Closing the Deal: Dental Practice Sales

After nearly four decades of building one of Brevard County's most respected dental practices, Dr. Craig Sater didn't coast into retirement. He made a deliberate, preparation-first decision to sell his practice at full strength and the results speak for themselves.

In this conversation with host Elijah Desmond, Dr. Sater pulls back the curtain on what the seller-side process actually looks like from a dentist's perspective. From a serious auto accident that accelerated his timeline, to the discipline of running his practice at full capacity right up to closing, to the bittersweet reality of watching four generations of patients say goodbye, this episode is as honest as it gets.

Key Themes

Preparation-first selling: Dr. Sater deliberately kept his practice at full production, protecting EBITDA and ensuring buyers saw the true potential of the practice.

Choosing the right buyer path: Dental Pitch sourced multiple qualified candidates including associate dentists, not just DSOs allowing Dr. Sater to select based on clinical philosophy and cultural fit.

The real cost of transition: Team dynamics, patient loyalty, and the emotional adjustment of stepping back are challenges that preparation helps, but can't fully eliminate.

White-glove advisory experience: Dr. Sater compared Dental Pitch's structured process favorably against other brokerage firms he had encountered over the years.

Episode Highlights

On his walk-on song, Eye of the Tiger:

"It sort of represents the tunnel vision I've had throughout my whole career. It's about the grit and the daily discipline required to stay at the top of your game."

On his preparation strategy:

Dr. Sater watched colleagues slow down in their early 60s and watched their practices devalue accordingly. His approach was different: keep your foot on the gas, all the way to the day of the sale. That discipline protected the numbers and the outcome.

On selecting a buyer:

From a field of multiple qualified candidates, Dr. Sater chose a female dentist relocating to Florida not because of the price, but because her clinical goals and mindset mirrored the culture he had spent 39 years building.

On the team transition:

The dental team went from nine members down to one after the sale. Dr. Sater is candid about this: it was hard, but manageable. His advice is to coach your team more intentionally through the change and to never let the finish line mentality show up in your production numbers.

On the Dental Pitch process:

Dr. Sater raved "You guys seem to have quite a flow chart that really does work. I had talked to a few other brokerage companies over the years, but you guys just have the very best system."

What Dentists Will Take Away From This Episode

Selling at full capacity — not a pre-retirement glide — is how you protect your EBITDA and attract the best buyers.

A sell-side firm should be surfacing multiple buyer candidates and guiding you through a structured process, not just listing your practice.

Doctor-to-doctor transitions are real. Choose a buyer whose philosophy matches your culture, not just their checkbook.

Prepare your team. They are the heartbeat of the office and they need coaching through the change.

Timing and preparation together create a smooth exit.

Resources Mentioned & Recommended

Best Dental Broker Playbook — Dental Pitch Brokerage

Dental Pitch's Winning Dental Brokerage Model Nationwide

How to Sell Your Practice for More Money

Why Buyers Use EBITDA to Compare Dental Practices

Understanding EBITDA vs. Net Income

Options for Selling Your Dental Practice: A Comprehensive Overview

How to Maximize the Value of Your Practice Sale

The Art of the Dental Deal — Book

S1E1 — It's All About Selling Your Dental Practice the Right Way (Spotify)

S1E7 — How to Understand Upside Potential and the Value of Your Practice (Spotify)

About Dental Pitch Advisory & Brokerage

Dental Pitch is a sell-side dental brokerage and advisory firm that helps dentists prepare, position, and sell their practices more strategically. Our process is preparation-driven, EBITDA-focused, and white-glove from start to finish. We help sellers choose the right buyer path. Whether that's a doctor-to-doctor transition or DSO deal, we guide every step of the process.

Learn more: dentalpitchbrokerage.com

Season two of Closing the Deal featured nine guests who've completed the complex process of selling their dental practices. From strategic planning years in advance to managing the unexpected realities of life after the sale, each conversation revealed what it really takes to close a successful deal.

Clear themes emerged throughout the season: the importance of early preparation, maximizing practice value before listing, and understanding what buyers actually want. Our guests shared what it’s like selling to DSOs, managing team transitions, and the operational changes that follow a sale. They also shared what they'd do differently, from engaging brokers sooner to preparing for the emotional side of letting go.

This finale brings together the most powerful moments from all nine conversations, focusing on how to position your practice for success and the lessons our guests learned along the way. Whether you're considering a sale next year or just thinking ahead, these insights provide a practical roadmap for your own journey from dentists who’ve been through it all.

In This Episode:

• Why mental readiness matters more than you think (Dr Glenn Vo)
• Tracking your numbers and the importance of transparency with your team (Dr Jeff Buske)
• Understand what buyers really look for and why scaling to multiple practices might make sense (Dr Uzma Ansari)
• Approaching the DSO relationship as a partnership, not a battle (Dr Steven Rasner)
• The value of thinking like a CEO and doing everything with intention (Dr Christopher Hoffpauir)
• Planning EBITDA better and the critical importance of knowing your contract (Dr Lou Chmura)
• Working with a team of people through the sale and trusting your gut (Dr Devinn Geeson)
• Managing your team through the sale and having one-on-one conversations (Christine Diehl)
• Ignoring outdated stigmas around DSOs and when to call a broker (Dr Tyler Brady)

Resources:

• Listen and connect with Glenn: https://podcasts.apple.com/us/podcast/s2e2-how-dr-glenn-vo-expanded-his-practice-to-land/id1786408189?i=1000716619178
• Listen and connect with Jeff: https://podcasts.apple.com/us/podcast/s2e5-grow-your-practice-with-passion-reverse/id1786408189?i=1000724938621
• Listen and connect with Uzma: https://podcasts.apple.com/us/podcast/s2e8-biggest-lessons-from-selling-my-dental-office/id1786408189?i=1000735521278
• Listen and connect with Steven: https://podcasts.apple.com/us/podcast/s2e4-would-i-do-it-again-a-dentists-honest-take-on-selling/id1786408189?i=1000721911232
• Listen and connect with Christopher https://podcasts.apple.com/us/podcast/s2e7-life-after-the-sale-a-dentists-journey/id1786408189?i=1000732099725
• Listen and connect with Lou: https://podcasts.apple.com/us/podcast/s2e3-the-biggest-lessons-learned-from-selling-a-practice/id1786408189?i=1000718783536
• Listen and connect with Devinn: https://podcasts.apple.com/us/podcast/s2e6-the-emotional-side-of-selling-a-dental-practice/id1786408189?i=1000728345866
• Listen and connect with Christine: https://podcasts.apple.com/us/podcast/s2e1-everything-changed-overnight-or-did-it/id1786408189?i=1000714616945
• Listen and connect with Tyler: https://podcasts.apple.com/gb/podcast/s2e9-closing-with-confidence/id1786408189?i=1000739637931
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/                                 
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

Dr. Tyler Brady opened Haven Dental in 2018 in Southlake, Texas as a general practice. As he specialized in cosmetic dentistry and built a presence on social media, the practice grew to something he’d dreamed about in dental school. But that growth brought complexity many dentists are all too familiar with.

In this episode, Tyler shares what led him to consider selling, the mental shift that helped him make the decision, and how he evaluated potential buyers. He talks about what actually changed after selling to Lumio, the financial reality of the transition, and the operational adjustments that came with it.

He also opens up about what he’d do differently if he could go back, the mistakes he nearly made by going it alone, and how selling created opportunities to pursue teaching cosmetic dentistry and launching his own product line.

In This Episode:

• Tyler's background and journey building Haven Dental
• How cosmetic dentistry and social media shaped his practice growth
• Why he initially resisted selling and what changed his mind
• His experience with Lumio so far and what the first month of transition looked like
• The financial and operational reality after the sale
• What he'd do differently: calling a broker sooner
• The risks of selling without professional guidance
• How his team and patients reacted to the news
• New opportunities: teaching courses and launching a toothpaste brand
• His advice for dentists considering a sale

Resources

• Follow Haven Dental on Instagram: https://www.instagram.com/haven.dental/
• Connect with Tyler on LinkedIn: https://www.linkedin.com/in/tyler-brady-30641435/
• Visit Haven Dental’s website: https://www.haven-dental.com/
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/                                 
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

Dr. Uzma Ansari has built dental practices with intention. As the first Pakistani female to graduate from the University of Alabama in 1998, she joined the U.S. Air Force before 9/11, then partnered with colleagues to create a successful practice that she eventually sold to Guardian.

In this episode, Uzma shares the practical steps she took to maximize her practice value, from optimizing production per chair to understanding what buyers really look for. She talks about what actually changed after selling to Guardian, the support systems that opened up, and the value of meeting with wealth advisors before the sale. 

She also opens up about what she'd do differently if she could go back, including exploring the possibility of scaling to multiple practices, and how selling created space for her to pursue coaching and mentoring other dentists.

In This Episode:

• Uzma's background and journey into dentistry
• How she partnered with like-minded entrepreneurs to build her practice
• Why she chose to sell to Guardian and what that decision allowed
• Key strategies for maximizing practice value before a sale
• What she'd do differently: thinking about scale earlier
• The operational changes that came with selling to a DSO
• Benefits she didn't expect: team growth opportunities and centralized support
• Why working with wealth advisors matters when preparing to sell
• How the sale opened doors to coaching and consulting work

Resources:

• Follow Uzma on LinkedIn: https://www.linkedin.com/in/uzma-ansari-b6454938/
• Visit Lowes Island Dentistry’s website: https://www.lowesislanddentistry.com/
• Visit Guardian Dentistry Partners’ website: https://www.guardiandentistry.com/
• Visit Smile Concierge Services’ website: https://www.smileconciergeservices.com/
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/                                 
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

Most dentists dream of building a practice they can eventually sell. But Dr. Chris Hoffpauir? He built his practice knowing he'd sell it from day one - and that made all the difference.

Chris opened Winning Smiles in 2013 as a scratch startup in rural Texas with just three operatories. Fast forward to 2020, and he sold 70% of his practice to MB2 Dental while producing $1.58 million annually working just three days a week. Chris had three things they couldn't ignore: impeccable systems, sky-high profitability, and a practice built to thrive without him.

In this episode, Chris breaks down exactly how he engineered his practice for maximum value, the creative marketing tactics that slashed overhead while boosting patient acquisition, and the honest truth about what it's really like to sell to a DSO.

In This Episode:

• Doc Hoffpauir’s unconventional path from academic struggles to successful dentist and entrepreneur
• Why he built Winning Smiles with an exit strategy from day one
• The 2019 white paper that triggered his decision to sell
• His formula for practice value: the levers and dials that actually matter
• Creative marketing tactics that slashed overhead and boosted referrals
• How he produced $1.58 million from three operatories working three days a week
• Why MB2 Dental stood out from other DSOs
• The $150K mistake sitting in his "closet of regrets"
• His top advice: think like a CEO, not just a clinician

Resources:

• Doc Hoff Investments: https://www.dochoffinvestments.com
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

Building and selling three practices for a 10x multiple in just five years is a gigantic success. By industry standard, Dr. Devinn Geeson aka Dr. G, the CEO of Smiles at Sea, had made it.

But the real story of success came after the champagne had been popped and the speeches had been made. It was then that Dr. G discovered the opportunities that lay ahead of her after the deal was closed.

She joins this episode to share her story on the emotional rollercoaster that comes with selling a dental practice. Dr. G talks about the identity crisis that hit after the sale, what she’d change if she could go back, and why she coaches others like her on maintaining work-life boundaries.

Dr. G's is about how selling her practices ultimately opened doors to new passions and paths she never could have imagined, proving that sometimes the most challenging transitions lead to the most rewarding chapters of our lives.

In This Episode:

• Devinn gives us the backstory on setting up and growing her practices
• Why she decided to sell
• Why selling felt like a “breakup”
• How to prepare for the emotion of selling
• Why she walked away from the final 25% of her selling figure
• Her expert advice for anyone selling
• How selling ultimately opened up new opportunities

Resources

• Smiles at Sea: https://smilesatsea.com/
• The PEP Talk Doc on Instagram: https://www.instagram.com/thepeptalkdoc/?hl=en
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/                                 
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

Loving practice work and running a business for it are two entirely different beings, and it can take a lot of adjustment to get to a good place. But when Dr. Jeff Buske was close to throwing the towel in, a chance meeting with his future practice partner changed everything.

Jeff partnered up with Dr. Bruce Baird at Granbury Dental Center, growing the small-town practice in Texas into a highly popular spot, pulling in patients from Dallas, Fort Worth, and even Oklahoma. So, what was the secret ingredient that made it work? A unique blend of genuine passion and reverse-engineered production.

In 2012, they sold to Heartland Dental. But 13 years later, Jeff still practices there a few days a week. When he’s not working on teeth, he runs The Limitless Dentist Academy, a coaching business that helps dentists like him maximize their practice’s potential with great wellbeing strategies.

In This Episode:

• Jeff’s background of 28 years practicing dentistry and how he became a “super GP”
• How meeting his future practice partner Bruce Baird changed his life
• Why they chose to sell and how they maximized production beforehand
• Jeff’s approach to niche marketing
• Why Jeff opted to be fully transparent about the sale with his team
• Jeff’s advice for anyone thinking of selling
• Why Jeff built a coaching business after a tough time in his life

Resources:

• Follow Jeff on Instagram: https://www.instagram.com/dr.jeffbuske/
• Follow Jeff on LinkedIn: https://www.linkedin.com/in/dr-jeff-buske-12201010a/
• Visit The Limitless Dentist Academy website: https://limitlessdentistacademy.com/
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/                                 
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

A simple breakfast meeting with a DSO rep opened Dr. Steven Rasner’s eyes to the possibilities of growing his practice.

He knew he wanted to sell one day, but at that moment, he knew he wasn’t ready and would be leaving millions of dollars on the table if he went through with it.

Fast-forward to today. After growing it across two locations and pulling in around $5 million a year in a tricky rural area, he decided to sell to a DSO. What makes Steven’s story interesting is that he was a little anti-DSO for years before the sale. While his perspective has changed, Steven reveals the good, the bad, and the ugly of selling your practice to a DSO in this episode. 

You’ll get an honest look at the realities of selling your practice, what he’d do differently, and how selling opened the door for new opportunities that keep him busy alongside practicing today.

In This Episode:

• How Steven grew his practice and why he decided to sell
• Why he's stayed 3+ years past his exit date
• How his team reacted after hearing about the sale
• His biggest regret: not giving key employees raises BEFORE the sale
• Why having a "partnership mindset" instead of an "us vs. them" mentality made all the difference
• The operational changes he likes and dislikes

Resources:

• Rasner Institute: https://www.rasnerinstitute.com/
• Connect with Steven on LinkedIn: https://www.linkedin.com/in/stevenrasner/
• Contact Dr. Rasner at [email protected]
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/                                 
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

The top fear we hear from dentists looking to sell is “what if everything changes?” Well, some change is inevitable and at times surprising, but it doesn’t have to be scary.

In this episode, we hear Dr. Lou Chmura’s story. He sold his practice, Chmura Orthodontics, a couple of years back after building it from the ground up. Now, he runs an orthodontics coaching company called Egghead Ortho to help orthodontists and dentists live a balanced, fulfilling life both in and out of the office.

While his sale worked out well in the end, Lou doesn’t sugarcoat the realities of selling your practice. He gets super honest about what he would have done differently if he could do it all again and shares some great advice for dentists looking to sell.

In This Episode:

• Lou shares the background on his orthodontics practice and its unique approach to proactive care
• Why he decided to sell despite his love for practicing orthodontics
• Why getting into the “mode of more” makes dentists burn out
• The top things Lou would have done differently if he could go back in time
• How his team and patients reacted to the sale
• How Lou is spending his free time now coaching other orthodontists

Resources:

• Connect with Lou on LinkedIn: https://www.linkedin.com/in/louis-chmura-dds-ms-a624456/
• Follow Egghead Ortho on Instagram: https://www.instagram.com/eggheadortho/
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/                                 
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

The number one question we get is, “when should you sell?” But maybe a more important one is when should you start planning? Get ready to hear a perfect example of why planning years ahead is the key to securing an amazing deal.

Dr. Glenn Vo, Founder of Nifty Thrifty Dentist and Dental Lifestyles Magazine, remains a part-owner and practicing dentist at Denton Smiles Dentistry. He built this practice from the ground up before selling to MB2 Dental a few years ago. And it’s a pretty sweet deal! But what’s his secret? Planning ahead.

He knew that someday he wanted to sell so he got to work expanding his practice. He shares his story and advice for dentists looking to sell in this episode, along with tips on what he’d do differently if he could go back in time. Even if you’re a brand new practice owner, there’s so much to take away from this episode, because it’s never too early to start thinking of your sale.

In This Episode:

• Glenn’s story of how and why he sold his practice
• How Glenn and his wife expanded the practice’s operations and revenue before selling
• Why you need to be in alignment with the buyer
• The one thing he would’ve done differently 
• Why you need to be 100% before assembling your team
• How Glenn’s team reacted to the sale
• How Glenn’s deal opens the door for future financial windfalls
• Why you should plan ahead way before you’re ready to sell

Resources:

• Connect with Glenn on LinkedIn: https://www.linkedin.com/in/drglennvo/
• Nifty Thrifty Dentists: https://niftythriftydentists.com/
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/                                
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb