By Christian Gile
•
August 15, 2025
“In the business world, the rearview mirror is always clearer than the windshield.” — Warren Buffett Recently, we sat down with an office manager—we’ll call her Susan—who was proud to share her recent win: she had just renegotiated her doctor’s lease and landed what she believed was a great deal . But as we peeled back the layers, the story changed dramatically. The Setup Susan had been managing Dr. Alex’s 2,000-square-foot medical office for several years. The space was functional, albeit a little dated. Dr. Alex had excellent credit, and their practice was stable. One afternoon, the landlord’s broker—let’s call him Mike—stopped by with a “special offer.” If Susan signed the lease renewal on the spot , they’d drop the rent from $25/sf to $22.50/sf over a new 10-year term. Susan was thrilled. A discount! No hassle! And the same location they’d grown comfortable in. But here’s the thing… Comfort Can Be Costly At first glance, a 10% rent reduction sounds like a win. But in this case, it was anything but. Let’s look at the numbers: Current market rates in Dr. Alex’s area had dropped by 25% since the last lease was signed. Vacancy rates in the area were up , giving tenants more leverage than ever. Susan’s new “discounted” rate of $22.50/sf? Still well above market , which now sat between $18–$19/sf . That means over the next 10 years, Dr. Alex is poised to lose: $86,000 in overpaid rent Around $22,500 in missed free rent (a common lease incentive) Around $30,000 in lost Tenant Improvement (TI) allowance for space upgrades Total loss: $138,500 — and that’s being conservative. And It Gets Worse... If Dr. Alex had taken advantage of standard negotiated incentives we regularly see for healthcare clients—like at market or below market rents, generous TI packages, and free rent—his total lost value could exceed $229,000 over the life of the lease. That’s not just lost money—it’s lost opportunity: Lost reinvestment into technology or team. Lost upgrades to the patient experience. Lost margin that could’ve doubled profitability year over year. The Cost of Going It Alone Susan made the best decision she could with the information she had—but here’s the truth: Real estate is not a DIY sport. Especially in healthcare, where every square foot carries clinical, financial, and branding weight. What could have protected Dr. Alex? Fiduciary Representation – Someone solely advocating for his best interest, not the landlord’s. Specialized Market Knowledge – A professional who understands both the local landscape and the medical tenant’s unique needs. The Bottom Line If you’ve poured years into building your practice, don’t let one contract quietly siphon away your profit. The right lease negotiation could mean hundreds of thousands in savings—and the difference between just surviving or scaling with confidence. At GILE , we help you see clearly now —so hindsight doesn’t come with a price tag. When you understand the market, know your leverage, and have someone truly advocating for your interests, the path forward isn’t just visible—it’s strategic. Want us to run a quick check on your current lease terms? Let’s make sure your “deal” is actually a win .
