A sale-leaseback lets a company pull 100% of its real estate equity out of a building and keep operating there under a long-term lease. CBRE puts recent annual sale-leaseback volume above $30 billion, and the logic is simple: capital parked in real estate earning 6-8% can go back into a business that returns 20%+, and the rent is fully deductible.
Premium capital: Sale-leasebacks typically generate 15-25% premiums over fee-simple market value due to lease credit enhancement.
Tax benefits: Full lease payments are deductible for tax purposes, unlike depreciation for owned property.
Typical lease structure: Sale-leaseback leases commonly range from 10-20 years with annual rent escalations of 2-3%.
Buyer cap rates: Expect buyer cap rates from 5.0-7.5%, with investment-grade tenants securing the lowest rates.
Sale-Leaseback is a transaction where a company sells its owned real estate and immediately leases it back from the buyer, converting illiquid assets into working capital while maintaining operational control as a tenant.
Capital unlocked: Sale-leasebacks typically generate 15-25% premiums over fee-simple market value due to lease credit enhancement (CBRE)
Tax advantage: Full lease payments are deductible vs. only depreciation for owned property (IRS)
Lease terms: Typical sale-leaseback leases run 10-20 years with 2-3% annual escalations (Cushman & Wakefield)
Buyer cap rates: 5.0-7.5% depending on tenant credit and lease term, with investment-grade tenants at the low end (CoStar Group)
What a sale-leaseback actually is
A sale-leaseback is when a company sells the building it owns and works out of, then leases it right back from the buyer. The seller becomes the tenant, the buyer becomes the landlord, and cash changes hands. Nothing about the day-to-day operation changes.
How the structure works
Before: Company owns and occupies building; capital tied up in real estate
Transaction: Company sells to investor; signs long-term lease (10-20 years)
After: Company occupies as tenant; investor owns with creditworthy tenant; company has capital for operations
Why companies do them
1. Free up trapped capital
A lot of companies have money locked in real estate earning 6-8% when the core business earns 20%+. That's a bad place to leave capital.
2. Better financial metrics
| Metric | Before | After |
|---|---|---|
| Assets | Higher | Lower |
| Debt (if mortgaged) | Higher | Lower |
| Return on Assets | Lower | Higher |
| Return on Equity | Lower | Higher |
3. The tax treatment
The full rent payment is a deductible expense. Owning, you only get to deduct depreciation.
The economics of the deal
Sale-Leaseback Valuation: Value = Annual Rent / Cap Rate
What Drives Cap Rate:
| Factor | Impact |
|---|---|
| Tenant credit strength | Lower credit = higher cap rate |
| Lease term | Shorter = higher cap rate |
| Real estate quality | Poor location = higher cap rate |
A worked example
Property: 100,000 SF industrial facility
Market Value (fee simple): $8,000,000
Sale-Leaseback Terms:
- Initial rent: $700,000 ($7.00/SF)
- Lease term: 15 years
- Annual increases: 2%
Pricing: $700,000 / 7.25% cap = $9,655,000
Premium to fee simple: $1,655,000 (21%)
Who's on each side
Sellers who fit
- Companies with strong credit
- Stable businesses with long history
- Real estate not core to business value
- Need for growth capital or debt reduction
Buyers
| Buyer Type | Typical Cap Rate | Preference |
|---|---|---|
| REITs | 5.0-6.0% | Investment grade, 15+ years |
| Private Equity | 6.0-7.5% | Flexible |
| Net Lease Funds | 5.5-7.0% | Credit focus |
| 1031 Exchangers | Market | Timing-driven |
Structuring the lease
Rent structure
Absolute NNN: Tenant responsible for everything taxes, insurance, maintenance, roof, structure
Standard NNN: Tenant pays taxes, insurance, CAM; landlord handles roof and structure
The provisions that matter
- Assignment Rights: Can you assign if selling the business?
- Sublease Rights: Flexibility for excess space
- Early Termination: Penalty structure and notice requirements
- Purchase Options: Right to repurchase at predetermined price
Is a sale-leaseback right for you?
Good candidates
- Strong credit profile
- Long-term occupancy commitment
- Capital needs for growth
- Real estate not core to strategy
Poor candidates
- Uncertain future space needs
- Weak financial position
- Near-term exit plans
- Properties with significant issues
Lornell Real Estate facilitates sale-leaseback transactions for Central Massachusetts businesses. Contact us to explore whether this strategy makes sense for your situation.
Limitations: Cap rates, pricing, and transaction volume cited reflect market-level averages at the time of publication and may not apply to individual properties. Property values depend on asset-specific factors including condition, tenant credit quality, lease terms, location, and financing structure. Tax rules (including 1031 exchange provisions, capital gains rates, and depreciation schedules) change with legislation. This article does not constitute investment, tax, or legal advice. Consult a qualified CPA, attorney, and commercial real estate broker before making transaction decisions.
Sources & References
- CBRE
- CoStar
- CoStar Group
- Cushman & Wakefield
- IRS
This article cites data from the sources listed above. For the most current figures, consult the original publications directly.
Data current as of publication date. Market conditions, rates, and regulations may have changed. Consult a qualified commercial real estate professional before making investment decisions.
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