Not Every Practice Is Turnkey — And That’s Okay
In an ideal world, every dental practice for sale would be modern, efficient, fully staffed, and ready for a seamless transition. But in the real world? Many great practices need some level of updating, cleanup, or support before a buyer feels ready to take over.
If you’re preparing to sell and your practice isn’t fully “turnkey,” that doesn’t mean it won’t sell. It just means you should be prepared for certain types of buyer feedback—and know how to respond to it.
— Knowing what to expect can help you stay calm, objective, and strategic during the sale process.
Common Buyer Feedback on Non-Turnkey Practices
1. “The equipment is outdated”
Buyers may express concern if your chairs, delivery units, or technology (x-rays, sensors, practice management software) are more than 10–15 years old.
— What it really means:
They’re mentally calculating how much they’ll need to invest after closing. It’s less about cosmetics, and more about functionality and cost.
— How to respond:
Be honest about the age of your equipment. If it still functions well, say so—and provide maintenance records if available. You may also consider adjusting your asking price slightly if major upgrades are needed.
2. “The financials are hard to follow”
Buyers and banks want clean, easy-to-understand financial records. If your bookkeeping is messy or inconsistent, they’ll raise red flags.
— What it really means:
They’re not confident they can trust the numbers—and that makes financing difficult.
— How to respond:
Get help from your CPA or broker to clean up and summarize your last 3 years of tax returns, P&Ls, and production reports. A buyer who sees effort and transparency is more likely to stick with the deal.
3. “I’m concerned about staff turnover or morale”
If your practice has had recent staff changes—or the team seems disengaged—buyers may worry about continuity after the sale.
— What it really means:
They fear they’ll lose institutional knowledge or patient relationships if staff leave post-sale.
— How to respond:
Be proactive. Offer short-term retention bonuses, outline who’s staying, and talk about the strengths of your remaining team. A buyer wants to see a plan, not perfection.
4. “The systems seem a bit disorganized”
If you’re still using paper charts, have a loose recall system, or your scheduling and billing processes are informal, buyers may be hesitant.
— What it really means:
They’re asking: “How much work will it take to modernize this?” It’s a question of time, effort, and staff training.
— How to respond:
Highlight the strengths of your current system. If your paper system is consistent and works, say so. Also, emphasize any opportunities the buyer has to streamline and make the practice their own.
5. “It feels like there’s no clear transition plan”
Even if your practice is profitable, buyers may hesitate if it’s unclear how patients and staff will be introduced to the new owner.
— What it really means:
They’re worried about patient attrition and post-sale chaos.
— How to respond:
Share your plan to communicate the transition to patients, offer to stay on for a short period, and discuss how you’ll support the buyer through credentialing, introductions, and continuity of care.
Turning Buyer Feedback Into Opportunity
The best sellers don’t take feedback personally—they use it to identify roadblocks, adjust expectations, and show flexibility where it matters most.
Some simple ways to stay proactive:
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Ask your broker for feedback summaries after showings or buyer calls
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Document what’s working well, even if it’s not shiny or new
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Be transparent about challenges, and show a willingness to help solve them
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Don’t fix everything—just the right things that matter most to buyers
A non-turnkey practice can still be a great opportunity—especially if the buyer feels informed, supported, and respected throughout the process.
Final Thoughts: It’s About Confidence, Not Perfection
Most buyers know that no practice is perfect. What they’re really looking for is transparency, realistic expectations, and a seller who’s invested in a smooth transition.
Whether your office needs a few updates or a full refresh, the right buyer will appreciate your honesty—and may even see the chance to make it their own as a benefit, not a burden.
Need Help Positioning Your Practice for Buyers?
At American Practice Consultants, we help sellers navigate buyer feedback, anticipate objections, and tell the full story of their practice—strengths, quirks, and all. You don’t need a perfect practice to sell. You just need a thoughtful plan.
📞 Schedule a confidential consultation to learn more.