When Is the Right Time to Buy a Practice? A Real Conversation Every Buyer Needs to Have With Their Business Broker
- Ashley Boaz
- Mar 13
- 5 min read
If you’ve been thinking about buying a practice, you’ve probably asked yourself some version of this question:
Is now the right time, or should I wait for the market to settle?
It’s a fair question. Between economic shifts, rising costs, and an increase in owners considering exit strategies, it can feel like you’re either about to make a brilliant move—or a very expensive mistake.
And lately, there’s been a growing narrative: “When the economy pulls back, that’s when you strike. Prices drop. Owners exit. Opportunity opens up.”
There’s some truth to that. But it’s incomplete.
Because the right time to buy a practice has less to do with the economy—and far more to do with your ability to turn that opportunity into something profitable.
The Market Might Create Opportunity—But It Doesn’t Create Success
When the economy softens, you do tend to see more practices hit the market. Some owners are ready to retire. Others are burned out. Some simply don’t want to navigate another cycle of uncertainty.
That’s where a strong business broker can be helpful. They can bring opportunities to the table that you might not otherwise see, and they can help facilitate the transaction.
But here’s where many buyers get it wrong.
They assume that because more practices are available—or because a price looks lower—that it must be a better deal.
It’s not that simple.
A practice doesn’t become a good investment just because it’s discounted. In fact, sometimes those are the ones that require the most work, the most restructuring, and the most capital after the purchase.
The market may present the opportunity. What you do with it determines whether it succeeds.
Why “Cheaper” Can Cost You More
It’s easy to get excited about the idea of buying low. That mindset works in certain types of investing.
But when you’re buying a business—especially a service-based practice—you’re not just buying an asset. You’re stepping into operations, culture, systems, and financial realities that already exist.
A lower-priced practice often comes with a reason.
It might be underperforming. It might have high overhead. It might be running without structure or accountability. It might have a team that’s disengaged or unclear on expectations.
None of those things fix themselves just because ownership changes.
This is where working with a business coach becomes critical. A business coach helps you evaluate not just the purchase, but the path forward—how you will improve performance, increase profitability, and create a return on your investment.
Because without that plan, you didn’t buy an opportunity. You bought a project.
The Buyers Who Win in Any Economy
There’s a common misconception that the best buyers are the ones who time the market perfectly.
In reality, the buyers who win are the ones who are prepared.
They understand how to read financials beyond surface-level numbers. They know where profit is created and where it’s being lost. They can look at a schedule, a team structure, or a set of systems and immediately identify what needs to change.
More importantly, they have a plan before they ever sign.
A good business broker may bring you the deal. A good business coach helps you make it work.
And when those two pieces are aligned, timing becomes far less risky.
So, Is a Down Market a Good Time to Buy?
It can be. But not for the reasons most people think.
A slower economy can create space. There may be less competition. Sellers may be more flexible. You may have more room to negotiate terms that support your long-term success.
But those advantages only matter if the foundation is solid.
If you’re stepping into a practice without a clear understanding of how to improve operations, increase case acceptance, optimize scheduling, or manage overhead, then the market conditions won’t save you.
In fact, they can amplify the problem.
On the other hand, if you know how to identify inefficiencies and turn them into growth, a down market can be one of the most strategic times to acquire.
Because while others hesitate, you’re building.
The Question You Should Be Asking Instead
Instead of asking, “Is now the right time to buy?” a better question is:
“Am I ready to own and grow what I buy?”
That shift changes everything.
It moves the focus away from external conditions and puts it where it belongs—on your strategy, your leadership, and your execution.
Because a strong operator can create opportunity in almost any market.
And a weak operator can struggle even in the best one.
The most successful acquisitions don’t start with a contract. They start with clarity.
Clarity around what a healthy practice actually looks like. Clarity around financial expectations. Clarity around what needs to happen in the first 90 days, six months, and year after acquisition.
This is where the guidance of a business coach becomes invaluable. It’s not just about motivation or high-level advice. It’s about building a real, executable plan that turns a purchase into a performing asset.
At the same time, partnering with the right business broker ensures you’re seeing opportunities that align with your goals—not just what happens to be available.
When those two roles are working together, you’re no longer guessing. You’re making informed, strategic decisions.
Business Broker's Final Thoughts: Timing Matters Less Than Execution
There’s no perfect market condition that guarantees success.
There’s no economic signal that suddenly makes every practice a good investment.
What does exist is preparation.
The right time to buy a practice is when you are equipped to evaluate it properly, structure the deal wisely, and operate it effectively from day one.
A changing economy can absolutely create opportunity. But it doesn’t replace the need for strategy.
If you’re serious about buying, don’t just focus on when to act.
Focus on how you’ll win once you do.
Ready to Evaluate Your Next Move?
At Mint Conceptions, we work alongside both buyers and sellers to ensure that acquisitions aren’t just completed—they’re successful.
As your business coach, we help you build the operational strategy, leadership structure, and profitability plan needed to make your investment perform.
And when working in collaboration with a trusted business broker, we help you evaluate opportunities through the lens of long-term growth—not short-term emotion.
If you’re considering buying a practice, the question isn’t just whether now is the time.
It’s whether you’re ready to make the most of the opportunity in front of you.
Ready to take control of your business and unlock your full potential? Mint Conceptions business coaches will help you design systems and build teams that fuel growth, profitability, and long-term success. Contact Mint Conceptions team of HR consultants, business coaches, and business consultants to help tailor solutions to fit your unique business needs.
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