Top Deal Killers Part 2
Dr. Randi Ross, CEO of Premier Practice Consultants, explains how lease mistakes can derail a practice sale, including understanding lease terms, options, transfer/assignment conditions,…
In Part 2 of Top Deal Killers in Healthcare Practice Sales, Dr. Randi Ross, CEO of Premier Practice Consultants, explains how lease mistakes can derail a practice sale, including understanding lease terms, options, transfer/assignment conditions, and the common risk of remaining a backup guarantor after closing. She stresses having the lease available for buyers and addressing month-to-month situations. Ross then covers unrealistic sale pricing expectations driven by emotional attachment, noting many owners overestimate value by 20–30% and that pricing depends on cash flow and profitability, not just gross revenue. She also outlines why buyers may fail to secure financing due to credit, debt, down payment, or insufficient business cash flow, and describes vetting buyers and pre-reviewing financials with bankers. Finally, she highlights the importance of a proper transition plan to retain patients and avoid unnecessary attrition.
00:00 Part 2 Kickoff
00:10 Lease Term Basics
00:46 Transfer and Assumption
01:32 Backup Guarantor Risk
03:33 Month to Month Leases
04:22 Pricing Reality Check
05:26 What Drives Value
07:41 Buyer Financing Hurdles
09:31 Transition Planning
11:41 Wrap Up and Contact
