising Strategies

Effectively promoting a listing involves using a mix of traditional and digital advertising strategies. Posting on industry-specific sites like CityFeet or, as well as general platforms like Craigslist, can capture wider audiences. Brokers can use social media to enhance visibility and engage with potential buyers, while also utilizing email campaigns to keep clients informed about new and existing listings.

After Listing: Managing and Selling

Once a commercial real estate listing is live, the focus shifts to attracting qualified buyers and efficiently handling the sales process. The goal is to connect sellers with interested parties and navigate to a successful close, while maintaining a positive client relationship.

Responding to Inquiries

When potential buyers or investors show interest in a listing, a prompt and professional response is crucial. Each inquiry is an opportunity to sell, and it starts with providing detailed contact information to facilitate seamless communication. Timely follow-ups with additional property details and answering questions can convert inquiries into offers.

Negotiation and Closing Deals

Negotiation is an intricate part of the selling process. It requires a delicate balance of knowledge about the commercial real estate market and the ability to craft deals that satisfy both buyers and sellers. Closing deals involves a series of steps from initial offers to final signatures, during which clear and assertive communication helps ensure that both parties reach a mutually beneficial agreement.

Post-Sale Follow Up

After a sale, maintaining a strong client relationship is key for future business. Following up with clients ensures that they are satisfied with the service and can provide valuable referrals. Additionally, staying in contact keeps sellers and buyers informed about new opportunities and market data, fostering long-term service engagement.

Market Analysis and Feedback

Continuous analysis of real estate market trends and feedback from clients helps agents improve their listings and strategies. By understanding what buyers and investors are looking for, and how different properties are performing, agents can adjust their approach to better meet the demands of the commercial real estate market. This data-driven feedback loop is vital for refining sales tactics and client service.

Trends and Considerations in Commercial Listings

The landscape of commercial real estate listings is evolving rapidly, with the digital transformation, economic variances, and sustainability playing significant roles.

Impact of the Digital Age

Social media and commercial real estate websites have become pivotal in the way properties are marketed and discovered. They offer vast audiences and the ability to target potential buyers or lessees with precision. For instance, a listing on a popular commercial real estate platform can reach thousands of interested parties with the click of a button. Moreover, digital tools provide market insights which are integral for realtors to price and sell commercial spaces competitively.

Economic Factors Influencing the Market

The commercial real estate market has been subject to fluctuations, impacted by factors like interest rates and economic trends. Since the pandemic, there’s been a shift in the valuation of properties, and experts forecast that over $500+ billion might be required to address the backlog of transactions delayed by economic uncertainty. Brokers must consider these economic conditions when acquiring listings to effectively navigate the market’s ebbs and flows.

Sustainability and Commercial Real Estate

Sustainability is increasingly at the forefront of commercial real estate. Prospective tenants and investors often seek properties with green spaces and sustainable development features. The emphasis on eco-friendly designs has prompted a rise in demand for buildings with better energy efficiency, which can be a compelling selling point in new listings. Therefore, professionals should highlight sustainable aspects to align with this growing market priority.


Securing commercial real estate listings requires a blend of strategic action and industry-specific knowledge. Real estate professionals can increase their listings by utilizing a combination of modern technology and classic marketing techniques. Usage of Commercial Real Estate Software and CRM is integral, as it helps in organizing and analyzing property data effectively.

Professionals should focus on fostering strong relationships with clients, which builds trust and can lead to referral business. Additionally, maintaining an active presence on the Multiple Listing Service (MLS) is crucial for visibility, as it’s where most investment properties are listed.

They must also be committed to continual learning to offer the best insights, as market know-how reflects their expertise and inspires confidence in potential clients. Agents should ask the right questions to understand client needs and tailor their approach accordingly. Finally, the creation of compelling listings with quality information and professional photography is significant, as noted in a guide by CommercialEdge.

Through dedicated effort and adherence to these practices, commercial real estate professionals can achieve and maintain a competitive edge in the real estate market.

Frequently Asked Questions

In this section, readers will find targeted advice on strategies and resources for acquiring commercial real estate listings, harnessing various methods to gain listings without cost, identifying premier websites for property searches, techniques for agents to bolster lead generation, ways agents can promote their services, and understanding how to locate foreclosed commercial properties.

What are effective strategies for finding commercial property listings in a specific area?

Agents often leverage local Multiple Listing Services (MLS) and network with regional brokers to pinpoint commercial properties in a given area. Attending local real estate events and joining real estate associations can also yield valuable leads.

What are the top methods to obtain free commercial real estate listings?

Free listings are accessible through some industry websites and local government databases that list available commercial properties. Agents also find it useful to maintain relationships with commercial property owners and local businesses for direct leads.

Which websites are considered the best for finding commercial real estate properties?

Websites such as PropertyMetrics, LoopNet, and MyEListing are highly regarded for their extensive databases of commercial real estate listings.

What techniques can a commercial real estate agent use to increase their lead generation?

Effective techniques include utilizing an optimized website with a strong call to action, engaging in social media marketing, and conducting informational webinars that can attract potential clients seeking expertise in commercial real estate.

How can commercial real estate agents effectively market their services to potential clients?

Agents may benefit from a comprehensive marketing strategy that includes both digital and traditional marketing. This involves consistent branding, professional website presence, content marketing, as well as client referrals and testimonials.

What are the options for discovering foreclosed commercial properties on the market?

Foreclosed commercial properties can be found through court public notices, specialized real estate agents, bank websites, and auctions. Online databases and county recorder offices may also list upcoming foreclosed properties.

About the author

Nina Sheridan is a seasoned author at, a blog renowned for its insightful exploration of the increasingly interconnected worlds of business, technology, and lifestyle. With a keen eye for the dynamic interplay between these sectors, Nina brings a wealth of knowledge and experience to her writing. Her expertise lies in dissecting complex topics and presenting them in an accessible, engaging manner that resonates with a diverse audience.