When selling your dental practice, many doctors ask if they need a local broker. The truth is, that location matters far less than expertise and results. Let's break down why, based on your specific transition goals.
DSO and Corporate Sales
For dentists considering a sale to a Dental Service Organization (DSO), broker location is largely irrelevant. Modern technology and nationwide buyers mean successful transactions happen coast-to-coast without requiring in-person meetings. What matters most is your advisor's industry expertise and network of relationships. They need a deep understanding of practice valuation, complex deal structures, and the ability to create competitive tension among qualified buyers.
Doctor-to-Doctor Sales
Traditional doctor-to-doctor transitions present a different scenario where local knowledge can add value - particularly in large metropolitan areas. Local brokers may have direct connections to potential buyers through study clubs and professional networks. They might know which associate dentists are actively seeking ownership opportunities in your market.
However, in smaller markets, buyers often come from outside the immediate area anyway. This means the value of local presence diminishes, while the importance of national reach and finding the right fit increases.
Key Factors That Actually Matter in Your Advisor Choice:
- Track record with your preferred type of transition
- Understanding of current market dynamics
- Proven ability to maximize practice value
- Experience with complex deal structures
- Quality of buyer relationships and network
- Communication style and availability
- Process management capabilities
- References from similar transitions
Making Your Decision
Focus on finding an advisor who understands your specific goals and timeline, regardless of their location. The most crucial factor isn't where your advisor is based - it's their ability to achieve your objectives while ensuring a smooth transition. Ask potential advisors about their experience with transitions similar to what you're planning. Their answers will tell you far more about their ability to help than their zip code ever could.
Remember: in today's market, successful practice transitions depend on expertise, relationships, and execution - not proximity. Choose an advisor who can demonstrate clear value and a proven track record in achieving outcomes like the ones you're seeking.
