Commercial real estate opportunities don’t just happen; they require a concerted effort and developing a winning strategy. The good news is that creating a winning strategy is not a closed secret. There are many tried and tested strategies that will help you find the right strategies and then make the most of them.
To develop a winning strategy when evaluating commercial real estate opportunities, first do market research on properties and tenant needs. Then, take steps to find real estate opportunities, evaluate potential properties, and use effective processes to find buyers.
To put the best strategy in place, begin with what you already know and use this article to fill in areas you may not have considered. By the time you’re finished reading, you’ll have all the necessary tools to build a strategy that not only works for you but will also work in the marketplace.
Market Research For The Commercial Real Estate Opportunities
When developing a winning strategy for commercial real estate properties, the place to start is thorough market research. To do this, you will need to understand not only the current real estate market but also the targeted tenants and their needs.
- Give yourself time to understand the:
- Specific trends in the commercial real estate market you want to invest in
- General economic conditions for investing
- The competitive landscape in the market
Also, do thorough market research on your targeted tenants. Assess their needs and requirements, including their markets, space and building needs, and viability.
Familiarize yourself with the key metrics and terms that will help you navigate finding and evaluating the best commercial real estate opportunities:
- Net operating income (NOI), subtracting the full first-year operating expense of the property from the first-year gross operating income. A positive NOI is always preferable.
- Capitalization rate (also called ‘cap’ rate or capitalization of earning rate) estimates a property’s net present value of future cash flow or profits.
- Cash-on-cash, these formulas compare the first-year performance of similar properties and calculate the investment needed to purchase the property or their initial investment.
If the business case works ‘on paper,’ then the next steps can be taken.
How To Find Commercial Real Estate Deals
When looking for commercial real estate deals, there are two steps that will result in a winning strategy:
- Do your homework, research, and due diligence.
- Leverage your network and other resources.
Research And Investigate Commercial Real Estate Opportunities
To find good commercial real estate deals, you will need to put yourself in the best position to find them. These two strategies are tried and tested and work, even in today’s changing property industry:
- Go to the target area: This may seem an unnecessary step in the search, but if you drive around the area you intend to find real estate opportunities in, you will get a feel for the needs and market in the area that numbers on a page will not tell you. While there, you can also look for vacant, underutilized, and potential properties to investigate.
- Look for online listings: Once you have a feel for the area, use online resources to further your search. Sometimes, properties and opportunities are only listed online without any physical indications onsite that the property is for sale. Where possible, follow this up with a visit to the physical site as well.
Leverage Your Network And Other Resources
Once you are in the best position to find commercial properties, you can begin to leverage your network and other resources:
- Seek out distressed commercial real estate in the area: Properties close to bankruptcy and foreclosure often present the best opportunities for profit and growth. If you can find distressed properties, these may be on the market at a discount, or there may be more room for negotiation with the seller, making for quicker turnaround times and increased profits.
- Leverage the knowledge of other investors and brokers: In many cases, other investors and brokers operating in the same area will know of properties and opportunities that they are not able to pursue. Attend industry events and network at the event with the view of gathering information and making deals.
- Partner with a commercial real estate broker: While the appeal to develop your own real estate opportunities is big, other brokers and industry insiders will have expertise, networks, and opportunities that you may not. Partner with brokers to access their listings, lower your risk, and gain new networks. Fees may apply, and profits may be less, but their knowledge and network will create opportunities that may not have been available to you otherwise.
How To Evaluate Commercial Real Estate
Many deals will succeed or fail based on your initial and detailed evaluation of a property. Giving your full attention to the evaluation stages of a commercial real estate deal will put you in the best position for a winning strategy.
To evaluate commercial real estate, follow these steps:
Prioritize Your Investment Goals
Commercial property investors usually enter the market for three reasons:
- Increased cash flow in a portfolio
- Long-term appreciation of an asset
- Equity growth
Before looking for a new investment property, decide which of these three is your motivator and align your strategies accordingly. For instance, a fix-and-flip property may not align with your current goals, capacity, and long-term strategy, even if it presents itself in your initial search. A clear focus will keep you on the best strategic path.
Research And Analyze Emerging Opportunities
Give extra consideration to properties that align with your investment goals and allow you to pinpoint the best locations. Take into account the:
- Rental and sales demand in the area
- Property value trends for other commercial real estate in the area
- Larger economic conditions that may affect sales and margins
Identify And Then Evaluate Potential Properties
Give special attention to the property’s:
- Location
- Features
- Local property market
- Potential returns
Analyze and evaluate each of these areas.
Do Financial Analysis And Due Diligence
A full financial analysis is crucial for any winning strategy in commercial real estate. For the financial analysis, this includes:
- Return on investment analysis
- Cash flow projections, and
- Net operating income projections
As part of due diligence, the following are critical:
- A full property inspection
- Title searches and checks
- Confirming zoning rights and regulations
- Other legal matters relating to the property
Financial analysis and due diligence will give you a comprehensive understanding of the property.
How To Find Buyers For Commercial Real Estate
In the same way that you have a real estate objective and strategy, so will potential buyers. Before looking for commercial real estate buyers, you’ll need to understand the objectives of potential buyers.
To do this, put yourself in the shoes of a buyer and map out their expectations, what they will look for in a property, and what information they will likely look for. When the time comes to sell a property, you will already have most of the information needed and greatly shorten the turnaround time.
Also, consider which type of buyer you are targeting or dealing with to tailor your information and dealings.
Different Types Of Commercial Real Estate Buyers
Not everyone is looking for commercial real estate for the same reasons; understanding why a buyer is looking in the first place may help you find the right type of buyer for your property. Typically, buyers fit into these categories:
- Existing or outside tenants who want to own instead of lease
- Business owners looking for new or larger premises
- New investors
- Investors expanding their CRE Portfolio
- Residential real estate investors entering the commercial market
- Commercial property owners doing a tax-deferred exchange
You may want to target a specific set type of buyers depending on the property you are selling, and you may also want to exclude some types. Knowing which buyer you are most likely to engage with will save you time and allow you to focus your attention.
Finding The Right Buyer For Your Property
Once you have identified which buyer is right for your property deal, then you can begin listing, promoting, and advertising your property.
First, list your property on commercial real estate databases and portals. Keep in mind the type of buyer you want to attract, and use this information to select which databases and portals are best for you. Some portals and databases charge commissions and fees. Research these before listing.
Second, you could partner with a broker who has a network of potential buyers. Especially if you are new in the market, the reputation of a respected broker in the market will open doors to buyers you may not have access to otherwise.
Lastly, leverage social media and other networks to connect with potential buyers. Target social media that has a high number of escrow officers, mortgage brokers, appraisers, and contractors. Contact these directly or use the site’s marketing platforms to promote the property.
Conclusion
When you are developing a strategy to evaluate commercial real estate opportunities, there are a few keys that will unlock your success: market research on properties and tenant needs, finding the best real estate opportunities, evaluating those potential properties, and using the most effective processes to find buyers. Put the steps above in place to develop your own winning strategy.