In the fast-paced world of commercial real estate (CRE), one truth stands above most others: sellers value surety of close more than anything else. When you’re the buyer, this can make or break your offer—regardless of the purchase price.
At Ellsbury Commercial Group, we’ve seen this dynamic play out across countless transactions. The buyers who consistently win are not always the ones offering the highest price—they’re the ones who can actually close the deal.
The Psychology Behind the Seller’s Mindset
When a seller puts a property on the market, they’re not just selling an asset; they’re making a calculated business move. The last thing they want is uncertainty. Deals that drag on for months, fall apart in due diligence, or get tangled in financing contingencies can create headaches, costs, and lost opportunities.
That’s why sellers often prefer a “clean” offer—one with fewer contingencies, shorter timelines, and a buyer who demonstrates the financial and operational capacity to close.
Even if another buyer comes in slightly higher on price, a seller might still choose the more reliable offer. In their eyes, a bird in the hand is worth two in the bush.
Contingencies and “Outs”: The Red Flags for Sellers
Many buyers—especially newer ones—try to protect themselves with layers of contingencies: financing, appraisal, environmental, or partner approval. While these clauses make sense from a buyer’s perspective, to a seller they can look like escape hatches.
Every contingency adds uncertainty, and uncertainty kills momentum.
When sellers review offers, they often ask:
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“Can this buyer actually close?”
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“How quickly can they get to the finish line?”
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“How many ways can they walk away?”
A buyer willing to shorten the due diligence period, put up a meaningful non-refundable deposit, or show proof of funds immediately sends a strong signal: I’m serious, and I’m capable.
What Sellers Really Value (Beyond Just Price)
Surety of close is paramount, but it’s not the only thing on a seller’s mind. Experienced sellers also value:
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Speed of Execution – A buyer who can move swiftly through due diligence and close on time saves the seller carrying costs and eliminates uncertainty.
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Credibility and Track Record – A buyer known for performing on deals will often win over one offering slightly more money but less reliability.
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Clean Terms – Straightforward offers without complex structures or vague partnerships are easier for sellers to trust.
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Professional Communication – Buyers who communicate clearly, ask smart questions, and handle negotiations respectfully build confidence and goodwill.
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Certainty of Funding – Sellers want to know your financing is lined up—or that you’re using cash. Having lender term sheets ready or proof of funds helps eliminate doubt.
Different Seller Situations Require Different Strategies
Not every seller is the same. Understanding their motivation is how you gain leverage and tailor your offer strategically.
1. Institutional Sellers
Institutions and REITs prioritize certainty and timing over emotion. They often have quarterly or fiscal deadlines, and a clean, on-time close can matter more than squeezing out a few extra dollars.
Strategy: Be organized, professional, and responsive. Submit proof of funds, lender references, and a timeline that aligns with their internal processes.
2. Private Owners or Family Offices
Private sellers might care about legacy, simplicity, or tax outcomes as much as price. They may not want to deal with a long escrow or complicated buyer structures.
Strategy: Keep it simple. Be transparent about your plans and financing, and show empathy toward their goals—whether that’s deferring taxes or protecting tenants.
3. Distressed or Time-Sensitive Sellers
In these situations, time truly is money. Sellers want a buyer who can close fast, with minimal friction.
Strategy: Offer quick due diligence, waive non-essential contingencies, and show liquidity upfront. A fast, sure close can beat higher offers that require lengthy approval processes.
How to Be the Buyer Sellers Say “Yes” To
If you want to grow your commercial real estate portfolio quickly, learn to think like a seller. Every time you make an offer, ask yourself:
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Does my offer give them confidence I’ll close?
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Am I solving a problem for them—or creating new ones?
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Are my terms clean, clear, and fair?
The best investors build reputations for closing what they put under contract. Over time, that reputation opens doors—off-market opportunities, broker loyalty, and seller trust. And in CRE, trust is currency.
The Bottom Line
Anyone can write a big number on an LOI. But the pros know the real value lies in certainty of execution.
To sellers, a solid buyer with a clean offer isn’t just a preferred choice—it’s peace of mind.
To sellers, a solid buyer with a clean offer isn’t just a preferred choice—it’s peace of mind.
At Ellsbury Commercial Group, we believe in structuring offers that give sellers confidence while creating lasting value for our investors. Because in commercial real estate, the fastest path to growth is mastering the art of the sure close.
