Medical office investment software for a pipeline priced on tenancy

A pipeline where the rent roll is the asset

Medical outpatient buildings look like office and underwrite like credit. Two 45,000 square foot buildings a mile apart, same vintage, same parking ratio, can trade hundreds of basis points apart because one is anchored by an investment-grade health system on a 12-year lease and the other carries eight private-practice suites with a four-year weighted average lease term.

The tenancy data explains why. JLL's 2026 medical outpatient research found health systems accounted for 46 percent of MOB leases tracked in 2025, while the share of physicians in private practice fell to 42 percent in 2024 from 60 percent in 2012. Specialty providers made up 36 percent of medical leases, with psychiatry alone at 10 percent. Every one of those categories carries a different credit profile, a different renewal probability, and a different buildout intensity, and the market prices the differences.

So the MOB screening pass runs on a different field set than generic office. Before anyone opens a model, the deal record needs the anchor tenant and its parent, the tenancy type (health system, hospital-affiliated group, private practice, specialty platform), the WALT, the escalation schedule, on-campus or off-campus position, and the ground lease status if a hospital owns the land. Teams that capture those as structured fields can compare 15 live deals in one view. Teams that leave them in OM PDFs re-read the PDFs every time.

What software do medical office acquisition teams use?

Medical office acquisition teams run their pipeline on deal management software, not a sales CRM. A MOB pipeline is operations management across diligence-heavy deals, so the tool has to hold the deal, its documents, and its tenancy detail in one place rather than model leads moving toward a close.

Four capabilities carry the workflow. A pipeline board with custom stages and days-in-stage tracking shows every live deal at once. Deal workspaces hold tenancy as structured fields, so anchor type, credit, WALT, escalations, campus position, and ground lease status are filterable across the whole book. A due diligence checklist tracks items across environmental, title, survey, legal, financial, physical, zoning, and insurance. And deal financing compares lender quotes side by side on rate, term, amortization, and proceeds.

Spreadsheets screen deals but cannot hold eight lease abstracts, a rollover schedule, and three lender quotes in a usable state. Enterprise platforms handle the same work at $15,000 to $50,000 or more per year, priced for the institutions buying the portfolios. The specialist funds and small teams buying one-off MOBs sit in the gap, and that is the team MotionCRE is built for.

Where the MOB market sits in 2026

The sector enters the second half of 2026 with the strongest operating story in commercial real estate and pricing that already reflects it.

CBRE's Q1 2026 figures show the average MOB cap rate at 6.9 percent, its first reading below 7 percent since Q3 2024, on quarterly volume of $2.9 billion, up 78 percent year over year. The average sale price of $310 per square foot runs 55 percent above the $200 average for traditional office.

Supply is doing much of the work. CBRE projects MOB construction completions will fall another 26 percent in 2026 to the lowest level in over a decade, while the population aged 75 and older grows by more than 1 million people per year, triple the rate of the past 40 years. Absorption keeps outrunning deliveries, which is why existing stabilized product keeps getting bid.

The same CBRE outlook carries the caution flag. Federal policy changes are projected to cut more than $1 trillion in healthcare spending, with 14.2 million more people expected to be without health insurance, and JLL notes marketplace enrollment already declined by 1.4 million year over year. Health-system credit absorbs that pressure differently than a three-physician group with heavy marketplace and Medicaid exposure. Payor mix has become a real diligence item on private-practice tenancy.

Join CRE teams already running their deals on MotionCRE.

Book a DemoView Plans

Pipeline value

$148.9M

14 deals3 closing soon

Deal workspaceActive

Oak Street Multifamily

Dallas, TX · Multifamily · 180 units

Value

$24.5M

Stage

Due Dil.

In stage

12d

AI Associate

Pipeline value

$148.9M

14 deals3 closing soon

IC memo · due today

Key dates

DD expirationJun 5

Financing deadlineJun 12

Tasks3 due

Order title report

Review rent roll

Send LOI to broker

Files24

Appraisal_OakSt.pdf

Filed to deal · just now

Deal workspaceActive

Oak Street Multifamily

Dallas, TX · Multifamily · 180 units

Value

$24.5M

Stage

Due Dil.

In stage

12d

AI Associate

Worked example, pricing the tenancy spread

Take a 45,000 square foot off-campus MOB with in-place NOI of $1.08 million, which is $24 per square foot, close to CBRE's national average rent. Price it three ways against the Q1 2026 average cap rate of 6.9 percent.

1. At the market average of 6.9 percent, the building is worth about $15.7 million, or $348 per square foot.

1. Re-tenant the story. If the same building were anchored by an investment-grade health system on a 12-year lease, a buyer paying 50 basis points inside the average, 6.4 percent, would pay about $16.9 million, or $375 per square foot.

1. Now weaken it. Eight private-practice suites, a four-year WALT, and two anchors rolling inside 24 months might clear at 7.5 percent, about $14.4 million, or $320 per square foot.

The spread between the strong and weak versions of the identical building is roughly $2.5 million, about 16 percent of value, generated entirely by tenancy, credit, and lease term. That is the underwriting sensitivity an MOB team manages every week, and it is why lease abstracts, guarantor notes, and rollover schedules belong on the deal record where the whole team can see them, next to the 50+ deal fields in a workspace rather than in one analyst's folder.

The same math runs in reverse on asking prices. A broker quoting $375 per square foot on a private-practice rent roll is asking you to pay health-system pricing for physician-group credit. Having your own comps on tenancy-adjusted pricing, built from every deal you have screened, is how you spot that in the first pass.

On-campus, off-campus, and what diligence actually checks

Campus position is the other axis of MOB pricing, and it changes the diligence list along with the cap rate.

On-campus buildings sit on hospital land, usually under a ground lease from the health system. The referral flows and physician stickiness are real, and so are the encumbrances. The ground lease needs review for remaining term, use restrictions, transfer and financing consent, and purchase options held by the hospital. A 40-year-old on-campus building with 30 years left on its ground lease is a different deal than the same building in fee.

Off-campus is where the growth is. Care keeps migrating to outpatient settings, and health systems delivered 57 percent of new MOB square footage in 2025, per JLL, including over 1.1 million square feet of hospital-owned cancer treatment centers. For an acquisitions team, health-system expansion off campus creates both competition for assets and future tenancy for the right buildings.

Either way, the MOB diligence checklist is longer than office diligence in specific places. Lease abstracts with escalations, renewal options, and guarantors on every suite. Tenant credit review, which for private practices means practice financials and payor exposure. Buildout intensity, since plumbing-heavy clinical space and imaging suites drive both retention and re-leasing cost. Parking ratios against clinical use. Ground lease terms on campus deals. Each item generates documents, and a deal running eight tenant files times five document types needs the file organization of a deal workspace, with due diligence tracked across its checklist categories, instead of a shared drive named "MOB deal v2 FINAL."

We keep a running market brief with the transaction detail behind this cycle, including the $7.2 billion Welltower portfolio sale, in medical office acquisitions in 2026.

Financing an MOB deal is a quote-comparison exercise

Lenders price MOB tenancy the same way buyers do. A health-system-anchored building with a long WALT gets agency-like attention from banks and life companies. A multi-tenant private-practice building gets shorter terms, more structure, and wider spreads. The same deal can pull quotes 40 basis points apart with different amortization and recourse, and choosing between them is a side-by-side comparison problem.

That is exactly what deal financing in MotionCRE covers, lender tracking from first contact through term sheet, quote management, and side-by-side comparison of rate, term, amortization, and proceeds on each deal, with the financing documents attached to the same record. When the same four lenders quote your next three MOB deals, the history is already in the system.

Tool fit for a medical office acquisitions team

The honest read is familiar. A spreadsheet screens deals but cannot hold eight lease abstracts, a rollover schedule, and three lender quotes in a usable state. A sales CRM models leads moving toward a close, and an MOB pipeline is operations management across diligence-heavy deals. Enterprise platforms handle this well at $15,000 to $50,000 or more per year, priced for the institutions buying the portfolios. The specialist funds and small teams buying one-off MOBs from health-system dispositions and developer exits sit in the gap.

How MotionCRE maps to an MOB pipeline

• The pipeline board runs custom stages (Screening, Underwriting, LOI, PSA, Due Diligence, Closing, plus a Dead stage that keeps the record), with days-in-stage on every card and filters by asset class, size, and assignee.

• Deal workspaces carry the tenancy screen as custom fields, so anchor type, WALT, escalations, campus position, and ground lease status are filterable across every live and dead deal.

• Key dates hold PSA execution, DD expiration, financing contingency, and closing with individual statuses, visible on a calendar across the portfolio.

• Stage-triggered task templates generate the diligence workplan when a deal goes under contract, and the due diligence checklist tracks items across environmental, title, survey, legal, financial, physical, zoning, and insurance.

• Files hold the OM, lease abstracts, estoppels, and third-party reports on the deal, and the AI Associate answers questions over those files when someone needs the escalation language in suite 210 without rereading the lease.

• Deal financing tracks every lender conversation and compares quotes side by side.

Pricing starts at $399 per month for three seats, with five seats at $599. Every plan has a 14-day free trial with full access; a credit card is required.

The test for an MOB tracking system

Three questions, answerable in under a minute. Which live deals have health-system anchors and which are carrying private-practice credit. Which deals have a DD or financing date inside 30 days. What did we conclude about this building, or this health system's dispositions, the last time one crossed our desk. If the answers live in an inbox, the pipeline runs on one person's memory, and that person eventually takes a vacation.

For the category basics, see what deal management software is. For the market data behind this cycle, the 2026 medical office acquisitions brief carries the transaction detail.