Here is how to get it right.

• 1

  Get Your Paperwork in Order

  Before anything else, make sure your key documents are ready:

  • EPC (Energy Performance Certificate)
  • Electrical safety reports
  • Asbestos survey (particularly for buildings constructed pre-1999)
  • Lease documentation (if tenanted)
  • Title plans and boundaries

  Missing or outdated information slows deals down and can give buyers an excuse to chip the price.

  Common mistake: Waiting until a buyer asks for this information. By then, you are already on the back foot.

• 2

  Understand What You're Selling

  It sounds obvious, but many owners don't fully understand how their asset will be viewed by the market.

  • Is the rent at market level?
  • Are there asset management angles such as rent reviews, lease re-gears or redevelopment?
  • Are there any legal or physical issues that need addressing?

  A buyer isn't just buying a building. They're buying an income stream and future potential.

  Common mistake: Overpricing based on what you think it's worth rather than taking professional advice.

• 3

  Fix the Easy Wins

  You don't need a full refurbishment, but small improvements go a long way:

  • Tidy external areas
  • Address obvious maintenance issues
  • Improve first impressions: entrance, signage and common parts

  Perception matters. A well-presented property suggests a well-managed asset.

  Common mistake: Leaving the property as it is and expecting buyers to look past it.

• 4

  Know Your Numbers

  Serious buyers will analyse your property quickly and thoroughly. Make sure you can clearly present:

  • Current rent and income
  • Outgoings and service charges
  • Lease terms and tenant strength
  • Any upcoming lease events

  If you can't explain the numbers clearly, buyers will assume the worst.

  Common mistake: Providing incomplete or unclear financial information.

• 5

  Consider a Measured Building Survey

  For older or complex properties, obtaining a measured building survey — and even a broader building survey — can be a smart move. It helps to:

  • Confirm accurate floor areas
  • Identify layout inefficiencies
  • Highlight potential for reconfiguration or development
  • Uncover issues early, before a buyer does

  Addressing issues upfront puts you in control of the narrative. Buyers may still carry out their own survey, but they will have sight of key information at the point of making an offer. This significantly limits the ability to renegotiate on price later, as issues have already been identified and priced into their thinking.

  Common mistake: Allowing problems to be uncovered late in the process, weakening your negotiating position.

• 6

  Your Solicitor Can Make or Break the Deal

  A good solicitor can make a deal and a bad one can kill it. Instructing a solicitor early and preparing a legal pack upfront helps keep momentum and gives buyers confidence to proceed.

  Speed matters. The longer a deal drags on, the more chance something goes wrong — whether that's market movement, buyer nerves or issues being uncovered late.

  When choosing a solicitor, don't just default to who you've always used. Do a bit of due diligence:

  • How busy are they currently?
  • How quickly can they realistically transact?
  • Is there support in place if they're away?
  • Do they regularly handle commercial property transactions?

  You get what you pay for, and legal performance is just as important as choosing the right agent.

  Common mistake: Appointing a solicitor without considering capacity, experience or speed.

• 7

  Think About Timing

  Market conditions matter, but so does your property's position.

  • Is a lease renewal coming up?
  • Would a re-let increase value before sale?
  • Are you better selling with short-term income or securing a longer lease first?

  The difference can be significant.

  Common mistake: Rushing to market without considering how timing affects value.