For most practice owners, the fee is the first thing they think about when considering a broker. It’s a fair question. The commission reduces your cash at close, and if the process doesn’t deliver, you’ve paid for something that didn’t work.
Here’s an honest look at what you actually get for the fee – and the situations where the value is clearest.
What a broker actually does with your time
The preparation, marketing, buyer qualification, negotiation, and due diligence management that goes into a practice sale is a second full-time job. Most practice owners underestimate this until they’re in the middle of it.
A broker handles those functions so you don’t have to – which means you stay focused on running your practice through the sale process rather than letting performance slide while you manage a transaction you’ve never done before.
When the timeline pressure is real
Health challenges create a particularly clear case for professional guidance. When you’re managing your well-being alongside the decision to sell, two things happen that directly affect value:
- Financial momentum. Your practice’s financial trends significantly influence its market value. The sooner you begin the sale process, the better chance you have of preserving the positive momentum you’ve built while operating at full capacity.
- Operational stability. Practice value often correlates with the owner’s active involvement. A gradual decline in participation due to health issues can affect both daily operations and valuation.
In these situations, speed and process management aren’t optional – they’re the difference between a good outcome and a rushed one.
Specific things a broker handles that sellers underestimate
- Speed to market: PTG evaluates and prepares practices for the market in as little as four weeks, compared to industry averages of 2-3 months
- Efficient process: typical time from listing to closing is 4-8 months
- Strategic screening: pre-qualifying buyers and verifying financing capabilities to avoid wasted time
- Market positioning: presenting your practice’s strengths and future potential, not just current performance
- Professional buffer: handling all buyer communications, negotiations, and due diligence requests so you can focus on your practice and your health
The best time to start exploring your options is before challenges begin to impact your practice’s performance. Our team is here to help you understand your options and create a transition plan that works for your specific situation.
Frequently asked questions about hiring a practice broker
What does a practice broker’s fee actually cover?
The commission covers financial preparation and valuation, confidential marketing, buyer qualification, negotiation management, due diligence coordination, and support through closing. The upfront work – before any buyer is contacted – is where the most time is invested.
What if I already have a buyer interested?
Even with an interested buyer, representation gives you the ability to evaluate whether their offer reflects market value and to negotiate from a position of knowledge rather than guesswork. See our post on why you should still use an advisor with a direct offer for more on this.
How much does a practice broker typically charge?
Most brokers charge a percentage of total enterprise value, paid at closing. The structure varies by firm. The more important question is what the fee costs you relative to what the process produces – particularly if a competitive process generates a meaningfully higher price than a direct offer would have.
Is the fee negotiable?
Some firms negotiate; others don’t. What matters more than the fee percentage is what the advisor is actually going to do and what their recent results look like. A lower fee from an advisor who produces a lower price isn’t a good deal.
