The single most expensive mistake in your dental career might not be a failed marketing campaign or a bad hire—it's likely hidden in the pages of the lease agreement you signed years ago. While most practice owners focus on the monthly rent, the real financial traps are buried in complex clauses that can dictate the future value and salability of your entire practice.
In this critical episode of Dental Unscripted, hosts Michael Dinsio and Paula Quinn sit down with dental real estate specialist Dan Gleissner of Ally Healthcare Real Estate to expose the pitfalls that most dentists and even non-specialized agents miss. Before you sign or renew, you need to understand the long-term consequences of your lease.
In this discussion, you will learn:
- The "Sale-Killer" Clause: About half of all first-draft leases contain severe "assignment" language that could prevent you from selling your practice. In rare cases, just requesting to sell can give the landlord the right to terminate your lease immediately.
- The Truth About Triple Nets (NNN): Your rent is not your total cost. We break down the three "nets"—property taxes, insurance, and Common Area Maintenance (CAMs)—and explain how these estimated expenses can lead to a surprise bill for thousands of dollars at the end of the year.
- The HVAC & Roof "Gotcha": Who pays for a $30,000 HVAC replacement? In many retail leases, the tenant is responsible for the full, immediate cost. Learn how to negotiate spreading these capital improvements over the lifespan of the asset.e
- The Two-Year Rule: To maintain leverage with your landlord, you must start the renewal process at least two years before your lease expires. Waiting until the last minute puts you on the defensive.
00:49 Topic Introduction: Dental Leases
01:20 Guest Introduction: Dan Gleissner
03:42 The Risk of Non-Specialized Agents
11:00 Exclusivity Clause Explained
18:04 The Importance of the Assignment Clause
26:18 What is a Triple Net (NNN) Lease?
34:56 "Gotchas": HVAC and Roof Replacements
40:44 The Lease Negotiation Process & Timeline
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