Transaction volumes have frozen across asset classesduring the pandemic, and it isn't hard to see why. Simple stepslike viewing a property, completing due diligence, pricing andsecuring debt have all become significant hurdles. ElWarner of Colliers International,however, has not only managed these challenges but has opened andclosed new retail deals during the pandemic

How? For Warner, the answer is all but obvious: you split therisk between the buyer and the seller. While it doesn't feel likeit, at some point, the pandemic will come to an end and the marketwill rebound. Warner's goal is to protect the operating income inthe interim through a seller guarantee. In other words, if thebuyer expects the market will rebound in 12 months, the seller willguarantee the property income for 12 months. "If a tenant does notpay rent, the seller will be responsible for the rent and the buyerwill send the tenant an invoice," says Warner, an EVP at ColliersInternational and a member of the firm's capital markets board ofadvisors, tells GlobeSt.com.

This deal not only protects the operating income for the seller,but it also props up the price and cap rate during a time ofextreme uncertainty—and above all, it eases concerns. It's a truewin-win deal. "That navigates the risk between the buyer and theseller, and calming both sides down to the reality that there maybe some lost rent but the price won't drop significantly," saysWarner.