The Property: A 4,000 square foot Scottsdale Office Condo with Character

Dave and Brian were successful partners in an architectural firm, but their future plans no longer included owning their office together. Dave had sold his interest in the business to Brian and was preparing to retire out of state. Managing commercial property from afar wasn’t part of his retirement plan. Brian, meanwhile, drove 45 minutes each way to work. He wanted to relocate the business closer to home and Phoenix’s major freeways. Their 4,000-square-foot Scottsdale office condo was beautifully designed, featuring Frank Lloyd Wright-inspired architecture, executive offices, a conference room, planted atrium, collaborative workspace, and breakroom. It was the kind of office that made you want to come to work. Better yet, it was move-in ready—a valuable advantage for business owners seeking commercial office space without the expense and delays of major tenant improvements.

The Phone Call: We Need to Sell, and Fast!

Another crystal-blue Arizona day accompanies me as I drive to a listing consultation. My phone rings, interrupting a very effective internal pep talk. “Hi, this is Andrea,” I automatically answer, silently wishing I’d let the call go to voicemail. “Hi, Andy, it’s Denise.” Andy. That tells me it’s a friend. “Listen, Dave and I finally found our dream house in Wyoming! We have a short inspection period, and we want to sell his office condo to put the money into the new house. Will you list it?” “Of course! Congratulations! But you know selling commercial real estate generally takes longer than selling a residence, right?” I exit Loop 101, mentally calculating the odds of catching every green light. “I know you’ll think of something,” Denise replies. Denise is a top-producing residential agent. Her expectations are high, and patience isn’t necessarily her favorite virtue. “Even with limited inventory, selling and closing could take six months,” I caution. I Know, But… “I know, but I’ve witnessed the miracles you manage for your clients,” Denise counters. “I know, but two weeks is hardly enough time to prepare the marketing materials. I don’t want you to have unrealistic expectations.” I pull into a parking space. It’s 2:58 p.m. I pride myself on being on time. “I know, but if anyone can do it, you can. Send me a listing agreement and comparable sales. We’ll discuss everything tonight. See ya!” Click. She’s gone. And that, my friends, is why Denise has been the top producer in her 100-agent brokerage for five consecutive years. I shake my head and skedaddle into my meeting.

Scottsdale Commercial Real Estate: When Market Conditions Align

Dave’s office condo was located in a premier Scottsdale neighborhood surrounded by multimillion-dollar homes. Commercial infill land was essentially nonexistent, limiting new competing development. At the time, office condo inventory was low, and small business owners were exploring opportunities to purchase rather than lease. For an established business, owning commercial real estate can provide equity, occupancy cost control, and potential long-term appreciation. Move-in-ready office condos with high-quality improvements were particularly difficult to find. Dave’s property checked nearly every box. For Dave and Denise, the stars had aligned. Now we needed a marketing strategy to capitalize on the opportunity.

The Marketing Strategy: Creating Demand and Urgency

Two determined marketing gurus meet at Starbucks. One commercial real estate broker. One top-producing residential agent. After reviewing comparable office condo sales, we agree to list the property at $400 per square foot, or $1,600,000. A comparable property had sold for approximately $387.50 per square foot, making our asking price $50,000 higher. Was our pricing aggressive? Absolutely. Could it present an appraisal challenge for a financed buyer? Possibly. But we weren’t simply selling 4,000 square feet of office space in a desperate Buyer driven market. We were selling a beautifully improved, move-in-ready property in a desirable Scottsdale location with limited competition. “Denise, timing is on our side. I’ve devised a marketing plan to take advantage of the low inventory. If I’ve gauged the market correctly, we may have a buyer before we know it.” “Go on.” Denise sips her latte and raises her eyebrows. “Everything I’m proposing is at the company expense. We’ll install a professional property sign immediately. Our sign vendor is on notice. Second, we can get a professional photographer here tomorrow and the brochure will be done 24 hours later.” “You’ll have a brochure in 48 hours from now? We don’t do it that way in residential.”  I smile.

Go Beyond Traditional Commercial Real Estate Marketing

“What’s the big deal about professional photography? Isn’t that a given?” She clicks her ring against her coffee mug. I place a competing property’s brochure on the table. “This is our competition.” The photos were taken with a cellphone, poorly lit, and barely edited. “Which property would you want to tour?” I ask? Denise studies the brochure. “I’m surprised the big brokerage houses don’t expect more,” she remarks, pointing at the logo. I nod and continue. “When we post on CoStar and LoopNet, brokers and buyers searching for Scottsdale office space can discover the property. Simultaneously, we’ll email our database of business owners, investors, and commercial brokers.” “I like it. And…” Denise says, noticing my emerging smile. “And we’ll personally canvass the complex, informing neighboring business owners that the office condo is available.” Existing businesses already understand the location’s benefits. Some may want to expand, relocate, or purchase an additional property. “Urgency, Denise. That’s what we’re creating. Urgency!” The aroma of freshly roasted coffee drifts across the table. I inhale deeply and lean back. “This just might work.” I think.

The Results: Three Offers in One Day!

Within one day of executing our commercial real estate marketing plan, we received three offers! We were thrilled. Rather than immediately accepting the first offer, we invited each buyer to submit their highest and best offer within 24 hours. The result? All three buyers offered the full asking price of $400 per square foot—$1,600,000! But the highest price isn’t always the best offer.

The Deciding Factor: Cash Versus Financing

Although all three buyers offered asking price, their contract terms differed. Dave and Denise selected an all-cash buyer. Why? Because a financed buyer generally faces lender underwriting and appraisal requirements. With our aggressive pricing, a low appraisal could jeopardize the sale or trigger renegotiations. The all-cash offer eliminated the lender appraisal contingency and provided greater certainty of closing. In commercial real estate, price matters, but certainty of closing matters, too. There was just one small problem. The buyer could close sooner than anyone expected!

The Solution: A Commercial Sale-Leaseback

Brian’s architectural firm wasn’t ready to relocate. Meanwhile, the buyer still had time remaining on an existing lease.  What could have become a problem turned into an opportunity. We proposed a two-month sale-leaseback. The seller would complete the sale and lease the office back from the new owner for two months. This gave Brian time to relocate without disrupting business operations. The buyer received two months of rental income to help offset the cost of carrying both properties. A simple, creative solution benefited everyone. That’s what successful commercial real estate negotiations should accomplish.

Do the Math: The $50,000 Difference

Property valuation	Amount
Office condo size	4,000 SF
Comparable sale	$387.50/SF
Comparable property value	$1,550,000
Asking price	$400/SF
Final sale price	$1,600,000
Premium over comparable	$50,000

$12.50/SF × 4,000 SF = $50,000.

The sellers achieved a price $50,000 above the comparable property.

While property characteristics and market conditions also influence pricing, professional presentation, strategic outreach, and competitive buyer interest helped position this property for an exceptional outcome.

Three Wins from One Commercial Real Estate Transaction

• Win #1: The Seller: Dave and Denise achieved their financial goal, received full asking price, and closed within their desired timeframe.
• Win #2: The Buyer: The buyer acquired a move-in-ready Scottsdale office condo without major tenant improvements.
• Win #3: Both Parties: The sale-leaseback provided relocation flexibility for the seller and temporary rental income for the buyer.

Everyone walked away with a solution that worked.

Dear Business Owner: The Name of the Game

$$$ Tip: Hire a commercial real estate listing broker who understands market intelligence, strategic pricing, professional marketing, and direct buyer outreach. Business Owner Tip: When market conditions favor sellers, take advantage of the opportunity. Strategic marketing can help create urgency and competitive buyer interest. Davis-ism: Great commercial real estate marketing doesn’t simply advertise a property. It tells the property’s story, reaches the right audience, and gives buyers a compelling reason to act. Sometimes the stars align. Other times, a great commercial real estate broker helps put them in position.

Frequently Asked Questions About Selling Scottsdale Office Condos

How long does it take to sell an office condo in Scottsdale?

Marketing time depends on location, asking price, property condition, buyer demand, and market inventory. Some office condos attract offers quickly; others take several months. Due diligence and escrow add time after a contract is executed.

What is the best way to market commercial real estate?

An effective commercial real estate marketing strategy combines professional photography, compelling brochures, CoStar and LoopNet exposure, property signage, broker outreach, targeted email campaigns, and direct communication with potential buyers.

Can strategic marketing increase a commercial property’s sale price?

Strategic marketing can increase exposure, generate qualified buyer interest, and encourage competing offers. However, final pricing depends on market conditions, property characteristics, and negotiated terms. Results are never guaranteed.

What is a commercial sale-leaseback?

A sale-leaseback allows a property owner to sell commercial real estate and lease it back from the buyer for an agreed period. It can provide the seller with sale proceeds and continued occupancy while generating rental income for the buyer.

Is an all-cash offer better than a financed offer?

Not always. Cash offers may reduce financing and appraisal-related risks, but sellers should evaluate the complete offer, including price, earnest money, contingencies, proof of funds, and closing timeline.

How do I determine the value of my Scottsdale office condo?

Office condo values are commonly evaluated using comparable sales, price per square foot, location, condition, improvements, parking, and buyer demand. An experienced commercial real estate broker can prepare a Broker Opinion of Value to help determine an appropriate asking price.

Thinking About Selling Commercial Real Estate in Arizona?

At Davis Commercial AZ, we combine local market intelligence, cutting-edge digital marketing, professional property presentation, and personalized platinum-level service to help owners position their commercial properties for success. Whether you’re selling an office condo, medical office, industrial building, retail property, or investment asset, your marketing strategy matters. Let’s discuss your property’s potential and how to position it for the right buyer. Andrea Davis, CCIM Owner & Designated Broker | Davis Commercial AZ Explore more stories in our Dear Business Owner series and discover Andrea’s books, SimpLEASEity and Simply Own It. Editor’s note: Transaction pricing and size have been adjusted to illustrate the marketing strategy using updated figures. Actual results vary by property and market conditions.