Selling an existing building is one thing. Selling empty land is another. When there’s nothing to walk through yet, brokers have to help buyers see what could be built.
That’s the focus of a new story on REMAX News, “Selling ‘Blue Sky’: How REMAX Commercial Brokers Market Large-Scale Development Sites.” It follows three REMAX Commercial brokers (Roy Belson and Brian Hennessey of REMAX One, and Nathan Bragg of REMAX Time Realty) who are marketing about 138 acres of Jackson Ranch, a 415-acre campus along Interstate 5 in Kettleman City, Calif., for industrial and logistics development. The site could support up to 2.4 million square feet.
“The first rule is to understand you’re selling blue sky.”
Roy Belson, REMAX One
The story breaks down what’s working for the team:
- Sell the potential. Present the land as part of a larger master-planned campus, not just available acreage, and be specific about who you’re targeting.
- Build the foundation. Securing entitlements and advancing infrastructure planning lets buyers focus on their own requirements.
- Look at the end user. Start by asking who will want to be located here, and what the property is approved for.
- Bring it to life. Offering memorandums, architectural renderings and 3D visualizations help prospects picture the finished project.
- Use the power of the REMAX network. The brand’s reach and the connections between commercial brokers open doors to larger, more complex assignments.
If you work with land, development sites or complex commercial assignments, this is a practical read with ideas you can use right away.
