Luis Alejandro Sanchez is a health care commercial real estate and business broker with over 30 years of business experience. He is a certified negotiations specialist and is well versed in all areas of business particularly in the health care field. He represents both sellers and buyers of any type of health care business opportunity acquisitions and related brick and mortar real estate sales and leases.
Mr. Sanchez deals in healthcare mergers and acquisitions and specializes in:
• Home Healthcare
• Infusion Therapy
• Specialty Pharmacy
• Home Medical Equipment and Supplies
• Behavioral Health & Social Services
• Diagnostic Imaging Centers
• Dialysis Centers
• Primary Care Practice
• Physician Specialty Practices
• Assisted Living Facilities
• Outpatient Surgery Centers
As a healthcare specialist, he knows the issues crucial to the industry, reimbursement, government regulations, information systems, product technology, and market trends. Issues that directly impact who's buying, who's selling, why and how much"
Seller Representation Every step he takes in representing a seller, from preparation, to presentation, to negotiation, and ultimately closing has a strategy behind it. A strategy designed to generate premiums above fair market value.
Business Profiles that Promotes The Confidential Business Profile is the primary document he uses to develop buyers' interest in a company. Detailed financial information is certainly included, but more importantly, the profile promotes the intangible elements of the company, such as reputation, management strength, information systems, quality assurance, clinical protocols, and a host of other items that can substantiate value premiums.
Crunching the Numbers
Determining representative financial figures goes far beyond just adding back interest, taxes, and owner's perks. It requires industry specific knowledge in accounting, billing, operations, and performance benchmarks, not to mention plain good instincts. The type of knowledge and instincts he has gained with over 30 years of combined professional and academic experience.
It’s not a Valuation…It’s a “Pricing Strategy”
There is a big difference between the value of a business and the price it can ultimately sell for. Understanding and capitalizing on this difference is what ultimately drives a great price. Therefore, he uses the valuation of a company only as a starting point in developing an aggressive, pro-active pricing strategy. A strategy that is based upon identifying the buyers that could benefit most from the unique attributes each company brings to the table.
As a specialist in the health care industry, he has developed an extensive database of qualified buyers - public and private, national and regional, strategic and financial, established and emerging, some that may be familiar, and many that are not. He then leverages years of intelligence gathered on buyers to create a focused and strategically conceived prospect pool.
The Art of Negotiation
Although a successful negotiation can sometimes be attributable to a single critical move, it is usually the combination of many subtle strategies he uses that ultimately makes for a great deal. The look and content of presentations, the timing of communications, the tenor of the voice, the response to objections, and the power of patience is what makes him a certified negotiations expert. He considers every contact with a buyer, from initial presentation to closing, as an opportunity to advance in his negotiating strategy.
Details Make the Deal
Mr. Sanchez never forgets that the difference between a good deal and a great one often comes down to details. Items such as deal structure, escrow, non-competes, reps and warranties, employment agreements, indemnification, and guarantees. Accordingly he pays close attention to every aspect of the deal, from the letter of intent, to due diligence, to the definitive purchase agreement, and ultimately closing.
Making Transactions Happen
While he usually represents sellers, he nevertheless brings value to buyers. His clients are qualified sellers.
Once he has specific acquisition criteria, he keeps buyers apprised of attractive acquisition opportunities as they arise, greatly reducing the search phase of an acquisition strategy.
He has dedicated resources to collect, process, and analyze key financial, operating, marketing, clinical, regulatory, and other company data. Presented in a clearly written and concise Confidential Business Profile, he gives buyers the information necessary to make informed and confident acquisition decisions.
Mr. Sanchez recognizes the variety of ways deals can be structured. Accordingly, he counsels clients early on not to unnecessarily or prematurely eliminate certain options and to remain flexible in considering and evaluating alternatives.
He understands the pressure buyers are under to verify compliance with reimbursement, regulatory, and other legal matters. Accordingly, begins discussing due diligence with his clients long before the execution of a letter of intent. Therefore they are well prepared to gather and organize requisite materials and schedules.
Additionally, with literally hundreds of details that must be addressed in every deal, he acts as the clearinghouse for all open items. Thus, he gets deals closed.
Health Care Real Estate
Real estate requirements in health care businesses can vary depending on the specific use. He analyses the needs of each client regarding Location, space, building use, environmental, equipment footprint, and future expansion plans all play an important part of making the right buying or leasing decision.
Health Care Professional Team
Along with the years of experience, Mr. Sanchez has a team of health care transactional, Immigration, and health care Lawyers that are available to assist in successfully completing the transaction. Additionally he has available accountants and consultants, which compliments the services he provides. His team of seasoned professionals will ensure he will get the job done.