Mixed-use properties are hot commodities—especially in communities that support walkability, transit access, and zoning flexibility. Massachusetts towns like Bridgewater are embracing smart growth, and sellers can take advantage—if they position their property right.
Case in Point: At 60-86 Broad Street in Bridgewater Center, we helped a seller align their offering with the town’s Vision to Reality initiative and new MBTA Community zoning requirements. The result? A successful sale to a developer with a bold plan for downtown revitalization.
So, what can sellers learn from this experience? Here are three key strategies to help maximize value when selling a mixed-use property:
1. Understand how local zoning can increase density and value.
Before listing your property, take a deep dive into your town’s zoning bylaws—especially if there have been recent updates. In many Massachusetts communities, zoning changes driven by MBTA Community legislation or smart growth policies can significantly impact what’s possible on a site. Higher density allowances, reduced parking requirements, and by-right mixed-use development opportunities can all make a property more attractive to buyers—particularly developers. Knowing how your property fits into that framework can dramatically affect the price you’re able to command.
2. Highlight development potential in your marketing.
Buyers aren’t just purchasing what’s there—they’re buying into what could be. If your property sits in an overlay district, transit-oriented area, or town center revitalization zone, make that clear in your marketing materials. Showcase what’s possible with supporting visuals or conceptual plans. Even a simple test-fit study or a list of potential uses under the current zoning can go a long way in attracting serious interest and demonstrating upside.
3. Work with a broker who knows how to package and present the property to the right buyers.
Selling a mixed-use property is not the same as selling a single-family home or even a stand-alone retail building. You need a commercial broker who understands development, entitlements, and investor criteria. Someone who can speak the language of builders and business owners alike—and who has the network to reach them. A well-connected broker will know how to position your property, craft a compelling narrative, and negotiate with the end-user or developer who sees the full potential.