Investing in commercial real estate is a strategic decision that requires more than just capital. It’s a combination of the right timing, data, legal certainty, and experience – because every property has its potential for returns, but also its risks.

Here are five principles that everyone seriously buying or selling commercial real estate – from hotels to development projects – should know.

1. Location is no longer enough – return potential is what matters

When buying or selling commercial real estate, it’s not just the location that matters, but also a combination of location, return model, and growth potential.
An experienced investor doesn’t focus on the “town square or the outskirts,” but on future figures and opportunities.

Solution: Base your business strategy on accurate data: costs, occupancy, EBITDA, ROI, and acceptable risk levels. A quality real estate partner will prepare these inputs for you before the offer goes to market.

2. The right presentation = higher price

Commercial real estate also has its "first impression." A professionally prepared presentation can make a significant difference of tens to hundreds of thousands of euros – especially when targeting foreign investors or funds.

Solution: High-quality visualizations, a concise investor deck, a financial summary, and possibly even an "off-market package" for select buyers. Your offer must look like an investment opportunity, not an advertisement.

3. An accurate market analysis and pricing determine the success.

Commercial real estate is not sold based on gut feeling, but on data and market context. A price that’s too high means months of stagnation, while a price that’s too low unnecessarily reduces profit.

When selling, I often encounter situations where owners base their pricing on "emotional value," rather than on the actual income or market value..
On the other hand, serious investors immediately recognize when an offer doesn’t make financial sense.

Solution: Always rely on expert market analysis: comparison of similar transactions, current yield performance in the given segment, expected demand trends, and potential for value increase (e.g., through renovation, changing the use of the property, or legally clearing the ownership).

4. Legal and property setup determines the speed of the sale.

It’s not just about, what you’re selling, but how it's structured..
Unresolved ownership issues, unclear lease agreements, or missing occupancy permits can delay even a well-priced property.

Solution: Before entering the market, work with an expert to conduct a sales readiness audit – from the property title to due diligence and the legal structure of the transaction.

5. A quality real estate partner is not a broker – they are a strategist.

In commercial real estate, a broker should act more like an advisor or dealmaker..
His role is not just to find a buyer, but to create the opportunity, negotiate the terms, and deliver the transaction safely and efficiently..

Solution: Choose a partner with experience in the commercial sector, a strong sense for numbers, and a network of contacts among investors, developers, lawyers, and financing experts.

Commercial real estate is not just about bricks and land – it’s about strategies, returns, risk, and trust.
If you’re considering the sale or purchase of a hotel, apartment building, land, or any other commercial project, I’m ready to provide you with discreet expertise and maximum value for your investment.