What Can a Buyer do to Ease Negotiations with a Seller?
Make a Good Impression
It may sound like common sense, but the best thing a buyer can do is to put your best foot forward with the seller the moment you first meet, and make a good impression. Forget that you are nervous about paying all that money for goodwill and old equipment. The most valuable assets you are buying are the patient base, patient-doctor relationships, staff relationships, and office location.
Even if, in your opinion, the practice is grossly overpriced, your job is to impress the seller that you are going to perform amicably during the transition.
If you convince the seller that you will preserve the patient and staff relationships, the seller will be more impressed. The more the seller is impressed with you, the easier negotiations with a seller will proceed.
Address Concerns with a Dental Broker
Most sellers are very emotional about their practices and perceive the practice as if it was their infant child. If you start attacking the price or even something as simple as old equipment that needs repair, they view it as an attack on a loved one.
You should take note of all the concerns you have with the practice that needs to be addressed. However, rather than risk offending the seller, address those concerns with the broker at a later date.
There are many issues that will arise during negotiations with a seller. The practice transition will be more likely to go in your favor if you begin the relationship on a positive note.
Even though you might be the one bearing all the stress and future risk, you need to go into the first meeting as though you are applying for a job that has many more qualified candidates applying for that position.
Dr. Tim Giroux established his own dental practice in Scottsdale, Arizona, upon graduation from Creighton University, School of Dentistry in 1983. Relocating to Northern California upon selling his highly successful practice after 15 years, Dr. Giroux brings a unique perspective and personal experience in dental associateships, practice start-up, sales, and work-back situations to serve and assist you during your exciting transition! He especially enjoys guiding young dentists and helping them fulfill their dreams when they purchase their own dental practice.
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