The idea of selling one’s practice may be overwhelming for some doctors, but it does not need to be. There is a famous quote from Benjamin Franklin that states “by failing to prepare you are preparing to fail.” This course is intended to help doctors prepare for the administrative work that is needed to sell their practice. Whether you intend to sell your practice without representation, or engage the help of a CPA, lawyer, or broker, there is a core list of “to do’s” that any doctor should know how to address on their own. This course is presented by Jake Berry, MB2 Dental’s Chief Development Officer. MB2 and Jake have completed over five hundred transactions over the last eight years and have seen many things go right and many things go wrong in countless transactions. Most problems can be mitigated, or avoided altogether, with proper preparation. The good news is that the administrative steps to prepare for a sale process are not difficult; they just require some time and organizational skills

Course Objectives

• Discuss the importance of defining why a practice owner should (or should not) engage in a transaction.

• Identify the key documents and materials practice owners should have ready before engaging in a sale process.

• Summarize some fundamental tax considerations when selling a practice.

• Highlight some key issues that can stall a transaction, but can be avoided if properly addressed early on

• Define the basic framework of a transaction process from start to finish

Part I of this course focused on the macro trends facing the DSO industry and the various DSO models are available to dentists. Part II will explore in detail the economics of a DSO transaction and the technical points of transaction structures. Although DSO models vary, their approach to practice valuation is the same. After a baseline valuation is defined though, the many variables within a transaction structure can make something bad look good, and vice versa. Any dentist who is contemplating selling their practice to a DSO will benefit from understanding how the learning objectives within this course can help them prepare for a sale. In addition to the technical nuance of a practice valuation, this course will also examine some of the factors that will impact a doctor’s equity value after an initial sale. This course is designed to help dentists better understand how their practice will be valued, how different types of DSO equity may be valued, and the overall path to monetizing the success they have had in building their practice.

Registration Open

The options that dentists have in selling their dental practice have expanded dramatically over the last several years. The emergence of countless new DSOs, most of which have different models and value propositions, has added an element of complexity that most dentists do not know how to navigate. Five to seven years ago, the vast majority of dentists would not have considered selling to a DSO. That sentiment has changed, especially in the post-COVID era, and now dentists must be educated on countless points to consider when selling their practice to a corporate group. The equity models, valuation methodologies, operational support considerations, and capital that backs the broad universe of DSOs vary greatly. As dentists become savvier to dental practice transactions, the DSO landscape is changing at an even faster rate. This course is designed to highlight the most important questions dentists should ask a corporate buyer prior to engaging in the sale of their practice.