Q. What information do you need from me to accurately value my practice and start marketing?
A. To provide the most accurate determination of value of your practice so that you will receive the greatest benefit from your hard work, we ask for probably more documentation than most brokers. We also do a site visit, take pictures, review tax returns and other financials, speak to your CPA, and a host of other tasks to evaluate your practice. Because we do so much work up front, our practices sell for more money and more quickly than other practices not listed by us. Click here to review our Seller Documentation Checklist to see all that we will need from you.

Q. How long will it take to sell my practice from the time I list?
A. Good-looking financials go a long way in helping your practice sell quickly. Look for ways to reduce overhead in relation to collections, and you will get more for your practice and it will sell more quickly as well. In a good area, the transaction can happen in as few as 6-12 weeks from the time the valuation is completed. In a rural or an area in less demand it can typically take longer. In that type of situation it is realistic to assume it could be 2-5 years---if indeed it does sell. However, the length of time depends not only on the practice location but also on many other variables.

Q: Are there ‘rules of thumb’ to how much a practice is worth?
A: Some say that practices are worth 70% of gross collections, some say that you have to base the value on cash flow and not collections. We find that rules of thumb are simplistic and don’t take into account the many factors that affect value. To find out the true value of a dental office an expert in transitions should be consulted to conduct an evaluation of the practice.

Q. When CTC Associates of Arizona, formerly KHOT, lists my practice for sale, how will it be marketed?
A. We do extensive marketing as well as networking to ensure that your practice is available to anyone who is looking to buy. All of our practices are marketed in the following manner:
- Office Transitions Website: Available Practices
- AZDA Inscriptions full page print ad each month and online classified ads
- Dentaltown online classified ads at Dentaltown.com
- National Association of Practice Brokers website napb1.com of which we are a member
Dental Economics multiple page print ad in association with NAPB
- Lender websites that allow online classified advertising
- DentalAssociateCareers.com website postings
- Regular broadcast emails to our client database of several thousand dentists
In addition to this regular marketing, we also do specialty print advertising and specialty database emailings for listings that require more targeted marketing.

Q. How can I make my practice more valuable?
A. Easy things you can do include cleaning, a fresh coat of interior paint, replacing mismatched waiting room chairs, carpet and grout cleaning, and clearing out clutter, boxes, and storage areas. Also, start concentrating on increasing production through internal marketing means, better treatment planning, and close follow-up.