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
