A couple weeks ago I debuted a mini course (coupon code below) all about how to find a great practice for sale. Today I’ll give you a taste of what’s in that course. This is for all you students and associates who are wondering where to start.
In my last email I gave you the literal first step to take: create a networking spreadsheet. Today, I’ll tell you how to fill that spreadsheet in with quality names of dentists who will one day help you find your dream practice.
You can (and should!) take every opportunity you can to go to conferences, alumni events, or any other place where you can shake hands and exchange cards. It’s a great way to meet gray-haired dentists who can help you in your search.
But what if you’re not the glad-handing type? Those busy, in-person events can be pretty overwhelming for the more introverted among us.
So what’s the answer? Mailers.
Mailers are something you’re already familiar with; you get them every day from banks, from grocery stores, from insurance agents, etc. You can send your own mailers to dentists you’d like to add to your network, letting them know you’re in the market for a practice to buy.
There are mass mailers and there are targeted mailers. You’ll learn more about each in the course, but they both share plenty in common when it comes to how to construct an effective one. (Get some more explanation on mailers in this post.)
Here are my three rules for crafting an effective mailer:
Be Sincere
Don’t say anything you don’t mean. “I’ve always loved the Milwaukee area and I’m excited to one day own my own practice there.” It’s a great line…if it’s true. If it’s not, they’ll figure it out in short order and you’ll be on no one’s short list as a potential buyer.
Be Specific
Let them know what exactly you’re looking for. A three-op practice? Four? Do you want to specialize in cosmetics? Managing patient anxiety? If your mailer recipients know what you want, it will be easier for them to help match you with a potential seller.
Be Personal
You don’t need to divulge your whole life story, but just giving them your first and last name ain’t gonna cut it. Let them see you as a person, not just a buyer. Are you married with kids? Do you want to buy in Denver because of the amazing craft beer culture, or in Phoenix because you love Spring Training baseball? Let them know a bit about you!
As the responses come in, you’re adding those names to your spreadsheet, building a network that will not only help you find a practice to buy, but potentially help you run that practice when you own it—those dentists in your network will be a great source of experience and wisdom!
This is just an overview, of course. If you want to drill down into specifics, with language and examples that you can use for your own mailers, then check out the new mini course. You can find it here, and I’ve even activated 5 more coupons for $50 off, making it just $99.
Enjoy the course, and let me know how your spreadsheet is coming!
