How do I introduce a buyer to the occupational therapists who send me clients?

Referrers decide based on how well their clients have been served, so begin by listing the therapists who refer and what each of them values. Some want quick turnaround, others want good communication or particular products. Share that with the buyer so the first conversation addresses what matters to them.

Timing matters. Ask your lawyer when you may speak about the sale, then arrange short meetings, calls or a joint visit rather than a mass email. Introduce the buyer as the person who will run things, mention the staff who remain, and invite questions. Let the buyer listen more than they present.

Afterwards, follow up. A thank-you note, an easy way to send referrals and a prompt response to the first few cases will do more than a launch event. Keep your own role clear, whether you are staying for a while or stepping aside. Watch referral numbers in the first few months and ask about quiet sources before they go cold. Ask each therapist what would make them hesitate, and listen without defending the business, so the buyer learns what to fix. Keep a simple list of who was introduced and who still needs a visit.

Key takeaways

• List each referring therapist and what they value before you meet.
• Introduce the buyer in person once you are free to discuss the sale.
• Follow up quickly and handle the first referrals with care.
• Ask each therapist what would make them hesitate, and listen.