When it comes to selling a dental practice, most dentists wait too long to begin the planning process. In our latest webinar, I walked through the key phases of a successful transition and offered practical advice for owners who want to secure their legacy — not just get a deal done. Here’s a recap of what we covered and why now is the time to start thinking about your exit strategy, even if it’s years away.
Planning the Future of Your Practice: What Every Dentist Should Know About Selling
At Rosen Dental Transitions, we encourage practice owners to revisit their transition plan annually — just like they would plan a vacation. Even if you’re not ready to sell, understanding the value of your practice and your long-term goals helps you make smarter decisions now.
Your practice is likely one of your most valuable assets. But like any investment, its value is influenced by timing, planning, and preparation.
We covered several critical pieces every seller should consider:
1. Understand Your Practice’s Value
A proper valuation is the foundation of any transition. It typically takes 4–6 weeks and factors in collections, profitability, market trends, and buyer demand. You should know your adjusted EBITDA, understand what influences it, and anticipate the kind of buyer your practice will attract.
2. Plan for the Transition You Want
Are you hoping to stay on for a few years post-sale? Planning to retire immediately? Do you own the real estate? Do you want to sell to an associate, an individual, or a DSO? Each scenario requires different prep work and timing.
3. Get Associate Contracts in Order
If you have associates, it’s critical to have signed contracts with non-competes and assignability to a buyer. If they’re potential buyers, be upfront about long-term intentions and involve them early. A lack of contracts can derail your transition or lower your value.
Your practice is likely one of your most valuable assets. But like any investment, its value is influenced by timing, planning, and preparation.
Once your practice is ready for market, here’s what to expect:
Valuation & Listing Strategy – 4–6 weeks to determine value and create a marketing plan
Buyer Screening & Visits – 2 weeks for screening, then in-person visits
Offer Submission – Buyers submit offers within a set window
Contingencies & Due Diligence – Typically 30–60 days depending on deal structure
Closing – Coordinate legal, financial, and operational logistics
A key tip: don’t disclose the sale to your team until five days before closing. It protects morale and minimizes disruption in case the deal doesn’t go through.
Not every buyer is a fit. While DSOs may be looking for high-revenue practices in urban areas, individual buyers are more flexible. We help you position your practice based on its strengths and identify the right buyer pool — corporate, private, or associate.
Selling your dental practice isn’t just a financial decision — it’s a legacy decision. The earlier you plan, the more control you’ll have over the outcome. Whether you’re planning a sale in three years or just curious about your options, now is the time to start the conversation.
If you have questions or want to explore your transition options, contact me directly — I’d be happy to help.
