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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
“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.com
DSOPricing.com
