If you’re selling commercial real estate, your initial pricing strategy can determine whether your property attracts strong interest or sits unnoticed on the market.

The video explains that price is the most important factor for many prospective buyers. Although you might be tempted to list your property above its true value to “test the market” or leave room for negotiation, that approach can work against you.

Your property typically receives the most attention during the first 30 to 90 days after it is listed. This is when motivated buyers and tenants are most likely to be watching. If your property is priced too high and remains on the market, you risk losing that initial momentum. Once potential buyers see that the property has been sitting for a long time, they may assume something is wrong—or simply move on to other opportunities.

Instead, you should consider pricing the property competitively from the beginning. An accurate price can attract more qualified buyers, create urgency, and potentially lead to multiple offers. While quick contracts and bidding competition are often associated with residential real estate, the same results are possible in commercial real estate when the pricing strategy is right.

The key takeaway is simple: don’t price high and wait for the market to catch up. Price your property according to its actual value so you can take advantage of peak buyer interest from the start.