The healthcare real estate market must evolve as rapidly as the healthcare industry itself. Today’s providers need flexibility, and they are turning to a convenience care-based model that brings services “off campus” from the hospital, allowing them to reach more people, more conveniently and cost-effectively. This is just one trend, among many, that is driving the industry today. And it is one trend, among many, that Bremner Real Estate’s Vice President of Leasing, Debbie Johnson, tracks, analyzes, and takes into consideration as she brokers real estate transactions for a major healthcare system.
Dedicated Healthcare Real Estate Broker
There is more than 1.3 billion square feet of healthcare real estate in the United States, and as systems and providers seek to balance care, convenience, and cost – the “Holy Trinity” of healthcare – their needs are only growing. Debbie, a veteran commercial real estate executive, is a dedicated broker for a large health system. Based in Indianapolis, Debbie helps her client navigate the complex world of healthcare real estate and balance those critical needs with agility and efficiency.
As a national healthcare system, Debbie’s client has a portfolio that includes hospitals, urgent care facilities, surgical centers, and physicians’/specialists’ offices. Their internal real estate team is lean, and in order to accommodate the heavy volume required, they work with a dedicated broker in each of their markets. So, for example, when a physician’s office needs to be renewed, relocated, expanded, or reduced in the Indiana market, Debbie handles third-party transactions, negotiating with outside owners and landlords to secure the most favorable terms for her client.
As a commercial real estate broker, Debbie handled about ten transactions a year. In her role as a dedicated broker for this health system, however, she has nearly ten times that many on her radar. She says, “I refer to myself as a consummate plate spinner.” Debbie is in constant motion, never breaking a sweat as she keeps all of those plates spinning in synchronous motion.
Life Revolves Around Expiration Dates
Debbie describes herself as an extension of her client’s real estate department, enabling them to do a higher volume of transactions than they can handle internally. Their portfolio encompasses some 16 million square feet of real estate, and the team looks at projects 12 to 24 months prior to lease expiration. As Debbie says, “My life revolves around lease expiration dates.”
For example, she may set out and master lease a floor in a medical office building. Within that floor, there may be 10 – 12 different service lines (e.g. cardiologist, pediatrics, primary care, OB-GYN, and various specialties) for her client. Finding, securing, and ensuring the right fit is critical in helping her client maintain a high quality of care at a reasonable price to keep a leg up on the competition in the market.
On the Other Side of the Table
Debbie is a formidable presence, and no one knows that better than her client. She used to sit on the other side of the table when she was a broker with a company from whom they leased a significant amount of property. When the director of real estate came to her, saying “We need to relocate this group within your building” or “We need to move everyone out and put these people in,” she’d be there to say, “No.” And then offer to negotiate alternative solutions.
That commitment and resolve ended up in opportunity several years later. The director of real estate for her current client approached Debbie at a conference. They wanted to reorganize their department but couldn’t handle the volume of transactions required. They needed to outsource, and they knew no one was more tenacious, experienced, and in tune with the market than Debbie. Knowing her as an “opponent,” they knew they wanted her on their side. What made the decision even easier was knowing that she had Jim Bremner in a supporting role, given his 35+ years of experience in healthcare real estate with most of that directly in the Indiana market.
Client-Focused and Driven
As a woman, Debbie was a relative rarity in the commercial real estate world. About 15 years ago, a respected mentor said,” I’m seeing a real surge in healthcare real estate. I think you’d be good at it.”
Why?
“Most brokers are transaction-focused. You are a lot more client-focused. You really care about the people you represent, and you want to do a good job for them. Healthcare would be a good arena for you. Look into it.”
Fortunately for us, Debbie not only looked into it, she fully embraced healthcare real estate. And, as is her habit, quickly became a force to be reckoned with.
To this, Debbie says, “It’s no different when I’m negotiating with third-party owners. I can be extremely firm about what I want, as I have the facts to back it up. That’s the key to negotiating – having the facts and figures. It also helps when you represent a very large health system
Respect is the key to relationships with clients and Debbie’s approach. “I put my client’s needs before my own. The client is 100% my focus. It’s more important for me to walk away from a transaction, which is walking away from my own income, if that’s what is best for the client. And I do it without hesitation.”
Debbie’s unfailing sense of ethics, and her drive to deliver the best results for clients – without exception – elevates her to the top of the healthcare real estate game. But she wouldn’t be here if not for the people and team’s she is surrounded by. “If my team at Bremner Real Estate and my client were not mutually respectful, caring, and fun, I would not be here. No way.”
30+ Years of Healthcare Real Estate Solutions
Bremner Real Estate has an established track record in healthcare real estate strategy, financing, and development. With professionals like Debbie Johnson on the team, they are able to deliver optimal results for healthcare systems and providers. To learn more, visit bremnerrealestate.com.
