If you want to grow faster than marketing alone allows, buying charts may be your most overlooked growth lever.

Most dentists think growth means more marketing.

More ads.
More SEO.
More campaigns.

But what if you could acquire hundreds of patients in one move?

Mergers and buying charts can be one of the fastest and most cost-effective ways to grow. When done correctly, it is often cheaper than marketing and significantly faster.

The problem is not opportunity.

The problem is structure.

Why Buying Charts Is Often Cheaper Than Marketing

When you buy charts, you are not buying random leads.

You are acquiring:

• Established patient relationships
• Built-in trust
• Historical treatment value
• Immediate scheduling opportunities

Unlike marketing, where you pay per lead and hope they convert, buying charts gives you patients who already trust dentistry.

The right way to think about a merger is this: Is it cheaper to acquire patients through marketing, or is it cheaper to acquire them through a structured deal?

That question reframes everything.

The 3-Step Framework for Buying Charts

Dr. Blake outlines a simple but powerful structure.

Step 1: Find the Charts

Opportunities are everywhere.

Dentists are retiring.
Dentists are burned out.
Dentists are downsizing.

Where to look:

• Facebook dental groups
• Dental Matchmaker groups
• Local dental societies
• Brokers in your market

The key is volume. Most deals will not close. That is normal. The process requires reps.

If you want opportunities, you must actively look for them.

Step 2: Identify the Seller’s 3 Non-Negotiables

This is where most deals fail.

Instead of opening with price, ask: “What would make this a win for you?”

That question changes the conversation.

Common seller motivations:

• Quick exit
• Continued part-time work
• Tax structuring
• Owner financing
• Retaining some control
• Cash up front

Every deal should be structured around what matters most to the seller.

Once you understand their non-negotiables, you can build creatively around them.

Step 3: Build the Deal Intentionally

This is where strategy matters.

You do not throw out a number and hope it sticks.

You go back into the math.

Questions to model:

• What profitability do you need to maintain?
• What patient value currently exists?
• What patient value will increase inside your practice?
• Are you double-paying for production and referrals?

One of the biggest traps is double-paying.

For example:

• Paying an associate percentage
• Paying a referral percentage
• Paying for collections

If you are not careful, your margin disappears.

You should pay for the value that was created, not the value you create after the merger.

That distinction protects your bottom line.

Common Pitfalls to Avoid

Unrealistic Seller Expectations

A million-dollar practice is not worth $1.5 million simply because the owner believes it is.

Data wins.

Emotional Attachment

Not every opportunity is a good deal. Walking away is often the smartest move.

Ignoring Patient Value Math

If your annual patient value is double theirs, the upside is real. But you still pay based on historical performance.

The Mindset Shift

A strong deal often feels slightly uncomfortable for both sides.

If one side feels like they won everything, it is probably not balanced.

The goal is a mutual win, structured clearly, supported by math.

Final Thought

Buying charts is not about luck.

It is about:

• Intentional sourcing
• Clear conversations
• Structured deal math
• Walking away when necessary

When done correctly, mergers can accelerate growth faster than traditional marketing ever could.