Is "comparable sales" a good approach for setting list price?

[David Kim]

I'm working on listing a commercial property for sale. One of the brokers I'm talking to prepared a doc showing a comparison between a comparable sales approach, and an income (cap rate) approach, to estimate value per square foot.

The two values are fairly different, with the income based one being the lower of the two, so they're recommending going forward with the comparable sales approach and listing at that price.

My concern is, what if those other sales that we're comparing to were sales to investors shopping on an income basis, which means it's really not an apples-to-apples comparison? How does one determine if it makes sense to go with that higher "comparable sales" value, or if the lower value is more realistic?

I'm leaning towards going forward with it. Worst case, we pivot and lower the price if needed. I just want to make sure they're not deliberately over-estimating, in an attempt to lure me into choosing them over other options. WWYD?