The short answer is yes—and here’s why.
Selling a dental practice is one of the most significant transitions in a dentist’s career. Most Sellers have never sold a practice before, and most Buyers have never purchased one.
The Seller often attaches emotional value to their life’s work, while the Buyer focuses only on the financial value and is usually advised to negotiate aggressively. Without help, these opposing perspectives can easily turn the process adversarial.
Why a Broker Matters
- Objective Valuation: A broker helps Sellers see beyond emotional value and ensures Buyers understand how the practice was valued, using comparable local sales for context.
- Local Market Knowledge: Unlike many accountants or attorneys, brokers specialize in dental practice sales and know the true market values in the St. Louis area.
- Preserving Goodwill: Smooth transitions protect practice goodwill—one of the most valuable assets being sold.
- Process Management: A broker keeps all parties and professionals (accountants, lenders, attorneys, appraisers) moving forward, ensuring deadlines are met and deals don’t stall.
- Financing Connections: Brokers know which banks are actively lending on dental acquisitions and what documentation is required.
Without a broker managing the process, sales often drag out, frustrations rise, and sometimes deals collapse altogether. Even when Buyer and Seller know each other well, the transaction is too complex—and too important—to risk without experienced guidance.
If you’re considering buying or selling a dental practice in the St. Louis area, we’d be glad to discuss how we can help you navigate the process successfully.
– Bill Otten & Kim Rey
