A dental practice broker manages the preparation, marketing, and negotiation of a dental practice sale on behalf of the seller. Unlike simply listing a practice, a skilled broker identifies qualified buyers, builds competitive tension through multiple offers, and structures deal terms around the seller’s personal and financial goals - outcomes that are difficult to achieve without dedicated sell-side representation.
What Practice Owners Get Wrong About Brokers
Most practice owners assume a broker’s job is finding a buyer. That’s the smallest part of it. The real work happens before a single buyer is contacted: financial preparation, positioning, and knowing which buyers to approach and why.
A broker who skips this step will find you a buyer. A broker who does it well will find you the right buyers - multiple ones, competing against each other.
Financial Preparation and Practice Valuation
A successful sale starts with getting the numbers right. That means calculating accurate EBITDA - including add-backs that are commonly missed - and presenting financials in a format that gives buyers confidence rather than reasons to discount their offer.
Practice Transitions Group (PTG) works with CPAs, attorneys, and former practice managers who understand the nuances of practice valuation in the dental market. How financials are presented affects how buyers perceive risk, and perceived risk affects price.
Strategic Buyer Marketing
Marketing a practice isn’t a listing exercise. It requires knowing which buyers are actively acquiring, understanding their geographic preferences and acquisition criteria, and positioning your practice against what those specific buyers are looking for.
When PTG marketed a two-location dental group owned by Drs. Robert and Kristen Hendricks, the approach targeted DSOs whose criteria - location, practice profile, leadership culture - aligned with what the Hendricks had built. That matching process is what generates competitive interest, not broad exposure.
Negotiation and Competitive Tension
Negotiation is where the preparation pays off. With multiple qualified buyers engaged, a broker can run a competitive process rather than negotiating from a single offer.
In the Hendricks transaction, that process produced five competitive offers. The final sale price came in 25% above the next highest offer. Beyond price, the deal was structured to allow them to step away from practice management entirely while protecting their long-term staff - two outcomes that required deliberate negotiation, not just a high bid.
What the Hendricks’ Sale Looked Like
Drs. Robert and Kristen Hendricks came to the process with goals that went beyond a number. They wanted time back with their young children, confidence their staff would be taken care of, and a clean exit from the operational side of running a practice - which had grown to consume more time than actually practicing dentistry.
Hear it in their own words: Watch the Hendricks share their experience
The outcome:
- Five competitive offers generated
- Final price 25% above the second-highest offer
- Terms structured for a complete exit from practice management
- Staff protection built into the deal structure
- Timeline aligned with their family priorities
The Hendricks’ result wasn’t unusual. It’s what a well-run competitive process produces when preparation and buyer targeting are done correctly.
FAQ - Dental Practice Brokers
What does a dental practice broker do?
A dental practice broker represents the seller in the sale of a dental practice. Their work covers financial preparation and valuation, identifying and qualifying buyers, running a competitive marketing process, and negotiating deal terms. The goal is to maximize both the sale price and the terms - not just find a willing buyer.
How does a dental practice broker get paid?
Most dental practice brokers charge a commission based on the total enterprise value of the transaction. The fee structure varies by firm, and it’s worth understanding how fees are calculated - particularly in deals where a portion of proceeds comes in the form of equity rather than cash at close.
What’s the difference between selling on my own and using a broker?
Selling without a broker typically means negotiating with a single buyer who approached you directly - usually a DSO. That buyer has done hundreds of acquisitions. Brokers create a competitive process with multiple offers, which changes your leverage significantly. In the dental market, where DSO activity remains strong, the difference between one offer and a competitive process often represents a meaningful gap in both price and terms.
When should I contact a dental practice broker?
Earlier than most practice owners think. Financial preparation takes time, and practices that go to market without it leave value behind. Even if you’ve already received an unsolicited offer, engaging a broker before you respond gives you the ability to evaluate what you actually have and whether that offer reflects it.
How long does a dental practice sale take?
Most dental practice transactions take six to twelve months from initial engagement through closing, depending on practice complexity, buyer diligence requirements, and deal structure. Multi-location groups or transactions involving equity components typically run longer.
