April 2, 2024 • 27 mins
Unlock the potential of veterinary practice ownership with expert insights from Kelly Jackson of DVM Match, straight from the bustling atmosphere of the Western Vet Conference in Las Vegas! Our latest Veterinary Blueprint Podcast episode is a treasure trove for any veterinarian daring to dream of owning their practice. We dissect Kelly's journey from finance to the niche of working at veterinary practice brokerage. With Kelly's guidance, discover how DVM Match's unique approach of third-party business appraisals can lead to fair practice valuations, setting you up for success whether you're buying or selling.
This episode is a candid roadmap through the landscape of veterinary business transitions. We tackle the nitty-gritty of preparing to buy or sell a practice, including the importance of starting the journey years in advance and the strategic tweaks necessary to polish your practice's financial appeal. Whether you're an associate looking to make the leap to ownership or a seasoned owner contemplating the next phase, our conversation lays out the pivotal strategies and professional insights to navigate the complex market dynamics of the veterinary industry. Join us for an enlightening session that could very well be the catalyst for your next big career move.
Guest Information:
Kelly Jackson
206-491-2357
kjackson@dvmmatch.com
https://dvmmatch.com/
DVM Match Mountain West
Host Information
Bill Butler – Contact Information
Direct – 952-208-7220
https://butlervetinsurance.com/
https://www.linkedin.com/in/billbutler-cic/
Schedule a Strategy Session with Bill – Strategy Session
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:07):
Welcome to the Veterinary Blueprint Podcast
brought to you by Butler VetInsurance.
Hosted by Bill Butler, theVeterinary Blueprint Podcast is
for veterinarians and practicemanagers who are looking to
learn about working on theirpractice instead of in their
practice.
Each episode we will bring yousuccessful, proven blueprints
from others, both inside andoutside the veterinary industry.
(00:28):
Welcome to today's episode.
Speaker 2 (00:32):
Welcome to the Veterinary Blueprints Podcast.
I am your host, bill Butler,with Butler Vet Insurance, and
just so excited to be bringinganother episode of the
Veterinary Blueprints Podcastwhere animal health meets
entrepreneurship and businessacumen.
And, as you can tell in thebackground, I am on location.
I am coming to you live fromLas Vegas at the Western Vet
(00:54):
Conference I think they call itVictus something or other now.
So, anyway, I'm just coming toyou from Las Vegas and I am just
I couldn't be happier to bejoined today by Kelly Jackson
with DVM Match.
Welcome, kelly.
Speaker 3 (01:08):
Hey, how's it going bud?
Speaker 2 (01:09):
It is going awesome Now.
You and I met at a VMX just acouple months ago a month or so
ago and I was just I wasintrigued by what you do and how
you do it at DVM Match, and soI was excited to have you on the
podcast.
We connected on a phone calland you do some great stuff, so
(01:29):
why don't you tell us a littlebit about yourself, how you came
to work at DVM Match and whatDVM Match is?
Speaker 3 (01:35):
Oh, so the crazy thing is that I started off in
the finance business in theearly 2000s and that was a
credit card bank by the name ofMBNA, and so MBNA wanted to
diversify in the early 2000s andthey bought this company called
Scott Financial.
So Scott Financial was thefirst company that really
(01:55):
offered loans to dentists andthe medical professionals.
Speaker 2 (01:59):
All right.
Speaker 3 (02:00):
And then from there we were bought by B of A.
That company became B of APractice Solutions, who's the
largest lender right now in thehealth care space.
I managed the Midwest regionforum for about eight years and
did a couple other things in theveterinary health care space.
And then I got the opportunityto become a partner over here at
(02:21):
DVM Match.
Dvm Match, we're a brokerage,but the thing that makes us
different from every otherbroker is that we use a
third-party business appraisal.
Speaker 2 (02:30):
Okay.
Speaker 3 (02:31):
And the cool thing about that is that I don't do
the valuation.
It's done by Cat Zapper Miller,who's an accounting firm based
in Indianapolis.
They're leading in the space,so that way, when you get a
valuation from us, there's nodog in a fight for me.
Typical broker.
Speaker 2 (02:49):
Numbers, the number.
Speaker 3 (02:50):
Yep Numbers the number.
Speaker 2 (02:52):
So, whatever the number comes back, that's how
you're going to work with it,versus there's no incentive for
you to try and monkey with thenumbers or get the numbers where
they need to be to try and help.
It's like, hey, this is whatthe bean counters, the CPAs,
this is what they came back with, that's what it's going to be
Exactly.
So then you can just reallyinvest all your time and energy
towards helping the veterinarian.
Speaker 3 (03:11):
Either sell or buy that practice Correct, and the
cool thing about us is thatwe'll work with anybody.
We'll work with the doctor whohas.
It's just them the singledoctor practice to if you have
30 doctors, but that's the onething for us.
We don't care about the size ofyour practice, because there's
a stigma of, hey, if I don'thave a practice, that's a
(03:32):
practice that could be sold tocorporate, I don't have any
value in my practice yeah so youknow the reason I want to get
you on.
Speaker 2 (03:41):
I think there's a lot of um, a lot of veterinarians
out there who either own apractice and aren't sure what to
do with it, because, you know,in my industry and the insurance
industry there's a lot of thesame sort of things happening.
Right, you have a veterinarianwho's been hanging around a long
time or an insurance agent thathang around a long time.
They kind of get to the end.
They go well, now what do I do?
Now, what do I do?
(04:02):
And so who's a good candidatefor somebody to work with a
broker like DVM Match and sayyou know, I'm thinking about
selling my practice or I'mthinking about buying a practice
?
And who would be a goodcandidate for you to reach out
to and who do you like workingwith the most?
Speaker 3 (04:20):
Well, if you're looking for when we speak about
the buyers or the personperson's going to buy a practice
, I think the key is that thatperson is licensed two to three
years at a minimum, because thatway they've seen a lot of
different things and then, oncethey get into the world of
practice ownership, thenthere'll be less surprises for
them.
I don't think that it'soperable for a person who comes
(04:44):
right out of school or sixmonthlicense to go out there and buy
a practice.
Speaker 2 (04:48):
So that first-year associate saying, all right, I'm
going to take the world bystorm.
Probably get a littleexperience as a veterinarian
first before you get into thebusiness side of things and
really get underwater?
Exactly, and that just helpsthem.
I think you know from my ownexperience.
I was just selling insurancefor a whole number of years.
I got into the insuranceindustry in 2004.
(05:08):
I didn't take over as presidentof the insurance agency until
2017.
Like, it just takes that longto understand the industry
before you can say I'm going toown something.
Correct, I agree with you.
So three to five years I'vebeen a veterinarian and I want
to buy a practice.
Where do I start?
I'm going to reach out to abroker or I'm just going to
(05:29):
start door knocking?
Speaker 3 (05:31):
No, I think that's why we have a website, and the
great thing with DVM Match isyou can set up a profile.
So when you set up a profile onthe DVM Match website, it will
allow you to find out aboutpractices that are available
where you want to be.
So next thing, you know, yousay I'm Bill, I'm in the Twin
Cities, I'm looking for anopportunity in the Twin Cities.
(05:52):
So then when there's anopportunity that pops up in the
Twin Cities, you'll get anotification and then you'll be
able to look at that opportunity.
Speaker 2 (06:01):
So even if you're, let's say, we've got a really
great vet school at theUniversity of Minnesota, but
you're from Kentucky, you go tovet school and you move back to
Kentucky, but you really had agreat time living in the Twin
Cities, you say, hey, like yousaid, I'm going to set up a
profile for maybe where I wentto school or maybe where I'm
from, or maybe my spouse isgetting transferred to a new
(06:21):
city and I want to travel withthem, so you can set up that
account with DVM Match andyou'll help match them with
opportunities in that specificlocation.
Correct, that's pretty cool.
And so on the buy side, you'llhelp match an associate with an
opportunity that fits whatthey're looking to do.
(06:42):
On the sales side, what's agreat opportunity?
I think there's a lot of mythsout there about you know only
corporate wants to deal withcertain size, or only you know
only veterinarians like this andI think you and I were chatting
right before we got on today,kelly, that there's
opportunities out thereveterinarians who don't think
(07:04):
their practice is worth anything, but it really is.
Speaker 3 (07:08):
Oh yeah, it's really awful because the example I used
was speaking with a young ladywho'd been in practice for 25
years.
They did about $900,000 a yearin gross revenue and then they
were netting $300,000.
But since she was a singleoperator in that practice, or
single doctor practice, she'snot an opportunity for a
(07:30):
corporate to come in.
Speaker 2 (07:33):
Yep.
So the corporations.
There's been a shift right.
I think three to five years agothey were taking whatever was
coming across the board.
They were taking it in.
And now, with interest ratesbeing a little bit different and
they're looking at the dynamicsand the metrics for them it
makes more sense to take onthose five plus doctor practices
(07:56):
.
Those are really the economy ofscale that work best for them.
Because there's too much risktaken on a one doc practice,
because if that doc leaves,because there's too much risk
taken on a one-doc practice,because if that doc leaves, they
got nothing Exactly.
So for an associate saying, hey, I'm looking to go somewhere
and you mentioned $300,000, andwhy don't you talk about the
math of being an associateversus an owner a little bit?
(08:18):
Because I think that for anassociate out there who's like
I'm not sure I want to own apractice, what's the math look
like as an owner versus anassociate?
Speaker 3 (08:24):
working at a practice .
Oh, I think it's great, becausethe thing, the one big thing
about going to veterinary schoolis that you're going to acquire
a lot of debt a lot of studentdebt and in a lot of
circumstances based upon, likewe said, higher interest rates
and total amount of debt thatyou would have when you go to
vet school in the student loanworld you have to pay that stuff
(08:46):
off.
So to pay that stuff off, ifyou, let's say, you're an
associate and you make $150,000,but you still wanna have a
house, you still wanna have acar, you still wanna go on
vacation there's other thingsthat you may wanna do, so
Practice ownership can be thatvehicle to where you turn.
I was making $150,000 as anassociate and now I'm making
(09:11):
$300,000 as an owner, and thatway it gives you the ability to
create a better life foryourself and your family,
because think that's the mostimportant thing.
Speaker 2 (09:22):
Yeah, and you know I relate to, you know kind of my
own thing right.
Like I'm an owner, I run thebusiness, my name's on the wall,
so there's more risk involved.
But as the owner you also getthe reward right and the payoff.
And the thing when theveterinary community and we were
speaking on another episode ofthe podcast here from West Vet
with Tristan Geis from Bank ofAmerica and she was saying you
(09:43):
know, the default rate with forveterinarians on loans is like
astronomically low.
Like if you're open and you'regenerally a good veterinarian,
you're gonna make some money andit's gonna be a pretty good
deal for you and if you own ityou're gonna get more and if
you're just an associate you'regonna get less exactly like I'm
just a simple guy.
But correct me if I'm wrong,kelly.
That's kind of how it it works.
Speaker 3 (10:04):
Right and think when you call your vet today, there's
a two-, maybe three-week wait,depending on your circumstance.
Yeah, I think some of thatslowing, like you talked to.
Speaker 2 (10:14):
some veterinarians is slowing down, but there's still
like there's a shortage ofveterinarians, there's a
shortage of appointments, and soyou know, the math is different
when you own the business, whenyou own the practice.
So why don't you describe theprocess a little bit?
I'm an associate, or let'sstart with the seller side.
Let's start on the seller side.
(10:34):
I want to sell the practice andwhat's the process?
You describe the process forthe buyer a little bit.
You set up a separate profile.
Hey, I'm interested in thismarket and I think we'll get
into what happens next.
But on the sales side, I'm a67-year-old veterinarian.
I'm like all right, I've hadenough of this.
I'm ready to retire to Arizona,because you're from Arizona,
(10:55):
you're in the Arizona area.
I'm ready to get down to thePhoenix area and watch the
Coyotes play hockey down thehockey fence.
So I call you up and I say, hey, I'm ready to be done.
So I call you up and I say hey,I'm ready to be done.
What's next?
Speaker 3 (11:07):
So what we do is we set up an initial conversation
to find out what your dreamtransition looks like, because
that's the most important thingis that, if you're going to sell
something that you built, Ithink that you want to have it
Blood sweat and tears too right.
Definitely, I think there'ssomething that you just wanted
to work the right way.
You may have a vision.
(11:28):
Your vision may have you workone day a week.
Your vision may say I'm handingthe keys over.
Speaker 2 (11:36):
Your vision may say one I'm done, or I want to stick
around for a couple years andwork part-time because I just
love being a vet, but I don'twant to own this anymore and
deal with the management,exactly.
Speaker 3 (11:44):
So first we figure out your vision, okay, and
where't want to own this anymoreand deal with the management
Exactly.
So first we figure out yourvision and where you want to
take everything and then, oncewe do that, we'll send you out a
questionnaire.
The questionnaire will give usa lot of information about your
practice.
We'll connect the financialsthat we would need for the
valuation and then we'll sendall that information to KSM, our
accounting partner, and afterabout six to eight weeks,
(12:07):
sometimes there's a back andforth with questions that we may
have.
Speaker 2 (12:11):
Hey, your financials weren't so hot, so we need a
little bit more information.
I bought an insurance agencythat did not have a P&L, didn't
have a balance sheet, didn'thave any of that stuff, and so
some of that stuff's a littledifferent.
And you know, it was a greatagency.
They just weren't hot on thefinancial stuff, and so some of
that stuff's a little different.
And it was a great agency.
They just weren't hot on thefinancial stuff and I'm sure
you've seen veterinarians,well-run business, but they
(12:32):
didn't have anything to back upthe numbers.
Correct so then you're trying torecreate some of that stuff, so
that will slow things down alittle bit.
So if you're thinking aboutselling, you probably want to
get a jumpstart on that and havethree years of good numbers
ahead of this right.
Speaker 3 (12:43):
Yeah, three to five years.
And then we'll ask for thecorresponding P&Ls.
We'll send that, we'll put thaton our secure portal and then
our accounting partner they'llput all the numbers together.
Then we set up a call with youto give you the valuation.
And then, once you look at thevaluation and say, okay, this
(13:03):
looks good, then we take thepractice to market.
Speaker 2 (13:07):
So hey, put the for sale sign in the front yard if
you're a real estate agent,right so, houses for sale
through some showings, andthat's where I think you know
you having kind of a pool ofcandidates ready to go, you're
not waiting six months to find abuyer.
You've got people who arealready interested.
And I know, you know d DVMmatch.
You guys do a great jobnetworking, um, you know, like a
(13:31):
lot of the lenders do, a lot ofthe brokers do, but you guys do
a great job networking with thedifferent uh you know attorneys
, cpas, bankers, so that waywhen you find the right
candidate it helps speed theprocess up right, yes, so that's
the thing we always talk aboutis building a team.
Speaker 1 (13:49):
Yeah.
Speaker 3 (13:49):
And building a team as far as having a banker,
because you know there's lots ofyou know healthcare-specific
bankers out there,healthcare-specific CPAs and
attorneys and people who canhelp you through the transaction
.
So I would say everybody has afriend Yep.
So I would say it's, it's,everybody has a friend yep.
And so I have a friend thatdoes that may do some line of
(14:10):
legal work, but they may notunderstand what I need for this
type of transaction.
Speaker 2 (14:14):
Yep, don't go to that person yeah, go to the one who
knows this kind of transactionright.
Exactly.
That's where working with abroker I think is is beneficial,
because you know where some ofthe speed bumps are going to be
for the roadblocks and helpnavigate that versus kind of
stumbling through on your own.
Yes, so take it to market.
Boom and you find a buyer.
(14:35):
Wham, you're off and running.
So the practice is sold.
Or you found a buyer, it's outto market.
You got the number, you'regoing to sell this thing.
You find a buyer.
You work them all the waythrough the sale process as well
.
Speaker 3 (14:50):
Correct.
So what we'll do from there iswe'll each buyer or potential
buyer of the practice.
Speaker 2 (14:56):
So let's say you got three candidates who are you
know?
Hopefully you got somecompetition.
You can pick the rightcandidate right, the best
opportunity, based on what thatveterinarian identified and what
was important to them on thatinitial conversation.
Speaker 3 (15:09):
Yes, and the funny thing is that sometimes you'll
have people who will meet andthen realize that it's not a
really good vision match,regardless of if it's an
opportunity they can take or not.
So sometimes it takes more thanone or two people to fill the
place.
But then once let's say, youdecide, hey, this is the match
Bill and Kelly are going to dothe deal.
(15:31):
We're going to do the deal, thenfrom there we would get you in
touch with a finance companythat would finance the
transaction for you, so that wayyou could get your money
immediately, opposed to holdingdebt.
And then we work you throughthe contract phase with your
attorney, and then it'sdelivered.
Speaker 2 (15:53):
Delivered.
So on the buy side, let's sayI'm a buyer, so basically we
walk from someone, start tofinish.
Hey, on the sell side, we'regoing to do the initial
questionnaire, get the valuation, sell the practice.
On the buy side, I put my namein the hat, I got my profile set
up and all of a sudden practicepops up in the Twin Cities.
(16:15):
You say, hey, this is great,looks good for me.
Kelly, let's get to work onthis.
What does that look like on thebuy side?
Speaker 3 (16:22):
Well as the buyer.
What happens is, what we'll dois you've already reviewed the
financials to make sure that thefinancials work for you, and
then what we do is we set up anin-person meeting and during
that in-person meeting we'll getto meet the selling doctor and
talk about your philosophy andhow you think medicine works
versus theirs, and find out whatprocedures they do and what
(16:43):
they refer out and what type ofanimals they see, and make sure
that it's that it's a match,because that's the, that's the
cue we're a 90 equine facility,but you love cats and you want
to be a cat only practice.
Speaker 2 (16:55):
That's probably not the right fit no, definitely not
, it happens we're gonna changeit.
We're gonna change it from uhbill's bill's horse that to
kelly's cat corral.
Speaker 3 (17:11):
I don't think it will work, but you know.
Speaker 2 (17:14):
They might take the money but it wouldn't work.
So you know, kind of back tothe original thing.
You know you've gotveterinarians out there who are
worried.
Maybe they're in a rural areaor they just aren't sure.
And you know what does it hurtto have a conversation with a
practice broker like yourself, Imean.
Speaker 3 (17:35):
Conversation's always free.
Speaker 2 (17:36):
Yeah, Same thing on the insurance side.
Like, just talk to somebody.
I mean, that's the one thingthat I've found is I've built in
my own team, my own network ofpeople like Kelly and other
individuals is we generally justlove helping veterinarians,
Exactly.
And so you know, like, hey, youwant to hop on a call, I'll
give you a half hour hour, Likeit doesn't hurt anything, to
(17:59):
help you on your dream, whetherit's sell the thing you worked
on for all those years or you'rea five-year vet out of school
and you really want to ownsomething like what does it look
like?
Speaker 3 (18:08):
You'd walk them through what we just have been
talking about right, exactly,and I always tell them to
interview multiple brokers,right.
Just don't speak to me.
Speak to someone else.
I may not be the match for you.
Speaker 2 (18:19):
Just like buying a practice right Personality match
, all of it.
Speaker 3 (18:22):
Definitely all of it, definitely like.
I think that that I'm the only,I'm probably the only broker
out there's gonna say, oh, talkto this person, or talk to that
person.
Yeah, because I know that, withthe process of how we offer our
services at dvmh, it's probablythe best fit for you, because
I'm not doing the valuation, Idon't have a dog in a fight.
So here's the price.
Here's what.
(18:43):
Here's the price.
Here's the real monetary valueof your practice.
Speaker 2 (18:50):
Unaltered or un.
No one's got their finger onthe scale at DVM Match to try
and figure out how to maximizewhat DVM Match is getting out of
the deal.
You're just trying to help theveterinarian.
You get paid in the end,whether it's big or small.
I feel the same way aboutinsurance.
I'm not going to try and cutthe rate to help Like, oh, you
should work with me, here's thelowest price.
Like, you get what you pay for,right, and if you don't want
(19:14):
coverage, I don't have to sellit to you.
Speaker 3 (19:15):
But I'm going to tell you what's going to happen if
you don't have it ExactlyBecause sometimes, when people
ask me if I'm the cheapest, andI ask them if they're the
cheapest, yeah, and they're likewell, no, I'm not.
I was like, so why should I be?
Speaker 2 (19:29):
you shouldn't ask me to be the least expensive when
you're not and at the end of theday, you know whether it's an
extra point or whatever it lookslike on the deal.
I always I've always viewedthis as you know.
I'd rather just help theveterinarian, right, I'll get
paid in the end.
I'm not worried if it's youknow one, this or two, that or
whatever it winds up being Like.
(19:51):
It's about helping theveterinarian.
We're in business to helpveterinarians.
Veterinarians are in thebusiness to help animals and
that's, you know, that's what'sin their best interest to help
them out with.
So as we start to wrap up here,kelly, what's you know one or
two tips you would give theveterinarians out there who are
thinking about buying or selling?
You've got vast experience in awhole different number of areas
(20:14):
in the business area ofveterinarians.
What's one or two things youwould give a veterinarian as a
piece of advice if they'relooking to buy?
One for each buy and sell.
Speaker 3 (20:24):
If I was looking to sell a practice, I would look
maybe two to three years aheadof time.
Yeah, start early, right, startearly.
That's the key, because if youdon't, and next thing you know
you have a life event or youjust feel as if I need to get
out today.
Things don't always happen thatfast for you.
Yeah.
(20:45):
So you need to understand whereyou are now because, like we
said, I feel really bad forpeople who think they have
something of value but theyreally don't because something
else that we all see they waitedtoo long.
Speaker 2 (20:57):
somebody got sick, spouse something, and then you
wind up having to fire, sale itversus get the true value.
Speaker 3 (21:02):
Or there's certain circumstances where you don't
really have a good practice.
So another thing that we doprovide is a hospital
opportunity report really have agood practice.
So another thing that we doprovide is a hospital
opportunity report.
So the hospital opportunityreport would tell you, look at
the financials of your practiceand do a real deep analysis and
say, hey, based upon what yourpractice is now, if you're going
to get out in the next three tofive years, these are the
(21:24):
things that you can do to makeyour practice more profitable
and make you a more successfulpractice owner.
Speaker 2 (21:30):
So kind of like meeting with a real estate agent
and you're getting ready tosell your house and the real
estate agent walks through andsays get all the family pictures
out of here.
You want to paint the kitchen.
I would say, put a new roof on,because I'm an insurance agent.
But the real estate agent isgoing to say, do a new kitchen.
And so it's fixing the house upto sell, so to speak.
(21:52):
And it isn't necessarily justbuy new equipment or something
like that.
It it can be the back end stuff, because the equipment I mean
there's plenty of places to getequipment right.
You don't have to worry aboutchanging out the x-ray machine
to sell the practice it's.
It's cutting out some of theexpenses that you're maybe
spending on yourself takingtrips to West Vet to get CE.
You want to cut those out threeyears ahead of time.
(22:13):
As fun as it is coming downhere, you want to cut that stuff
out because that drives thebottom line right.
Speaker 3 (22:17):
Yeah, or just when was the last time you changed
your pricing in your practice?
I think that's the biggestthing.
Opportunity that people haveout there is that sometimes they
haven't changed practicepractice in three, five, six
years and there's certain levelsthat you should make as far as
profitability towards thoseother services that you offer.
Speaker 2 (22:39):
So there's a lot of opportunity or a lot of
information out there like ahabenchmarking.
You know there's a lot ofbenchmarking opportunity out
there across a number ofindustries.
I'm sure you assist yourpractices with some benchmarking
stuff.
But hey, I'm a two-vet practice.
This is how many appointmentswe see, this is what we do.
Where should I be atrevenue-wise?
And if you're not there,probably want to make some
(23:00):
changes, and not six monthsbefore you sell, three years
before you sell.
That way you have time to getthose financials in Correct, all
financials in Correct, allright.
So that's on the sell side.
What would you recommend on thebuy side for a veterinarian
thinking about buying?
What's the one piece of adviceyou would give them?
Speaker 3 (23:27):
I think it's the idea of knowing what matters to you
most.
Okay, so if you are a associateand you're looking to go out on
your own, sometimes you want tostart, sometimes you might want
to acquire.
If you care what the placelooks like, where it's located
and the equipment and what thefinishes look like, you probably
want to do a startup.
Speaker 2 (23:44):
If you want to have control over everything, deal
with the builder, go get a loan,do a build-up construction and
put your fingerprints oneverything.
Speaker 3 (23:53):
Right, but on the other hand, if you say, I'm okay
with commute.
Speaker 2 (23:59):
I want a turnkey.
Speaker 3 (24:00):
Yeah, yeah, I'm just about the bottom line in taking
a business and paying off thedebt of the business and
creating a life and growing abusiness, then I think you are a
good candidate to purchase apractice.
Speaker 2 (24:13):
Those are some great tips.
Well, I really enjoy our timehere at West Vac Kelly where we
chat a little bit aboutveterinarians, and I know we had
talked on the phone abouttrying to get a couple other
opportunities connected.
You're down in the Arizona area.
What area of the country doesDVM Match specialize in?
And then where do youspecifically?
What's your area?
(24:34):
So we're a national company,all right.
So anywhere in the country DVMMatch is going to be able to
help out a veterinarian.
Buy or sell.
Fill out your profile where youwant to be and they'll help you
get set up.
And where do you specifically?
What's your territory within?
Because I know there's a few ofyou with DVM Match on the
broker side.
What's your area?
Speaker 3 (24:52):
So currently everything Colorado and West.
Speaker 2 (24:56):
Colorado West.
So if you're Colorado West,you're dealing with Kelly
Jackson out of Arizona and he'sgoing to hook you up, no matter
where it is west of Colorado.
You got it All right.
And where can people find youonline?
In DVM Match?
We'll put some information inthe links, but for those
listening who don't want to lookit up, how do they get a hold
of you?
Speaker 3 (25:15):
Oh, it's pretty easy.
Just go to DVMMatchcom.
That's our website.
It gives you all theinformation you need to know.
That's DVM Match.
Speaker 2 (25:25):
DVMMatchcom and then we'll have some information in
the show notes.
Well, it's been awesomechatting with you, kelly.
I hope the show's going wellfor you.
I know it's uh going well forme, just connecting with uh
individuals like yourself.
And uh don't forgetveterinarians to like, share and
review the podcast.
It helps with the algorithm anduh just uh, another great
episode of the veterinaryblueprints podcast live from
(25:50):
west vet in las vegas.
Thanks for the opportunity.
All right, thanks, kelly.
Have a great day, everybody.
You.
Welcome to the Veterinary Blueprint Podcast
brought to you by Butler VetInsurance.
Hosted by Bill Butler, theVeterinary Blueprint Podcast is
for veterinarians and practicemanagers who are looking to
learn about working on theirpractice instead of in their
practice.
Each episode we will bring yousuccessful, proven blueprints
from others, both inside andoutside the veterinary industry.
(00:28):
Welcome to today's episode.
Speaker 2 (00:32):
Welcome to the Veterinary Blueprints Podcast.
I am your host, bill Butler,with Butler Vet Insurance, and
just so excited to be bringinganother episode of the
Veterinary Blueprints Podcastwhere animal health meets
entrepreneurship and businessacumen.
And, as you can tell in thebackground, I am on location.
I am coming to you live fromLas Vegas at the Western Vet
(00:54):
Conference I think they call itVictus something or other now.
So, anyway, I'm just coming toyou from Las Vegas and I am just
I couldn't be happier to bejoined today by Kelly Jackson
with DVM Match.
Welcome, kelly.
Speaker 3 (01:08):
Hey, how's it going bud?
Speaker 2 (01:09):
It is going awesome Now.
You and I met at a VMX just acouple months ago a month or so
ago and I was just I wasintrigued by what you do and how
you do it at DVM Match, and soI was excited to have you on the
podcast.
We connected on a phone calland you do some great stuff, so
(01:29):
why don't you tell us a littlebit about yourself, how you came
to work at DVM Match and whatDVM Match is?
Speaker 3 (01:35):
Oh, so the crazy thing is that I started off in
the finance business in theearly 2000s and that was a
credit card bank by the name ofMBNA, and so MBNA wanted to
diversify in the early 2000s andthey bought this company called
Scott Financial.
So Scott Financial was thefirst company that really
(01:55):
offered loans to dentists andthe medical professionals.
Speaker 2 (01:59):
All right.
Speaker 3 (02:00):
And then from there we were bought by B of A.
That company became B of APractice Solutions, who's the
largest lender right now in thehealth care space.
I managed the Midwest regionforum for about eight years and
did a couple other things in theveterinary health care space.
And then I got the opportunityto become a partner over here at
(02:21):
DVM Match.
Dvm Match, we're a brokerage,but the thing that makes us
different from every otherbroker is that we use a
third-party business appraisal.
Speaker 2 (02:30):
Okay.
Speaker 3 (02:31):
And the cool thing about that is that I don't do
the valuation.
It's done by Cat Zapper Miller,who's an accounting firm based
in Indianapolis.
They're leading in the space,so that way, when you get a
valuation from us, there's nodog in a fight for me.
Typical broker.
Speaker 2 (02:49):
Numbers, the number.
Speaker 3 (02:50):
Yep Numbers the number.
Speaker 2 (02:52):
So, whatever the number comes back, that's how
you're going to work with it,versus there's no incentive for
you to try and monkey with thenumbers or get the numbers where
they need to be to try and help.
It's like, hey, this is whatthe bean counters, the CPAs,
this is what they came back with, that's what it's going to be
Exactly.
So then you can just reallyinvest all your time and energy
towards helping the veterinarian.
Speaker 3 (03:11):
Either sell or buy that practice Correct, and the
cool thing about us is thatwe'll work with anybody.
We'll work with the doctor whohas.
It's just them the singledoctor practice to if you have
30 doctors, but that's the onething for us.
We don't care about the size ofyour practice, because there's
a stigma of, hey, if I don'thave a practice, that's a
(03:32):
practice that could be sold tocorporate, I don't have any
value in my practice yeah so youknow the reason I want to get
you on.
Speaker 2 (03:41):
I think there's a lot of um, a lot of veterinarians
out there who either own apractice and aren't sure what to
do with it, because, you know,in my industry and the insurance
industry there's a lot of thesame sort of things happening.
Right, you have a veterinarianwho's been hanging around a long
time or an insurance agent thathang around a long time.
They kind of get to the end.
They go well, now what do I do?
Now, what do I do?
(04:02):
And so who's a good candidatefor somebody to work with a
broker like DVM Match and sayyou know, I'm thinking about
selling my practice or I'mthinking about buying a practice
?
And who would be a goodcandidate for you to reach out
to and who do you like workingwith the most?
Speaker 3 (04:20):
Well, if you're looking for when we speak about
the buyers or the personperson's going to buy a practice
, I think the key is that thatperson is licensed two to three
years at a minimum, because thatway they've seen a lot of
different things and then, oncethey get into the world of
practice ownership, thenthere'll be less surprises for
them.
I don't think that it'soperable for a person who comes
(04:44):
right out of school or sixmonthlicense to go out there and buy
a practice.
Speaker 2 (04:48):
So that first-year associate saying, all right, I'm
going to take the world bystorm.
Probably get a littleexperience as a veterinarian
first before you get into thebusiness side of things and
really get underwater?
Exactly, and that just helpsthem.
I think you know from my ownexperience.
I was just selling insurancefor a whole number of years.
I got into the insuranceindustry in 2004.
(05:08):
I didn't take over as presidentof the insurance agency until
2017.
Like, it just takes that longto understand the industry
before you can say I'm going toown something.
Correct, I agree with you.
So three to five years I'vebeen a veterinarian and I want
to buy a practice.
Where do I start?
I'm going to reach out to abroker or I'm just going to
(05:29):
start door knocking?
Speaker 3 (05:31):
No, I think that's why we have a website, and the
great thing with DVM Match isyou can set up a profile.
So when you set up a profile onthe DVM Match website, it will
allow you to find out aboutpractices that are available
where you want to be.
So next thing, you know, yousay I'm Bill, I'm in the Twin
Cities, I'm looking for anopportunity in the Twin Cities.
(05:52):
So then when there's anopportunity that pops up in the
Twin Cities, you'll get anotification and then you'll be
able to look at that opportunity.
Speaker 2 (06:01):
So even if you're, let's say, we've got a really
great vet school at theUniversity of Minnesota, but
you're from Kentucky, you go tovet school and you move back to
Kentucky, but you really had agreat time living in the Twin
Cities, you say, hey, like yousaid, I'm going to set up a
profile for maybe where I wentto school or maybe where I'm
from, or maybe my spouse isgetting transferred to a new
(06:21):
city and I want to travel withthem, so you can set up that
account with DVM Match andyou'll help match them with
opportunities in that specificlocation.
Correct, that's pretty cool.
And so on the buy side, you'llhelp match an associate with an
opportunity that fits whatthey're looking to do.
(06:42):
On the sales side, what's agreat opportunity?
I think there's a lot of mythsout there about you know only
corporate wants to deal withcertain size, or only you know
only veterinarians like this andI think you and I were chatting
right before we got on today,kelly, that there's
opportunities out thereveterinarians who don't think
(07:04):
their practice is worth anything, but it really is.
Speaker 3 (07:08):
Oh yeah, it's really awful because the example I used
was speaking with a young ladywho'd been in practice for 25
years.
They did about $900,000 a yearin gross revenue and then they
were netting $300,000.
But since she was a singleoperator in that practice, or
single doctor practice, she'snot an opportunity for a
(07:30):
corporate to come in.
Speaker 2 (07:33):
Yep.
So the corporations.
There's been a shift right.
I think three to five years agothey were taking whatever was
coming across the board.
They were taking it in.
And now, with interest ratesbeing a little bit different and
they're looking at the dynamicsand the metrics for them it
makes more sense to take onthose five plus doctor practices
(07:56):
.
Those are really the economy ofscale that work best for them.
Because there's too much risktaken on a one doc practice,
because if that doc leaves,because there's too much risk
taken on a one-doc practice,because if that doc leaves, they
got nothing Exactly.
So for an associate saying, hey, I'm looking to go somewhere
and you mentioned $300,000, andwhy don't you talk about the
math of being an associateversus an owner a little bit?
(08:18):
Because I think that for anassociate out there who's like
I'm not sure I want to own apractice, what's the math look
like as an owner versus anassociate?
Speaker 3 (08:24):
working at a practice .
Oh, I think it's great, becausethe thing, the one big thing
about going to veterinary schoolis that you're going to acquire
a lot of debt a lot of studentdebt and in a lot of
circumstances based upon, likewe said, higher interest rates
and total amount of debt thatyou would have when you go to
vet school in the student loanworld you have to pay that stuff
(08:46):
off.
So to pay that stuff off, ifyou, let's say, you're an
associate and you make $150,000,but you still wanna have a
house, you still wanna have acar, you still wanna go on
vacation there's other thingsthat you may wanna do, so
Practice ownership can be thatvehicle to where you turn.
I was making $150,000 as anassociate and now I'm making
(09:11):
$300,000 as an owner, and thatway it gives you the ability to
create a better life foryourself and your family,
because think that's the mostimportant thing.
Speaker 2 (09:22):
Yeah, and you know I relate to, you know kind of my
own thing right.
Like I'm an owner, I run thebusiness, my name's on the wall,
so there's more risk involved.
But as the owner you also getthe reward right and the payoff.
And the thing when theveterinary community and we were
speaking on another episode ofthe podcast here from West Vet
with Tristan Geis from Bank ofAmerica and she was saying you
(09:43):
know, the default rate with forveterinarians on loans is like
astronomically low.
Like if you're open and you'regenerally a good veterinarian,
you're gonna make some money andit's gonna be a pretty good
deal for you and if you own ityou're gonna get more and if
you're just an associate you'regonna get less exactly like I'm
just a simple guy.
But correct me if I'm wrong,kelly.
That's kind of how it it works.
Speaker 3 (10:04):
Right and think when you call your vet today, there's
a two-, maybe three-week wait,depending on your circumstance.
Yeah, I think some of thatslowing, like you talked to.
Speaker 2 (10:14):
some veterinarians is slowing down, but there's still
like there's a shortage ofveterinarians, there's a
shortage of appointments, and soyou know, the math is different
when you own the business, whenyou own the practice.
So why don't you describe theprocess a little bit?
I'm an associate, or let'sstart with the seller side.
Let's start on the seller side.
(10:34):
I want to sell the practice andwhat's the process?
You describe the process forthe buyer a little bit.
You set up a separate profile.
Hey, I'm interested in thismarket and I think we'll get
into what happens next.
But on the sales side, I'm a67-year-old veterinarian.
I'm like all right, I've hadenough of this.
I'm ready to retire to Arizona,because you're from Arizona,
(10:55):
you're in the Arizona area.
I'm ready to get down to thePhoenix area and watch the
Coyotes play hockey down thehockey fence.
So I call you up and I say, hey, I'm ready to be done.
So I call you up and I say hey,I'm ready to be done.
What's next?
Speaker 3 (11:07):
So what we do is we set up an initial conversation
to find out what your dreamtransition looks like, because
that's the most important thingis that, if you're going to sell
something that you built, Ithink that you want to have it
Blood sweat and tears too right.
Definitely, I think there'ssomething that you just wanted
to work the right way.
You may have a vision.
(11:28):
Your vision may have you workone day a week.
Your vision may say I'm handingthe keys over.
Speaker 2 (11:36):
Your vision may say one I'm done, or I want to stick
around for a couple years andwork part-time because I just
love being a vet, but I don'twant to own this anymore and
deal with the management,exactly.
Speaker 3 (11:44):
So first we figure out your vision, okay, and
where't want to own this anymoreand deal with the management
Exactly.
So first we figure out yourvision and where you want to
take everything and then, oncewe do that, we'll send you out a
questionnaire.
The questionnaire will give usa lot of information about your
practice.
We'll connect the financialsthat we would need for the
valuation and then we'll sendall that information to KSM, our
accounting partner, and afterabout six to eight weeks,
(12:07):
sometimes there's a back andforth with questions that we may
have.
Speaker 2 (12:11):
Hey, your financials weren't so hot, so we need a
little bit more information.
I bought an insurance agencythat did not have a P&L, didn't
have a balance sheet, didn'thave any of that stuff, and so
some of that stuff's a littledifferent.
And you know, it was a greatagency.
They just weren't hot on thefinancial stuff, and so some of
that stuff's a little different.
And it was a great agency.
They just weren't hot on thefinancial stuff and I'm sure
you've seen veterinarians,well-run business, but they
(12:32):
didn't have anything to back upthe numbers.
Correct so then you're trying torecreate some of that stuff, so
that will slow things down alittle bit.
So if you're thinking aboutselling, you probably want to
get a jumpstart on that and havethree years of good numbers
ahead of this right.
Speaker 3 (12:43):
Yeah, three to five years.
And then we'll ask for thecorresponding P&Ls.
We'll send that, we'll put thaton our secure portal and then
our accounting partner they'llput all the numbers together.
Then we set up a call with youto give you the valuation.
And then, once you look at thevaluation and say, okay, this
(13:03):
looks good, then we take thepractice to market.
Speaker 2 (13:07):
So hey, put the for sale sign in the front yard if
you're a real estate agent,right so, houses for sale
through some showings, andthat's where I think you know
you having kind of a pool ofcandidates ready to go, you're
not waiting six months to find abuyer.
You've got people who arealready interested.
And I know, you know d DVMmatch.
You guys do a great jobnetworking, um, you know, like a
(13:31):
lot of the lenders do, a lot ofthe brokers do, but you guys do
a great job networking with thedifferent uh you know attorneys
, cpas, bankers, so that waywhen you find the right
candidate it helps speed theprocess up right, yes, so that's
the thing we always talk aboutis building a team.
Speaker 1 (13:49):
Yeah.
Speaker 3 (13:49):
And building a team as far as having a banker,
because you know there's lots ofyou know healthcare-specific
bankers out there,healthcare-specific CPAs and
attorneys and people who canhelp you through the transaction
.
So I would say everybody has afriend Yep.
So I would say it's, it's,everybody has a friend yep.
And so I have a friend thatdoes that may do some line of
(14:10):
legal work, but they may notunderstand what I need for this
type of transaction.
Speaker 2 (14:14):
Yep, don't go to that person yeah, go to the one who
knows this kind of transactionright.
Exactly.
That's where working with abroker I think is is beneficial,
because you know where some ofthe speed bumps are going to be
for the roadblocks and helpnavigate that versus kind of
stumbling through on your own.
Yes, so take it to market.
Boom and you find a buyer.
(14:35):
Wham, you're off and running.
So the practice is sold.
Or you found a buyer, it's outto market.
You got the number, you'regoing to sell this thing.
You find a buyer.
You work them all the waythrough the sale process as well
.
Speaker 3 (14:50):
Correct.
So what we'll do from there iswe'll each buyer or potential
buyer of the practice.
Speaker 2 (14:56):
So let's say you got three candidates who are you
know?
Hopefully you got somecompetition.
You can pick the rightcandidate right, the best
opportunity, based on what thatveterinarian identified and what
was important to them on thatinitial conversation.
Speaker 3 (15:09):
Yes, and the funny thing is that sometimes you'll
have people who will meet andthen realize that it's not a
really good vision match,regardless of if it's an
opportunity they can take or not.
So sometimes it takes more thanone or two people to fill the
place.
But then once let's say, youdecide, hey, this is the match
Bill and Kelly are going to dothe deal.
(15:31):
We're going to do the deal, thenfrom there we would get you in
touch with a finance companythat would finance the
transaction for you, so that wayyou could get your money
immediately, opposed to holdingdebt.
And then we work you throughthe contract phase with your
attorney, and then it'sdelivered.
Speaker 2 (15:53):
Delivered.
So on the buy side, let's sayI'm a buyer, so basically we
walk from someone, start tofinish.
Hey, on the sell side, we'regoing to do the initial
questionnaire, get the valuation, sell the practice.
On the buy side, I put my namein the hat, I got my profile set
up and all of a sudden practicepops up in the Twin Cities.
(16:15):
You say, hey, this is great,looks good for me.
Kelly, let's get to work onthis.
What does that look like on thebuy side?
Speaker 3 (16:22):
Well as the buyer.
What happens is, what we'll dois you've already reviewed the
financials to make sure that thefinancials work for you, and
then what we do is we set up anin-person meeting and during
that in-person meeting we'll getto meet the selling doctor and
talk about your philosophy andhow you think medicine works
versus theirs, and find out whatprocedures they do and what
(16:43):
they refer out and what type ofanimals they see, and make sure
that it's that it's a match,because that's the, that's the
cue we're a 90 equine facility,but you love cats and you want
to be a cat only practice.
Speaker 2 (16:55):
That's probably not the right fit no, definitely not
, it happens we're gonna changeit.
We're gonna change it from uhbill's bill's horse that to
kelly's cat corral.
Speaker 3 (17:11):
I don't think it will work, but you know.
Speaker 2 (17:14):
They might take the money but it wouldn't work.
So you know, kind of back tothe original thing.
You know you've gotveterinarians out there who are
worried.
Maybe they're in a rural areaor they just aren't sure.
And you know what does it hurtto have a conversation with a
practice broker like yourself, Imean.
Speaker 3 (17:35):
Conversation's always free.
Speaker 2 (17:36):
Yeah, Same thing on the insurance side.
Like, just talk to somebody.
I mean, that's the one thingthat I've found is I've built in
my own team, my own network ofpeople like Kelly and other
individuals is we generally justlove helping veterinarians,
Exactly.
And so you know, like, hey, youwant to hop on a call, I'll
give you a half hour hour, Likeit doesn't hurt anything, to
(17:59):
help you on your dream, whetherit's sell the thing you worked
on for all those years or you'rea five-year vet out of school
and you really want to ownsomething like what does it look
like?
Speaker 3 (18:08):
You'd walk them through what we just have been
talking about right, exactly,and I always tell them to
interview multiple brokers,right.
Just don't speak to me.
Speak to someone else.
I may not be the match for you.
Speaker 2 (18:19):
Just like buying a practice right Personality match
, all of it.
Speaker 3 (18:22):
Definitely all of it, definitely like.
I think that that I'm the only,I'm probably the only broker
out there's gonna say, oh, talkto this person, or talk to that
person.
Yeah, because I know that, withthe process of how we offer our
services at dvmh, it's probablythe best fit for you, because
I'm not doing the valuation, Idon't have a dog in a fight.
So here's the price.
Here's what.
(18:43):
Here's the price.
Here's the real monetary valueof your practice.
Speaker 2 (18:50):
Unaltered or un.
No one's got their finger onthe scale at DVM Match to try
and figure out how to maximizewhat DVM Match is getting out of
the deal.
You're just trying to help theveterinarian.
You get paid in the end,whether it's big or small.
I feel the same way aboutinsurance.
I'm not going to try and cutthe rate to help Like, oh, you
should work with me, here's thelowest price.
Like, you get what you pay for,right, and if you don't want
(19:14):
coverage, I don't have to sellit to you.
Speaker 3 (19:15):
But I'm going to tell you what's going to happen if
you don't have it ExactlyBecause sometimes, when people
ask me if I'm the cheapest, andI ask them if they're the
cheapest, yeah, and they're likewell, no, I'm not.
I was like, so why should I be?
Speaker 2 (19:29):
you shouldn't ask me to be the least expensive when
you're not and at the end of theday, you know whether it's an
extra point or whatever it lookslike on the deal.
I always I've always viewedthis as you know.
I'd rather just help theveterinarian, right, I'll get
paid in the end.
I'm not worried if it's youknow one, this or two, that or
whatever it winds up being Like.
(19:51):
It's about helping theveterinarian.
We're in business to helpveterinarians.
Veterinarians are in thebusiness to help animals and
that's, you know, that's what'sin their best interest to help
them out with.
So as we start to wrap up here,kelly, what's you know one or
two tips you would give theveterinarians out there who are
thinking about buying or selling?
You've got vast experience in awhole different number of areas
(20:14):
in the business area ofveterinarians.
What's one or two things youwould give a veterinarian as a
piece of advice if they'relooking to buy?
One for each buy and sell.
Speaker 3 (20:24):
If I was looking to sell a practice, I would look
maybe two to three years aheadof time.
Yeah, start early, right, startearly.
That's the key, because if youdon't, and next thing you know
you have a life event or youjust feel as if I need to get
out today.
Things don't always happen thatfast for you.
Yeah.
(20:45):
So you need to understand whereyou are now because, like we
said, I feel really bad forpeople who think they have
something of value but theyreally don't because something
else that we all see they waitedtoo long.
Speaker 2 (20:57):
somebody got sick, spouse something, and then you
wind up having to fire, sale itversus get the true value.
Speaker 3 (21:02):
Or there's certain circumstances where you don't
really have a good practice.
So another thing that we doprovide is a hospital
opportunity report really have agood practice.
So another thing that we doprovide is a hospital
opportunity report.
So the hospital opportunityreport would tell you, look at
the financials of your practiceand do a real deep analysis and
say, hey, based upon what yourpractice is now, if you're going
to get out in the next three tofive years, these are the
(21:24):
things that you can do to makeyour practice more profitable
and make you a more successfulpractice owner.
Speaker 2 (21:30):
So kind of like meeting with a real estate agent
and you're getting ready tosell your house and the real
estate agent walks through andsays get all the family pictures
out of here.
You want to paint the kitchen.
I would say, put a new roof on,because I'm an insurance agent.
But the real estate agent isgoing to say, do a new kitchen.
And so it's fixing the house upto sell, so to speak.
(21:52):
And it isn't necessarily justbuy new equipment or something
like that.
It it can be the back end stuff, because the equipment I mean
there's plenty of places to getequipment right.
You don't have to worry aboutchanging out the x-ray machine
to sell the practice it's.
It's cutting out some of theexpenses that you're maybe
spending on yourself takingtrips to West Vet to get CE.
You want to cut those out threeyears ahead of time.
(22:13):
As fun as it is coming downhere, you want to cut that stuff
out because that drives thebottom line right.
Speaker 3 (22:17):
Yeah, or just when was the last time you changed
your pricing in your practice?
I think that's the biggestthing.
Opportunity that people haveout there is that sometimes they
haven't changed practicepractice in three, five, six
years and there's certain levelsthat you should make as far as
profitability towards thoseother services that you offer.
Speaker 2 (22:39):
So there's a lot of opportunity or a lot of
information out there like ahabenchmarking.
You know there's a lot ofbenchmarking opportunity out
there across a number ofindustries.
I'm sure you assist yourpractices with some benchmarking
stuff.
But hey, I'm a two-vet practice.
This is how many appointmentswe see, this is what we do.
Where should I be atrevenue-wise?
And if you're not there,probably want to make some
(23:00):
changes, and not six monthsbefore you sell, three years
before you sell.
That way you have time to getthose financials in Correct, all
financials in Correct, allright.
So that's on the sell side.
What would you recommend on thebuy side for a veterinarian
thinking about buying?
What's the one piece of adviceyou would give them?
Speaker 3 (23:27):
I think it's the idea of knowing what matters to you
most.
Okay, so if you are a associateand you're looking to go out on
your own, sometimes you want tostart, sometimes you might want
to acquire.
If you care what the placelooks like, where it's located
and the equipment and what thefinishes look like, you probably
want to do a startup.
Speaker 2 (23:44):
If you want to have control over everything, deal
with the builder, go get a loan,do a build-up construction and
put your fingerprints oneverything.
Speaker 3 (23:53):
Right, but on the other hand, if you say, I'm okay
with commute.
Speaker 2 (23:59):
I want a turnkey.
Speaker 3 (24:00):
Yeah, yeah, I'm just about the bottom line in taking
a business and paying off thedebt of the business and
creating a life and growing abusiness, then I think you are a
good candidate to purchase apractice.
Speaker 2 (24:13):
Those are some great tips.
Well, I really enjoy our timehere at West Vac Kelly where we
chat a little bit aboutveterinarians, and I know we had
talked on the phone abouttrying to get a couple other
opportunities connected.
You're down in the Arizona area.
What area of the country doesDVM Match specialize in?
And then where do youspecifically?
What's your area?
(24:34):
So we're a national company,all right.
So anywhere in the country DVMMatch is going to be able to
help out a veterinarian.
Buy or sell.
Fill out your profile where youwant to be and they'll help you
get set up.
And where do you specifically?
What's your territory within?
Because I know there's a few ofyou with DVM Match on the
broker side.
What's your area?
Speaker 3 (24:52):
So currently everything Colorado and West.
Speaker 2 (24:56):
Colorado West.
So if you're Colorado West,you're dealing with Kelly
Jackson out of Arizona and he'sgoing to hook you up, no matter
where it is west of Colorado.
You got it All right.
And where can people find youonline?
In DVM Match?
We'll put some information inthe links, but for those
listening who don't want to lookit up, how do they get a hold
of you?
Speaker 3 (25:15):
Oh, it's pretty easy.
Just go to DVMMatchcom.
That's our website.
It gives you all theinformation you need to know.
That's DVM Match.
Speaker 2 (25:25):
DVMMatchcom and then we'll have some information in
the show notes.
Well, it's been awesomechatting with you, kelly.
I hope the show's going wellfor you.
I know it's uh going well forme, just connecting with uh
individuals like yourself.
And uh don't forgetveterinarians to like, share and
review the podcast.
It helps with the algorithm anduh just uh, another great
episode of the veterinaryblueprints podcast live from
(25:50):
west vet in las vegas.
Thanks for the opportunity.
All right, thanks, kelly.
Have a great day, everybody.
You.
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