A Buyer’s Guide To Secondary Sales

Author(s): John H. Kuhl, Andrea Saunders Rifenbark, Amy H. Wells

Source: The Institutional Real Estate Letter – North America

October 2009

Amy Wells, John Kuhl and Andrea Saunders co-authored an article which focuses on some common pitfalls buyers face once the initial hurdles to accomplishing a secondary sale are overcome, as well as strategies to combat those potential obstacles.

Executive Summary:

  • The recent liquidity crunch has swung the pendulum of negotiating leverage toward buyers in secondary market transactions, creating opportunities for buyers to negotiate with sellers to successfully address their primary concerns.