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Top 10 Tips for Buying or Selling a Dental Practice in St. Louis

Mid-America’s most trusted dental practice valuation and sales

Buying a new practice or selling at retirement is one of the most important transitions of your career. Here are our top 10 tips to help you prepare and succeed:

1. Sign a Confidentiality Agreement

Before reviewing financials, you’ll need to sign an agreement protecting sensitive information. You may share it only with your accountant or attorney.

2. Review Key Documents

Request at least 3 years of tax returns, fee schedules, office lease, equipment depreciation schedules, staffing and procedure histories, and insurance participation details.

3. Work with a Transition Specialist

An experienced dental broker or transition consultant can streamline the process, avoid pitfalls, and maximize your outcome.

4. Plan Ahead for a Future Sale

If you’re 5–7 years away from retirement, start preparing now. Small changes today can significantly enhance value and marketability later.

5. Get a Practice Valuation

Tools like our ValuationPlus service can give you an accurate picture of your practice’s current worth, plus guidance on how to strengthen value for the future.

6. Refresh and Maintain Your Office

Simple updates—new carpet, paint, or waiting room furniture—can make a big difference when it’s time to sell.

7. Keep Production Steady

Avoid reducing hours or slowing down collections before retirement. Buyers want to see consistent performance in your financial records.

8. Track Referrals and Staffing

Maintain referral records (endo, ortho, implants, etc.)—these can be selling points. Also, ensure staffing levels are appropriate; overstaffing reduces value.

9. Stay Current on Fees and Credit Balances

Keep private patient fees competitive and regularly refund credit balances. Buyers expect clean books before closing.

10. Expect an Emotional Process

Selling a practice after decades of work can be stressful. Having a knowledgeable broker by your side will help you manage both the financial and emotional aspects of the transition.

Whether you’re planning to buy or sell, we’re here to guide you through every step. Contact us for a free consultation and learn how we’ve helped hundreds of St. Louis dentists successfully transition their practices.

– Bill Otten & Kim Rey

Confident female dentist in white coat and blue gloves representing dental professionals supported by Otten-Rey Dental Sales.
What Clients Say

Dentist Testimonials

Kim with Otten-Rey Dental Sales truly made what I thought would be a stressful process extremely easy and painless. From our first meeting all the way until closing, Kim was always reliably there for me through out the process. I trusted her system and it was simple and seamless. I would definitely choose Kim again for my transition if l had to do it all over again.

review from happy client on homepage
Glenn R. Edwards DMD

When I decided to buy a dental practice, I quickly learned that practice brokers represent the seller. As a buyer, that posed some challenges. Of all the brokers I worked with in St. Louis, Kim was the only one who managed to make me feel that she was actively trying to find a practice for me to buy. Not only did she help me find a practice I loved, but she still represented her seller well and was fair throughout the entire process. Because of her, I am now the owner of a great dental practice that I love and I truly believe she made that happen for me. Thanks Kim.

Dr. Daugherty - happy client
Dr. Victoria Daugherty

Thank you both, Kim & Bill. This has been a great adventure. All is going great with the merger of Dr. Berger’s practice. Overall, I would say it is a great success. And I couldn’t have done it without both of you.

review from happy client
Dr. Christy Hager

I felt my practice purchase went smoothly and efficiently with the help of Otten-Rey Dental Sales. As a buyer, I felt comfortable with the fair appraisal that Otten-Rey put on the practice and both Kim and Bill were very accommodating getting any requested info to help me do my due diligence…Otten-Rey is known in the St. Louis Dental community for being easy to work with and I strongly recommend either buyers or sellers use them in the process of your dental transition. Having their expertise, experience and organization really made things a lot less stressful.

review from happy client Dr Jen Wheeler
Dr. Jennifer Wheeler Chesterfield, MO practice

Kim’s understanding of all aspects of a transition was invaluable. She has comprehensive knowledge of both the financial and clinical aspects of a dental office. She also provided the guidance and understanding of the legal aspects necessary to close the transaction. Thanks Kim!

review from happy client Dan Twillman
Dan Twillman DMD

Kim Rey was my broker in representing me when I sold my pediatric dentistry practice. From my standpoint, Kim brought a great amount of stability to the whole process. I appreciate her insight and her levelheaded guidance on what my expectations should be, what the normal accepted practice and standards are when dealing with a buyer. The process was longer than I anticipated, but Kim kept me focused and on the right track until the transaction was completed. Throughout the process, she always made me feel like I could rely on her and that in turn gave me a great deal of comfort. I would highly recommend Kim Rey to anyone looking to buy or sell a dental practice.

review from happy client Andrew Kim DMD, MS
Andrew M. Kim DMD

Several of my friends used Kim and Bill to sell their practices and had highly recommended them. I was pleased with the thorough process of valuation and the explanation of the report. They provided frequent updates and the guide for printing the necessary reports for the valuation. They found a buyer that fit our needs. I would recommend them to the other dental offices needing the same services.

Illustrated tooth graphic used in Otten-Rey Dental Sales branding
Gerald Dragich DMD