About Cushman & Wakefield’s Healthcare Advisory Practice | Capital Markets
The Capital Markets division of the Healthcare Advisory Practice at Cushman & Wakefield, led by Gino Lollio and Scott Niedergang, has an exclusive focus on advising physician practices, health systems, investors, and developers on the disposition and acquisition of healthcare properties nationwide. To date, our team has personally sold 137 properties in 18 states representing a total sales volume of $809,106,715.
Our team possesses deep knowledge of the healthcare real estate sector and understand its complexities. We are adept at understanding our clients’ needs and helping them meet their objectives. Through extensive in-depth marketing, end-to-end transaction management and an integrated service delivery that encompasses debt and equity solutions, our team takes pride in adding value, having a significant impact on the sales process, and achieving an optimal result on each assignment.
Our team’s process begins with an initial discussion about how a client’s real estate holdings play into their corporate and/or investment goals and objectives. In order to provide input on market valuations, we then open up a dialogue regarding a property or portfolio’s tenant makeup, existing or appropriate lease term(s), lease guarantor(s), rental increases, renewal options, rights of first refusal, and other key lease components. Once the initial discovery phase is complete and we have collected the pertinent information on the property, our team will customize a full market positioning and pricing analysis on the healthcare real estate asset or portfolio. This analysis is done at no cost or obligation for any client as we see it as an opportunity to build a relationship, add value, and demonstrate our credibility.
Once engaged on a disposition assignment, our team tailors our integrated marketing strategy to best suit each and every assignment based on our clients’ goals and objectives. The uniqueness of our platform lies within our firm’s unrivaled reach and access to private investors. While we maintain relationships with every institutional owner and investor of healthcare real estate, as well as the ever-growing number of private capital sources that enable us to push pricing for our clients. Our team’s relationships and collaboration with these professionals allow us to source more private investors, move capital across geographic boundaries and property types, create a competitive bidding environment, and maximize total returns upon sale.
We firmly believe that the best outcome for a seller is only achievable by forcing buyers to compete in a bidding environment. This environment does not exist unless an offering is tactically exposed to qualified private and institutional investors. By enabling both of these buyer types to compete for assets, we are able to create competition and ensure maximized pricing is achieved. Given that the private capital segment makes up 80 percent of the number of investment sales transactions in the commercial real estate marketplace, it is imperative that this market is being captured via a strategic and formulated marketing process.