How to Successfully Sell a Trust-Owned Commercial Property

66337 Pierson Blvd Desert Hot Springs CA, trust-owned office building sold by Aragone & Associates

Vacant for two years. Two failed listings. Closed in 21 days.

Selling a commercial property held in a trust or probate estate comes with unique challenges that most residential agents are not equipped to handle. Vacant buildings, outdated pricing strategies, and limited marketing often leave families and fiduciaries stuck with an expensive, non-performing asset.

This case study shows how a strategic approach helped one family finally sell a long-vacant office building held in a family trust, after two previous listing attempts had failed.

Held in Trust
Since 1999

The office building at 66337 Pierson Blvd had been held in the family trust since 1999. For many years it was leased and generated income. Once the tenant left, the property sat vacant for two full years, and what had been an income-producing asset became a growing expense through maintenance, insurance, taxes, and ongoing upkeep.

66337 Pierson Blvd Desert Hot Springs office building exterior, held in family trust

Two Listings,
Two Failures

The trustees attempted to sell the property with two different local agents. Both attempts failed. Like many families dealing with trust-owned commercial real estate, they were left discouraged and unsure of their next steps. When commercial property is held in a living trust, an irrevocable trust, or becomes part of a probate estate, the path to a successful sale is rarely straightforward.

A Strategic
Price Reset

When I was brought in as the commercial real estate agent, the first priority was resetting expectations with a realistic and strategic pricing plan. We listed the property at $350,000, a number built on what commercial buyers in this market would actually pay rather than on what two previous listings had assumed.

The Right
Buyer Audience

By marketing the property correctly to commercial buyers rather than a general residential audience, we generated multiple showings and strong interest within the first month. After evaluating several parties, we secured an all-cash buyer at $325,000.

66337 Pierson Blvd Desert Hot Springs 1,700 square foot office building interior

66337 Pierson Blvd Desert Hot Springs commercial office building detail

Closed in
21 Days

I then focused on speed and certainty. The buyer completed due diligence quickly, and we closed the transaction in only 21 days. The family was able to eliminate ongoing expenses, remove a vacant commercial property from the trust, and finally close a chapter that had been open for years.

Managing a commercial property held in a trust or probate estate? See how we can help →

66337 Pierson Blvd Desert Hot Springs, vacant trust-owned commercial office building

The Challenge

A vacant office building in Desert Hot Springs, held in the same family trust since 1999. Once the tenant left, two years of vacancy turned an income-producing asset into a growing expense through maintenance, insurance, taxes, and ongoing upkeep. Two different local agents had already tried and failed to sell it. The trustees needed a commercial real estate specialist who understood the asset class and the fiduciary responsibilities behind the sale.

The Solution

The first priority was resetting expectations with a realistic and strategic pricing plan. We listed the property at $350,000 and marketed it to commercial buyers, investors, owner-users, and exchange buyers rather than to a general residential audience. That change alone produced multiple showings and strong interest within the first month.

After evaluating several parties, we secured an all-cash buyer at $325,000 and shifted the focus to speed and certainty. The buyer completed due diligence quickly and the transaction closed in only 21 days. The family eliminated ongoing carrying costs, removed a vacant commercial property from the trust, and converted a source of stress and expense into a clean, completed sale.

Holding a vacant or underperforming commercial property in a trust or probate estate? Our commercial team builds the pricing strategy and the buyer audience the asset actually needs.

Commercial Real Estate

66337 Pierson Blvd, Desert Hot Springs

Office Building · Desert Hot Springs, CA · Commercial Agent: Tom Aragone

A 1,700 square foot office building held in a family trust since 1999, vacant for two years, listed after two failed attempts with other agents. Listed at $350,000, under contract within the first month with an all-cash buyer at $325,000, and closed in 21 days.

$325,000

Sale Price

1,700

Building Square Feet

6,534

Lot Square Feet

Days to Close

Month to Contract

Years Vacant Before Sale

What Gets in the Way

Common Challenges When Selling Commercial Property in a Trust or Probate

Families and fiduciaries often face several obstacles. Understanding them is the first step toward a successful trust property sale.

Vacancy and carrying costs

Empty commercial buildings quickly become financial burdens through maintenance, insurance, taxes, and ongoing upkeep.

Inexperienced representation

Many agents who handle trust or probate work primarily focus on residential properties and lack commercial marketing expertise.

Pricing strategy mistakes

Overpricing or underpricing based on outdated residential thinking keeps qualified commercial buyers away.

Limited buyer exposure

Failing to properly market to commercial investors, owner-users, and 1031 exchange buyers leaves the strongest offers on the table.

Emotional and fiduciary pressure

Trustees must balance family dynamics with their legal responsibility to act in the best interest of the trust.

Key Takeaways

Selling Trust-Owned Commercial Real Estate

If you are dealing with a commercial property in a trust or probate estate, keep these five points in mind.

Specialize the representation

Work with an agent who understands both commercial real estate and the unique requirements of trust and probate sales.

Price strategically

The right list price attracts serious buyers faster than an inflated asking price.

Market to the right audience

Commercial investors, owner-users, and exchange buyers respond to different messaging than residential buyers.

Prioritize speed and certainty

In many trust and probate situations, a clean and relatively quick close is more valuable than holding out for a slightly higher price.

Address vacancy proactively

Vacant commercial properties lose value and increase costs the longer they sit.

See More Results Like This

66337 Pierson Blvd Desert Hot Springs office building street view

66337 Pierson Blvd Desert Hot Springs commercial building exterior

66337 Pierson Blvd Desert Hot Springs trust-owned office property

66337 Pierson Blvd Desert Hot Springs office interior 1,700 square feet

66337 Pierson Blvd Desert Hot Springs office building detail

66337 Pierson Blvd Desert Hot Springs commercial property lot

FAQs

Common Questions, Answered

Common questions about selling commercial property held in a trust or probate estate

Can a commercial property held in a trust be sold without going through probate?

In most cases, yes. When a commercial property is properly titled in a living trust, the successor trustee generally has authority to sell it without a probate proceeding. If the property was never transferred into the trust, or if it passes through a decedent's estate, a probate process and in some cases court confirmation may be required. The trust document and the estate attorney determine the exact authority and process, so confirm both before the property is listed.

Why do trust-owned commercial properties often fail to sell with the first agent?

Most agents who handle trust and probate work focus on residential properties. Commercial assets need a different valuation approach, a different marketing channel, and a different buyer pool. At 66337 Pierson Blvd, two local agents listed the building without success. The property sold once it was priced on commercial fundamentals and marketed to commercial investors, owner-users, and exchange buyers rather than to a general residential audience.

How long does it take to sell a commercial property held in a trust?

It depends on pricing, condition, and whether the sale requires court involvement. With the right price and the right buyer audience, a trust-owned commercial property can go under contract quickly. This office building was under contract within the first month of the new listing and closed 21 days later with an all-cash buyer. Probate sales that require court confirmation typically add several weeks to the timeline.

Should a trustee lease a vacant commercial building before selling it?

Sometimes a signed lease strengthens value for investor buyers, but it also takes time, capital, and leasing costs, and the trust continues carrying the property in the meantime. Vacant commercial properties lose value and increase costs the longer they sit. For this trust, two years of vacancy had already turned the asset into a pure expense, so a clean sale to an all-cash buyer served the beneficiaries better than another leasing attempt.

How should a trust-owned commercial property be priced?

Pricing should reflect commercial fundamentals: comparable commercial sales, income potential, condition, location, and the depth of the local buyer pool. The right list price attracts serious buyers faster than an inflated asking price. This building was listed at $350,000 after a strategic reset of expectations and closed at $325,000 with an all-cash buyer, a far better outcome for the trust than two listings that produced no sale at all.

Who helps attorneys, fiduciaries, and trustees sell commercial property in California?

Estate planning attorneys, fiduciaries, trustees, and family members need representation that understands both commercial real estate and the requirements of trust and probate administration. Aragone & Associates handles the sale of commercial properties held in trusts and probate estates throughout California, including office buildings, industrial properties, retail, and vacant land.

Need help selling a commercial property held in a trust or probate?

Whether you are an estate planning attorney, fiduciary, trustee, or family member, selling trust-owned commercial real estate requires the right strategy and the right representation. We specialize in helping clients navigate the sale of commercial properties held in trusts and probate estates throughout California, including office buildings, industrial properties, retail, and vacant land. If you have a vacant or underperforming commercial property in a trust and need a clear plan to get it sold, tell us about your situation and we will explore the best path forward.