Gavin Shea has spent more than 25 years working with dentists, first on the financial lending side and now helping doctors navigate the process of buying and selling dental practices. His experience gives him a unique perspective on both the financial considerations behind a transaction and the human dynamics that can determine whether a transition is successful.

In this episode of Off the Record w/ Ali, Ali sits down with Gavin to explore what really determines the value of a dental practice. Gavin explains why relying on industry averages can be misleading, the difference between EBITDA and seller discretionary earnings, and how profitability, buyer demand, growth opportunities, and other factors can influence a practice’s market value. They also discuss steps owners can take in the years leading up to a sale to strengthen profitability and better position the practice for prospective buyers.

The conversation goes beyond valuation and purchase price. Ali and Gavin discuss how and when to communicate a sale to staff, why maintaining stability during a transition matters, and what doctors should consider before making a major change such as going insurance independent. They also examine the importance of experienced attorneys, consultants, CPAs, and financial advisors during due diligence and why sellers should begin thinking about tax planning well before an offer is accepted.

In this episode, you’ll learn:

• What really determines the value of a dental practice
• Why industry averages can be misleading when valuing a practice
• The difference between EBITDA and seller discretionary earnings
• How profitability and buyer demand can influence a practice’s value
• What sellers can do before going to market to strengthen profitability
• Why timing matters when considering going insurance independent
• How and when to communicate a practice sale to staff
• Why maintaining continuity can help support a smoother transition
• How experienced advisors can help buyers navigate due diligence
• Why sellers should begin tax planning early in the process

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ℹ️ If you are a practice owner thinking about selling, planning your transition, or want guidance on legal, HR, or strategic considerations, you can schedule a complimentary consultation with Ali: 👉 https://www.dmcounsel.com/contact