For many dentists, selling a dental practice is the single biggest business decision of their career. It involves far more than agreeing a price. It represents years of work, relationships with patients and staff, and often the main financial asset that will fund retirement or the next stage of life.
A recent testimonial from dental practice owner Graham Keeling offers a clear, real-world insight into what the process actually feels like and why careful planning and professional guidance are so important.
A Practice Built Over Generations
Graham Keeling owned a long-standing family practice with deep local roots.
“It’s a practice in the village of Rottingdean and it’s been family run since 1982 and we were the second owners.”
Like many practice owners, the business was not just an investment. It was a major part of life and identity. Because of that, exit planning had always been in the background.
“Obviously always had exit planning in mind. If you’re running a business, you’ve always got to have that thought in the back of your mind.”
This highlights an important point for dental practice owners: planning to sell a dental practice should begin years before the sale itself. Preparation affects valuation, buyer confidence, and how smoothly a transaction proceeds.
Comparing Valuations and Choosing a Dental Specialist
Before moving forward, Graham Keeling explored the market and spoke with multiple agencies.
“We’d always get multiple valuations and Frank Taylor’s always came across as the most professional.”
One of the key deciding factors was specialist expertise within the dental sector.
“You really want to let someone handle the sale that’s got expertise and has got a really good reputation… and also a sector specialist as well.”
Dental practice sales differ significantly from ordinary business transactions. They involve NHS contracts, goodwill valuation, associate agreements, lender approval, and regulatory considerations. Owners often discover that a dental broker with sector knowledge provides a level of reassurance a general business agent cannot.
Trust During the Sale Process
Selling a dental practice is not purely financial. It is emotional. Owners are handing over something they have built over many years.
“It’s our business that we’ve built up… you want someone that’s going to have patience and guide you through the process and make you feel confident.”
In this case, the buyers were already known, but confidence in the process remained crucial.
“We had confidence in Frank Taylor & Associates and confidence in the buyer.”
Responsiveness and communication also stood out.
“People weren’t as responsive as FTA. Just that general sense of professionalism.”
For many sellers, regular updates and clarity during negotiations are just as important as the valuation itself.
Managing Timescales and External Pressures
Like many dental practice sales, timing became important due to external factors.
“We were keen to get everything finished way in advance… but FTA really helped push things along so it all happened within the time scale we wanted.”
Coordinating lenders, solicitors, compliance checks, and contracts can be complex. Experienced dental brokers often play a central role in keeping transactions moving and preventing delays.
Why Professional Support Matters
Many practice owners initially believe they could manage parts of the sale themselves. Graham Keeling’s experience shows why that can quickly become unrealistic.
“Having professional support has made the whole process much easier… a more pleasant experience.”
Without specialist guidance, the workload alone can become overwhelming.
“It would be so time consuming because we’d be researching things the whole time and we’re not experts on it.”
He summarised the challenge simply:
“It’s a bit like trying to build a house on your own if you’re not a builder.”
The Importance of Honest Valuations
Another issue Graham Keeling encountered was unrealistic pricing from some agencies.
“Maybe you get a valuation you knew was unrealistically high… it didn’t seem a very honest way of doing business.”
An accurate dental practice valuation is essential. Overpricing can discourage buyers, delay completion, and ultimately reduce the achievable outcome. Market-supported pricing helps attract serious purchasers and leads to smoother negotiations.
Emotional Support and Reassurance
Beyond financial advice, sellers often need reassurance throughout the process.
“You’ve got an extra backup, somebody you can talk to about it, somebody impartial in the situation.”
Selling a dental practice involves uncertainty and important financial decisions. Having an experienced advisor provides both practical and emotional support.
Key Lessons for Dental Practice Owners
Graham Keeling’s experience highlights several valuable lessons for anyone considering selling a dental practice:
- Exit planning should begin early
- Specialist dental brokers provide essential industry knowledge
- Clear communication reduces stress during a transaction
- Realistic valuations are crucial to achieving a sale
- Professional support saves time and protects value
Ultimately, a dental practice sale is not simply a transaction. It is the transition of a business, a team, and a patient community. Careful preparation and experienced guidance can turn what might feel daunting into a structured and positive experience for the owner.
