Healthcare sales carry regulatory weight that ordinary business sales do not. Payer contracts, licensing, patient records and rules on who may own a practice all sit in diligence, and a broker without healthcare experience will meet each of them for the first time on your file.
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Payer contracts and revenue quality
Reimbursement rates, payer mix and whether contracts survive a change of ownership decide what the revenue is worth to a buyer. A practice weighted to one payer carries concentration risk in the same way a business with one large customer does. Credentialing timelines for a new owner are a real constraint on the closing date.
Ownership rules and the buyer pool
Several states restrict who may own a medical practice, which shapes how group buyers structure acquisitions and rules some buyers out entirely. A broker who cannot explain how the structures work in your state cannot tell you which of your potential buyers are actually able to buy.
Records, licensing and staff
Patient records carry retention and privacy obligations that follow the practice. Licenses and accreditations have their own transfer processes. Clinical staff retention is a large part of what a group buyer is purchasing. All three belong in preparation rather than in the middle of exclusivity.
Questions people ask about medical business broker
Do I need a healthcare specialist?
You need someone who has closed practice sales. Payer contracts, credentialing and ownership rules are the specialist knowledge that matters, not the specialty itself.
Who buys medical practices?
Groups and management companies acquiring in volume, hospital systems in some markets, and individual clinicians buying their first practice. They price very differently.
What does the broker charge?
They rarely publish. The published US commissions on this site run from 5% to 15%, with minimum fees that bind on smaller practices.