Ready to sell? Maybe not

When approaching successful dental practice owner exits, much consideration should be given to quantitative factors such as collections, seller's discretionary earnings, staff expense, supplies, lab fees, and rent as percentages of collections and key performance indicators (KPI). Additionally, qualitative factors such as location, staff, chart audit, patient demographics, scheduling, equipment, and facility should also be considered. However, the most important factors in a successful practice transition are those that are the most limiting, and those often involve practice-owner exit psychology. In August 2018.1 conducted an independent survey with more than 200 US respondents ages 50-plus to collect data on dental practice owners' readiness to exit. The survey addressed five practice owner behaviors that impact their readiness to sell. The behaviors of late-career practice owners were analyzed using the analysis parameters of practitioner age and practice size. The survey results showed that, on average, older practitioners are less enthusiastic about life after dentistry than their younger counterparts.