346. What Do You Do When A Property Just Won't Sell? | Office Hours

Key Takeaways:

Strategies for Hard-to-Sell Properties:

If a property (like a restaurant in Miami) won’t sell, don’t just focus on price; consider marketing it differently (e.g., as an event venue or multi-tenant investment).

Address non-price obstacles—such as lack of parking and negative owner reputation—possibly by bringing in a neutral negotiator.

Retail Market Challenges & Outlook (2025):

Retail remains resilient but faces major headwinds: tariffs have increased costs, consumer sentiment is softening, and lay-offs/store closures are rising.

Local, neighborhood-serving strip centers are considered more stable than big-box retail.

Mixed-use developments in urban cores are the future; suburban power centers may struggle.

Brokerage & Investment Advice:

For brokers—especially new associates—focus on adding value during cold calls instead of asking for business immediately. Build relationships by sharing market insights.

Use drone technology for thorough roof/property inspections.

Market Adaptation:

Consider creative repositioning or adaptive reuse for stubborn or distressed properties.

Target a broader or alternative set of buyers, including investors from outside the immediate market area.

Action Items:

Bring in a neutral third party for difficult sales negotiations.

Explore alternative uses and marketing strategies for unsold properties.

Analyze the property for new value propositions.