Why the Numbers Only Tell Half the Story
When buying a dental practice, reviewing financial reports, production data, and patient counts is essential. But the numbers alone don’t paint the full picture.
What you ask the seller directly during due diligence can reveal critical insights into the practice’s operations, culture, challenges, and growth potential—things no spreadsheet will show you.
- The right questions can help you avoid surprises, build trust with the seller, and start your ownership journey with clarity and confidence.
In this post, we’ll outline the top questions buyers should ask the seller during due diligence—plus tips for how to ask them in a way that builds rapport and supports a smooth transition.
“Why Are You Selling Now?”
This simple question opens the door to a bigger conversation. Is the seller:
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Ready to retire?
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Burned out?
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Moving away?
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Concerned about upcoming changes?
Their answer can offer important context—and sometimes, opportunities. For example, if they’ve been coasting toward retirement, there may be room for operational or marketing improvements.
“What Procedures Do You Refer Out—and Why?”
Understanding what’s being referred out can reveal untapped revenue potential.
Ask:
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Do you refer out endo, extractions, implants, perio surgery, or ortho?
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Is it due to skill preference, time constraints, or equipment limitations?
If you’re comfortable with those procedures (or plan to bring in a specialist), this can signal significant room to grow production post-sale.
“Tell Me About Your Team.”
Staff dynamics are a huge part of what you’re buying. Ask:
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Who are the key team members?
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How long have they been with the practice?
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Are there any upcoming retirements or staffing concerns?
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What roles are essential to day-to-day operations?
Also inquire about compensation, bonuses, and overall team culture. A stable, experienced staff can make your transition much easier.
“How Do You Handle Recall and Hygiene Scheduling?”
The strength of the recall system often reflects long-term patient retention and production stability.
Ask:
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Is hygiene fully booked weeks out, or are there open slots?
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Do you have a formal recall system or automation in place?
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How often do patients return for cleanings?
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How far out do you schedule preventive visits?
This gives you insight into how well the practice supports recurring revenue and patient loyalty.
“What Marketing Efforts Are You Currently Using?”
Many retiring sellers scale back or eliminate marketing. That’s not always a bad thing—it can mean room to grow.
Ask:
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Do you do any online or offline marketing?
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Do you track where new patients come from?
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Is there a website or social media presence?
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Are you getting referrals from other providers?
If the practice has grown organically or by reputation alone, even a small marketing effort could yield big results under your ownership.
“What’s Your Approach to Treatment Planning and Case Acceptance?”
Clinical philosophy matters. Understanding how the seller recommends treatment can help you assess patient expectations and communication norms.
Ask:
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Are you more conservative or comprehensive with treatment planning?
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Do you use intraoral cameras or other patient education tools?
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How do you present larger cases?
This will help you plan how to maintain trust with existing patients—or shift communication strategies over time.
“Are There Any Known Equipment or Facility Issues?”
This isn’t just about age of equipment—it’s about function and future costs.
Ask:
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What equipment is leased, and what’s owned?
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Are there any maintenance issues or needed replacements?
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How old are the major systems (e.g., compressor, vacuum, sensors)?
A good seller will be honest. Catching this early helps you budget wisely and may support negotiations.
“What Would You Improve If You Were Staying?”
This is one of the most revealing questions you can ask. Sellers often know where the practice could improve—but didn’t want to invest the time or money themselves.
You might hear:
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“I’d upgrade the technology.”
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“I’d extend hours or offer more payment options.”
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“I’d update the website and start doing social media.”
These insights can become part of your growth plan post-sale.
“What Should I Expect in My First 90 Days?”
This gives the seller a chance to coach you a bit and set realistic expectations.
Ask:
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How quickly do you expect patients and staff to adjust?
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What’s the best way to introduce myself to patients?
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Are there any quirks or “unwritten rules” I should know about?
A seller who wants a smooth transition will be happy to offer this perspective.
Ask Questions That Build a Foundation
During due diligence, don’t be afraid to ask more than just what’s on paper. Smart, respectful questions show the seller that you’re serious—and they help you walk into your new role prepared.
- After all, you’re not just buying numbers—you’re stepping into a leadership role. Understanding the story behind the stats helps you lead with confidence.
Ready to Start Your Due Diligence Journey?
At American Practice Consultants, we help dental buyers navigate every step of the process—from asking the right questions to interpreting the answers.
Contact us today for a confidential buyer consultation and start your transition with clarity.