So, you want me to list your business ...

Great! I'm the Listing Queen! I love listings! But there are a few things you should know, if you want your commercial business and real estate to sell fast. I need financials. That's right, the knitty-gritty. What you make. That's what an investor would want, and rightly so. Wouldn't you? Wouldn't you? (Yeah, I wrote that twice.)

Too often I hear, "that's none of anyone's business." This is a seller-created negative roadblock. Or, how about, "if they know this business, they know how much they can make here." This is a seller-created negative roadblock. And then there's this one, "my personal finances are included with my business finances on my tax returns, so I cannot provide that." This is a seller-created negative roadblock.

Negative energy does not sell properties. If you want to sell it, sell it. If you've "hidden" the profits, fine. And investors understand that. But you have to show something. And it should be an escalating, if only slightly, profit margin over a two- or three-year period. It's what an entrepreneur wants to see. Wouldn't you? Wouldn't you?

A person buying a business knows they'll probably lose the first year. But they want to know what the potential is for the following years. They want to know what their chances are of making a go at it with your store. What's wrong with that?

Unless you're selling your property for the land only, or it's in a great location for redevelopment and you know what you've got and that people will want it, you need the facts and figures for the buyer.

Would you buy a retail property, or restaurant, or bar, etc., if the owner says, "well, I'm not supplying any financials, sorry"? Would you? Maybe you would. Most people who are looking to stay and make a profit will go elsewhere.

It's not like buying a house. They're not going to fall in love with the investment, marry it, and stay with it for 25+ years. Chances are they'll make their profit for a few years and move on. And, hopefully, at least if they're gonna call me to list it, they'll have all of their financials in place.

More later, on the Commercial RE $cope ...