DSO or Doctor-to-Doctor? How to Exit Your Dental Practice the Right Way — with Matt Sutton & Andrew Kobylski of McLerran & Associates

Host Justin Marti of Marti Law Group sits down with Matt Sutton and Andrew Kobylski of McLerran & Associates, one of the country's leading dental-specific sell-side brokerages. Matt brings over 20 years in the dental space as a banker, broker, and former VP of Business Development for a fast-growing, PE-backed orthodontic DSO, while Andrew — a former healthcare-focused wealth advisor and CFP — leads valuation and transition advisory work across both the private and DSO markets. Together they unpack the real difference between selling to a fellow dentist and affiliating with a DSO, why the “why” behind your exit matters as much as the dollars, and what today's market is actually rewarding. If you're a practice owner who wants to exit on your terms — not leave money (or your sanity) on the table — this conversation is your roadmap.What You'll Learn in This EpisodeWhy the smartest sellers get a valuation three to five years before they plan to exit — and what that head start lets you fixHow DSO deals and doctor-to-doctor sales really differ across valuation, work-back expectations, and tax treatmentThe reason a headline multiple can be deeply misleading — and why your true, defensible EBITDA matters far moreWhat's driving today's seller's market on the private side, and what cooled the DSO gold rush after 2023How to spot a deal structure padded with unattainable earn-ups before you sign the letter of intentTimestamps[00:00] Intro[01:28] Two operators, one mission: meet Matt & Andrew[04:24] Why McLerran keeps everything in-house[08:03] Selling with the end in mind: the fiduciary approach[13:05] The half of your exit nobody talks about — your “why”[16:07] Equity structures and the power of optionality[17:50] Why the private market has never been stronger[20:37] The valuation you should've gotten three years ago[24:07] After the gold rush: the DSO “hangover”[32:45] Multiples lie. EBITDA doesn't.[34:34] The $17M offer that wasn't[40:22] How to work with McLerranResources MentionedMcLerran & Associates — DentalTransitions.comConnect with Matt Sutton & Andrew KobylskiWebsite: https://dentaltransitions.com/Matt Sutton on LinkedIn: linkedin.com/in/contactsuttonAndrew Kobylski on LinkedIn: linkedin.com/in/andrew-kobylskiEmail: [email protected] | [email protected] discovery calls are available daily through the McLerran website.Connect with Justin MartiLinkedIn: linkedin.com/in/justinmartiEmail: [email protected]: martilawgroup.com