AboutJohn Smiley Expertise I am a commercial lease negotiator who specializes in representing dentists, doctors and other professionals. I have represented every manner of tenant (retail, industrial, office, professional) and only negotiate on behalf of tenants. I can answer questions that deal with commercial landlord/tenant relationships, negotiating factors and strategies, process-oriented questions, and other matters that pertain to commercial landlord and tenant rights and obligations.
Experience I am a commercial tenant representative, specializing in negotiations on behalf of doctors, dentists, chiropractors, and other professionals. I have been a real estate professional for 10 years and have negotiated over 600 commercial lease transactions or 20,000 lease amendments, almost all representing the tenant.
Education/Credentials B.Mgmt. (Finance)
Real Estate License
I have found the perfect space to open a dental office. I just came accross it while doing some investigating on my own. How do I find someone to represent me in the negotation of the lease? I assume there are specialists in the dental/ medical field? What should I look for in an individual who would represent me?
Answer Hi Adam,
There are a few specialists in leases for medical and dental. I do believe it's important to hire someone experienced and qualified (not in the least part because I was one myself for several years), given the unique nature of the business that doctors and dentists own and operate. In a dental office, the owner is not only manager of the small business and the staff it employs, but is also the key front-line production team.
Whether you can find a specialist in your area, only Google can answer. I did find that I was able to fully represent the interests of my clients from hundreds or thousands of miles away, so you probably do not need to limit yourself to your own geographic area, unless you would greatly prefer to.
I also suggest asking your local dental association if there is someone that is generally used or recommended in your area. They should be familiar with such people, who may have attended trade shows or been guest speakers at past events. Someone in the association will likely know who the local specialist, if that specialist is in any way worth his salt.
As far as what to look for, you obviously want someone who has done at least dozens, and preferably hundreds of dental (or medical) lease negotiations. There are certain things that you will want in your lease (rights to terminate upon death or disability, right to assign to another dentist with only approval but no termination, iron-clad options to renew) and certain things that you won't.
A good negotiator will be familiar with clauses that are fairly common in an office or retail lease, but because of the nature of your business, are particularly detrimental to you. One of these is a relocation clause, for example. As you are probably already aware, it can be VERY expensive to build out a dental space. If the landlord wants to move you, but only needs pay you the depreciated value of your leaseholds, you are going to be out-of-pocket for what could be a considerable sum.
A qualified negotiator will know that there is a difference between a dental tenant, and any other kind of office or retail tenant.
