Q&A

The lawyer who niched down on dentists

How Levi Barlavi built a high-touch legal practice by specializing in the business side of dentistry

(Image courtesy Levi Barlavi)

Dentists may spend their days fixing crowns and cavities, but when it comes to buying, selling or expanding a practice, they need someone who can drill into the details just as precisely. Levi Barlavi of Polished Legal is that person.

He has built an entire legal practice around advising dentists (and the occasional doctor) on the business side of their careers. He sat down with Raise the Bar to talk about niche practice development, high-touch client service and the hidden side of the healthcare industry.

—Interview by Emily Kelchen, edited by Bianca Prieto

How did you become the “dentist lawyer”? What was the tipping point?

It happened through my own social network, including marrying my wife, who is a dentist. Early in my career, when I opened my practice, friends and family members who were doctors, including my wife's colleagues, started asking me to review contracts. After handling a handful of deals, I really enjoyed the work and the clients. Referrals snowballed, and I realized I could either be a general business attorney or truly own this niche.

The tipping point was acknowledging that specialization isn’t a constraint; it’s an accelerant. The moment you stop trying to appeal to everyone and fully embrace one audience, your marketing, messaging, referrals, pricing and client experience all snap into alignment. I wish I had niched down five years earlier.

What do dentists actually want from their lawyers during a transaction? And how do you show potential clients you’re what they’re looking for?

Dentists want clarity, calm and confidence. And they want someone in their corner who understands how important the deal is to them. These deals are high-stress—they’re making a huge investment in their career, not just a business—so they want someone who has seen every version of the deal and isn’t rattled by surprises.

I show them that by being the steady hand: breaking down complex issues into simple explanations, addressing problems before they escalate and demonstrating through experience that their goals, timelines and financing requirements can be met without drama.

What makes dental practices legally different from other businesses?

Dentistry sits at the intersection of retail, healthcare and professional services, so the legal issues are uniquely layered. You’re dealing with strict ownership laws, clinical compliance requirements, patient privacy, specialized leases and industry-specific concepts and language.

That said, my work has naturally expanded to physicians, optometrists, chiropractors and other healthcare entrepreneurs, because the business and regulatory logic is similar. Once you understand the rhythm of one healthcare niche, others open up.

How do you handle clients who are brilliant clinicians but inexperienced business owners?

Most dentists have never taken a business class, yet are suddenly expected to negotiate leases, evaluate financials, hire staff and manage lenders. I treat my role as part legal advisor, part guide: I break down decisions into simple trade-offs, teach them what matters and what doesn’t and help them build a team—CPA, lender, consultant—who reinforces their strengths. The goal isn’t to turn them into business experts; it’s to give them enough clarity to make confident decisions.

With that mindset, I can see why so many dentists have come to rely on you.

I've been blessed to have fantastic clients who've shared so many personal milestones with me, and as a result, trusted me with so many of their personal fears and accomplishments.

I’m sure there have also been some light-hearted moments as well.

In 15 years of doing this, I've collected a lot of great war stories. But one of the funniest moments was when a client was selling his practice and started sabotaging the deal just before it was ready to close. When I finally got him to open up and confide in me, he admitted he didn't want to retire because he would go crazy at home with his wife!