Is your broker truly qualified to sell your ambulatory surgery center (ASC) or medical office building (MOB)? For many physician-owners, the answer doesn’t become clear until the deal is already in motion—or worse, after it closes. Choosing the wrong broker can lead to missed opportunities, undervalued assets, and long-term financial drawbacks.
At ASC Realty Advisors, we offer a different approach. We work only with physician-sellers and focus entirely on medical commercial real estate. That narrow focus is what makes us effective, especially in a complex market that requires more than basic real estate knowledge.
The Problem With General Brokers
Most real estate brokers don’t understand the healthcare sector. They might know how to price an office building, but they usually lack the knowledge needed to evaluate or position an ASC or MOB correctly. These brokers often:
- Rely on local buyers instead of reaching out to national investors who specialize in medical assets
- Miss the connection between your lease terms and property value
- Recommend lease structures or rents that lower long-term valuation
- Overlook critical ASC-specific concerns like regulatory compliance, partnership agreements, or operational control
In short, general brokers may not know how to frame your property in a way that brings in the highest offers. That inexperience can result in deals that fall short of their full potential.
Why Specialization Matters
Medical real estate brokers who understand surgery centers and healthcare properties approach transactions differently. They can evaluate not only the physical property but also the financial health of the business operating within it.
A specialized broker understands how lease terms, partnership structures, and rent affect value. They also know how to adjust these elements to meet investor expectations without sacrificing your control. Importantly, they are familiar with tools like sale-leasebacks and strategic partnerships, which often deliver higher total returns for physician-owners.
Most general brokers simply do not have this level of industry insight. That lack of specialization can make it harder to achieve strong results—especially when selling to experienced institutional buyers.
What ASC Realty Advisors Does Differently
We serve only the sell-side. We never represent buyers, which means our loyalty stays with the physician throughout the process. We also bring decades of direct experience in ASC development, strategic partnerships, and medical commercial real estate sales.
Our executive team has completed over 500 transactions with a total volume of more than $3 billion. We don’t pass clients off to junior associates. Instead, you work directly with senior advisors who understand your goals and the full value of your assets.
We also maintain a curated network of national investors who are actively seeking medical commercial real estate opportunities. These buyers know our process and trust our listings, which helps create competitive bidding and stronger offers.
Common Outcomes When You Work With the Wrong Broker
We’ve seen physician-sellers come to us after working with general brokers who mispriced their property, missed key valuation steps, or let deals fall through due to poor lease terms.
In some cases, sellers accepted the first offer without realizing better options were available. In others, leases were written in ways that reduced investor interest or left the physician group with less control post-sale.
One common issue is under-market rent, which some brokers recommend to reduce taxes. But lower rent usually leads to lower sale prices because buyers calculate value based on expected income. Another issue is short lease terms that fail to meet buyer requirements, making properties harder to sell.
How ASC Realty Advisors Builds Better Results
We start with a clear, full evaluation. This includes reviewing your lease, rent terms, and operational structure. We identify any obstacles that could reduce value and recommend changes to strengthen your position.
Our team handles both real estate and business sale planning. Whether you want to complete a sale-leaseback, sell your ASC business, or coordinate both, we’ll align your timeline and goals with a strategy that protects your interests.
We remain involved through every step—from the initial assessment to post-sale support. That consistent, hands-on approach allows us to respond quickly and manage details that can make or break a deal.
Checklist: Questions to Ask Before Hiring Any Medical Real Estate Broker
Before you choose a broker, ask the following:
- Do they specialize in ASC and medical office building properties?
- Can they restructure leases to increase investor interest and sale price?
- Do they offer access to a national pool of qualified buyers?
- Do they understand how lease terms and ASC operations affect each other?
- Will you work directly with experienced professionals—not junior staff?
If the answer to any of these questions is no, you may want to consider another option.
Choose a Broker Who Knows Your Business
Selling your ASC property or medical office building is a major decision. You deserve a broker who knows more than just square footage and zoning laws. You need someone who understands your business, your lease, and how to help you reach the best outcome.
ASC Realty Advisors provides physician-sellers with the tools, experience, and support needed to turn complex medical real estate transactions into successful long-term results. We work for you—and only you—throughout the process.
If you’re planning a sale or just want a second opinion, we’re here to help. Contact us for a confidential consultation and find out how a specialized team of medical real estate brokers can help you protect your investment and move forward with confidence.