When do I have the most leverage in a commercial transaction?

Your power peaks during negotiation before you commit. As long as you can walk away, the other side has an incentive to offer lower rent and better inducements. Once you sign or give notice, your leverage vanishes. Negotiation is the single moment that dictates your business terms.

Why can't the agent who found my space also negotiate it?

They are the wrong person for the job. With months of unpaid time on the line, they need a fast close to get paid. That financial pressure forces them to prioritize speed over holding the line. Worse, most simply lack real negotiation experience.

Should my lawyer negotiate my lease or purchase?

Real estate transactions happen in the commercial real estate market, not the courtroom. When your lawyer tries to reopen settled business terms, they irritate the other side, kill your leverage, and inflate your bill while actual legal work sits idle.

What does a specialist do that the transactional agent and the lawyer do not?

They drive the transaction. They uncover and exploit your healthcare leverage, run the negotiation, and act as the vital liaison between you, the landlord, and your lawyer. By operating as your dedicated commercial real estate department, they keep strategy and communication perfectly aligned so the transaction doesn't collapse.

How Doctors Win a Commercial Real Estate Negotiation

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Author: Jason Jackson

Jason Jackson is the founder of Attridge Group, with twenty plus years of commercial real estate experience. He advises dental, medical, optometry, and veterinary practices across the US and Canada.

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