Buying a dental practice isn’t just a financial transaction, it’s a handoff of someone’s life’s work. Sellers care about money, of course, but what they care about most in the early stages is you.
Think about it: if you’ve spent decades building a practice, developing staff relationships, and serving patients, would you want the first thing you hear from a potential buyer to be, “I want to buy your practice”? Probably not. As an opening line, it’s abrupt, transactional, and misses the bigger picture.
Instead, start with sincerity. Ask about their career. Compliment something you’ve noticed about their practice—whether it’s the team culture, their reputation in the community, or even a unique aspect of their office. Show that you value what they’ve built, not just the dollars tied to it.
Once you’ve established a connection, then you can mention you’re looking to buy a practice and ask if they know of opportunities. That simple shift reframes the conversation. You’re no longer just another buyer, you’re a colleague, a professional they can trust.
Here’s the kicker: sellers often choose buyers they like over buyers who offer slightly more money. Why? Because they want their staff, patients, and legacy in good hands. If you’ve built rapport, you could gain access to opportunities that never even hit a broker’s list.
Learn more about approaching sellersA great first impression isn’t about rehearsed pitches or perfect scripts. It’s about respect, curiosity, and humanity. Sellers want to know their life’s work is being passed on to someone who appreciates it. Be that person, and you’ll be amazed at the doors it opens.
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