What Other Brokers Don’t Want You to Know
The Hidden Risks of Dual Representation in Dental Practice Sales
At Practice Endeavors, LLC, we believe in providing uncompromised advocacy for every client we represent. That’s why we do not engage in dual representation, the practice of a broker representing both the seller and the buyer in the same dental practice transaction.
Practice owners can be misled by dental practice brokers who promote dual representation as a way to "simplify" the process. The reality is far more concerning. Sellers deserve to understand how this model can directly harm their interests.
Fewer Buyers Means Lower Offers
When a broker engages in dual representation, they require buyers to sign a dual agency or dual representation agreement before buyers can even view sensitive practice information. Many sophisticated buyers, especially those working with advisors or lenders, refuse to sign such agreements due to the inherent conflict of interest. As a result, these qualified buyers are excluded from the process entirely and never given the chance to review your practice or make an offer.
This leads to a smaller pool of buyers, less competition, lower sale prices, and weaker deal terms.
Divided Loyalty Is No Loyalty at All
Selling a dental practice is a significant financial and professional transition. Sellers rely on their broker to market the practice effectively, negotiate assertively, and protect their interests throughout the process. But when a broker represents both the seller and the buyer, their ability to provide that guidance is inherently compromised.
They cannot negotiate the highest price for you while simultaneously helping the buyer pay the least. Nor can they advise you on protecting your post-sale legacy while coaching the buyer through transition strategies that may conflict with your goals.
Ethical Concerns and Legal Exposure
Dual representation also raises serious ethical concerns. It creates an unavoidable conflict of interest that can erode trust and create uncertainty about whether the broker is truly working for you or simply working to collect both sides of the commission and move on to their next deal.
In some states and industries, dual representation is totally banned due to its potential for abuse. Even where legal, it is often viewed by legal and financial professionals as an outdated and self-serving model that does not belong in modern practice transitions.
Practice Endeavors Is Always On Your Side
At Practice Endeavors, LLC, we are proud to provide exclusive seller representation. Our loyalty, focus, and fiduciary duty remain with the selling dentist that we represent. You can trust that we are negotiating for your best outcome, marketing to the full buyer pool, and keeping your goals as our top priority.
When it’s time to sell, choose the team
that’s always on your side.
Take control of your future
PVA℠ helps practice owners prepare for the inevitable transition of their practices to new ownership.
J. Robert “Bob” Brooks, CEPA, CBI
J. Robert “Bob” Brooks, CEPA, CBI, leads Practice Endeavors, an Ohio-based practice brokerage and dental realty company. His company provides practice owners with the tools they need to prepare well for life after practice ownership and to find the best price/best fit buyers for their seller clients. Bob was integral in starting the first of its kind dental practice broker credentialing for the International Business Brokers Association.