I’ve worked with quite a few parent/child dentist families, where the parent is retiring and the child is coming up in the industry and ready to buy the parent’s practice. Seems easy! No adversarial relationships here, right?
I certainly hope so! While some aspects of this type of transition are easier, it also comes with less obvious landmines to avoid.
Buying a dental practice is NOT like buying a home. In a home sale, realtors and agents often love to keep the buyer and seller apart. But if you’re buying a dental practice, you need to get to know the seller, and you need to do it right.
You and the seller should be a reasonably good fit for each other, both in clinical and business terms. We’re not talking about an exact carbon copy here, but the Venn diagram should have some significant overlap.
So how do you figure that out? In this post I’ll tell you not only what you’re looking for, but also when you should look for it.
I’m a numbers guy. I love spreadsheets, statistics, and the quantitative side of analyzing a practice. But just as important is the qualitative part of the analysis. Sure, it might be a great practice on paper. But that doesn’t necessarily mean it’s good for you.
Here are the top 7 questions I tell dentists to ask themselves about a potential practice to buy.
If you’re a dental associate, your student loans probably look like Mount Kilimanjaro. Yeah, you’ll conquer it eventually, but that’s a heck of a climb to get there. And if you stay in an associate or employee role, that will be one tough summit.
The average dental school grad in 2022 came out of school with just shy of $294,000 in student loan debt. To put it mildly: yikes. And that’s just the average! While some have a bit less, some have twice that amount. Maybe you’re in that boat—if so you’re not alone. A quick google search shows that there are a ton of current and former students worried about how to pay all of that off.
So, how do you do it? How do you pay down those student loans as fast as possible?
Remember in dental school, all those classes you took on how to run the practice you’d one day own? No? Of course not. And that’s okay! Your dental school did a great job making you into an amazing dentist. Now it’s time to prepare to be a practice owner, and that will take a real mindset shift from associate or employee to that of a leader. Here are a few things to keep in mind as you prepare for that next stage of your career.
“Negotiating” is just one of those words. Like “networking,” I know that when I mention negotiating, I’m going to get looks that usually range from reluctant to terrified. “Negotiation” calls to mind confrontation, argument, and discomfort for most of us.
The reality is usually very different.
DSOs seem to be on the rise these days. These investor-owned, multi-practice corporations have deep pockets and lots of bargaining chips when it comes to buying up private practices.
So what do you, the small, private buyer, have to offer a seller? Why would they choose you? Let’s take on a few truths and misconceptions about DSO offers, and why you’re still extremely competitive as a private buyer.
If you’re looking for a dental practice to buy, follow my 80/20 rule. It’s pretty simple: When you’re looking for a practice, you should spend 80% of your time networking with other dentists, especially grey-haired ones. That’s where most of my clients find their eventual practices, and it’s usually how you’ll find the best ones (the ones that never even hit the other market.
The other 20% should be spent with brokers, also an excellent resource. You can do that passively, just by checking their websites, or proactively, by connecting with them personally. Connecting with brokers is both easier and trickier than working with other dentists.
Finding a dental practice to buy can be a marathon, and I’ve known many dentists who’ve been frustrated by the effort. But what’s the best way to run a marathon? One step at a time. Let’s talk today about just that first step.
Finding a dental practice to buy can be a marathon, and I’ve known many dentists who’ve been frustrated by the effort. But what’s the best way to run a marathon? One step at a time. Let’s talk today about just that first step.
Jenny Stern is a licensed general dentist who practiced for over twelve years and completed a General Practice Residency in 2008. In addition to receiving her real estate certification in 2017, she also has experience with practice transitions and business banking. Read more »
Tara Clarridge is the former business manager of an oral surgery practice that had multiple locations. She has over twenty years experience with everything from payroll to credentialing and is eager to answer any questions you may have. Read more »
Sam Sutton has been very involved in the dental world throughout her life, and will work closely with you to open up your practice. Prior to joining Dental Buyer Advocates, she was a Dental Hygienist and has seen how successful dental practices run. Read more »
Brian Hanks is involved in all deals with the team. Prior to starting Dental Buyer Advocates, he was an accountant and Certified Financial Planner™ at two different dental CPA firms. He will help guide you through the process of buying the right dental practice. Read more »
Brian Tomono is a 24-year dental lending veteran. He brings his experience to your deal to make sure you pay as little as possible to the banks. He assists doctors in negotiations and team building to achieve their dreams of practice ownership. Read more »