Sellers Are Still Looking in the Rearview Mirror on Pricing

The continues to be a significant gap between buyers and sellers on pricing. So far, sellers continue to hold onto pre-pandemic pricing, and many buyers are expecting a significant discount to take on extra risk and market uncertainty. Sabal Capital Partners has been in the market bidding on distressed properties, and has seen a significant discrepancy in pricing, however, sellers are starting to face the music on the market adjustment—particularly those under pressure to sell.

“The sentiment is that sellers are still looking at values in a rearview mirror, and buyers are looking at values on a going-forward basis,” Pat Jackson, CEO and founder of Sabal Capital Partners, tells GlobeSt.com. “Until you get that kind of acceptance that sellers need to get rid of assets and it is what it is, trades won’t start happening. At some point, they will because they won’t have a choice, either because of obligations to special servicers or they have liquidity issues. Those kind of things will force a reality check where desires and expectations will be adjusted.”