Owner Service
Sale-Leaseback Advisory.
Unlock real estate equity while retaining operations.
Overview
What it covers.
Sale-leaseback transactions allow owner-occupiers to monetize the real estate they own while continuing to occupy and operate the building. The structure provides immediate capital — typically deployed into business growth, debt repayment, or shareholder distribution — while transferring the real estate ownership and associated capex responsibility to an institutional or private investor. The right SLB structure preserves operational continuity and provides predictable long-term occupancy economics.
The Process
Step-by-step execution.
01.
Asset & Business Strategy Audit
Review the real estate position alongside business capital needs — growth investment, debt structure, succession planning, shareholder objectives.
02.
Valuation & Underwriting
Independent real estate valuation and SLB underwriting. Establish realistic sale proceeds and resulting lease economics.
03.
Lease Structure Design
Design the lease terms that match operational needs — term length, rent, escalations, op-cost handling, options, exit rights, and end-of-term provisions.
04.
Buyer Outreach
Confidential outreach to SLB-focused institutional capital and private investors. Manage competitive tension to optimize sale price and lease terms.
05.
Offer Negotiation
Negotiate price and lease terms together — both matter to the operator. Best SLB outcomes balance immediate proceeds against ongoing occupancy economics.
06.
Closing Coordination
Coordinate due diligence, financing, and closing. Manage transition to landlord-tenant relationship.
Who This Is For
The right fit.
- Owner-occupiers with significant equity in their real estate
- Operators considering business expansion needing capital
- Companies restructuring debt or shareholder positions
- Succession planning scenarios where real estate complicates business transfer
- Operators evaluating exit alternatives (full sale vs. SLB)
What You Get
The deliverable.
- Strategic audit of real estate and business position
- Independent valuation and SLB underwriting
- Lease structure design aligned to operations
- Confidential buyer outreach
- Coordinated negotiation of price and lease terms
- Closing coordination through transition
When to Engage
Timing.
SLB conversations should begin when the operator is considering capital deployment opportunities, restructuring, or succession planning. Transaction timelines typically run 4 to 8 months from kickoff to closing. The strategic conversation often starts earlier — evaluating whether SLB serves the business objectives is the first step before initiating the transaction.
Why Me
The fit.
SLB transactions require coordinated brokerage across operations strategy, real estate valuation, and lease structuring. Samuel's industrial focus provides the operational understanding required. NAI Commercial Vancouver's relationships with SLB-focused capital — Canadian REITs, US institutional capital, private capital allocating to industrial — provide the buyer access required for competitive tension. The combined coverage delivers the right transaction structure for the operator's needs.
Frequently Asked Questions
Sale-Leaseback Advisory, answered.
What's the typical economic outcome of a sale-leaseback?
The operator receives sale proceeds (typically the full market value of the real estate, less transaction costs) and signs a long-term lease (typically 10 to 20 years) for continued occupancy. The net economic position depends on the operator's alternative use of proceeds — if the capital generates higher returns than the foregone real estate ownership economics, the SLB is accretive. For most operators with growth-oriented capital deployment opportunities, this calculation favours SLB.
Who buys industrial sale-leaseback assets?
Institutional capital — Canadian REITs, US-based industrial REITs, private equity funds focused on industrial, family offices — actively seek SLB transactions. They underwrite the credit of the operating tenant alongside the real estate, often paying premium pricing for assets with strong tenant covenants and long-term commitments. Buyer pool depth varies by transaction size and operator credit profile.
What lease term should I negotiate in a sale-leaseback?
Lease term should align with operator commitment to the location and the buyer's underwriting expectations. Typical SLB transactions involve 10 to 20 year initial terms with renewal options. Longer terms support stronger sale pricing (buyer underwrites greater cash flow certainty) but commit the operator to the location. The right balance depends on operator strategy.
Can I do a partial sale-leaseback of multi-property real estate?
Yes — portfolio SLB transactions can monetize selected properties within a multi-property holding while retaining ownership of others. The structure provides selective capital deployment while preserving optionality on remaining real estate. Portfolio considerations include lease structuring, buyer interest in portfolio vs. single-asset transactions, and tax structuring across the assets.