{"id":11640,"date":"2024-04-08T07:32:03","date_gmt":"2024-04-08T12:32:03","guid":{"rendered":"https:\/\/www.cainwatters.com\/digitalblogs\/?p=11640"},"modified":"2024-04-08T08:45:34","modified_gmt":"2024-04-08T13:45:34","slug":"maximize-your-practice-value","status":"publish","type":"post","link":"https:\/\/www.cainwatters.com\/digitalblogs\/maximize-your-practice-value\/","title":{"rendered":"How to (Still) Get Top Dollar When You Sell a Dental Practice"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"11640\" class=\"elementor elementor-11640\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-434805f6 elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"434805f6\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2a309223 ae-bg-gallery-type-default\" data-id=\"2a309223\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-3ddb8010 elementor-widget elementor-widget-heading\" data-id=\"3ddb8010\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Can You Maximize the Valuation of Your Dental Practice in Today\u2019s Market?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-4ebb2bbe elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"4ebb2bbe\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3e41687 blue-box ae-bg-gallery-type-default\" data-id=\"3e41687\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6b4f3ca3 elementor-widget elementor-widget-text-editor\" data-id=\"6b4f3ca3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><strong>Key takeaways<\/strong><\/p><ul><li>Know your market, how to improve the practice before the sale, and the transition timeline.<\/li><li>Take steps to <span style=\"font-size: inherit;\">improve cash flow before selling your practice.<\/span><\/li><li>\u00a0Have realistic expectations.<\/li><\/ul>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-96c4126 elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"96c4126\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-54b936be ae-bg-gallery-type-default\" data-id=\"54b936be\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-14c15dec elementor-widget elementor-widget-text-editor\" data-id=\"14c15dec\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span data-contrast=\"none\">Dental practice owners looking to <\/span><span data-contrast=\"none\">sell a dental practice<\/span><span data-contrast=\"none\"> within the next few years may feel more trepidation than in years past, and understandably so. Gone are the heady days of low rates and easy financing, replaced by buyers (and their bankers) digging deeper to find the true value in a dental practice\u2019s valuation.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">So, the question now is: \u201dHave current economic conditions soured the dental practice transitions market?\u201d Not at all, says <\/span><a href=\"https:\/\/ndptransitions.com\/staff\/christy-ratcliff-cpa-cfe\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"auto\"><span style=\"text-decoration: underline; color: #33cccc;\"><span style=\"text-decoration: underline; color: #33cccc;\">Christy Ratcliff<\/span><\/span><\/span><\/a><span data-contrast=\"none\">, Partner at <\/span><a href=\"https:\/\/ndptransitions.com\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"auto\"><span style=\"text-decoration: underline; color: #33cccc;\">NDP<\/span><\/span><\/a><span data-contrast=\"none\"> and <\/span><a href=\"https:\/\/www.7pillarsadvisory.com\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"auto\"><span style=\"text-decoration: underline; color: #33cccc;\">7 Pillars<\/span><\/span><\/a><span data-contrast=\"none\">, but sellers need to ensure their practice is firing on all cylinders if they expect to get top dollar.\u00a0<\/span><\/p><p><span data-contrast=\"none\">\u201cIt\u2019s not that practices aren\u2019t selling, it\u2019s just that with high rates and a tighter lending market, we\u2019re seeing buyers be more cautious,\u201d says Ratcliff. \u201cThey\u2019re doing more due diligence to prove the seller\u2019s price.\u201d\u00a0<\/span><\/p><p><span data-contrast=\"none\">For practice owners looking to <\/span><span data-contrast=\"none\">sell a dental practice<\/span><span data-contrast=\"none\"> in the near future, preparation is more important than ever.\u00a0<\/span><\/p><p><span data-contrast=\"none\">\u201cFor practices looking to get top dollar in this market, the first thing to understand is what top dollar is exactly,\u201d says Ratcliff. \u201cBeing realistic about what to expect is always the first step in the process.\u201d\u00a0<\/span><\/p><p><span data-contrast=\"none\">She recommends gathering a team of experts to help guide the process, starting with a trusted <\/span><a href=\"https:\/\/www.cainwatters.com\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"auto\"><span style=\"text-decoration: underline; color: #33cccc;\">CPA<\/span><\/span><\/a><span data-contrast=\"none\"> or financial advisor and a dental practice sales advisor <\/span><a href=\"https:\/\/ndptransitions.com\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"auto\"><span style=\"text-decoration: underline; color: #33cccc;\">specializing in practice valuations<\/span><\/span><\/a><span data-contrast=\"none\">.\u00a0\u00a0<\/span><\/p><p><span data-contrast=\"none\">\u201cYou get one chance to <\/span><span data-contrast=\"none\">sell your dental practice<\/span><span data-contrast=\"none\">,\u201d says Ratcliff. \u201cIt\u2019s crucial that owners truly know their market, how to improve their practice prior to the sale, and the timeframe around selling a dental practice.\u201d<\/span><\/p><h5><strong>SETTING REALISTIC EXPECTATIONS FOR SELLING YOUR DENTAL PRACTICE<\/strong><span data-ccp-props=\"{}\">\u00a0<\/span><\/h5><p><span data-contrast=\"none\">While it\u2019s impossible to accurately price a practice without diving into the many dynamics that go into it, the long-held litmus test for valuing a private dental practice has been 75% of total collections. In today\u2019s market, however, some factors could affect prices that were not there a few years ago.<\/span><\/p><p><span data-contrast=\"none\">Higher interest rates are an obvious factor, as debt service directly affects a buyer\u2019s future cash flow. For example, if a practice shows a $250,000 margin, but the buyer will pay $40,000 more interest than in a low interest rate environment, the margin becomes $210,000.\u00a0<\/span><\/p><p><span data-contrast=\"none\">Now factor in the often-overlooked element of the student loan debt burden many buyers face. In the same example, for a buyer with $40,000 of student loan debt a year, that margin is now $170,000.\u00a0<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-59996ad7 elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"59996ad7\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-279beeed blue-box ae-bg-gallery-type-default\" data-id=\"279beeed\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7ae1e4a8 elementor-widget elementor-widget-text-editor\" data-id=\"7ae1e4a8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span class=\"TextRun SCXW116846476 BCX8\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun CommentStart CommentHighlightPipeRestV2 CommentHighlightRest SCXW116846476 BCX8\">\u201cSellers might <\/span><span class=\"NormalTextRun CommentHighlightRest SCXW116846476 BCX8\">consider<\/span><span class=\"NormalTextRun CommentHighlightRest SCXW116846476 BCX8\"> that <\/span><span class=\"NormalTextRun CommentHighlightRest SCXW116846476 BCX8\">the buyer\u2019s issue to bear, but banks are looking at the entire debt scenario when making loan decisions, so it does affect prices,\u201d says<\/span><span class=\"NormalTextRun CommentHighlightRest SCXW116846476 BCX8\"> Rat<\/span><span class=\"NormalTextRun CommentHighlightRest SCXW116846476 BCX8\">c<\/span><span class=\"NormalTextRun CommentHighlightRest SCXW116846476 BCX8\">liff<\/span><span class=\"NormalTextRun CommentHighlightRest SCXW116846476 BCX8\">. <\/span><\/span><span class=\"EOP CommentHighlightPipeRestV2 SCXW116846476 BCX8\" data-ccp-props=\"{}\">\u00a0<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t<div class=\"has_ae_slider elementor-element elementor-element-6d42178 e-flex e-con-boxed ae-bg-gallery-type-default e-con e-parent\" data-id=\"6d42178\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-f93f42f elementor-widget elementor-widget-text-editor\" data-id=\"f93f42f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span data-contrast=\"none\">Location is another factor affecting valuation more than most dentists realize. A practice might be showing excellent profitability, but if it\u2019s in a rural or less desirable urban location where growth may be limited, it might be valued below expectations.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">\u201cIf it\u2019s hard to find an associate dentist who wants to work in your area, it also could be hard to find a buyer,\u201d says Ratcliff. \u201cSo being realistic about your location is important.\u201d\u00a0<\/span><\/p><p><span data-contrast=\"none\">Expectations for selling to a DSO are typically higher, but so are their expectations. Corporate buyers are often more sophisticated, looking for practices that have processes in place that will make the practice profitable regardless of whose name is on the front door.<\/span><\/p><p><span data-contrast=\"none\">\u201cDSO buyers are looking for a business that can run without you,\u201d says Ratcliff. \u201cThey want to know that when you leave in five or six years, the business will still operate efficiently and profitably.\u201d<\/span><\/p><h5><strong>IMPROVING YOUR DENTAL PRACTICE\u2019S CASH FLOW<\/strong><\/h5><p><span data-contrast=\"none\">Nothing affects dental practice valuations more than cash flow. Fortunately, unlike location and interest rates, this is an area that practice owners can and should take steps to improve well in advance of selling a practice.<\/span><\/p><p><span data-contrast=\"none\">Ratcliff maintains that it\u2019s important for practice owners to look objectively at their practice. They should ask: What can we do better? Where can we be more efficient?<\/span><\/p><p><span data-contrast=\"none\">They should start by understanding how their overhead <\/span><a href=\"https:\/\/www.cainwatters.com\/hdydpc-contact\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"auto\"><span style=\"text-decoration: underline; color: #33cccc;\">compares to their peers<\/span><\/span><\/a><span data-contrast=\"none\">, and look at vendor expenses line by line, such as supply costs, credit card vendors, janitorial services, the TV provider for the waiting room, and then look for alternatives.\u00a0<\/span><\/p><p><span data-contrast=\"none\">\u201cEven the best run practices can find an extra 1-2% profitability by understanding what is being spent and looking for any efficiencies that can be implemented,\u201d says Ratcliff.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Raising fees is a must in this inflationary environment. Ratcliff says practices that haven\u2019t increased fees within the last year are already behind:<\/span><\/p><p><span data-ccp-props=\"{}\">\u00a0<\/span><span data-contrast=\"none\">\u201cPractices that look at their fees every year and make small incremental increases are better off than raising prices in a larger chunk. Adopting a cadence of small increases will not hit the radar of most patients, but it will be on a buyer\u2019s radar.<\/span><\/p><p><span data-contrast=\"none\">Evaluating insurance reimbursements is another area that can improve cash flow. While it can be a daunting process, renegotiating before selling can pay off in a higher valuation down the road.<\/span><\/p><p><span data-contrast=\"none\">Trimming off the less profitable insurance agreements or, if you\u2019re still several years out from selling, switching to a <\/span><a href=\"https:\/\/www.cainwatters.com\/digitalblogs\/dental-practice-fee-for-service\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"auto\"><span style=\"text-decoration: underline; color: #33cccc;\">fee-for-service model<\/span><\/span><\/a><span data-contrast=\"none\"> can pay off even more when the time comes to sell. But Ratcliff warns not to wait too long:\u00a0<\/span><\/p><p><span data-contrast=\"none\">\u201cYou don\u2019t want buyers guessing what cash flow might be after going fee-for-service. You want a few years to prove your profitability numbers.\u201d<\/span><\/p><h5><strong>UNDERSTANDING THE DENTAL TRANSITION TIMELINE<\/strong><span data-ccp-props=\"{}\">\u00a0<\/span><\/h5><p><span data-contrast=\"none\">This brings us to the final point\u2026individuals who want to <\/span><span data-contrast=\"none\">sell a dental practice<\/span><span data-contrast=\"none\"> must understand the time it takes to optimize operations and establish new cash flow numbers.<\/span><\/p><p><span data-contrast=\"none\">\u201cThe time to start optimizing a practice is three to five years in advance of selling,\u201d says Ratcliff. \u201cThis gives you the time to prove to buyers that increases in profitability are real and sustainable.\u201d<\/span><\/p><p><span data-contrast=\"none\">If you\u2019re planning to sell sooner, all is not lost. While there may not be enough time to increase cash flow to appreciably affect your asking price, you can still take steps to make the process smoother.<\/span><\/p><p><span data-contrast=\"none\">\u201cIf you\u2019re a year or less out, be proactive and vigilant in your bookkeeping,\u201d says Ratcliff. \u201cUnderstand every aspect of your business so you can be fully transparent during the negotiation process. This goes a long way in getting the price you want.\u201d<\/span><\/p><p><span data-contrast=\"none\">Whether you\u2019re just starting to think about <\/span><span data-contrast=\"none\">selling your dental practice<\/span><span data-contrast=\"none\"> or in the valuation process, the key is not to try to go at it alone. Lean on your dental transition team to help you get the most out of the practice you worked so hard to make a success.<\/span><\/p><p><span data-contrast=\"none\">To gain more insight into practice valuations from a seller and buyer perspective, tune in to Christy Ratcliff\u2019s <\/span><a href=\"https:\/\/ndptransitions.com\/resource\/podcast-transition-talk\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"auto\"><span style=\"text-decoration: underline; color: #33cccc;\">Transition Talk podcast<\/span><\/span><\/a><span data-contrast=\"none\">.\u00a0<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<section class=\"has_ae_slider elementor-section elementor-top-section elementor-element elementor-element-6546e890 elementor-section-boxed elementor-section-height-default elementor-section-height-default ae-bg-gallery-type-default\" data-id=\"6546e890\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-no\">\n\t\t\t\t\t<div class=\"has_ae_slider elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4f735d87 blue-box ae-bg-gallery-type-default\" data-id=\"4f735d87\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6de9f63b elementor-widget elementor-widget-text-editor\" data-id=\"6de9f63b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span data-contrast=\"none\">For advice on optimizing or selling a dental practice or any other questions about your business or personal wealth, the CWA team is always here to help.\u00a0<\/span><a href=\"https:\/\/www.cainwatters.com\/contact\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"auto\"><span style=\"text-decoration: underline; color: #33cccc;\">Set up your free consultation<\/span><\/span><\/a> today.\u00a0\u00a0<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Can You Maximize the Valuation of Your Dental Practice in Today\u2019s Market? Key takeaways Know your market, how to improve the practice before the sale, and the transition timeline. Take steps to improve cash flow before selling your practice. \u00a0Have realistic expectations. Dental practice owners looking to sell a dental practice within the next few [&hellip;]<\/p>\n","protected":false},"author":7,"featured_media":11642,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[16,41,43],"tags":[],"ppma_author":[48],"class_list":["post-11640","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-digital-news-feature","category-featured","category-practice-transition"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How to (Still) Get Top Dollar When You Sell a Dental Practice<\/title>\n<meta name=\"description\" content=\"Need to sell a dental practice? Is it possible to maximize your dental practice&#039;s valuation today? NDP Dental Transitions&#039; Christy Ratcliff shares wise advice.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.cainwatters.com\/digitalblogs\/maximize-your-practice-value\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to (Still) Get Top Dollar When You Sell a Dental Practice\" \/>\n<meta property=\"og:description\" content=\"Need to sell a dental practice? Is it possible to maximize your dental practice&#039;s valuation today? 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