How to Evaluate Offers on Your Commercial Property: It’s Not Just About Price!

Oct 28

Getting multiple offers on your commercial property? Don’t just chase the highest number—here’s what really matters before you sign.

When multiple offers hit your inbox, it’s tempting to focus on the highest number. But in the world of Triangle commercial real estate, the best offer often depends on far more than price alone. A savvy seller knows that deal certainty, timing, and buyer credibility can make or break your return.

1. The Offer Price Is Just the Starting Line

Price matters—but it doesn’t guarantee the deal will close. Ask:

Is the buyer offering cash or financing?
Do they have a lender pre-approval specific to commercial property?
Have they purchased similar assets before?

In the Triangle, local buyers who know the submarket (like Durham’s Research Triangle Park or Cary’s office parks) often close faster and with fewer hiccups than out-of-state investors.

2. Contingencies Can Cost You Time and Leverage

Many offers include contingencies for financing, inspections, or appraisal. These can protect the buyer—but they also create exit ramps.
A shorter due diligence period and clearly defined scope of inspections signal stronger intent. In North Carolina, a buyer’s due diligence fee (which is non-refundable) shows commitment—so a higher fee often offsets a slightly lower offer price.

3. Earnest Money and Deposit Structure

Don’t overlook the deposit timeline. Is the earnest money fully deposited upfront or staggered? Is it refundable? Some sellers use a staggered deposit structure—increasing the buyer’s financial commitment as they move closer to closing.

4. Consider the Buyer’s Intended Use

If the buyer needs to rezone, obtain special permits, or modify the property extensively, those conditions could delay or derail the deal. Check that their intended use aligns with Durham’s Unified Development Ordinance (UDO) or similar zoning overlays in Wake and Orange counties.

5. Evaluate Broker Communication

A responsive buyer’s broker can keep due diligence, appraisals, and title work moving smoothly. Communication saves deals. Don’t underestimate a team with proven local experience.

Robert Hunt