# Dental Practice Valuation Secrets: A Broker’s Tell All - What Buyers Are Actually Paying For

Page: https://stenobird.com/podcast/dental-unscripted-getting-into-ownership-and-practice-management-insights-7069719/dental-practice-valuation-secrets-a-broker-s-tell-all-what-buyers-are-actually-paying-for
Text version: https://stenobird.com/podcast/dental-unscripted-getting-into-ownership-and-practice-management-insights-7069719/dental-practice-valuation-secrets-a-broker-s-tell-all-what-buyers-are-actually-paying-for.md
Podcast: [Dental Unscripted | Getting into Ownership and Practice Management Insights](https://stenobird.com/podcast/dental-unscripted-getting-into-ownership-and-practice-management-insights-7069719)
Published: 2026-01-08T15:56:57+00:00
Episode link: https://Dental-Unscripted.transistor.fm/episodes/dental-practice-valuation-secrets-a-broker-s-tell-all-to-what-buyers-are-actually-paying-for
Audio file: https://2.gum.fm/op3.dev/e/pdcn.co/e/pscrb.fm/rss/p/pdst.fm/e/dts.podtrac.com/redirect.mp3/media.transistor.fm/15f789ef/4e99661a.mp3
Processing state: not_requested
JSON: https://stenobird.com/v1/public/podcasts/dental-unscripted-getting-into-ownership-and-practice-management-insights-7069719/episodes/dental-practice-valuation-secrets-a-broker-s-tell-all-what-buyers-are-actually-paying-for
Duration seconds: 2675

## Resource

What’s a Dental Practice Really Worth? A 20-year broker breaks down why 95% of sellers reject DSOs and the real formula buyers should use. Marie Chatterley has been appraising dental practices since before most of her clients were born, her firm, CTC Associates, has been doing this work since 1988. Mike sits down with her to take apart how practice valuation actually works, starting with the three questions every buyer asks (collections, operatories, new patients) and why all three can be misleading. They get into why a 3-chair practice can collect $1.8M, why 50 new patients a month at a 30-year-old practice is a red flag, and the real math brokers use: most practices sell for 150–200% of profit, not a percentage of collections. Marie also breaks down why 95% of her sellers are choosing independent buyers over DSOs right now. 💡 ABOUT OUR GUEST: Marie Chatterley – Owner, CTC Associates • Leads a dental practice brokerage founded by her father, Larry, in 1988 • Represents sellers and regularly fields valuation questions from buyers across Colorado, Utah, Montana, Idaho, Wyoming, Washington, New Mexico, and Alaska Personally appraises practices using income, asset, and market-based valuation methods • Has guided clients through two decades of practice transitions, from PPO-heavy startups to fee-for-service powerhouses https://ctc-associates.com/ 0:00 Introduction & welcome 1:33 Why practice valuation is the topic today 3:23 Meet Marie Chatterley of CTC Associates 4:51 Inside the practice listing process 8:00 The 3 questions buyers ask (and shouldn’t) 8:55 Why collections don’t equal profit 9:43 A 3-chair practice collecting $1.8M 10:20 Why 50 new patients a month is a red flag 11:18 How many new patients you actually need 11:42 What buyers should be asking instead 12:…

## Actions

- request_transcript: `POST https://stenobird.com/v1/public/podcasts/dental-unscripted-getting-into-ownership-and-practice-management-insights-7069719/episodes/dental-practice-valuation-secrets-a-broker-s-tell-all-what-buyers-are-actually-paying-for/transcription-requests` — Idempotently request low-priority transcript generation for this episode.
- read_markdown: `GET https://stenobird.com/podcast/dental-unscripted-getting-into-ownership-and-practice-management-insights-7069719/dental-practice-valuation-secrets-a-broker-s-tell-all-what-buyers-are-actually-paying-for.md` — Read the agent-friendly Markdown representation of this episode resource.

A page view does not enqueue transcription. Agents should invoke `request_transcript` explicitly when they need this episode processed.

## Transcript

Full transcripts are not published on public pages unless there is a clear rights basis.