By Ken Jorgenson, CARR
In part 2 of this series (you can read part 1 here, and it will open in a new window so you don’t lose your place), we will continue discussing how to maximize your profitability through dental real estate.
Nearly all landlords and sellers hire or consult with professional commercial real estate brokers to give them even more leverage so they can win. Why? Because they understand what is really on the table when it comes to each negotiation. For them, if they give up unnecessary concessions or go lower on rates than they need to, it costs them tens to hundreds of thousands of dollars of profit per lease. The reality is, those are the same items you are trying to maximize and capitalize on.
Large national tenants and buyers understand this concept as well. If you polled Fortune 500 companies, you would find they either hire professional representation on every transaction, or they have a team of in-house professionals who are trained and equipped to maximize the opportunity. They understand the potential upside or downside involved in every transaction, and they are committed to getting the best possible terms in every transaction.
Most doctors and administrators don’t understand that commissions in commercial real estate are typically paid the same as they are in residential real estate, and that’s by the seller or landlord. This means representation does not cost the practice more money. Fees are set aside in advance and are either used to provide each party with representation, or the landlord or seller keeps that money or gives their broker a double commission.
If you are looking to maximize profitability, start by understanding how much is on the line with your lease or mortgage. Then, make the choice to hire representation that is 100% free to you. Select a commercial real estate broker that understands healthcare, only works for you as the tenant or buyer, can help you find the most options, has the strongest game plan, and who can take and absorb the conflict and confrontation that is inherent in every negotiation that involves a lot of money. In doing so, you are positioning yourself to win.
What’s the bottom line? There are tens to hundreds of thousands of dollars available to either be won or lost in every commercial real estate transaction, especially with healthcare real estate. Your profitability affects your dental patients, your dental staff, your family, and many others. Maximize every commercial real estate opportunity by taking advantage of the best resources available to you. Winning on your next commercial real estate transaction can transform your practice!
CARR is the nation’s leading provider of commercial real estate services for healthcare tenants and buyers. CARR’s team of experts assist with start-ups, lease renewals, expansions, relocations, additional offices, purchases, and practice transitions. Healthcare practices choose CARR to save them a substantial amount of time and money, while ensuring their interests are always first. Visit CARR.US to learn more and find an expert agent representing healthcare practices in your area.
Next read: What one dentist learned during the COVID-19 pandemic
Note: “Neon Real Estate Sign” by griffithchris is licensed with CC BY 2.0. To view a copy of this license, visit https://creativecommons.org/licenses/by/2.0/
