{"id":18866,"date":"2026-07-07T10:17:32","date_gmt":"2026-07-07T10:17:32","guid":{"rendered":"https:\/\/strategicmedicalbrokers.com\/?p=18866"},"modified":"2026-07-17T05:32:05","modified_gmt":"2026-07-17T05:32:05","slug":"concierge-medical-practice-buyers-guide","status":"publish","type":"post","link":"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/","title":{"rendered":"What Buyers Look for When Acquiring a Concierge Medical Practice"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"18866\" class=\"elementor elementor-18866\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-4429f6d5 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"4429f6d5\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6bf416c4\" data-id=\"6bf416c4\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6cac6377 elementor-widget elementor-widget-text-editor\" data-id=\"6cac6377\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><b>Quick answer: <\/b>When buyers acquire a concierge medical practice, they look at the membership base first: member count, tenure, renewal rates, and churn. From there, they examine the revenue mix between membership fees and insurance billing, normalized financials, staff continuity, compliance, and how well the member relationships will transfer from the founding physician. In concierge medicine, the membership is the asset \u2014 everything else supports it.<\/p><p>Concierge medicine has grown from a coastal niche into an established part of American primary care \u2014 and practices built on the model are now some of the most sought-after acquisitions in physician-to-physician deals. The reason is structural. A concierge medical practice earns recurring membership revenue on top of clinical income, and buyers will pay a premium for revenue they can actually predict.<\/p><p>But a concierge practice is a different kind of purchase than a traditional medical practice, and buyers evaluate it differently. In this blog, we\u2019ll cover what concierge medicine is, why these practices attract acquirers, what buyers actually examine before making an offer, and how the medical practice acquisition process runs from first conversation to close. Whether you\u2019re preparing to buy one or quietly preparing to sell yours, the checklist is the same \u2014 and it pays to know it either way.<\/p><div id=\"ez-toc-container\" class=\"ez-toc-v2_0_85 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#What_Is_Concierge_Medicine\" >What Is Concierge Medicine?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#Why_Concierge_Practices_Attract_Buyers\" >Why Concierge Practices Attract Buyers<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#What_Buyers_Evaluate_Before_Making_an_Offer\" >What Buyers Evaluate Before Making an Offer<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#1_Membership_data_and_retention\" >1. Membership data and retention<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#2_The_revenue_mix\" >2. The revenue mix<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#3_Normalized_financials\" >3. Normalized financials<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#4_Transferability_of_the_member_relationship\" >4. Transferability of the member relationship<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#5_Staff_continuity\" >5. Staff continuity<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#6_Compliance_contracts_and_the_model_on_paper\" >6. Compliance, contracts, and the model on paper<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#Key_Metrics_Buyers_Evaluate_Before_Acquiring_a_Concierge_Medical_Practice\" >Key Metrics Buyers Evaluate Before Acquiring a Concierge Medical Practice<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#Concierge_Medicine_vs_Direct_Primary_Care\" >Concierge Medicine vs Direct Primary Care<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#How_the_Acquisition_Process_Works\" >How the Acquisition Process Works<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#Key_Takeaways\" >Key Takeaways\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#The_Bottom_Line\" >The Bottom Line<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/strategicmedicalbrokers.com\/concierge-medical-practice-buyers-guide\/#Frequently_Asked_Questions\" >Frequently Asked Questions<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"What_Is_Concierge_Medicine\"><\/span>What Is Concierge Medicine?<span class=\"ez-toc-section-end\"><\/span><\/h2><p>So, what is concierge medicine? It\u2019s a membership based medical practice model where patients \u2014 properly called members \u2014 pay an annual or monthly fee for enhanced access to their physician: same-day appointments, longer visits, direct communication, and a deliberately small panel. In most concierge practices, that membership fee sits alongside conventional insurance billing, which continues for covered clinical services.<\/p><p>If you\u2019re asking what is a concierge medical practice from an ownership standpoint, the answer is simpler than the clinical description: it\u2019s a practice with two revenue engines:<\/p><ul><li><strong>The membership fee<\/strong> \u2014 recurring, renewing on a schedule, behaving like subscription income.<\/li><li><strong>The clinical revenue<\/strong> \u2014 fee-for-service or payer income for the care itself.<\/li><\/ul><p>And what is concierge service in healthcare, in one sentence? It\u2019s the access layer \u2014 the promise of time and availability that members are paying to keep.<\/p><h2><span class=\"ez-toc-section\" id=\"Why_Concierge_Practices_Attract_Buyers\"><\/span>Why Concierge Practices Attract Buyers<span class=\"ez-toc-section-end\"><\/span><\/h2><p>Put yourself in the buyer\u2019s chair for a moment. A concierge practice offers three things a conventional office rarely can:<\/p><ul><li><strong>Predictable revenue.<\/strong> Membership fees renew on a schedule, which makes next year\u2019s income far easier to underwrite than visit-by-visit collections.<\/li><li><strong>Demonstrated loyalty.<\/strong> Your members have already voted \u2014 with an annual fee. Multi-year renewal data is goodwill a buyer can measure instead of taking on faith.<\/li><li><strong>A defined model.<\/strong> A documented service promise \u2014 panel size, visit cadence, access standards \u2014 is a transferable operating system, not a habit that leaves with the founder.<\/li><\/ul><p>Those same three qualities are why lenders have grown comfortable financing concierge medicine acquisitions \u2014 most commonly through SBA-backed practice-acquisition loans, sometimes blended with conventional financing or seller notes. The revenue is documented, durable, and spread across hundreds of members rather than a handful of payer contracts.<\/p><h2><span class=\"ez-toc-section\" id=\"What_Buyers_Evaluate_Before_Making_an_Offer\"><\/span>What Buyers Evaluate Before Making an Offer<span class=\"ez-toc-section-end\"><\/span><\/h2><h3><span class=\"ez-toc-section\" id=\"1_Membership_data_and_retention\"><\/span>1. Membership data and retention<span class=\"ez-toc-section-end\"><\/span><\/h3><p>This is the first request in nearly every serious diligence process. Buyers will ask for:<\/p><ul><li>Current member count and growth trend<\/li><li>Tenure distribution \u2014 how long members have stayed<\/li><li>Renewal rates and churn, over at least three years<\/li><li>Payment mode and renewal date distribution<\/li><\/ul><p>A stable or growing membership with low churn supports a premium. A membership that spiked recently, or turns over quickly, invites questions \u2014 and you should be ready to answer them before they\u2019re asked.<\/p><h3><span class=\"ez-toc-section\" id=\"2_The_revenue_mix\"><\/span>2. The revenue mix<span class=\"ez-toc-section-end\"><\/span><\/h3><p>Because most concierge practices blend membership fees with insurance billing, buyers will separate the two. They want to see what share of your revenue is recurring, how membership pricing has moved over time, and whether any ancillary income depends on services a new owner can realistically keep offering. If you can present that split cleanly, you\u2019re telling the buyer you understand your own concierge medicine business model \u2014 and you\u2019re making their underwriting easy. Easy underwriting closes deals.<\/p><h3><span class=\"ez-toc-section\" id=\"3_Normalized_financials\"><\/span>3. Normalized financials<span class=\"ez-toc-section-end\"><\/span><\/h3><p>Three years of P&amp;Ls, normalized for owner compensation and one-time expenses, are still the backbone of any medical practice acquisition. In practical terms, that means arriving at seller\u2019s discretionary earnings (SDE) \u2014 or adjusted EBITDA for larger practices \u2014 the figures buyers, appraisers, and lenders underwrite on. In concierge medicine, buyers read the financials next to the membership data. Earnings that track a healthy membership curve are credible. Earnings that don\u2019t get discounted.<\/p><h3><span class=\"ez-toc-section\" id=\"4_Transferability_of_the_member_relationship\"><\/span>4. Transferability of the member relationship<span class=\"ez-toc-section-end\"><\/span><\/h3><p>Here\u2019s the part every buyer thinks about, even when they don\u2019t say it out loud: members joined you, not a spreadsheet. So diligence looks hard at how personally the membership is attached to the selling physician, and what transition plan protects those relationships. The standard protections:<\/p><ul><li>A warm introduction from you to the successor<\/li><li>A period of overlap so members meet the new physician before the change<\/li><li>Consistent staff through the handoff<\/li><\/ul><p>The practices that command the strongest terms are the ones where the seller planned this transfer deliberately, well before the deal.<\/p><h3><span class=\"ez-toc-section\" id=\"5_Staff_continuity\"><\/span>5. Staff continuity<span class=\"ez-toc-section-end\"><\/span><\/h3><p>In a high-touch model, your team is most of the member experience. Buyers will ask which staff intend to stay, how compensation compares to market, and who actually holds the member relationships day to day. Keeping the people your members already trust is often the single best protection of the asset being purchased \u2014 for both sides of the table.<\/p><h3><span class=\"ez-toc-section\" id=\"6_Compliance_contracts_and_the_model_on_paper\"><\/span>6. Compliance, contracts, and the model on paper<span class=\"ez-toc-section-end\"><\/span><\/h3><p>The document review covers:<\/p><ul><li>Membership agreements \u2014 buyers check closely for practices that see Medicare patients, the membership fee may only cover services Medicare doesn\u2019t already pay for, so the agreement itself has to be drafted correctly. Clean agreements pass diligence quietly; sloppy ones stall deals.<\/li><li>Medicare and commercial payer participation, licensure, and HIPAA posture.<\/li><li>The model itself, documented \u2014 a written service promise, panel policies, and a fee schedule work like a concierge medicine business plan the buyer can run from day one.<\/li><\/ul><p>Get the model on paper, and you\u2019ll transition faster \u2014 and negotiate from strength.<\/p><h2><span class=\"ez-toc-section\" id=\"Key_Metrics_Buyers_Evaluate_Before_Acquiring_a_Concierge_Medical_Practice\"><\/span>Key Metrics Buyers Evaluate Before Acquiring a Concierge Medical Practice<span class=\"ez-toc-section-end\"><\/span><\/h2><p>The diligence areas above reduce to a handful of numbers. If you\u2019re preparing to sell \u2014 or preparing to buy \u2014 this is the scoreboard:<\/p><table style=\"width: 100%; border-collapse: collapse; border: 1px solid #d1d5db; font-family: Arial, Helvetica, sans-serif; font-size: 15px;\"><thead><tr><th style=\"border: 1px solid #d1d5db; padding: 12px 15px; text-align: left; font-weight: bold;\">Metric<\/th><th style=\"border: 1px solid #d1d5db; padding: 12px 15px; text-align: left; font-weight: bold;\">What Buyers Want to See<\/th><th style=\"border: 1px solid #d1d5db; padding: 12px 15px; text-align: left; font-weight: bold;\">Why It Matters<\/th><\/tr><\/thead><tbody><tr><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Member count &amp; growth<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Stable or rising over 3+ years<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">The top line of the asset being purchased<\/td><\/tr><tr><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Renewal rate<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">High and consistent<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Proof the membership survives year to year<\/td><\/tr><tr><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Churn<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Low, with explained exceptions<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">The strongest single signal of model health<\/td><\/tr><tr><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Average member tenure<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Long, well distributed<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Durability of relationships\u2014the goodwill.<\/td><\/tr><tr><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Membership fee &amp; pricing history<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Increases held without member loss<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Pricing power a new owner inherits<\/td><\/tr><tr><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Recurring revenue share<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Clear split from clinical income<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Determines the valuation basis and the multiple<\/td><\/tr><tr><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">SDE margin<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Tracks the membership curve<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">The figure lenders and appraisers underwrite on<\/td><\/tr><tr><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Staff retention<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">Key people staying through transition<\/td><td style=\"border: 1px solid #d1d5db; padding: 12px 15px; vertical-align: top;\">The team is most of the member experience<\/td><\/tr><\/tbody><\/table><h2><span class=\"ez-toc-section\" id=\"Concierge_Medicine_vs_Direct_Primary_Care\"><\/span>Concierge Medicine vs Direct Primary Care<span class=\"ez-toc-section-end\"><\/span><\/h2><p>Buyers looking at membership practices usually compare the two dominant models, so it\u2019s worth being clear on the difference. In concierge medicine vs direct primary care, it comes down to insurance: concierge practices typically keep billing insurance and add a membership fee on top, while DPC practices replace insurance billing entirely with the membership. Side by side:<\/p><table style=\"width: 100%; border-collapse: collapse; border: 2px solid #d1d5db; font-family: Arial, Helvetica, sans-serif; font-size: 15px; line-height: 1.6;\"><thead><tr><th style=\"width: 28%; border: 1px solid #d1d5db; padding: 14px 16px; text-align: left; font-weight: bold;\">Feature<\/th><th style=\"width: 36%; border: 1px solid #d1d5db; padding: 14px 16px; text-align: left; font-weight: bold;\">Concierge Medicine<\/th><th style=\"width: 36%; border: 1px solid #d1d5db; padding: 14px 16px; text-align: left; font-weight: bold;\">Direct Primary Care<\/th><\/tr><\/thead><tbody><tr><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">Insurance billing<\/td><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">Continues for covered services<\/td><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">None\u2014membership replaces it<\/td><\/tr><tr><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">Membership fee<\/td><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">On top of insurance revenue<\/td><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">The revenue<\/td><\/tr><tr><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">Typical fee level<\/td><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">Higher<\/td><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">Moderate<\/td><\/tr><tr><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">Revenue engines<\/td><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">Two (membership + payer)<\/td><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">One (membership)<\/td><\/tr><tr><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">How buyers underwrite it<\/td><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">Blended model<\/td><td style=\"border: 1px solid #d1d5db; padding: 14px 16px; vertical-align: top;\">Membership alone<\/td><\/tr><\/tbody><\/table><p>We\u2019ve written a companion guide on how the direct primary care practice affects valuation and growth, including the pros and cons buyers weigh in that model. If you\u2019re comparing the two, read them together.<\/p><h2><span class=\"ez-toc-section\" id=\"How_the_Acquisition_Process_Works\"><\/span>How the Acquisition Process Works<span class=\"ez-toc-section-end\"><\/span><\/h2><p>Whatever the model, the medical practice acquisition process follows a recognizable arc \u2014 and concierge deals add a membership layer at every stage:<\/p><ul><li>An independent, defensible opinion of value on the right basis \u2014 recurring membership revenue and retention, not a generic small-business multiple. This anchors every conversation that follows.<\/li><li><strong>Confidential marketing.<\/strong> The practice is positioned to qualified buyers under NDA, so members and staff aren\u2019t unsettled before anything is decided.<\/li><li><strong>Buyer screening.<\/strong> Financial capability is table stakes. Fit with the membership model is the real filter \u2014 a buyer who intends to dismantle the model is buying the wrong practice.<\/li><li><strong>Negotiation and structure.<\/strong> From letter of intent (LOI) to definitive agreement: price, terms, transition period, non-compete terms, and any earn-out tied to membership retention \u2014 the mechanics unique to membership practices.<\/li><li><strong>Due diligence and closing.<\/strong> Attorneys, SBA and conventional lenders, and the member-communication plan coordinated to a clean close, with the announcement to members handled deliberately, not as an afterthought.<\/li><\/ul><p>It\u2019s the same arc that governs medical practice mergers and acquisitions generally. The difference is that in a membership practice, every stage gets measured against one question: does this protect the member relationships being purchased? A well-run acquisition of medical practice assets in this category treats the transition plan as part of the deal itself.<\/p><h2><span class=\"ez-toc-section\" id=\"Key_Takeaways\"><\/span>Key Takeaways\u00a0<span class=\"ez-toc-section-end\"><\/span><\/h2><ul><li>In concierge medicine, the membership is the asset. Buyers evaluate the member base before anything else \u2014 count, tenure, renewal, churn.<\/li><li>The revenue mix matters: a clean split between recurring membership income and clinical income makes underwriting easy, and easy underwriting closes deals.<\/li><li>Transferability is the quiet dealbreaker. A planned handoff \u2014 introduction, overlap, staff continuity \u2014 is what protects the value being purchased.<\/li><li>Compliance details are checked closely \u2014 especially membership agreements for Medicare patients.<\/li><li>Whether buying or selling, start with an independent valuation on the recurring-revenue basis the model deserves.<\/li><\/ul><p><strong>Also Read:<\/strong> <a href=\"https:\/\/strategicmedicalbrokers.com\/how-to-value-a-concierge-medicine-or-membership-based-practice\/\">How to Value a Concierge Medicine or Membership-Based Practice<\/a><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fd31426 elementor-widget elementor-widget-text-editor\" data-id=\"fd31426\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h2><span class=\"ez-toc-section\" id=\"The_Bottom_Line\"><\/span>The Bottom Line<span class=\"ez-toc-section-end\"><\/span><\/h2><p>In concierge medicine, buyers aren\u2019t really purchasing equipment, a lease, or even payer contracts. They\u2019re purchasing a membership that has chosen to stay \u2014 and the systems that keep it staying. Sellers who can document that membership, and buyers who know how to read it, are the ones who close well.<\/p><p>We represent physician-owners on the sell-side exclusively, concierge and membership practices are among our core specialties, and our founder owned <a href=\"https:\/\/strategicmedicalbrokers.com\/\">medical practices<\/a> himself before he ever advised another physician through this decision. If you\u2019re weighing either side of a concierge practice transaction, start with a confidential, no-obligation conversation and an honest opinion of value \u2014 on the basis the model deserves. When you\u2019re ready, we\u2019re here.<\/p><h2><span class=\"ez-toc-section\" id=\"Frequently_Asked_Questions\"><\/span>Frequently Asked Questions<span class=\"ez-toc-section-end\"><\/span><\/h2>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c7c7680 elementor-widget elementor-widget-accordion\" data-id=\"c7c7680\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"accordion.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-accordion\">\n\t\t\t\t\t\t\t<div class=\"elementor-accordion-item\">\n\t\t\t\t\t<div id=\"elementor-tab-title-2091\" class=\"elementor-tab-title\" data-tab=\"1\" role=\"button\" aria-controls=\"elementor-tab-content-2091\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon elementor-accordion-icon-left\" aria-hidden=\"true\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon-closed\"><svg class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon-opened\"><svg class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-accordion-title\" tabindex=\"0\">1.\tAre concierge practices worth more than traditional practices?<\/a>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div id=\"elementor-tab-content-2091\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"1\" role=\"region\" aria-labelledby=\"elementor-tab-title-2091\"><p><span style=\"font-weight: 400;\">Often, yes. Recurring membership revenue is more predictable than fee-for-service collections, and buyers pay for that durability. But the premium is only realized when retention, tenure, and churn are documented and presented properly.<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-accordion-item\">\n\t\t\t\t\t<div id=\"elementor-tab-title-2092\" class=\"elementor-tab-title\" data-tab=\"2\" role=\"button\" aria-controls=\"elementor-tab-content-2092\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon elementor-accordion-icon-left\" aria-hidden=\"true\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon-closed\"><svg class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon-opened\"><svg class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-accordion-title\" tabindex=\"0\">2.\tWhat\u2019s the biggest risk in acquiring a concierge practice?<\/a>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div id=\"elementor-tab-content-2092\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"2\" role=\"region\" aria-labelledby=\"elementor-tab-title-2092\"><p><span style=\"font-weight: 400;\">Membership attrition through the transition. Members chose a relationship, and a clumsy handoff costs both members and value. A planned introduction, an overlap period, and staff continuity are the standard protections.<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-accordion-item\">\n\t\t\t\t\t<div id=\"elementor-tab-title-2093\" class=\"elementor-tab-title\" data-tab=\"3\" role=\"button\" aria-controls=\"elementor-tab-content-2093\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon elementor-accordion-icon-left\" aria-hidden=\"true\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon-closed\"><svg class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon-opened\"><svg class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-accordion-title\" tabindex=\"0\">3.\tWill my members find out the practice is for sale?<\/a>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div id=\"elementor-tab-content-2093\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"3\" role=\"region\" aria-labelledby=\"elementor-tab-title-2093\"><p><span style=\"font-weight: 400;\">Not before they should. A professionally run sale is marketed confidentially under NDA, and members learn about the transition through a planned communication once the successor is in place.<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t<div class=\"elementor-accordion-item\">\n\t\t\t\t\t<div id=\"elementor-tab-title-2094\" class=\"elementor-tab-title\" data-tab=\"4\" role=\"button\" aria-controls=\"elementor-tab-content-2094\" aria-expanded=\"false\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon elementor-accordion-icon-left\" aria-hidden=\"true\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon-closed\"><svg class=\"e-font-icon-svg e-fas-plus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H272V64c0-17.67-14.33-32-32-32h-32c-17.67 0-32 14.33-32 32v144H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h144v144c0 17.67 14.33 32 32 32h32c17.67 0 32-14.33 32-32V304h144c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t<span class=\"elementor-accordion-icon-opened\"><svg class=\"e-font-icon-svg e-fas-minus\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M416 208H32c-17.67 0-32 14.33-32 32v32c0 17.67 14.33 32 32 32h384c17.67 0 32-14.33 32-32v-32c0-17.67-14.33-32-32-32z\"><\/path><\/svg><\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-accordion-title\" tabindex=\"0\">4.\tShould I sell my concierge practice to a physician or a group?<\/a>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t<div id=\"elementor-tab-content-2094\" class=\"elementor-tab-content elementor-clearfix\" data-tab=\"4\" role=\"region\" aria-labelledby=\"elementor-tab-title-2094\"><p><span style=\"font-weight: 400;\">Both can be right \u2014 it depends on your goals. A physician buyer often protects the member experience as you built it. A group or PE-backed buyer may pay strongly but run the model differently. Sell-side representation exists to weigh that trade-off in your interest, not the buyer\u2019s.<\/span><\/p><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Quick answer: When buyers acquire a concierge medical practice, they look at the membership base first: member count, tenure, renewal rates, and churn. From there, they examine the revenue mix between membership fees and insurance billing, normalized financials, staff continuity, compliance, and how well the member relationships will transfer from the founding physician. In concierge [&hellip;]<\/p>\n","protected":false},"author":3,"featured_media":18902,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[1],"tags":[],"class_list":["post-18866","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized"],"acf":[],"aioseo_notices":[],"aioseo_head":"\n\t\t<!-- All in One SEO Pro 4.9.10 - aioseo.com -->\n\t<meta name=\"description\" content=\"Acquiring a concierge medical practice? 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