Some practices are solid businesses, but factors such as location, buyer demand, financing conditions, or timing slowed the sale. Many of these sellers followed our recommendations, stayed patient, and acted professionally. This section does not apply to them.

Some sellers create avoidable problems by:

• Rejecting market-based pricing recommendations 
• Creating their own process and ignoring guidance 
• Circumventing the broker after buyer introductions 
• Delaying documents or withholding key information 
• Changing facts during the transaction 
• Then blaming the broker when the sale stalls 

We refer to this pattern as:

Poor seller decisions → weak buyer response → frustration grows → blame shifts to the broker.

When a seller chooses a personal number instead of market value, buyers often pass. Interest slows. Time passes. Frustration grows. Later, the broker is blamed when the real issue was pricing.

• Broker recommended a realistic pricing range based on financials provided 
• Seller increased the asking price by $200,000 
• Broker requested additional records to support the higher value 
• Seller did not provide them 
• Buyers rejected the pricing 
• Broker recommended lowering price to market level 
• Seller declined 
• Seller later complained publicly 

The market rejected the price—not the broker.

Sometimes there is nothing meaningful to discuss until the seller addresses the issue blocking progress.

Examples:

• Missing financials 
• Missing lease details 
• No support for asking price 
• Seller negotiating privately without disclosure 
• Seller disappearing, then reappearing later needing help 

Phone calls do not replace action. We tell sellers upfront: updates are provided when something substantial develops—not every vague inquiry.

Buyers need information. When documents take weeks or months, buyers move on. Simple.

A broker cannot force seller cooperation.

Selling equipment separately, changing included assets, changing numbers, or altering facts after marketing begins creates confusion. Buyers lose confidence quickly.

• Seller had multiple locations 
• Financials were combined and difficult to separate 
• Different locations had different values and assets 
• Seller began selling locations and equipment independently 
• Frequent after-hours calls demanding updates 

Once the facts keep changing, valuation becomes unreliable and buyer trust declines.

Some sellers use a broker to locate the buyer and structure the deal, then attempt to finish privately.

This often leads to:

• missed steps 
• poor coordination 
• confusion 
• later disputes 

• Buyer and seller introduced 
• Terms negotiated with broker assistance 
• Parties later used outside advisors without coordination 
• Key documents were not shared 
• Deal conclusion not known
• Seller later complained publicly 

The broker was valuable when needed, then blamed afterward.

Repeated calls do not solve:

• unrealistic pricing 
• missing records 
• low buyer demand 
• weak financial support 
• conflicting side negotiations 

The real issue must be corrected first.

It often starts with:

• price too high 
• ignored requests 
• delayed documents 
• poor disclosure 
• secret side actions 
• going around the process 

Later it becomes public complaints about:

• fees 
• communication 
• results 
• the broker 

Most seller frustrations are preventable:

• Price realistically
• Provide what is needed
• Stay consistent
• Follow the process
• Keep the broker in the loop

That is how deals close.

Summary

• Overriding Market Pricing From The Start

• Circumvention Of Broker (Several Ways)

• Improvising Or Winging It

• Thinking We Are Only A Listing Site

• Using Our Service For Documents Only

• Blame-Shifting To Broker 

Even strong opportunities can become difficult when the process is disrupted. Some of the most common examples include:

When a realistic valuation is provided but replaced with a personally chosen number, momentum is often reduced from day one.

Overpricing can lead to fewer inquiries, longer timelines, and growing frustration that later gets redirected toward other issues.

Often what appears to be a communication or fee complaint began as a pricing problem.

In some transactions, after a buyer has been located, introductions have been made, interest has been developed, and much of the difficult early work is already complete, a seller may choose to continue directly with the buyer and leave us out of the remaining process.

This can happen when:

• A buyer pressures the seller to deal privately 
• The seller believes the hard part is over 
• The parties think they can “save time” by handling it themselves 
• The seller plans to request a refund after receiving substantial services 

While that may seem practical in the moment, it often creates new problems.

Common results include:

• Buyer demands changing without resistance 
• Seller giving unnecessary concessions 
• Confusion over what was agreed to 
• Missing documents or poor documentation 
• Emotional back-and-forth instead of disciplined negotiation 
• Deals collapsing late in the process 
• Disputes after closing 

Very often, the part people think is easiest—finishing the deal—is where many transactions fall apart.

Finding a buyer is important. Getting the deal properly to closing is just as important.

Sometimes a buyer is introduced through marketing efforts, industry exposure, or transaction work already performed, and later the seller attempts to complete matters independently once interest is established.

This can create:

• Confusion between parties 
• Missing documentation 
• Poor deal structure 
• Preventable disputes 
• Last-minute breakdowns 
• Damaged trust 

Professional transactions usually run smoother when the agreed process is respected from start to finish.

Some sellers become so eager to keep a buyer interested that they begin changing terms, making side promises, skipping steps, or handling sensitive matters informally.

While understandable, this often causes:

• Mixed messages 
• Buyer uncertainty 
• Legal/document issues 
• Emotional negotiations 
• Collapsed deals that were otherwise viable 

A disciplined process usually protects both sides better than improvisation.

Our role is not limited to sending forms or documents on demand.

A successful transaction often includes:

• Buyer screening 
• Confidentiality management 
• Valuation guidance 
• Negotiation support 
• Deal structuring 
• Managing expectations 
• Coordinating next steps toward closing 

When sellers bypass these steps, independently pursue leads, and only request paperwork afterward, opportunities may fail that could have succeeded with proper handling from the beginning.

Selling a practice can be emotional and stressful. When deals stall or fall apart, frustration sometimes gets redirected into complaints about response times, tone, fees, or document timing.

While communication matters, it is important to separate true service issues from the larger causes of the stalled transaction.

A good opportunity can be damaged by poor execution. That is why process matters just as much as buyer interest.

• 158 Podiatry Practice Valuations Performed 
• 27 Traditional Outright Sale Closings 
• 35 CTS Program Transitions 
• 62 Total Practice Sales & Transitions 
• ~95% Successful Closing Rate 
• Sellers Received 85–90% of Asking Price When Priced Correctly From The Start

In 2025, Podiatry Broker successfully closed approximately 95% of the practices we represented—placing our performance among the highest in the industry. Roughly 10% is the total not-sold and 5% are still in process and simply not sold and the other 5% they NEVER close are indetified at the yop of this page)

These are not one-off outcomes. They are the result of a proven, structured system applied consistently across every engagement.

Our model is built around:

• Accurate, data-driven valuations 
• Strategic preparation and positioning 
• Controlled, confidential marketing 
• Qualified buyer screening 
• Structured negotiation and deal execution

We work with practice owners who are:

• Serious about selling 
• Willing to follow a proven process 
• Aligned with realistic pricing and expectations

A small percentage of practices do not reach closing. In nearly every case, this comes down to factors outside of our control:

• Unrealistic pricing expectations 
• Stepping outside of the structured process 
• Changing direction or exiting the process prematurely

When the process is followed, successful outcomes are the norm—not the exception.

If your goal is to successfully sell—not just explore the market—we know exactly what it takes to get you there.

Understand your practice value, timing, and options before making a decision.

📞 Call (800) 969-7941 or you can email us for quicker response times.

Many problems in practice sales begin long before a seller blames the broker.

• Emotional pricing: ignoring market value and choosing a personal number

• Circumventing the broker: going direct once a buyer is found

• Winging it: changing terms, making side promises, handling things informally

• Delays in seller paperwork: failing to provide needed documents on time

• Misplaced blame later: calling fees unfair, communication poor, or the service ineffective after the real issues started elsewhere

If you are considering selling your podiatry practice, please read this carefully.

A successful sale usually depends on price, process, and seller readiness.

1. Emotional Value vs. Market Value

Many owners value their practice based on years of hard work, sacrifice, and retirement goals. That is understandable. Buyers, however, focus on cash flow, collections, risk, financing, and opportunity. When a practice is overpriced from the start, interest slows and frustration grows.

2. Circumventing the Process

Sometimes once a buyer is introduced, the seller tries to continue privately. This often creates confusion, weak negotiating positions, missed steps, and deals that fall apart near closing.

3. Winging It to Keep a Buyer

Out of fear of losing interest, some sellers begin changing terms, making promises, or negotiating emotionally. This usually hurts trust and momentum.

4. Delays in Providing Needed Information

Most buyers need records before moving forward—financials, lease terms, production data, staffing details, and other basics. When weeks or months pass without required information, momentum is often lost and buyers move on. Deals do not usually stall because of one phone call or one email. They stall when the next step cannot happen.

5. The Blame Shift

When the real problems above are ignored, the complaint later becomes communication, fees, or “the broker didn’t do enough.” In reality, many failed sales began with pricing or process mistakes.

The Truth:

Most practice sales problems are preventable with realistic pricing, discipline, responsiveness, and following a proven process.

If you are serious about selling and want straight answers—not fantasy numbers—we would be glad to speak with you.

TRANSACTION KILLERS

Deals move at the speed of seller readiness.

Common: A seller hires a broker, yet. either isn't following the protocol, or, has omitted serious details that is causing delays, or, they mysteriously think the broker has some way of "righting" all of these wrongs. “I hired someone. Why isn’t this done yet?”

Selling a practice doesn't work this way.

Maybe they haven’t produced tax returns, P&Ls, lease info, equipment lists, payroll data, or credentialing details for months -or- maybe they have but circumvented the broker and went buyer-direct and the deal falls apart - the blame shifting begins. So its not always about the valuation or over pricing.

A gap in time with buyer requests destroys momentum.

Delays in Providing Needed Information

Most buyers need records before moving forward—financials, leases, production data, staffing info, and other basics. When months pass without required information, momentum is often lost and buyers move on.

Deals do not usually stall because of one phone call or one email. 

They stall when the next step cannot happen.

Many transactions move or die based on seller responsiveness.

Hiring professional help can improve the process significantly—but it does not replace market realities or seller involvement.