Now that the first quarter of 2025 is a wrap, the data tells a clear story: the dental industry is steady, but evolving. Across Oklahoma and Arkansas, we’re seeing some notable trends in patient volume, valuation expectations, buyer behavior, and lender activity—all of which are shaping how (and when) practice transitions are happening.
If you’re a dentist who’s thinking about selling in the next 1–3 years, or you’re actively preparing to go to market, the first part of 2025 has offered valuable lessons about how to position your practice for a successful – and profitable – sale.
Let’s break down what we’re seeing—and what you can do right now to optimize your transition.
Trend #1: Patient Volume Is Up, But Patient Loyalty Is Shifting
One of the most encouraging signs this quarter is that patient visits are up by 5–7% compared to Q1 2024 in many general practices. Hygiene schedules are rebounding in a big way, which is a great sign for long-term value. However, the loyalty factor is more fragile than it once was. More patients are shopping around, seeking offices that offer modern experiences—online scheduling, text reminders, flexible payment options, and digital communication.
According to Dental Intelligence, dental practices lose between 10% and 40% of their active patients each year. While some patients move to a different practice because of relocation, others switch dentists because they’re unhappy – or unimpressed – with their dental experience. Practices that maintain consistent recall systems and offer digital conveniences are outperforming those that don’t.
✅ Opportunity for Sellers:
Make sure your patient experience systems are modern, streamlined, and actively managed. A strong hygiene program and clean recall systems show buyers that the practice is healthy and predictable. If your hygiene department makes up 30–35% of production, you’re in great shape—if not, this is the time to invest in improvements.
Trend #2: Valuations Are Holding—If Your Financials Are Clean
Average dental practice valuations in our region are currently hovering between 65–80% of trailing 12-month collections, depending on specialty, location, and profitability. Practices with strong EBITDA (15–25% profit margins after doctor compensation) and documented, recurring revenue streams (especially hygiene) are commanding higher multiples.
The practices struggling to meet valuation expectations typically have:
- High overhead (>70%)
- Low hygiene production (<25% of total)
- Outdated equipment or software
- Spotty financial reporting
✅ Opportunity for Sellers:
Now is the time to tighten up your books. Run monthly profit-and-loss statements, monitor your end-of-month practice reports, clean up your charting and coding, and identify where overhead can be trimmed. Across the industry, benchmarks suggest that practices with overhead above 70% tend to struggle in the market. Consider talking with a consultant or transitions professional about your practice financials to get an idea of how your practice might be valued. Knowing your numbers now gives you leverage later.
Trend #3: Buyers Are Active—But They’re Selective
We’re seeing strong buyer interest across both urban and rural markets, particularly from younger dentists and small group practices. In Oklahoma and Arkansas, there’s strong demand in markets like Tulsa, Little Rock, Oklahoma City, and even smaller towns where competition is limited and the patient base is stable.
But here’s the catch: buyers are doing their homework. They want to see not only production numbers, but trends—was 2024 stable or erratic? Are collections improving or declining? Are staff costs under control? Is there growth potential left for them?
✅ Opportunity for Sellers:
Present your practice as a business with upside. If production is trending up—even modestly—that’s a great story to tell. If you’ve already phased out procedures (like endo or oral surgery), make sure that’s clear—many buyers are excited by room to expand services. Make sure to highlight what makes your practice a unique, can’t-miss opportunity.
Trend #4: Transition Timelines Are Lengthening
Deals are taking longer to close in 2025—on average, 8–12 months from listing to closing, especially for practices over $1M in revenue. Due diligence is more thorough. Bank underwriting is still solid, but buyers are being pushed to provide stronger personal financials and business plans.
✅ Opportunity for Sellers:
Start early. If your goal is to retire or cut back in 2026, now is the time to plan. Getting your financials in order, optimizing your operations, and understanding your post-sale role will all lead to a smoother and more successful transition.
Local Spotlight: Rural Practices Are Gaining Attention
One of the most interesting shifts in 2025 is the renewed interest in rural and small-town practices. Many buyers are waking up to the fact that:
- There’s less competition
- Patient loyalty is stronger
- Real estate costs are lower
- Cash flow is often more predictable
We’ve recently had strong buyer interest in rural Arkansas practices with $900K+ in collections, low overhead, and seven-figure potential. Practices in towns like Hot Springs, AR, Gutrie, OK, or Wagoner, OK are becoming hot spots—especially when they offer updated equipment and a stable team.
✅ Opportunity for Sellers in Rural Areas:
Highlight the lifestyle advantages, the loyal patient base, and the potential to grow. Make sure your community story is part of your listing—buyers want more than numbers; they want a place they can see themselves in.
Final Thoughts: Selling Is a Process, Not an Event
The best practice transitions happen when doctors take a proactive, informed approach. At DDSmatch Oklahoma & Arkansas, we work side by side with you—not just to list your practice, but to prepare it for the right buyer at the right time.
Whether you’re planning to sell next quarter or two years from now, the most valuable move you can make today is to start the conversation.
Let’s talk about what’s next.
At DDSmatch Oklahoma & Arkansas, we’re here to help you build your transition strategy, protect your legacy, and connect with the right buyer—when you’re ready.