Speaker 1: 0:31

I'm Anne Zawin. I am a commercial healthcare real estate agent. I work for CAR and we are the nation's leading provider for commercial healthcare services for healthcare buyers and tenants Love that.

Speaker 2: 0:50

So, when it comes to finding places to, I guess, move in or have a space for the healthcare providers, what type of places are you guys looking for?

Speaker 1: 0:59

Well, a variety of spaces. So there's retail, there's office, medical office buildings, depending on the specialty. So healthcare providers you know that's a wide, you know that's a big variety of like we're talking physicians, doctors, dentists, veterinarians, vision care, so yeah, so it really depends Med spas, physical therapy so it really depends on that specific practice what their needs are. But, yeah, it's all different spaces, cool.

Speaker 2: 1:40

And it's all over the area, I guess Northern Virginia, or do you go other states? Yeah.

Speaker 1: 1:45

So with our brokerage company we are nationwide, so I personally service Virginia, dc and Maryland.

Speaker 2: 1:57

Wonderful.

Speaker 1: 1:58

Yeah, I go wherever my clients take me.

Speaker 2: 2:01

I love that. And now give me a little bit of a background about yourself and how you got started in your industry and career.

Speaker 1: 2:07

Well, okay, so I'm going to make it short, but I started as a registered nurse and so that's where the healthcare background came from. And then I want to say, when I was like 22, my husband now introduced me to real estate. So for many years I was doing healthcare, I was doing healthcare sales by that time, and real estate, um, a lot, you know together. So I would work um Monday through Friday in the hospital and then evenings and weekends, um, you know, helping, you know, my clients, uh, for the real estate part, yeah. And then eventually, um, so you know, got married, have family. I had to pick one industry. I chose real estate. But then I also was approached by this company, carr, who specializes in healthcare. I thought, wow, this is just marrying the two together. I'm like, wait a second, this is just the perfect industry for me. I have a passion and love for healthcare, like we, you know, and healthcare providers I know how they're my, you know. I work, you know, work with healthcare providers in the hospital setting for years and so, and also just in real estate, just helping people with making a difference in their lives. So in this case I just felt like this is the perfect niche for me. So yeah, and I just help with my company as well. We only represent tenants and buyers, and so I feel that there's a big need for that.

Speaker 1: 3:56

For many years I was doing, you know, generalist, you know I was a generalist for real estate, residential, commercial but now specialized in healthcare. I found, I find, that healthcare providers they are very, you know, they care about their patients, they care about the community, they want to make a difference in the world. But they're one of the intelligent people, they're very clinically and medically minded and they forget. And then the business part of it is not something that they Specialize in, they specialize what they learn from school, right. So I, you know, just kind of stumbling upon this specialty or this niche is that I find that they are being taken advantage of by landlords and just really losing a lot of money on the table when they negotiate on their leases or their real estate transaction. That's kind of like how I end up where I am now. It's just, you know, just helping healthcare providers with their real estate transaction. That's kind of like how I ended up where I am now. It's just, you know, just helping healthcare providers with their real estate transactions.

Speaker 2: 5:01

That is awesome. I love that. I love that you found your space, your niche, to like be like I'm going to help them. And you know what? I think it really helped that you were in the healthcare field by yourself, so you firsthand saw like what was needed, what was missing, what you could help with, what they were looking for yeah, like what was needed, what was missing, what you could help with, what they were looking for. So I feel like that's like almost like super valuable to have that background.

Speaker 1: 5:20

Right, right, and just knowing, you know again, you know, working in a hospital setting or in the health care industry, just, you know, with physicians and doctors, just there is they're passionate of what they do, um, and they have a big heart. And me seeing, um, some of the things that they, they, they just kind of don't forget, like when they're already on a, in a space, and then they just sign the lease without knowing, oh, oh, I just lost tens of thousands of dollars and hundreds of thousands of dollars. I'm like, I feel for them, I'm like, oh, come on, let me help you. This is how it shouldn't happen. So residential real estate and commercial real estate is such a whole different world, wow, whole different world it's.

Speaker 1: 6:13

You know, with residential real estate, you, you know, you go into market, you find a house in Redfin Zillow and you put an offer and you go on a contract and that's it right. In commercial real estate, it's different. You know 80% of commercial real estate is leasing, and so you're supposed to go on the market and and, and it's not public knowledge, it's not like you can see the comps and see how much your neighbor paid for, because it's not public knowledge. So you need someone um, that would will want higher representation. That's one of the common mistakes that I see business owners do healthcare providers, business owners is that they don't have representation. They negotiate themselves, thinking, oh you know, I can talk to the landlord, call the number on the sign and they fall in love in one space, they fall in love with one property.

Speaker 2: 7:11

Without looking at other options and what's available.

Speaker 1: 7:13

Without looking at other options. So in commercial, what you're supposed to do is that you go in the market, look at all your top options, pick the best, the top two or three properties to negotiate on and unlike residential, on and and we, unlike residential. You put an offer. You already bind it now in in in commercial leasing, and you're supposed to be. You suppose you negotiate on non binding basis through an LOI, letter of intent or request for proposal and submit that to the landlords and it takes about maybe two or three rounds to go back and forth because the landlord is not going to give you the best terms on the first round and when they know they're competing against each other or competing with other landlords, they will give you the best terms eventually. But you're not going to know that unless you have one.

Speaker 1: 8:20

You know someone who is helping you with um, with. You know who's an expert and not just. You know a general, general real estate agent you know I I worry about, know they primarily just do residential. You need someone who's really good in their craft and specialize in your industry. Yeah, and again, you know you negotiate and then you get the best terms and then you pick and then you feel good, that you got the best, you know. Yeah, you're not leaving any money on the table.

Speaker 2: 8:53

that you got the best terms from that landlord yeah, Wow, that is something to think about, because I feel like a lot like you said, like that's a lot of mistakes that health care providers are doing, and the more that you bring awareness to it and let them know like hey, you got to find someone who specializes particularly with your industry it's gonna be the best outcome for them. Correct, right? Yeah, and what are some other misconceptions or mistakes that you were seeing out there that maybe you want to bring more awareness to?

Speaker 1: 9:18

The other thing I want to say would be if you're already a business owner, it's not knowing when your lease is expiring. So there are. So for healthcare providers specifically, there are long-term leases. There are, you know, seven, ten years for dentists, veterinarians, who are looking at 10 years because there's so much build-out involved, there's so much money invested in that space. But, um, so once they're set in that space, they forget when their lease is up and they don't, and they just sign the lease right away like, oh, okay, well, I'm here for another five more years or 10 more years, but they don't realize that you could renegotiate that lease again because you're actually again leaving money on the table. They tend to just agree whatever the landlord says.

Speaker 1: 10:07

And the landlords are very smart.

Speaker 1: 10:09

They wait until it's like two to three months and they're like oh, I know they're not leaving anywhere and they would charge them so much more and say, for example, like I said, it's not public knowledge If your space, if you're paying $35 per square foot by year 10, you're already at $45 per square foot and when you renew you're going to start at 45, right, because that's what the landlord is going to say Like, hey, you know, let's just continue on.

Speaker 1: 10:36

Yeah, when your person next to your neighbor is paying $25 per square foot, which is that's hundreds of thousands of dollars, you're leaving again on the table, because you're those around yourself with people that would help you negotiate that for you, because it's not your expertise, right. And so from there again time. They forget that their lease is up and they don't have enough time. And if you don't have time, you can't create a strategy or posture a game plan to negotiate with that landlord or with that seller or whoever. Whatever the case, if you're leasing, you need at least 12 months, and if you're building a building, if you're relocating or expanding, you need about 18 to 24 months. So just knowing when you need, when your lease is up and what your next move is is very critical, and that's one thing that most business owners forget or dismiss when they're, you know, in terms of commercial real estate.

Speaker 2: 11:47

Wow, your role is so important, then, because all these health care providers are so busy. They've got their family, they've got their patients, their business inventory, they're overseeing so many things. So I can see how the landlords would have the upper hand in this and like reminding them, like last minute, like oh, by the way, like you should have somebody that's fighting for you and looking out, right, right, because that can be so stressful Like, oh man, another thing on my plate. I already have so many things I need to take care of.

Speaker 1: 12:14

Exactly, yes, it's exactly what's happening. And so we find that there is such a need in this market you know, specialized in healthcare, and, like you said, they're so busy with their patients and these, these healthcare providers there's, they're, you know, they're always growing, they're always expanding and that's the last thing they want to do and they forget. And so we find that that's like you know, the there's a need for that and we were out there telling you know how you know business owners, healthcare providers and that need representation. It's no-brainer because, much like residential real estate, we're compensated by the seller and the landlord. It's no-brainer to have representation, have someone do it for you. So, again, when they're already in the space, just lease renewables is something that I see as a common mistake that they make, and if they do want to move or relocate, it's to have that right timing, yeah, right timing in the market.

Speaker 2: 13:21

Absolutely. Thank you for sharing that. It sounds like some very big mistakes. That can be very scary. Costly mistakes yes, my goodness. That's why you're here today to break those misconceptions and bring awareness. Now I'd like to ask you, as far as marketing goes, how are you getting the word out there about yourself and the type of businesses that may possibly need your helping hand? And, like all this invaluable information that you just gave me today, like I feel like more people need to know about this.

Speaker 1: 13:49

Yeah, so our company CAR. We do very big in social media, so we have an Instagram page and Facebook page and Google, but also me, primarily in the DC metro area. It's a small industry for us. So we have the key players. We have the commercial lenders, the contractors that specialize in our industry architects, CPAs so just kind of going out to our sphere of influence, our COI, and then telling all their clients like, hey, by the way, these are I have, you know, these are valuable resources for you. If you need, if your lease is up, please, you know, have a conversation, have your lease reviewed by a broker specialized in this field. What else? And just really, you know we're word of mouth, you know, from doctors and our healthcare providers, our clients, yeah, Love it, and now do you have a team with you?

Speaker 2: 15:01

Are you doing everything yourself, or how does that work for you?

Speaker 1: 15:04

Yeah, so I'm glad you asked that, because we do have a big team. We have a nationwide team, we have our CEO, our leadership team. We are there's about, I want to say, just under 200 agents now. So even though you know we're all remote, you know we all work as a team together. We discuss all our transactions. In the D&V Metro itself, there's about three agents. The three of us also help and work together with all our clients. Yeah, I love that Cool Teamwork makes the dream work right.

Speaker 2: 15:39

Yes, it sure does. And now, where do you see yourself in the next five years as a person and with your business?

Speaker 1: 15:45

five years as a person and with your business. Well, you know, I see myself just really growing this business and having, like you said, just making it more people, healthcare providers, more aware of the services that we provide. I feel like it's still not out there. We still see a lot of. Sometimes we, we, you know we get into a transaction or in the picture very late and we have to do a lot of like you know, um, I don't know, I don't want to say damage control, but like we're trying to do as much as we can. But, yeah, just being just growing the business, making um, making it more known in the healthcare community, yeah, I love it.

Speaker 2: 16:27

You sound like a very busy woman. I'd like to ask you what you do to take time for yourself, to relax and enjoy life.

Speaker 1: 16:34

Guys, just a If possible. Yeah, that is a good question. I am a mother of three and I have a 13-year-old, 11-year-old and a five-year-old.

Speaker 2: 16:44

Oh, you're busy.

Speaker 1: 16:46

They definitely keep me busy and you're busy, they're, they definitely keep me busy, um, and you know they're, they're involved in club sports, so, and year-round sports and I it's it's a hard, it's it's hard, yeah, um, but I try to um. What I like, what, what really, what I like doing is, you know, traveling um and just doing, you know, some self-care, some massages here and there and meditating.

Speaker 2: 17:18

Yeah, I'm happy to hear that because as a mom you know you have to take care of everybody and like you've got to remember to take care of yourself. So I'm glad you're getting those massages and meditation and stay.

Speaker 1: 17:30

We are trying, you guys are superheroes, so yeah, yeah.

Speaker 2: 17:36

And then I would like to ask you is there anything, maybe, that I have not touched on, about your business or yourself or your industry, that you would like to bring more awareness to or just talk about?

Speaker 1: 17:47

What else can I tell you? So, with healthcare and commercial real estate, I'm Um, what else is? What else can I tell? Oh well, we bring the team together. Um, so one of the things that I, we, uh, we provide as a value is that we, if someone comes to us a dentist, a veterinarian, um, you know, a physician, a physical therapist, whatever, a med spa they sometimes at our loss and they don't know. You know, this is my dream, I just don't know how to start. So what we help with that? We help bring the team together, the right team, not just any team, but the right team, the trusted team that can really make that dream happen.

Speaker 1: 18:40

So, starting with the right lender, you know, not just a commercial, specialized lender that would do you know that specialty, the dental, or you know medical or whatnot and attorneys that will protect them with their lease reviews. Again, this is the difference between residential, commercial, commercial. There's no standard contract, there's no standard lease. So it needs to be reviewed, and not just by you and I. It needs to be done by an attorney, not just a regular attorney, someone who actually does love they love doing lease reviews, because we're talking 40, 50, 80 pages of paperwork and you know there's so much language that you don't understand there. So, having that, you know, having that on the team and also the contractor that will build the space for you, very specified.

Speaker 1: 19:43

So if you're opening up a surgery center, animal clinic or animal hospital or dental office, very specialized you can't just pick anybody that your family member referred to you, refer to you, yeah, um, it has to be someone that have done this many times, who knows how to do the plumbing, the mechanical, um, the, the right architect, um, that would check zoning. You know things that you would never think like oh well, I want the space, I want that property. Well, guess what that property is? You know it's not the right fit for your right fit for an animal hospital.

Speaker 1: 20:20

It's not the right fit for your business for an animal hospital.

Speaker 2: 20:22

It's not the right zoning, and you know.

Speaker 1: 20:24

And again, those are common mistakes too, because they would go execute a lease, sign a lease, and they and they can't open their business. Oh my goodness but, they're now stuck with a 10 year lease that they have to pay for.

Speaker 1: 20:37

Then you looking at lawsuits, like you know oh my goodness yeah, so um um, cpas, you know, helping with their business plan and and you know, with those projections and revenues and just like marketing it and just the right, you know the right staff, the credentialing. So we help with putting that team together to make that dream come true. Yeah, to open that practice or that business, super important, yeah, this is amazing.

Speaker 2: 21:05

I'd like to ask you do you have like a memorable moment of when you helped maybe one of your clients find like their dream space, and how did that make you feel when you were able to like help them find that location that they've always wanted?

Speaker 1: 21:17

well, that's where my passion comes in. Like, I just love that rewarding, fulfilling feeling. And it all started, really, when I was doing real estate and helping my coworkers in the hospital, my colleagues, the doctors I was working with nurses and physical therapists. That's how my real estate, um, um career started. I just love the feeling of helping them. And it's that american dream of owning a home and then now transition to like health care providers, like helping them with. You know that dream of opening their own practice and not working for somebody. And you know that, um, that independence, that you know that financial wealth too, like it's just, um, it's. It's such a rewarding feeling and I always tell them, too, is the, the?

Speaker 1: 22:13

The transaction is going to go up and down. Right, you're going to go through a roller coaster of emotions and I guide them through that too like, hey, you know you're going to have self, you're going to doubt this, you're going to like, you're going to back out, and you're going to feel like, hey, you know you're gonna have self, you're gonna doubt this, you're gonna like, you're gonna back out, and you're gonna feel like, oh my gosh, you're gonna question yourself am I doing the right thing? Um, but once I you know, sometimes I feel like I'm a therapist too, right, but I'm like, hey, just fyi, this is what's gonna happen and I'm gonna try to guide you the the whole way, yeah, and and once we go through those humps and bumps in the road, yeah, and we open this beautiful practice with, like you know, beautifully designed practice, and it's like in a year or two they're like, oh my gosh, I am, my revenue is this much. I wouldn't have done this without you. And that's just, and that's why I do what I do, I love what I do, and that's just the neurotic feeling that I, that I get from this.

Speaker 2: 23:06

Yeah, I love that, and not only are you knowledgeable and very skilled in your craft, you're also very personal and friendly. Sometimes people can be very scary or intimidating, which is a good thing too, right? But yeah, like, I feel like you're easy to talk to and I feel like your clients are just going to feel comfortable in the fact that you genuinely care. Like that makes the world a difference too, because you can get that energy, and I think that that's very important.

Speaker 1: 23:31

So you're in the right path.

Speaker 2: 23:32

Thank you so much, absolutely. And now for my final question. I'm going to ask if you have maybe an inspiring quote, a mantra, a saying, maybe somebody told you something that stuck out with you, Would you mind sharing that with us and leaving that message with our audience?

Speaker 1: 23:49

Um, well, I just live by and this has just always been my, my, um, I guess how do you say it? Just like what I live by, like, you said Words to live by, yeah. In my industry real estate. There are very, very bad brokers out there as well, and I just feel that it sometimes is tainted, right, like you know. Well, you know this real estate agent is this and that I just had a bad experience.

Speaker 1: 24:20

I know, with every single client I work with, or just anybody, I treat them like they're my family and then I treat every transaction with integrity and I know that I can sleep at night knowing that I've done what's right and what's good for that client, what's best for that client, and I just you know this industry can be um well cut through for sure, cause commercial is dominated by, you know, by male, by um male agents, um, but also just there is really unethical, you know unprofessional, you know agents out there and I just know that you know I live my, I work with integrity and that I know I sleep at night knowing that I've done what's good for the best interest of my clients. So yeah, so, to basically just treat others with kindness and love and you know, and honesty.

Speaker 2: 25:19

Yeah, and I think all of that will come back. Like all that good energy. It always comes back to you. So I think that's a wonderful message to leave our listeners with, and thank you so much for being on the podcast. It was a pleasure having you.

Speaker 1: 25:30

Thank you so much for having me.