Commercial real estate success results from strong relationships, expertise

By Larry Eliason

As a Commercial Real Estate Broker, my focus is to provide my clients with sound Commercial Real Estate advice. I specialize in Sales and Acquisitions Representation for Sellers and Buyers and Commercial Real Estate Leasing Representation for Landlords and Tenants.

As a seasoned Maine Licensed Real Estate Broker, I have developed a diverse set of skills by accumulating years of experience that includes Sales and Marketing, Contract Negotiation, Due Diligence, Planning and Approval Process, Commercial Real Estate Financing and Commercial Broker Opinion Valuation to name a few.

I wanted to provide some basic Commercial Real Estate Terms to help Sellers, Buyers, Landlords and Tenants better understand what Commercial Brokers are looking at as far as Income, Expenses, Cash-Flow and Return on Investment in addition to the physical nature and condition of Commercial Real Estate.

Gross Potential Rent is calculated by taking the market rent of every unit on the property and adding it up. It is the maximum amount of money your property could make if it was 100 percent occupied and every unit was making market rent.

The Vacancy Rate is a numerical value calculated as the percentage of all available units in a rental property, such as a shopping center or business park, that are vacant or unoccupied at a particular time.

Gross Operating Income refers to the result of subtracting the credit and vacancy losses from a property's gross potential income. GOI is also sometimes known as Effective Gross Income (EGI).

Repairs and Maintenance are the costs incurred with a real estate asset operating at its present condition. If a commercial building requires repairs, the cost to repair the damage is debited to repairs and maintenance expenses.

Reserves for Replacements is an amount of money set aside in anticipation of building components or equipment like HVAC wearing out in a relatively short time and it needs to be replaced. Replacement reserves can be a mere accounting entry as a phantom expense item reducing net operating income each month, or it can be money deposited into an account and earmarked for replacements.

Property Management Fee is the operation, control, oversight, and accounting of real estate investments. Management is needed to monitor the property and offers accountability for collecting rents and reviewing expenses as they come along.

Net operating income (NOI) is a calculation used to analyze real estate investments that generate income. Net operating income equals all revenue from the property minus all reasonably necessary operating expenses.

The Return on Investment (ROI) or cash on cash return is a commonly utilized investment measurement in the real estate industry. Return on investment is calculated by taking the monthly or annual cashflow of an asset and dividing it by the total amount of money you invested into a property.

The Return on Equity (ROE) is a measurement of investment returns. ROE considers your total equity, including equity that has built up over time, and measures your cash-on-cash returns against that instead of your initial investment.

The Income Capitalization Rate, also known as the commercial real estate cap rate, is the rate of return used by Commercial Real Estate Investors to assess the risk and potential return of a property. Cap rates are usually expressed as percentages such as 10% as a return on investment using debt and equity. When comparing investment properties, capitalization rates are a commonly used benchmark for measuring returns.

As much as Commercial Real Estate is to review income and expenses, analyze leases and crunch the numbers to evaluate risk and determine return-on investment, Commercial Real Estate is also a people business. I believe that success in this industry is earned over time by building long-term relationships and being a valuable resource to your clients.

My service area is the Greater Sebago Lakes Region. I do go where a client needs me to travel sometimes hours away from my home base. In the Greater Sebago Lakes Region, the property may be zoned commercial, however, it could also be a residentially zoned Multi-family or an Income Producing Property with Lakefront, a Sales and Service business like a Marina, a Waterfront Campground or other 4 Season Property with Lakefront amenities.

If you are looking to Sell, Buy or Lease Commercial Real Estate, I would greatly appreciate the opportunity to help you meet your Commercial Real Estate goals. <

Larry Eliason is a Commercial Broker with Butts Commercial Brokers in Raymond and serves as the President of the Windham Economic Development Corporation. You can reach him at 207-415-2112.