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Doctor Demographics
Doctor Demographics
I write about where to put a practice, the market conditions that are influencing the places where dentistry works best, and the trends that are helping or inhibiting practice.
Blog By:
Mike Green
Mike Green

Uncovering Hidden Gems: Finding Not-So-Obvious Practice Deals

5/14/2025 8:55:16 AM   |   Comments: 0   |   Views: 17
Uncovering Hidden Gems: Finding Not-So-Obvious Practice Deals

Looking to buy a practice in 2025 without overpaying? In this episode of The Perfect Place to Put a Practice, we reveal 5 powerful strategies to uncover hidden deals on practices for sale. Learn how to leverage your network, find off-market and distressed practices, use creative outreach, negotiate flexible deal structures, and transform fixer-uppers into thriving practices. Perfect for doctors ready to start or expand their practice ownership journey!




Podcast Transcript

Welcome back to the Perfect Place to Put a Practice podcast, designed for doctors ready to leap into practice ownership. I’m your host, Mike Green, from Doctor Demographics. Today, we’re exploring how to get ahead in 2025 and 2026 by finding not-so-obvious deals on professional practices for sale at great prices.

Before we dive in, I want to thank all of you who have been listening and providing great feedback over the years. You are our clients and friends, and we’re committed to making your transition to practice ownership—or buying your second, third, or even fifteenth practice—as smooth as possible. Doctor Demographics is dedicated to this, and I am personally committed to helping you through the process. In the last episode, I mentioned my new book, *Dental Marketing Mastery*. I’m thrilled to share that it’s now available on Amazon in softcover, with the hardcover coming soon, and I’m currently recording the audiobook. It’s priced accessibly, and I’d appreciate your support and feedback if you check it out.

Now, let’s talk about the professional practice market in 2025 and 2026, which is dynamic, to say the least. Baby boomer doctors are retiring in droves, flooding the market with practices. However, the obvious listings—polished practices on broker websites—often come with premium price tags and fierce competition. Many have been listed for a long time, sometimes due to overpricing or hidden issues, much like in the home real estate market. Economic uncertainties, such as potential tax changes or financing challenges, are also making buyers more cautious. So, how do you find under-the-radar deals that others overlook? We’ll unpack five key strategies tailored for 2025 and 2026.

Before we start, I want to clarify that I’m not casting shade on real estate brokers. They play a vital role in navigating the turbulent waters of practice acquisition. I recommend assembling a full team of professionals, including a great realtor, accountant, lawyer, practice transition consultants, and, of course, Dr. Demographics. This dream team ensures you get the right price, deal, and situation for success. That said, there are times when you need to do some research on your own before unleashing your rockstar team, and that’s what we’re covering today.

Strategy Number One: Build and Leverage Your Professional Network

Networking is a powerful tool for finding under-the-radar practices, even if it feels like a buzzword you’d rather avoid. Specifically, target veteran “gray-haired” doctors—experts who treated us when we were young. Many of the best deals haven’t hit the open market yet, often sold quietly through personal or family connections. With a surge of retirements expected in 2025 and 2026, particularly among dentists and veterinarians, these doctors may be your golden ticket. They might prefer to avoid public listings and broker fees, starting conversations directly with you. To make this work, attend local professional meetings, study clubs, and continuing education events with intention. Introduce yourself to veterans, saying something like, “Dr. Smith, I was thinking about you and what’s next for your practice.” Follow up with a lunch meeting or tap into alumni networks from schools to identify doctors nearing retirement. A pro tip: spend 80% of your search time networking and only 20% browsing listings. This 80/20 rule keeps you focused on finding opportunities before they’re polished and listed.

Strategy Number Two: Target Off-Market and Distressed Practices

Distressed practices can be hidden gems, much like fixer-upper homes. My wife loves watching TV shows about home renovations, but as we know, some projects are disasters—underscoring the need for a smart team. However, these practices can offer the best opportunities. They might be struggling due to mismanagement, outdated systems, or personal circumstances like a doctor’s health issues or forced relocation. In 2025 and 2026, economic pressures like high interest rates and staffing challenges are pushing owners who once planned to work another 5–10 years to consider selling quietly to the right buyer. To find these practices, think like a detective. Reach out to supply reps, equipment technicians, and professional accountants in the industry—they often hear about practices in transition before anyone else. Drive through neighborhoods you’re interested in and look for outdated practices with old signs or neglected parking lots. You might be welcomed enthusiastically when you express interest. Another angle is ex-corporate practices, like dental service organizations (DSOs) offloading locations that don’t fit their growth strategy. These practices often have updated systems and fresh staff, making them priced to move.

Strategy Number Three: Use Creative Outreach Methods
 
In 2025, stand out with creative outreach. Traditional emails and phone calls still work, but think outside the box to differentiate yourself from the dozens of messages doctors receive. For example, send a message like, “Hey, Dr. Jones, I’m a local dentist looking to acquire a practice in Kansas City. I’d love to hear about your plans and any leads you might have.” This plants a seed, prompting the doctor to consider selling or sharing leads. Bolder still, call a practice directly and say, “Dr. Jones, this is Dr. Green. I’m exploring opportunities to buy a practice in the area. Do you know of any considering a transition?” These questions avoid a hard sell, fostering conversation. Don’t overlook social media—join professional groups on LinkedIn or Facebook specific to your field. Share your journey as a buyer organically, saying, “I’m on the hunt for a practice in Houston, Texas.” You might be surprised by the leads that come your way.

Strategy Number Four: Explore Creative Deal Structures
 
Creative deal structures can be exciting, especially with the right team. In 2025, high interest rates and stricter lending standards make financing tough, so sellers may be open to flexible terms, particularly for less competitive listings. Options like seller financing, earnouts, and deferred payments make practices more affordable. With seller financing, the seller acts like a bank, letting you pay over time, reducing upfront costs and showing commitment. Earnouts tie payments to future performance, lowering risk for both sides. Deferred payments, spread over years, ease cash flow for younger buyers with limited funds. These structures are common for smaller practices grossing under $2 million, which often face less buyer interest. Work with a broker or lawyer to negotiate terms, creating a win-win for you and the seller.

Strategy Number Five: Focus on Fixer-Uppers with Growth Potential 
 
Fixer-upper practices with outdated technology or systems—like those still using paper and fax machines—can be appealing if you’re the right buyer. In 2025, buyers prioritize growth potential, and these practices often come at a discount due to the work involved. Look for practices with strong fundamentals: a good location, loyal patient base, low overhead, and consistent production, especially in core services like dental hygiene. Practices grossing $750,000 to $1.2 million offer clear growth opportunities with the right marketing strategy. Before buying, conduct thorough due diligence, including a site viability report from Dr. Demographics, and consult your accountant. Involve your equipment dealer to assess upgrade costs accurately.

To illustrate, I recently spoke with a young dentist in Colorado who found her dream practice through a tip from her supply rep. The unlisted practice, owned by a retiring doctor with outdated systems, wasn’t on the market. She negotiated a deal with partial seller financing, invested in modern tech, and doubled the practice’s revenue within years. The seller was proud of the legacy built. This shows the power of thinking outside the box.

For you, start by defining your goals. It’s not too late to open a practice in 2025 or be ready by early 2026. Be creative, pound the pavement, and don’t rely solely on traditional methods, which can be frustrating. I hope this opens your mind to finding not-so-obvious practice deals. Thanks for joining this episode of the Perfect Place to Put a Practice podcast. For dentists, check out *Dental Marketing Mastery* on Amazon and let me know what you think. We’ll see you on the next episode.
Category: Marketing, Practice Transitions
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