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full complement of real estate knowledge and skills, and who doesn’t have adequate representation.
When you understand that commissions are paid in commercial real estate just like they are in residential real estate—they are set aside in advance for two parties, not just one—then you understand there aren’t any savings by not having a broker. And if there aren’t any savings by not having a broker, then showing up without one only further detracts from your credibility.
3. Leverage and Posture
It is nearly impossible to emerge victorious from a negotiation without leverage and posture which are created by having multiple options in the market. If you limit yourself to one property, you are at the mercy of that owner. Since most landlords and sellers negotiate professionally, it is easy for them to know when you don’t have other viable options.
Simply telling a landlord that you have a proposal from another landlord won’t give you a strong enough posture. Most landlords look at unrepresented tenants and assume they do not know the market, do not understand all their options, and are not really serious about making the landlord compete for their business. Leverage and posture are created when you
have the right timing, professional representation, an understanding of all your available options, and a detailed game plan of what you want to accomplish in order to capitalize on the market.
These three key ideas are the first of many factors that allow healthcare tenants and buyers to reduce their second highest expense which dramatically impacts profitability and cash flow.
        SEPTEMBER/OCTOBER 2020 | WWW.OCMS-MI.ORG
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 CARR Healthcare Realty is the nation’s leading provider of commercial real estate services for health- care tenants and buyers. Every year, thousands of healthcare practices trust CARR to achieve the most favorable terms on their lease and purchase nego- tiations. CARR’s team of experts assist with start- ups, lease renewals, expansions, relocations, addi- tional offices, purchases, and practice transitions. Healthcare practices choose CARR to save them a substantial amount of time and money; while ensur- ing their interests are always first.
Visit CARR.US to learn more and find an expert agent representing healthcare practices in your area.
 























































































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