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NEW YORK CITY-For brokers in the net lease sector, getting the deal done means simultaneously managing the pricing expectations of sellers and bringing the right buyer to the table. That’s no easy task when, as Jason Maier, locally based director with Stan Johnson Co., puts it, “I haven’t met a seller that didn’t want to set the Guinness World Record for lowest cap rate.”

Maier says the trick there is not so much curtailing that ambition as making clear what the property’s reconciled market value is. That means taking a good look at the asset and providing the sellers with as much information as is feasible. Or, as John Glass, SVP investments with Marcus & Millichap Real Estate Investment Services, tells his clients, “Don’t listen to a word I say. Look at the market data.” He also advocates being “100% honest” with them.

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