Brokers Don’t Bite: How to Start a Conversation with a Veterinary Hospital Broker
For many veterinary hospital owners, the most difficult part of selling a hospital isn’t the transaction itself, it’s picking up the phone and starting the conversation.
Most veterinarians aren’t actively planning to sell when the thought first comes up. It often starts quietly: a long week, staffing challenges, changing market conditions, or simple curiosity about what your hospital might be worth. Knowing how to approach a veterinary broker at that stage can feel awkward or premature.
The reality is, the first conversation is rarely about selling. It is about understanding.
Start With Curiosity, Not Commitment
You do not need to call a broker and say, “I’m ready to sell.”
In fact, most initial conversations begin with something far more common:
“I’m starting to think about what an exit might look like.”
“I’m curious how veterinary hospital s like mine are being valued.”
“I don’t have a timeline, but I want to understand my options.”
A good veterinary broker understands the emotional and professional weight tied to hospital ownership. The goal of the first conversation is education—not pressure.
Be Honest About Your Timeline (Even If You Don’t Have One)
It’s perfectly acceptable to say, “I’m not sure when I’d want to sell.”
Some veterinarians are one to two years out. Others are thinking five or more years ahead. Some simply want to plan responsibly for the future. Sharing where you are—without needing certainty—helps frame the right advice.
The best guidance comes from understanding your reality, not forcing a decision.
Share What’s Driving the Thought
Every veterinary hospital owner’s motivation is different.
You might be thinking about:
Retirement or slowing down clinically.
Burnout or staffing challenges.
A partner transition or associate buy-in
Increased interest from corporate buyers
Market valuations and timing
There is no “right” reason. Being candid about what’s driving the thought helps a broker tailor guidance around timing, buyer fit, and structure.
You Don’t Need to Be “Ready”
One of the most common misconceptions we hear from veterinarians is:
“I need to get everything perfect before I talk to a broker.”
That’s rarely the case.
In fact, early conversations often provide the most value. They help identify:
How buyers view your compensation and earnings
What lenders will focus on in underwriting
Operational or financial adjustments that increase value over time
Common deal risks unique to veterinary hospital s
Waiting until you feel fully prepared often means missing opportunities to improve outcomes well in advance.
Ask Simple, Practical Questions
You don’t need to know industry jargon to have a productive discussion. A few straightforward questions go a long way:
How are veterinary hospital s like mine being valued today?
What do buyers focus on first?
How would lenders view my financials?
What would I need to improve if I wanted to sell in the next 12–24 months?
A good veterinary broker should answer these clearly and without pressure.
The First Conversation Should Feel Informational
At the end of the first conversation, you should feel more informed, not more stressed.
You should walk away with:
A clearer understanding of your hospital ’s value
Insight into strengths and risks
Confidence that the broker understands veterinary hospital s
No pressure to move faster than you’re comfortable with
If the conversation feels rushed or transactional, that’s important feedback.
Final Thoughts
Starting a conversation with a veterinary broker doesn’t commit you to a sale. It gives you perspective.
The best veterinary hospital transitions are planned thoughtfully over time. Starting the conversation early—before urgency sets in—allows you to make decisions from a position of strength.
And no, brokers don’t bite.
If you’re curious, unsure, or simply thinking ahead, that first conversation may be far easier—and more helpful—than you expect.
Thank you for your interest in Wicklow!
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