If you're a physical therapist, you've probably heard that the business of physical therapy is booming. But did you know that the vast majority of physical therapy businesses won't sell? How can you let the buyer understand what they are looking for and position yourself as the ideal buyer for your business?

This week's The Dave Kittle Show episode, goes solo and talks about why most physical therapy businesses will not sell, and how these reasons are often not addressed when conducting the initial business selling plan. How can you avoid the pitfalls and understand what drives the intended customer's decision process?

We will touch on such topics as:

• Many sellers set an asking price that does not reflect the real value of the business. What's worse (for both the seller and buyer) is that most sellers and buyers don't know how to ask this question in a way that will get them the honest answer they need. This can lead to a bad sale or purchasing a business at the wrong price and then trying to fix it afterwards.
• The buyer's expectations around the value of your business tend to be quite unrealistic, primarily due to their lack of understanding of how the business' EBITDA actually works.
• Owners who negotiate on their own without advisors or without legal counsel.
• Putting too much weight into goodwill or intangible assets of the practice rather than the tangible assets of the business.
• The owners wouldn't budge on the price and it became a deal breaker for both the buyer and the seller. 

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