Every practice owner eventually faces a crucial question: should I handle my practice sale alone or work with a broker? Let's pull back the curtain and show you exactly what a skilled practice broker brings to the table.
Beyond Just Finding a Buyer
Many practice owners think brokers simply list practices and find buyers. But having guided hundreds of successful transitions, we know the real value lies in preparation, positioning, and negotiation. Here's why.
Financial Preparation Matters
A successful transition starts with thorough financial preparation. Our team includes CPAs, attorneys, and former practice managers who understand the nuances of practice valuation. We calculate accurate EBITDA by identifying often-overlooked add-backs and present financials in a way that gives buyers confidence. This transparency protects your value during negotiations and helps prevent surprises later in the process.
Strategic Marketing Makes a Difference
Marketing your practice isn't just about listing it online. It's about knowing which buyers are actively looking, understanding their criteria, and positioning your practice effectively. Consider what happened when we marketed Dr. Hendricks' practice: our targeted approach identified specific DSOs whose geographic preferences, acquisition criteria, and leadership style aligned with their practice. This strategic matching led to multiple competitive offers.
The Art of Skilled Negotiation
Perhaps the most crucial role a broker plays is in negotiations. This is where experience and market knowledge truly matter. For example, in the Hendricks' sale, our negotiation strategy secured five competitive offers, with the final price coming in 25% above the next highest offer. More importantly, we structured terms that aligned with their personal goals, allowing them to step away from the practice while protecting their staff's future.
A Real-World Success Story
When Drs. Robert and Kristen Hendricks decided to sell their two successful practices, they wanted more than just a good price. They needed time with their young children, financial security, and assurance their staff would be protected. They also needed to step away from practice management, which was consuming more time than actual dentistry.
Through our systematic approach to practice transitions, we delivered:
- Multiple competitive offers
- A final price significantly above the market average
- Terms that allowed them to fully step away
- Protection for their staff
- A timeline that worked for their family
The Bottom Line
A skilled practice broker doesn't just find buyers - they create leverage through preparation, positioning, and negotiation. The result? More options, better terms, and deals that truly meet your goals.
Instead of leaving money on the table or compromising on important terms, work with a team that understands how to maximize both the financial and personal outcomes of your practice transition. The Hendricks' story isn't unique - it's what happens when you combine deep industry knowledge with a commitment to understanding what matters to each practice owner.
Ready to explore what working with a broker could mean for your practice transition? Let's talk about your goals and how we can help you achieve them.
