Winning & Launching a Commercial Listing
From first call to signed agreement to live on market
The seller-side playbook for commercial agents, from the first qualification call to a live listing. Learn to prepare for a commercial listing appointment, build the underwrite, price on it with a broker opinion of value (BOV) and net sheet, run the presentation, and negotiate the listing agreement. Then launch with a complete offering memorandum, deal room, and buyer diligence package.
What you'll learn
- Qualify a commercial owner and verify who can sign before you prepare
- Research the property, owner entity, and tax, zoning, and title position from public records
- Build a lease-by-lease underwrite with in-place, normalized, and pro forma NOI
- Price on the underwrite with a BOV range, a financeable price, and a seller net sheet
- Run a listing presentation and draft an agreement with the right term, fee, tail, and addenda
- Launch with an offering memorandum, deal room, and buyer diligence package ready
Lessons
- 01
The Commercial Listing Appointment Roadmap
The full path from a commercial owner inquiry to a live listing: qualification call, who can sign, prep timeline, appointment structure, and roles.
12 min - 02
The Pre-Appointment Packet
The numbered commercial packet an agent assembles before every listing appointment: public-record research, the underwrite, pricing work, and the documents you present and sign.
13 min - 03
Researching the Property and the Owner
A repeatable Central Florida records workflow: property appraiser, official records, Sunbiz and signing authority, taxes and the assessment cap, zoning, flood, environmental, and the tenant and loan questions only the seller can answer.
13 min - 04
The Underwrite, the BOV, and the Net Sheet
Build the seller-side underwrite first, then price on it: normalized NOI, the lender lens, cap-rate and comp methods by asset type, a valuation range, and what the seller nets.
15 min - 05
Running the Commercial Listing Presentation
Discovery by owner type, walking the MaxLife Commercial booklet page by page, presenting your NOI against the buyer NOI, the marketing plan, objections, and the ask.
13 min - 06
The Commercial Listing Agreement and Addenda
The terms that matter in a Florida commercial listing agreement: term, fee, tail, exclusions, marketing costs, the lien act, disclosures, and the addenda to prepare before you walk in.
13 min - 07
Building the Listing Package and Launching
The commercial package: OM built from the underwrite, confidentiality agreement and deal room, the pre-assembled buyer diligence package, channels, offers, showings on occupied property, and reporting.
14 min
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