Consider the length of time in practice, how many times has the practice been sold in the last 5- 6 years, is the lease a good one, location the best, doctor's reputation in the community, is the site aesthetically pleasing, socioeconomic level of practice and its geography, is this deal between people of the same general nature, gender, personality. These questions and more have bearing on good-will. The fact is that if the deal is being brokered it has an excellent chance of being consummated and buyer and seller walking away happy. That should tell you something. It's like trying to sell your own house.
Equal representation means the buyer and the seller both pay part of the broker's fee.
That is not unfair. It should go without saying , but requires reinforcement, compatibility of techniques, philosophy, gender, sexual orientation, and personality are vital to make a deal work. For instance it is almost impossible for a male to buy and successfully take over a female D.C.'s practice. This is a retention strategy. The whole idea is not to traumatize the practice by anything new or different.