Article 06-10-10 - "NORMALIZATION" OF A P & L
One of the first steps we take at EMA to prepare to list a practice for sale is an analysis of the financial statements and federal tax returns... More

Article 05-11-10 - COMMON MYTHS ABOUT DENTAL PRACTICE TRANSITIONS
Spending as much time in the practice marketplace as I do, I often hear statements from potential sellers and their advisors that don't always coincide with current market trends... More

Article 04-08-10 - 'TILL THE STORM PASSES BY - Part II
In our previous article, we posed the questions, "Has the economic storm of the last 18 months passed? And if not, how do I stay safe?" ... More

Article 03-08-10 - 'TILL THE STORM PASSES BY - Part I
This old gospel song brings to mind two questions especially important to those pondering their career exit strategy: ... More

Article 01-13-10 - ARE YOU READY TO SELL?
There can be no doubt that 2009 was an uncomfortable year for many doctors. Those late in their careers found themselves in an even more painful dilemma of watching both their practice revenues decline but also the value of their retirement accounts take a substantial hit. More

Article 11-23-09 - OPPORTUNITY SHOULD KNOCK FIRST
I would be the last to suggest that you should consider any kind of substandard location. More

Article 10-15-09 - WHAT A DIFFERENCE A WEEK MAKES…OR DOES IT?
I have most certainly had a diverse set of opportunities within the last 7 days. On Thursday, October 9th, I had the privilege of speaking to the UMKC School of Dentistry Senior class about practice valuation methods and then on Monday, Tuesday and Wednesday spoke to the CONESPEH School of Nursing in Port-au-Prince, Haiti about dental anatomy, disease and hygiene. More

Article 09-12-09 - LOCATION, LOCATION, LOCATION?
For this month at least, there is a feeling that the residential real estate market may be starting to recover. While prices may be down from historic highs, agents tell me that sales are up. More

Article 07-22-09 - LET'S THINK ABOUT THOSE FEES
...one of the more difficult issues I have encountered when selling the practice of a retiring dentist to a younger buyer is the reluctance of the seller to raise fees during the few years prior to putting the practice on the market. More

Article 06-16-09 - BUILDING OWNERSHIP – TO BE OR NOT TO BE . . .
One of the ongoing debates in the circle of dental practice business discussions is on the question of building, buying, or owning the building in which the practice is located. More

Article 05-04-09 - BASIC TRANSITION AGREEMENTS
Dental practice sales are very difficult transactions. First, they typically involve a young buyer with limited experience in the world of business and an older seller who has great concerns . . . More

Article 03-25-09 - LET'S DO THE MATH on PURCHASING vs. STARTING A PRACTICE
Finding this article where you have and knowing that the writer is a practice broker, you would have every reason to believe that the text will be biased . . . More

Article 02-23-09 - ASSET AND AVOIDED COST SALES
I would like to discuss a couple of less familiar sale and valuation processes that might occur more commonly than you think. More

Article 12-11-08 - EVOLUTION, NOT REVOLUTION
Every dentist brings their own perspective on offices and practice style. More

Article 11-03-08 - THE MYSTERIES OF CREDIT SCORING
Are the credit markets frozen? For big corporations and banks, perhaps they are. For small businesses and individuals on a local level? More

Article 09-29-08 - MY FIRST (AND MAYBE LAST) ANNUAL STATE OF THE UNION ADDRESS
Unless you have been on an extended underwater deployment in a nuclear submarine, you have probably been subjected to intense and wildly fluctuating financial news for most of 2008. More

Article 08-07-08 - THANK YOU, EVAN – PART II
Feeling that the transition process was not that much different than what is experienced in a dental practice sale, I would like to share some thoughts about our experience... More

Article 07-01-08 - THANK YOU, EVAN – PART ONE
Today is Mr. Myers’ first official day of retirement from EMA and we need to talk a bit about what he has meant to me, this company and the dental profession in the Midwest. More

Article 05-19-08 - PATIENT & STAFF RETENTION AFTER THE SALE
One of the most frequently asked questions I receive from prospective buyers is my opinion (or perhaps assurance) on whether or not the current patients and staff will stay with the practice after the sale. More

Article 04-10-08 - I'VE GOT A SECRET - PART TWO!
Whether it was from too little gross revenue, too much overhead or too much demand for salary, a lack of adequate excess earnings (somewhere between 12 and 15% of gross revenues) can easily kill a deal. More

Article 03-03-08 - SHHH . . . . I’VE GOT A SECRET! THE REAL STORY OF DENTAL PRACTICE FINANCE
I thought I would share a trade secret with you which might help to establish a baseline about how the people who matter the most in getting a sale closed go about analyzing a practice. More

Article 01-25-08 - ARE YOU READY TO SELL?
I don’t mind telling you that I am a long term believer in Michael Gerber’s E-Myth philosophy.... More

Article 11-03-07 - EMA Dental Practice Sales redesigned website
As we kick off our redesigned website ... I hope by now you have also noticed a change in our name, EMA Dental Practice Sales. After almost 15 years of serving the Midwest market ... More

Article 10-25-07 - The Tale of Two Terms Nondisclosure and Due Diligence
These two very important terms deal with one issue that starts the transaction process and one that helps bring it to a close. More

Article 09-09-07 - NORMALIZATION of A P&L
One of the steps we at EMA take in preparing to list a practice for sale is an analysis of the federal tax returns in order to determine the true cash flow and profitability. More

Article 08-02-07 - Overhead Targets
...overhead category targets, so I think this might be the right time to visit this issue both as it applies to office profitability and to practice marketability ... More

Article 06-21-07 - Appraisal Methods
...at EMA we never forget that fair market value is still defined as what a willing buyer will pay to a willing seller when neither is under any compulsion to act ... More

Article 05-29-07 - Appraisal Methods
At EMA we start with the collection of all the pertinent data. This would include--but not be limited to-- a complete physical inventory of furniture, fixtures, dental equipment,... More

Article 04-23-07 - Associateships 101, Part II
When interviewing dental students that are approaching graduation, it is not unusual to hear them say they would like to find a job... More

Article 03-09-07 - Associateships 101, Part 1
This is the time of year when we get plenty of questions about associates and associate employment... More