For new dentists and others, finding a place to work is an adventure. Like any job, one obvious place to look is the classifieds, although in the dental profession, they are usually referred to as “practice opportunities” or “listings”. Many avenues are present by which dentists, corporations, and other interested parties can market careers within the dental profession. Be the Internet, newspaper, dental school listings, or (my personal favorite) dental journal listings, opportunities abound for the eager dental professional.
To the untrained eye, practice opportunities sound irresistible: promises of lavish lifestyle, big income, high gross, low overhead, beautiful communities, state-of-the-art equipment, capable, friendly staffs, ideal locations, easy hours, unlimited patients, benefits etc. Wow. Just pick one and your future is secure! Just fax your resume to Blue Sky Dental, Easy Street, USA. Shop wisely and your prospective employer will not only give you a signing bonus, but ship your household goods as well. My first employer did.
That’s right, the United States Navy not only gave me an all-expenses-paid vacation to boot camp in Rhode Island, they also shipped my meager household goods to sunny San Diego and then to Japan. They sent me on a cruise to the Persian Gulf aboard a big grey warship. When my time was up, they even sent all my stuff home. Ninety days later, I was able to recoup my belongings, of which about half made it home intact. I got all I bargained for and more.
The next year or so was spent pounding the streets for the ideal practice. I looked at literally hundreds all over Minnesota, and I can tell you that what is written about a dental practice in any sort of listing never does anybody any justice at all one way or the other. When shopping for a dental practice, one must develop a talent for reading between the lines. In a lot of ways it’s like looking for a mate on the Internet. You never know what you’re going to get until you meet, and the proof is in the pudding.
Dental listings have a language all their own, and after plowing through them and following potential leads, a dentist, like any other consumer, begins to discern the real opportunities from potential red flags. The following is a brief compilation of my favorite dental journal listings, what they actually say (some details are paraphrased to protect the guilty), and what they mean to the trained eye.
Example 1, the Scrooge.
What they say: “Dentist considering retirement in mature office with high production and low overhead. Practiced in same location for 30+ years. Associate position with possibility of buy in or buy out.”
What they mean: The dentist actually makes more money today than when he started. The office has not been updated since the Brady Bunch era, but hey, that stuff is retro chic and worth a lot on EBay. The wood-veneer Pelton Crane rear-delivery operatories cost the dentist a mint years ago and still work thanks to some ingenious repairs along the way, but watch for the operator chair with the loose wheel (wouldn’t want to fall on your butt in front of your first patient). Thanks to durable handpieces, linoleum, indestructible baby-blue dental chairs, and a staff that hasn’t received a raise in years, the overhead is really low! Because the furnace is kept at 60 degrees, the heat bill is not a problem and the poly sulfide has a perfect working time. In addition, the dentist isn’t really sure he wants to retire; depends on the stock market and how big the honey-do list is at home. By the way, the practice is in his home and you’re in charge of the landscaping.
Example 2: the Control Freak
What they say: “Seeking highly motivated dentist with excellent clinical and communication skills, a desire to learn, a strong commitment to education, and an ability to work with children. 2 yrs experience necessary. Possibility for partnership to the right candidate.”
What they mean: Dr. A does not have time for a new graduate, because after taking every course under the sun, she is convinced that any dentist without experience is one inch short of dangerous. In addition, she doesn’t want any new-blood dentist freaking out her patients. She wants all the big cases and wants to palm off the kids and other non-gravy cases to whoever thinks they have a chance at the 49% ownership that she will hold out in front of an associate for years, during which time you will attend every Dawson and Pankey course she did because of your stated commitment to CE. And, the staff who have stayed on are extremely loyal and unwilling to change, so don’t even think about it. Just concentrate on the principles of G.V. Black and hope for the best.
Example 3: The Sweat Shop
What they say: “Dentist. Highly motivated Dentist position is available. Full time, experience and license required. General practice with great potential and possible buy in for the right applicant. Hours: Monday thru Friday 9:00 a.m.-7:00 p.m. plus one Saturday per month.”
What they mean: No need to read between the lines here. Dig out the roller skates and get ready to move! Dr. A has signed up for every insurance plan possible including a few capitation plans for the local factories. He even has a marketing scheme giving new patients their first cleaning and look-see for free! It’s ingenious. We start at sunrise and leave when we’re done, so slackers need not apply. If you have a life, it may have to be put aside for awhile. You’ll be too fried to even take a bath, which is fine because we have a shower and cot on the premises. The good part is you can work up to four operatories at a time and we have 15 hygienists on staff. Patient flow? No problem. We average 300 new patients a month and we’re booked through 05. We take pride in how can really pump ’em out, and collections are getting better. Don’t wait - pick up the phone!
Example 4: Serendipity
What they say: “Retiring need caring dentist to provide continued quality care service. Price is not an issue for the right person. Fee for service, low overhead.”
What they mean: Dr. Nice deserves to retire. He has been honestly caring for his patients and wants only the best for them. We are looking for someone as honest as he is to keep the practice going. In fact, he hasn’t raised his fees in a while and the patients are beginning to wonder, but they aren’t complaining. His patients love him. Staff will go out of their way to make sure the patients are prepared for not only treatment but a smooth transition. Dr. Nice does not want to hang around because he feels he would just get in the way. Besides, he has lots of hobbies and a family he wants to finally give his undivided attention. The staff is eager to meet you and want the practice to flourish. Give us a call.
Sarcasm aside, there is some truth to advertising, but remember, an entity is for sale here, and it’s more than a job, it’s a career, so it pays to look closely for the difference between what people say and what they mean. The best advice? Shop around; if it sounds too good to be true, it probably is; and most of all, if you think you see red flags, be very skeptical.
Dentistry is a career built on trust. Trust among colleagues, and most importantly trust between doctor and patient. I have learned the hard way that if somebody promises blue sky, it probably isn’t there. If a dentist is considering retiring, he or she probably won’t. If there is an opportunity for buy in, get a time frame and get it in writing. The words “trust me” may mean “see ya” down the road. Finally, in the world of dental practice sales, its never what they say, it’s what they don’t say that counts. Good luck, young Jedi!
