Welcome therapists and group practice owners! I’m Nicole McCance, a retired psychologist turned business coach for therapists. I scaled my group practice to 55 therapists and multiple 7-figures in three years with toddler twins at home, and yes, I ultimately sold it for multiple 7-figures. I’m sharing exactly what led me to that decision, how the sale unfolded (from the first conversation to the money hitting my account), what I learned about choosing the right buyer, and how you can start building a clinic that runs so smoothly it could be sold (even if you never plan to).
P.S. Not a huge fan of reading blogs? (I’m more of a podcast girl myself) You can listen to my podcast episode all about this topic by clicking here!
What Sparked the Sale (and The Importance of Timing)
I truly loved clinical work. It was my passion! EMDR, couples, the whole thing.
Then I had twins and realized evenings in the office just weren’t the life I wanted. I wanted mornings with my boys, dinners at home, and a business that gave me freedom instead of taking it. I dreamed of having both — a thriving practice AND time to actually live the life I was helping my clients build.
I hired, learned business (with a coach…which was a TOTAL game changer), invested in Google Ads the right way, and built a clinic that ran without me. I had 24 rooms, 55 therapists, and strategic automated systems. The clinic was thriving, and I honestly wasn’t planning to sell.
So why did I consider it? It came down to two things:
- Life design: A sale can be the ultimate freedom moment. More time, options, and generational impact.
- Team opportunity: The potential buyer (a psychiatrist-led group) offered things I couldn’t yet: pensions, benefits, HR infrastructure, and education funds. Sometimes a well-resourced buyer can give your team more.
How a Sale Actually Works (The Real Numbers, Timeline & Non-Compete)
Let’s demystify this together. It doesn’t have to feel so confusing!
The Timeline
Once I finally said yes to exploring the offer, the process took about a year from start to finish. These things take time.
When the sale officially went through, I’ll never forget the moment I got the text saying, “The money’s in the bank.” I was driving to my cottage and instantly felt three huge emotions: pride, relief, and pure happiness!
Pride that I built something that could change not only my life, but my kids’ lives. Relief that it all came together after years of hard work. And happiness so big I cried the whole drive there (true story).
The Non-Compete
I had to sign a two-year non-compete (because let’s be real, if I opened another clinic down the street, that would be a threat). But by that point, I was ready. I wasn’t seeing clients anymore, I wasn’t supervising, and the practice could run without me. So stepping away felt right. If you want optionality later, begin exiting direct client care well before you sell.
The Math
Most buyers look at EBITDA (earnings before interest, taxes, depreciation, and amortization). Think of it as your true operating profit, not your top-line revenue.
- Example (simple math): If your practice profits $120,000 per year and the buyer uses a multiple (say 3–4×), the valuation range could be $360–$480k.
- Bigger, well-run clinics with strong systems and stable teams can command higher multiples.
What this means for you: focus on profitability, not just revenue. Clean books matter!
Due Diligence
For months, buyers will likely comb through your numbers and operations. They want to see things like:
- Accurate financials (month-by-month profit)
- Documented systems that run without you
- A healthy culture clients and therapists want to stay in
Hot Tip: Use a solid bookkeeping system (I love QuickBooks Online) and a healthcare-savvy accountant. Clean, consistent financials speed everything up and build trust.
Choosing the Right Buyer
I want to be loud and clear when I say this: do NOT sell to a buyer who doesn’t understand mental health. Hedge funds and banks may wave bigger checks, but if they gut quality or culture, everyone loses.
Here’s what I looked for (and you should too):
- Healthcare leadership. My buyer was a psychiatrist with multiple thriving clinics.
- Team care. Pensions, benefits, HR support, and training dollars for therapists.
- Values alignment. Client care first, data-driven decisions second, profit third.
- Reputation. Talk to owners who already sold to them. Are their teams happier now?
How To Make Your Practice Sellable (Even If You Never Sell)
I highly recommend building a practice that’s sellable, even if you don’t plan on selling because the same things that make a clinic attractive to buyers also make it a dream to run!
- Get your books investor-ready
- Monthly profit and loss statement and cash-flow visibility
- Track marketing ROI (Google Ads, referrals, conversion rates)
- Standardized pay structures (i.e. 60% fully licensed, 50% pre-licensed)
- Systemize everything
- Written SOPs for intake, billing, cancellations, room resets, hiring, onboarding
- Ready to use emails, templates, and Loom videos for training, etc.
- Build a dream operations team
- Virtual admin for back-end work (billing, reports, follow-ups)
- In-person front desk for client experience and real-time operations
- Clinic Manager to supervise the desk and handle daily fires
- Operations Manager (eventually) to manage systems, hiring, and metrics
- Protect culture like an asset
- Clear values and kind, firm standards
- Regular feedback, training stipends, and growth pathways
- Measurable quality: documentation audits, client satisfaction, retention
- Grow smart (not just fast)
- Diversify referral sources (don’t rely on one channel)
- Invest in ads correctly with the right structure and tracking
- Keep your CEO rate higher and slowly remove your own availability from online booking to funnel demand to your team
Closing One Chapter and Opening Another
Selling my clinic was never the plan but it turned out to be the absolute best decision I could have made. The sale gave me the kind of freedom I used to only dream about: more time with my twins, space to think creatively again, and the ability to help other therapists do exactly what I did – build a practice that thrives without them in the room.
That’s what inspired me to start coaching, launch my programs, and share advice on social media. Because whether you sell your clinic one day or keep it forever, the goal is still to build a business that runs beautifully, supports your team, and gives you the life you started this career for.
Your dream practice is already in motion. You just have to decide what chapter comes next.
Want even more tips on growing your practice? Follow me on Instagram and listen to my podcast for all the best support for growing your therapy practice and attracting more clients!
Your Business Bestie,
Nicole
