Central PA Medicine Spring 2021 - 12

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To help your
perspective, look at
these foundational
questions:
In an ideal world, you could tell people
exactly what you hope to achieve and then
expect to receive a fair response. Unfortunately,
commercial real estate is not one
of those worlds! The difference between
a properly or poorly negotiated lease or
purchase contract can benefit or cost you
tens to hundreds of thousands of dollars
over a ten-year period. Understanding how
much is really at stake during a commercial
real estate negotiation changes how you
should approach every transaction.
Nearly every major corporation in the
world utilizes trained specialists that negotiate
professionally for a living to handle
their commercial real estate needs. That
being the case, why would you assume you
could achieve better results yourself against
professional negotiators?
* Do you have the resources and ability
to dedicate dozens of hours to fully
comb the market, understand all your
top options, obtain and organize data
and then execute a strategy to maximize
your profitability?
* Do you understand that hiring representation
will remove you from
conversations with your landlord and
increase your ability to maintain a
healthier relationship when the negotiation
is complete?
Conclusion: Most landlords will respect
a person who realizes they are not professionally
trained in commercial real estate,
especially when a large amount money is at
stake. Any landlord who tries to convince
a tenant not to hire representation isn't
looking out for that tenant, they are looking
out for themselves. Telling a doctor or office
* Do you realize your
landlord's objective is to
maximize their investment
and achieve the highest
returns?
* Do you realize that just
like your landlord comes
to you for healthcare
services because they
are not trained in your
specialty, that you should
follow the same approach
and go to others that are
trained in specialties that
you are not trained in, such
as commercial real estate?
* Would you rather risk
losing a patient or
overpaying by tens to
hundreds of thousands
over a ten-year period?
* If your landlord is only
your patient so they can get
away with overcharging you,
do you really want them as
a patient?
* If a listing agent is your
point of contact, do you
realize it is against most
states' real estate laws for
that person to give you any
advice that would provide
you any advantage in the
negotiation?
* Do you understand the
listing agent is hired to
protect and advocate for
the landlord, not you?
* If your landlord has been
overcharging you for
years, do you think they
will voluntarily cut their
profit by tens of thousands
of dollars without a fight?
12 Spring 2021 Central PA Medicine
administrator that they should operate
outside their expertise should be seen as
ingenuine, deceptive and untrustworthy.
If a landlord would not perform their
own healthcare, why would a healthcare
professional try to negotiate their own
commercial real estate terms? Representing
yourself against a landlord and / or
listing agent who is trained to negotiate
professionally and whose objective is to
make as much money as they can is reckless,
especially when there is so much money
and liability at stake.
Most landlords' definition of a market
lease rate is the highest they can get a
tenant to pay. That should open the eyes
of healthcare professionals to realize they
need help if they are going to achieve the
most favorable terms possible.
Whether you intend to renew your lease,
purchase your property or relocate... do
yourself, your staff, your patients and
everyone tied to your practice a big favor.
Take the same approach to maximizing
your profitability through real estate that
the most successful companies in the world
do. Hire professional representation and
then execute on a real strategy... whether
your current landlord or future landlord
is a patient or not.
Visit CARR.US to learn more and find
an expert agent representing healthcare
practices in your area.
http://www.dauphincms.org http://www.CARR.US
Central PA Medicine Spring 2021

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