Graham Keeling – Selling a Long-Established Family Dental Practice
Graham Keeling and his team owned a well-established dental practice that had served its local community for decades. The practice had been family-run since the early 1980s and held strong patient relationships and goodwill within the village.
“It’s a practice in the village of Rottingdean and it’s been family run since 1982, and we were the second owners.”
Although the business was performing well, Graham had always understood that one day he would need to step away. Rather than leaving the decision until retirement, exit planning was something he kept in mind throughout ownership.
“If you’re running a business, you’ve always got to have that thought in the back of your mind.”
Eventually, the opportunity to sell arose when the practice was approached by a potential buyer.
The Challenge
Selling a dental practice was not simply a financial decision. The business represented years of work, patient trust, and a team Graham had built and supported.
Like many owners, he initially explored different agencies and valuations.
“We’d always get multiple valuations.”
However, he quickly noticed a difference between providers. Some valuations appeared overly optimistic and difficult to rely on, which reduced confidence in the process.
“You’d get a valuation you knew was unrealistically high… it didn’t seem a very honest way of doing business.”
Graham needed reassurance, realistic advice, and a clear path forward. Most importantly, he wanted to know the sale would be handled by people who understood dentistry specifically, not just general business sales.
“You really want to let someone handle that that’s got expertise and a really good reputation… a sector specialist.”
The Approach
After comparing options, Graham chose a specialist dental broker to guide the transaction.
What mattered most was confidence and communication. The sale process involved coordinating buyers, solicitors, lenders, and regulatory requirements, all while continuing to run a busy practice.
“You want someone that’s going to have patience and guide you through the process and make you feel confident.”
Timing also became important due to external financial pressures, so completing the transaction within a specific timeframe was a priority.
“We were keen to get everything finished way in advance… but FTA really helped push things along so it happened within the timescale we wanted.”
Throughout the transaction, responsiveness and clarity were key factors in reducing stress.
“People weren’t as responsive as FTA. Just that general sense of professionalism.”
The Result
The sale completed successfully to a buyer Graham trusted, and the owners felt supported throughout the process.
“We had confidence in FTA and confidence in the buyer.”
Having professional guidance removed uncertainty and allowed them to focus on running the practice while the transaction progressed.
“Having professional support has made the whole process much easier… a more pleasant experience.”
Without that support, the process would have required extensive research, legal understanding, and time commitment outside their expertise.
“It would be so time consuming… we’re not experts on it. It’s a bit like trying to build a house on your own if you’re not a builder.”
Key Takeaways
Graham Keeling’s experience highlights several important lessons for dental practice owners considering selling:
- Exit planning should begin early
- Specialist dental knowledge matters in a practice sale
- Realistic valuations are more valuable than inflated ones
- Communication and responsiveness reduce stress
- Professional support protects both time and value
For Graham, the process was not just about completing a transaction. It was about ensuring the practice, patients, and team were transitioned properly while safeguarding the value of decades of work.
