Across healthcare, from dentistry to dermatology to medical aesthetics, a demographic shift is reshaping practice valuations in real time. The Baby Boomer and older Gen X clinicians who built today’s most productive practices are now approaching retirement age at scale. Buyers see this. Investors see this. And increasingly, it’s becoming one of the most important variables in how buyers value a practice.

At TUSK, we spend every day in the market with DSOs, MSOs, and private equity-backed platforms. One thing is unmistakably clear:

Age has become a major component of valuations, and the window of maximum opportunity begins narrowing once an owner reaches their late 50s or early 60s.

This isn’t about capability or clinical excellence. It’s about how buyers underwrite risk, replacement timelines, and long-term growth. And for owners in the 55–61+ range, acting sooner often means protecting millions of dollars of value.

Below, we break down what’s driving this shift and how to navigate it with confidence.

The Silver Wave Meets Healthcare M&A

The “Silver Wave,” the mass retirement of Baby Boomer business owners, is driving unprecedented transition activity across all industries. In healthcare, the effect is even more pronounced. Millions of Boomers are aging out of full-time clinical work, and healthcare practices are unique assets: they require licensed providers, continuity of care, and multi-year stability post-transaction.

Recent demographic data shows that more than 4 million Boomers retire every year, with business owners representing a disproportionately large share of that group. Of the millions of Boomer-owned businesses, only a small fraction have a formal transition plan, creating both opportunity and urgency for those nearing retirement age.

For buyers, this means:

• A growing number of practices coming to market
• Increased scrutiny around succession planning
• Preference for practices with younger or multi-doctor teams
• More conservative underwriting when the owner is older

Age has never mattered more in valuation.

Why Age Impacts Valuation More Today Than Ever

1. Buyers Want 3–5 Years of Post-Sale Stability

Whether dental or medical, the most valuable practices are those where the lead clinician is willing and able to stay three to five years post-close. That commitment reduces risk and provides the buyer time to recruit or develop a successor.

Once a provider is in their late 50s or early 60s, buyers naturally begin reducing their assumptions about tenure, even if the seller fully intends to work longer.

2. Average Age Is One of the First Slides in Every Pitch Deck

When DSOs and MSOs raise capital or go to market, one of the key metrics they highlight is:

• Average age of clinicians
• Tenure of providers
• Replacement risk

Younger teams and longer runways command premium multiples. If the owner is already in their 60s, buyers know replacement is imminent, and they price accordingly.

This is a market dynamic, not a judgment. Platforms underwriting multi-year horizons cannot assume a long runway for older clinicians. The older the provider, the more uncertain the timeline appears, and the more conservative the valuation becomes.

3. Rural Practices Feel the Age Effect Even More

In rural or tertiary markets, replacement pools are thinner. For an older provider in a hard-to-recruit area, buyers see both transition risk and access-to-talent risk.

Why Ages 58–61 Matter So Much

Across hundreds of processes, a clear pattern emerges:

Ages 55–58

You’re in the ideal window. Full runway. Buyers underwrite 5+ years easily. Multiples are strong.

Ages 58–61

Still highly attractive, but the clock begins influencing buyer assumptions. This is the “maximize now” window.

Ages 62–65

Buyers begin discounting for shorter tenures. Some platforms limit engagement or require more conservative structures.

Ages 65+

Deals still get done every day, but often with:

• Lower multiples
• Shorter earn-out periods
• Tighter terms
• Immediate or accelerated succession requirements

This is why clarity and timing matter so much.

A Respectful Reality Check: You Are in the Golden Age of Opportunity

For owners approaching or in their 60s, this is not about limitation; it’s about timing.

You are not “too old” to sell your medical practice.
You are not less valuable as a clinician.
You are not facing a shrinking market.

In fact, the opposite is true: You are in one of the strongest sales environments healthcare has ever seen.

Private equity remains active.
Platform demand is high.
Healthcare practice valuations are still attractive.
Consolidation is accelerating.

But windows don’t stay open forever. As more age-sensitive practices flood the market and buyers become even more selective, those who act early will benefit from stronger pricing, better terms, and more choice in their partners.

What Healthcare Owners 55+ Can Do to Protect and Maximize Value

1. Get a Valuation Early : A complimentary valuation gives you a clear understanding of where you stand today and how age factors into underwriting.

2. Commit to a Realistic Post-Sale Timeline: If you’re willing to stay 3–5 years, that needs to be credible and supported with structure.

3. Strengthen Your Associate or Provider Bench : Even a part-time associate changes the age conversation dramatically.

4. Keep Financials Clean and Operations Steady: Predictable, well-run healthcare practices always outperform in diligence and protect value through closing.

5. Go to Market While Momentum Is Strong: The best time to sell is when you’re still performing at or near peak productivity, not after you’ve begun stepping back.

Age Should Inform Your Strategy, Not Limit Your Options

Selling your medical practice is about protecting the value you spent decades building and ensuring your patients and team are supported long-term. Age is simply one factor, but a meaningful one.

You deserve to transition on your terms, maximize your financial outcome, and do it with the right partner. Understanding timing is the key to unlocking all of that.

Next Steps

Whether you’re thinking about selling soon or planning for a transition 3–5 years from now, the best first step is clarity.

Our complimentary, confidential valuation (TUSKVal™) provides:

• A defendable EBITDA analysis
• Insight into how age impacts valuation
• A realistic read on what buyers would pay today
• Recommendations to strengthen your position
• A mapped timeline aligned with your personal and financial goals

You only sell once. Understanding your options early ensures you sell on your terms, not the market’s.