Is Your Practice Sellable? 10 Brutally Honest Questions to Ask Yourself
Selling a dental practice isn’t like flipping a house. A pretty reception area and fresh paint won’t hide deeper issues that kill deals fast. Buyers today are savvy—and their banks are too. If you’re serious about selling (privately, preferably), these 10 brutally honest questions will help you gauge if your practice is truly market-ready.
1. Do your collections reflect strong, steady performance over the last 3 years?
Buyers want predictability. A choppy financial record is a red flag, especially if the most recent year shows a decline.
2. Is hygiene producing at least 25–30% of total collections?
This signals a stable recall system and a healthy patient base—not a doctor doing all the work.
3. Are you still the top producer by a mile?
If you’re ready to leave, but the practice revolves around your hands, that’s a major problem for a buyer who’s hoping to step into a sustainable setup.
4. Do you own the real estate—and is it available?
Practices with real estate options tend to sell faster and for more. If your lease is month-to-month or expiring, expect buyer hesitation.
5. Do you accept PPOs, FFS, or are you heavily dependent on Medicaid?
Buyers want to understand what kind of patients they’ll inherit. High-Medicaid or deeply discounted PPOs can drastically affect perceived value.
6. Is your team likely to stay after the sale?
If key team members are checked out—or unaware of your exit plans—you risk major turnover during the transition.
7. Have you had a recent, third-party valuation (CPA or CVA)?
Rule-of-thumb pricing kills deals. Buyers (and banks) need a defendable valuation—ideally one backed by someone without a sales commission on the line.
8. Is your facility modern and digital—or a 1990s time capsule?
Panorex on film? Paper charts? Buyers may walk away even if your financials are strong. It’s 2025—digital matters.
9. Are you willing to be transparent with buyers?
Dodging questions or hiding metrics only makes serious buyers walk. You don’t need to share everything up front—but you do need to be honest and responsive.
10. Do you have a transition plan that includes the team and patients?
Buyers want assurance that goodwill will stick. A thoughtful plan to introduce them and phase out over time adds major value.
Bottom Line
If you said “no” or “I’m not sure” to more than a few of these, take a step back before listing. These aren’t small details—they’re make-or-break fundamentals. The good news? Every one of them is fixable with a little time, effort, and the right support.
Looking to list without a broker? We’ve helped thousands of dentists connect directly with buyers—no middlemen, no 10% commission. You can explore more at our member site or app, where listings are organized by state and category for buyers actively searching right now.
