Why a Little Vacancy Can Help You Sell

Selling real estate isn’t only about the asking price or high-quality marketing brochures. Successful sales ultimately depend on how well your property is positioned against all the other properties prospective buyers are considering simultaneously. That means capturing, and keeping, a buyer’s attention is critical. A well-timed vacancy does exactly that. A vacancy invites meaningful buyer engagement, gives sellers leverage in negotiations, and reduces tenant-related friction during the marketing and sale process. Consider this:

1) A vacancy tends to attract more serious buyers. When a listing broker can freely show a vacant unit or building and present it in the best light, it drives more tours. More tours create more competition, which increases the likelihood of selecting a reliable buyer. More importantly, getting a buyer on-site does what no drive-by, LoopNet listing, or offering memorandum can. It creates a controlled setting where the listing broker can walk a buyer through the deal: highlight its upside, explain the cash flow, and emphasize the property’s strongest attributes. Additionally, meeting a buyer in-person during an initial tour provides valuable insight into the buyer’s level of interest.

2) A vacancy encourages buyers to underwrite deal upside. By walking through a vacant unit or building, a buyer can envision any necessary renovations, better understand the floor plan layouts, and imagine how to add value to the property to increase cash flow or adapt the property to their own business needs in real time.

3) Finally, a vacancy reduces tenant disturbances. Especially with apartment sales, even cooperative tenants wear down overtime. A dedicated, showing-ready unit or a vacant building, in the case of commercial property, limits disruptions and preserves goodwill with tenants.

Eric Lowe is the owner and founder of Pierson Post, a commercial real estate brokerage based in Bonita, CA. He began his career as an attorney handling complex real estate transactions across Southern California. As a broker, Eric helps owners decide when and how to sell, designs targeted marketing strategies, and guides 1031 exchanges. He blends institutional deal expertise with boutique client service. Contact Eric at 618-813-7583 or elowe@piersonpost.com.