DEO's Growth Secrets Podcast for Dental Organizations 240: The Exit Mistakes Costing Dentists Millions in Value
Sep 11, 2025
Brannon Moncrief, CEO of McLerran & Associates, dives into the critical exit mistakes that can cost dentists millions. He reveals how doctor turnover and hasty tech changes can derail sales. Brannon emphasizes the heightened interest from private equity in practices with $500k–$5M EBITDA, but warns dentistry isn’t immune to inflation. He outlines essential strategies for smart transitions and preparing practices for sale, ensuring owners aren't just surviving but thriving in a competitive market.
AI Snips
Chapters
Transcript
Episode notes
Private Equity Created A Frothy Market
- Private equity drove a frothy deal market in 2021–22 because low interest rates and abundant capital created massive buyer demand.
- When demand outpaced steady supply, valuations rose and earnouts and seller notes largely disappeared.
Rate Shock Triggered A Market Reset
- Rapid interest-rate hikes in 2023 tightened capital markets and forced many DSOs to pause acquisitions and retool operations.
- That reset pushed the market toward more disciplined buying and integration of acquired practices.
Renewed PE Interest Looms
- Declining interest rates and broader access to alternative capital will likely renew PE interest in dentistry.
- Brannon expects recapitalizations to ramp starting in Q1 2026 and through 2027 at favorable multiples.