An upfront fee in a practice sale is often misunderstood. Handled well, it is a signal of commitment, transparency, and specialization — not an extra cost.
A broker who charges only a percentage at close is incentivized toward volume and speed. A broker who charges a modest upfront fee alongside a success fee is investing in your specific outcome: a proper valuation, professional marketing materials, and the time to run a disciplined, confidential process.
That alignment usually shows up in the result — a better-prepared sale, more qualified buyers, and terms that reflect the true value of what you have built. The fee is small relative to the difference it makes at close.
For practice owners, the question is not whether there is a fee, but whether the model puts your outcome first. A partner with real skin in the process tends to fight harder for your price and your terms.
Talk to a partner
Whether a move is years out or on your horizon now, a short, confidential conversation will tell you where you stand.