The Crucial Role of Dental Brokers in Practice Transitions Today

The Role and Value of Dental Brokers in Modern Practice Transitions Despite some debate within the dental community, dental brokers continue to play a crucial role in practice sales, offering significant benefits to practitioners, according to industry expert Dr. Gary Boyajian of Nationwide Dental Practice Brokers. While alternative options like social media marketing and legal counsel exist, many dentists recognize the specialized expertise brokers provide, especially amid the rise of Dental Service Organizations (DSOs) and private equity acquisitions. Dr. Boyajian emphasizes that selling a dental practice involves more than transferring equipment; it encompasses the transfer of goodwill, patient relationships, staff culture, and operational systems. Brokers facilitate this complex transition by pre-screening buyers, evaluating their financial stability, and ensuring compatibility. Although broker fees typically range from 8% to 10%, their involvement often results in higher net proceeds due to accurate valuation, strategic negotiations, and deal structuring. Relying solely on social media can attract unqualified or opportunistic buyers, whereas brokers maintain extensive datab...