This interview originally aired on the Practiceland podcast presented by PatientFi.

Selling the practice is a big deal, but don’t panic just yet – you’re probably not getting fired! Doctors sell for a variety of reasons, and freaking out at first is normal. But a growth mindset beats a scarcity mindset every time and this is your chance to grow.

An advocate for doctors through complex financial transactions, Bill Walker shares what you should and shouldn’t stress about when private equity steps in, which staff they will want to keep, and what new benefits you can expect from being part of a larger organization. 

Whether this big change is happening to you now or there’s even a hint of it on the horizon, hear what you might expect throughout the long process of acquisition and the key performance indicators that make investors take notice (and want to promote you). 

GUEST

Bill Walker
Founder & CEO of Aesthetic Brokers

Bill Walker is a seasoned mergers & acquisitions executive and former Marine. As the founder & CEO of Aesthetic Brokers, he helps medical spas, cosmetic dermatology practices, and plastic surgery centers find investors or sell. With experience in due diligence and M&A, Bill has facilitated deals worth millions.

Connect with Bill on LinkedIn

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

What do you get when you mix a Navy officer who served as an ER doc in Afghanistan and a med spa owner injecting Botox in a barn? You get Dr. Amy Hubert, whose path to aesthetics is anything but ordinary. 

After treating thousands of casualties in combat zones, Dr. Hubert never imagined she'd one day be running a wildly successful aesthetic practice in Georgia. 

Her first med spa attempt during a Navy tour in Florida flopped, but the lessons stuck. Years later, what started as a tiny setup in her husband’s barn next to their old racquetball court quickly turned into a local phenomenon as a casual idea between friends became a booming business known as the Beauty Barn.

Now with locations in Canton and Milton, The Beauty Barn is known for more than great results—it’s known for heart. The original team is still together, and they genuinely enjoy working (and playing) as a family.

Find out how Dr. Hubert built one of the most unique aesthetic practices in the South, and why her story is just getting started.

GUEST

Amy Hubert, MD
Owner & Medical Director, The Beauty Barn

Dr. Amy Hubert is a former Navy warfare officer and emergency medicine physician who treated thousands of trauma patients in Afghanistan before trading combat boots for cosmetic injectables. Now the founder of The Beauty Barn in Georgia, she’s built a thriving aesthetics practice that started—literally—in a barn on her property. Known for her no-nonsense leadership style, tight-knit team, and deep commitment to community, Dr. Hubert brings military precision and heart to every treatment.

Learn more about The Beauty Barn

Follow The Beauty Barn on Instagram @tbbmedspa

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

This interview originally aired on the Aesthetically Speaking podcast presented by Nextech.

When it comes to selling your practice, many doctors are going at it alone.  But deals can get emotional, and someone needs to give clear-headed advice to protect you and maximize your return.

Bill Walker and Tyler Terry discuss:

• What the top aesthetic entrepreneurs are doing differently
• How to prepare yourself now, so you’re ready to sell when the time comes
• Strategies to scale faster and improve operational performance
• Why investors are snapping up aesthetic practices and what they’re looking for
• The key elements of due diligence and what to expect from buyers
• What questions buyers typically ask post-acquisition
• Current market values for aesthetic practices
• Critical insights for doctors being approached by private equity
• Why it’s risky to rely on just one modality or provider

This episode was recorded live at the 2024 ASPS meeting in San Diego, California. 

About Bill Walker

Bill Walker is a seasoned mergers & acquisitions executive and former Marine. As the founder & CEO of Aesthetic Brokers, he helps medical spas, cosmetic dermatology practices, and plastic surgery centers find investors or sell. With experience in due diligence and M&A, Bill has facilitated deals worth millions.

Connect with Bill on LinkedIn

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

Chris Heiler, founder and CEO of Flycatcher, is redefining men's wellness just west of Austin, Texas, with a med spa experience that feels more like old Hollywood luxury than a medical office. He shares how he got into the aesthetic industry and why he set out to create a space where men feel just as valued as women in the world of medical aesthetics.

Already running a marketing agency, Chris knew he wanted to help men. After meeting his wife, an aesthetician and laser tech, he leveraged her expertise to learn about treatments. 

Visiting med spas for his own laser treatments, he quickly discovered men were an afterthought. With his marketing background, he recognized the gap and knew men needed their own space.

Inspired by success and style (and his own “bougie” taste), Chris embraced an art deco theme with masculine colors. Every room is named after a Hollywood icon, the music is classic Sinatra, and the TVs play James Bond, not Botox ads. Determined to rewrite the med spa experience for men, he did the opposite of everyone else.

Chris talks about the challenges of being a male, non-physician founder in the aesthetics industry and the hurdles of building a brand-new concept to the far west outskirts of Austin from scratch. He shares who Flycatcher is for and what’s next for his vision of men’s aesthetics.

GUEST

Chris Heiler
Founder and CEO of Flycatcher

Drawing on his experience as the founder of Landscape Leadership marketing agency, Chris built Flycatcher, a medical aesthetics practice in Austin, Texas, designed specifically for men who want to look their best.

Learn more about Flycatcher 

Connect with Chris on LinkedIn

About Aesthetic Appeal
Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

Meet the founders of Referral Lab, a transformational SaaS platform that maximizes the value of dental referrals and improves communication and performance between teams, referring dentists, and patients.

Cameron Full, Dr. Jason Stoner, and Dr. Michael Seda highlight what sets Referral Lab apart, from smart scheduling to automated follow-ups and task management.

Drs. Seda and Stoner share how using Referral Lab has helped strengthen their professional relationships and improve patient care, outperforming traditional dental EMRs with real-time data and seamless communication, keeping the entire practice connected.

Learn more about Referral Lab


GUESTS

Cameron Full
Co-Founder of Referral Lab

Cameron Full, co-founder of Referral Lab, is a strategic problem-solver with expertise in business management and digital solutions. He combines leadership, creativity, and technology to drive success across various industries.

Connect with Cameron on LinkedIn

Jason Stoner, DDS
Periodontist and Co-Developer of Referral Lab 

With over 22 years in private practice, Dr. Jason Stoner is passionate about dentistry’s blend of business, leadership, and patient care. He values strong core values, academic excellence, and a thriving team culture.

Michael Seda, DDS
Periodontist and Co-Developer of Referral Lab

Dr. Michael Seda is a laser-trained periodontist serving Marin County and San Francisco. As part of an elite group offering FDA-cleared laser gum treatment, he focuses on patient-centered care, advanced technology, and personalized treatment plans.

Follow Dr. Seda on Instagram @sedaperio

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

Julie Davis shares her firsthand experience selling her practice, from the challenges of finding the right buyer to the importance of preparation and business culture. 

For Julie, there wasn’t an instant match when it came to selling her practice. She opens up about the ups and downs of the process, why finding the right culture fit is key, and how hiring a broker the third time around turned out to be one of her best decisions. 

Find out: 

• What led Julie to sell her med spa in the first place 
• How to start preparing now if selling is in your future 
• Why slowing down and defining your culture is crucial 
• Why it’s going to feel like you have 2 full-time jobs while going through diligence 
• Why working with a broker who truly understands this space makes all the difference 
• The key factors she considered when vetting potential buyers 
• What makes a med spa attractive to investors 
• Why you shouldn’t take your eye off your team in the process 
• Why you should make sure your practice management system is up to par before thinking about selling 

About Julie Davis, Founder & Owner of Pura Vida Body & Mind Spa, Inc.
Julie Davis is the founder & owner of Pura Vida Body & Mind Spa in Fleming Island, Florida. With over 20 years in healthcare, she is a serial entrepreneur and has founded a professional skincare line and Physicians First Practice Solutions, Inc. healthcare consulting firm. She also founded two non-profits, including Reconstructing Dreams, Inc., which provides free cosmetic services to victims of violent crimes. 

Learn more about Julie Davis

Learn more about Pura Vida Body & Mind Spa

Connect with Julie on LinkedIn

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

Before you sell your aesthetic practice, you need to know what you're getting into. Bill Walker, Virgil Ochoa, and Michael Ludwig break down the must-know details of exit strategies so you don’t do anything you’ll regret. 

Get the legal and financial essentials, the key numbers that determine your practice’s value, and hear how the industry’s evolving regulations could impact your sale.

Find out:

• Why the type of deal you choose can make or break your sale
• The key financial metrics that determine your practice’s worth
• How to plan ahead to avoid headaches and lost money during the sale
• What EBITDA really means and why it’s used in business valuation
• The crucial role of inventory tracking in keeping your financials airtight
• Why hiring the right advisors can save you time, stress, and money
• Pro tips to set yourself up for a smooth and profitable exit

About Virgil Ochoa, Member at Dykema Law Firm
When it comes to mergers and acquisitions for medical professionals, Virgil Ochoa at Dykema is a go-to advisor. He specializes in working with dentists, endodontists, oral surgeons, veterinarians, and managed service organizations.  Virgil brings decades of experience to the table and understands the emotional connection these professionals have with their practices.  He's skilled at navigating the complexities of growing or selling a business.

Connect with Virgil on LinkedIn

Learn more about Dykema

About Michael Ludwig, Partner at Cherry Bekaert
Michael, a Partner in Deal Advisory Services at Cherry Bekaert, is a go-to advisor for businesses of all sizes, from early-stage ventures to established middle-market companies. He provides strategic, financial, and operational leadership. His expertise spans a range of industries, including healthcare, technology, life sciences, industrials, and government contractors.

Connect with Michael on LinkedIn

Learn more about Cherry Bekaert

About Aesthetic Appeal
Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

Brian Colao joins Bill Walker to discuss the shifting world of medical aesthetics, unpacking the legal and investment trends shaping the industry.

Drawing from his extensive background in healthcare law, Brian explains how consolidation in medical aesthetics compares to dentistry and why aligning interests in partnerships is as critical as choosing the right spouse.

Hear Brian and Bill’s predictions for the future of the medical aesthetics market, including the gradual comeback of consolidation activities.

Find out:

• How today’s economic climate is influencing consolidation trends
• Why medical aesthetics is such a hot spot for investors
• The key role of regulatory compliance for practice owners considering partnerships
• The current state of the medical aesthetics market
• Why staying ahead of market dynamics is crucial for success

More about Brian Colao, Director, DSO & MSO at Dykema

Brian Colao leads Dykema's Dental Service Organizations (DSO) & Medical Service Organizations (MSO) industry groups. With over 25 years of experience in the dental sector, he's a leading authority on DSO formation, business structures, M&A, and compliance. 

His expertise spans a wide range of areas, including corporate practice, fee splitting, advertising, laboratory, patient finance, billing, HIPAA, credentialing, licensing, marketing, and labor law regulations impacting DSOs.

Links

• Learn more about Dykema
• Connect with Brian on LinkedIn

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

Always looking for ways to safeguard your practice and stay ahead of potential threats? Brian King joins Bill Walker of Aesthetic Brokers to unpack the latest scandals in healthcare cyberattacks and explain why cyber liability insurance is an absolute must for protecting your practice.

With healthcare data being a prime target for hackers, having the right insurance coverage can shield you from the financial fallout of a cyber incident.

Find out:

• Eye-opening stats about cyberattacks on small practices
• 5 practical tips to boost your cybersecurity
• The potential consequences of data breaches
• The benefits of working with specialized insurance brokers
• Why cyber liability insurance is your practice's safety net
• How ransomware can freeze your operations for a hefty price
• The serious penalties tied to HIPAA violations

More about Brian King, Healthcare Practice Leader at Trucordia

Brian King has a lifelong passion for the insurance industry, inspired by his family's legacy. He specializes in providing tailored insurance solutions for medical businesses of all sizes, from hospitals to small practices. Brian is driven by a desire to improve coverage for healthcare professionals, including doctors, surgeons, and nurses.

Links

• Get a free cyber assessment from Trucordia for your practice
• Learn more about PCF Insurance Services/Trucordia
• Connect with Brian on LinkedIn

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

Brian Haloossim joins Bill Walker with insights from wealth management and the ways he and his team support highly successful aesthetic practice owners.

AllianceBernstein goes beyond investment management. It’s a powerhouse for founders and entrepreneurs, adding value at every stage of the deal: before, during, and after a sale.

Outside of AllianceBernstein, Brian has a personal connection to aesthetics. His wife Melissa is a trailblazer in the industry, from founding Skin Thesis in West Hollywood (soon expanding to Nashville) to creating Milaj, a clean skin care line for kids.

Find out:

• What AllianceBernstein really does for entrepreneurs
• The biggest challenges aesthetic business owners face
• What to do when $10M of capital lands in your lap
• Advice for new entrepreneurs in the aesthetics world

More about Brian Haloossim, National Senior Managing Director, Business Owners at AllianceBernstein

Brian’s career has centered on helping others succeed, from coaching Division 1 college basketball to building businesses from scratch. At AllianceBernstein, he leads a team that supports business owners with tailored pre-transaction planning, assembling key advisors and leveraging industry-leading research to maximize financial outcomes. He also connects clients with a seasoned private credit team as a potential capital source.

Links

• Learn more about AllianceBernstein
• Follow AllianceBernstein on Instagram @alliancebernstein
• Connect with Brian on LinkedIn
• Learn more about Skin Thesis
• Learn more about Milaj

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

On September 30, the FDA removed tirzepatide from the shortage list, creating confusion for patients and providers who rely on compounding pharmacies.

Vickie Paesano, third-generation owner of Preston’s Pharmacy, a trusted pharmacy serving 27 states, shares insights as both a pharmacist and the owner of Core Aesthetic, her med spa.
Bill and Vickie discuss:

• What some pharma reps are doing on the ground to circumvent the provider relationship and block compounded versions of tirzepatide
• How the latest FDA regulations are impacting compounding pharmacies and aesthetic practices
• Vickie’s thoughts on navigating changing regulations from both sides of the industry
• Vickie’s predictions on how this tug-of-war over compounding will play out

Links

Read the FDA’s latest update to compounding pharmacies

Learn more about Core Aesthetic

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

Drew Smyth, VP of mergers and acquisitions, and Christine Moore share takeaways from the 2024 Medical Spa Show in Las Vegas, including:

• What’s the deal with the private equity buzz?
• Why tracking KPIs could transform your practice’s value
• How a stable, positive team culture can catch a buyer’s eye
• The surprising risks & benefits of adding new services to your lineup
• Why financial health makes or breaks a deal
• The key to timing your practice sale perfectly

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

Bill’s insider tips on avoiding common pitfalls and negotiating the best terms throughout the private equity practice acquisition process, which can take up to a year from beginning to end. 
Hear about the key milestones within the deal process, including:

• Initial consultations and signing agreements
• Getting into the numbers with data analysis and collection
• Marketing your practice to potential buyers
• Navigating due diligence and closing the deal
• The timeline and what to expect from start to finish
• Customizing the process for your unique goals

Even if you’re not ready to sell, learning about the deal process now can help you understand the opportunities in the aesthetics industry and prepare for the future.

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers

As the founder & CEO of Aesthetic Brokers, Bill Walker helps medical spas, cosmetic dermatology practices, and plastic surgery centers find investors or sell. With experience in due diligence and M&A, Bill has facilitated deals worth millions.

Co-host Christine Moore takes us through Bill’s experience in the healthcare world and his obsession with supporting aesthetic practice owners. 

Find out:

• What brokers actually do in the aesthetics industry
• Why consolidating practices can be a game-changer
• How cultural fit plays a key role in mergers and acquisitions
• Common misconceptions about private equity in healthcare
• What’s next for the aesthetics industry

Bill explains the challenges and opportunities aesthetic practice owners face and shares his practical advice for navigating the often-tricky world of mergers and acquisitions.

Connect with Bill on LinkedIn

Learn more about Aesthetic Brokers

About Aesthetic Appeal

Aesthetic Appeal is where Aesthetic Brokers brings you the latest insights straight from Southern California. We break down what’s happening in the medical aesthetics world—especially when it comes to private equity and transactions with mergers and acquisitions that matter to you as a practice owner.

Learn more about Aesthetic Brokers

Follow Aesthetic Brokers on Instagram @aestheticbrokers