Selling Your Commercial Property? Get Ready Before Going to Market

Preparing a commercial property for sale involves more than arranging photographs and choosing an asking price. Buyers need to understand the building, the occupation arrangements and the information supporting the opportunity.

Whether you own a shop, office or industrial unit in Devon or the wider South West, organising the details before launch can help your agent present the property clearly and respond to enquiries.

Start with your objectives

Explain why you are considering a sale and what matters most to you. You may be releasing capital, changing your investment portfolio or relocating your business. Discuss your preferred timescale and any circumstances that could affect access or completion.

Your agent can then help you consider the likely buyer audience and an appropriate marketing approach. The strategy for a vacant unit suitable for an owner-occupier may differ from that for an investment let to a business tenant.

Clarify the occupation position

Establish whether the sale will be subject to an existing tenancy or whether vacant possession is proposed. If a tenant is in occupation, gather the lease, rent details, review dates, break provisions and relevant correspondence.

Tell your advisers about arrears, concessions, disputes or informal arrangements. Clear information allows questions to be addressed properly rather than emerging unexpectedly later.

If you intend to offer vacant possession, discuss how that will be achieved with your solicitor. Do not assume that the marketing description alone determines when an occupier must leave.

Organise the property documents

Ask your solicitor which documents are required for the sale. Depending on the property, these may include title information, plans, permissions, guarantees, maintenance records and details of rights affecting access or services.

Check that the description of parking, loading areas, yards and shared facilities is accurate. If a plan differs from the building as it stands, flag the discrepancy early.

Create a clear document index so your agent and solicitor know what is available and what is still being obtained. Do not guess at missing information; identify the gap and arrange the appropriate enquiry.

Review the EPC position

Commercial premises generally require an Energy Performance Certificate when sold, subject to exemptions. The certificate grades energy efficiency from A to G and is normally valid for ten years.

Check whether a valid EPC is available and arrange a commercial energy assessor where needed. An exemption should be established rather than assumed. GOV.UK explains the main requirements and exempt categories.

Discuss condition and presentation

Make the premises accessible and presentable for photography and viewings. Clear unnecessary clutter, attend to manageable maintenance and consider how buyers will inspect areas such as stores, plant rooms and loading bays safely.

If known defects or outstanding works could affect a transaction, discuss how they should be investigated and communicated. A survey may help clarify condition issues, but the appropriate scope depends on the property and the purpose of the instruction.

For occupied premises, agree viewing arrangements that respect the tenant’s business and the relevant access provisions.

Agree the price and marketing approach

Ask your agent to explain the evidence behind their recommendation, including relevant comparable transactions and the property’s particular strengths and constraints.

An agency market appraisal supports a marketing discussion. If you require a formal valuation for a specific purpose, explain that separately so the appropriate instruction can be agreed.

How Winfields can help

Winfields’ commercial agency and surveying teams can discuss the property, your objectives and any further advice needed before launch. Early preparation gives everyone a clearer foundation for the sale.

Thinking of selling commercial premises? Contact Winfields to discuss your property and the next steps towards bringing it to market.

This guide is aimed at commercial sellers in England and Wales, with a focus on Devon and the South West.