#836: Clarity Around DSOs The Dental A Team Podcast

Question: Will private practices be around long-term or is selling to a DSO inevitable?
Episode 836: Clarity Around DSOs
Get ready for a deep dive on DSOs. Kiera is joined by Brannon Moncrief, principal and CEO of McLerran + Associates, an industry leader in dental practice sales and sell-side advisory for DSOs. Basically, if you want insight about selling to a DSO, this episode is for you. Kiera and Brannon discuss:
Pros and conso to selling to a DSO
What common mistakes are and how you can avoid them
Different deal structure examples
The DSO landscape over the next 20 to 50 years
And so much more!
 
Episode resources:
Learn about McLerran + Associates
Connect with Brannon: brannon@dentaltransitions.com or 512-660-8505
Reach out to Kiera
Practice Momentum Virtual Consulting
Subscribe to The Dental A-Team podcast
Become Dental A-Team Platinum!
Review the podcast
 
TRANSCRIPT:
 
Kiera Dent (00:00.878)
Hello, Dental A Team listeners. This is Kiera and I am so jazzed. I have been dying for this man to get on our podcast. I think DSOs are hot right now and it's what do I do? Is the DSO world good? Is the DSO world bad? Should I sell to a DSO? Should I not sell to a DSO? What are the mistakes? I think there's so much confusion and lack of clarity around it. And I have actually found someone referred to me from a client that I think toes the line really well of private practice and DSO to really be educational. Brandon.
 
I don't even know how to say your last name, Brandon. I'm not going to lie to you. So tell me how I say your last name. I was going to say Moncrief. Is that right? Brandon Moncrief. Coming in today, he has over 20 years of experience as a banker, broker, and sales side advisor, and has facilitated the sale of over a thousand dental practices. That's impressive. Kudos. His firm, McLaren and Associates, provides sales side advisory to large practice owners who are interested in pursuing a DSO affiliation or private equity partner.
 
Brannon Moncrief (00:36.297)
Moncreme. You got it. Yeah.
 
Kiera Dent (00:57.614)
He lives in Austin, Texas with his wife and two daughters and spends his free time traveling, cooking, and being outdoors. So we're definitely going to geek on travel. Austin, keep it weird. Brandon McCreary. I think I got it. Welcome to the show. How are you?
 
Brannon Moncrief (01:09.545)
I'm doing good, good to see you. Thanks for having me.
 
Kiera Dent (01:11.79)
Yeah, Brandon and I are actually like swimming in the same pool. We're going to be at the same events together. He's going to be speaking with our private Dr. Mastermind pretty soon. But one of our mutual, I have a client that I've consulted for years, sent me your thoughts about his practice. And that's how I actually got introduced to you. And I just am super jazzed. Let's talk. I obviously gave your intro, but kind of tell a little bit about who you guys are.
 
how you even got into the DSO space. I mean, bank or broker, you already have red flags on you from most people's perspectives. So kind of like win us over. I think you're great. So they already will like you, but kind of give us some feedback.
 
Brannon Moncrief (01:47.273)
Awesome, thanks. I have spent my adult life in dentistry. The first nine years of my career was focused on lending money to dentists all across the country to buy, start, expand practices. So in that role, I worked.
 
Kiera Dent (02:00.43)
How did you even get there? Like, were you just like, cool, I'm on Dennis? Or did it kind of fall into your lap?
 
Brannon Moncrief (02:04.841)
It was very random. I mean, finance degree straight out of college. I was recruited by a finance company that focused on lending money to dentists out of the Houston area. Thought it was cool that I could actually use my degree. You know, new dentistry was a good industry to be in. And yeah, took a took a leap, started off as a loan underwriter and then worked my