After years of hard work, dedication, and investment in your dental practice, deciding to sell can feel both exciting and overwhelming. Whether you’re retiring, relocating, or simply ready for the next chapter, one of the first major decisions you’ll face is how to sell your practice. 

Many dental practice owners consider a DIY approach—handling the sale themselves to avoid paying brokerage fees. However, what often looks like a cost-saving measure can turn into a time-consuming, stressful process that leaves money on the table. 

In reality, hiring a qualified dental practice broker is one of the smartest investments you can make. Here’s why.

1. Brokers Work on Performance

Your dental practice broker only gets paid if your practice sells—meaning their motivation is fully aligned with yours. While you’ll pay a percentage of the final sale price as a commission, the return on that investment often far exceeds the cost. A broker takes care of everything from marketing to buyer screening, negotiations, and closing—so you can focus on running your practice until the deal is done.

2. Accurate Dental Practice Valuation

Determining the right asking price is crucial. In most cases, the sale price of a dental practice is based on a percentage of the previous year’s collections—often close to 100%. However, other factors such as patient demographics, production trends, and staff structure can increase your valuation. 

An experienced broker will help you evaluate your practice accurately and highlight key features that appeal to serious buyers and lenders. Maintaining consistent production during the sales process is also essential, as it helps build trust and ensures you get the highest possible offer.

3. Marketing and Confidential Advertising

Selling a dental practice requires a delicate balance between maximum exposure and strict confidentiality. You don’t want to alarm staff or patients prematurely, yet you need to reach qualified buyers. 

At JRA, each marketing campaign is customized using factors like location, demographics, patient base, and office profile. This targeted approach helps find the right buyer—one who is the best fit for your practice’s culture, community, and long-term success.

4. Expert Communication and Negotiation

When potential buyers express interest, communication becomes critical. Some are simply exploring options, while others are ready to buy. Knowing how to read the situation—and how to negotiate fairly—takes experience. 

Brokers act as a buffer between you and potential buyers, managing offers, screening prospects, and guiding both parties through the process. This ensures that your interests are protected while maintaining a positive negotiation environment.

5. Selling to a Dental Service Organization (DSO)

If you’re considering selling to a Dental Service Organization (DSO), having a broker on your side is absolutely essential. DSOs acquire practices every day, and their experience gives them a major advantage during negotiations. Without proper representation, you risk undervaluing your practice or agreeing to unfavorable terms. 

A broker who understands DSO transactions will: 

• Negotiate for the best price: DSOs often make aggressive offers—but not necessarily fair ones. A broker ensures you receive maximum value. 

• Leverage competition: Inviting multiple DSOs to bid can drive up the sale price and strengthen your negotiating position. 

• Identify the right fit: Beyond financials, your broker will help ensure that the buyer aligns with your patient care philosophy and community values. 
• Navigate complex contracts: DSO deals often include multi-step agreements, earn-outs, and post-sale employment terms. A broker ensures everything is clear and equitable.

6. Smooth Offer Acceptance and Due Diligence

Even after you’ve accepted an offer, the work isn’t over. The buyer, lender, and consultants will need detailed financials, tax returns, and other records during due diligence. A broker helps coordinate this process and ensures all documentation is handled correctly—reducing delays and preventing deal collapses.

7. Peace of Mind from Start to Finish

From your first valuation to the final signature, your broker is your advocate, guide, and problem-solver. They keep the process on track, minimize stress, and help you achieve the best possible outcome—financially and emotionally. 

Final Thoughts 

Selling your dental practice is one of the most significant business decisions you’ll ever make. While doing it yourself might seem tempting, the complexity of negotiations, valuation, and marketing can quickly become overwhelming.  

Partner with JRA Healthcare 

At JRA Healthcare, we help dentists across the country navigate every step of the transition process — from practice valuation and financial planning to buyer selection and closing. 

Whether you’re exploring your options or actively preparing to sell, our advisors will guide you toward the right strategy to maximize your practice’s value and secure your future. 

Contact us today to start building your transition plan. 

📍 JRA Healthcare – Real Estate & Practice Advisory
600 Enterprise Dr, Suite #214, Oak Brook, IL 60523
📞 630-353-1190 | ✉️ [email protected]