Key Points at a Glance

• Norman Gelfand, founder of Gelfand Group, in conversation with Naren Arulrajah
• Real estate broker for 30 years
• The past 16 years has focused solely on helping dentists
• The biggest mistake most dentists make is focusing on economics rather than the liabilities and pitfalls they are signing up for
• The 3 elements of Economics: lease rate, tenant improvements allowance and free rent involved with transaction
• Business focus of the lease
• Fighting the relocation clause
• Right to bond around the Lean
• Protect against Latent defects
• Understanding the landlords needs and the dentists needs
• Business terms of a lease
• There are always nuances in leases that you have to be aware of
• Options for renewal
• Collaborative negotiations
• Be a gentleman, know your business, know what you need, know how to get what you need and understand the landlord is a business man also
• Be honest, loyal and diligent. Make sure everything is the best it can be for your customer
• Happy tenants make happy landlords and happy landlords make happy tenants
• Demographics involved