What Most Dentists Get Wrong About Selling a Dental Practice – podcast by Dr. Scott Leune

If you’re exploring your options for selling a dental practice, this episode of The Dental CEO Podcast is essential listening. Hosted by Dr. Scott Leune, this episode—titled Dentistry’s Dirty Little Secret—uncovers critical financial misconceptions that could cost you hundreds of thousands of dollars.

Dr. Leune breaks down why so many dentists unknowingly walk away from the profits they’ve worked decades to build. He explains how certain deals—especially with DSOs (Dental Support Organizations)—look attractive on the surface, but fall apart when you run the math.

Before you sign a letter of intent or start talking valuations, take 30 minutes to understand what Scott reveals. It may completely change how you view your practice’s worth—and reshape your retirement plans.

About The Dental CEO Podcast

The Dental CEO Podcast is where real-world business strategy meets everyday dental ownership. Hosted by Dr. Scott Leune, the show gives dentists a direct line to the kind of insight you don’t learn in school—how to grow a business, lead a team, protect profits, and exit on your own terms.

Every episode is packed with straight talk, financial clarity, and proven strategies to help you build a practice that works for you, not the other way around.

Check out all the Dental CEO Podcasts episodes

Meet the Host: Dr. Scott Leune

Dr. Scott Leune is widely recognized as one of the sharpest minds in dental business strategy. He’s the founder of Scott Leune’s Webinars and Seminars, a national education platform that’s helped over 10,000 dentists learn how to open, scale, and sell profitable practices.

Dr. Leune’s background combines clinical experience with deep financial and operational knowledge. He’s not just speaking from theory—he’s led multi-location practices, coached hundreds of dental CEOs, and helped doctors extract maximum value from their businesses.

When Scott talks about dental practice valuation, EBITDA, and how to sell a dental practice the right way—he speaks from years of hands-on experience.

Key Takeaways

Dr. Scott Leune makes a bold statement: many dentists are unknowingly giving away their practices for free. The reason? Misunderstood deal structures with DSOs (Dental Support Organizations) that look profitable—but often aren’t.

Here’s how Scott breaks it down:

1. Understand the Real Math Behind Selling a Dental Practice

Scott believes most dentists don’t run the numbers clearly enough. He points out that a practice collecting $1 million annually with $150,000 in EBITDA might sell privately for around $750,000—a standard 5x EBITDA multiple.

By comparison, a DSO might offer 8x EBITDA. That sounds better, but Scott warns it’s not that simple.

2. Employment Requirements Cancel Out the Gain

Dr. Leune emphasizes that DSO deals often come with three- to five-year employment commitments. That means the seller continues working—but no longer owns the business.

Scott’s point is clear: If you work for five more years and give up your EBITDA in return for a slightly higher upfront check, you’re not really selling. You’re exchanging future profits—and the control of your business—for a job and a gamble.

3. DSOs Use Your Own EBITDA to Pay You

Scott explains that in many DSO deals, the purchase price is paid using the practice’s own profits. He highlights this as a fundamental flaw:

“They’re using your EBITDA over the next five years to fund the price they offered you today.”

In his view, this makes many deals structurally unfair to the seller.

4. Beware the Stock Play

Dr. Leune warns against what he calls the “stock myth.” DSOs often promise huge upside through equity—suggesting a future payout once the organization sells again.

But Scott says there’s no guarantee the stock will grow or even become liquid. Many dentists are stuck with shares they can’t cash in, after years of work with no additional profit.

5. Fix the Business First, Don’t Rush to Sell

Rather than selling under stress, Scott urges dentists to solve the root problems.

“Hire a consultant. Cut back your clinical days. Keep your EBITDA and build the practice into something that can function with minimal effort.”

In other words, optimize the business first, and then sell the dental practice when you’re truly ready to walk away.

6. When a DSO Offer Does Make Sense

Scott believes the only time a DSO deal is worth considering is if the offer is extremely high—10x to 12x EBITDA—and doesn’t come with a long-term employment commitment.

Otherwise, he says most dentists would be better off holding the practice, collecting five more years of EBITDA, and then pursuing a traditional dental practice valuation sale to a private buyer.

From Scott’s perspective, the biggest mistake in how to sell a dental practice is not understanding the true cost of giving up ownership. He wants dentists to know the math, question the fine print, and ultimately protect their long-term wealth.

Final Thought from Scott Leune

“Too many dentists are selling their practice with the illusion of relief and wealth—only to trade control, profit, and freedom for a stressful five-year job and risky stock.”

If you’re researching how to sell a dental practice, learning about dental practice valuation, or wondering how EBITDA affects dental practice sales, this episode offers a wake-up call. Before you sell a dental practice, make sure you understand what you’re really agreeing to.

Selling a dental practice? Don’t do it blind.
Valuation dental practice decisions? Run the math.
EBITDA dental practice evaluations? See the full picture.