In this episode of the Group Function podcast, host Alan Mead sits down with Dr. Alex Kantor and Dr. Eric Applesies from the Just a Couple of Dentists podcast to unpack the "regular ass dentist" experience of buying, starting, running and selling dental practices! Fresh off their presentation at the 2026 Voices of Dentistry conference, the Eric and Alex (a married couple of dentists) dive into the logistics of optimizing a practice for sale, emphasizing that maximum value is built in the 18 to 24 months before a transition by tightening systems and improving hygiene "show rates." The conversation balances technical advice on EBITDA and overhead reduction with a candid—and occasionally spicy—critique of the post-COVID hygiene labor market, ultimately highlighting how dentists can prepare their businesses for a successful handoff to either a private buyer or a DSO.

In their session and conversation with Alan, Dr. Alex Cantor and Dr. Eric Applesies highlighted several key levers to pull when prepping a practice for sale. Their core philosophy is that "a dollar saved is $4 to $6 earned" during a valuation.

Key Optimization Strategies

• The 12-to-24-Month Runway: Valuations are typically based on the last 12 months of profit (EBITDA). To ensure your systems are fully "flushed out" and consistent, start implementing changes 18 to 24 months before you intend to sell.

• Hygiene "Show Rates": Increasing your show rate from 70% to 90% is considered "low-hanging fruit." Because hygiene has low variable costs (mostly just prophy paste and floss), nearly every dollar of a kept hygiene appointment goes directly to the bottom line, which is then multiplied during a sale.

• Aggressive Appointment Confirmation:

  • Use automated texts to keep appointments top-of-mind.

  • The "48-Hour Rule": If a patient hasn't confirmed 48 hours out, inform them they will be removed from the schedule.

  • Follow Through: Actually remove unconfirmed patients to give your team two days to fill the spot with someone who wants to be there.

• Overhead Reduction (The "Spend" Side):

  • Supplies: Move away from the "old school" model of buying through a single rep who brings donuts. Use platforms like Crazy Dental or Net 32 to treat supplies as a commodity and secure the lowest price.

  • Labs: Look for efficiency gains through model-less workflows and digital scanning, which can reduce lab fees and turnaround times.

• Clinical Extraction: If you want to retire immediately after the sale, stop working clinically one year prior. This proves to a buyer (especially a DSO) that the practice's revenue is sustained by systems and associates, not just your individual production.

• Know Your "Game":

  • Private Buyer: Better if you want a quick exit (6–12 months) and have a smaller practice.

  • DSO Buyer: Better for high-revenue practices ($5M+ range), but usually requires you to stay on for several years as an associate.

Some links from the show:

• Just A Couple of Dentists Podcast

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