Dental Practice Acquisition | Profitability in Dentistry | Selling a Dental Practice
Dentists desire to get the most out of their practice when putting it on the market is common! But today we are starting to focus on what truly matters: the bottom line. Learn rules of valuation with CTC Associates expert Marie Chatterley.

Are you a buyer chasing after high collections number and number of ops only to find out the net profit is lacking? In this episode of Dental Unscripted, host Michael Dinsio sits down with Marie Chatterley, owner of CTC Associates, to debunk the myth that a practice’s worth is simply a percentage of its top-line revenue. With experience in the dental industry since 1988, Marie explains why EBITDA and adjusted profit are the true North Stars for any dental practice acquisition or transition.

Whether you are a first-time buyer navigating dental practice financials or a veteran owner preparing for a successful dental practice exit, this conversation reveals the technical "add-backs" and operational secrets that drive a premium valuation in 2026.

What You’ll Find Out:

• The Collections Trap: Why two practices with $1M in revenue can have vastly different sale values.
• The "Profit Multiple" Secret: Why the standard "70% of collections" rule is dead and what has replaced it.
• Inventory & Analysis: A look at the dental practice management reports that buyers and banks scrutinize most.
• The DSO Reality Check: How to compare private buyer offers against corporate "strings-attached" deals.
• Insurance vs. Freedom: Why transitioning to a fee-for-service model could be the fastest way to increase practice value today.
• Attrition Myths: Why the "20% patient loss" fear is often overblown and how to maintain loyalty.
• Debt & Anxiety: Strategic dental industry advice for younger buyers managing high student debt while acquiring.

Perfect For:

This episode is essential for dentists who need help understanding clinical practice management, those navigating the dentistry journey toward ownership, and established owners looking for profitability in dentistry.

Special Guest: Marie Chatterley

Marie Chatterley has been a leading force in dental transitions since 2003, having facilitated thousands of successful sales and associateships. As the owner of CTC Associates, she covers the Rocky Mountain region—including Colorado, Utah, and Montana—providing expert dental consulting and valuation services.

Connect with CTC Associates: https://ctc-associates.com/

Visit Dental Unscripted: https://dentalunscripted.com/
Visit Michael & Paula at https://nxlevelconsultants.com

Key Takeaway:

Dental practice valuation isn't about the amount of work you do; it's about the money that stays in the business.
Focus on profitability in dentistry and operational efficiency to ensure your practice is a salable asset, not just a high-volume job. Dental consultants can help you solve the missing pieces of this equation.

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