Many doctors turn to brokers when thinking about selling their dental practice. While brokers can provide guidance, not all offer a full, unbiased picture of the available options. Asking the right questions can help ensure you’re making the best long-term decision for your career, staff, finances, and patients.
Four Critical Questions Every Dentist Should Ask
Can you explain your compensation structure?"
Understanding how your broker gets paid reveals potential biases in their recommendations. Many brokers earn a percentage of the transaction price, which may incentivize pursuing the highest offer rather than the best overall deal for you. Ask directly: "Do you receive different commissions from different buyers?"
"What transition support does the buyer offer?"
The sale price is just one factor. Some DSOs like Heartland Dental provide comprehensive operational support, leadership development, and patient care continuity plans, while others may leave you largely on your own after the sale. The right support system can make all the difference in your post-sale satisfaction.
“Will I Retain Clinical Autonomy?”
A common misconception is that selling to a DSO means losing control over treatment decisions. Ask how treatment planning, staff management, and daily operations will be handled. Many DSOs, including Heartland Dental, allow dentists to continue practicing with full autonomy to develop the treatment plans patients need, deserve, and desire.
“What Do the Long-Term Success Projections Look Like?”
Beyond the initial payout, consider the long-term benefits. Does the buyer offer equity opportunities, continuing education, or leadership roles? While a broker may focus on the upfront sale price, it’s important to evaluate the ongoing financial and professional growth potential.
Making Your Decision
Remember that brokers serve an important role, but their perspective is just one piece of the puzzle. The best partnership for your practice should align with your values and long-term goals, not just who offers the highest price tag.
If you’d like to learn more about creating a partnership that prioritizes both your immediate needs and long-term success, reach out to us at heartland.com/affiliate-with-us.