Dear Reader,

You’ve built a solid practice. Good numbers. Loyal patients. Strong hygiene. Maybe even a fresh renovation and the latest tech.

But here’s a reality check most dentists don’t see coming:

DSOs aren’t just buying your practice. They’re buying you. And if they’re not impressed? The deal’s dead before it starts.

Let that sink in.

Dear Reader,

You didn’t build your practice overnight.

You built it through:

• Late nights and early mornings
• Missed family dinners and weekends on call
• Hiring and firing
• Sleepless nights over payroll, patients, and problems no one else could solve

So when it comes time to sell? You’re not just handing over a business. You’re handing over your life’s work.

And the fastest way to destroy everything you’ve built… is to sign with the wrong DSO. Because not all buyers are equal. And not all deals are designed to honor what you’ve built. Some are wolves in scrubs. All smiles up front — until the ink dries.

Dear Reader,

Here’s a little secret most practice owners don’t want to admit:

Your associates are watching you. Closely. Quietly. Constantly. They watch how you lead. They notice when you're distracted. They feel when something shifts — even when you don’t say a word.

And if you think they aren’t already talking to recruiters…
Googling DSOs…
Browsing Facebook groups with “practice exit” threads…

You’re wrong. Because while you’re trying to hold the practice together, they’re thinking about what’s next. And if you’re not the one leading that conversation? Someone else already is.

Dear Reader,

You’ve heard the stories. A friend sells their practice. Two years later, they’re semi-retired. Kids in private school. Beach house in Florida. No more 12-hour days. No more insurance games. No more late-night stress.

You smile, nod, and tell yourself:

“I’ll wait a few more years. Grow a little more. Time it just right.”

But here’s what we’ve learned after guiding hundreds of doctors through the DSO process:

Dear Reader,

You’ve heard all the warnings before:

“The market’s cooling down.”
“There’s more competition than ever.”
“You need more leads if you want to survive.”

But let’s set the record straight.

Dear Reader,

Let’s talk about the most frustrating part of real estate.

No, it’s not paperwork.
It’s not nosy neighbors at open houses.
It’s not even lowball offers.

It’s leads that disappear.
You know the ones.

They clicked.
They inquired.
Maybe they even said, “We’re ready to make a move.”

And then… poof.

It’s the “go-to plan” for broke agents who don’t know any better.

Dear Reader,

You hear it all the time:

“I just need to get a few rentals under my belt.”
“That’s my retirement plan—passive income.”
“I want to start building wealth, so I’m looking for a duplex.”

If you’re a real estate agent over 60, chances are you’ve thought the same thing. Maybe you even own a few rentals already.

But here’s the truth nobody wants to say out loud:

No shady stuff—just smart, strategic influence.

Dear Reader,

Let’s get something straight right up front:

You don’t win in real estate by being the nicest agent in the room.
You win by being the smartest, sharpest, and most strategic.

And if you’ve been in this business long enough, you know how it feels to lose a listing you should’ve won.

Maybe you were late to the table.
Maybe the seller had a “friend” in the business.
Maybe the other agent talked a good game but couldn't back it up.

Whatever the case, here’s the good news:

Competing on price is a race to the bottom.
Here’s how the pros win without discounting.

Dear Reader,

If your biggest selling point is “I’ll do it for less,” you’ve already lost.

Because competing on price doesn’t position you as the best choice.
It positions you as the cheapest option.
And when you’re the cheapest, you’re never respected—you’re just tolerated.

That may work for selling toilet paper.
But it’s a terrible strategy for selling homes.

Dear Reader,

You’ve probably heard this one before:

“The house is too dated.”
“Buyers want move-in ready.”
“This one’s going to be a tough sell.”

That’s what most agents say when they walk into a house with green shag carpet, gold fixtures, and cabinets that haven’t seen daylight since the Reagan administration.

But here’s what the top agents know: