At a glance
- Ask about transactions in your segment (offices, industrial premises, logistics) over the past year.
- Ask for the asking price or rent to be substantiated with comparable transactions.
- Record the term of the instruction, exclusivity and withdrawal fees in writing.
On specialism and network
- How many transactions did you complete in my segment and region over the past year?
- Do you mainly work with owner-occupiers, investors or both?
- Which comparable transactions do you use to establish my asking price or rent?
On strategy
- Do you recommend selling or letting, or keeping both options open — and why?
- What incentives do you expect will be needed to let the property?
- How do you deal with prospective tenants or buyers who cannot demonstrate their creditworthiness?
On costs and the contract
- What is the total cost including VAT and property inspection fees?
- What is the term of the instruction, and how do I terminate it?
- What withdrawal fees apply if I terminate early?
On working together
Ask who your dedicated contact will be, how often you will receive reports on viewings and interest, and which dispute resolution body the agent belongs to. Request an appraisal from at least two commercial real estate agents; if one is substantially higher than the other, ask for the reasoning behind it.
Frequently asked questions
How many commercial real estate agents should I invite?
Two to three is the practical norm: enough variation in fees and appraisals without making the process unnecessarily lengthy.
Should I choose a local or national commercial real estate agent?
That depends on the segment: local market knowledge carries considerable weight for small industrial premises, while a national or specialist network is often more valuable for larger logistics or office properties.