Aug 19

Quacks like a broker, but not a broker?

If quacks like a duck, is it a duck?
Recent question from a dentist looking into OnlyTheBestPractices: Joe, everything you offer seems just like a practice broker.  How do you see yourself differently??

My response:

There are several differences.

1) Valuations are done by uninvolved third-party valuation experts. Many brokers do a “free valuation” themselves. This creates a conflict of interest. The broker wants the listing, so the broker may reach for the highest possible valuation, not a valuation that is true market value.

2) There is no listing contract. I have no contract with the dentists that use me until I incur costs from third party experts link CPAs and attorneys. Only at that time do I collect my fees. The matching services are complimentary.

3) My fees are fixed, not a percentage. While there are a few practice brokers that charge fixed fees, most charge a percentage (often 10% of the selling price). Those that do charge a fix fee are significantly more expensive than my fees.

4) Representation… I represent no party in the transition. My part is to provide a method for both parties to disclose detailed information and understand each other well enough to trust each other. Both parties represent themselves.

5) Contracts… The contracts I provide come from a dental attorney with the express understanding that both sides are to be treated fairly. The majority of the contract is standardized (like a REPC in real estate), with individual needs met through an online secure questionnaire.

6) Finding a buyer. There are brokers that charge significant fees to find and match a new hire or buyer. I offer free step-by-step services that allow you to find as many potential buyers as you wish. The more the better. These services include creating a practice profile and a personality profile and then facilitating the profile packets to be sent to dental schools across the country. We have a significant number of dental schools set up to receive and pass on these profiles to their graduating students.

I hope this helps you understand the differences that we offer. Please feel free to ask any questions that may pop up.

That’s it folks… except, Dr. C thanks for asking… it gave me a chance to clarify the differences for all.

Sep 07

Dental Transitions: Partnerships, buyouts, associateships

Spouses grow to be more alike over time… You believe that don’t you?  I did (and I think that is true in my case…) but a new study puts my belief into question.  It somewhat contradicts an older study (and another one) that determined that long-time lovers tend to grow to look alike.

What both studies point out is that we tend to choose people that are like us.  At least in the West.  Imagine Yenta the matchmaker from Fiddler on the Roof in the middle of us picking our mates.  In light of those studies, it seems that close companionship was not as common in the matchmaker days.  People made due because the culture inserted a matchmaker into the middle of the match.  I guess the extra weight and friction were tolerated.

Matchmaker, Matchmaker find me a match!

Seems kind of crazy in today’s world… using a third party to make a match… yet it happens all the time.   Young men and women, looking for a match, employ a matchmaker.  I’m not talking about marriage here, I’m talking partners… especially dental partners.  New dentists don’t realize that brokers are just like Yenta… keeping the potential partners (or buyer/seller) separated.  Senior dentists feel too busy to look for buyers or partners for themselves.  Trust doesn’t form, and close partnerships never really form.

If only there were easy to follow process for practice buyers to find dental practices for sale.  If only there were a way for senior dentists to find newer dentists that could partner with or buy their practice.  There is.  Ditch the matchmaking broker.  Find your own dental practices for sale, buyers or partners.  The studies above apply here.  You will have better outcomes if your transition yourself.

First step is to create a profile that others can use to compare against their profile.  You can create a free one at OnlyTheBestPractices.  One part of the profile is a personality profile.  It’s more than those quick little tests you find on the Internet.  Here are the results when I took the test.  By the way, the numbers don’t mean as much by themselves as comparing them against a potential match.

The take-a-way: do your own matchmaking… we’ve got several free tools to help you at OnlyTheBestPractices.

Sep 10

Dental Associateships Are Under Fire

Recently I talked with a dental student from the University of Kentucky.  He has some interesting thoughts that I would like to share.  He is a very accomplished student in his third year after a stellar undergrad stint at an ivy league school.  This guy is BRIGHT!!!  I don’t have his permission to use his name, so I will call him Tom.

Tom and I spoke for over an hour about what he wanted to do when he got out.  Tom is not sure what he wants to do… if the right opportunity comes along, then he will buy a dental practice.  Otherwise, he will likely take a year for GPR.  He told me that in the previous year, only one student went on to purchase a practice directly out of dental school.  Most took associateships, became employees, or went on for advanced training or GPR.

For Tom, the first two years were grueling.  At University of Kentucky, clinical work starts in the second year, making it the most difficult.  Now that he has finished his third year (mostly clinical), he is starting to feel comfortable with the idea of buying a practice.

Tom has no idea how to go about doing that.  There is no class that teaches how to locate dental practices to purchase.  There are Lunch and Learns, where dental practice brokers come to present from time to time, so a broker is the only option Tom was aware of.  This is a crime.  Tom is an extraordinarily bright guy.  During his third year, an “Options in Dentistry” class should have been required.  Tom should know how to find a practice to join, how to hook up with clinics that will pay down his loans for a certain amount of indentured servitude, how to purchase a practice outright, or what specialized training is available after dental school.

Tom does NOT want to become an dental associate.  The dismal success ratio for associates IS one thing about post dental school he has been taught.  What a sad situation.  If something fundamentally different does not happen, graduating dental students will choose GPR or employment with large chains over associateships.

Dentistry has come up with associateships as a method to help new dentists get “residency” to hone their skills even more as well as learning the “business” of dentistry. See, associateships are a special kind of partnership.  They should be a bit like a master Jedi teaching an eager young Skywalker.  The master teaches the young Jedi the inner workings of the business side of dentistry.  There is no more efficient way. Years of dental school teach the clinical side.  The business side must be learned from a journeyman.

New dentists often don’t have any idea how to find a practice to join.  They call look over the classified ads and call on them, only to find that a great majority of them lead directly to brokers. The brokers, of course, are happy to have them call so they can talk with the senior dentists in their area to hook the new dentist up with a senior dentist (and collect a 10% fee for doing the transition legwork).

If a broker is involved, the senior dentist is the one that pays the fee.  The senior dentist is the one who has representation.  The broker is working for the senior dentist.  It is in the broker’s best interest to get the contract in place as quickly as possible so the upfront portion of his 10% fee can be collected quickly.  This may lead to a lack of full disclosure by the selling dentist’s broker.

Additionally, having a middleman between the two prospective partners makes it difficult for the parties to create a bond of trust.  No wonder the “failure” rate of associateships is so high.

How sad that everyone knows associateships have a poor track record, yet few take time to do much about it.  I challenge anyone involved in transitions or associateships to find ways to fix this general expectation of failure in associateships.  The idea of associateships is worth saving.

Joe Spencer, Transition it Yourself Enthusiast
OnlyTheBestPractices.com
OnlyTheBestPractices.com/blog

Dec 08

Bad Broker Behavior: Broker Generated Valuations

Bad Broker Behavior: Broker Generated Valuations

The Bad Broker Behavior series is intended to highlight some of the bad behaviors of some of the dental practice brokers in the US.  I do not suggest that all brokers behave this way, only that some do.  This series is offered to help dental practice sellers and buyers beware…

You may recall Dr Sally Seller from a previous post.  She is selling her dental practice through her longtime acquaintance, Bob Broker.  You may remember that Bob was fairly quick to convince Sally to drop her listing price.  Sally did drop the selling price, but got an agreement that if Bob didn’t have the practice sold in three months, the listing would expire.  At the end of the three months, Bob had not sold the practice.  Enter Bill Broker.

Bill Broker (no relation to Bob Broker) has a slightly different approach to Sally.  He offers her a “free” valuation… it is after all a $4,999.99 retail value.  Sally feels knowing the real value of her practice will help her price it right.

Sellers Beware of Bad Brokers’ perverse incentives.

Dec 07

Bad Broker Behavior: Perverse Incentives

Bad Broker Behavior: Perverse Incentives

The Bad Broker Behavior series is intended to highlight some of the bad behaviors of some of the dental practice brokers in the US.  I do not suggest that all brokers behave this way, only that some do.  This series is offered to help dental practice sellers and buyers beware…

You may recall Dr Sally Seller from a previous post.  She is selling her dental practice through her longtime acquaintance, Bob Broker.  Bob was fairly quick to convince Sally to drop her listing price.  The conversation went in this order:

  1. “Sure Sally, I think we can get $800,000 for your practice.  Because I make 10% of the selling price, it’s in my best interest to get you the most for your practice.”
  2. two weeks later: “Sally, my buyer decided to look elsewhere.  We may need to drop the listing price to attract new buyers.”
  3. two weeks later: “Sally, the market seems to have gotten really slow, we better drop the price to $700,000 if we are going to sell anytime this year.”
  4. two weeks later: “Sally, I just don’t know what has happened to the market.  We better drop the listing price to $650,000.”

Yes, Sally fell for the old Buying The Listing trick.  But there is much more going on here.  Bob suggested he was tying his incentives to Sally’s by getting a percentage of the final sales price.  Sally didn’t know that Bob’s incentives were really not in line with hers.  In a study done in the real estate business (see below for reference), it was proved that broker listed properties sold for less than properties owned and sold by the same brokers.  The brokers held out for higher prices when they sold their own properties.

That seems counterintuitive, but the study found that the incremental increase ($5,000) that Bob will see by working extra hard to get another $50,000 for Sally ($700,000 instead of the new lower price of $650,000) creates a desire in Bob to close as fast as possible so he can get another listing and get most of the commission.  By dropping the price, Bob only loses $5,000 in commissions, but stands to gain a fast $65,000 at the new lower price.  The additional work to sell at the higher price is not worth it.

Sellers Beware of Bad Brokers’ perverse incentives.

See Rutherford et al.supra note 16, at 629 (“Given that the agent receives a small portion of the transaction price as commission, the agent’s goal of maximizing the expected commission may diverge from the seller’s goal of maximizing the selling price. Furthermore, given that the targeted selling price will impact the time the asset stays on the market, the agent’s desired time on the market may diverge from that of the seller.”).

Dec 01

Bad Broker Behavior: Buying the Dental Practice Listing

Bad Broker Behavior: Buying the listing

The Bad Broker Behavior series is intended to highlight some of the bad behaviors of some of the dental practice brokers in the US.  I do not suggest that all brokers behave this way, only that some do.  This series is offered to help dental practice sellers and buyers beware…

This story takes place in a town right next to yours… It was just last week.  Dr. Sally Seller was becoming anxious to sell her dental practice.  Sally has practiced for many years and built a very nice practice.  She has been wooed for years by the local broker, Bob Broker.  Last week, Bob stopped in to see Sally and dropped off some Post-It notes in the shape of a capital B (to remind Sally that he wanted her business when she sells her practice).

Sally has been reading up on valuation rules of thumb, and figures her practice is worth 60% of last year’s collections.  Of course she is really way off by using such a simplistic way to get a valuation.  Smiling, Bob asks what she thinks her practice is worth.  She figures $720,000 because she collected $1,200,000.00 last year.  Bob suspects the practice is really worth a bit less than that because of old equipment, delayed maintenance, and a rumor that Sally has been cutting her hours back and losing patients.

“Oh, Sally, I bet I could get $800,000 for your practice!” Bob excitedly tells her.  ”I have a buyer in mind right now, so you will need to sign a listing agreement today so I can get started.”  Sally starts dreaming about laying on a beach on some sun soaked island in the Pacific.  That has been happening more and more often lately.  If Bob can really sell my practice for my practice Sally thinks, I could start packing my bags a year earlier than I thought.  ”OK, where do I sign?”

The real problem will come in two weeks.  Bob will call Sally and tell her the bad news.  ”My buyer decided to look out of state, and as I looked over your reports, I see your practice is not really worth what we thought it might be in the beginning.”  Sally will be heartbroken, because she has already started shopping for new swimsuits.  Bob will suggest the practice is really worth maybe $700,000 because the market seems to be softening up, or another practice recently sold for less, or some other excuse.

See Sally fell for the old Buying The Listing trick.  Bob knew the practice would not sell for that $800,000 price, but he wanted to lock in a six month listing with Sally.  He will make a 10% commission on the final selling price, and he cares more about getting MOST of the original listing price.  By dropping the price, Bob only loses $10,000 in commissions, but stands to gain $70,000 at the lower price.

Sally feels trapped, she has mentally sold the practice already and feels she needs to take whatever price she can get.

Beware of Brokers buying your listing.

Nov 29

A hair-brained idea: Social capital, Healthcare Co-ops & Very High Deductible Insurance

I have always been a fan of high deductible health insurance.  Insurance is for unthinkable risks, not everyday expenses.  For years I have had a $5,000 deductible policy for my family.  Before I had an HSA, I just set the deductible money aside and used it as needed to cover out of pocket expenses.  When HSAs became available, I was happy to be able to deduct those expenses.

I have often wondered why more people don’t do this, and it may be because most folks would spend the $5,000 deductible funds on other things… but I think I may have come up with a way to fix the problem for at least some of these folks.

I was reading a blog post (and an NPR story) about health care co-ops.  It seems when folks are actively involved in groups (the stories are specifically about evangelical Christian groups that created health care co-ops), their health care is significantly reduced.  It is also true that people with social connections are happier, and happier people tend to get sick less often.

The idea of the co-op is that thousands of people pay less than $300 a month for family coverage that covers up to $100,000 a year in health care expenses. Note: they will not cover health care expenses for abortions or STDs.  I pay about $300 a month for my health insurance, but remember the first $5,000 is not covered.

This got me thinking… Why not mix the two ideas? What if there was a co-op of high social capital people that would toss in a few dollars a month to cover the difference between, say $500 and $5,000?  I bet the cost would be very little, since most socially highly involved people have fewer healthcare costs overall.  This would reduce the cost to a manageable number for those without $5,000 in an account for deductibles, and give them courage to accept the higher deductible policy.

Seems something like this could be done on a governmental level… maybe a state level.  Then states would encourage people to get and stay connected to groups… and they could help their citizens.  The way health insurance is sold (different policies and requirements per state), it could not be national in scope.

Any state legislators reading?  I think it’s an idea that ought to be batted about.

Is the co-op idea how some dentists offer special insurance-like programs?  Is there a way for dentists to offer high deductible insurance with a co-op to cover anything in the middle?

Nov 24

Bad Broker Behavior: dental practice transition representation mismatch

Bad Broker Behavior: unbalanced representation

Imagine a teeter totter with two 100 pound boys on either side.  They are having fun going up and down, up and down.  It is easy to have fun because of their balance (both of them exert the same gravitational force), and their own leg muscles provide the fun.

Now imagine two different boys, one is 100 pounds and the other is 5,000 pounds.  The heavier boy has all the advantage.  There is not much the lighter boy can do to have fun.  He is at the mercy of the greater gravitational pull of the heavier boy.  If fact, the heavier boy will not have much fun either.

You think the mismatched boy story doesn’t happen?  There are about 140,000 in the US dentists that can tell you that is happens all the time, at least as an analogy.

The boys, in the real mismatch are dentists wanting to carry out a transition.  The lighter boy is a new dentist, and the heavier boy is a senior dentist.  The gravitational mismatch is provided by representational force.  The senior dentist has employed a broker that charges 10% of the selling price, and the new dentist has agreed to a dual representation with either the same broker or employed a different broker.  The new dentist has paid $2,000 for his representation, and the senior dentist will sell his practice for a million dollars, creating a fee of $100,000… a 50-1 ratio, hence the 5,000 pound force to the 100 pound force.

In real estate, there are often two brokers, one for the buyer, one for the seller.  Almost always, they split the commission that the seller pays 50/50, creating equal representation.  This balances the scales and means that both buyer and seller have brokers that will fight for their clients’ good because both brokers stand to make the same amount of money from the sale.

In dentistry, there is no such 50/50 split.  The only way to create equal representation is to skip the dental practice broker altogether.  All the broker does is evaluate the practice (another Bad Broker Behavior), market the practice, match buyers to the practice, and create the contracts to affect the transition.  This is not oral surgery we are talking about here.  The tasks are not hard, but because the brokers know the steps and the dentists don’t, the brokers have an advantage, and continue this process that allows transition representation to have a 50 to 1 ratio imbalance.

You can’t blame any one broker.  This representation mismatch has been built into dentistry by decades of brokers following the habits that their predecessors built.  Dentists can and should transition with equal representation, and the best way to do that is to not use a broker at all.  The buyer and seller represent themselves.  The transition tasks, once understood, can easily be accomplished by both buyers and sellers.

Social media is driving our society towards trust and openness.  Fundamental attitudes are shifting.  If both the buyer and seller embrace this new ethos and are open and trustworthy, then balanced self representation dental practice transitions can be fun.

p.s. I thought I had posted this already… sorry for two posts in one day, but this post was supposed to be published at the same time my YouTube Bad Broker Behavior video with similar content when out.

Nov 24

What Dentists should know about Websites and Social Media (Facebook, LInkedIn and Twitter)

Many of you will have heard of Social Media for Dentists if you are active on Facebook.  Jason Liscomb and Steven Knight  are the super powers behind this amazing business.   If you had done a Google search on them you would find landing pages for their books (both of them are extensive 400 page tomes that walk a dentist through the social media landscape).  They don’t seem to have a really flashy, self promotional website, but they are very successful.  how is this possible?  They KNOW social media… and use it amazingly well.  Their business is mostly found on Twitter and Facebook.  Jason has a bit of a profile on LinkedIn, but no connections to speak of.

I talked with Steven yesterday for maybe an hour.  I bought both their books because I have been following them for some time and because we have similar feelings about social media.  I read a lot… and look forward to reading their books.

There are a couple things Steven shared with me yesterday that are of special importance to dentists.  I know of dentists that are spending upwards of $10,000 on websites… and huge amounts on Facebook pages.  I asked Steven if he knew of a dentist that had a nice, functional website and social media presence that they didn’t spent a ton for.  I wanted a real success story.

He told me of Omega Dental Care.  If you Google “Omega Dental” they show up first in the results (though they show up no where near the top of a search on “Eden Prairie dentist” or its derivatives — they need some SEO help).  Omega Dental has a functional website without a lot of Flash programming.  They have a VERY functional FaceBook page.  (Steven mentioned that he built the Facebook page for $500 when I lamented that too many dentists pay too much for social media presence and over-the-top websites)

Here is the take a way: Dentists don’t need super expensive websites.  Dentists need a LinkedIn Profile and to join groups like the Dentist Network group for their professional networking (Business to Business) efforts.  Dentists NEED a Facebook page for their patient facing efforts (Business to Consumer). Most of their action should be on Facebook.  They need a $500 Facebook presence, and then… here is the important part: then they need to be social.  Start friending every patient you have.  Post on their walls when they visit your office.  Tell them (and their friends) that you loved having them come in.

Follow the example of Jason and Steven.  focus your efforts on the social media that matters most, and give, give, give value.  The more value you give, the more trust you build.  The more trust you build, the more likely you are to attract a new patient or hold your existing patients.  Your efforts, like happiness, will spread like a contagion through three levels.  Even your friends’friends’ friends will feel the happiness you build.  Now, that’s a lot of potential patients!

Nov 16

Tim Draper, the best friend a failing dentist never had

The morning was already too hot.  I was on my way into work.  It was July in the mid 1990′s.  I despised my heavy winter coat laying on the seat next to me.  I realized I had slid to the lowest rung that a computer programmer could fear.  I had been assigned for the past several months to work on IBM mainframe assembly code on a project that had shipped a decade earlier.  I had to use the terminal in the 58 degree temperature controlled windowless mainframe room to do my programming.  The company valued the project so little that they didn’t even provide terminal emulation software that would allow me to debug the code from a cubicle.  I had to take breaks to warm my hands and get the feeling back in them.

I was finding ever more difficult to show up in the morning.  I had destroyed my career and future.  No one would want to hire me after working on such an assignment…  and so went my thoughts.  On one of my ever increasing breaks from the cold room, Tim Draper pulled me aside.

Tim was one of my co-workers.  I didn’t know him well, but as it turned out, he was one of the best friends I have ever had.  Tim, on that fateful day, pulled me into his room.  He told me that he was seeing in me some of the things that he was learning to see in himself, with the help of a counselor.  He told me that he suffered from clinical depression, and he thought I might be too.  Boy… was he right!  Tim told me about some books that his counselor was having him read.  I felt like a drowning man being tossed a life preserver… and Tim’s actions did save my life.  My thoughts had begun the slippery slide into self destruction.

I almost ran out the door to go to a book store to buy the books he suggested.  And so began my journey into CBT (cognitive behavior therapy), neural-plasticity, and positive psychology.  I learned that there were deeper levels of depression that I could still sink into… but that knowledge gave me hope.  I immersed myself in CBT and used those tools to pull myself to a higher plane… and the timing could not have been better.

Three weeks after Tim pulled me aside, I was asked to visit with my supervisor.  I was being laid-off (and would never see Tim Draper again).  The company outsourced my work to India.  Instead of being despondent, I was filled with anticipation for the future.  I was excited to see what would come.  I had no idea how I would make it… but I knew that with my new CBT tool-set I could face the world and be productive.

I share this information in order to give hope to those that may be reading this that may not fill fulfilled, may be slipping into depression, may not feel happy.  It is said that dentists are one of the most depressed professionals… I wonder about that… even more than attorneys? hmmm… that’s got to be bad.

A book I am reading right now talks about the level of stress and depression that Harvard students feel.  It is seemingly incongruous.  These folks have been at the top of their class from the time they were in preschool.  They have it all… the opportunities that await them are extraordinary, and yet they are some of the most depressed people in America.  They have bought into the idea that success brings happiness.  I have learned that success does not bring happiness, but that happiness brings success.  Happy people are more successful than those who are depressed or even those that are merely even-keeled.

If you are a dentist that fits into the state of mind that I was in, there is hope.  Think of me as your personal Tim Draper.  Read Learned Optimism as a starter.  It’s not a new book anymore, so it will be cheap and easy to find on Amazon. Then read The Happiness Advantage (this one’s much newer).  Both these books use the tools of CBT without digging into the gory details the the first book I read did.  Seligman had just started creating the field of Positive Psychology back then.  If you find these tools helpful to you, thank Tim Draper, and then become Tim Draper.

Nov 15

Why new dentists should always buy a dental practice instead of starting a practice from scratch

Many dental students ponder the great question, “Should I buy a practice or start my own?”.  They may romantically dream of creating a practice from the ground up, potentially inventing a new way of serving patients and becoming rich and famous in the process.  This is what most people think of as entrepreneurship: creating something new from scratch.

Let me make my position clear: Newly minted dentists should never, ever start a practice from scratch!  The reason is risk.  Three types of risk glare in the face of new dentists starting a practice from scratch compared to buying a practice:  cost of failure, cash flow and  competition.

Cost of Failure

Building a new business from scratch carries frighteningly pessimistic outcomes.  In many fields, the failure rate is near 90%.  This statistic is OK when the stakes are low… the startup cost are minimal.  For a new dentist… the stakes are significantly higher.  School loans can easily top $300,000.  The build out of a new office can be twice that.  Nearly a million dollars can be on the line for a new dentist.  Facing that sort of startup costs along with the need to learn the ropes of business ownership at the same time creates a sickeningly risky venture.

Cash Flow

Starting a practice with a large cost of failure is bad enough, but that is compounded by the lack of cash flow to service the debt.  Some lending institutions may offer to lend enough cash to cover the early negative cash flow… but most will not.  This negative cash flow creates such pressure on a new business owner that clear-minded focus on marketing and building a new practice are nearly impossible.  When buying an existing practice, there is a patient base that creates positive cash flow to offset the negative.

Competition

A new dentist starting a practice from scratch is faced with competition from seasoned vets that are enjoying positive cash flow.  These other dental practice owners have learned and worked out the kinks in their businesses.  They may have filled most of the need in a given market.  Starting a new dental practice in an area already well served is financial suicide.

For these reasons, dentistry has created the idea of an associateship.  A new dentist joins a successful senior dentist with an understanding that the new dentist will buy the practice in the near future.  The new dentist learns the business end of dentistry from the senior dentist like a young Jedi padawan at the foot of a Jedi master.  The new dentist has time to build her speed and skills in a practice setting.  The new dentist learns and connects with the patients.

For the new dentist, an associateship is the least risky option, with this caveat emptor: get your associateship terms in writing – in a contract.

New dentist… now you know.  Become an associate to a successful, honest senior dentist.  Be careful who you choose.  Not all successful senior dentists are honest, and some who are have a change of plans.  The dental industry believes that associateships fail to turn into transitions at an insane rate… and they do, if not handled correctly.  If you need help finding honest, successful senior dentists that will back up their associateships with signed contracts leading to a dental practice transition, we can help.  Build your profile at OnlyTheBestPractices and you are on your way.

Nov 10

Practice Transition on the Rocks

The new dentist is OK with the asking price… but his wife is not.  She feels the senior dentist is trying to take advantage of them.  She doesn’t trust the selling broker’s valuation numbers.  Then the selling dentist’s wife gets into the fray, feeling the buyers are trying to steal the practice that they both worked so hard on for so many years. Sound familiar? I bet it does if you’ve been around dental practice transitions for a while. It reminds me of a time not long ago.  I acting as mediator for two men that had been friends and business partners for more than thirty years.  The discussion of retirement came up, and they both thought their children should take over… leading to difficult feelings.  As I stepped in, I helped them work out the division of assets.  This was difficult because they both had spent money for appraisals and they suggested vastly different values.  The total of the assets they needed to split was several million dollars. We worked for days on resolving the differences in valuations from their appraisals.  We worked on overcoming the lack of trust they had built up through the disagreement, and finally we were within about $2,000 difference.  I suggested they split the difference, since it was such a minor number compared to the total.  Then, as they were about to sign the agreement, one of the men felt slighted in a social event by the other and refused to finish it off. They both hired attorneys and dug in for the long haul.  Several years later, they had both spent multiple hundreds of thousands of dollars suing each other, and were in a court mandated mediation.  By that time, the feelings had grown to hatred, and they were both doing everything they could to hurt the other.  The mediation took place, and they split what was left after the attorneys took their share.  Neither was happy with the result, and both were significantly poorer for the experience. Sounds silly… losing years and hundreds of thousands of dollars over $2,000… you’d never do that, right?  Well, I started this post with a story all too similar.  At the last minute, the transition was not completed.  Both parties had hard feelings. Similarities of note: valuations can vary widely and emotions/pride can trump a few dollars. The take aways: 1) Don’t get stuck on the valuation.  Hire a third party valuation expert that does dental practice valuations, and both agree to accept the results.  The buyer’s bank is likely not going to use an evaluation anyway.  They will look at the cash flow to verify the practice can handle the debt. 2) Don’t let emotion get in the way of a successful transition.  Buyers, try to understand the point of view of the seller and his wife.  Sellers, your buyer probably has WAY more debt than you had coming out of school.  That is weighing heavy on her mind.  She is mentally trying to understand how she can handle the school debt and the practice debt.  Don’t get offended by questions.  Create a due diligence package before you meet the first time so most of the questions will be answered without you needing to dig them up. 3) Work together as buyer and seller without a practice broker in the middle.  Misunderstandings happen easily enough without a third party in the middle… and as seller, you will be saving most of that 10% so you can feel a bit more generous with your buyer.

Nov 05

A Tale of Two Tribes

The Goshute Indians lived in the southwestern deserts of what is now Utah and Arizona for many hundreds of years.  Subsisting on roots (hence the name Digger Indians), seeds and small game, they were a part of the ecosystem.  Their populations ebbed and flowed with environmental forces.

The Comanche Indians lived further north and east of the Goshutes.  They subsisted on small game or bison they killed by herding them off cliffs.  Before the horse was introduced to them, they struggled to catch enough food to thrive.

The Spanish had colonized the Southwest several decades when in New Mexico, the Pueblo Indians revolted in the year 1680.  The Spanish had been very careful to contain the use of horses in order to keep the indigenous population under control.  The revolt caused the Spanish to abandon horses by the hundreds.

The two tribes handled the introduction of this new tool very differently.  When the Goshutes first saw horses, they saw food.  They ate any horses that they came in contact with.

The Comanche behaved differently.

They saw the horse as a tool that could significantly improve their life.  They understood that from the back of a horse, bison were significantly easier to hunt.  They became more nomadic – following the bison herds, and growing in power.

Neither tribe was smarter than the other; both had similar lifestyle before the horse.  The difference is how they used the new technology.  One became the symbol that we now think of whenever we imagine the American Indian; the other became known as “the Digger Indians” subjects of slave trade between other tribes and the Spanish.

?

Are you more like the Goshutes or the Comanche?

It depends… do you recognize trends and tools?

Do you know how you use tools like social media and cloud based technology to make your practice as competitive as possible?  Are you still using the Yellow Pages as your main marketing avenue?  Take a look around you… there are horses ready to make your business more profitable… you need to put them to work in your practice.

Older posts «

  • Buy Cheapest cialis maximum dose Now Best Internet. Online Prices For cialis maximum dose!
  • Buy Cheapest viagra cialis store Now Best Prices. Top Online Pharmacy Supplier.
  • Buy 20mg cialis Without Prescription Doctor. Low Prices. Best Drugstore.
  • Buy Cheapest phentermine tramadol viagra Now Online Prices For phentermine tramadol viagra! Pharmacy Store.
  • Buy Cheapest drugs affecting levitra Now Order Cheap Meds Without Rx. Low Prices.
  • Buy Cheap levitra vardenafil hci tablets Now Best Internet. Online Prices For levitra vardenafil hci tablets!
  • Buy viagra discount Without Prescription Doctor. Pharmacy Store. Low Prices.
  • Buy Cheap cialis used for Now Online Medical Shop. WorldWide Shipping.
  • Buy Cheapest cialis online generic Now Pharmacy Store. Internet Prices For cialis online generic!
  • Buy Cheap online meds cialis Now Drug Store Without A Prescription. Low Prices.
  • Buy Cheap cialis 10 mg Now Free Viagra Pills! Pharmacy At The Best Price!
  • Buy Cheap what is viagra professional Now Best Internet. 24/Internet)(safe Pharmacy.
  • Buy Cheap buy viagra by pill Now Best Drugstore. 24/Internet)(safe Pharmacy.
  • Buy Cheapest discount levitra purchase Now Cheap Online Pharmacy. WorldWide Shipping.
  • Buy Cheapest cialis new viagra Now 24/Online Pharmacy. Best Drugstore.
  • Buy Cheapest once a day cialis Now Free Viagra Pills! Cheap Online Pharmacy.
  • Buy Cheap purchase cialis Online Guaranteed Shipping. Pharmacy Store.
  • Buy Cheapest buy viagra online cheap Online Best Internet. WorldWide Shipping.
  • Buy Cheapest oral jelly viagra Online Free Viagra Pills! WorldWide Shipping.
  • Buy Cheapest levitra use instructions Online Best Internet. Cheap Pharmacy Online.
  • Buy Cheap double dose of cialis Online Best Internet. Special Prices For double dose of cialis!
  • Buy Cheap cialis delivery Now Buy Medications Online. Pharmacy Store.
  • Buy Cheapest compare cialis Now Best Online. Discount Online Pharmacy.
  • Buy Cheap levitra in uk Now Free Viagra Pills! Buy Medications Online.
  • Buy Cheap information cialis Online Order Cheap Meds Without Rx. Best Prices.
  • Buy Cheap viagra effects Online Discount Pharmacy Online. Best Online.
  • Buy Cheapest name cialis Now No Prescription Needed. Pharmacy Store.
  • Buy Cheap cheap generic cialis mastercard worldwide delivery Now Best Prices. Top Online Pharmacy Supplier.
  • Buy Cheapest cialis lowest prices on the internet Online 24/Online Pharmacy. Free Viagra Pills!
  • Buy Cheapest generic viagra in canada Now Top Online Pharmacy. Free Viagra Pills!
  • Buy Cheap cialis pfizer Now Free Viagra Pills! Cheap Prescription Drugs.
  • Buy Cheap cialis 5 mg Online Cheap Pharmacy Online. Pharmacy Store.
  • Buy dysfunction erectile levitra Without Prescription Doctor. Pharmacy At The Best Price!
  • Buy Cheap cialis online generic Now Pharmacy Store. The Largest Internet Pharmacy.
  • Buy Cheapest herbal viagra replacements Now No Prescription Needed. Free Viagra Pills!
  • Buy Cheap viagra canada Now Best Online. FDA Approved Rx: Online Pharmacy.
  • Buy Cheapest cheap impotence drug generic cialis delivery Online Online Prices For cheap impotence drug generic cialis delivery! Best Online.
  • Buy Cheap new erectile drug cialis Now Cheap Prescription Drugs. Best Drugstore.
  • Buy Cheap prescription free viagra Online Special Prices For prescription free viagra! Low Prices.
  • Buy Cheap levitra use Now Low Prices. Order Cheap Meds Without Rx.
  • Buy Cheap female use viagra Now The Largest Internet Pharmacy. Best Drugstore.
  • Buy Cheap generic cialis online Online Internet Prices For generic cialis online! Pharmacy Store.
  • Buy Cheapest where can i buy cialis Now Best Online. Drugs, Health And Beauty.
  • Buy Cheap online viagra canada Online 100% Satisfaction Guaranteed. Best Prices.
  • Buy Cheap buy viagra without prescription Now Internet Prices For buy viagra without prescription! Low Prices.
  • Buy Cheap buy cialis online viagra Now Cheap Online Pharmacy. Free Viagra Pills!
  • Buy Cheapest effects levitra side Now Best Online. Internet Prices For effects levitra side!
  • Buy Cheap cialis low cost Now Discount Online Pharmacy. Guaranteed Shipping.
  • Buy Cheapest cialis coupons Now Best Prices. Internet Prices For cialis coupons!
  • Buy Cheap viagra drug interaction Online Online Prices For viagra drug interaction! Best Prices.
  • Buy Cheapest cheap cialis buy pharmacy online now Now WorldWide Shipping. Cheap Pharmacy Online.
  • Buy Cheap bulgarian cialis Online Pharmacy Store. Special Prices For bulgarian cialis!
  • Buy herbal viagra australia Without Prescription Doctor. Pharmacy At The Best Price!
  • Buy Cheapest buy Levitra Super Now Best Drugstore. Special Prices For buy Levitra Super!
  • Buy Cheap cialis prescriptions Now Best Prices. 100% Satisfaction Guaranteed.
  • Buy Cheap levitra in uk Now Best Online. Cheap Meds Without Prescription.
  • Buy Cheap anti impotence levitra Now Top Online Pharmacy. WorldWide Shipping.
  • Buy Cheapest viagra size Online Best Online. Internet Prices For viagra size!
  • Buy Cheap levitra viagr cialis Now No Prescription Needed For Drugs. Best Prices.
  • Buy Cheap generic viagra blue pill Now WorldWide Shipping. Guaranteed Shipping.
  • Buy Cheap free viagra order online Now Online Medical Shop. Cheap Online Pharmacy.
  • Buy Cheapest cialis cheap no prescription Now Free Viagra Pills! Guaranteed Shipping.
  • Buy Cheapest buy now cialis Now Best Internet. Drugs, Health And Beauty.
  • Buy Cheapest uk viagra sales Online Internet Prices For uk viagra sales! Low Prices.
  • Buy Cheap viagra next day Now Cheap Pharmacy Online. Top Online Pharmacy.
  • Buy Cheapest what is cialis and generic cialis Online Best Drugstore. Top Online Pharmacy.
  • Buy Cheap cialis interactions Now Cheap Online Pharmacy. No Prescription Needed.
  • Buy Cheapest alternative to viagra Online Best Online. Guaranteed Shipping.
  • Buy Cheapest viagra cheapest Online Low Prices. Discount Pharmacy Online.
  • Buy Cheap soft viagra Online Pharmacy Store. 24/Online Pharmacy.
  • Buy buy viagra in london england Without Prescription Doctor. Best Online. Best Prices.
  • Buy Cheapest viagra online best price Now 24/Internet)(safe Pharmacy. Low Prices.
  • Buy Cheapest viagra oral jelly Online Online Medical Shop. Pharmacy Store.
  • Buy Cheapest viagra online purchase Online Discount Pharmacy Online. Best Prices.
  • Buy Cheap order cialis and viagra Online Guaranteed Shipping. Online Medical Shop.
  • Buy Cheap name for viagra Online Online Medical Shop. Pharmacy Store.
  • Buying Cheap cialis voucher. Offshore Rx, Best Prices. Online Medical Shop.
  • Buy Cheapest cialis softtabs Now Best Online. Pharmacy At The Best Price!
  • india generic cialis Online Without Prescription Best Prices. Best Internet.
  • cialis purchase Online Without Prescription Low Prices. Free Viagra Pills!
  • Buy Cheap cialis next day delivery Online Top Online Pharmacy. WorldWide Shipping.
  • Buy Cheap viagra ads Now Low Prices. No Prescription Needed For Drugs.
  • Buy Cheapest comparison levitra cialis Online Cheap Online Pharmacy. Best Internet.
  • Buy Cheap viagra superactive Online Top Online Pharmacy. Cheap Pharmacy Online.
  • Buy Cheap what is viagra used for Now Best Online. Cheap Meds Without Prescription.
  • Buy Cheap viagra best buy Now 24/Internet)(safe Pharmacy. Best Internet.
  • Buy Cheap order Levitra Super Online Special Prices For order Levitra Super! Low Prices.
  • Buy Cheap paypal pfizer viagra Now Best Drugstore. Pharmacy At The Best Price!
  • Buy Cheap generica cialis Now All Medications Are Certificated! Low Prices.
  • Buy Cheap levitra genaric Online Best Prices. Cheap Prescription Drugs.
  • Buy Cheap generic viagra soft tabs Online Low Prices. Safe And Secure Payment System.
  • Buy Cheapest cialis pills Now Best Internet. No Prescription Needed.
  • Buy Cheap generic viagra generic Online Online Medical Shop. Cheap Online Pharmacy.
  • Buy Cheap cialis where Now Best Internet. Pharmacy At The Best Price!
  • Buy discount levitra Without Prescription Doctor. Best Internet. Best Prices.
  • Buy Cheap cialis 5 Online Online Medical Shop. Cheap Online Pharmacy.
  • women's viagra Online Without Prescription Low Prices. Best Drugstore.
  • Buy Cheapest cheap viagra online Now Free Viagra Pills! Top Online Pharmacy.
  • Buy Cheap cialis vs cialis professional Now Pharmacy Store. Cheap Prescription Drugs.
  • Buy Cheap generic viagra safe Now Best Drugstore. No Prescription Needed.