CATEGORY 108 AUSTRALASIAN DENTIST COLUMNISTS The quiet signal: Why your practice might be ready for its next chapter Carl Burroughs By Carl Burroughs Most advice about selling a dental practice is focused on the obvious things: market conditions, interest rates, multiples, buyer demand. All of those matter, of course. But the truth is, the single most important signal that it might be time to sell isn’t in the numbers at all. It’s in something far quieter: the way your practice makes you feel. For many practice owners, there comes a moment – sometimes gradually, sometimes all at once – when the thing that once gave life and purpose begins to feel… at. e mornings that used to excite you now feel routine. e thrill of growing your patient base, building systems, and mastering every challenge has faded. You’re still successful. On paper, the practice is thriving. But deep down, you notice that something is missing. Philosopher Alan Watts often spoke about this phenomenon in a way that feels uncannily relevant to practice ownership. He explained that much of human desire is tied to pursuit itself: the chasing, the striving, the sense of movement toward a goal. It is the pursuit that energises us. And once the goal is reached – or the game stops being challenging – the old excitement simply disappears. In other words, when nothing brings you joy anymore, it may not be that you are burnt out or failing. It may be that you have outgrown the phase of life in which the pursuit itself provided your primary satisfaction. is is not a negative signal; it is a natural transition. e practice that once de ned your identity has ful lled its role. You’ve done what you set out to do. is insight reframes the question from “When should I sell?” to “Am I ready for the next chapter?” It shifts the focus from chasing the market or timing a perfect deal, to recognising the internal signals of completion. Because here’s the paradox: the best time to sell is often while your practice is still strong, systems are in place, and growth potential remains for the next owner. Not when you are desperate to leave, and not when the numbers are declining. ink of it this way: the pursuit of building a practice is energising, but maintenance – no matter how pro table – does not provide the same fuel. Owners who wait until they feel exhausted or frustrated risk leaving value on the table and selling from a position of reaction, rather than choice. e practice itself doesn’t need to decline for it to be time to step away; sometimes, the timing is dictated by something more personal than nancial. Watts’ teachings remind us that happiness – or ful lment – cannot be chased directly. It is a by-product of engagement, awareness, and presence. Similarly, the satisfaction of a career is not in the business itself, but in how it shapes your life. Once that shaping is done, once you’ve achieved what you set out to do, the signal to move on becomes clear. In practical terms, this means recognising the subtle cues: the quiet mornings that no longer excite you, the repetitive tasks that feel heavier than they used to, the sense that your energy could be better spent elsewhere. ese are not signs of weakness or failure; they are signs of readiness. ey tell you that your next phase is waiting. Of course, practical considerations still matter. Buyers, market conditions, and multiples will in uence the exact timing of a sale. But a healthy, thriving practice is easier to sell, more attractive to buyers, and often more lucrative when the owner is leaving by choice rather than necessity. Selling from a place of readiness, rather than desperation, ensures that you leave both value and legacy intact. And what comes next? at depends entirely on you. Some owners choose to slow down, travel, or explore interests long postponed. Others seek new challenges: mentoring younger clinicians, expanding into consultancy, or building a new venture. e point is, the opportunity to step away while the practice still thrives gives you the ultimate reward of success: choice. Carl has guided dozens of practice owners through the sale process – often beginning the journey years before the transaction itself. Having also built and sold his own businesses, he brings rsthand insight into the critical factors that in uence timing and value. If you’re considering your next move – whether now or in the years ahead – Carl would welcome a con dential conversation. u You can contact Carl carl@practicesales.com.au 0416 190 000
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