Who should represent you when you transition your physical therapy practice? Paul Martin's answer comes from both sides of the table. In 1996 he and two partners sold the company they had built from 3 clinics to 21 clinics in three years, and the specialist they hired taught him something he has built on ever since: who represents you determines your outcome. He then spent a year inside an acquirer's acquisition department, working on more than 17 transactions and over $500 million in volume in twelve months.

In this episode Paul breaks down the three ways a PT owner can be represented, what each one actually does well, and why he built Martin Healthcare Advisors to combine them.

0:00 Don't be the only one at the table who has never done this

0:35 1996: three partners, 21 clinics, and one specialist

1:20 Who represents you determines your outcome

1:55 Inside an acquirer: 17 transactions in a single year

2:30 The credentials that changed how he sees the process

3:00 What Main Street business brokers do better than anyone

4:00 What large investment banking firms bring

5:05 Building the hybrid: bankers, CPAs, and people who care about the outcome

5:55 The piece nobody else has: five PTs who have already been through it

6:55 Different teams for different sized companies

7:45 Why acquirers respect the process

8:20 Whatever you do, don't go through it alone

Your practice is likely the largest business asset you will ever own. Going it alone means no leverage, higher risk of a confidentiality break, and the acquirer holding the steering wheel.

Martin Healthcare Advisors represents physical therapy owners, never acquirers. Learn more at martinhealthcareadvisors.com.