How to Sell a Dental Practice: Real Numbers, Real Advice from Caleb Carter

Don’t List Your Dental Practice Before You Read This

If you're a dentist starting to think about retirement, scaling back, or simply transitioning into a new phase of life, the question comes up fast:

"Should I sell to a DSO or a private buyer?"

In this episode of the Dental Office Rescue podcast, host Linda Kane of Zeroed-In Dental Solutions sits down with Caleb Carter, CEO of Trusted Practice Transitions, to break down the financial realities of selling a dental practice—and the biggest mistakes dentists make along the way.

This episode is a must-listen for anyone searching:

• How to sell a dental practice
• DSO vs private sale dental practice
• Steps to selling a dental practice
• Dental practice valuation factors

Let’s unpack the biggest takeaways and answer the questions every practice owner should ask before signing a letter of intent.

DSO vs Private Buyer: The Financial Reality

"Just because a DSO offers a bigger number doesn't mean you take home more money." — Caleb Carter

A common misconception among dentists is that selling to a DSO means a bigger payday. Caleb breaks down exactly how these deals are structured, and why the final payout often surprises sellers.

What Most Dentists Miss:

• DSOs offer higher valuations (often 1.5x more than private buyers), but only pay 60–70% upfront.
• You’re typically required to stay on for 3–5 years, working as an associate.
• Your take-home pay drops, often to around 30% of collections.
• Management fees (sometimes over $100k/year) cut into your profit.
• The promised "equity payout" only materializes if the DSO has a successful recapitalization event.

Meanwhile, a private sale might offer slightly less upfront—but you walk away with more ownership, more freedom, and often a cleaner exit.

If you're searching "what is my dental practice worth?" or "should I sell to a DSO or private buyer," this episode is your roadmap.

When to Start Planning Your Dental Practice Exit

2–5 years before you plan to sell. That’s Caleb’s golden rule.

Whether you're considering a DSO, selling to an associate, or listing your practice for a private sale, early planning helps:

• Optimize collections and profitability
• Improve systems and team stability
• Maximize your valuation
• Avoid burnout during the final stretch

"You don't want to coast too early, or ramp too late. You want to finish strong—and smart." — Linda Kane

If you're in the Mountain West or planning to list a dental practice for sale in Boise, Idaho or similar mid-sized markets, buyer demand is strong—but only for practices that are profitable, organized, and ready.

The #1 Way to Maximize Value: Get Your House in Order

Caleb and Linda agree: before listing your practice, fix your systems.

Many dentists try to sell with outdated processes, weak collections, or team instability. This hurts not just your valuation, but your deal structure and buyer confidence.

Key Prep Areas:

• Insurance billing and AR workflows
• Scheduling systems and provider capacity
• Hygiene productivity and staffing
• Treatment acceptance tracking
• Accurate P&L and production reporting

Need help with that front-office clean-up? Linda Kane and her team at Zeroed-In Dental Solutions specialize in helping dentists strengthen their revenue cycle, insurance systems, and team training before they go to market.

Smart Transitions Start With Smart Questions

Thinking of selling your dental practice? Start by asking:

• What will I take home after fees, taxes, and workback requirements?
• What timeline gives me the best flexibility and value?
• How will this affect my team, patients, and lifestyle?
• Is now the right time—or do I need to prepare first?

If you're not sure how to answer those, Caleb Carter offers a free Practice Pulse analysis and consult through Trusted Practice Transitions.

Final Thought: Run the Numbers Before You Sign Anything

This episode is your reminder: don’t sell your practice on emotion. Sell on strategy.

DSO or private buyer, the right choice is the one that protects your future, rewards your hard work, and fits your goals.

🔗 Need help preparing your dental practice for sale?

• Visit Trusted Practice Transitions to book a free consult with Caleb Carter.
• Connect with Zeroed-In Dental Solutions to clean up your systems before listing.