EPISODE · May 21, 2026 · 44 MIN
The Practice Exit Blueprint
from The Navigating Dental Insurance Podcast · host The Navigating Dental Insurance Podcast
In this episode of Navigating Dental Insurance, Jordon Comstock and Tessina Bullock sit down with Elijah Desmond, co-founder and CEO of Dental Pitch Brokerage, to talk about practice valuation, preparing for an exit, and how dental owners can create a more valuable business before selling. Elijah shares his story as an entrepreneur, motivational speaker, event creator, DJ, and dental industry connector. He also breaks down why most dentists wait too long to prepare for a sale, why “no” is one of the most valuable words in business, and how his Dental Pitch model brings buyers and sellers together in a Shark Tank-style format. The biggest takeaway: dental practice owners should start preparing 5–7 years before they want to sell, not when they are burned out and ready to leave tomorrow. Key Topics Covered Elijah’s background in dentistry, events, entrepreneurship, and motivational speaking Why relationship capital matters more than almost anything Why Dental Pitch Brokerage only works with a small percentage of practices Why practices under $2M in revenue may need advisory work before selling Why 3–4 chair practices are harder to sell Why sellers who refuse to consider DSOs may limit their market How Dental Pitch creates a faster, more human buyer/seller process Why culture fit matters in a practice sale Why sellers should get a Quality of Earnings Lite The difference between a basic valuation and forensic financial analysis Why adjusted EBITDA drives practice value How improving EBITDA from 13% to 20% can create major valuation lift Easy EBITDA levers: labs, distributors, merchant services, insurance negotiation, software consolidation Why efficiency can be more valuable than simply chasing more production DSO Pricing and how group purchasing can help private practices improve profitability Strong Pull Quotes “Your no is so much better than your empty yes.” “Dentists wait way too long to sell.” “You should reach out 5–7 years before you want to sell.” “Culture is everything.” “If I save you $10,000 and it goes straight to your bottom line, that may be $60,000 in sale value.” “CPAs are historians. We want forensic accounting.”Contact To connect with Elijah, visit: DentalPitchBrokerage.comDSOPricing.com
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What this episode covers
This podcast episode featured Jordon Comstock and Tessina interviewing Elijah Desmond, CEO of Dental Pitch Brokerage, about practice valuation and selling dental practices. Elijah shared his background as a motivational speaker who has saved multiple lives through concerts and events, and discussed his three main business focuses: a national sell-side brokerage firm, a mastermind for dental entrepreneurs, and a soon-to-launch Group Purchasing Organization (GPO) called DSO Pricing. The conversation covered common reasons practices are turned down for brokerage services, including being below $2 million in revenue or having limited chair capacity, though Elijah emphasized helping underqualified practices through advisory services rather than rejecting them outright. Elijah explained his unique approach to practice sales through "Dental Pitch" events modeled after Shark Tank, and discussed the importance of quality of earnings analysis over traditional valuations, noting that many practices could significantly increase their sale value by improving EBITDA margins through operational efficiency rather than just increasing production.
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The Practice Exit Blueprint
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