Most dentists know that selling to a DSO can lead to life-changing financial outcomes, but very few understand the timeline that gets them there. They assume the process is as simple as receiving an offer, signing some papers, and handing over the keys. The reality is far more structured, and those who understand the stages in advance move through the process with less stress, stronger positioning, and better outcomes.

Over the years, I have guided hundreds of millions of dollars in dental practice transactions. Every successful sale follows a timeline. The details may vary, but the phases are consistent. If you know what to expect, you can prepare strategically and avoid costly surprises.

The first phase begins long before you ever speak to a buyer.

Preparation is where the real value is created. This is when you position your practice to command top offers.

It starts with a strategic valuation through the lens of a DSO buyer. This is not a quick broker estimate. It is a detailed analysis of profitability, operational structure, hygiene strength, staffing stability, and growth capacity. From there, targeted improvements are made. Systems are documented. Hygiene programs are strengthened. Financial reporting is cleaned up.

This phase can take anywhere from three months to a year, depending on the state of the practice. Doctors who invest the time here consistently receive higher offers and smoother deals later. Skipping preparation is the single biggest reason strong practices receive underwhelming offers.

Once preparation is complete, the practice goes to market.

This is when your advisors begin contacting qualified DSOs, presenting your practice confidentially, and creating a competitive environment among buyers.

Non-disclosure agreements are signed. A secure data room is set up with financials, production reports, and operational details. Serious buyers begin their initial review. This phase is about controlling information and setting the tone. The goal is to create competition so buyers sharpen their pencils.

This phase typically lasts four to eight weeks. Done well, it sets the stage for multiple offers and favorable deal terms. Done poorly, it can limit interest and reduce negotiating power.

Once buyers have reviewed the data, they submit Letters of Intent.

These are non-binding offers that outline valuation, structure, and key deal terms.

This is where headline numbers can be misleading. A ten million dollar offer with half tied to aggressive earn-outs is not the same as a ten million dollar offer with most paid at close. Structure matters. Cultural fit matters. This is the stage where experienced representation makes the difference between a decent deal and a great one.

Negotiation typically takes four to six weeks. The goal is to maximize value while ensuring terms align with your goals for post-sale involvement, staff retention, and future payouts.

Once an LOI is signed, the due diligence and legal phase begins.

This is where DSOs do a deep dive into every aspect of your practice. Financial statements are scrutinized. Production data is verified. Employee agreements, leases, and vendor contracts are reviewed. Operational systems are examined to ensure there are no hidden surprises.

Simultaneously, attorneys draft and negotiate the purchase agreement and ancillary documents. This phase is often intense. It is where deals can stall if preparation was rushed or information is incomplete.

Typical timeline: six to ten weeks. A well-prepared practice with clean financials and strong systems moves through this phase smoothly. A poorly prepared one gets bogged down in requests, revisions, and delays.

The final phase is closing and transition.

Once all legal documents are signed, funds are transferred and the practice changes hands. But the process doesn’t end there. DSOs have structured integration plans. They align operational protocols, communicate with staff, and begin implementing their systems.

For the seller, this phase often involves a defined transition period. Many doctors stay on for one to three years to support continuity and meet post-sale obligations. Others negotiate shorter involvement depending on their goals. Staff and patient communication are critical here to maintain stability.

This phase typically takes four to eight weeks post-close to fully stabilize operations under the new ownership.

Understanding the deal timeline allows you to control it.

When you know what comes next, you can anticipate what buyers need, prepare accordingly, and avoid delays that weaken negotiating leverage. It also helps you plan your personal and professional transition with clarity.

Doctors who rush into the process without understanding these phases often feel overwhelmed and reactive. Doctors who approach it strategically move through each phase with confidence, knowing they are maximizing their outcome every step of the way.

I’ve been directly involved in over two hundred million dollars in dental practice transactions and indirectly involved in over two hundred million more. I’ve seen every stage of this timeline play out, from smooth, well-planned deals to chaotic, last-minute scrambles. The difference always comes down to preparation.

If your practice is generating more than one million dollars in revenue, now is the time to see where you stand. My team and I offer a comprehensive appraisal and positioning report, valued at $2,743, at no cost to qualified practice owners. This analysis lays the groundwork for a smooth, strategic sale on your terms.

Every successful DSO deal follows a timeline. The question is whether you’ll enter it prepared—or let the timeline control you.

To your unstoppable success,
Your Team at Everything DSO