One of the hardest decisions for dentists to make is when to sell their practices. This decision is often not totally rational but can be driven by emotions. We normally find that the choice to sell is five years later than the seller prefers. Many different factors come together that motivate many to sell their practices now.Reasons to sell nowPractice values are now at their peak — Because of the... More »

Nationwide bankers are still willing to fund practice acquisitions, even if the pricing is high. There is no time like the present to investigate your options. If you are a new dental practice owner, you have probably been bombarded by the dismal economic news. You may be incredibly concerned about how your practice will fare in the next couple of years. If you’re an associate dentist, you may be feeling... More »

Many patients perceive “sterile” to be neat and clean. The office should make a definite statement.During the course of a year, I have the opportunity to talk with many dentists and see many dental offices. In visiting so many different offices, it has become clear to me that it’s easier to sell a practice located in an attractive office. and typically those practices appraise higher. In a nutshell,... More »

Deciding whether or not to purchase a dental practice is arguably among the most important steps that face a young dentist. The decision will have a great impact on his/her professional development, financial success, and lifestyle for many years.If you’ve decided to purchase, you should take certain steps to achieve a good outcome. Just as with the old sports adage, “Games are won on the practice... More »

In order to maintain the best possible relationship between buyer and seller during a practice sale, it’s important to have an intermediary or buffer such as a broker, attorney, or accountant to assist in the negotiation of the sale of the practice assets.Selling a dental practice usually requires some negotiation, and having this  intermediary helps decrease any conflicts that may arise between... More »

Some dentists believe that selling their practices without professional help will save them money. This may be the case for a select few, but the truth is that most dentists who go it alone rarely sell their practices for full value, or don’t sell it at all. It takes special knowledge and experience to work through the entire complex legal, financial, and tax issues surrounding the sale of a dental... More »

Various methods of appraisal have been used through the years. Some of the methods have fallen out of favor, and more sophisticated appraisal methods have evolved. To establish the most accurate value possible, a combination of methods is recommended.Securing an earnings stream is the primary motivation for a dentist to purchase a dental practice. Income approach derives a relationship of your earnings... More »

Not doing due diligence is not a good excuse for finding out poor decisions have been made. Too often, doctors interested in buying, selling, or transitioning a dental practice don’t look at all of the information they should to make correct decisions. My studies have shown that most doctors know what information  they should obtain. The problem they have is:❶ They don’t understand what the information... More »

Our organization has found that more dentists than ever are selling their practices and moving on to an active retirement or a new vocation. The retirees who postponed their retirement due to the stock market decline post 9/11, the baby boomers who are beginning to retire, and the dentists who are moving to new areas have created an increase in practice sales. In the metro areas around the country,... More »

The emergence of women in dentistry has been a slow but steady phenomenon that has challenged many of us to examine our preconceptions and stereotypes of howwomen practice. Besides the many influences women are having on the clinical side of the profession, they also are impacting the management and transitioning of practices.Recently, Gretchen Lovelace, a transition-consultant colleague in Louisiana,... More »