TENANT REPRESENTATION
LEVEL THE PLAYING FIELD
WHAT IS TENANT
REPRESENTATION?
Tenant representation in the commercial real estate industry involves a licensed real estate broker exclusively advocating for a tenant’s interests in a lease or purchase transaction.
This contrasts with landlord representation, where brokers represent and prioritize only the landlord's interests…including maximizing rental rates charged to tenants.
Identifying the ideal real estate solution for your practice can be challenging and time-consuming, especially for providers and administrators who juggle all aspects of practice management. Tenant Representatives streamline this process by conducting thorough analysis and due diligence, identifying and presenting the best property options during site selection, and negotiating the most favorable lease terms for your office or business.
WHAT DO TENANT REPRESENTATIVES DO?
Expert Tenant Representatives:
Help you decide whether to renew a lease or relocate to a new property
Identify potential locations based on market analysis and your needs and objectives
Investigate available properties, schedule site visits and property inspections
Act as a buffer between tenants and landlords so that clients can maintain a cordial and professional relationship with their current and/or future landlord
Leverage your tenancy in the market, making Landlords compete for your business as a tenant in their building or project
Act as a single-point-of-contact for your team, holding counterparties accountable and on time.
Answer Questions about a leases’s terms and provide general market knowledge
“Advance the ball down the field” and keep your project moving along its timeline…a critical component to building and maintaining leverage in real estate negotiations.
Use their industry connections to get insights not readily available to tenants
Guide you through the entire commercial real estate process from start to finish
Negotiate favorable terms for tenants, including Tenant Improvement Allowances, Rental Abatement, lower lease rates and much more.
For those without expertise in commercial real estate, finding, negotiating, and leasing commercial space can be a tedious and challenging process. However, securing the right space with terms that will benefit your practice now and in the future is crucial, as real estate is one of the highest expenses for healthcare practices and significantly impacts their success and bottom line.
Without a trusted tenant representative, tenants risk losing tens to even hundreds of thousands of dollars over time. The best tenant representatives are experts in commercial leasing agreements and tenant rights, offering clients complete peace of mind by ensuring the lowest-risk strategy for their property needs.
Landlord Representation vs.
Tenant Representation
You may be familiar with terms like “real estate agents,” “brokers,” and “realtors,” which describe professionals who assist with buying, selling, and leasing property. However, for healthcare tenants entering the commercial real estate market, it’s important to understand the key distinctions between landlord representatives and tenant representatives, and why exclusivity matters.
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Also known as listing brokers, Landlord representatives exclusively represent property owners during the commercial leasing process. Their sole objective is to market the landlord’s property and fill it with tenants. They are obligated to act in the landlord’s best interest, and to maximize rental rates from the Tenants in the building. While they may offer to help tenants during the process, make no mistake, they are on the other side of the table, and their goals align squarely with those of the Landlord. After all...the higher they negotiate your lease rates, the more they make!
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By contrast, Tenant Representatives are dedicated advocates for tenants. We provide market expertise, advisory support, and negotiation experience to secure the best possible terms for Tenants. Experienced tenant reps often have valuable industry connections and access to the latest information on available properties, which tenants might not otherwise have. Our fiduciary duty is exclusively to the Tenant and their interests, ensuring that healthcare tenants, in particular, have dedicated support to protect their interests and economic-well-being in high-stakes negotiations.
In short: we are on your side of the table pressing back against the Landlord and their representatives to deliver a fair, equitable and transparent solution that fully reflects the Tenants value in the market and the building.
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The majority of commercial real estate brokers are Landlord Representatives, work exclusively for building owners. While only the minority specialize in representing tenants...most are "generalist" brokers, working with Tenants from a variety of industries and across many different property types. Very few are dedicated to the healthcare industry. Furthermore, some brokers attempt to represent both sides of a transaction, the Landlord and the Tenant, which can create a conflict-of-interest. It is challenging to fairly and equitably represent parties with opposing objectives.
Exclusivity matters because it removes this conflict-of-interest, and provides the Tenant with an advisor and expert who exists solely to promote and protect their interests.
Who Needs Tenant Representation?
Start-ups and Brand-New Practices
De Novos
Established Providers
Sole Practitioners
Group Practices
DSO’s
Private Equity Led Groups
And More…
Tenant representation offers valuable benefits to all healthcare practices, providers, and corporations, regardless of their size, industry, or sector. This includes:
Our Expertise
We are healthcare real estate experts focused exclusively on Tenant Representation. Jones Healthcare Real Estate does not represent Landlords and building owners, removing any potential conflict of interest in negotiations.
We partner with healthcare companies and practices to deliver a single-point-of-contact solution, alleviating the stressful and time-consuming process of navigating commercial real estate markets and replacing it with a tailored, streamlined, experienced strategy to secure economic and time savings for you and your team. Our expertise spans the gamut of healthcare real estate requirements, including:
Lease Renewals
Expansions
Relocations
Additional Offices
Real Estate Purchases
Practice Acquisitions and assimilations
Start-Ups
De Novos
We create a custom real estate strategy based on your needs, and building upon critical market knowledge that most healthcare tenants simply do not have access to or are unaware of.
Market Analysis
Financial Analysis
Site Selectoin
Demographic Studies
Heatmapping and Data Analytics
Experience in Real Estate Negotiation
Assembling the ideal team
Remember: Landlords and Building Owners hire landlord representatives to fill their buildings and maximize rental rates. They are skilled negotiators and their only objective to is provide the highest possible returns for the building owners.
Jones Healthcare Real Estate levels the playing for healthcare tenants, who are at a disadvantage on their own. We bring our experience and market knowledge to bear on your behalf, and give you the edge Landlords don’t want you to have. We make them compete for your business.
WANT TO KNOW MORE?
Check out some Frequently Asked Questions about Commercial Real Estate, and review our Glossary of Common Commercial Real Estate Terminology.
LET’S WORK TOGETHER
OUR EXPERTISE INCLUDES:
Real Estate Strategy
Lease or Purchase Negotiation
Market Evaluation
Site Selection
Competitive Landscape Study
Portfolio Strategy and Management
De Novo Clinics
Team Assembly and more