Every commercial transaction has a story behind it—and some deals stand out not just for their value, but for the complexity, collaboration, and strategy required to get them across the finish line. One recent transaction—a $XM industrial sale in Fishers, Indiana—was just that kind of deal.
At Annie Scott Realty Group LLC, I approach each listing with a tailored strategy and relentless commitment to my client’s goals. Here’s a behind-the-scenes look at how we navigated this industrial sale from listing to close—and the lessons it offers to buyers, sellers, and investors across Indiana.
The Property: A Rare Industrial Opportunity in Fishers
Located in the heart of Fishers’ rapidly growing commercial corridor, the property featured:
- XX,XXX square feet of warehouse and office space
- Prime access to I-69 and 116th Street
- Flexible zoning and expansion potential
- Occupied by a long-term tenant with below-market rent
The challenge? Balancing the seller’s desire for maximum value with market expectations—and navigating a rising interest rate environment.
Step 1: Strategic Positioning & Market Analysis
Before we went to market, I conducted a detailed valuation analysis, examining:
- Comparable industrial sales across Hamilton County
- Cap rate trends and rent roll performance
- Zoning, development potential, and use flexibility
We positioned the asset as a value-add opportunity for both investors and owner-users, emphasizing the upside in lease renegotiation or repositioning.
Step 2: Pre-Market Preparation
I worked with the seller to prepare the property for maximum visibility:
- Gathered detailed financials and lease abstracts
- Ordered a Phase I environmental assessment in advance
- Captured high-quality photos and drone footage
- Created a professional offering memorandum for buyer packages
I also tapped into my private investor network before launching the listing publicly—sparking early interest from serious buyers.
Step 3: Targeted Marketing Campaign
Our multi-channel marketing strategy included:
- Listing on CREXi, LoopNet, and broker-exclusive platforms
- Direct email to over 500 qualified investors and brokers
- Outreach to national buyer reps with clients seeking Midwest industrial assets
- Social media visibility via LinkedIn and niche commercial groups
Within two weeks, we had multiple offers on the table, including a mix of all-cash, 1031 exchange, and financing-contingent proposals.
Step 4: Offer Negotiation and Buyer Vetting
Rather than simply taking the highest bid, I focused on the best-qualified buyer—one with:
- Proof of funds and financing lined up
- Experience with light industrial assets
- A track record of smooth, timely closings
We negotiated favorable terms, including a short due diligence window, limited contingencies, and seller leaseback flexibility to assist in their transition.
Step 5: Due Diligence & Closing Support
Even with a strong offer in hand, the process wasn’t without hurdles:
- The buyer’s lender required updated environmental documentation
- Title research uncovered a minor easement issue
- We coordinated with city officials to clarify permitted uses
With clear communication and proactive coordination, we resolved every issue before the scheduled closing date—ensuring a clean, on-time transaction.
The Outcome
✅ Closed at $XM
✅ Exceeded seller’s target price
✅ Buyer retained tenant and positioned for long-term upside
✅ Smooth close in under 60 days
This deal wasn’t just about numbers—it was about trust, timing, and execution. The seller walked away with a strategic win, and the buyer acquired a high-performing asset in one of Indiana’s strongest commercial submarkets.
Final Thoughts
Whether you’re selling a warehouse, buying a flex space, or expanding your investment footprint, success in commercial real estate requires more than listings—it demands strategy, experience, and a broker who knows how to deliver results.
At Annie Scott Realty Group LLC, I treat every property like a flagship listing—because every client deserves the highest level of service and expertise.
Let’s talk about your commercial goals—and how I can help you achieve your next win.
Photo Credit: Luxury Presence
Sources:
- CoStar Submarket Data (Fishers Industrial)
- CREXi Listing Performance Reports
- Indiana Secretary of State Business Search
- Hamilton County GIS and Zoning Records
