Common Mistakes Made When Selling a Dental Practice (On-Demand)-Webinar Recording

Video Transcription

Video Summary

Matt Poppert of DDS Match discusses common mistakes dentists make when selling or transitioning a practice. His central advice is to plan three to five years ahead and assemble an experienced team—including a financial planner, dental attorney, CPA, and sell-side advisor—before going to market.<br /><br />Owners should obtain a buyer-appropriate valuation, understand adjusted EBITDA when considering a DSO, and account for how real-estate terms affect practice value. Avoid setting an unsupported asking price or signing a letter of intent too quickly: LOIs can lock in key terms and binding exclusivity periods. Carefully review purchase structure, cash at closing, debt, taxes, fees, contingent payments, and rollover equity; headline enterprise value is not the same as guaranteed proceeds.<br /><br />Sellers should also scrutinize employment agreements, non-competes, earnout metrics, operational control, and lease-assignment clauses. In doctor-to-doctor sales, a smooth transition depends on the seller handing over goodwill and the buyer actively building relationships with staff and patients. Ultimately, preparation and professional guidance help protect both financial outcomes and the practice’s legacy.

Keywords

dental practice sale

practice transition

DSO valuation

adjusted EBITDA

letter of intent

sell-side advisor

non-compete agreement

earnout structure

goodwill transfer