Key Takeaways
- Selling is both a business and personal decision: Beyond financial outcomes, legacy, staff well-being, and patient care should shape the deal.
- Start planning years before you’re ready to exit: Most buyers expect owners to stay on for 3-5 years post-sale, so early preparation is key.
- Competition drives value: Running a structured sales process often improves both price and non-financial terms compared to negotiating solo.
- Financial preparation pays off: Clean reporting, optimized margins, and packaged differentiators can significantly boost your practice’s value.
- Build your advisory team early: Surround yourself with a CPA, M&A attorney, financial advisor, and experienced broker to guide a smoother, more profitable sale.
On a recent episode of the Smarter Vet Financial Podcast, hosts from Florida Veterinary Advisors sat down with Matt Arena, founder of 360 Vet Sales, and Kia Banisadre, the firm’s business development officer, to demystify one of the biggest decisions a practice owner will ever make: selling their hospital.
Drawing on backgrounds in private equity, accounting, and real-world transactions, Matt and Kia outlined what owners get wrong, what buyers really want, and how to prepare both mentally and financially for a successful transition.
Corporate buyers aren’t one-size-fits-all.
Matt and Kia acknowledged that some owners have heard tough stories about “corporatization,” but they emphasized how much the market has evolved. Many active groups today invest to preserve a clinic’s culture, brand, and standard of care, not to replace them. Post-close feedback from 360 clients is clear: when expectations are set well, the outcomes typically match what was promised, with only minor variances. The key is selecting the right buyer and negotiating the right deal.
Selling is a business decision and a deeply personal one.
Owners pour years of effort into their practices, so letting go can feel like parting with a piece of themselves. Beyond identity, there’s concern for staff and the community’s continuity of care. 360 Vet Sales builds these priorities into the deal story, what Kia calls knowing “what really matters” to the seller, and carries them through buyer conversations and negotiations, so legacy, people, and patient care aren’t afterthoughts.
Don’t wait until you’re “done” to start.
A common misconception is that you should sell only when you’re ready to retire. In reality, most corporate buyers expect owners to stay on for 3-5 years post-sale. That means the best time to plan your exit is well before you’re ready to walk away. Think of selling as “halftime,” not game over: you can keep practicing medicine while gaining better balance, fewer administrative headaches, and a clearer path to what’s next.
Prepared numbers = stronger outcomes.
Before going to market, 360 Vet Sales provides a free valuation, then looks under the hood at margins, cost of goods sold, pricing, and operational trends. Sometimes the advice is, “Wait and fix X, Y, and Z.” Tightening reporting, aligning your chart of accounts, and correcting margin leaks can materially increase value in a matter of months. Just as often, the team helps owners package their “secret sauce,” the differentiators buyers will pay for, so the story resonates beyond the spreadsheets.
Competition sets the true price.
Face value (what your practice is worth on paper) isn’t the same as market value. Market value is driven by demand and competition. Going solo to one or two buyers often leaves money and terms on the table; running a structured process with a broker creates competitive tension, which can improve both price and non-financial terms (like brand continuity, staff commitments, and clinical autonomy). As Kia put it, good brokers “pay for themselves” through the delta they create.
Start building your advisory bench now.
Even if you’re a few years out, assemble your team: a tax CPA for deal structure, a financial advisor for personal planning, an experienced M&A attorney, and a broker who knows the veterinary market. Keep your business on an upward trajectory (buyers pay for momentum), and make sure your financials accurately reflect the strength of your hospital. If your gut says it’s not the right time, don’t force it. You can return when you’re ready.
If you’re exploring a sale or simply want to understand your options, 360 Vet Sales offers a complimentary valuation and practical guidance on timing, preparation, and buyer fit. You can also catch Matt and Kia’s full conversation on the Smarter Vet Financial Podcast: Interview with Matt Arena & Kia Banisadre of 360 Vet Sales: Selling Your Vet Practice the Smart Way (Oct. 3, 2025).