Why Dental Practice Deals Fall Apart and How to Actually Get Them Closed with Kevin McGonigal

In this episode of Office Hours, Justin Marti sits down with Kevin McGonigal, co-owner of the DDSmatch Northeast team, to break down why so many dental practice deals stall, unravel, or die before the finish line. With 20 years of dental industry experience, Kevin has seen the full lifecycle of a practice, from startup and buildout to scale and exit, giving him a uniquely practical view of what makes a transition succeed. The conversation goes beyond valuation headlines and digs into the real issues that shape outcomes: emotion, confidentiality, staff stability, timing, and preparation. For dental practice owners weighing a sale, considering a DSO offer, or simply trying to preserve optionality, this episode is packed with practical guidance.What You’ll Learn in This Episode:Why the hardest part of selling a dental practice is rarely finding a buyerHow DIY sales break down and what to do about itWhy confidentiality and staff stability can directly impact goodwill and deal valueHow early planning creates more control over buyer fit, timing, and exit optionsWhat practice owners should do before reacting to unsolicited DSO offers[00:00] Intro[02:20] Why valuation is only part of the story in a practice sale[03:56] Why DIY dental practice sales often fall apart[05:18] The emotional side of selling and the broker’s role in a DSO Deal[07:22] Common mistakes that can quietly kill a deal[10:30] The biggest deal killers[14:50] A real example of a failed sale that turned into a better outcome[16:58] How early owners should start planning for a transition[19:47] The impact of geography, buyer profile, and practice goals[21:19] Building the right advisor team before you are ready to sell[22:28] How to look at unsolicited DSO offersConnect with Kevin McGonigal:Website: northeast.ddsmatch.comhttps://ddsmatch.com/LinkedIn: https://www.linkedin.com/in/kevin-mcgonigal/Connect with Justin Marti:LinkedIn: Justin MartiEmail: [email protected]: martilawgroup.com