Services
Commercial investment sales on the Santa Barbara South Coast.
Selling an income property is a pricing, positioning, and marketing problem before it is a listing. Caitlin Hensel, a Partner at Hayes Commercial Group, helps South Coast owners sell office, retail, R&D, industrial, and land at the strongest price the market will support.
Who it's for
For owners deciding whether, when, and how to sell.
Whether you hold a single storefront, a multi-tenant office building, or a full portfolio, the decision to sell turns on timing, pricing, and the pool of buyers you can actually reach. Caitlin works with private owners, families, and investors across the Santa Barbara South Coast who want a clear, honest read before they go to market, not a listing pitch.
The approach
Pricing and positioning come before the sign goes up.
The price a building trades at is set long before an offer arrives. Caitlin starts with a grounded opinion of value built from recent comparable sales, the property's income, and current market conditions, then positions the asset to the specific buyers most likely to pay for it. That often means reaching investors and 1031 exchange buyers directly, including off-market, rather than waiting for the open market to find them.
She handles the full process: valuation, a marketing plan matched to the asset, buyer qualification, negotiation, and management of escrow through closing. Throughout, you get straight answers about what your building is worth today and what it would take to get there.
On the South Coast
A track record across office, retail, R&D, and industrial.
Caitlin's closed sales span office, retail, R&D, industrial, and land from Goleta to Carpinteria, including a $235 million Goleta tech-park portfolio. You can review the deals on her closed sales page. Because supply on the South Coast is limited and values can shift block by block, working with an advisor who tracks the market daily is often the difference between a good outcome and a great one.
Answers
Investment sales questions.
How do you decide what my property is worth?
Caitlin builds a Broker Opinion of Value from recent comparable sales, the property's net operating income and cap rate, and current market conditions. It is the same analysis a serious buyer will run, which is why pricing to it, rather than to a hopeful number, is what produces clean sales.
Should I sell on the open market or off-market?
It depends on the asset and your goals. A quiet, off-market approach can protect tenant relationships and reach targeted investors, while a full marketing campaign can create competition and push price. Caitlin will recommend the path that fits your property and priorities.
What does it cost to work with Caitlin on a sale?
Commissions on a sale are a percentage of the sale price, set out in the listing agreement and typically paid by the seller at closing. Caitlin will walk you through the numbers before you commit to anything.
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