Ash sits down with Dr. Ruth Mannschreck, a seasoned dentist turned practice transition coach, to talk about the real-world challenges and overlooked opportunities when selling a dental practice. Dr. Ruth shares the mistakes she made during her own transitions, such as not planning far enough in advance and not preparing the practice to be attractive to buyers from both a financial and operational standpoint. She emphasizes the importance of understanding what you want from a sale, proactively increasing value, and reducing buyer risk in ways that go beyond just the numbers.

The conversation moves into the role of practice culture, team involvement, and the transition process. Dr. Ruth advocates for engaging the dental team early in the transition, highlighting the benefits of transparency and preparing the team to operate independently. They also discuss the pitfalls of overreliance on the practice owner and the risk of selling a practice that functions more like a job than a turnkey business. Dr. Ruth offers listeners access to her resource checklist at prepitnow.com and outlines how planning and open communication can support a smoother transition for everyone involved.

To find out more or connect with Dr. Ruth, visit: https://shorelinestrategies.com/

Key Topics Discussed:

• The importance of early planning and preparation when selling a dental practice
• Common mistakes practice owners make during transitions
• Financial versus operational readiness for sale
• The value of culture, systems, and team capability in the sale process
• Strategies for increasing practice value and reducing perceived risk
• The impact of naming and branding on practice transitions
• Including the dental team in discussions and evaluations with potential buyers
• Creating a turnkey business versus selling a “job”
• Overcoming the challenge of letting go of control as an owner
• How to access Dr. Mannschreck’s Prep It Now checklist for selling a practice

Ash welcomes Paul Sippil, a forensic 401k consultant, to discuss the complexities and hidden issues often found in group retirement plans, particularly 401k and profit sharing plans within dental practices and other small businesses. Paul shares how his unique role focuses on exposing conflicts of interest, unnecessary fees, lack of transparency, and even fraud within these plans. He describes how business owners and plan participants frequently misunderstand how fees are assessed, often assuming they pay nothing out-of-pocket—when in reality, high costs may be embedded, sometimes even continuing long after the original adviser has left or, in some cases, passed away.

Paul explains the mechanics of broker commissions, how these fees are often hidden from both employers and employees, and the importance of transparency in fee structure. He provides practical advice for dental practice owners and other professionals on how to minimize costs by paying fees directly at the employer level, allowing for tax deductibility and better cost control. Paul also covers the value of one-on-one meetings with advisers for plan participants, and offers recommendations on how owners can better manage their retirement plans to avoid unnecessary expenses and potential abuses.

To learn more or connect with Paul, visit: https://www.paulsippil.com/

Key Topics Discussed:

• What a forensic 401 (k) consultant does
• Common misunderstandings and hidden fees in group retirement plans
• Broker commissions and lack of fee transparency
• Real-world examples of fee abuses and potential fraud
• Why dental and other professional practice owners should pay retirement plan fees directly
• Importance of transparent, fixed-fee arrangements with advisers
• The value and scarcity of one-on-one meetings between advisers and participants
• Simple steps to reduce retirement plan costs and improve oversight

Ash sits down with Luke Oyler from CARR, a company specializing in dental real estate services. The conversation centers around how dental professionals can make smarter decisions when leasing or purchasing practice locations, highlighting the importance of working with expert advisors. Luke explains how CARR advocates for dentists, negotiates key aspects of their leases—including base rent, tenant improvement allowances, and free rent—and brings market insights to help avoid costly mistakes.

The episode also covers strategies for lease renewal and negotiation. Luke stresses the need for dentists to start planning at least a year in advance to maintain leverage, especially given the high costs and complexity of moving a dental office. The discussion clarifies that CARR’s services typically come at no cost to the client, as agents’ fees are paid by landlords. Additional topics include how CARR supports clients throughout the process, keeps track of important timelines, and provides access to a network of trusted professionals in areas like lending, construction, and accounting.

To find out more, you can visit: https://carr.us/

• Importance of negotiating base rent and advertised lease rates
• Tenant improvement allowance and how it impacts startup costs
• Free rent periods and working capital for new practices
• Lease renegotiation strategies and how to keep leverage
• Timing for approaching lease renewal
• How professional dental real estate agents are compensated
• Tracking leases and proactive renewal reminders
• Asking for tenant improvement allowances during renewals