Why Finding the Right Buyer Matters

 Something that's surprised me since getting into this industry is how differently firms approach selling a dental practice.

A lot of them treat it like a transaction. Figure out the value, put together a prospectus, market it, drum up some interest, negotiate, close. And honestly, there's nothing wrong with that — plenty of successful sales happen exactly that way.

But at Legacy Practice Transitions, we tend to see it a little differently.

Maybe that's because a lot of us have actually been through this ourselves. I practiced dentistry for thirty years before retiring and joining Legacy. Along the way I owned multiple practices, bought practices, sold practices, hired associates, lost sleep over payroll and overhead — all of it. So I don't see a dental practice as just another business asset. To me, it's the culmination of someone's life's work.

When a dentist decides to sell, they're not just handing over equipment, charts, and goodwill. They're handing over relationships they've spent decades building — patients, team members, a reputation that took thirty or forty years to earn. That's why I think finding the right buyer matters just as much as finding a buyer.

One question I love asking sellers is: "Who do you picture taking over your practice?"

Almost everyone has an answer. Some want a younger dentist who'll keep doing things the way they have. Some care most about their staff being taken care of. Some want someone who'll stay involved in the community. Most just want someone who'll keep treating patients the way they always have.

And the truth is, not every buyer is the right fit for every practice.

Over the years, Legacy has built relationships with thousands of buyers across the country — first-time buyers looking for their shot, experienced owners looking to expand, specialists, associates ready to finally own something of their own. Every one of them has different goals, personalities, strengths, and visions for what's next.

Our job isn't just finding someone willing to buy. It's finding the person who looks at this practice and thinks, "this is exactly what I've been looking for."

And here's where it gets interesting.

Think about buying a car. If you find one that's close to what you want, you're probably going to negotiate hard, shop around, look for reasons to pay less. But if you find the exact one — right color, right options, everything — suddenly price matters a lot less. Now you're just hoping nobody else snags it first.

Practices work the same way.

A buyer who's just looking for a practice will probably make a reasonable offer. But a buyer who feels like they've found their practice? Completely different mindset.

I've watched buyers relocate across the country for the right opportunity. I've seen them wait patiently for months for something that matched what they were after. I've seen them pay more than other options on the table simply because they believed it was worth it.

That's a big part of why I think our approach actually helps sellers. Instead of just listing a practice and hoping the right person stumbles across it, we spend real time tracking down buyers who might be an ideal fit — looking past the numbers at things like personality, treatment philosophy, practice style, location, and long-term goals.

When you get that match right, good things tend to follow. Negotiations go smoother. Transitions are easier. Staff sticks around. Patients stick around. And yes — sellers often end up with a better financial outcome too.

Here's the thing I've come to believe: the highest offer doesn't always come from whoever has the deepest pockets. It often comes from whoever values what you've built the most.  Those aren't the same thing. The deep-pockets buyer might be looking at ten other practices, hunting for the best deal. The buyer who sees your practice as the opportunity may pay more — because to them, that's what it's actually worth.

That's why I just can't treat these transitions as simple transactions. A dental practice isn't like most businesses — it's personal. For a lot of dentists, it represents thirty or forty years of sacrifice, hard work, and showing up for their community.

We never lose sight of that at Legacy.

Sure, we want our clients to get top dollar. But just as importantly, we want them to feel good about who's taking over — knowing their patients are in good hands, their staff is respected, and their legacy keeps going.

At the end of the day, a good transition isn't just about the purchase price. It's about finding the right person to carry the torch.

And when the right buyer meets the right practice, everybody wins.

A Final Thought

If you’re within five or ten years of retirement, I would encourage you to start thinking about your transition sooner rather than later. The dentists who achieve the best outcomes are rarely the ones who wait until they’re ready to walk out the door. They’re the ones who begin planning early, giving themselves time to strengthen the practice, understand their options, and identify the buyer who is truly the right fit. After spending decades building your practice, you deserve more than a quick transaction. You deserve a thoughtful transition that maximizes the value of what you’ve created while ensuring that your patients, your team, and your legacy are placed in good hands for years to come.