Paul Martin has spent decades helping physical therapy practice owners answer one of the biggest financial questions of their careers:
What is my PT practice actually worth?
And according to Paul, the answer is often very different from what the owner expects.
Paul is a physical therapist, founder of Martin Healthcare Advisors, and former practice owner who helped grow a three-clinic organization into 21 locations. Today, he works with physical therapy business owners to grow their companies, prepare for transactions, and eventually partner with larger organizations.
In this episode of PT Pintcast, Jimmy McKay and Paul dig into what buyers actually look for when evaluating a physical therapy practice and why preparation should begin years before an owner plans to sell.
They discuss:
Why selling a PT practice is a process, not an event
What buyers actually purchase when they acquire a clinic
Why EBITDA and cash flow matter so much
Why buyers care about the future more than the founder’s history
The “30-day test” for owner dependence
Why leadership depth increases business value
How financials, operations and KPIs affect valuation
Charge capture, productivity and compliance
Why PT/PTA teams can matter operationally
How Paul grew from three clinics to 21
Why owners need a real growth plan
The uncomfortable difference between perceived value and actual value
Why Paul remains bullish on physical therapy
One of Paul’s biggest messages:
If you think you may sell your practice in the next three to five years, preparation should begin now.
00:00 What Makes a Practice Valuable?
01:45 Selling Is a Process
05:04 Buyers Are Buying the Future
08:27 Preparing Years Before the Sale
12:13 Three Levers That Increase Value
17:23 Can Your Business Run Without You?
19:23 PTs Can Be Entrepreneurs
22:17 How Paul Grew to 21 Clinics
27:01 Your First Steps Before Selling
29:57 Paul’s Outlook on Physical Therapy
32:08 The Parting Shot
Martin Healthcare Advisors
https://www.martinhealthcareadvisors.com/
LinkedIn
https://www.linkedin.com/in/paulmartinsview/
YouTube
https://www.youtube.com/@martinhealthcareadvisors
Mentioned
Built to Sell by John Warrillow
Paul also recommends following Larry Benz for conversations around healthcare and business.
