Planning to Sell Your Dental Practice? Start Here

Deciding to sell your dental practice is a major moment—professionally, financially, and emotionally. Whether you’re planning for retirement, a career shift, or simply a new chapter, the selling process can feel overwhelming. But with the right planning and mindset, it can also be rewarding and smooth.

Here’s what you need to know before taking that first step.

Get Your Practice Ready—Early

One of the best ways to ensure a successful sale is to start preparing well in advance. Ideally, give yourself 12 to 24 months to make your practice as appealing as possible to potential buyers.

Focus on the following areas:

• Facility condition and equipment – Make sure everything is well-maintained, functional, and up-to-date.
• Lease agreements – Ensure your lease is transferable and clear, with terms that a buyer will find favorable.
• Patient base – Maintain a consistent flow of patients and keep your recall system active.
• Staff and contracts – Keep strong, stable staff in place and ensure employment contracts are current.
• Production and collections – Monitor performance metrics and aim for consistent, predictable results.

By addressing these operational areas ahead of time, you’ll be in a much stronger position when buyers start evaluating your practice.

Emotional Readiness is Just as Important

While the financial aspect of selling a practice is significant, the emotional side can be just as impactful. Many dentists underestimate how personal the sale feels. After all, you’ve built relationships, developed a team, and dedicated years to growing the business.

The sale process is often unfamiliar—most dentists go through it only once. It involves intense scrutiny, back-and-forth negotiations, and long legal timelines. Even dentists who thrive in high-pressure situations may find this process mentally and emotionally draining.

Take time to reflect on whether you’re truly ready to let go and step into a new phase. Having clarity about your motivations will help you stay focused and confident as the process unfolds.

Understanding the Sale Process

Once you’ve accepted an offer, the formal steps begin—starting with due diligence. This is where the buyer thoroughly examines every part of your practice to confirm that what’s been presented matches reality.

You’ll be asked to provide:

• Detailed financial statements and reports
• Current lease agreements
• Proof of compliance (e.g. radiation/X-ray testing)
• Staff contracts
• Procedure breakdowns
• Expense reports
• Equipment lists
• And more

This level of scrutiny can feel invasive, but it’s a necessary part of the process. Staying cooperative, responsive, and organized will help things move along more efficiently.

Legal Negotiations & Your Role

The buyer’s legal team will typically draft the purchase agreement, which will go through multiple rounds of revisions. Your lawyer will advocate for your best interests, making sure you’re protected.

While your legal team handles the bulk of the negotiation, be prepared to engage in discussions. In some cases, a direct, respectful conversation between you and the buyer can resolve sticking points more efficiently than prolonged legal exchanges.

Keep in mind: flexibility is important. The smoother the negotiation, the better the experience for both parties.

Final Thoughts

Selling your dental practice is a complex process—but one that you can manage with confidence. By preparing early, assembling the right team of advisors, and maintaining open communication throughout, you can help ensure a successful and satisfying transition.

If you're considering selling your practice, Meridian Sales & Appraisals is here to guide you every step of the way - from valuation to closing. With a clear strategy and experienced support, your next chapter can begin on the right foot.

Alan Rustom