Most dentists dream of building a practice they can eventually sell. But Dr. Chris Hoffpauir? He built his practice knowing he'd sell it from day one - and that made all the difference.

Chris opened Winning Smiles in 2013 as a scratch startup in rural Texas with just three operatories. Fast forward to 2020, and he sold 70% of his practice to MB2 Dental while producing $1.58 million annually working just three days a week. Chris had three things they couldn't ignore: impeccable systems, sky-high profitability, and a practice built to thrive without him.

In this episode, Chris breaks down exactly how he engineered his practice for maximum value, the creative marketing tactics that slashed overhead while boosting patient acquisition, and the honest truth about what it's really like to sell to a DSO.

In This Episode:

• Doc Hoffpauir’s unconventional path from academic struggles to successful dentist and entrepreneur
• Why he built Winning Smiles with an exit strategy from day one
• The 2019 white paper that triggered his decision to sell
• His formula for practice value: the levers and dials that actually matter
• Creative marketing tactics that slashed overhead and boosted referrals
• How he produced $1.58 million from three operatories working three days a week
• Why MB2 Dental stood out from other DSOs
• The $150K mistake sitting in his "closet of regrets"
• His top advice: think like a CEO, not just a clinician

Resources:

• Doc Hoff Investments: https://www.dochoffinvestments.com
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

Building and selling three practices for a 10x multiple in just five years is a gigantic success. By industry standard, Dr. Devinn Geeson aka Dr. G, the CEO of Smiles at Sea, had made it.

But the real story of success came after the champagne had been popped and the speeches had been made. It was then that Dr. G discovered the opportunities that lay ahead of her after the deal was closed.

She joins this episode to share her story on the emotional rollercoaster that comes with selling a dental practice. Dr. G talks about the identity crisis that hit after the sale, what she’d change if she could go back, and why she coaches others like her on maintaining work-life boundaries.

Dr. G's is about how selling her practices ultimately opened doors to new passions and paths she never could have imagined, proving that sometimes the most challenging transitions lead to the most rewarding chapters of our lives.

In This Episode:

• Devinn gives us the backstory on setting up and growing her practices
• Why she decided to sell
• Why selling felt like a “breakup”
• How to prepare for the emotion of selling
• Why she walked away from the final 25% of her selling figure
• Her expert advice for anyone selling
• How selling ultimately opened up new opportunities

Resources

• Smiles at Sea: https://smilesatsea.com/
• The PEP Talk Doc on Instagram: https://www.instagram.com/thepeptalkdoc/?hl=en
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

Loving practice work and running a business for it are two entirely different beings, and it can take a lot of adjustment to get to a good place. But when Dr. Jeff Buske was close to throwing the towel in, a chance meeting with his future practice partner changed everything.

Jeff partnered up with Dr. Bruce Baird at Granbury Dental Center, growing the small-town practice in Texas into a highly popular spot, pulling in patients from Dallas, Fort Worth, and even Oklahoma. So, what was the secret ingredient that made it work? A unique blend of genuine passion and reverse-engineered production.

In 2012, they sold to Heartland Dental. But 13 years later, Jeff still practices there a few days a week. When he’s not working on teeth, he runs The Limitless Dentist Academy, a coaching business that helps dentists like him maximize their practice’s potential with great wellbeing strategies.

In This Episode:

• Jeff’s background of 28 years practicing dentistry and how he became a “super GP”
• How meeting his future practice partner Bruce Baird changed his life
• Why they chose to sell and how they maximized production beforehand
• Jeff’s approach to niche marketing
• Why Jeff opted to be fully transparent about the sale with his team
• Jeff’s advice for anyone thinking of selling
• Why Jeff built a coaching business after a tough time in his life

Resources:

• Follow Jeff on Instagram: https://www.instagram.com/dr.jeffbuske/
• Follow Jeff on LinkedIn: https://www.linkedin.com/in/dr-jeff-buske-12201010a/
• Visit The Limitless Dentist Academy website: https://limitlessdentistacademy.com/
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

A simple breakfast meeting with a DSO rep opened Dr. Steven Rasner’s eyes to the possibilities of growing his practice.

He knew he wanted to sell one day, but at that moment, he knew he wasn’t ready and would be leaving millions of dollars on the table if he went through with it.

Fast-forward to today. After growing it across two locations and pulling in around $5 million a year in a tricky rural area, he decided to sell to a DSO. What makes Steven’s story interesting is that he was a little anti-DSO for years before the sale. While his perspective has changed, Steven reveals the good, the bad, and the ugly of selling your practice to a DSO in this episode.

You’ll get an honest look at the realities of selling your practice, what he’d do differently, and how selling opened the door for new opportunities that keep him busy alongside practicing today.

In This Episode:

• How Steven grew his practice and why he decided to sell
• Why he's stayed 3+ years past his exit date
• How his team reacted after hearing about the sale
• His biggest regret: not giving key employees raises BEFORE the sale
• Why having a "partnership mindset" instead of an "us vs. them" mentality made all the difference
• The operational changes he likes and dislikes

Resources:

• Rasner Institute: https://www.rasnerinstitute.com/
• Connect with Steven on LinkedIn: https://www.linkedin.com/in/stevenrasner/
• Contact Dr. Rasner at drrasner@rasnerinstitute.com
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

The top fear we hear from dentists looking to sell is “what if everything changes?” Well, some change is inevitable and at times surprising, but it doesn’t have to be scary.

In this episode, we hear Dr. Lou Chmura’s story. He sold his practice, Chmura Orthodontics, a couple of years back after building it from the ground up. Now, he runs an orthodontics coaching company called Egghead Ortho to help orthodontists and dentists live a balanced, fulfilling life both in and out of the office.

While his sale worked out well in the end, Lou doesn’t sugarcoat the realities of selling your practice. He gets super honest about what he would have done differently if he could do it all again and shares some great advice for dentists looking to sell.

In This Episode:

• Lou shares the background on his orthodontics practice and its unique approach to proactive care
• Why he decided to sell despite his love for practicing orthodontics
• Why getting into the “mode of more” makes dentists burn out
• The top things Lou would have done differently if he could go back in time
• How his team and patients reacted to the sale
• How Lou is spending his free time now coaching other orthodontists

Resources:

• Connect with Lou on LinkedIn: https://www.linkedin.com/in/louis-chmura-dds-ms-a624456/
• Follow Egghead Ortho on Instagram: https://www.instagram.com/eggheadortho/
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

The number one question we get is, “when should you sell?” But maybe a more important one is when should you start planning? Get ready to hear a perfect example of why planning years ahead is the key to securing an amazing deal.

Dr. Glenn Vo, Founder of Nifty Thrifty Dentist and Dental Lifestyles Magazine, remains a part-owner and practicing dentist at Denton Smiles Dentistry. He built this practice from the ground up before selling to MB2 Dental a few years ago. And it’s a pretty sweet deal! But what’s his secret? Planning ahead.

He knew that someday he wanted to sell so he got to work expanding his practice. He shares his story and advice for dentists looking to sell in this episode, along with tips on what he’d do differently if he could go back in time. Even if you’re a brand new practice owner, there’s so much to take away from this episode, because it’s never too early to start thinking of your sale.

In This Episode:

• Glenn’s story of how and why he sold his practice
• How Glenn and his wife expanded the practice’s operations and revenue before selling
• Why you need to be in alignment with the buyer
• The one thing he would’ve done differently
• Why you need to be 100% before assembling your team
• How Glenn’s team reacted to the sale
• How Glenn’s deal opens the door for future financial windfalls
• Why you should plan ahead way before you’re ready to sell

Resources:

• Connect with Glenn on LinkedIn: https://www.linkedin.com/in/drglennvo/
• Nifty Thrifty Dentists: https://niftythriftydentists.com/
• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb

A team can make or break a practice, and the same goes for when you eventually sell it. Selling might be a time to celebrate and breathe a sigh of relief. But for your team, things can be more complicated.

Emotions run high during a practice sale. There’s confusion, worry, uncertainty, and everyone’s going to be asking: what next? That’s where managing the transition is essential to making sure your sale goes smoothly.

Christine Diehl, Dental Team Transition Specialist for her company, The DSO Team Transition, has been on the other end of a sale. When her practice was sold, she experienced those same feelings of uncertainty firsthand. Today, she helps practice owners successfully manage that transition to DSO ownership.

She joins this episode to share her top advice for practice owners, how team members can manage change, and what to avoid when you sign and break the news to them. Hear about the realities of selling to a DSO and Christine’s experience of the post-transition process and what every practice owner needs to know.

In This Episode:

• Christine shares her experience of how her practice was sold to a DSO
• Why she decided to launch her business and podcast to help practice owners manage team transitions
• The overlooked value of becoming part of a DSO
• Common challenges during a transition and why it’s important to be positive
• How teams can prepare for change
• What Christine would do differently if selling today
• Giving grace to the practice owner during a sale
• Why you should avoid bashing DSOs to your team
• How the sale opened up new opportunities for Christine
• How to connect with Christine and listen to her podcast

Resources

• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/
• The DSO Team Transition website: dsoteamtransition.com
• The DSO Hygienist Podcast: https://www.dsoteamtransition.com/podcast

Most dentists don’t realize that they could be leaving millions on the table when they come to sell their practice. Don’t be one of them!

There are plenty of things you can start doing today to increase the value of your practice so that buyers start lining up to make you an offer. From increasing operational potential to maximizing efficiency, there’s almost always something you can do to unlock more value from your practice.

In this episode, we hear from Eric J. Morin, President and Founder of Tower Leadership, whose extensive background in business strategy, finance, and dental practice growth helps dentists maximize their EBITDA and practice value.

Eric shares the top mistakes he sees dentists make when calculating their value, actionable ways to increase your value and profits (even without buying more practices), plus the importance of management in your next stage of growth.

In This Episode:

• A bit about Eric’s his background and how he got involved in the dental world
• Why Eric decided to create a company to help dentists build a holistic game plan
• Are you ready to sell? Weighing up proactive vs. reactive reasons
• Why you need to know ‘your number’ before deciding to sell
• Why CPA figures should NOT be used for practice valuation (and what to use instead)
• How to grow your practice without scaling the number of locations
• The biggest mistakes Eric sees when trying to grow EBITDA
• Is your management right for your next stage of growth?

Resources:

• Follow Dental Pitch Brokerage on LinkedIn: https://www.linkedin.com/company/dentalpitch/
• Visit our website: https://dentalpitchbrokerage.com/
• Download The Dental EBITDA Handbook: https://link.dentalpitchbrokerage.com/widget/form/x45Iy9iZhayIriHmfNfb