Sell My Home Health Care Business in Arizona
Eddy Roche, Associate Broker · AZ license BR579487000 · HUB AZ / Sunbelt Arizona
A home care agency has no inventory and usually no real estate worth talking about. What sells is the client census, the caregivers who show up for those clients, and the hospitals, case managers and families who keep sending new ones. I find out which of those stay with the agency and which ones follow you, before a buyer asks.
Who pays you decides who buys you
The first thing I ask for is revenue broken out by payer. Private pay, Medicare, ALTCS through AHCCCS, VA, and long-term care insurance each bring a different buyer and a different set of questions about rates, billing and audits.
A private-pay companion care agency and a Medicare-certified skilled agency can both be called home health. They do not sell to the same people. One buyer wants clean intake and scheduling. The other wants clinical records, survey history and a billing staff that knows the claims cycle. I sort out which file you have before I decide who sees the teaser.
The earnings number underneath all of that is built the way I describe on business valuation Arizona. Owner pay, family on payroll and one-time costs are covered on add-backs and SDE in Arizona.
Caregivers and referral sources
Clients bond with the person who comes to the house, not with the logo on the paycheck. A buyer reads the caregiver roster the way a landlord reads a rent roll: tenure, hours, turnover, and whether they are W-2 or 1099. High turnover is not unusual in this field, so the honest version of your numbers is worth more than a polished one.
New clients come from somewhere. Discharge planners, case managers, physicians, placement advisors and families who found you online. If most of those calls come to your cell because they know you, the buyer is paying for relationships that may not survive the handoff. Referral sources the office handles, tracked in your intake software, hold their value.
How being the face of the agency shows up on price is on owner-dependency Arizona. Introducing the new owner to referral sources after closing is part of seller transition in Arizona.
Licenses, enrollments and the closing date
State licensing through the Arizona Department of Health Services, Medicare and AHCCCS provider enrollment, and any accreditation can each require their own change-of-ownership filing. Whether the deal is an asset sale or a stock sale can change which filings apply and how long the buyer waits to bill under their own name.
That timeline can set the closing date more than the buyer's lender does. I get your license and enrollment documents early and put them in front of your healthcare attorney. I am a broker, not your lawyer or a regulator, and this page is not legal advice. My job is to make sure nobody learns about a filing deadline in the last week of escrow.
The structure question is on asset vs stock sale in Arizona. What the buyer asks for once they are under LOI is on due diligence for Arizona sellers.
Keeping clients and staff calm
Competing agencies recruit caregivers all the time. A rumor that you are selling gives them a reason to call yours, and a worried family may move their parent before anything has changed. The teaser describes the agency by service type, payer mix and region. No name, no client details. Buyers sign an NDA first. The full process is on confidential business sale Arizona.
Placement and advocacy firms sell too. There are no caregivers on payroll, so the buyer looks at the communities and care homes you work with and whether families find the company or find you. One example on the site today is the Senior Placement & Advocacy Business in Phoenix, marketed by category and city, never by street address.
What to send me
Three years of tax returns, revenue by payer, a caregiver roster with hire dates and no client names, your license and enrollment documents, and your top referral sources. From that I can tell you how I would price the agency and what will slow the closing.
Start with Value My Business.
Who you are working with
I am Eddy Roche, Associate Broker, Arizona license BR579487000. I work under HUB AZ Brokers with Designated Broker Timothy Whipple, out of 4745 N 7th St, Phoenix, AZ 85014, and I take care agency files anywhere in Arizona. Call (480) 405-3200, 9:00 AM to 8:00 PM, seven days a week.
Related reading: business valuation Arizona, add-backs and SDE in Arizona, owner-dependency Arizona, asset vs stock sale in Arizona, due diligence for Arizona sellers, confidential business sale Arizona, seller transition in Arizona, and sell my service business Arizona.
Frequently Asked Questions
How is a home health or home care agency valued in Arizona?
I start with Seller’s Discretionary Earnings, or EBITDA when there is an administrator and office staff running the day. Then I look at what is specific to care: who pays (private pay, Medicare, ALTCS through AHCCCS, VA, long-term care insurance), how stable the caregiver roster is, and how many referrals come from sources that are not tied to you personally. I do not quote a market multiple before I have seen your returns.
Does my agency license or Medicare enrollment transfer to the buyer?
Not automatically. State licensing through the Arizona Department of Health Services, Medicare and AHCCCS enrollment, and any accreditation each have their own change-of-ownership rules, and an asset sale and a stock sale can be treated differently. Your healthcare attorney reads those rules for your agency. I am a broker, not your lawyer, but I map the filings and their timing before we market so the buyer knows what closing day looks like.
What happens to my caregivers when I sell?
In most sales the buyer wants every caregiver to stay, because the clients are attached to them. Buyers will ask how many are W-2 versus 1099, how long they have been with you, and what you pay compared with the agencies down the street. I keep staff out of the loop until a qualified buyer is in diligence, then we plan how and when they hear it.
Can I sell a senior placement or referral agency, not just a care agency?
Yes. A placement and advocacy firm has no caregivers on payroll, so the questions change. The buyer wants to know which assisted living communities and care homes you work with, whether those arrangements are written, and whether families find you through marketing the company owns or through you personally.
Will buyers see my client list?
Not early, and never with names before it matters. The teaser describes the agency by service type, payer mix and region. Buyers sign an NDA before they learn who you are, and client-identifying records stay protected through diligence under the privacy rules your attorney sets out.
How do I start?
Free confidential valuation at bizsalesguy.com/value-my-business or call (480) 405-3200. Send three years of returns, revenue by payer, a caregiver roster with hire dates (no client names), your license and enrollment documents, and a list of your top referral sources. Eddy Roche, Associate Broker BR579487000.
Talk through the agency
Confidential and no obligation. I look at the payer mix, the caregiver roster, and the license path, then call you back with what I see.