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“Thank you for steering us in the right direction. Neither of us has an understanding of business but, with your help, we anticipate a positive future for her practice.”

The Spouse of a Peoria
Arizona Family Practitioner

A Good Listener Practices LARSEN




Looks At Speaker




Asks Questions When Necessary




Responds Regularly And Frequently




Stays On Subject



Emotions Under Control



Never Interrupts

Medical Business Consulting Dental Business Consulting Full Array Of Services

< Back To News What are the Components of Selling a Professional Practice By Craig Heiser



  • Establish Fair Market Value (Amount agreed by Buyer and Seller when both have all relevant knowledge)

Ownership Benefits – Today’s Value of Future  Benefits (Discounted Cash Flow)

Comparison to Similar Practices Sold Recently (Comparable Sales)


  • Verify Key Intangible Assets (Due Diligence)





 Business Components



 Payer Contracts

 Source of Business


 Marketing Programs


  • Data Requirements

 Federal Income Tax Returns – 5 Years

 Financial Statements – 6 Years

 Management Reports – 3 Years

 Practice Data Questionnaire


  • Cost-Fixed Price Paid in Advance



  • Marketing Program


 Letter to Community Physicians



 Medical Schools/Residency Programs


  • Transaction Process

Prospect Qualification




Attorney Reviews



  • Data Requirements – None


  • Cost – Percent of Sales Price Paid at Sale Completion



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