The short version: a commercial property in South Florida sells for the most money when it is priced on the income it can produce, marketed to buyers beyond the local pool, and negotiated by someone who has closed the same kind of deal many times. This guide walks through the process the way we run it at The DeMarco Real Estate Group at RE/MAX 5 Star Realty, step by step, so you know what to expect before you sign anything.
Step 1: Decide whether selling is the right move
Before pricing, decide what you want from the property. Selling converts equity to cash and closes the file. Leasing keeps the asset and the income. Refinancing pulls cash out while you hold. A 1031 tax-deferred exchange lets you sell and buy a replacement property without paying capital gains tax now, provided you identify the replacement within 45 days and close within 180. Owners of appreciated property in Broward, Miami-Dade, and Palm Beach counties often find the exchange is the difference between a good sale and a great one. Talk to your CPA and to a broker before you list; the right advice at this stage is worth more than any marketing.
Step 2: Get a broker opinion of value
A commercial property is valued on three things: comparable sales of similar properties in the same market, the income the property produces now and can produce after lease renewals or rent increases, and the cap rate buyers are currently paying for that asset type. Retail, industrial, office, multifamily, medical office, and assisted living all trade at different cap rates, and those rates move with interest rates. A broker opinion of value puts all of that in one document, with the math shown, so you can see how the number was reached. Ours is free and confidential, and it is prepared by a team led by a CCIM, the commercial industry’s highest designation for investment analysis.
Step 3: Price to the market, not to the pitch
The most expensive mistake a seller makes is choosing the broker who quotes the highest number. A property priced above what the market will pay draws no offers in its first weeks, then sits, then sells for less than it would have if priced correctly on day one, because buyers assume something is wrong with it. A property priced to the market draws competing offers, and competition is what produces a price above the comparables. Ask any broker you interview to show you the comparable sales and the pro forma behind their number. If they cannot, the number is a guess.
Step 4: Prepare the property and the package
Buyers underwrite from documents. Before marketing, gather the rent roll, three years of operating statements, copies of leases and amendments, a survey, the title policy, environmental reports if any, and a list of capital improvements with dates. Fix deferred maintenance that a buyer’s inspector would flag; a leaking roof costs more in negotiation than in repair. The offering memorandum should present the rent roll, expenses, and a pro forma a lender can finance, with professional photography and, for larger assets, video and aerials.
Step 5: Market to buyers you would never reach alone
The local pool of buyers is small, and the buyer who pays the most is often not local. A complete marketing program puts the property on CoStar, CREXi, LoopNet, and the MLS, sends it directly to a list of qualified investors and 1031 exchange buyers with deadlines to meet, runs targeted social media and email campaigns, and reaches the RE/MAX network in more than 110 countries. International buyers have accounted for more than $600 million in purchases through our team; a listing that never reaches them leaves money on the table.
Step 6: Qualify buyers and negotiate terms, not just price
An offer has a price and it has terms, and the terms decide whether the price survives to closing. Deposit size and when it goes hard, the length of the inspection period, financing contingencies, the closing date, and what happens if the buyer walks all affect your net proceeds. A buyer with proof of funds and a short inspection period is often worth more than a higher offer from a buyer who needs 90 days and a loan. This is where experience matters most: knowing which buyers actually perform and where deals fall apart.
Step 7: Manage due diligence and close
Between contract and closing, the buyer inspects the property, reviews the leases and estoppels, arranges financing, and confirms title. Problems surface here, and they are solved by anticipating them: estoppel certificates requested early, a lender who can close, a title company that has handled commercial property, and a broker who keeps every party on the calendar. A typical South Florida commercial closing runs 30 to 90 days after contract.
What it costs to sell
Brokerage commission is agreed in the listing agreement and paid at closing from the proceeds; there is no upfront fee. Sellers also pay Florida documentary stamp tax on the deed, title-related charges depending on the county’s custom, prorated taxes and rents, and any loan payoff or prepayment penalty. Ask for a net proceeds estimate before you list so the number you plan around is the number you keep.
Why the agent you choose matters
Two similar buildings on the same street can sell months apart at prices thirty percent apart. The difference is rarely the building. It is the price it was listed at, how many qualified buyers saw it, and how well the contract was negotiated. The DeMarco Real Estate Group at RE/MAX 5 Star Realty has closed more than $1 billion in real property since 2006, was the #1 RE/MAX Commercial team in Florida for 13 consecutive years (2013 through 2025) and #1 worldwide in 2020 through 2024, and is led by John DeMarco, CCIM. Request a free broker opinion of value or call (954) 453-1000. The DeMarco Real Estate Group at RE/MAX 5 Star Realty, 1901 Harrison Street, Hollywood, FL 33020.
Questions sellers ask
How long does it take to sell a commercial property in South Florida?
Priced to the market, most properties draw their best offers within three to six weeks and close 30 to 90 days after contract. Overpriced properties take months and sell for less.
Do I need an appraisal to sell?
No. A broker opinion of value is enough to set a listing price. The buyer’s lender will order an appraisal during due diligence.
Should I lease the vacant space before selling?
Usually yes, if you can lease it at market rent to a credit tenant on a term of three years or more. Income property is valued on income, and a signed lease is worth more to a buyer than a vacant space and a promise.
Can I sell an occupied building?
Yes. Tenants stay in place under their leases, and the buyer takes over as landlord at closing. Estoppel certificates from each tenant confirm the lease terms for the buyer and lender.
This guide is general information from The DeMarco Real Estate Group at RE/MAX 5 Star Realty, not legal, tax, or investment advice; consult your CPA and attorney on your specific situation. Prepared with AI assistance and reviewed by The DeMarco Real Estate Group.
