A Family, a Factory, and a Once-in-a-Lifetime Decision
When REIWA announced Anna Valentine as Commercial Salesperson of the Year, the spotlight was on the trophy, the photos and the applause.
But the work that actually earns an award like that usually happens quietly – behind closed doors, with real people facing big, sometimes uncomfortable decisions.
One of those stories involves a family, an industrial property in Perth, and a decision they knew they would only make once.
This is that story.
“Dad built this place.”
At the first meeting, the owner said six words that changed the tone of everything:
“Dad built this place.”
The building had been in the family for more than 50 years. It had seen the business through good years and tough ones. It had paid school fees, funded lifestyles, and underpinned retirement plans.
Now the family was at a turning point. They wanted to free up capital, reduce the stress of owning an ageing building, and still keep part of the premises for the business. A sale with a leaseback made sense on paper – but selling a property you intend to lease back from the buyer is never a simple, tick-the-box exercise.
An imperfect asset, and protective owners
This was not a shiny new warehouse.
It was a typical older industrial property: Maintenance that had been “patched” over time, structural items that were likely to come up in a building report and layout quirks that worked for the current business, but might not suit every occupant.
The sellers knew buyers would look closely at these issues. They were realistic – but also protective. This building was part of their story, not just a list of defects.
Anna’s job was to help them see it through a buyer’s eyes, without losing sight of what it meant to them.
The first buyer – and the deal that fell over
The campaign started well. Within days, Anna had a strong offer from an experienced buyer. Everyone breathed out. It felt like things were on track.
Then due diligence began.
Reports, inspections and questions started to stack up. So did the buyer’s concerns about future works, risk and how the leaseback would sit with all of that. In the end, despite everyone’s efforts, the buyer walked away.
For the family, it was gutting.
For Anna, it was the moment the real work started.
Regrouping without panicking
When a deal collapses, it’s easy to default to discounting or pulling the pin altogether.
Instead, Anna sat back down with the family and walked them through what had actually happened. She went through the buyer’s feedback, separated genuine, priced-in risk from fear of the unknown, and used that insight to refine the way the property was positioned.
Then she went back out to the market – this time with an even clearer understanding of who our ideal buyer was and how to present the opportunity:
- More upfront about the age and condition of the building
- Clearer about why the leaseback still represented value
- Focused on buyers comfortable with older stock and long-term tenants
Within weeks, a new offer was presented.
This time, the terms were better than the original one.
Getting a complicated deal to the finish line
Once the new offer was accepted, the delicate part began.
The family still needed to occupy part of the building. The buyer needed confidence that the leaseback made commercial sense. The building issues had to be properly understood and factored in.
Anna became the air traffic controller of the transaction – coordinating consultants, keeping lawyers, buyer and family aligned, and negotiating the practical details of the leaseback.
Her role wasn’t to gloss over problems. It was to keep everyone talking, with the right information at the right time. Sometimes that meant helping the buyer understand that certain risks were already reflected in the price. Other times it meant sitting with the owner while a report criticised a building their father had constructed with his own hands.
The outcome: more than just a big number
When settlement finally took place, the headline result was strong: a premium price for a complex, older asset, a smooth transfer of ownership, and a secure leaseback so the seller’s business could stay put.
Behind that were quieter wins:
- The family walked away with the capital they needed for their next chapter
- The business kept continuity in the premises it relied on
- The process felt managed with care, not pressure
For Anna, this sale wasn’t just about a result. It was about protecting people and relationships while still delivering a robust commercial outcome.
Why this contributed to Anna’s award
When REIWA looked at examples of Anna’s work, this transaction stood out because of what it took to get there:
- Staying calm and constructive when the first sale collapsed
- Listening to buyer concerns and using them to reposition the property
- Balancing emotional attachment with commercial reality
- Guiding a family through a once-in-a-lifetime decision with empathy and clear communication
Those are the skills that don’t always show up in a sales summary.
If you’re facing a “we can’t afford to get this wrong” decision
Many of the owners we speak with aren’t serial investors. They’re families and business operators who have:
- Held a property for decades
- Reached a point where unlocking capital makes sense
- Want to understand their options for the business to continue in the premises
If that’s you, you’re not just selling a building. You’re making a decision about your future.
Anna’s award is a nice acknowledgement. But the real success is stories like this – where a family can move into their next chapter with confidence, knowing they’ve done right by both the numbers and the people involved.
If you’d like to quietly benchmark your position and explore your options – whether that’s a straight sale or a sale with leaseback – we’re here to talk it through before you make a move.