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ARTICLE |

Selling the Medical Practice: The Physicians' and Surgeon's Guide

Alford C. Diller, MD
JAMA. 1992;268(4):544. doi:10.1001/jama.1992.03490040128040.
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ABSTRACT

Medical Equity, a medical practice brokerage firm servicing clients all over the United States, was started in 1980. The authors have worked with this firm selling practices, solving practice management problems, and negotiating or arbitrating disputes and contracts.

This book relates their experiences in selling the practices of these clients, fictionalized to maintain a confidential professional relationship. Formulas for determining sales price, explicit instructions for assessing the value of saleables, examples of complete practice sales contracts, step-by-step advice on how to negotiate and conclude an ethical and beneficial sale, and the data and method needed to make an informed decision to sell are basically what this book is all about. Medical Equity's fee for arranging a sale is 12% of the selling price, and the going rate in this market is 10% to 18%.

This book is of value to any physicians who contemplate selling their practices. It will acquaint

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The American Medical Association is accredited by the Accreditation Council for Continuing Medical Education to provide continuing medical education for physicians. The AMA designates this journal-based CME activity for a maximum of 1 AMA PRA Category 1 CreditTM per course. Physicians should claim only the credit commensurate with the extent of their participation in the activity. Physicians who complete the CME course and score at least 80% correct on the quiz are eligible for AMA PRA Category 1 CreditTM.
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