Monthly Archives: November 2016

November 21, 2016
Brad Goodsell

Timeline for selling a Senior Living Community?

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One of the most frequently asked questions by a seller of a senior living community is, “what is the process and timeline for selling a senior living community?”

The transaction process of selling  senior living communities is complex, incorporating the sale of both the real estate and actual business.  With the ultimate timeline for each transaction of a senior living property varying, based on factors including licensing, buyer financing, environmental surveys and capital improvements, the typical timeline from start to finish is 3-6 months.

Senior Living Sale Timeline
Timeline for Sellling a Senior Living Community

At Senior Living Investment Brokerage (SLIB), we sell over 90 properties nationally each year, and have found the previously mentioned transaction timeline of 3-6 months to be standard.

It is worth noting that a 3-month timeline from start to finish is very aggressive, while the more typical transaction is somewhere between 4-5 months, with anything over 6 months being a prolonged transaction cycle.

During the process, there are two core components of the listing and subsequent sale of a senior living community, which to be aware of; the marketing period (4-8 weeks), the closing period (8-12 weeks).

To break each down; the marketing period of the assignment involves the preparation of the offering memorandum, confidential phone calls, not emails, to qualified buyers, and thereafter responding to buyer inquiries, receiving Letters of Intent, property tours, and ultimately selecting a final offer with a preferred buyer.

Once a preferred buyer has been selected, the closing period consists of contract negotiation, due diligence process, licensing, transition phase and actual closing of the transaction.

Closing

When considering the selling a senior living community, it is important to be aware of all factors involved in the process of the transaction.  Senior Living Investment Brokerage, Inc. can assist from start to finish, providing a realistic timeline and lending our vast industry experience during each step, to ensure a successful outcome.

Contact Information

To discuss how we can assist you with the sale of your Senior Living Community, contact Brad Goodsell of Senior Living Investment Brokerage, Inc. at 630-858-2501 or goodsell@slibinc.com.  We are available to prepare a no obligation property valuation analysis for you.

November 21, 2016
Jason Punzel

Re-trading in the Senior Living Sales Process

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Re-trading in the Senior Living Sales Process – by Jason Punzel

Often times, we get asked about buyers “Re-trading in the Senior Living Sales Process.”   Re-trading is a term used by the industry when a buyer asks for a price reduction during the Due Diligence process.  Buyers can vary widely on their philosophy on re-trading and how they use this tactic.   Some buyers intentionally make higher priced offers to get the property under contract and then find excuses to try to reduce the price or re-trade.  This is why it is so important to use a broker that has significant experience in the industry to help sellers choose a buyer with a good reputation in closing transaction and not re-trading.

The Due Diligence process is the time in which the buyer conducts third party tests (survey, appraisal, environmental study, property condition report), additional site visits with their team, and thoroughly reviews the financial statements.

There are times the property condition report (PCR) could detect that the property has a defect, such as a bad roof, HVAC, etc.   While it may be considered a re-trade for the buyer to ask the seller for a credit to fix the defect, it is generally considered as a legitimate request from the buyer.  Most sellers are accommodating in either fixing the problem or crediting the buyer at closing.

Other reasons why a buyer could ask for a price reduction are because the census drops, Net Operating Income drops, they have a market study conducted and find out there is significant competition in the area, the appraisal comes in lower than the purchase price, etc.  Buyers can use these reasons as justification for a price reduction, sometimes as much as 10% of the purchase price.  While each request must be evaluated on its own merits, many of these situations are simply the buyer trying to find an excuse to reduce the price.

Conclusion:

Understanding the reputation and track record of the buyer is vital in a successful sales transaction.   Almost all buyers will tell a broker and seller that they never re-trade and are great buyers to work with.   However, the only way to truly know is past history.   As a firm, Senior Living Investment Brokerage, Inc. has closed close to 1,000 communities in the past 20 years and knows which buyers have good track records and which do not.

For more information on selling your Senior Living Community, contact Jason Punzel at punzel@slibinc.com or 630-858-2501×233.

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