Summary
Locate Negotiate was engaged by a long-standing client who we have advised, along with members of her extended family, on property matters for more than 10 years. On this occasion, we were appointed to manage the sale of a North Sydney property with potential development upside.
We recommended a targeted off-market strategy focused on active developers and strategic investors, with a full market campaign held in reserve if required. The right selling agent was appointed based on development experience, market knowledge and access to qualified buyers.
Key Points
- Objective: Maximise the sale outcome through a targeted off-market strategy.
- Positioned the property specifically to developers and strategic investors.
- Appointed an agent with the right experience, contacts and buyer database.
- Two credible buyers emerged with compelling but conditional offers.
- Worked closely with the client and agent to test each buyer, improve the offers and negotiate better commercial terms.
- Provided independent advice on the relative strength, risk and conditions of each proposal.
- Guided the client through the negotiation so the final decision was based on the best overall commercial outcome, not simply the highest headline price.
Outcome
After a week of active negotiation, both buyers submitted final offers. Our involvement was instrumental in improving the deal structure, working through the conditions and helping the client identify the strongest overall proposal.
The preferred offer was accepted and the property sold off-market without the need for a full sales campaign. The result demonstrated the value of having an experienced independent advocate driving the strategy, challenging the terms and protecting the client’s position throughout the negotiation.