How to Sell Your Medical Practice Without Losing Your Patients
Patient retention is the biggest concern for medical practice buyers. Here is how to structure your transition for maximum retention.
Robert Martinez
Healthcare Practice Advisor
The Patient Retention Challenge
When I sold my dental practice group, our biggest negotiation point was not the price—it was the patient retention guarantee. Buyers know that patients often leave when their trusted provider does.
Why Patients Leave After a Sale
Based on my experience with 120+ healthcare transactions, patients leave for three main reasons:
The Transition Structure That Works
**The Gradual Handoff:** I recommend a 6-12 month transition where the selling provider gradually reduces their schedule while introducing the new provider to patients.
**Communication Strategy:** Personal letters from the selling provider introducing the buyer, followed by a "meet and greet" event, dramatically improve retention.
**Financial Alignment:** Structure earnouts based on patient retention metrics. This aligns incentives and reassures the buyer.
What Buyers Will Ask For
Dr. Robert Martinez has built and sold three medical practices over 20 years, including a multi-location dental group.