Thinking about selling your dental practice? Let me ask you this: do you want to walk away with just a fair deal—or the best deal possible?

If that sounds like a no-brainer, you’re in the right place. In today’s episode, I sit down with Elijah Desmond, a trailblazer in the dental industry, to uncover exactly how to do just that. From understanding your practice’s true value to creating a roadmap for a seamless transition, we dive into everything you need to know to prepare for this life-changing decision.

Whether you’re considering a DSO, private buyer, or just exploring your options, this episode is packed with practical tips and fresh perspectives to help you secure the best deal possible—and enjoy the process along the way.

Ready to Get Started? Let’s Dive In!

• Maximizing Your Practice’s Value: Elijah explains how to time your sale strategically and make sure your practice is ready to command top dollar.

• Understanding Your Worth: I learned why having a Quality of Earnings Light is critical to knowing the true value of your practice before entering negotiations.

• Planning Ahead: Elijah emphasizes that selling 3–5 years before retiring is the key to securing better offers and smoother transitions.

• A Fun and Unique Selling Process: Elijah shared his innovative approach to making the sales process not only effective but enjoyable, incorporating music, relationship marketing, and personal interviews with buyers.

• DSOs vs. Private Buyers: We also talked about the pros and cons of different types of buyers and how to find the one that aligns with your goals.

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Introduction to the Podcast and Guest (00:00)

Elijah Desmond's Journey and Current Focus (02:45)

The Birth of Dental Pitch Brokerage (06:55)

Building Relationships in the Dental Industry (10:44)

Advantages of Using Dental Pitch Brokerage (15:27)

Advice for Dentists Looking to Sell (19:43)

Understanding Practice Valuation and Selling Strategies (24:01)

Advice for Lower Revenue Practices (29:05)

Lightning Round Q&A (30:28)

Conclusion and Contact Information (35:25)

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Connect with Elijah:

Instagram

Facebook

LinkedIn

• Visit Dental Pitch Brokerage: dentalpitchbrokerage.com

• • Don’t miss their free eBook on EBITDA—a must-read for anyone thinking of selling their practice.

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Learn proven dental marketing strategies and online reputation management techniques at: https://www.drlentau.com

This podcast is sponsored by Dental Intelligence. Learn more at: https://www.dentalintel.com/

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more at: https://www.docsites.com/

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Thinking about starting a dental practice or renewing your lease? You could be leaving thousands of dollars—or your dreams—on the table. In this episode, I sit down with Brian Mills, founder of Roam Commercial Realty, to uncover the hidden pitfalls and golden opportunities in dental real estate. From debunking myths about retail locations to sharing strategies for building long-term wealth, this conversation is essential for dentists who are ready to take charge of their future.

Whether you’re planning a startup, considering ownership, or just exploring your options, you’ll leave this episode with actionable advice and a newfound sense of confidence.

Here’s what Brian and I cover in this episode:

• The Importance of Proper Representation: Why you should never rely on listing brokers and how tenant-focused representation works to your advantage.

• Lease Renewals Done Right: How to avoid costly mistakes, renegotiate terms, and save thousands.

• Startup Success Secrets: Why dental startups have a 99.6% success rate and how to overcome the fear of taking the leap.

• Renting vs. Owning: The pros and cons of each option and when it’s time to invest in property.

• The Retail Myth: Why retail locations aren’t always the best choice and how marketing often trumps location.

• Using Real Estate for Wealth Building: How to leverage real estate as an asset for long-term financial freedom.

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Key Takeaways:

Building a Legacy: Brian Mills’ Role in Dental Real Estate (01:28)

Understanding Representation: Advocating for Dental Professionals in Real Estate (04:09)

Buy or Rent? Making the Right Real Estate Decision for Your Practice (07:57)

Conquering Fear: Why Starting a Practice Is Worth the Leap (12:28)

Real Estate as a Wealth-Building Strategy for Dentists (17:34)

Navigating the Post-Election Real Estate Market (20:35)

Leveraging Negotiation: Securing Better Terms in Lease Renewals (24:17)

The Retail Location Myth: Choosing the Best Space for Your Practice (28:34)

Lightning Round Q&A: Insights, Favorites, and Personalities of Brian Mills (32:57)

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Connect with Brian:

Instagram: https://www.instagram.com/roamcommercialrealty/

Website: https://www.roamcommercialrealty.com/

Special Offer for Listeners:
Free lease evaluation and market analysis. Email your lease to:

• brian@roamcommercialrealty.com

• info@roamcommercialrealty.com

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Is sales really a "dirty word"? Not for Cathy Hazen, and this episode will show you why embracing the power of "no" is key to getting more "yeses." Dr. Len Tau sits down with Cathy, a seasoned expert with over 30 years of sales and management experience, to explore the secrets to boosting case acceptance and empowering your dental team. From managing orthodontic practices to creating virtual office manager services, Cathy’s passion for team development and patient-centered sales strategies shines.

In this episode, Cathy and Len discuss:

• Why every member of your dental team is a salesperson (even if they don’t realize it).

• Strategies to create a successful sales department within your practice.

• The importance of consistent processes for presenting treatment plans.

• How to overcome the fear of hearing "no" and why it leads to more "yeses."

• Tactics to follow up effectively with patients who don’t commit immediately.

Key Takeaways:

How Cathy Hazen Helps Practices Thrive (02:08)

Changing the Stigma Around Sales in Dentistry (05:57)

Should Dentists Take on the Sales Role? (12:09)

The Importance of a Dedicated Sales Department (14:06)

Who on Your Team Needs Sales Training? (16:57)

Getting Your Team on the Same Sales Page (17:08)

Mastering the Close: From Finances to Commitment (20:26)

Follow-Up Strategies to Close the Deal (24:37)

How Often Should You Follow Up? (27:50)

Lightning Round Q&A with Cathy Hazen (29:23)

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Connect with Cathy:

Website

Special Offer for Listeners:

• Complimentary 1-hour consultation to discuss opportunities for improving your practice’s sales process.

• Reduced consulting fee of $850/month for the first quarter.

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!