Define what you are selling
Different buyers value different uses.
An owner-user may focus on operational suitability, while an investor emphasizes durable income and lease risk. Vacant space, development land and a fully leased building need different marketing stories. Identify the property rights, acreage, improvements, equipment and other interests proposed for sale.
Confirm entity authority and ownership with counsel. Review existing loans, prepayment provisions, tenant rights, purchase options and recorded restrictions before promising terms. A business sale and a real estate sale are different transactions even when negotiated together. Establish which advisers and documents are needed for each.
Match the marketing plan to the asset and the buyer’s purpose.
PUT IT INTO PRACTICE
A restaurant operator wants to buy your building.
Identify your likely buyer type and any occupancy or sale restrictions.
Sources + Georgia context
Practical planning suggestions are original BJA learning material. Legal and program references are linked below. Verify current rules, local requirements and your documents before acting.
Answer the knowledge check correctly to complete this lesson. You can explore lessons in any order.