I/we have purchased retail properties off loopnet, out here in California though.
One list price was reasonable, ended up purchasing for a slight discount, <5%. This was a seller who wanted out and did not want to deal with being a PM. Units were fully leased out in a decent area, mostly NNN. Owner also had the deal fall apart 2 or 3 times prior to me so they were a bit frustrated. All I had to do was take over, be the PM, stagger and update the leases with rate increases and NNN terms. Standard DD and closed in 60 days.
I think the deal was priced fairly. Bought for low 6 cap, probably close to 7 cap now over ~5 years prior to COVID-19.
The other was also in California, more in the boonies, and the asking didn't make any sense, ended up obtaining the property at a >20% discount to asking. This was fully vacant except for the anchor tenant. Broker also listed potential rent rolls in the OM about 35% too high for its location.
This owner was crazy. Long story short, after a bunch of craziness over the course of a year and finally at the end, he tried to stiff the broker on contractually obligated commissions and would not sign closing documents unless broker capitulated. We prepared to sue for performance, but the broker gave in (wanted to wash their hands of this crazy client) and we closed the deal.
Luckily, over time it was worth it if commercial retail cap rates don't change too much. Bought around a 5 cap, was around 8 cap ish after ~7 years pre COVID.
In this situation, I believe the broker lists the property at whatever the client wants to keep the business. Then over time they show that no one is interested or the offers they receive are much lower than the asking and hope they see reason. I think this works with most clients. Or you just list it and forget about it, and keep the connection alive and hope that the client has other friends with real estate. Or also having more listings makes you look nicer in the eyes of potential clients.
But then also you have owner/operators who list properties for sale on Loopnet and may think, ok, if I get this price I will sell, otherwise I will just sit back and keep collecting rent.
So I would say deals are definitely being done, but the asking may be accurate or wildly inaccurate. Not sure if the pricing is more accurate in California due to higher volume? Or possibly I got taken advantage of and I still haven't figured it out =D
For both of these properties, I had to troll Loopnet for around a year or two to find ones I liked.
*Update - all this was over 5 years ago, so things possibly have changed.