Selling your ASC business and the real estate it operates in are two separate decisions—but they are deeply connected. Each sale impacts the value of the other, and a poorly timed or misaligned approach can leave money on the table. At ASC Realty Advisors, we help physician-owners understand how to sell medical real estate and coordinate both transactions for the strongest results.
Some doctors ask whether they should sell their ASC and the real estate at the same time. Others wonder if it’s better to space out the sales. The answer depends on your goals, your timeline, and the structure of your lease. Our team works directly with clients to build a plan that supports both short-term needs and long-term value.
Step 1: Understand the Total Asset Value
Many physician-owners don’t realize how closely the value of their business and real estate are tied together. On the real estate side, lease terms like length, rent amount, and renewal options affect investor interest. A longer lease with market-rate rent typically results in a higher purchase price for the property.
At the same time, buyers of your ASC business look closely at your EBITDA and operational performance. If rent is too high or the lease is unclear, it may lower the business valuation. If it’s too low, it reduces what you can get for the building.
Selling without a coordinated plan can reduce the combined value of both assets. That’s why we begin every engagement with a detailed review of lease terms, business metrics, and long-term goals.
Step 2: Evaluate Timing Options
You can sell the real estate first, sell both together, or stagger the two sales with a defined strategy. Each option has pros and cons depending on market conditions and your own timeline.
For many clients, selling the real estate first makes sense. It lets you lock in a long-term lease that provides income for the buyer and gives your ASC business more value in the eyes of future partners. This approach can also free up capital that you can use to grow or restructure the ASC.
In other cases, selling both assets at once is the best path. This may apply if you’re close to retirement or if market conditions favor a bundled deal. Either way, ASC Realty Advisors will help you weigh the trade-offs and guide you through each step of the process.
Step 3: Structure Lease Terms That Work for Both Buyers
Medical real estate investors and strategic ASC partners look for different things. Investors want long-term, stable leases with predictable income. Strategic partners or buyers of the ASC business focus more on operational control, partnership structure, and profitability.
We help design lease terms that work for both types of buyers. This includes fair market rent, clear renewal language, and protections that allow you to keep control of your operations if needed. These terms make your real estate more valuable and your ASC business easier to market.
Without this balance, lease terms that benefit one buyer can make the deal harder for the other. That’s why we customize every lease strategy based on your property, your business, and the expected buyers.
Step 4: Create a Strategy That Matches Your Timeline
If you’re planning to retire in five to ten years, now is the right time to start thinking about how to sell medical real estate. You have more flexibility to shape your lease, stabilize operations, and choose the right buyers.
If you’re still growing, you can use a sale-leaseback to raise capital while continuing to lead the practice. That capital can go toward recruiting partners, adding services, or investing in equipment.
We don’t believe in one-size-fits-all planning. We listen to your goals and help build a strategy that supports them. Whether you want to exit in a few years or stay involved long term, we’ll guide you through the process step by step.
Example: Dublin Surgery Center (Ohio)
Dublin Surgery Center provides a clear example of how the right structure creates more value. The group created a new partnership with Surgical Care Affiliates and signed a 15-year lease. This made the property more attractive to investors and helped the sellers bundle the business and real estate in a coordinated sale.
By planning both sales together, the owners attracted a real estate investment fund that recognized the long-term income potential. The result was a high-value transaction that supported the next phase of growth while protecting operational continuity.
Post-Sale Support Matters
Our role doesn’t stop at closing. ASC Realty Advisors provides ongoing support after the transaction. We continue to advise on lease matters, help with expansion plans, and support future partnership changes or transitions.
Selling your ASC business or property is a major step, but it doesn’t end when the deal is signed. Having a long-term advisor who knows your goals can help you protect your investment well into the future.
Two Sales, One Strategy
Selling your ASC business and your real estate doesn’t have to be complicated, but it does need to be strategic. The two sales affect one another, and treating them as separate transactions can limit your options.
At ASC Realty Advisors, we help physician-owners take control of both sides of the deal. We structure lease terms, time the market, and coordinate with the right buyers to maximize value across both assets.
If you’re considering a sale, or simply want to understand your options, contact us for a confidential consultation. We’ll help you build a strategy that matches your goals and positions your business and property for the best possible outcome.