Shared Practices | Your Dental Roadmap through Practice Ownership: Recent Episodes
Shared Practices Team
A bootcamp in small business ownership and practice management for dentists, giving the new graduate a roadmap to successful practice ownership. We interview the best dentists, experts, consultants and more on our weekly show. Here's the topics we will be covering in our 8 Seasons: 1. First Years as a Dentist 2. Think Like a Business Owner 3. Money and Numbers 4. Startups, Acquisitions, and Partnerships 5. Internal Systems 6. Marketing & Growth 7. Leadership, Vision and Culture 8. Beyond Dentistry Go to SharedPractices.com to download the 8 Season Roadmap.
In this episode of the Shared Practices Podcast, Richard Low and Scott Leune dive into the essential task of building operations for dental practices. As a Dental CEO, mastering operations is key to running a smooth and profitable practice. Learn the strategies and systems that make a big difference in daily practice management.
Key Highlights: 1. Creating Efficient Systems: Richard and Scott discuss how building effective systems within your practice can streamline daily tasks, improve productivity, and free up your time for leadership responsibilities. 2. Managing Operations for Growth: Learn the importance of scaling your operations to handle growth without losing control. Scott shares key insights into designing systems that grow with your practice. 3. Delegating and Accountability: They break down how to delegate tasks effectively, creating a culture of accountability within your team to ensure that operations run smoothly even when you're not involved in every detail.
Ready to build a successful operations system for your practice? Tune in now to learn from the experts and take the next step toward confidently leading your practice!
Have a question or topic you want us to cover? Reach out to us on social media or our website at www.sharedpractices.com. Don’t forget to subscribe and leave a review if you enjoyed this episode!
Richard and Caitlin dive into "metric blindness" in dental practices, focusing on how to understand and manage Accounts Receivable (AR) for financial health.
Key Highlights:
Understanding Accounts Receivable (AR):
AR reflects the money owed for services provided but not yet collected. Learn how it can be a positive indicator when managed correctly.
Key Metrics for AR Management:
Metrics like the collections ratio, AR to production ratio, and aging categories provide a clear view of your practice’s financial health.
Proactive AR Strategies:
Discover proactive measures to keep cash flow healthy, like setting clear collection guidelines and accurate cost estimates.
Don’t let metric blindness limit your practice's success. Find out how to manage AR effectively! Have a question or topic you want us to cover? Reach out to us on social media or our website at www.sharedpractices.com. Don’t forget to subscribe and leave a review if you enjoyed this episode!
In this episode of the Shared Practices Podcast, the focus shifts to understanding the role of the Dental CEO and how practice owners can embrace a leadership mindset to drive growth and efficiency. Learn what it means to operate as a CEO and how this perspective can transform your practice’s success.
Key Highlights: 1. The CEO Mindset: Shifting from a clinician’s mindset to a CEO mindset allows practice owners to lead their business strategically, focusing on long-term goals and team development rather than day-to-day tasks. 2. Building Systems for Growth: Discover the importance of creating systems that allow your practice to operate efficiently without your constant involvement. This is key to scaling and freeing up your time for leadership responsibilities. 3. Leadership & Team Management: Leading as a Dental CEO means developing your team, fostering accountability, and empowering them to take ownership of their roles, which ultimately drives practice growth.
Ready to step into the role of Dental CEO and take your practice to the next level? Tune in now to gain insights on leading your practice to success!
Have a question or topic you want us to cover? Reach out to us on social media or our website at www.sharedpractices.com. Don’t forget to subscribe and leave a review if you enjoyed this episode!
In this episode, George discusses every dental practice owner's crucial decision: Should you prioritize profit or focus on growth? He breaks down the key differences between these strategies, explains how to assess which approach fits your practice, and shares the financial metrics that matter most. George also explores how practices can achieve profit and growth through the right balance.
Key Highlights: * Profit vs. Growth Strategy: Understand the differences between maximizing profit (cutting costs, optimizing cash flow) and growth (reinvesting profits to expand). * Critical Metrics for Profit and Growth: Learn about the essential metrics to track, such as profit margin, overhead percentage, revenue growth, and patient acquisition. * Choosing the Right Path: Get guidance on prioritizing profit or growth based on your practice's goals, financial health, and long-term vision. * Balancing Profit and Growth: Discover strategies to balance profit and growth by optimizing current operations while reinvesting for the future.
Have a question or topic you want us to cover?
Reach out to us on social media or leave a comment on our website at www.sharedpractices.com. Don’t forget to subscribe and leave a review if you enjoyed this episode!
We continue our journey toward building a million-dollar practice, and we focus on one of the the final phases—scaling your business without sacrificing your well-being. Dr. Scott Leune and I discuss how to grow your practice responsibly, avoid all-too-common pitfalls, and get financial freedom, but also a balanced life.
Watch the video version here.
Dr. Andrew Clingan shares his rollercoaster journey of purchasing a dental practice right out of school and transforming it into a million-dollar business within a year. He opens up about the brutal realities of the first few months, the importance of finding the right team, and a mix of luck and leadership.
Be sure to subscribe and leave us a review on your favorite podcast platform to help us reach more dental professionals like you. Visit our website for more episodes, join our community on Facebook, and follow us on Instagram for the latest updates and behind-the-scenes content.
Learn how to take home $1 million as a part-time dentist. Dr. Scott Leune talks about the strategic shift from full-time practice to working just a few days a week while maintaining a high income.
Leverage your practice, minimize overhead, and focus on high-value procedures without the burden of exams.
Watch the video version here.
Our new host Dr. Scott Leune talks about the strategies that take home $1 million as an owner-operator. Learn how to truly optimize your practice, from refining your fee schedule and getting better patient flow—all while maintaining a balanced lifestyle.
Watch the video version here.
Welcome to the Shared Practices podcast 2.0, where we're rebooting everything from scratch—new hosts, new topics, and a fresh focus on what's relevant today. No more diluted content; we're separating pre-owner discussions into their own feed, so if you're here to grow a dental business, you're in the right place.
If you're curious about how to get into practice ownership, check out "The Pursuit of Ownership" feed (once that feed link exists, we'll put it here for you, our listeners).
For all the old Shared Practices content, you'll find it archived on its own feed. Search: 'shared practices archive' on your favorite podcast directory.
Welcome to the Shared Practices podcast 2.0, where we're rebooting everything from scratch—new hosts, new topics, and a fresh focus on what's relevant today. No more diluted content; we're separating pre-owner discussions into their own feed, so if you're here to grow a dental business, you're in the right place.
Watch the video version here.
In this kickoff episode, Dr. Richard Low, Dr. Scott Leune, and Dr. George Hariri dive into the concept of becoming a million-dollar take-home dentist without burnout. We talk about the smart solo practice, controlled growth, and the patient approach to building wealth.
If you're curious about how to get into practice ownership, check out "The Pursuit of Ownership" feed (once that link exists, we'll put it here for you, our listeners).
For all the old Shared Practices content, you'll find it archived here.
I am once again joined by Dr. Richard Low as we talk about the intersection of dental practice ownership and real estate investment. Should you actually buy the property, or is that a waste of time and resources? I share my journey from dental school to acquiring real estate licenses in two states, while Richard reflects on his own real estate [mis]adventures. He thinks it's generally a bad idea. I believe real estate investing has real potential for dentists. Who's right? Maybe neither of us. We'll lay it all out for you to decide for yourself.
George and I talk about burnout. Everyone experiences it; hardly anyone talks about it. And even less doctors actually address it. We talk about the telltale signs of burnout, how to uncover the root causes, and why a vacation might be more than just a quick fix—it could be an actual diagnostic tool. When you step away from work, you can rethink your practice to make it align better with your life goals.
Richard and Caitlin tackle one of the biggest challenges dental practices face—retention. They talk about how practices often feel they’re doing well in this area, only to discover a huge gap between perception and reality.
Richard shares a story of a doctor completely overwhelmed by rapid growth, losing patients out the backdoor as quickly as they came in. Caitlin answers with the importance of tracking key metrics, like hygiene and new patient reappointment rates, and how a lack of urgency can sabotage long-term success.
Dr. Richard Low and I talk about evaluating associateship opportunities--the importance of networking, understanding practice dynamics, and making informed decisions based on personal and professional goals.
I also share my own recent experience navigating the job market,.
Shared Practices Buyer Representation 👈
I sit down with the inspiring Dr. Colleen Bullard and her coach Danielle, while she shares her incredible success story. With her trademark modesty, Dr. Bullard reveals how she increased her practice's production by $20K a month—40% growth. What did our coaching have to do with it? Did Dr. Bullard do it all herself? Can anyone just up and almost double their production in under 6 months? Listen in.
My father, Murray Low, is a world-renowned coach to executives. I'm having him on the show today for this special episode talking about how self-doubt can be transformed into a powerful tool for growth. We get into the delicate balance between projecting confidence and showing vulnerability, sharing straight from our own experience, and the critical element in all of it: decisiveness.
Merlin here. I have our very own Dr. Richard Low back on the show. He's asking me some pointed questions about my transition from dental school SF to practicing dentistry in Charlotte, North Carolina. We're talking about the excitement of moving across the country, my clinical preparedness, and how much experience I want before owning a practice.
I also talk about my proactive approach to finding the right practice, including sending mailers and building professional relationships, and my flexible timeline for achieving ownership.
Here's what we talk about:
00:00 - Introduction and Merlin's Transition 00:00:50 - Missing San Francisco 00:01:45 - Dental School Experience and Preparedness 00:03:30 - Goals and Next Steps Post-Graduation 00:07:15 - Decision to Delay Ownership 00:11:50 - Open-Minded Approach to Career 00:15:45 - Response to Mailers and Networking 00:21:20 - Evaluating Practice Opportunities 00:25:30 - Building Relationships and Professional Growth 00:31:45 - Final Thoughts and Advice for New Graduates
I'm sharing how I learned to navigate seasonal slow downs in practices.
Shared Practices Coach Danielle Kramer and I talk about the common issue of slow patient flow in September and October (AKA Sucktember). Danielle talks about using this downtime for crucial office tasks like inventory management and team training.
Danielle and I talk about:
00:00:00 - Introduction and Danielle’s Unique Recording Setup 00:00:40 - Understanding the September Slowdown 00:01:31 - Danielle’s Insights on Seasonal Slowdowns 00:02:26 - Richard's Personal Experience with Seasonal Dips 00:05:19 - Proactive Strategies for Retention and Reactivation 00:09:58 - Importance of Marketing Ahead of Slow Seasons 00:13:21 - Balancing Time Off and Office Productivity 00:18:39 - Creating Effective SOPs and Training Protocols 00:24:30 - Organizing Inventory and Office Maintenance 00:28:50 - Wrapping Up: Collaborative Planning for Success
Richard and George talk about the critical legal needs every dentist faces. Everywhere from acquiring a practice to exiting (and even what we learned forming a DSO). Joined by Hunter Altvater, the lead attorney at Shared Practices, they talk about the importance of clear legal documents, understanding the intricacies of associate agreements, and the value of fixed fee legal services.
Dr. Scott Smith shares his journey from associate to successful practice owner. Our original episode with Dr. Smith aired February 8, 2012. It was Season 6 episode 26. In this follow-up two-parter, Dr. Smith shares his insights on rural dentistry, maximizing profitability, and balancing work with personal life. Learn about the challenges of staffing, managing multiple practices, and the importance of strategic financial planning.
Dr. Scott Smith:
801-529-6121
Richard asks George about associate compensation and equity. They talk about different compensation models, managing expectations, and--this part is important--the entrepreneurial spectrum of associates.
They cover how market conditions and practice size influence strategies, the importance of guaranteed compensation, retention strategies, and finally, the reality of ultimately replacing associates.
Leave a note for Richard to ask George something: Richard@SharedPractices.com
Caitlin and Richard talk about evaluating and improving leadership skills. Today we're emphasizing self-reflection, personal development, and nurturing future leaders. We'll hit on practical strategies like using checklists, encouraging team feedback, and managing team dynamics.
Dr. Scott Smith shares his journey from associate to successful practice owner. Our original episode with Dr. Smith aired February 8, 2012. It was Season 6 episode 26. In this follow-up two-parter, Dr. Smith shares his insights on rural dentistry, maximizing profitability, and balancing work with personal life. Learn about the challenges of staffing, managing multiple practices, and the importance of strategic financial planning.
Dr. Scott Smith:
801-529-6121
Richard and George talk about marketing your practice. The do's and the don't's. George would know. He's spent an inordinate amount of money trying out different marketing tactics for his own practice in Phoenix. Learn how to maximize your marketing ROI, choose the right marketing firm, and understand the importance of patient reviews, Google ads, and strategic direct mail campaigns.
Richard and Traci are joined by Dr. Amanda Reimer Chang. She just went from an associate to being the proud owner of a rapidly growing practice. Discover how Amanda (and Traci) made it happen.
Merlin Erickson and Dr. Richard Low team up on The Pursuit of Ownership. Today we dig into the challenges of being an executive with ADHD. Richard shares his personal journey, revealing how he turned an executive function disorder into a strength. From practical tips to surprising insights, learn how to turn potential setbacks into strengths and achieve success in leadership and dental practice ownership. Truly a candid discussion on thriving with ADHD in the professional world.
Dr. Matt Ford is joined by dental students (and Analytics-based Pre-ownership attendees) Mohammed and Santino in Scottsdale, Arizona. We talk about the steps to transitioning from dental school to practice ownership. Mohammed and Santino talk about their firsthand experiences, financial literacy, team culture, and strategic planning.
Richard Low and Caitlin dig into the metrics that matter when assessing a dentist's performance. We're looking at the often-overlooked topic of self-evaluation and identifying, one of our favorite works here at Shared Practices: bottlenecks that may be messing up your growth.
Our very own Dr. Matt Ford and soon-to-be Dr. Merlin Erickson talk with special guest Nik. They talk about the grueling (but worth it) road from dental school straight to practice ownership.
Learn financing specifics, the importance of building a stable patient base, and probably most of all: strategic patience.
Ask George is back again! Today's all about practice reinvestment. Richard and George talk about the strategies and nuances of maximizing returns with your practice.
This is for solos, those transitioning to a group, or those running a large group already.
You'll learn where to put your money for the best ROI. From marketing and team development to technology upgrades and coaching, discover how to make smart, impactful decisions where it matters most.
Richard and Caitlin talk about the transformative power of the Analytics-Based Office Management (ABOM) course. Today we're going deep on: insights on team development, hiring strategies, and the qualities of an effective office manager.
Take notes - today you're getting practical and tactical tips for getting better leadership within your team.
Merlin Erickson continues his exploration of the cutting-edge of dental financing with Steve Steinbrunner from Provide. Discover how fintech is transforming the way dentists secure loans, the importance of peer support, and the strategic insights on navigating financial challenges in the dental industry.
Richard and George reunite to dissect the financial intricacies of growing dental practices. Scaling hurts. It's painful. Just don't make it more painful that it has to be.
From transitioning from a solo practitioner to managing a multi-provider enterprise, there's a balance between production-driven strategies and cost-effective management.
Listen up and get the secrets--straight from George.
Do you have an appetite for expansion? Do you really, actually want it? Our anonymous guest "Dr. Brown" shares his experience with ownership, whether he actually wants to expand, and the key aspects Richard digs into to find out exactly how Dr. Brown can make it happen.
Merlin Erickson explores the cutting-edge of dental financing with Steve Steinbrunner from Provide. Discover how fintech is transforming the way dentists secure loans, the importance of peer support, and the strategic insights on navigating financial challenges in the dental industry.
This is a packed episode--all about Analytics-based Practice Management. George interviews former host Dr. Andrew Clingan and super-listener Dr. Graham Beard.
Most dentists starting out spend years trudging through stupid, avoidable problems. Not Andrew. Not Graham. Why? Find out how they embrace analytics to run a practice--the right way.
This is the new, proven way to run a practice.
LINKS:
Come to Analytics-based Practice Management
Listen to the Billion Dollar Podcast
Listen to the first Ask George episode
You've heard his journey so far, with his first decision to expand. In Part 1, we set the stage for Dr. Chad Christiansen's next opportunity. He might be expanding to an entirely new location. So will he add a startup loan on top of his acquisition loan?
Pre-owner Under Water is back! Our anonymous guest "Dr. Hoss" joins Matt Ford and Merlin Erickson. Dr. Hoss has his sites set on a practice doing about $750k. He's not sure. But Matt loves it. We'll see if he jumps on this opportunity, or waits for the next one to come around.
The when, how, and why of expanding your practice. Our guest Dr. Chad Christiansen talks about his original expansion from five to seven operatories. But he's also hitting that point where he knows he can't grow in his current space. Richard and Caitlin coach him through exactly how to do this.
There's an intricate dance between aggressively pursuing financial freedom and staying physically, mentally, and even spiritually healthy. Richard and Ryan Isaac talk about this nuanced debate of wealth versus health within our profession
Dr. Steven Beard and Caitlin Embree continue their conversation about practice systemization, focusing on the art of patient flow in the dental office. Strategies for scheduling, the impact of first impressions, and the tactical use of diagnostics to enhance treatment acceptance, and more.
From graduation, to associateship, to rural Missouri, Dr. Aubrie Evans tells us about her rocky, wild journey as a productive solo practice owner. Unexpected departures of key staff members and embracing the complexities of insurance, Dr. Evans tells all.
George and Suzanne answer pointed questions about practice expansion, giving us rare glimpses into their first-hand experience during this inaugural episode of Ask George.
Dr. Steven Beard and our very own Caitlin Embree talk about efficient office systems, mastering the balance between productivity and busyness, and the art of insurance negotiations.
We continue our conversation with Dr. Erica Stokke in the midst of a critical decision: whether to expand her inherited Montana practice or optimize her current space.
With a rich family legacy and a bustling patient base, Dr. Stokke is forced to weigh the benefits and challenges of remodeling against completely new construction.
With our coach Caitlin Embree and Dr. Richard Low, we're gonna peel back the layers of strategy, patient demographics, and the personal quest for a practice that truly reflects Dr. Stokke's own identity.
We join Dr. Erica Stokke in the midst of a critical decision: whether to expand her inherited Montana practice or optimize her current space.
With a rich family legacy and a bustling patient base, Dr. Stokke is forced to weigh the benefits and challenges of remodeling against completely new construction.
With our coach Caitlin Embree and Dr. Richard Low, we're gonna peel back the layers of strategy, patient demographics, and the personal quest for a practice that truly reflects Dr. Stokke's own identity.
Dr. Steven Beard and Danielle Kramer continue their conversation about the crucial role of systemization in dental practices. From the interplay between front and back office tasks to the subtleties of scheduling, they unpack how accountability and strategic reappointments fuel practice growth.
It's not a trick question. Our coaches Caitlin Embree, Traci Roland, and Lori Williams reveal the pivotal relationship between practice owners and office manager. Want to learn why this partnership can dramatically enhance your practice's efficiency, culture, and bottom line? Listen in.
Dr. Andrew Clingan joins Richard today as they talk about Andrew's time podcasting in the past, and his time hustling; building his practice now. Because he's been involved in Shared Practices since his D2 year, Andrew is the perfect case study for success from implementing Shared Practices' philosophies.
Take a listen as Andrew justifiably rests on his laurels, and sets out to go win even more.
Dr. Steven Beard and our very own Danielle Kramer school us on having ironclad insurance claims strategies, seamless reappointments, and the importance of having an experienced and credible coach to help you through all of it.
https://ProfitablePPOs.com/SP👈take the next step now.
We're asking the hard questions today. We look at the critical yet often overlooked aspects of dental practice management that might lead patients to perceive your services as just 'average.'
Founder and CEO of ProfitablePPOs.com Clint Johnson joins us today. He and Suzanne talk about the nuanced world of insurance, fee strategies, and the impact of PPOs on your practice's profitability--and image.
We'd love to help you out 👉 team@SharedPractices.com
Richard and Caitlin talk about the challenging phase when a dental practice outgrows its space (file under: great problems). Are you outgrowing your space? Your next steps are crucial.
Today we talk the nuances of managing space constraints, evaluating financial implications, and making strategic decisions to facilitate growth.
Join Merlin, Andrew, and Steven as they dive into the realities of dental practice beyond the classroom. We talk about the essentials of goal setting, navigating career shifts, and finding the right balance in the dental world. It's a practical, real-life conversation about the challenges and triumphs during life after dental school.
Richard and DentistAdvisor.com's Ryan Isaac simulcast this episode to both their platforms. Richard talks candidly about the challenges and triumphs of growing the Shared Practices podcast, his own dental practices, and the Shared Practices Group. From being a technician at heart to embracing the chaos of entrepreneurship, they each share their personal experiences from their years in our industry.
Shared Practices' very own coaches Caitlin and Danielle continue our series on dental assistants.
What strategies can you employ to establish core values that resonate with your entire team? How can you approach uncomfortable conversations and foster effective communication within your team?
We're diving into what a good dental assistant (and the rest of your team) does day in and day out.
Talk to our Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Merlin continues his conversation with Richard about the current season of his dental entrepreneur journey. They talk about owning and scaling a dental practice, the realities versus expectations in dental entrepreneurship, and exploring adjacent business opportunities.
Suzanne and Ali Oromchian, CEO of HR for Health, discuss crucial 2024 HR updates for dental practices. They cover new laws like the Stericycle ruling and Pregnant Workers Fairness Act, plus state-specific non-compete changes. Ali provides tips on employee manuals and remote work compliance. This episode is absolutely essential for dental professionals navigating 2024's HR challenges.
Not sure where to start? 👉Download HR for Health's 2024 HR Law Updates Guide http://bit.ly/41ytObk
In the final part of this series, Richard Low and guest Brannon Moncrief of McLarren + Associates delve into the pitfalls dentists often encounter when considering a sale to a Dental Service Organization (DSO). We illuminate key mistakes, from responding to unsolicited offers to failing to create a competitive environment for their practice.
You have to understand DSO deal structures and the critical need for dentists to ask the right questions to ensure they partner with a DSO that aligns with their goals and values. We'll help you maximize the benefits of a DSO transition while avoiding common traps that can lead to regrettable outcomes.
Talk to our Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Merlin interviews Richard about the current season of his dental entrepreneur journey. They talk about owning and scaling a dental practice, the realities versus expectations in dental entrepreneurship, and exploring adjacent business opportunities.
Richard and Caitlin talk about integrating personal goal-setting with professional dental practice management, emphasizing the Quadrant Approach for achieving success in both areas.
Join Richard Low and George Hariri in this special episode. They delve into the crucial process of setting goals and intentions for dental practices in the new year, and the importance of aligning goals with personal vision.
Whether it's transitioning from solo to group practice or scaling new heights--we'll cover it here today.
In Part 2 of this two-part series, the conversation pivots to the essential elements of effective leadership in dental practices.
Alex Sharp shares his experiences and insights on how to lead with humility, develop a positive practice culture, and handle the complexities of team management.
Richard Low and guest Brannon Moncrief of McLarren + Associates explore the complexities of selling to Dental Service Organizations (DSOs). They dissect various DSO deal structures, focusing on cash at close and equity components, and how these impact a dentist's decision to sell.
The episode gives essential insights for dentists navigating the multifaceted process of DSO transactions, highlighting the critical differences from traditional private sales.
Talk to our Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Richard and Caitlin are live from our headquarters hot off the heels or our live ABPM (Analytics-based Practice Management) course.
We go behind-the-scenes into how ABPM transformed over the years. Learn the innovative strategies that drive practice growth, the importance of adapting to change, the power of storytelling in practice management, and the crucial role of hygiene teams in the success of a practice.
Talk to our Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
In Part 1 of this two-part series, Merlin Erickson starts a profound conversation with Shared Practices President Alex Sharp.
They talk about the intricacies of mentorship, the impact of role models, and the significance of curiosity for both aspiring and established dental professionals.
From our headquarters, Richard and Caitlin talk about our Analytics-based Practice Management Mastermind.
We focus on both the financial and personal growth aspects of dental practice management. We talk about less tangible yet equally important elements of personal well-being, discussing meditation, stress management, and finding healthy outlets.
These are valuable takeaways for literally every dental practice owner.
Talk to our Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Shared Practices offers Analytics-based Practice Management only twice a year.
Today we interview course attendees. From exploring our hygiene-led philosophy, which has led to an average of 37-39% year-over-year collections growth, to discussing the practical takeaways and personal experiences. Listen to real-life, effective strategies for dental practice growth.
Talk to our Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Part 2 delves deeper into Andrew's experiences post-acquisition. Here, Andrew shares the early stages of running his practice, including adapting to new responsibilities and unexpected challenges. This episode focuses on the transition from closing the deal to actual practice management, providing listeners with a realistic glimpse into the life of a new dental practice owner.
Shared Practices' very own coaches Caitlin and Danielle continue our series on dental assistants. Are you underutilizing your assistants? Do you even know how to empower them to do more? We're diving into what a good dental assistant does day in and day out.
You'll hear a lot more great content in Part 3 as well, so check out the whole series!
Talk to our Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Richard Low sits down with Brannon Moncrief of McLerran + Associates. Brannon, with over two decades in the dental industry, discusses the evolution of his firm from a small Texas-based practice brokerage to a leader in DSO and private equity transactions.
We talk about the complexities with selling to DSOs, and we highlight the importance of understanding the changing dynamics of practice valuations and sales strategies.
Talk to our Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Merlin chats with Andrew, exploring his journey from dental student to practice owner. Andrew candidly discusses the hurdles and highlights of his final year in dental school and the steps he took towards acquiring his own practice. His insights on the intricacies of closing on a practice, from negotiations to legal details, offer valuable lessons for aspiring owners.
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Shared Practices' Suzanne Rassy and Traci Roland host Dr. Blake Anderson as they talk about his inspiring journey from graduating in 2021 to owning a practice.
With his father as a role model in private dental practice, Dr. Blake always envisioned owning his practice and found the perfect fit with an underperforming clinic ripe for transformation. Despite initial hurdles like limited data access and an outdated software system, Dr. Blake, with Traci’s guidance, implemented strategic changes, significantly improving patient retention and hygiene reschedule rates.
Traci commends Dr. Blake's unwavering positivity and humility throughout his practice ownership journey, emphasizing his unique approach to patient care and treatment acceptance. This episode offers a deep dive into the realities of turning a struggling practice into a success story, highlighting the importance of mentorship, resilience, and the right mindset in the world of dental entrepreneurship.
Ryan Isaac, from Dentist Advisors, talks with Richard about the lighter side of finance, how our personal lives intersect with our financial decisions, and the evolution of language and trends, particularly in the context of his teenage daughter's ever-changing lexicon.
They draw parallels between the emotional bonds we form with people and the bonds we form with money.
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
We have the privilege of hosting Colin Carr, founder of CARR. Colin shares his incredible journey from managing apartment complexes to becoming a leading expert in healthcare real estate. He sheds light on the often-overlooked aspects of commercial real estate in the context of healthcare, especially for dentists and practice owners.
Colin emphasizes the importance of seeking professional representation when entering the commercial real estate market and assembling the right team, including lenders and attorneys. He provides valuable insights into the intricate world of healthcare real estate negotiation, stressing that every interaction sets the tone for the negotiation. Colin also highlights the significance of convincing landlords of the value a dentist can bring to their property, even before exploring specific properties.
In Part 2, Colin shares how healthcare providers (including dentists) can increase their net worth by seven figures through commercial real estate. Whether you're a seasoned practitioner or a recent graduate, this episode offers invaluable guidance for navigating the complexities of healthcare real estate.
Shared Practices' very own coaches Caitlin and Danielle talk about onboarding dental assistants, trusting your lead assistant, and how to truly empower your dental assistants.
You'll hear a lot more great content in Part 2 as well, so check out the whole series!
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Eleven ops, 40 team members, four GP's, three specialists...Dr. Richard Low and Dr. Paul Etchison talk about Paul's incredible practice, the journey he's had to get there, and whether it's all worth it.
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
We have the privilege of hosting Colin Carr, founder of CARR. Colin shares his incredible journey from managing apartment complexes to becoming a leading expert in healthcare real estate. He sheds light on the often-overlooked aspects of commercial real estate in the context of healthcare, especially for dentists and practice owners.
Colin emphasizes the importance of seeking professional representation when entering the commercial real estate market and assembling the right team, including lenders and attorneys. He provides valuable insights into the intricate world of healthcare real estate negotiation, stressing that every interaction sets the tone for the negotiation. Colin also highlights the significance of convincing landlords of the value a dentist can bring to their property, even before exploring specific properties.
In Part 2, Colin shares how healthcare providers (including dentists) can increase their net worth by seven figures through commercial real estate. Whether you're a seasoned practitioner or a recent graduate, this episode offers invaluable guidance for navigating the complexities of healthcare real estate.
Dr. Richard Low and Dr. Paul Etchison talk about Richard's "mid-life crises", mistakes & bumps in growing and clinically retiring from practicing...plus real estate and way more.
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Alex, Caitlin, and our special guest Derek showcase the entire gammut of Shared Practices' offerings. We talk about Derek's journey into ownership, finding the right (though unconventional) practice for him, and his planned 10-op practice.
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Merlin and Dr. Andrew Glover continue their conversation about the vulnerability of having a podcast, leadership skills you learn in residency, and his myriad invaluable experiences in the US Air Force.
Dr. Andrew Glover's Instagram: @AG_Glover
Richard and Caitlin talk about the challenges and considerations when discussing dentures and implants in a dental practice. They delve into when to recommend full arch dentistry and the various options available, including all on four implants. They also touch on the pricing and multidisciplinary nature of these procedures, providing valuable insights for dental practice owners and their teams.
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Dr. Steven Vorholt shares his journey from following other dentists on Instagram to speaking at a doctor's meeting for the Shared Practices Group. Dr. Vorholt talks about his initial ignorance about the group's expansion and how his research before a phone call with the Chief Operations Officer, Dr. Matt Guarino, led him to a better understanding of the organization. He reveals the quick and efficient strategies of the group for starting new locations by finding already plumbed and vacant dental offices, which struck a chord with him and initiated a conversation with Matt Ford, the Business Development Officer.
Dr. Vorholt discusses the factors that influenced his interest in Shared Practices Group, including the doctor-led philosophy, enticing doctor retention model, and the speed of their operations compared to other implant-centered DSOs. He also shares his personal motivations for considering a move to California, expressing appreciation for the group's willingness to operate there despite the challenges faced by other DSOs.
Merlin and Dr. Andrew Glover talk about the vulnerability of having a podcast, leadership skills you learn in residency, and his myriad invaluable experiences in the US Air Force.
Dr. Andrew Glover's Instagram: @AG_Glover
Dr. Steven Vorholt shares his journey from following other dentists on Instagram to speaking at a doctor's meeting for the Shared Practices Group. Dr. Vorholt talks about his initial ignorance about the group's expansion and how his research before a phone call with the Chief Operations Officer, Dr. Matt Guarino, led him to a better understanding of the organization. He reveals the quick and efficient strategies of the group for starting new locations by finding already plumbed and vacant dental offices, which struck a chord with him and initiated a conversation with Matt Ford, the Business Development Officer.
Dr. Vorholt discusses the factors that influenced his interest in Shared Practices Group, including the doctor-led philosophy, enticing doctor retention model, and the speed of their operations compared to other implant-centered DSOs. He also shares his personal motivations for considering a move to California, expressing appreciation for the group's willingness to operate there despite the challenges faced by other DSOs.
"I think scalability's overrated and I think a company is nothing more than a group of people"
Richard talks with founder of SweatyStartup.com, Nick Huber, about his transformation from starting a student moving company to establishing a $100 million self-storage empire.
Nick shares insights on the importance of people management, the challenges of scalable growth, and the parallels between his journey and the world of dentistry.
Nick Huber's:
Website
YouTube
Newsletter
Podcast
More links:
Business Brokerage - https://nickhuber.com/
Personal Brand - https://sweatystartup.com/
Self Storage - https://boltstorage.com/
Bold SEO - https://boldseo.com/
Insurance - https://titanrisk.com/
Recruiting - https://recruitjet.com/
Landing Page / Web Development - https://webrun.com/
Overseas Staffing - https://supportshepherd.com/
Debt and Equity - https://bluekeycapital.com/
Tax Credit - https://taxcredithunter.com/
Cost Segregation - https://recostseg.com/
Performance Marketing - https://adrhino.com/
Pest control - https://spidexx.com/
Merlin and Andrew talk about the raw and real experiences of owning a dental practice just one month in. Andrew opens up about the highs and lows, from the rewarding aspects of seeing long-term potential to the challenges of patient expectations and clinical hurdles. They touch on the underestimated complexities of transitioning from dental school to ownership, such as equipment shortages and patient management. Don't miss this episode if you're considering diving into the world of dental practice own
Our good friend Ryan Isaac from Dentist Advisors explains the absolute best ways dentists can lose as much money as possible in the shortest amount of time. Richard and Ryan talk about the psychology of investments for dentists, discussing the allure of high-risk ventures (even the emotional ties of familial or community pitches), and the responsibility of financial advisors to guide rather than dictate decisions.
Richard and George talk about Kelly's and Amanda's roles in practice growth and coining the phrase 'Practice01(k),' using Derek's incredible growth in Alaska as a prime example.
The importance of accurate analytics cannot be overlooked. The potential for exponential growth in net worth through effective practice management, and the real-world implications of these changes are too powerful to ignore--especially for new practice owners. These data-driven insights are driving practices to new heights every day.
Andrew and Payton talk about inheriting teams of varying age demographics in a professional setting. They discuss the dynamics between younger leaders and older team members, transitions due to retirement, and the complexities of leadership. As the conversation unfolds, there are mentions of the challenges new graduates face, particularly in the realm of dentistry, and the impact of team members in different roles
Buy Dental Moneyball here
In this monumental episode, Richard and George talk about the surprise release of "Dental Moneyball." Originally slated for December, they took control, and the book appeared on Amazon ahead of schedule. With unexpected pre-orders and a special offer on their platform, they share their excitement for the self-published venture. The duo emphasizes the operational edge of speed in business, exploring both its advantages and challenges. The episode also delves into the personal commitment, sacrifices, and unexpected work during a family vacation that went into bringing "Dental Moneyball" to life.
Dr. Steven Beard and Merlin talk about making video for your website, linking it from mailers, and how many owners reached out to Steven solely because of the video.
Richard Low and Austin Davis grill George on the things he'd change from dental school until now - if he could do it all again.
Schooling, the acquisition in Phoenix, changing his mind about startups...would he do it all again?
Connect with our Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Steven and Merlin continue to talk about the challenges of different practice purchases, exploring the nuanced aspects of dental practice ownership in the beginning stages, and the framework we provide to help you navigate the complexities of acquisition...all within the context of the middle and higher performer.
Richard Low and George Hariri grill Austin on the things he'd change from dental school until now - if he could do it all again.
Schooling, the startup, Memphis, the business model...would he do it all again?
Connect with our Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Steven and Merlin talk about the challenges of different practice purchases, exploring the nuanced aspects of dental practice ownership in the beginning stages, and the framework we provide to help you navigate the complexities of acquisition.
Suzanne is joined by one of the nation’s leading dental legal authorities: Ali Oromchian. Ali founded and represents one of our absolute favorite dental software companies: HR for Health. They talk about the ongoing Shared Practices<>HR for Health alliance, why more and more dental entrepreneurs care about HR, and the vast, post-Covid overhaul to HR laws.
Learn more at www.HRforHealth.com/SharedPractices
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Our own Dr. Steven Beard joins Mohammed Abo Basha as they talk about graduating dental school, all things dental school, what Steven is looking forward to, and the Shared Practices philosophy.
Founder of the Dental Success Institute, Horizon Schools of Dental Assisting, and author of Pillars of Dental Success - our very special guest Mark Costes hosts this BONUS, simulcast episode!
He and our very own George Hariri talk about always doing something different and better, evolving visions, and the power of thinking extremely big.
An all-star team of Alex Sharp, SP Hygiene Coach/lead hygienist at Cabot Family Dentistry Tommy Tipton, and lead hygienist at Arrowhead Family Dentistry Chris Rogers talk about employee experience vs patient experience, guiding your hygienists, and how your hygiene team can bolster treatment acceptance.
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Steven, Andrew, and Merlin talk about where Merlin is looking to work after graduation, being a productive solo producing $1.2 million (vs students producing $15k in clinic), and the incredible amount of safety dentistry has as a career.
Richard and George announce George's upcoming project, our unique practice management philosophy, and relentlessly using a data-driven approach to grow your dental office.
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Dr. Steven Beard, Dr. Andrew Clingan, and Merlin talk about Andrew being in a new practice, what it's like owning a practice in different areas across the U.S., and the impact geography will have on your entire career.
Richard Low and David Maloley (of Relentless Dentist) talk about employer net promotor score, how that plays into being a good boss, and the opportunities for crucial conversations in the office.
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Andrew Clingan and Matt Ford talk about Andrew's new acquisition, inspiring teams, and the benefit of buying an off-market practice.
Richard and Alex interview Matt Guarino on the things he'd change from dental school until now - if he could do it all again.
They talk about the dental school he chose, why FOMO was involved, his total student debt (and why he paid it off), his journey into ownership, and the future of DSO's.
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Andrew Clingan and Matt Mulcock--certified financial planner and the CEO of Dentist Advisors--talk about whether ownership is right for you, student loans, and investing in yourself and in your practice.
Richard Low and Matt Guarino grill Alex Sharp on the things he'd change from dental school until now - if he could do it all again.
They talk about the dental school he chose, why he'd rather have gone to Midwestern, his total student debt (and why he doesn't worry about that), and why bread-and-butter single site dentistry is his jam.
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
"Dentists mistakenly go where they want to go; instead of where the opportunity is."
Andrew Clingan and Matt Mulcock--certified financial planner and the CEO of Dentist Advisors--talk about organizing your finances, running those finances like a practice, and things to be wary of in a "financial advisor".
Ryan Isaac from Dentist Advisors and Richard Low talk about building wealth through private equity (practice ownership), real estate, and index funds.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Dr. Andrew Clingan and Dr. Steven Beard talk about what the last four years have been like, why they feel like they haven't done anything yet and still have a lot to prove, and the fact that after dental school, you'll have to get accustomed to no longer being surrounded by your peers.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
"It was weird having an Army therapist diagnose me as an entrepreneur."
Richard Low and Matt Ford talk about what Richard would do differently if he could do it all again: starting a podcast, dental school, Army scholarship, acquisitions, and much much more.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Andrew, Steven, and Merlin talk about why his plans suddenly changed, why he was ready to confidently proceed, and how we'll be learning a lot from his mistakes.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Matt Ford and Richard Low kick off a special two-parter; they talk about whether they would go to the same dental school, skillfully using debt, and the single moment that will have the most impact on your career.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Merlin and Andrew continue Merlin's Q&A about all things: mailer. They talk about getting information out of the potential seller, not putting too much pressure on yourself, but that it's all up to you to manage the relationship between you and an off-market-practice seller.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Our own Richard Low and Murray Low talk about having crucial conversations sooner rather than later, expecting positive responses, and making your office a better place to work--for everyone.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Merlin, Steven, and Andrew talk about distributing your mailer, staying accountable, and not going too crazy too fast when you find a practice.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Richard and Caitlin kick off the first Ask the Coaches segment of Coaches Corner. They talk about the resistance from staff when implementing changes, helping staff be happy (even if it means letting them go), and not letting yourself getting jaded throughout the process of acquisition.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Merlin is literally right in the middle of his own mailer campaign.
He asks Steven and Andrew about our super updated 8-part series (go back to December 2022 for more), the beginning stages of a any mailer campaign, and and the joy of finding the one.
All to help Merlin in his very own pursuit of ownership.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Richard and Caitlin talk about onboarding a new associate, ordering supplies commensurate to your increased production, dedicating operatories to the new doctor, plus way more!
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Steven Beard and "The Magic Man" himself Merlin Erickson talk about establishing who you are as a doctor, establishing credibility using cases you've done, joining professional organizations, and getting to know those you want to serve.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Richard and Caitlin talk about the natural progression of adding hygiene days until you're ready for a second doctor, how to send out a job listing for an associate, and how to find what makes sense for YOUR practice when hiring an associate.
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Andrew and our very own Dr. Alex Sharp talk about the rarity of genuineness, guarding your energy, and setting up your career so you can truly live your dream.
Free Practice Review 👉 acquire.SharedPractices.com
Take the next step 👉 links.sharedpractices.com
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Dr. Richard Low and Dr. Mark Costes talk about running your own practice, owning multiple practices, investing in real estate and businesses you drive, as well as investing in businesses owned by others or engaging in passive investments such as crypto and the stock market.
Take the next step 👉 links.sharedpractices.com
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Andrew and our very own Dr. Alex Sharp talk about whether you should own a practice, how to go about that, and all of Alex's advice along the way.
Free Practice Review 👉 acquire.SharedPractices.com
Take the next step 👉 links.sharedpractices.com
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Disclaimer: This is NOT your typical episode of The Shared Practices Podcast. Today Dr. Tyler Tolbert and Dr. Austin Davis talk about the experience of working with the Shared Practices Group!
We have had many fans of the show reach out, so figured we’d throw something together to answer all the burning questions.
Start your life-changing journey into full arch dentistry: www.sharedpracticesgroup.com
Steven and Zak talk about being smart with your money early on, maximizing your income potential, and when to (and when not to) pay off your loans.
Free Practice Review 👉 acquire.SharedPractices.com
Take the next step 👉 links.sharedpractices.com
Relevant resources 👉resources.sharedpractices.com
Richard and Caitlin talk about hiring an associate too early, when the magic transition is when it suddenly makes sense to hire an associate, and why an associate with different goals and priorities can still take great care of your patients.
Free Practice Review 👉 acquire.SharedPractices.com
Take the next step 👉 links.sharedpractices.com
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Steven Beard and Matt Ford talk about early ownership, what you must do EARLY to increase your yield, and the metrics you need to watch for when buying.
Free Practice Review 👉 acquire.SharedPractices.com
Take the next step 👉 links.sharedpractices.com
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Richard and Caitlin share some inner workings of Shared Practices, help our listeners develop core values, and talk about why we should all work on this a little better.
Free Practice Review 👉 acquire.SharedPractices.com
Take the next step 👉 links.sharedpractices.com
Relevant resources 👉resources.sharedpractices.com
Ask the Coaches 👉 https://forms.gle/h97r1MHqi8pSp8zV7
Our own Dr. Matt Guarino introduces our in-house counsel, why the buying process begins BEFORE the L.O.I., and exactly what to expect during your practice-buying journey.
Check us out at: acquire.sharedpractices.com
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Today we're sharing part of an actual Mastermind forum call. Dr. Alex Sharp and our very own coach Tommy Tipton talk about how to calibrate your hygiene team, what that even means, and how this helps your entire staff--not just hygiene.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Ask the Coaches! https://forms.gle/h97r1MHqi8pSp8zV7
Steven is joined by Brandon Finazzo from Panacea Financial. They continue their discussion about what looks good to lenders, the post-covid lending landscape, and why Panacea Financial thinks of themselves as a cure-all for doctors' financial woes.
brandon.finazzo@panaceafinancial.com
Josey Sewell is the cocreator of Dental Operating System, and a DEO partner. She and Richard talk about how to scale culture well between offices, hiring around core values, and holding team members accountable.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Ask the Coaches! https://forms.gle/h97r1MHqi8pSp8zV7
Steven is joined by Brandon Finazzo from Panacea Financial. They discuss what looks good to lenders, the post-covid lending landscape, and why Panacea Financial thinks of themselves as a cure-all for doctors' financial woes.
brandon.finazzo@panaceafinancial.com
Our very own Suzanne Rassy and Lori Williams guide Dr. Graham Beard out of his "Ron Swanson" alias and into the public light. They talk about the advice he would give an associate who wants to buy in, how Lori grew Dr. Beard's practice, making your new acquisition sustainable.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Ask the Coaches! https://forms.gle/h97r1MHqi8pSp8zV7
Steven is joined by Michael Jerkins from Panacea Financial. They discuss what looks good to lenders, the post-covid lending landscape, and why they think of themselves as a cure-all for doctors' financial woes.
michael.jerkins@panaceafinancial.com
Richard and guest Abbigail Hogan talk about her upcoming projects for the DEO, why you’re definitely bad at project management, and then we role play actual project management problems, in real time, on-air.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Ask the Coaches! https://forms.gle/h97r1MHqi8pSp8zV7
Andrew and Steven talk about huge red flags to avoid in associateships, what a rockstar associateship actually look like, and how to make the owner be able to afford to give you more percent of production.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Richard and Caitlin talk about hiring problems, turnover, and developing your assistants so well that they don't want to ever leave.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Ask the Coaches! https://forms.gle/h97r1MHqi8pSp8zV7
Part I aired July 1st, 2022.
Dr. Matt Ford and our returning real-doc-fake-name Spiderman talk about Spiderman’s new endo skills, the complex situation with his seller, and how Spiderman and his seller nonchalantly told staff about the acquisition.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Part I aired January 16, 2023.
Richard, Caitlin, and Alex talk continue a prior conversation about the book Raving Fans: A Revolutionary Approach to Customer Service by Ken Blanchard and Sheldon Bowles.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Ask the Coaches! https://forms.gle/h97r1MHqi8pSp8zV7
Andrew Clingan and Dr. Tyler Tolbert talk about Tyler’s unexpected journey into Full Arch Dentistry, the value in being uncomfortable, and the juggling act of leading a practice clinically and managerially.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Richard Low and Eric Roman talk about Eric's beginnings, his giant loans--for three large startups at once, and getting patients to say "YES!" to awesome treatment.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Andrew, Steven, and Clay continue talking about what their own journeys have looked like, how Andrew and Steven have an updated perspective (as opposed to even recently new owners like Clay), and how Shared Practices has afforded them to do the impossible.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Richard Low and Mark Costes talk about putting down the handpiece, The Wealth Triad, Smile Outreach International, and much more.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Austin Davis joins Tyler Tolbert. For more The Full Arch podcast, subscribe here: https://podcasts.apple.com/us/podcast/the-full-arch-podcast/id1666258962
Andrew, Steven, and Clay talk about what their own journeys have looked like, how Andrew and Steven have an updated perspective (as opposed to even recently new owners like Clay), and how Shared Practices has afforded them to do the impossible.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Richard Low and one of our favorite guests Paul Etchison talk about Paul's recent journey in selling to a DSO, leadership post-sale, and practicing dentistry because you want to.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Tyler briefly hijacks our regular schedule to announce The Full Arch podcast - weekly updates for dentists interested in Full Arch dentistry.
Subscribe to The Full Arch Podcast on iTunes: https://podcasts.apple.com/us/podcast/the-full-arch-podcast/id1666258962
Steven and Andrew recap our 8-part series on updated guidelines for pre-owners, and talk about the honeymoon phase, as well as leveraging the perceived authority your existing staff already has with your new patients.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Steven and Andrew talk about closing on practices with a proper purchase range, having a seller stay on, and using professionals throughout the whole process.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Shared Practices’ partners George Hariri, Matt Guarino, and Matt Ford talk about the company, their year, their longterm alignment; plus specific struggles in the world of DSO.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Steven Beard brings Merlin Erickson onto the show as they talk about the sustainability of both productive solo and profitable group, the physical structural needs of a profitable group, and ultimately the pros and cons of working with another doctor in the office.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Got questions for a coach? Ask them here: https://forms.gle/h97r1MHqi8pSp8zV7
Richard and Caitlin talk about the book Raving Fans: A Revolutionary Approach to Customer Service by Ken Blanchard and Sheldon Bowles. We also learn how to communicate your vision in one sentence, getting your team onboard, and empathizing with your upset patients despite what they may be saying.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
This is a dense episode as Andrew and Steven talk about evaluating practices, writing Letters of Intent, and starting the due diligence process.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Richard and our guest Ken Kaufman talk about the influence of DEO, failing to understand your financials, and the benefits of an external, part-time CFO for your group- or multi-practice.
Check out Ken Kaufman’s upcoming book for more: Financial Secrets to Grow Dental Organizations
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Steven and Andrew continue our series on updated guidelines for pre-owners. Today they talk about the initial screening and evaluation, physical visibility of the location, and the fact that you're literally buying the demographic.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Richard and our guest Dr. Steven Kupferman talk about growing his surgery center in LA, why Richard has already looked into hiring a VA, and when you should and shouldn't hire a VA for your practice.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Communicate clearly to your selling doctors so they know not to treat you like an associate or partner. You’re not necessarily looking to partner; you’re looking to buy.
Andrew and Steven each talk about their experiences meeting with selling doctors, feeling out what a selling doctor is looking for, and how to diplomatically make it clear to them: “I’m not looking to partner”.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Returning for Part 2, Richard and Caitlin talk about systems for the entire onboarding process, 30- 60- and 90-day expectations for employees, and why all the do's and don't's of every job position should be in the employer manual.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
We always get questions about mailers and we’re glad to answer comprehensively here on this episode. So today Andrew and Steven talk about how many practices to select in your radius, looking good to sellers, and your personal website.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Richard and Caitlin are BACK with an audience favorite: Coaches Corner. Today they talk about the questions to ask in EVERY interview, why phone screenings shouldn't involve the doctor, when to followup with references, and why listening to team members after giving them feedback...is the best feedback!
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Andrew and Steven continue our 8-part series Updated Guidelines for Pre-owners. They talk about search methods, search radius, and the differences between Steven's and Andrew's search techniques.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
After meeting at an event, Richard and our guest Dr. Josh Renken talk about group ownership, how to scale your passion, leadership, and culture when you're not physically in the office, and Shared Practices’ constant focus on the future.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
After getting great feedback on our real estate series with Rich Andrus, Andrew and Steven now start an 8-part series. After growing as a company, Steven and Andrew are updating our thoughts on revamping our ownership accelerator course, vision and planning, and sticking with proven processes even when it seems like they’re not working.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Richard Low and Shared Practices’ resident digital ad specialist Dylan Kornberg talk about what we’ve learned building out our own brick-and-mortar presence using online ads, what works and what doesn’t with search engine marketing, and why we’re ecstatic bringing these proven services to our clients.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Andrew and Dr. Alex Sharp talk about stepping away from clinical, knowing what not to buy, and unifying teams when your goal is to own a profitable group.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Matt and George talk about recession-proofing your practice. Keeping the macro and industry-specific picture in mind, we talk about how declining currency values, patient demographics, and case acceptance will change in dentistry in the coming years.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Steven is again joined by Dr. Matt Ford and Rich Andrus. They talk about the first thing you do as you exercise first right of refusal, why paying for HVAC or something is not unusual even when you're renting the space, and ultimately why you ALWAYS need to make sure your practice is the driving force behind your real estate decision.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
This will scare you away from doing a startup. You can’t get from-the-ground-up’er than this. Richard is again joined by Dr. Chris Merkley. They talk about the buying the plot of land, zoning it, building the building, and the disasters of building the practice inside the building, plus way more.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Rich Andrus returns with Steven Beard and Matt Ford. Continuing the real estate series deep dives, they talk about when buying the real estate your practice is on is NOT to your advantage, when it's okay to miss out on real estate appreciation throughout the span of your career, and most importantly when to take advantage of the rare opportunity to buy the real estate you practice in!
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Dr. Matt Guarino and Dr. Matt Ford share lessons that have served them well from ABPM. We talk about why your team dreads when you go to events, hygiene-led growth, and the resistance you’ll ALWAYS get from your team when you go home and implement this stuff!
March 10-11th is our next ABPM in Scottsdale, AZ
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Andrew and our guest Dr. Clay Schwinke talk about what comes next after owning a dream practice, fulfillment when things to terribly wrong, and letting go when staff doesn’t do it EXACTLY how you would.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Richard is joined by, ironically, the ORIGINAL co-host of Shared Practices, Dr. Chris Merkley. They talk about the personality required for startups, the many ways startups can go wrong, and why "you can't get Merkley down".
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Steven Beard and Clint Johnson, founder of Profitable PPOs, continue their conversation from last week. Today, they talk about the negotiation process, why to switch tax IDs IMMEDIATELY after buying, credentialing an associate properly, and much more. Grab a pen and paper for this one.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Clint Johnson
855-776-4246
support@dentalppos.com
Suzanne brings back an anonymous guest “Patrick”. Last on the show in June 2021, Patrick also brings on his Shared Practices coach Traci. They discuss staff trust issues after betrayal, how he found a sweet spot in a hypercompetitive market, and the coaching he’s had throughout his practice growth journey.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Steven Beard talks to Clint Johnson, founder of Profitable PPOs. They talk about what insurance—really—is, which PPOs have Medicare built in, and how not to alienate high-paying new patients.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Clint Johnson
855-776-4246
support@dentalppos.com
Richard is with his father today; consultant and coach for executives across the world, Murray Low. They talk about changing your stress levels by breathing correctly, the ease and power of mini meditations, and how to murder your perfectionism.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Steven and Merlin talk about the five key metrics to look at when identifying a practice. We go into what to look for BEFORE paying experts to help with due diligence, “adjusted” production vs production, and why hygiene percentage is a driving factor in whether you’ll like what you’re looking at.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Suzanne and Dr. Snakes talk about the many ways patients leave your practice and reactivation campaigns as Dr. Snakes continues to triumph after tragedy.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
Andrew and two of Shared Practices’ student ambassadors Spencer Carlile and Raheel Haider talk about what they do with the ambassador program at Shared Practices, when they realized practice ownership was the way, and how—at their school—they’ve changed what a dental business club is.
Take the next step: links.sharedpractices.com
Relevant resources: resources.sharedpractices.com
A stroke caused absolute upheaval in “Dr. Snakes’” personal and professional life. His father had unexpectedly passed. After an outpouring of love from family, the community, and practice staff, Dr. Snakes’ knew it was time for major updates. Yet again he’s growing toward a direction he wants. But with Suzanne’s eyes on the metrics, we find problems we can help with. This is truly a story of overcoming adversity.
Shared Practices’ CEO Richard Low has been through a lot. And he’s familiar with how we pre-owners feel. We rarely hear from Richard on The Pursuit of Ownership but today he shares with Andrew. Being ready to put out fires every day, which personal development journeys NEVER end, and his most valuable resources he’s ever been given, and more…
Today, with Murray Low, we explore how our mental attitudes toward physical sensations we have every day at work. Episodes about "mindfulness" are tricky because each listener has their own experience and definitions about these abstract concepts. However, with mindfulness entering corporate America, we're excited to revisit the topic.
In this episode we continue our series on dental commercial real estate with Rich Andrus. Be sure to first listen to the episode aired September 21, 2022. Today we'll dive deep into leases; certain clauses and terms you must know. It's another dense episode so grab a pen and get started.
Treatment plan presentation does not equal case acceptance. It’s one specific part. Back by popular demand to talk about it, we’re doing a Coaches Corner. Today Richard and Caitlin ask: Does case acceptance happen before, during, or after the treatment plan presentation? What are the most common objections as you’re presenting treatment? And what’s a treatment planning protocol from start to finish?
Hint: you have to be a “Wow!” experience EVERY step of the way.
In this episode we will begin a series with a special guest Rich Andrus. We’ll discuss different aspects of commercial real estate. Rich is incredibly knowledgeable and he’s also been one of our presenters at our Analytics-based Pre-ownership course in Phoenix. This series will be super useful if you ever plan on owning or leasing the real estate of a dental office. In today’s episode, we discuss the three main types of leases in all commercial real estate. Take notes and have fun!
DOWNLOAD THIS FIRST:
https://shared-practices.mykajabi.com/resources?preview_theme_id=2151462506
And then literally listen to this 28-minute episode with your team.
Exercise 1: Care About Each Other
Exercise 2: Conflict is Healthy
Combine this episode with the two exercises herein and plan for 90 minutes. Unlock the low-hanging fruit of better teamwork. These exercises aren’t easy, but they’re simple.
Dive in, get it done, and keep it fun!
This is a dental student-specific episode. We’re introducing students to the possibilities; the vision. You can start honing your vision NOW and you’ll be that far ahead when you graduate. Which opportunities are actually out there, what would Andrew be focusing on as a D1 if he could go back, and ultimately, why you’ll NEVER learn this stuff in dental school.
SharedPractices.com/Events
What if you could designate certain times for certain procedures—reliably? What if you could have balance in your day? Today we’ll learn how to spread your energy evenly throughout the week. Instead of having the same random things on your schedule every day, Caitlin shares why she likes block scheduling for dentistry, why other methods have too many constraints to be useful.
How can you really know what you want, if you’ve never done it before? You have a Point A? Cool. You only need a Point B to get started. The mile markers along the way are called goals. Let’s talk about making educated guesses, and how easy it is to waste away unless you work DAILY toward those goals.
SharedPractices.com/Events
Shawn@SharedPractices.com
Before you jump into entrepreneurship, you need to find out whether or not you’ll hate your life as a business owner. Some do, some don’t. It’s okay either way. Richard gets the perspective of our Bulletproof Dental friends on our own Shared Practices philosophies. There is power in realizing, early on, what’s right for YOU. Know thyself, and THEN grow.
Grab a pen & paper for this one. Andrew and Dr. Matt Ford rehearse their Analytics Based Pre-Ownerhship presentation on us. Oct 7-8 in Scottsdale, for those who haven’t heard. But right now we talk practice models and why we haven’t talked about the “super solo” practice in a while.
Where PBN was once an analytics company, it is now a platform. That distinction reveals the one reason we’re back using Practice By Numbers.
As Richard says, “I’m less interested in what practice owners are doing with analytics without a coach, and more interested in how we can help them with the right analytics platform through coaching.”
Listen in for our robust history with PBN, and why not using it made our stomachs turn.
Since appearing on the show May 20, 2022, Kent Miller and Dentagraphics released a big update they call Dentalgraphics 3.0. The 2.0 version had a centralized list of practices (and their demos) to sort through. Data is at the heart of what they do. Which brings us to today: he and Steven talk about how they help pre-owners Start, Buy, Grow.
From The Dentist Money Show, our friend Matt Mulcock joins us. There’s a reason Shared Practices and The Dentist Money have a successful history together. Dentist Advisors’ has frameworks for dental students, robust earners (even if they’re still in debt), growing owners, and way more. We want you to accomplish your financial goals—with or without Dentist Advisors (you’ll see why we recommend WITH).
Following up on our Jan 5, 2022 interview, Dr. Doom has now settled into his rural practice. He purchased from the doc who gave him his first job. After working with the seller for a couple months, and Dr. Doom quickly netted 6 more staff! Is this guy really going to work at ONE PRACTICE for his entire career? Let’s see what he likes and what he hates about his rural acquisition several months in.
We are in the process of adding legal services in-house as part of our buyers representation services at Shared Practices. We’re currently working with attorney Daniel Saylor to make it happen. There’s a lot of red tape to essentially becoming part law firm, but we’re here to confront our (and your) complicated relationship with “the legal stuff”.
Our very own Christie Larson joins us. Having worked in dental for over a decade, she's now giving us pre-owners a preview of the coaching we can expect in the future. If she could go back in time and tell her clients--before they were owners--how to set up for success, THIS is what she'd tell them.
When we released our new patient phone call episodes, we noticed something: offices fumble phone calls because offices don't have an etiquette standard. Go back and listen to the episode published June 20, 2022. You'll notice skilled employees--excellent employees. But you'll also notice a lack of standard phone etiquette. Richard and co-host Caitlin Shoemaker return to teach phone etiquette and a lot more.
What’s Tyler Tolbert been up to for the past YEAR? Today he reclaims the show as he sits down with Steven and Andrew. We talk his exploits jumping into a rewarding position, his first surgery as a licensed dentist, and why he’s happy to be back where he started.
Our guest is driven and he’s changing lives every day. Richard catches up with this old classmate and friend. He happens to be running one of our denture & implant offices in Reno. With a truly amazing start to his career, check out why he’s now left everything aside and is changing lives everyday in Reno.
Back in TPO #96, we talked to Inigo Montoya (published Nov 3, 2021). He had found an interesting practice but after the show aired, that practice didn’t work out. He’s closing tomorrow on a better way better one. Check it out as our own Dr. Matt Ford helps him with last minute vetting and what to do once he’s on-site tomorrow.
Schedule to be on the show: Merlin@SharedPractices.com
One of our talented surgical doctors comes on-air today. What’s it like actually working in one of our Dentures & Implants startups? Our Louisville partner shares his experience. What’s the heaviest-scheduled office he’s worked in? Is he over-stressing every single day? Learn all about his office and routine (hint: it’s great, and he’s in a great market).
When you’re reading great books and listening to the best podcast in the industry, it’s easy to get lost in the tumult of opinion. Business knowledge and personal development is less about learning and more about using. Use your knowledge to find your stride and develop your own leadership voice.
Hiring, firing and letting team members thrive in the right place, audience favorite Caitlin Shoemaker is back sharing details of how to get it done. Your team decisions have serious impact on team members’ careers, so let’s get this right.
Plus, we now have non-public, recorded examples of bad front desk phone calls; these are available for our coaching clients only—-for training purposes.
Caitlin@SharedPractices.com
Our own multi-practice owner Dr. Matt Ford has recently sold one of his four offices. Almost all our services are from the buyer side. But today Steven teases out of Matt the dirty details about selling. Listen and learn the moving parts behind the seller.
Following up on our June 6th episode, “Dr. Balboa” is back. After trudging the long, lonely road of ownership, this doc is ready to dive into his metrics and listen to Suzanne. We’re closing that “backdoor”, retaining more patients, and putting Dr. Balboa’s payroll problems in the past forever.
A cool distinction among practices (and among future practice owner avatars—you guys!) is the D0120 (recurrant type dentistry) and the D0140 (more transactional-based dentistry). What does a recurring revenue type of practice look like? A transactional? Andrew makes Steven expand on this powerful distinction.
Alex brings our own Christie Larson on air. Can your team share ideas, vulnerability, or responsibility without it coming back at them negatively? Alex and Christie share stories of toxic traits popping up in their teams, and how to fix it forever.
Listen to all these Book Club episodes and nip these problems in the bud—in sequence!
Associate at a new acquisition, Spiderman now has the chance to buy his mentor’s flagship practice. He knows the staff, the office, and, of course, the seller. Let’s see if he digs into the metrics on this friendly neighborhood deal.
Share your opinion about this episode: alex@sharedpractices.com
Richard and Alex kick off Shared Practices’ book club. BOOK CLUB IS FOR YOUR TEAM. Some of our own practice team members, we found, either aren’t into books, audio books, or podcasts or anything. So we needed a way to make innovative concepts accessible to them. This episode introduces that concept and we’ll have later episodes where your team can listen to (and quickly benefit from) our study of The Five Dysfunctions of a Team by Patrick Lencioni. We’re studying one dysfunction at a time and today we touch on lack of trust.
On May 27th, we published an episode with Alex Sharp about the pros & cons of group practice ownership. Today, Steven brings on our special guest Dr. Matt Ford to talk about the pros & cons of multi practice ownership. We hope our listeners are well-acquainted with the differences in practice structures! Dr. Matt Ford talks his and his wife’s head-first dive into multi-practice ownership, the flood of opportunities that followed, and the unique headaches that come with this lifestyle.
Delegation. Delegation. Delegation. That will always be the key here.
Plus, what dentistry does he still enjoy?
Caitlin calls actual offices pretending to be a new patient! This is a follow-up to our Jan 24, 2022 episode entitled “Coach's Corner [Live Demo] The New Patient Phone Call”. After a fusion of ideas between Caitlin and our producer (and after some coordination with the practice owners), Caitlin makes anonymous calls to unsuspecting front desk employees. Make no mistake; you’d be proud to have these employees. Richard and Caitlin discuss what could make these great receptionists even better, dissect the differences between the two, and what this means for your practice!
If you haven’t listened to our last episode yet, do it. Today, George and our internal CPA go head-to-head. George’s longtime opinions about accountants are…refined today. Our CPA Lindsay does robust work in the background, mostly for our enhanced Buyers Rep Services. What’s more valuable when assessing a practice: a P&L, or the actual analytics? Who’s the most trusted advisor across industries? And—most importantly—will George temper his view on accountants? 😆
With a special Monday episode for pre-owners, Matt introduces Shared Practices’ Enhanced Buyer Services. Due diligence is a critical factor, but what if you’re doing due diligence on the wrong practice? Finding and securing the right practice for you is no longer an accident. Our own Suzanne and Alex share the details of how Shared Practices makes your ownership journey predictable and effective.
This combination of hosts rarely interact on the same episode, so take it all in as we hear from this analytical dream team.
The race changes based on who you have around you. We talk about having all of your oars going the same way—no crazy/different directions allowed. Learn how to rid your vision of contradictory elements, get the right people around you (in school AND as you prepare for ownership), and—when you’re an owner—get your team all working in the same direction.
Shared Practices listener “Dr. Balboa” joins Suzanne today. Longtime student of entrepreneurship, this owner doc still found his backdoor wide open. With patients leaving, difficulty making payroll, and—not to mention—a hurricane hitting his startup, Dr. Balboa has taken plenty of punches. He’s finally meeting with Suzanne to find and do what it takes to grow this thing.
Dr. Matt Ford introduces student doctor Merlin Erickson. Merlin will guide guests and ask questions from a student point of view. Our guest “Dr Roo” is in his first associateship, wanting to buy into the practice where he works. Should he gain more experience before committing to—potentially—the wrong practice? Or, since he already knows he loves surgery, is his vision right under his nose?
Listen for the end when Dr. Matt Ford tells us exactly why Dr. Roo is destined (or has made himself destined) to become successful in whatever he does.
We continue the fly on the wall concept—you hear actual mastermind meeting. Richard leads the discussion with our now-familiar mastermind-members-turned-guests (and practice owners) Dr. Megan Timm and Dr. Katelyn Miller. What are you doing to DISempower yourself? Holding staff accountable without micromanaging, and the challenges in our guests’ actual offices right now.
Are you supposed to buy a ready-made group practice? What do you look for if you want to find a deal instead? With a large practice in Arkansas (and with a new startup), he’s the best person to broach the subject; our own Dr. Alex Sharp joins us today. We’ll learn the energy you should pour into your team, running fruitful meetings, and ultimately picking your problems.
Today, you’re a fly on the wall of an actual mastermind meeting. Richard leads the discussion with our now-familiar mastermind-members-turned-guests (and practice owners) Todd Haskin and Tyler Aten. We find out if Todd is even using his expanded practice, and whether or not Tyler has begun the same option in his rented real estate. Plus, what’s Richard’s monthly collections recently? 🤔
Use exclusive code “sharedpractices” [👈 exactly as written] for 10% of monthly subscription or custom reports from Dentagraphics.
You risk enough going to dental school. Now consider the additional risk of buying a practice. Mitigating that risk is part of our job—the way we do that? Demographics.
Co-founder of dental-specific demographics firm Dentagraphics, Kent Miller gives our very own demographics superfan—Steven—a look under the hood at why and how we MUST know our demographics. The greater market conditions in your target area, orchestrating those conditions with your real estate—we reveal the entire world of information. After this you’ll see Dentagraphics is a no-brainer.
As Dr. Alex Sharp opens Little Rock Dentures & Implants, he becomes even more keenly aware of the challenges new owners face. When you acquire, remember you’re playing the longgame; don’t obsess with P&L’s when simply being a pleasant leader can take your P&L’s a long way. But you can what you want and need to change. Alex and Matt talk about changing systems at risk of losing some staff, not being seen as a “money-hungry” new dentist, and how your agreements with the seller are never written in stone.
Some days you’re on fire; some days you get stuff done. Some days…you just DON’T have it. Students, associates, new owners—it’s true for all of us. People are going to pay you—real money!—for dentistry and you’re not going to do a perfect job every time. Those are the facts. How are you going to respond to that emotionally? Are you gonna let the unrealistic expectations from dental school carry over into your career? At some point, your hard decisions are going to make SOMEone upset. Are you ready for that? Matt Ford and Andrew Clingan discuss…
On our April 25th episode, new practice owner “Dallas” was floundering because of continued weird requests from the seller. Without a clear vision for his practice (or his career in general), he continues working with Suzanne to build out a vision, and reverse engineer the mile stones to achieve it.
The energetic Steven-and-Andrew duo returns. Today we take in one of the more serious lessons they’ve learned this year. To give some context, the books Traction and EOS are—to say the least—influential within the internal Shared Practices culture. As Directors of Pre-owner Mastermind, Steven and Andrew have been discussing another crucial read from Gino Wickman: EOS Life. Check out the summary points below:
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10-year thinking
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Taking time off
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Know thyself
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Be still
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Know your 100%
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Say “No”…often!
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Don’t do $25/hr work
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Prepare every night
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Put everything in one place
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Be humble
We’ve morphed from just a podcast…to an established business—that happens to have a podcast. If you’re a longtime listener, you know this intuitively. But we have constant stream of new listeners. For them, we’re reflecting on our entire body of work, as we tour our own phases of growth.
We readdress things we want to update, reaffirm things we staunchly stand by, and poke fun at ourselves for harping on unnecessary marketing strategies (TikTok anyone?). Listen up so you can keep filtering out the noise and amplifying what works…SUSTAINABLY
“Dr. Patrick” isn’t our usual listener. New in our ecosystem, he has an intriguing vision. That shows up in the practice that he’s considering buying (seriously, wait till you here the 💰collections💰 on this behemoth). Bottom line is: pick your problems. Listen in to see if you would pick the same problems as Dr. Patrick would.
Our guest “Dallas” is a low-key guy who found a practice using our mailer strategy. Having bought his practice six months ago, he’s now getting frustrated with his seller. Out-of-place requests from the seller, and a vague asset purchase agreement only add to the confusion. Listen in to learn why you should have (and refer to) a rock-solid asset purchase agreement, and when to break it.
“You can be an absentee owner and make way more money than when you were sitting in the chair—and that’s a beautiful thing.”
Danielle Davis joins Andrew today as we continue our new segment: Startup Stories. Accomplished in her own right, she and husband Austin Davis are one of the most savvy couples in all of dentistry. Having opened startup after startup, Danielle and Austin soon had fool-proof standard operating procedures. Check out how they’ve scaled those SoP’s; from signing the lease to build-out, to why they chose Memphis, and how they felt comfortable taking huge risks.
www.MenloTransitions.com
Whether a buyer or seller, you'll want to take some notes during this episode...
After a dental-focused banking career, our special guest and broker David Haynes was invited to join Menlo Transitions as a practice broker. When he discovered the practice buyers’ palpable disdain for brokers, he decided there was a ripe opportunity to change the way he serve those seeking an acquisition. Whether Effectively working opposite from brokers, showcasing yourself as a buyer, and how NOT to get ahead of yourself when valuing your new acquisition.
From CARR Healthcare Real Estate, commercial real estate agent Kyle Church joins us. He and colleague Mike Jorgensen have been serving the dental industry for years. Shared Practices is now partnering with CARR to help listeners maximize their profitability through real estate. Steven asks them about the importance of having the right lease, what kind of lease is a startup’s dream, and how to lease based on your own vision.
After an equity agreement went sour, “Thor” found an acquisition elsewhere (in the outro we learn to filter these situations out of your life). He’s the only doc and he’s short staffed. Suzanne teaches him to get his head out of staff’s tasks, how to hire an associate for the right reasons, and what to aggressively track when you haven’t yet updated your software.
Shared Practices doesn’t always talk about overhead cost. But when we do, we make sure to teach pre-owners to NOT to hamstring growth for the sake of “controlling your overhead”. Today you’re getting a refresher on fixed costs, variable costs; and how to optimize staff cost, rent, supply & lab bills, and more.
ANNOUNCEMENT: We want to call YOUR office as a pretend new patient, and then provide feedback. Your office and staff will be anonymized.
contact Caitlin@sharedpractices.com with subject line CALL MY OFFICE to check availability.
Today Richard and Caitlin talk about The Hand Off. If your staff is fumbling simple tasks over and over, then the problem might be you? Find out how to update your procedures and stop losing revenue to fumbled hand offs.
Is the pursuit of ownership really about ownership itself? Or is it the pursuit of happiness within dentistry via ownership? George and Andrew talk about freedom, autonomy, life in entrepreneurship, and everything that practice ownership means to them.
Today, listeners are a fly on the wall of what is essentially an actual mastermind meeting. Richard leads the discussion between actual owners Todd Haskins, Derek Green, and Chris Vanderpool. Each new owner gives nightmare stories, and success strategies. We talk moving into new real estate, finding solid associates, and the power of diversifying your net worth.
Our guest’s journey is similar to that of many of our listeners. We’re reminded that, for so many of us, EQUITY in a dental practice—even if it substantially increases your debt—is the best way to pay off student loan debt, and reliably build net worth. Reality is more forgiving than a negative mindset.
“I work to provide for my family, then I look at my paycheck as an associate, and half of it is gone because I’m not the owner. That really lit a fire under me to work toward ownership”.
After several iterations of his vision, “Dr. Thomas” now brings his prospective acquisition to Dr. Matt Ford.
Check event availability here.
Suzanne and Richard share the best moments from recent live events. Plus we share the common journey every one of our clients shares, WHY we developed our Analytics-based Office Management education, the challenges (and solutions) you’ll face after the event when you’re back at the office, and ultimately why the world will need more Shared Practices-trained office managers very soon.
As Steven starts pitching audience questions to Matt Ford, Matt hits home runs of information every time. Listen up as we talk about differences between rural vs urban non-competes, acquisition metrics & red flags, solo vs group practice management philosophies, buying right out of school, and so much more.
Literally grab a pen and paper for this one! 🎧
You’ll wanna share this episode. We learn the about evolution of George’s and Alex’s thoughts on real estate, leaving room to physically grow your office, and revisiting the mere industry-standard advice we gave in Season 2.
Listen up because this is now THE episode for real estate considerations.
Send us your real estate questions: Alex@SharedPractices.com
Last week we met Dr. Zaneta “Z” Hamlin.
Plumbed for 10 ops, her startup plans hit at the same time as lockdowns. The challenges didn’t stop. Trying to find team members in 2021 and having to work part time during the beginning of her startup (she does NOT recommend that). Andrew talks about how she went from all that…to now running up against her capacity!
www.CuspDentalBoutique.com
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
After rebuilding his active patient count, Dr. Tune town has shown us he’s not the typical risk-averse dentist. This rewards him as he prepares for the future: adding another doctor, manager, assistant, and aggressively increasing treatment acceptance could all be possibilities.
Andrew kicks off our new segment Startup Stories. We hope pre-owners everywhere can benefit from these human stories. Vulnerable, energetic, and perfectly honest, our very first guest on Startup Stories is Zaneta Hamlin, DDS, FAGD.
After graduating Howard University in 2012, she finally decided to open up shop on her own in Virginia Beach. Find out how she went from not wanting to own anything…to having 10 ops!
www.CuspDentalBoutique.com
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Even with the most accurate information, you’re always going to lose patients out the “back door” during any transition. Suzanne introduces us to our guest Dr. Tune Town. He didn’t get the practice he thought he was buying. Starting from square one, he was able to start rebuilding his active patient count, what he would do if he could re-do due diligence, and how he learned to stop wasting time.
To kick off TPO’s new Mastermind Conversations segment, Andrew and Steven bring on guest Aaron Miller! Aaron was a longtime TPO host back in the day and he’s now one of our mastermind members. As a D4, he shares his experience as he prepares for graduating, the results of sending out mailers, and where he falls on the Clinical-to-Entrepreneur spectrum.
Enjoying our Mastermind Conversations? Tell Steven@SharedPractices.com
To learn more about Bulletproof Dental Practice, or listen to their podcast, check out BulletproofDentalPractice.com.
They have a summit on June 3-4 in Nashville, TN BULLETPROOFSUMMIT.com.
Check availability for Shared Practices’ Analytics-based Office Management: events.SharedPractices.com March 25-26th.
Our own Dr. George Hariri reached out to our new friends at Bulletproof Dental Practice.
Dr. Peter Boulden and Dr. Craig Spodak joins us. One is a high-end multipractice owner; the other is part of a family-owned mega office group.
All today’s speaker’s go through trial by fire as each seeks to understand the others’ opinions on the greatest problem in dentistry today, George’s upcoming book Dental Moneyball, and the fighting words that brought them all together for this candid multicast.
You've found the practice. You want to send a Letter of Intent to a seller. What do you need to do before? What about after? After sending an LOI, it's go time. DEA numbers, NPI's, lease terms, insurance credentialing, and of course: LLC. If you're confused, good. Give this a listen! Andrew and Steven bring us up to speed on the exact steps--and the potential firestorm of due diligence--that come quickly after.
Our team members want to be really good at their job. They want to feel competent and confident; like nothing surprises them and they know how to handle tough situations. But sometimes their roles and responsibilities are left unclear--FOR YEARS! Richard and Caitlin finally give us the R&R's the front office needs to grow right along with you.
Longtime listener and new graduate "Jared" wants to buy one of two enticing practices. Practice A's seller won't retire for 6 more years--and wants a partnership in the mean time. Practice B is owned by an older couple who want to retire right now. Should he go for the 50/50 ownership headache, or take the clean break and start off with 100% equity?
Matt and Alex take a deep dive into hiring associates. You might want to grab a pen and take notes for this one. We talk: how to find motivated associates, how keep your culture congruent once you hire, …plus why are dentists afraid to tell their teams they’ve signed up for a coach? Hiring your first associate is going to be hard no matter what, so we’re here to guide you through!
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Andrew, Tyler, and Matt broadcast straight from the Shared Practices headquarters. Today we recap Dr. Matt Guarino and Dr. Alex Sharp's Analytics-based Case Acceptance course from January. While finding out whether we all need to be super dentists, we talk about helping patients voice their actual needs and the value of trust over perfect clinical skill.
Plus, Tyler's unique situation.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
You'll want to stay for the net worth hurrah in the outro.
"Retain. Open. Fill. That is the recipe here". After he bought a withering practice, Cosmo and Suzanne discussed improving his retention systems and why to delay marketing. Today Suzanne delivers a monster laundry list of goals for Cosmo. Reactivations, growing staff; we seriously put his teachable mindset to the test.
Take notes on all the low hanging fruit. Hint: it's not always about marketing!!!
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
After Matt and Alex check in with their health and that of their practices, we meet "Cosmo". After buying a practice from a COVID-spooked seller in 2020, Cosmo realizes what he has: a $235k practice WITH the real estate. But was it too late to right the ship on this withering practice?
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Steven is back to TPO! He brings George on to finally address his new insights about startups and acquisitions. George has spent PLENTY of time in both of these worlds. First he'll teach us how to anchor the startup-or-acquisition decision in the first place.
You should literally take notes as George takes us through which one works best as you begin your ownership journey. Pay attention and here we go!
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
We know when our front desk isn't doing a good job on new patient phone calls. But we don't know how to teach them to do it right. Today Richard brings our very own Caitlin Shoemaker on as we listen to Richard bomb on all the right things to do. Then we learn the RIGHT way.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
As George owns his leadership limitations, he realizes his disdain for being told what to do. Since that's incompatible with being CEO of Shared Practices, he introduces the new one. As Richard takes the reigns as CEO, he joins in the conversation with his personal repeating cycle of hobbies-turned-obligations. We share everything it takes to keep the right person in the right role at Shared Practices.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
With a tech-savvy platform, Provide gives clinic owners loans for buying or starting their first practice. Andrew sits down with Brian from Provide as they talk dental financing in the post-COVID world. They talk creative financing, pre-qualification, and burning questions any pre-owner is itching to ask a lender.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Topics you want George and Alex to dive into? Alex@SharedPractices.com
George and Alex talk some serious real estate and debt maneuvers. Dental office shortages, dos and don'ts of negotiations, net-worth-shattering mistakes, buy-or-lease, and George reintroduces a simple concept that keeps him looking at the big picture.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Last week we found out Dr. Lorenzo has lots of room to grow into his practice. Today we hear how he's going to calibrate his team, help the practice run automatically, and make other huge strides toward growth.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
2021 was a big year for both Andrew and Steven. With another year of dental school done, we reflect on our time in clinic, post-graduation plans, and personal growth. Will Andrew be converted to doing a startup? He and Steven open up about preparing for--rather than strictly planning--our futures.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
"I'm big on copying what other successful people have done." Startups don't have to be a nightmarish scenario. Having raised her little ones, Katelyn Miller is now raising a practice. After her acquisition plans didn't pan out, she decided, "What I want doesn't exist, so I'm going to create it myself." Did Katelyn's startup require clever marketing, or just simple accountability from other mastermind members? Listen in to find how she's grown.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
With a methodical approach and a humble attitude, "Dr. Lorenzo" landed a practice with potential. But he has big shoes to fill. Can he make it profitable, given the price tag? Alex hosts this two-parter.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
We like today's guest Dr. Doom. Why? Because he shares a story with so many of our pre-owner listeners. By now he's spent the equivalent of days listening to our content. Our Dr. Matt Ford points out Dr. Doom's trajectory. Then we talk about the size of the office, number of staff, and how do leave room to grow.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Happy New Year! With the happenings of 2020 and 2021 in hindsight, our Alex Sharp and dental student Aaron Miller frame the question: What do we really have control over? In 2022 we're rewarding our teams, reevaluating so-called work-life balance, and sharing what works and what doesn't in our Mastermind group--all to help us thrive through the 2022.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Matt and Alex reflect on 2021 personally and professionally. Pivoting, work-life balance, health, family...nothing is off the table today. As you see fit, we want you to implement some of these tactics into your own lives in 2022 and beyond.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Andrew catches up with our very own Clay Schwinke. Since he's living proof of the Shared Practices philosophy, it's important to us that our audience knows his recent developments. We catch up with Clay about the important, the practice he bought during dental school, training his team, and becoming a father.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
As George and Alex simulcast to the Dental Investment Group, we catch you up on our DSO developments, the evolution of our offerings, and why we're pivoting away from in-person events.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Phil Lopez, from Dr. Genius, shares phase-based tips for growth. It doesn't stop at what he calls Digital Due Diligence. Suzanne digs farther as they talk making trustworthy content (hint: not from a content mill), SEO, and how important social media is for dental.
www.DoctorGenius.com
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
With an energy we haven't seen before, last weekend's in-person Pre-owner event left us wondering: What's the future of live events? After discussing, They open up about the opportunity of ugly duckling phases, and of course: the metrics that matter most for Pre-owners.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Richard and our coach Caitlin bring on Tommy Tipton--lead hygienist to Dr. Alex Sharp. Tommy knows the actual jobs-to-be-done of hygienists. One of those jobs: Co-diagnosis. Do not finish this episode without sharing it with your hygiene team!
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Productive solo cashflow, the costs of scaling, and quantifying your need to become a mega-group. Touching on aspects of our Analytics-based Pre-ownership course (literally going on live in Scottsdale as we publish this), Matt and Alex take us through potential scenarios.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
You could spend extra hours stressing over purchase agreements and all sorts of due diligence. But you went to school to be a dentist; not a legal, real estate, or finance expert. Yes, you could do ANYthing, but don't get caught up doing EVERYthing. Andrew and Steven teach us why we hire the experts to do things for us--one and done.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Dr. Richard Low invites another mastermind member to share his journey of ownership. Derek Green knows ownership is not perfect, but tells us how his stresses have turned into rewards. Looking WAY outside his target radius, resurrecting a behemoth rural practice, and negotiating with hostile landlords are all part of his story...
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
"I came on the show for Suzanne to poke holes in my game plan!". Using Dental Intel, Suzanne gives Dr. booman just that. Plugging leaks in patient retention, case acceptance, and team accountability.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Join us December 17-18 in Scottsdale. www.SharedPractices.com for details.
Matt Ford oversees several locations, each with distinct team dynamics. That can be a huge headache...except that it's not, because he's NOT overseeing the little details. He joins Steven Beard today as they talk: Building infrastructure. Leading more and micromanaging less--are you cut out for the go-to sexy dream of multi-practice ownership?
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
There are countless landmines we run into as new owners. Some of these can lock us into a certain way of doing things. We talk about lease length, questions to ask the team during an acquisition, and more; plus they answer audience questions.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Two years into practice ownership, Dr. "booman" is on pace to collect $1.2 million. But after discovering he's still doing the prophies himself, AND not taking vacation, Suzanne finds flaw after flaw in his approach. More vacation, more delegating to hygiene staff, and more sustainability and happiness are all on the docket today.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Dr. Matt Guarino joins Andrew to tell Pre-owners: case acceptance skills start much earlier than practice ownership! He'll present this fully at our Scottsdale in-person event, and teases the process today for our Pre-owner audience.
Pre-owners are invited! Sign up now: events.SharedPractices.com January 14-15th in Scottsdale.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Richard joins our Coaches' Corner with our coaches Caitlin and Traci. When you buy a practice, you're buying their systems, culture, and norms. With our coaches' varied preferences and experience (hint: Traci loves startups), we talk about the cost-benefit; risk/rewards of building your own systems, culture, and norms from the ground up.
SharedPractices.com/offerings/coaching
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Since speaking at our Minneapolis live event in July, Murray Low has been the subject of conversation in SP circles. Suzanne now introduces him to our Practice Under Water audience. An expert (and coach to executives around the world) on Crucial Conversations, we learn the conversations we MUST have as struggling and growing practice owners.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
With a well-rounded background in fee-for-service as well as public health, today's pre-owner "Brie" now wants to setup a practice she actually enjoys. She has her eye on a practice in a popular suburb, but the aging owner has let his production dwindle, and her prospective team may have a confusing mixture of expectations. Can Matt Ford and Brie right the ship on this otherwise dream practice?
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Simulcasting from the Dental Investment group on Facebook, we learn from George and Alex to think of practice ownership as an investment. Emotion easily overtakes owners in their ugly duckling phase. Today we help you back up, assess longterm vision, and continue always with the end in mind.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Screening team candidates, retaining them longterm; Suzanne gets specific for Spidey. Plus, Matt talks about his staff turnover mistakes from his acquisition, and the do's and don'ts of forthrightly offering staff a no-harm-no-foul 90-day trial period. There's a good fit out there for every position, you owe it to yourself (and to your team) to find the staff puzzle pieces that fit.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
After our SP Dental Concepts announcement 9 days ago, George now joins Andrew to address the angst our pre-owners have about what the future looks like for them.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
When Hunter Smith appeared on Matt and George's weekend show 'The Billion Dollar Podcast', we knew we had to bring that information to our Shared Practices audience. Today Matt, George, and Hunter talk about DSO's as minority stakeholders; offering equity to docs working in the group, plus an extended Q&A with the audience.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
"Spidey" is a new grad and even newer owner. Having seen huge growth early on, his superhero luck is running out. He loves his team, and wants to grow into a space next door. But if he grows now, he would just be growing his front desk problems. Will he fix his front desk problems before growing.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Andrew and Steven deconstruct our beliefs and preferences about business partnerships. Is having multiple owners always better? Should one partner have a controlling interest? And when would a partnership NOT make sense?
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
📢 With new-grad ownership now being next to impossible, and Austin having perfected the Dentures & Implants model, Shared Practices saw a disctinct opportunity. Now, industry consolidation meets equity, as George explains what he and 5 others sacrificed to introduce this equitable solution for young owners.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Randy's practice is turning the corner from startup to actual mature practice with recall patients. Will he remove himself from as many operations as possible? We talk about training (and TRUSTING) your team.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Our anonymous guest Inigo Montoya is asking us to prepare to buy. With his wife finishing her physician training, he's in his early stages of settling down where he wants to live. With our very own Dr. Matt Ford by his side, he learns about what terrible hygiene production looks like on paper, learning more clinical skills to match the selling doctor's production, and spotting huge A/R issues.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Richard introduces us to Tyler Aten. Together we offer a taste of what's normal for mastermind members: community, revealing each other's blindspots, and celebrating victories. As soon as Dr. Aten was a member of our Mastermind, we knew we had to have him on the show. Today it's all about getting the proper practice loans, multipractice headaches, and what to do when you can't expand.
Reach Tyler at
TylerAten@gmail.com
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
"Randy" is half of husband-and-wife dental duo. With a new practice, in a desirable community with a new part time associate...what's not to love? We hear Suzanne lay out a fantastic strategy. But can Randy stop being a helicopter owner and give the associate room to take the reins?
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Is there a perfect time to introduce yourself to your new staff? Or to make big changes in the office? Should the staff know the owner is selling before you meet them? Dr. Matt Ford joins Andrew to tell us the ins and outs of helping the staff navigate the massive changes that happen during your acquisition.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Teams dread morning huddles because they've probably never had a real or effective one. Both fans of the morning huddle, Matt and Alex talk about reasons people avoid these quick informal meetings like the plague, and why you're probably wrong for not having them daily.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Elon bought a decent sized fixer upper practice. Skewing on the older side of dental school graduates, Elon has masterfully married his clinical skillset with the needs of this patient base. Is Elon going the direction of super solo practice, or can he squeeze a group practice into 5 operatories?
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Are you overcomplicating your career starting line? Steven and George revisit the basics of vision: What kind insurance model do you want? Where do you want to live? We also dive in on how our Analytics-based Pre-Ownership discussions answer all this, plus way more.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
Back by popular demand, Dr. Megan Timm joins our Coach's Corner today. Our coach Caitlin Shoemaker, along with Dr. Timm's office manager Kellie Bear also join. Kellie will help us dig up all the dirt on how Dr. Timm managed to buy two practices at once, and adding a third...all right out of dental school. This energetic crew helps us dissect Dr. Megan Timm's profitable approach!
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Is it better to overpay for a high-performing practice, or get a great deal on a small practice? Today, our guest Elon puts this to the test. After feeling ready for ownership by his 4th year of dental school, he eventually found a 5-op practice. He's brought the production up 2X, but will that be enough?
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
"I've not talked to a lot of dentists who haven't started with 3, 4, or 5 clinical days per week", Andrew admits. At some point, you are going to have to rely on your clinical skills for a little while. Residency, CE, clinical grind, and finding the right practice that allows for eventually putting down the handpiece.
George and Alex received a question during our Pre-Owner Mastermind, and now pose it to our audience: Should you grow if you're happy with where you're at? "If you are a cog in the operations of your practice, you are not ready for multi-practice ownership", says Alex. Is it as simple as that? They dissect their own "right answers" now.
Dandy Labs: if you want a FREE 3Shape TRIOS scanner (costs 30k), sign up with Dandy at MeetDandy.com/SP. If you use this link you’ll also get $250 in lab credits for free!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Suzanne calls out Dr. Nova's metrics and gives exact courses of action. Helping cash-pay patients accept larger treatment plans, transitioning from one to two hygiene columns, and how to be firm on collecting A/R while still helping those patients come back.
"Do your due diligence". Steven Beard and Dr. Matt Ford explain exactly how. You could spend days and days doing due diligence before buying. But these two break down what's most important. Plus, a primer on EBITDA.
Richard introduces us to his peers--and friends--Todd Haskin and Christopher Vanderpool. Together we offer a taste of what's normal for mastermind members: community, revealing each other's blindspots, and celebrating victories. Today it's all about cutting the fat out of your systems, watching your practice grow, and accepting change.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Dr. Nova always wanted to be a productive solo. But now that she has a few months' experience as a practice owner, she's considering bringing on an associate. Suzanne uncovers Dr. Nova's desire to be busy without working around anyone else's schedule. Can Suzanne help her pivot her vision without sacrificing her sanity?
Longtime listeners and bingers get hooked on Shared Practices from Season 2 on valuation. While our early seasons withstand the test of time, Steven and Andrew help refine the focus of valuation as we learn: Evaluation > Valuation. Every time.
Steven@SharedPractices.com
Andrew@SharedPractices.com
What are the only two things that drive a practice? What are you wasting your resources on that are not those two drivers? Matt and Alex lay out the common setbacks of practice growth--and how to bypass them.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Alex presents a sneak peak into some of the coursework we offer. In the second portion of Richard's interview with Morgan from Provide (formerly Lendeavor) we get nitty gritty. Grab a pad and paper, rewind, pause, and soak this in. How to structure your loan, how to navigate pre-payment penalties, and we even touch on lending for startups.
"Jordan" found a five-operatory, solo-doc practice in an ideal area. With it not being a fixer-upper, and it collecting $900k, it's ticking all the boxes for him. But Dr. Matt Ford reigns him in and talks about seller financing, how to keep a fire under your lender so they give you what you want, and when to just go for it.
Richard welcomes back Dr. Megan Timm. In today's Brain Trust roundtable, Megan shares why knew she was going to be an owner right out of school, how she found her current practice(s), and why hygiene openings are her best friend.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Alex presents a sneak peak into some of the coursework we offer. In this episode, we hear Richard interview Morgan of Provide (formerly Lendeavor). In an astonishingly transparent interview, Morgan shares how to shop around for financing (even though he prefers you use Provide), why prevailing wisdom could almost always lead you astray, and what lenders are actually looking for in a dentist.
From Season 2 to now, how has George's understanding about ownership changed? With more Pre-Owners getting hooked on the Shared Practices podcast, we focus on what we've learned in the last four, five, even six years, and how to pass that on to our Pre Owners.
Webinar Deep Dive with George Hariri and Alex Sharp. What would George now tell George then, when he was buying a practice? What if you parking lot is now too small like Alex' is and Ashley Joves' was? Did I choose the right practice? So many rabbit holes but Do. Not. Worry. We address all of that and more, as we all pursue our growth goals.
Hint: it starts with your vision. How many clinical days do you want, four, three, or two? Work backwards from there!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Dr. Biggie Smalls bought his practice last year. He and Suzanne talked about vision. With the foundation laid, we now get into Dr. Smalls' nitty gritty. We find out if he's willing to commit to talking to his staff the way he needs to, bring down his A/R, and burst through his inefficiencies.
Steven, Andrew have Aaron Miller on today. What can you do now that will make a huge difference by the time you're looking for a practice? We talk about rich habits, getting what Aaron calls "mind-ready", and the leading indicators of a successful career.
Do you want Lori's and Caitlin's real clients to share real practice transformation stories on air? Let us know!
While introducing two Shared Practices' coaches, Richard brings out their specific skills, focuses, and backgrounds. Lori and Caitlin share their distinct origins, challenges, and triumphs in the dental coaching field.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Having been out of school for a few years, our guest Dr. Biggie Smalls is now struggling to fulfill his vision. Whether it's multi-practice or a group practice, the growth struggles are the same. Lucky for us, our new co-host Dr. Matt Ford has been in that situation before. How'd Dr. Matt Ford get past it? Listen as Suzanne leads Dr. Smalls through the growing pains.
Matt Ford is excited to announce our first official Pre-owner Underwater. Prospective owners have been reaching out to us. Expect to hear candid conversations that we have anyway--we just figured we'd air them for your benefit. You'll hear high-level, valuable nuggets.
Dr. Howard Tsoi is up first. After working his way into ownership, he's struggling and reaching out. He has lots of family in the Bay Area and wants to practice nearby. But can he settle into such a saturated area?
Reach out:
HowardTsoi@gmail.com
We continue kicking off our new lineup of Monday episodes. Today you're treated by the Matt and Alex show with Matt Guarino and Alex Sharp. While answering a listener question, we get a comprehensive analysis of how to manage hygiene culture, what that even means, and why hygienists are the best sales people ever.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Our guest Adam is did at least two things very right: first, he started; he's moving his feet. Secondly, he came to Suzanne early enough in the process to avoid common mistakes and growing pains.
As he comes face-to-face with his metrics, Adam learns the value of meetings, the cost of stale working relationships, and how to go to war every day with a team who has each other's backs.
Andrew Clingan continues our introduction to Dr. Matt Ford. They go on-air with a candid conversation they were having about rural practices. When we hear more about Dr. Ford's experience, we start to take him more seriously when he poses the seemingly-ubiquitous question: Should I go rural?
Richard brings Clay Schwinke and Matt Ford on today. As we announce Clay's recent achievements, Richard and Matt Ford go back and forth on whether it's worth it to hire the seller longterm, how to get staff buy-in despite young owners. Plus, the value of: metrics, metrics, metrics!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Adam came to Suzanne very early in his practice ownership journey. But he's still poured a lot of capital into his newly acquired abandoned corporate space. After gutting a dental office plumbed for six operatories, he's struggling to know where to go from here. He knows he can grow but does he have to add Fridays? And does he really need an associate?
With new-grad financing getting very competitive, Steven invites George to share about associate contracts from many honest angles. From interview to hiring; structuring an agreement to signing, George shares his personal experiences of failure and triumph with hiring the right associate for the right team and the right time--but most importantly BEING the right associate for the right team for the right time.
The one and only Dr. Richard Low kicks off our new Monday segment. While bouncing ideas off Matt Ford, recent buyer of his fourth practice, the two bring up a popular question: Should I buy a second practice? If the answer for you is 'yes', we touch on how, which one, and crucially: why?
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
With three staff out on maternity leave, Nyjah's two-doc, three-hygiene practice is still at a crossroads. With a 67% patient acceptance, we may or may not tear into him a little as we encourage him to build out systems for retention and case presentation. For Nyjah, it's now a matter of getting the reps in and build his practice. Listen in as we turn up the heat on Nyjah.
Two of our pre-owner segment hosts kick off our Pre-Owner Brain Trust roundtable. Facilitated by Steven Beard and Andrew Clingan, we'll feature SP regulars and current Pre-Owner Mastermind members. Today, we learn about knowing yourself, how to make connections with buyers--the dos (and definitely do NOTS) while marketing yourself as a Pre-Owner.
Mondays are now dedicated to practice owners, free of the concept of seasons. Monday episodes will have four alternating types (don't worry; Richard will be on at least half of them)! Wednesday and Friday will remain largely the same as we position our week thusly:
Monday - for owners
Wednesday- for those in pursuit of ownership
Friday - the tried-and-true Practice Underwater format
Now, catch up with George and Alex as they share details of the webinar!
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
After acquiring somewhat of a group practice, our real-doc-fake-name Nyjah has some growth to do. With the risk of team members leaving after their maternity leave, he's going to hire more staff into his already-crowded practice. Can he grow fast enough to support it, or should he be looking at bigger problems altogether? Plus, lucky for him, he's looking forward to Matt's and Alex' roasting in the intro and outro.
You're in the right place with the right episode title now. Today's information-dense episode comes courtesy of our new co-host Andrew. He brings Payton on as they discuss Payton's lessons from working with Shared Practices, and specifics he's gleaned about practice management.
After 15 years of Emmy-ward winning broadcast and investigative journalism, our guest Christine Haas is grateful to now be using the media as a brand awareness tool for her clients. Having found Christine through asking around on set at The Wellness Hour, Richard and she discuss the incredible persuasive power television still has.
https://www.christinehaas.com/
https://christinehaasmedia.clickfunnels.com/call-me
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Having discovered Stu's lack of direction, Suzanne nails it again in this episode when she shows him what's possible. Today we talk numbers. Stu's numbers. Is it going to be that hard to improve them? Let's listen to what happens when Suzanne drops some analytics on him.
If you're the smartest person in the room, are you in the wrong room? Student mastermind guests Aaron and Chad join Payton. We dig into what always gets us excited about practice ownership and the strength of a group. Plus, a few bits of Mastermind secret sauce.
Richard is joined by his father Murray Low, coach to executives around the world. As we discuss the aftermath of our Shared Practices Analytics-based Practice Management, we rediscover the value our community has to pre-owners, brand new practice owners, and established practice owners.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
After finding Shared Practices, our real-doc-fake-name Stu committed to buying a practice. Now having worked in his practice, he still does not have the systems in place to feel confident about the path ahead. The real problem? Suzanne digs to find out he doesn't even know what that path is. Listen through to Matt and Alex's outro.
Payton invites quite a crew today. He, our newest co-host Andrew Clingan, our very dedicated D2 Spencer Diehl, and of course Dr. Himanshu Patel. Today The Pursuit of Ownership segment shares the OFFICIAL Shared Practices recap of our live Analytics-based Practice Management event.
Randy Alvarez again joins Richard. Now on the other side of having recorded with Randy's The Wellness Hour, Richard and he discuss preparing for filming video, helping patients make decisions that are good for them, and the one difference between good and truly great salesmen.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
www.PreferredDentalService.com
info@PreferredDentalService.com
How do you "outsource" accounts receivable? Suzanne recruits AR expert Angela Holland, founder of Preferred Dental Service, to get answers.
"Insurance makes mistakes. They are humans behind computers just like all of us". So how and why do we deal with their mistakes?
Angela talk about building workable relationships with insurances, when you shouldn't resubmit insurance claims over and over, plus--what do you do when insurance denies a something we know a patient actually eligible for.
While introducing new co-host Andrew Clingan, Payton and Steven get to know each other a little bit more. From our Analytics-based Practice Management event at the Marquette Hotel in downtown Minneapolis, MN, we talk about the pain of dental school Zoom meetings, what it's like working for Richard, George and Matt, plus Matt's uncanny ability to get stuff done.
Soren Paape joins the show today. A diehard fan from day one of listening to the Shared Practices podcast, he shares his experience yearning for a reliable way to pay down debt after dental school. Live from Shared Practices' in-person event, Richard and Soren discuss organization, goals, and the power of a mastermind.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
From our July live event in Minneapolis, Matt and Alex kick off the second half of Suzanne's interview with Shea. Shea's instincts have led her to a great problem: she'll have to choose between a future with an added associate, or a future as super-productive solo doc. Will she overhaul her systems to allow for that extra doc, or make the longterm commitment to stay at work more often? This is where George's "pick your problem" mantra comes into play...
Tyler reflects on his experience taking the licensing boards in Georgia. He shares what to expect and what to not sweat. Plus, Tyler and Steven discuss the fact that Tyler is now the first to have a Shared Practices internship for all four years of dental school.
Richard and Murray meet in-person; giving us further insight into managing. Entitlement and blame, inviting critique, and the risks of a startup.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
After Matt and Alex give us a sneak preview of our July live event in Minneapolis, Suzanne talks to Shea. Shea never thought she would own a practice. Since owning one for six years, she now pointedly reflects on the several times she's trusted her instincts; one that pushed her to actually buying, one that helped her delegate to her husband. Now she's coming back with a new focus to reach $1.2MM in production this year. Have these gut feelings failed her, or is she making all the right decisions?
Today we slow down, zoom out, and get a holistic view of modern dentistry. Payton is solo today; comprehensively guiding us through what students can expect and why we're going where we're going.
As Richard deepens his practice ownership experience, his father and mentor Murray Low--longtime coach to executives around the world--joins him to discuss keeping team members and maintaining culture at scale.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Matt and Alex introduce us to our 100th episode of Practice Under Water. When Suzanne gets into Patrick's metrics. He has two options: ignore his own success and risk hemorrhaging his amazing new patient flow, or: help secure the future of his new patient flow by hiring a hygienist ASAP, open his additional two operatories, and getting an associate to cover a different day. Is Patrick have the same great problems in six months?
After noticing a consistent uptick in student listeners year over year, George, Payton, and Steven make this special--shareable--episode. We revisits podfather Richard's original hypothesis of the show: the best way to pay back your debt is to get into practice ownership. We talk empowering yourself, taking control of your career, and giving yourself the best dentist lifestyle you can.
Having last been on the show on April 26th (episode 37), David Cohen returns and shares why seemingly good partnerships sometimes crash and burn, how to filter personality types before going into a partnership, and why being willing to walk away from a deal is a super power.
Contact David:
David@CohenLawFirmPLLC.com
206-919-9060
CohenLawFirmPLLC.com
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Patrick's startup isn't even a year old and he's been killing it. With over a thousand active patients and 130--yes 130--new patients per month, why exactly is this practice "underwater"? Because we don't know exactly where his success is coming from. Suzanne needs Patrick to convince his team to track where every new patient is coming from. This growth won't last forever, but while it does, the more we measure the more we understand.
Payton catches up with Alex' practice situation over in Arkansas. Also, they clarify each offering of Shared Practices and who they are (and aren't) a good fit for. But first, Alex talks about attracting talent during this insane time of low-staffing, endless government "benefits", and shallow hiring pools nationwide.
Co-Founder and CTO of CallForce Conner Ludlow is with us today. With services like CallForce (no; we're not affiliated), growth doesn't have to be difficult to keep up with. Richard and Conner talk details about CallForce's suite of front desk services, and why wearing a smile on your face while on the phones really does go a long way.
www.GetCallForce.com
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Suzanne helps Brandon launch a new attack plan. Top of this list are: setting clear expectations with a hygienist and aggressively marketing now. Plus: in the intro, Alex gives solutions to the staff shortages so many of us are facing right now.
We're joined by Paul Edwards, CEO of CEDR HR SOLUTIONS. We learn to solve our employee problems within the bounds of legal--even if flawed--frameworks. Plus, gym memberships? Lyft? We learn what increasingly common types of benefits are actually useful to employees, and actually give you more ROI on your people.
Richard interviews former Guided Practice Solutions DSO partner Dr. Hunter Smith. Richard had ownership in his and Dr. Little's practices. After parting ways amicably, these two now speak freely about their experience around leadership, ownership, and why Richard had to call it quits.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Brandon's only hygienist quit right before acquiring the practice. Sidetracked by doing his own hygiene, hiring and training a new-grad hygienist, and discovering the seller's provider-dependent model, Brandon's challenge is right in front of him: keep the longterm vision while sifting through repeated banal challenges.
Payton personally knows our anonymous guest "Eric". Eric has listened to the podcast since the very first episode. He knows the philosophy, he has an acquisition in mind, and he's already met with Suzanne for due diligence. With the practice's extensive use of--wait for it--the Yellow Pages, and a staff that may retire soon, can Payton help him get ready to turn this thing around?
We're joined by two former US Army dentists: Dr. Dustin Dodd and Dr. Emily Dodd. After doing a complete digital overhaul (there was literally a typewriter at the front desk) early in practice ownership, they're now advancing in their SEO. Competing in America's second-largest suburb is not easy. Richard helps document their ownership journey.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
With a giant patient pool and a giant career tipping point ahead, Phoebe's trying to decide whether drop insurance and shrink the practice, or commit to growth and everything that comes with it. Even with recent growth from $1.3MM in collections to $1.7MM, Phoebe has a tough call ahead.
support@sharedpractices.com
After officially meeting our new cohost Steven, he and Payton get to ask George pointed questions about not only his management style; but actual experiences with his staff. Training, empowering, and correcting--plus, his ironclad boundaries regarding office contact...listen in!
Live from the Dentists, Implants and Worms set, Justin Moody joins us today. After catching up, Richard and Justin have a candid conversation about growth, how often we unnecessarily refer out, and developing skills you thought were difficult. Plus a little riffing about taxation near the end for our listeners.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Phoebe's lease was slowly running out. But there was no commercial real estate available in her area. Her solution? Buy another practice--with the real estate included. After merging these two practices, our real-doc-fake-name Phoebe is taking the time she needs to assess her vision, leadership--and growing pains.
support@sharedpractices.com
Payton follows up with our real-guest-fake-name Virgil, who is disavowing his alias and honoring us with his real identity: Dr. Dushyant Patel. Last we checked, Dr. Patel was a was an associate with an abundance mindset--and a fear-based, overly-conservative employer. He's had since August to do it; did Virgil break out on his own?
We continue covering many aspects of marketing and growing your practice in different areas. Today we welcome back VP of Content Strategy at Spear Education, Adam McWethy. We talk about barometers of success such as new patient flow and team communication. Plus, Adam tells how a good website, lots of reviews, and a digital presence is NOT an ultimate goal; it's only the foundation for future marketing.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Brittany and her sister bought a 6-op periodontal office 2 months ago. Today in Part II, Suzanne helps Brittany through her scarcity mindset. We want her to push through $100k/mo in revenue, and sleep peacefully at night. Is she going to pull it off?
New co-host Steven Beard joins Payton today. They join forces to defeat the associate troubles of our real-guest-fake-name Darth Vader. After taking a pay cut as an associate, he's taking his search for practice ownership more seriously. While developing clinical skills as fast as possible, Payton helps him narrow the criterion for a practice to buy.
An expert matchmaking service for practice owners, practice buyers, and associates? In a time when matchmaking services were becoming the norm, founder Thad Miller brought together a team of business valuation experts, real estate brokers, and more to found DDS Match. Singles can connect with singles; hotel buyers can connect with hotel sellers...why can't practice owners easily connect with buyers and associates? Why doesn't this exist? Now, it does.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Real-doc-fake-name Brittany and her sister are overwhelmed with their new practice. This periodontal practice was doing $1.2MM, and they're now converting into a General/Periodontal hybrid. Trying to implement new systems, and coasting on whatever organic marketing the seller had going, the vision is not panning out. Emotionally underwater, how is Suzanne going to get Brittany excited about her deal?
Payton brings our own Dr. Richard Low on the show. Richard's recently gone through a enormous transition. Despite his US Army involvement and being in residency for so long, he's had plenty of transitions to speak to. PPO, fee-for-service, startups, acquisitions...Richard helps us explore all these possibilities, and why it has to make sense to you; not anyone else.
Host of The Wellness Hour and masterful media coach to hundreds of providers, Randy Alvarez joins us today. He shares about The Wellness Hours' own origins, the insane ROI of his platform, and the power of long format video in general.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Suzanne's longtime friend and colleague Clint Johnson joins us. CEO and owner of Profitable PPO's, we consider Clint to be the "insurance guru". Having helped providers save millions of dollars, Clint talks the most profitable way to get into network, what sellers don't know about their own credentials, plus a special for Shared Practices listeners.
Tyler and Payton bust open the ol' Shared Practices mail bag. Long overdue for a Q&A, these two explore Tyler's dental school journey: the hardest parts of dental school, why and when Tyler joined Shared Practices, and how failure and angst fuels is our fuel.
Richard takes an important tangent from our season on Growth as he and David Cohen talk about buying and selling practices. David is the managing partner at Cohen Law Firm with physical offices in Dallas and Seattle. He has experience representing dentists small and large; those doing startups and acquisitions. Contract negotiation, construction, and non-disclosure agreements...listen in.
Contact David:
David@CohenLawFirmPLLC.com
206-919-9060
CohenLawFirmPLLC.com
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
After buying the ancient monolith practice with two docs, two hygiene, two assistants, and three at the front desk, our man Dr. T has his work cut out for him. With the tasks ahead of updating a LOT of old equipment and getting new patients in the door, he and Suzanne also strategize on growing hygiene. Dr. T's journey toward collecting $2.5MM a year continues.
Questions?
puw@sharedpractices.com
Before coming on the show, our guest Hannah Glazunov copied Tyler's mailer and sent it out to over 600 dentists outside Portland. Having already put in her letter of intent one of the practices, she recruits Tyler and Payton to help poke and prod at her new practice. What concerns do they find? After going full send into this practice, we hope it checks all the boxes.
Pako Major has some rich experiences. After being $1MM in debt, starting a practice, buying another, selling both, working in corporate...he's now settled into his own venture: Major Dental Partners. With so many excellent staff now, how does Pako train another doctor effectively? We talk about empowering staff for better case acceptance, leadership, and clinical experience.
majordentalpartners.com
505-514-3433 txt/call Pako
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
"Dr. T" purchased a 40-year-old practice in September 2020. With four out of the eight operatories just sitting there--yes eight operatories--this practice has huge potential. But it won't go anywhere without Dr. T assuming the proper leadership role. Will he keep a mere manger mindset, or will he conquer these very common mindset hurdles?
puw@sharedpractices.com
After two years associating, our guest "Justin" is ready to move on. He wants to acquire and grow into a group practice. With an opportunity in his sights, will this seven-operatory be worth his time? Justin's excited about it. Tyler wants to give him the green light, but you'll want to listen through the outro for the whole truth here.
Lindsay Cash did a startup through Covid. Every growth decision she's made in the last year has been crucial to her recent success. It starts at the very beginning; she could not have grown the way she wanted to if she went the acquisition route. Why her vision didn't allow for an acquisition, the team that gave her the freedom to shop suppliers, and all the marketing she did before opening her doors.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
A lot of our clients start out asking the same questions. Today we're addressing the most common. Our very own Caitlin Shoemaker joins Suzanne. Her practice management experience is a perfect fit for her role at Shared Practices. To help our clients absorb the most value from coaching, she and Suzanne address these FAQs once and for all in the first ever: Coaches' Corner.
puw@sharedpractices.com
Picking up right after Part I, we're discussing systems with Parth Patel. His goal was never to work clinically, but rather build businesses that work for him. Focusing more on what TO do rather than last weeks' what to avoid, the real meat of today's episode is in the vision he has for the industry as a whole, and the systems he's built that bring him freedom and empower those around him.
We don't know who needs to hear this but: You don't have to be ranking organically to benefit from google ads. You have one focus when paying for ads on Google: Cost per Call. A few things you MUST track when paying for ads: Call tracking, negative keywords, and to drive the point home: Cost-per-Call. Grab a pen and paper as Michael shares more growth gems.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Leah's acquisition is now on track to collect $800k/yr. The next step? Systems, systems, systems. Listen as we help Leah implement bulletproof systems now to get this dusty old acquisition even further off the ground.
puw@sharedpractices.com
New owner--and Wharton graduate--Parth Patel has had his share of failures. Also familiar with success (he made a video sharing app in high school and a non-profit in college) he knew he had to start his ownership journey early. Now he shares what NEVER to buy, and how ALWAYS to do it.
We welcome back CMO of Productive Dentist Academy: Regan Robertson. Armed with an undying curiosity about marketing, Regan's now sharing the the core competency behind all sales, touching on the Job-to-be-Done, and most importantly: the colossal ROI of staying true to the mission.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Longtime listener, gritty realist, and new practice owner Leah joins Suzanne. She bought a practice doing $300k/year in revenue, and treated it like her own pseudo-startup--immediately implementing massive changes. But since she bought, we still find a doctor-dependent practice that needs more changes than she thought. Can Leah transform this dusty monolith into something profitable?
puw@sharedpractices.com
With seven locations, Loren shares how to recreate culture from one practice to another. But it comes with a balance; he shares what to keep (and what to throw out) when buying goodwill. Plus, the dangers of ignoring the negatives when considering a practice purchase.
Broken Door Media CEO Cassidy Torrey joins us. The power of visual storytelling is not going away. Listen as he shares his mission and vision of bringing dental marketing to new. nigh-cinematic, emotional levels. Consumers are starting to expect this of dentists. Are you expecting it of your marketing?
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
George and Alex continue digesting Suzanne's conversation with our real-guest-fake-name Tim. Suzanne breaks through Tim's less-than-perfect mindset and tell shim he needs to increase his capacity by getting his hygiene days to 10, minimum. Plus, she explains why he shouldn't market aggressively until after he learns to best serve the abundance of patients he already has.
Loren Israelsen, the oft-requested multi-practice owner, joins Tyler and Payton. With seven locations, Loren stresses that picking the right partner is key (read Rocket Fuel for more on that). Plus: the difference between Visionary and Integrator.
While Richard shares about his practice ownership journey, George drops a bomb of an announcement on us. Meanwhile we hear exactly what it took to have Richard leave his equity behind in his other practices.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Brand-spankin'-new owner "Tim" has the type of practices coaches DREAM of. Tim's has 15 google reviews, 2500 active patients, and 40 new patients a month with a marketing budget of precisely ZERO. But...he doesn't know where to spend the money to avoid plateau. Let's hear Suzanne coach him through this and more.
Mark Johnson, founder of Student Loans RX and wealth advisor for RBF, joins Payton. Some of us are in $3-, $4-, or $500,000 in debt or more. Don't misunderstand us: debt is a great tool! But as our income and lifestyle increase after graduation, where's the absolute best place to spend our money? Take notes as we focus on the fastest way to build wealth, given various distinct circumstances.
www.StudentLoansRX.com
txt 314-347-3499
The man behind so much of Richard's branding inspiration, Joshua Scott joins us today. "Sometimes I say 'Dental marketing sucks'", says Josh. Josh helps us draw from the existing innovation, inspiration, and beauty we find in the profession itself--and draw that into our marketing. We notice his artistic nuance for content as we discuss.
www.JoshuaScott.com
www.S8E8.com
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
A pod leader with Shared Practices' Mastermind, Matt Ford has long been a rural multi-practice owner in South Dakota. A 2015 graduate--and Richard's classmate--he and George talk about the escalating stair steps that owners should take: from solo practice, to group practice, to multiple practice
Our time with Tapatío continues. As Tyler asks about the fears our guest had when buying a practice he opens up about the ones that did and didn't ever happen. Plus, a legal constraint that could make staff cost skyrocket, and fluke fears.
"[SEO] is not a black box of magic". Grab a pen and paper as Michael Anderson, co-founder of Wonderist Agency, talks about efficient use of: SEO, 'Google My Business', 'Google Ads', and 'Google Reviews'. We also explore the claim that authentic photo/video (as opposed to stock photos) are as important to your customers as windows are to window shoppers. Case in point: your potential customers are window shopping online. Do you have "windows", or is your website a brick wall?
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
"I hope we're gonna be friends after this", Suzanne says as we go into how Eddie's numbers and how they can improve. Continuing our interview with this level-headed solo practitioner, we talk about raising the percentage of patients scheduling ahead, 2, and PATIENT RETENTION!
A fan favorite from TPO 30 returns. Tapatío was a pre-owner underwater. After getting George and Tyler's blessing for buying a 2-for-1 practice, he and his wife bought it. Tyler and Payton follow up; but after a few nightmare staff scenarios, is he still underwater?
A collector, of sorts, of dental practices, Mike Reimels understands what it takes to grow. We talk the advantages of seller financing, growing practices when you're not on site, and the limits of standardization at scale. Plus, the power of deleting the word "just" from your vocabulary.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
For those aspiring to own a true solo office, today's guest--Eddie--is a breath of fresh air. Nestled in a wealthy bedroom community, he struggles with new patient flow. After three years of owning, does he understand benefits from consistent Google reviews and adding a fourth day to the schedule? We focus on these, and more, as we discuss Eddie's mindset.
Familiar with the amount of students who want to know more, Payton digs into what exactly to expect during a residency. He's joined by our own Matt Guarino. Having finished a residency similar to what many of our listeners might experience, Matt shares the connectivity that influenced his growth, why he would not go into a program without talking to one of its residents, and how to launch into a career when residency is up.
Dr. William Graves and his rockstar staff have grown their TikTok content into the stuff of legend. We look at how he grew Amarillo Oral & Maxillofacial Surgery from humble beginnings in a hostile corporate environment, and how he now leverages an audience of 2.4 million.
To be an anonymous guest on Practice Under Water, contact Suzanne@sharedpractices.com
Keith did a ground-up startup. Working 5 days a week with only one associate, his clinical schedule keeps him spread thin! The frustrations of clinical demand set in as we explore ways he can put down the hand piece, and focus on building his business.
At this point, despite still being at limited capacity, Payton still feels like he at least "kind of" knows what he's doing. Through the middle of all the tests, he continues his practice search by reaching out to owners with his magazine/mailer.
Scott Smith joins us today. After working in North Carolina for a year and a half, Scott bought his current practice. Spending a few years "trying to do what Richard does", Scott definitely found his own style. Coming out of dental school for less than $200k, buying a practice, and imposter syndrome become today's topics.
Shared Practices' Director of Coaching Suzanne Rassy is joined by our real-doc-fake-name Keith. After graduating (and after his US Air Force commitments) Keith launched a startup outside a major metro area. Growth was way faster than anticipated, but his numbers are now flat. This is much more than a delegation problem. Listen as Suzanne guides Keith through.
In this second half of our interview with Josh Cochran, Tyler transitions into asking about the inefficiency of dental in general, how to start with what you want, and Josh's overall vision-borderline-obsession of modernizing dentistry.
The co-founder of full-service dental marketing agency Wonderist, Michael Anderson, joins Richard today. Helping dentists become marketers in the first place, systematic discovery of what makes you different, and why "Do mailers work?" will always be the wrong question.
After one analytics software took Shared Practices to where it currently is, there is only one that will take Shared Practices to where we all want to be. George and Matt discuss directly Rob Bay, president of: Dental Intel!
After frustrating career mishaps, our guest Josh Cochran decided dentistry was a clear path to fulfillment. Armed with entrepreneurial ambition, he shares his true growth mindset, how to make a single location work quite well, and whether dentistry has met his expectations.
What skills are and are not trainable? Nicole Vane bought a failing practice in an expensive area. She joins Richard today with a voice of experience and warning. We talk about seeing things for how they really are, literal team betrayal, and the sheer hell it took to get her practice from producing 200k (annually!) to $1.2 million.
Click Here to get today's Practice By Numbers dashboard snapshot.
In 2020, Covid interrupted her 7-month-old startup. In a previous episode, Matt helped today's guest Katie through understandable nervousness, and opened her eyes to the new possibilities ahead. She had a LOT to implement. Today, we get a 6 month update--Did Katie tick all her boxes?
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
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Tyler brings George Hariri on as they celebrate one year of The Pursuit of Ownership being on air! They talk about the concepts that have become most valuable to our clients, how to know if you're a solo vs. group practice owner, and the ins and outs of fear and discomfort. Plus, how to buy a practice for GROWTH; not size (equity is key).
Richard Lam joins us today! Having built a dental startup in the middle of the 2020 craziness, Richard Lam brings his experience in design frustrations, building a social-media-worthy office from the ground up, and the details of blowing up on TikTok!
@Dr.RichardLam on TikTok
Dr. Alex Sharp, head of Mastermind at Shared Practices, joins Matt today. He uproots meaningful topics discovering your own preferences; feeling overwhelmed with staff, patients, and family; plus, ways to improve a lacking hygiene department.
Submit questions for our next Q&A segment: Alex@SharedPractices.com
Real-student-fake-name "Payton" joins Tyler today. This young and ambitious dental student shows us a practice as we investigate his hesitations about buying right out of school. He has an ideal practice in his head. After discussing this one in detail...will it be the one?
Some people do an acquisition. Some people do a startup. Dr. Skylor Morton is crazy enough to do both. Today we talk unemployability, helping patients recover from bad experiences, and the nightmare scenario of a flooded office!
George and Matt reconvene after the new year to bring practicing dentists valuable Q&A. Sourcing from his ongoing Dentaltown thread, George is asked: What do you have to do to remove yourself, clinically? Also: Will books help me be a better leader? How do you implement Traction to run your office?
dt.sharedpractices.com
Dr. Husnain Shahid returns, continuing the digest of his ownership journey. He outlines key details of the deal with his seller, tells about his new-owner staff turnover, and warns us with a red flag his lawyer saw on the seller contract.
Continuing our season on Growth, we welcome Dr. Matthew Standridge. Through trial and error, he's grown in a variety of ways. Today we talk the evolution of his Ortho Foundation course, his fortunate fall into multi-practice ownership, and why it absolutely did not work out--at first.
Richard, George, Matt, and Tyler--the primary hosts of each of our segments--combine forces to lay out the history of Shared Practices. More importantly, we take a look into the future of ownership for young dentists.
Payton's good friend Dr. Husnain Shahid joins us today. A fantastic storyteller, Dr. Shahid tells us what he did to prepare for ownership. We learn what his school experience was like, how CE boosted his early career, plus his unorthodox approach to practice acquisition.
From Carr Realty, Colin Carr joins us. Having started his commercial real estate education early in life, Colin soon noticed a problem in the healthcare field: when healthcare providers negotiated real estate on their own, they were getting absolutely crushed. We learn why you should make clear that dentists are strong tenants, where practice owners miss out on free money, and when to look for a broker.
George and Matt talk one-on-one for the last two episodes of 2020. Today we're looking forward; forward to what's next for Shared Practices, for Matt and George personally (big news from both of them), and for each of our listeners as we all set goals for 2021
As Tyler prepares for his D4 year, he and Payton highlight the 2020 dental school snafu and communication with potential sellers. They also get specific about the Shared Practices Mastermind for students and pre-owners.
In an in-person interview, Richard and George address the inner workings of Richard's professional situation. His pivot comes as a result of wanting to consolidate; and share more on air about the goings on of his practice. But at what cost? Richard's dedication to Shared Practices becomes quite obvious in this special episode...
George and Matt talk one-on-one for the last two episodes of 2020. We talk goals, falling short, and being at ease as we reflect on the entire year.
Having grown up around dentistry, Solomon's dream has always been to be a solo dentist. But since he started listening to Shared Practices in his D1 year, he's now aware of the flexibility that can come from owning a small group practice. Solomon is narrowing down potential acquisitions. Tyler and Payton's job today is to help make sure Solomon is disillusioned of any false numbers as we compare the practices of reticent sellers.
Grab a pen and paper for this one. Take notes as you listen to experienced marketer, speaker, and author--and trained hygienist-- Minal Sampat. We talk about her fortuitous upbringing in the industry, how she goes about juggling hygiene and her marketing company, and why your marketing doesn't matter (who you're marketing to matters).
Click Here to get today's Practice By Numbers dashboard snapshot.
After uncovering a huge potential problem, George pauses and addresses Obi's underlying beliefs that led to some of his blindspots in the first place. We also take a deep dive into his metrics. Matt and George discuss why experience > advice.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Matt joins Tyler today. We get updates on Shared Practices' Mastermind a bit into the episode. But first, Tyler and Matt pick up their banter right where they left off as they discuss pinching pennies, astronomical debt, and the things that actually launch you out of it.
Richard's longtime inspiration and chance mentor Dr. David Maloley joins us. After cofounding Relentless Dentist, he's been able to reverse engineer some of his more successful thought patterns. Focusing on the 'practice' level, he applies his unique mental model to leadership and growth. Listen in.
Click Here to get today's Practice By Numbers dashboard snapshot.
"Obi-wan Kenobi" joins us today. After graduation and a residency, he's acquired a practice in a desirable area in the southeastern US. Since acquisition he's been happy with improving his practice. So why is he on the show?😬 George sees a huge problem Obi seems blind to. Listen for the pivotal breaking point in the interview...
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
You...you're $400k+ in debt, with no business training, and you're supposed to buy a practice? Is it all worth it? Since 2004, our guest Charles Loretto has presented to over 30,000 dentists and 51 dental schools, and he says: Yes. Practice ownership is the way to So. Many. Freedoms. The catch? You have to get the numbers right. Today Charles helps our audience understand how to set up for the longterm, and match passion to execution.
Richard's longtime inspiration and chance mentor Dr. David Maloley joins us. After cofounding Relentless Dentist, he's been able to reverse engineer some of his more successful thought patterns. Focusing on the 'people' level, he applies his unique mental model to leadership and growth. Listen in.
Click Here to get today's Practice By Numbers dashboard snapshot.
With patient retention still being a huge topic, Matt continues his work with Rick. We hear about the value of pre-appointing hygiene, when to bring on a second hygienist, and the senselessness of striving for low staff-overhead-percentage.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
On today's practice ownership journey, we hear from longtime listener, and new practice owner Trent Neisen. Trent shares why he started listening to the show back in 2016, his AEGD experience, some vision changes he didn't see coming, plus what it took to get him into practice ownership.
Contact Trent trent.neisen.dds@gmail.com
Richard's longtime inspiration and chance mentor Dr. David Maloley joins us. After cofounding Relentless Dentist, he's been able to reverse engineer some of his more successful thought patterns. Focusing on the 'personal' level, he applies his unique mental model to leadership, growth, and giving yourself permission to suck at something.
Click Here to get today's Practice By Numbers dashboard snapshot.
Our guest "Rick" is a relatively new listener. Very receptive to new information, he absorbs Matt's philosophy from Shared Practices. In what George deems his "favorite Practice Under Water Matt has ever done", we explore breakeven point with a new hire, doctor-dependent practices, plus: how to take a vacation!
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Last week's Part I with Kevin Reardon included updates on his second round of mailers, his bumpy transition into the practice, and why it's always important your doors are always open to the right people. Today we dissect Kevin's mindset.
Our guest Todd Petersen went through trial by fire; two days after graduating, he relocated to rural Nevada to be close to the construction of his new practice. After discovering Todd did over $1 million in production 8 months in, Richard goes into serious questions about how Todd grew his startup, what on earth he spent on marketing, and how he precisely duplicates himself in his associates. Plus, Todd shares why he subjected himself to the startup life in the first place.
Click Here to get today's Practice By Numbers dashboard snapshot.
Dane opened a startup with his partner one month before COVID. Despite that, he's seeing terrific new numbers. But does it fit with his longterm strategy? Matt and Dane discuss love of clinical dentistry and longterm vision. Plus, in the outro, George and Matt warn of the dangers of 'scarcity' thinking.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Having developed his vision early, former precocious fourth year dental student Kevin Reardon has had a run for his money as recent graduate. Even before COVID he was familiar with frustration. Today, he updates Tyler and Payton on his second round of mailers, his bumpy transition into the practice, and why it's always important your doors are always open to the right people.
Payton - Everyone Communicates, Few Connect by John Maxwell
Alex - Shoe Dog by Phil Knight
Richard - The Personal MBA: Master the Art of Business by Josh Kaufman
Roadside MBA: Back Road Lessons for Entrepreneurs, Executives and Small Business Owners by Michael Mazzeo, Paul Edward Oyer, and Scott Schaefer
Click Here to get today's Practice By Numbers dashboard snapshot.
Real-doc-fake-name Dane and his practice partner have a startup underwater. With only five operatories (and two doctors), does this thing have room to grow? In the outro, Matt and George talk about the danger of deploying competing strategies, and the value of always betting on yourself.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
After being gone from the show for a few months, former Shared Practices intern Aaron Fritsch gives a follow-up. Now working in private practice, Aaron shares two ubiquitous concerns from new grads, why those concerns are a non-issue in real life, and why being comfortable with strangers pays dividends that more than rival clinical mastery.
There are essentially two numbers you can manipulate to grow your practice: new patients per month, and production per patient per year. Richard and George explore the in-house financing structures that help us grow the second number: production per patient.
Former super listener and current Director of Mastermind at Shared Practices joins George today. Their experiences collide as each shares his own digest of the best takeaways from listening to (and creating) Practice Under Water.
Tyler and Matt have a great morning conversation wherein Matt helps us understand the context and ultimate benefits of an education interrupted by COVID. We also discuss how Tyler and his Covid-era classmates are gauging their readiness to be dentists in the real world, Matt's lingering solo mindset, feeling farther from graduation than ever. Among all the madness we learn...everything will be okay.
Dentist Advisors' founder and CEO Reese Harper joins us today, with his financial advisor associate (and favorite person) Will Gochnour. For our season on Growth, Reese and Will explore conflicts that sabotage a group practice, the focus of dentistry-specific advisors, and the emotional weight of wondering whether your financial strategy is fighting itself.
We'll be back with guests next week, but as George and Matt finish up their four-part series together, they give us a comprehensive history of Shared Practices...so far. The time-sucking (but fun) project it was in the beginning, Matt coming onboard and giving Richard and George the kick in the butt they needed...all the way to the purposeful launch of meaningful resources for ambitious dentists everywhere.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Alex Sharp and Clay Schwinke catch up with Tyler and Payton. We get updates on Shared Practices' mastermind that Alex and Clay have been working on behind the scenes. Plus, we dive into avoiding the corporate hamster wheel, some of Alex's personal breakthroughs, and the advantages of being vulnerable with a trusted group.
In Part I Michael brought us great information about keeping the momentum of any table, booth, or conversation going. In Part II, Michael discusses business-specific approaches for senior centers, coffee shops, banks, and how to keep Michael himself in your corner.
**
https://thedentalmarketer.site/
The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041
Ground Marketing Facebook Group: https://www.facebook.com/groups/738965052973156
Newsletter: https://thedentalmarketer.lpages.co/newsletter/
Courses: https://thedentalmarketer.site/ground-marketing
Podcast: https://thedentalmarketer.site/media
Pivots...plural. George wants you to know he's had multiple. Kidding aside, with all the positive feedback from our audience about PUW 62 (Matt's Career Pivot), George now gives us a comprehensive review of his own career. Starting way back with little baby pre-dental-school George, he and Matt continue their four-part series together--listen in.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Having had a well-rounded clinical experience in dental school and in his associateship, our guest "Wolverine" is now sniffing around for an acquisition. The rural one is $300k, and comes with the building. The other produces $2.2 million and costs as much, with a building purchase as an option. But is its production maxed out? Wincing at the diametric opposition between the two, Tyler and Payton dig to find which practice will actually help Wolverine have a happy future.
A recent Practice Under Water episode prompted Richard to have his friend Michael Arias on the show. Known as the Ground Marketer, Michael is an expert at advanced guerrilla marketing, and he's the founder of The Dental Marketer. He shares when to put down the facebook ads and SEO in favor of more immediate analog lead generation opportunities. Grab a pen and take notes as Michael gives specific tidbits--Ground Rules for Growth.
**
https://thedentalmarketer.site/
The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041
Ground Marketing Facebook Group: https://www.facebook.com/groups/738965052973156
Newsletter: https://thedentalmarketer.lpages.co/newsletter/
Courses: https://thedentalmarketer.site/ground-marketing
Podcast: https://thedentalmarketer.site/media
Buy that solo office, then grow it to a group. Easy, right? 😬 George and Matt talk about the deal breakers to watch out for before you even think about buying and how to rev up in preparation for hiring an associate. Plus, don't just grow a better bad practice--George explains the atrocious scale at which people in this industry pander to dentists' terrible mindsets and mentalities, perpetuating the illusion of growth.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Having missed out on a lot of clinical experiences in school this year, some students are putting their longterm goals on hold for fear of not being ready. And that might be right for some people. But our guest Morty, a D4 student, has practice ownership in mind immediately out of school. In a world where other students are putting it off, Morty's headed into ownership - full send. What's gonna stop him?
Growth ≠ marketing. Once we understand that, we realize how noisy the word "marketing" is and how easy Growth can be. Richard and George continue sharing the concept of 'Growth' from their own experiences as we talk about having a website and Swell, SEO, and direct mail. Also, George shows through his experience how creative you can be to get new patients in the door.
George and Matt kick off a four-part series. No guests, and zero fluff. We've heard so much of George's and Tyler's transformations; today, for the first time, we get a real glimpse into Matt's career pivots. He opens up about not even knowing what a group practice was, to topping out rolling what George calls the "Matt Guarino money", and why--for him--a successful practice won't ever be enough.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Ryan Isaac, CFP, Co-founder and Senior Advisor at Dentist Advisors Ryan Isaac joins Tyler and Payton. A fiduciary to his clients, he shares dental-specific advice: when you need a CPA or lawyer instead of a financial planner, balance and longevity, and why being comfortable with debt sets you up for longterm success.
"This is a bigger deal than I initially realized" - George
Real estate is one of the biggest limiters on your ability to grow. Richard and George open up a full conversation about real estate situations that may not seem impactful at first, but that become very important when you simply run out of square footage. Yes, you can be successful (like Matt) without owning the real estate, but Richard and George share this new realization so we can take a the ceiling off our future growth.
Click Here to get today's Practice By Numbers dashboard snapshot.
As we learned last week, this "jumpstart" or "restart" practice is NOT the type that George or Matt would recommend buying. But since Laura got to live in the city she wants, George tells her exactly what he would do to make the most of this practice: what team to build, what demo to target, hygiene scheduling... With a practice like this, the long game is the only game.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Outdated practice, updated vision...During his first appearance with Matt on Practice Under Water, our guest Donald's first year of practice looked dismal. He went into practice ownership thinking he'd be happy as a solo. Well, he's back--with a new vision. The question of the day is: will his plans for a new practice fit with his new vision? 😬
George has had two distinct moments when he thought something along the lines of, "Oh my gosh, what did I get myself into?" The first was holding his son for the first time. The second? Walking into his practice as a 25-year-old who hadn't even technically graduated dental school. The clinical problems of his past are not the leadership problems of his future. As we discuss George's growth, Richard officially welcomes George to his new problems; the problems of being largely clinically retired.
Click Here to get today's Practice By Numbers dashboard snapshot.
"This interview very clearly illustrates the uphill battle you have when you buy the wrong practice", says George. He has rules about what practices would attract him. But each buyer has unique constraints. So our guest "Laura" bought a three-operatory practice for $150k with nothing but one front office staff and 600 active patients (the retiring doc had fired everyone; was checked out; and ready to sell). He was taking home $60k. Is it possible to turn this around? Short answer: YES!
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Tyler and Payton's real-doc-voice-changed-fake-name "Dr. Pullet" joins us today. With a clinical background in a Medicaid-heavy practice, she's now searching for her own acquisition. She's found one, and started drafting a purchase agreement, but it has issues... For example, the practice has only 1/3 the new patient flow we want, and we absolutely need to set more transition period expectations.
Matt decided to do two fun things:
-
take over today's episode, and
-
bring our expert Keshavi Patel, DDS onto the show.
Keshavi brings her marketing experience from building a successful startup in Texas. Under her guidance, we throw Matt in the hot seat and expose his very own marketing faults. Why? To help you reflect on your own potential marketing pitfalls, and to see Matt's--and your--potential for Growth!
Click Here to get today's Practice By Numbers dashboard snapshot.
Our guest Albert returns. After learning how average his numbers are, he and Matt now get into prescriptive actions to dismantle his Nice-Guy tendencies, find the best ways to serve his team, and be the boss he himself deserves.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
As Tyler embarks on his own leadership development journey, he recognizes a similar rate of growth in George. Together they discuss career advancements, the lenses we look through that shape our perception, and an exciting new title for Tyler at Shared Practices--but most importantly, how their own success ports into the success of our listeners.
Richard talks with Alex Sharp, longtime listener and new Director of Mastermind at Shared Practices. They each volunteer their experience through the lens of the book Traction, by Gino Wickman. Richard explores the evolution of Alex’ leadership as he sets us up for growth by helping us think about expectations, communication, and giving up control when you want it most.
Click Here to get today's Practice By Numbers dashboard snapshot.
Meet our mystery guest "Albert". A fantastic guy, Albert is an average practice owner. He knows all the right answers and even recites them on command. But knowing is not doing. Can Matt help him see things for how they really are; and bridge the gap between knowing and doing? Listen as Albert pulls his practice out of the 'average' rut.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Payton and George take on an interview with real-recent-graduate, fake name "Christian". Transitioning from the construction industry, he's familiar with managing teams. When George finds him comparing two wildly different practices, we start talking mission and vision. Is Christian gonna pursue the lower value practice that needs rehabbing to hit his goals, or the more expensive one with existing cashflow?
Continuing our season on growth, Richard and George intro us to a firm George has been working with for a year. Pras Murthy, CFO of Doctor Multimedia, took a successful growth model from outside dentistry, and applied it to private practices. What attracted George to Doctor Multimedia in the first place? (Hint: non-elitist, bread-and-butter marketing that works.)
Click Here to get today's Practice By Numbers dashboard snapshot.
You'll hear Matt and George disagree on the highlights (and lowlights) of this particular interview. But first: Having discovered Sarah's vision and her startup's sheer growth potential, George now dives into a tactical approach; reconciling reality to her vision of a group model by adding three key staff.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Seven years out of dental school, our guest "Ron Swanson" now plans on owning a practice that has been in his family for years.
Grateful to his father (and father's business partner) for mentoring him up to this point, he now turns to Tyler and George for help breaking through the expectations put on him by the generation before. When Ron owns the practice, will he own the vision?
At the end of the last episode, we brought the idea that growth is pain. When George explains the possible extent of the pain (especially in the beginning of our growth) we have to ask ourselves: Is it all worth it?
Click Here to get today's Practice By Numbers dashboard snapshot.
George appreciates Sarah's practice style so much that he says, in passing, "Startups are cool" (you heard it here first, folks). What makes him absolutely drool over doing this interview? First, she doesn't depend on her practice for her personal expenses, and second, she has lots of moving parts to manipulate to her favor. Listen as George analyzes her progress to ensure Sarah's practice stays awesome.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
An anonymous guest "Virgil" joins us today. A new graduate, Virgil already has an abundant mindset, and a good mix of clinical ability. He sees no reason to stay with his diffident employer, and instead wants to buy a practice. One option is from a referadontist in his area. This one has plenty of headroom to add more codes instead of constantly referring them out. Plenty of headroom to add more codes = plenty of headroom to add more revenue!
Richard and George join forces to host the entirely of Season 6: Growth! Today, their two colossal personalities again reunite in a brotherly clash. This gives rise to newly developed, fundamental questions; helping us hone our vision, our practice style, and our growth.
Alex Sharp joins George and Matt today as we launch our Mastermind to the public! As the go-to example of someone who successfully acquired a practice after learning principles we share, Alex, our new Director of Mastermind, is happy to help roll out that success to all who would enjoy it. We're providing a formal place to incubate relationships with the brightest, growth-minded leaders in the industry. Welcome to Mastermind.
Grab a notepad for this one 📝. George and Clay join Tyler today. As you transition into practice ownership, it's so easy to hopelessly foul up everything about insurance. After one of Clay's predicaments is brought to light, George teaches insurance specifics: credentialing, letters of interest, questions to ask, first actions. This doesn't have to be a big, scary, complicated thing--but it does have to be done right.
This is the last episode of Season 5!
Dr. George Hariri and Dr. Richard Low’s SP Book Club 3:
Take Control of Your Life: How to Silence Fear and Win the Mental Game
by Mel Robbins
The 5 Second Rule: Transform your Life, Work, and Confidence with Everyday Courage
by Mel Robbins
James first appeared on our show in January (PUW 33). Back then, he and George talked about the despair arising after James bought the practice at which he was already associate. He was doing $100k/month production. Having worked with George over the past several months, James is now on pace for producing $150k each month. This might be the least the changes at James' practice. So, what did George do to help James smash his goals?
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Brandon Stafford is an ambitious dental student. The guy is on fire right now and he's more than excited to let Tyler ask him about his approach. How many practices Brandon has visited while still in school, how he weighs a future in solo vs a future as a group practice owner...plus many more examples of relentlessly forcing success into his life--all inside.
Shared Practices Book Club 2
Richard Low - Can’t Hurt Me by David Goggins
Murray Low - On Becoming a Leader by Warren Bennis
Hunter Bennett - The Problem of Pain by C. S. Lewis
Tyler Tolbert - The Subtle Art of Not Giving a F*#k by Mark Manson
Ashley Joves joins the show again as she and George reveal her actual analytics for Smile & Co. Ashley is on a hiring spree because she, herself, wants particular work hours. As she and George go into the Practice By Numbers, they reveal an unexpected problem that forces her plan to pivot.
Click Here to get today's Practice By Numbers dashboard snapshot.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
"Tapatío" joins Tyler and George today. He and his fiancée are both dentists and they think they've found gold in a broker's listing of two practices--that share an office building and staff. This could be the ultimately acquisition for a husband-wife dentist team. George sees the practice has high collections, but it's sort of an unusual opportunity that could be scaring away buyers. George and Tyler prod him with questions to find whether this is a great opportunity, or a terrible buy.
The season of Leadership, Culture, and Change takes an interesting turn as Richard, Tyler, and Payton start a book club. These three self help junkies share what parts of what books impacted them the most. Interested in more Book Club segments? Want us to never do this again? Either way, let us know on the Facebook group!
After Covid interrupted her 7-month-old startup, Katie has to make a decision: stay overly cautious, or reach her $80k/month production goals so she can take home around $400k. She's been safely hoarding cash for a while, and Matt opens her eyes to the new possibilities ahead.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Recent graduate "Michael Scarn" joins us today for this reference-ridden episode of The Pursuit of Ownership: Threat Level Midnight. He has the drive and passion to buy a practice. But hasn't touched a handpiece since the beginning of Covid. Should he focus his resources on getting an associateship, or getting a practice?
Stress--we can use it to enhance our lives. Instead of falling apart about it, Richard and Murray teach us to use our breaking points to trigger us into healthy growth. How do you respond to stress?
Download: Richard's method for keeping email stress free
After interviewing female dentists with more domineering styles, George and Matt put out a clarion call for female guests that have more of a gentle touch. Our real doc/fake name "Katie" responded. Having found Shared Practices early on in her associateship, she's now seven months into a "mostly good" startup! Now having been through the COVID scare, she's proceeding cautiously. Too cautiously?
Having first reached out to today's guest personally back in 2017, Tyler finally has Travis Hornsby on the air. Travis started Student Loan Planner in October 2016 after helping his wife and her friends figure out their six figure student loans. He builds models for how to save money paying back student debt. So listen up, students! 📝
Our anonymous guest Dr. Jack was dreading a conversation with a team member. Leadership coach to executives around the world, Murray Low, joins us today. He and Richard offer a sobering and powerful 360º Review of Dr. Jack's practice, team, and leadership style.
Having bought a practice right out of school, "Mike" is basically the solo version of George, but he needs more confidence diagnosing big cases (which is a very Matt thing to do). Can George sprinkle on a bit of Matt's diagnosis special sauce in this interview? Listen as he and Mike explore more baggage and benefits of buying right out of school.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Our guest Patrick has done a lot of clinical groundwork. Big picture: he and his wife are both dentists and they want a life that leaves room for spending ample time with their growing kids. He knows who he is, what he wants, and what he's capable of. But he needs guidance on two really nice options for practice acquisition. Tyler and George leave no stone unturned as they check his strategy for holes.
The purpose of your practice--the Why of your practice--can't be overstated. We're happy to have Jayme Amos join us again as we discuss opportunities vs opportunism, the danger of pursuing cost savings, and sticking to your guns during a crisis.
Having bought a practice right out of school, did our guest "Mike" miss out on developing a strong clinical base? While he's still in the honeymoon phase, Mike and George commiserate on the baggage and benefits that come with buying right out of school.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
That you don't think your future practice will be embezzled from doesn't mean it won't be embezzled from. Our guest David Harris has become the world’s leading expert on dental office embezzlement. Learn amazing, shocking statistics behind it. Most importantly, learn to spot it.
Richard's international interview 2 of 2. Dr. Meredith Gay joins us from New South Wales, Australia. After graduating in 2011, she went into an associateship which contractually locked her out of owning nearby. After using our podcast and courses as a guide, she's now in successful practice ownership. She shares her nuanced approach to making it all work out.
**
http://go.sharedpractices.com/lendeavor
Our guest Kevin had never heard of our podcast. With his interest now piqued after Part I, He continues absorbing George's guidance. After shooting down Kevin's associate idea, George keeps digging to find the real source of Kevin's pain.
**
http://go.sharedpractices.com/lendeavor
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
A faithful (and anonymous) listener "Don Quixote" has accelerated his pursuit of ownership because of the show. Currently an associate, Don has his eyes on two potential acquisitions. With his desires of retiring early from clinical dentistry, which practice fits best--or is he way off entirely?
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http://go.sharedpractices.com/lendeavor
Today, Richard dives into interview 1 of 2. Each is with a doctor who started their practice ownership journey outside the U.S.--each with COVID hitting in their first year of ownership! The resilient Dr. Scott Kollen joins us today and shares how he established his startup in a booming neighborhood. We also talk leadership and challenges, and opportunities for growth in his beautiful British Columbia.
**
http://go.sharedpractices.com/lendeavor
Our guest "Kevin" says yes to an inordinate percentage of the ideas that come to his attention. He wants to make more calculated decisions, with more vacation time to boot. Will hiring an associate make his dreams come true, or is that just another impulsive decision? Find out what George has to say to our "nice guy" doc Kevin.
**
http://go.sharedpractices.com/lendeavor
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Currently serving at a clinic for the US Navy in Hawaii, Tyler's anonymous guest "Ironman" is planning a move back to mainland. Ironman found a potential acquisition in the Pacific Northwest--with 11 operatories! Will Tyler and Matt encourage the acquisition, or are they going to tear his plan to shreds?
Our anonymous guests Dr. "Christy" and Dr. "Sara" have enough on their plate managing their new, growing group practice. What's more is a passive-aggressive employee we'll call "Anne". Christy and Sara have been dreading a crucial conversation with her. Past guest Murray Low--consultant and coach for executives across the world--joins us to offer expert guidance, helping Christy and Sara through exactly how to approach a crucial conversation with "Anne".
Having accepted the fact that suddenly hiring 3 new associates at this time may not be the best idea, our special guest Ashley moves forward. She and George give us details about her practice, including exactly what's going on with her new team, why she worked so much when she didn't have patients, and how each of them structure agreements with associates. PLUS, George's bonus structures and why they make sense.
**
http://go.sharedpractices.com/lendeavor
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Dr. Matt Guarino joins us today; and brags about Tyler's impressive student resume. Together, the two unbox their new group coaching offerings for our audience. Students and pre-owners now have the opportunity to work with Matt and Tyler.
**
http://go.sharedpractices.com/lendeavor
Jayme Amos joins the show today. Jayme helps dentists best care for their practice so their practice can best take care of the patients. We learn how you "hire for culture", how you attract employees who fit, and why all of this will be impossible if you don't know who you are in the first place.
**
http://go.sharedpractices.com/lendeavor
George interviews the one-and-only Dr. Ashley Joves, founder of Smile & Co. George briefly puts aside his famous disdain for startups to get the lowdown on our non-anonymous guest, whether her practice is hurting, and huge revelations about her own career goals.
**
http://go.sharedpractices.com/lendeavor
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Our new Director of Coaching at Shared Practices, Suzanne Rassy, joins Tyler today. Suzanne shares her expertise on pre-ownership, her observations having vetted practices on-site on behalf of buyers, and the importance of proper due diligence.
Reach out to suzanne@sharedpractices.com
**
http://go.sharedpractices.com/lendeavor
Listen first to last Friday's episode of Practice Under Water with Suzanne Rassy. As our new Director of Coaching at Shared Practices, Suzanne brings her history of expertise with metrics and coaching. She's now using all the tools she's learned from her decades of experience to help practices establish a more sustainable Leadership, Culture, and Change.
Reach out to suzanne@sharedpractices.com
**
http://go.sharedpractices.com/lendeavor
George and Matt share an exciting coaching model development. After months of preparation they bring on board veteran consultant, "coach to the coaches", and new Director of Coaching at Shared Practices Suzanne Rassy. We welcome in a new era of sustainability in George and Matt's coaching model with this special episode.
**
http://go.sharedpractices.com/lendeavor
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Growing an acquisition into a group practice is possible, but of course it takes precise planning. Luckily, today we have a front row seat in Matt's brain. Tyler asks him pointed questions from a pre-owner point of view. We explore Matt's ideal setup for growing into a group practice, realistic marketing budgets for new acquisitions (and where to spend them), financing details for practices potential, and way more. Do not miss this one.
Reach out to suzanne@sharedpractices.com
**
http://go.sharedpractices.com/lendeavor
In our post COVID world, we reach back to an interview recorded in 2019. Our guest Dan Pink is the author of the New York Times Bestsellers 'Drive', 'When' and more. His research for 'To Sell Is Human' is perhaps even more relevant now than when published. Dan and Richard discuss persuading, convincing, motivation, autonomy, and more in a time we need these skills most.
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http://go.sharedpractices.com/lendeavor
PUW 43
Practice Under Water | Mystery Guest “Alex” Part II
Cashflow Problems
Click Here to get today's Practice By Numbers dashboard snapshot.
Having realized his massive A/R issue is due to firing a key employee, our guest "Alex" continues forward by talking about his goals. George addresses leaky collections, and leaky new patient flow. Alex is facing serious mindset shifts. Is he willing to see things for how they really are?
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Our real-pre-owner-fake-name guest today is "Burt Macklin"--a recent graduate from southern California, working in a rural area in a different state. Anxious to move back, he finds himself stuck working in a practice where he can't keep growing, clinically. He knows he wants a practice in SoCal so he can live the surfing lifestyle he led growing up. But is that realistic? Does he care? Tyler and George help him hone in on the dream...given his constraints.
It's our pleasure to have Dr. Dawn Kulongowski return to the show. She joins us with effective ways of applying everything we learned in episode 18...to the office. She explains some listeners might think they're kooky ideas, but Richard is admittedly "drinkin' the Kool-Aid". Will you? Check it out as they discuss the real-life applications of mindfulness to this season's topic of Leadership, Culture, and Change.
www.PeacefulPractice.com
**
http://go.sharedpractices.com/lendeavor
PUW 42
Practice Under Water | Mystery Guest “Alex” Part I
Cashflow Problems
Click Here to get today's Practice By Numbers dashboard snapshot.
George discovers the biggest A/R problem he's ever seen. Our guest is in a smaller market, producing about $40k/month. But he has 2.7 times that in receivables! After suddenly realizing he's fresh out of cash, George coaches--and maybe even roasts--our guest Alex through some of these toughest problems of early ownership.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
You've sent out mailers. Some sellers have responded, some haven't. Now how should the actual conversation go with the dentist? Our guest "Batman" is an experienced associate looking for an acquisition. Tyler and George help him understand mailers, phone calls, and more; giving him a comprehensive understanding of his buying options in his target markets of Dallas or Houston.
http://go.sharedpractices.com/lendeavor
Email the interns
Richard and our guest Regan Robertson discuss amazing, engaging exercises you can do with your team right now. They talk details of a conversation tool Regan uses: "What do you want? By when? So that you can..."--to unify a team around a goal and strengthen communication. As president and CMO at the Productive Dentist Academy (and co-host of The Everyday Practices podcast), Regan has plenty to share.
**
http://go.sharedpractices.com/lendeavor
PUW 41
Practice Under Water | Mystery Guest “Gigi” Part II
The Cost of Dominance
Click Here [<--needs link] to get today's Practice By Numbers dashboard snapshot.
Our guest, incredibly successful practice owner, Gigi has a highly competitive management style. But is her style causing staff to be afraid to make mistakes? Matt helps her see where her leadership style is breaking down, and how she can take better ownership of her concerns.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Having graduated in 2012, our super GP "Batman" has worked hard at a group practice in a large metro area. With all that experience in his utility belt, "Batman" has now moved, made a bit of money, and is ready to pull the trigger on an acquisition. The only problem? He doesn't like the area. Tyler and George help him spot his landing so he can acquire a larger practice with room to grow in his target cities of Dallas or Houston.
**
http://go.sharedpractices.com/lendeavor
Email the interns
After a hectic career riddled with problems personal and professional, our special guest Dawn Kulongowski realized happiness is not something that magically happens later; you can have it now. She shares with us that happiness is not a goal-post, that you don't have to cede your happiness to tomorrow, and the life-changing effects of consistent meditation.
**
http://go.sharedpractices.com/lendeavor
**
Dan Harris' free resources for healthcare workers
https://www.tenpercent.com/coronavirussanityguide
PUW 40
Practice Under Water | Mystery Guest “Gigi” Part I
The Cost of a Dominant Personality
Man or woman, it's going to be hard to find (and keep) staff that fits your results-oriented, competitive management style. Out of school since 2003, our successful guest Gigi has done 2.2M as a solo doc with a solid new patient flow. She is absolutely dominating her area. So how is her practice "underwater"? Her turnover is out of control! Matt explores her vast dental experience, training style, leadership style, and the role of metrics in her practice.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Our guest is an associate and he is now laid off. Where does he stand on his decision about buying a practice? The impromptu duo of Tyler and George continues as we do something new: talk about Pre Owners who are Under Water! George asks for feedback from our listeners as he and Tyler talk to our guest Nick. Are all his associate friends laid off? Does COVID light a fire under Nick toward practice ownership? Listen in as we talk for the first time about Pre Owners Under Water.
http://go.sharedpractices.com/lendeavor
Email the interns
"Leadership is creating a vision of a bigger future for someone else..." Richard soaks in the words of writer, speaker and multi-practice and business owner Alastair MacDonald in this interview from Voices of Dentistry. Follow along as Alastair shares opines on fear as a self-fulfilling prophecy, and being present. And also firing people--when you have to.
Check out Alastair's new podcast
www.3rdrailentrepreneur.com
Announcements from Richard's Intro:
Download Bellus 3D face app
Capture face
Click 'mask frame'
Email straight from app to Nick Winslow, Lab Technician Nick@phaseortho.com
As George and Matt get inundated with great ownership questions, they decide to bring the Q&A tradition to Practice Under Water. What does being a "lazy dentist" actually look like? What does delegation afford George? They answer your best questions! Plus, will George tell us how much money he makes? 😂
Tyler returns with George as they continue their Q&A. How will this pandemic affect startups and acquisitions? What are things George thought would be beneficial for your practice, but actually hindered your growth and development? How is George spending his quarantine time? Listen in to Part I of II for clinical, financial, and strategic feedback.
Email the interns
Justin Hale, productivity guru at VitalSmarts, joins Richard today. Uniquely positioned at the the intersection of VitalSmarts and Getting Things Done methodology, Justin shares his perspectives on productivity. Capturing intentions in a place other than your own mind, replacing to-do lists with 'next action' lists, and clarity to Get. Things. Done. All inside.
Acquisition vs startup. Large practice vs small practice...George's and our guest Austin Davis' biases are in opposite directions. They've been butting heads on Facebook but decided to bring the discussion on-air. Is George impressed with Austin's dissenting opinions? Let's see whose approach nets better results.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Tyler takes back the reigns on The Pursuit of Ownership. Having compiled a list of actual questions George gets about pre-ownership, the two go on a much-needed Q&A binge. Listen in to Part I of II for clinical, financial, and strategic feedback.
Email the interns
George is hijacking today's Shared Practices episode. He talks with Lendeavor's experts James, Bill, and Andrew. Listen as they talk from a business owner perspective about general aspects of the CARES act, and specifically PPP, EIDl; and, of course, being the leader your team and your family needs you to be through all of this.
PUW 37
Practice Under Water | Mystery Guest “Frank” Part II
Thinking About The Future During Crisis
Click Here to get today's Practice By Numbers dashboard snapshot.
Frank acquired his practice a couple years ago. This small practice is set for growth as long as he's careful about next steps. Matt guides him through thoughts on Groupon, and holds Frank's feet to the fire toward his actionable goals. Plus, in the outro, George shares the #1 most important driver toward production per patient.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Tyler and Clay talk details with our guest Ben Mombert. Vice President, Healthcare Banking Relationship Manager, Ben shares insights from the virus side and from the bank side. What level of patient attrition should a buyer expect after acquisition? How do we soften that blow? To lenders assess risk differently for fee-for-service versus PPO? Plus much, much more...
Email the interns
Our special guest Joseph Grenny is from VitalSmarts; co-author of Crucial Conversations, Crucial Accountability, Change Anything, and Influencer--all NY Times Best Sellers. He reverses what we think we know about leading teams as he and Richard discuss the differences between Truth and Power; keeping an open dialog with patients and teams; and the importance of realizing that being safe does not equal feeling safe.
PUW 36
Practice Under Water | Mystery Guest “Frank” Part I
Thinking About The Future During Crisis
Click Here to get today's Practice By Numbers dashboard snapshot.
None of us have ever lived through something like this... We've been shut down... Will practice ownership look the same after all this is over? Matt and our guest Frank explore how he told his staff he's closing, his goals moving forward, and the false correlation between the concepts of "working harder" and "earning more".
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Earlier this year, Payton Keller--a D2 student--outlined our entire Shared Practices Podcast thus far. Having posted the Word document to our Facebook group, he's sits down with Richard, Aaron, and Tyler. Listen as Payton tells us why he outlined the show, how it helped him, and what his plans are regarding practice ownership. Plus, everyone shares how they're spending their COVID downtime.
Email the interns
Listen through to the outro for immediate tips on checking in with your team--whether or not they're still with you
We're all works in progress. Part of our every-day journey is knowing when to get our heads out of the numbers and interface with our people. In this special episode, our guest Rohit Garg, President of Practice By Numbers, takes a break from talking about metrics, and reminds us our work is about people. Transitioning into leadership, communication pitfalls, and delegating the right goals to the right people the right way. All inside.
Richard, George, and Matt address immediate concerns in a purposeful sequence. As we continue into crisis mode, we dive headfirst into overhead management, getting liquidity safely and quickly, and the ugly-but-necessary task of combing through finances.
Our hosts continue their conversation from Wednesday as they share personal experiences, tackling tasks around: practice loans, student loans, staff expense, asking for help. Listen now and take notes.
Plus, launching success into the future personally, and as a business.
Richard, George, and Matt hijack The Pursuit of Ownership to come together and share how they're dealing with this crisis. Each tells his painful story leading up the decision to close their offices (emergency only). Follow our hosts conversation and ask yourself:
Leading up to closing the office, what was the relationship capital between you and your team?
What are your #1 and #2 priorities through this time?
**
Please share your stories on the facebook group. We all need to be better leaders during this time of crisis.
Most dentists in the US were forced to cease the vast majority of operations last week. Our crisis necessitates emergency changes to our normal content. So Matt introduces his wife--and professional certified life coach--Ellen Broen. She takes us through taking time to purposely vent anger, surviving as a dentist today after never having worked at home, and solid book recommendations--quarantine or not! Plus, Ellen lends a special invitation to our listeners.
eebroen@gmail.com
PUW 34
Practice Under Water | Mystery Guest “James” Part II
From Team Member to Boss
Click Here to get today's Practice By Numbers dashboard snapshot.
Our guest James bought the practice where he was already associate. Reassuring James that he's in an ok spot, George talks him through his own numbers. They discuss everything from difficult conversations with staff to the troubles of scheduling out of one column. Plus George and Matt talk about healthy relationships with money.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Our guest Dr. Alex Sharp picks up Part II of this conversation with the topic of working with a coach during an acquisition. Tyler, and Clay continue exploring Alex' uniquely disciplined approach of valuing team opinions, the particulars of his vision, and how ready he did (or didn't) feel for practice ownership.
Email the interns
Our very special guest today is Kiera, owner and founder of The Dental A-Team. She unpacks some of her years of experience innovating teams through establishing systems. None of this works without holding people accountable. She shares why doctors are scared to hold teams accountable and how to maintain a safe culture of accountability. Plus, who we need to hold accountable first.
PUW 33
Practice Under Water | Mystery Guest “James” Part I
From Team Member to Boss
Click Here to get today's Practice By Numbers dashboard snapshot.
After searching for an acquisition for a year and a half, our guest "James" ended up with a deal right under his nose-- the practice where he was already associate. With all the bargaining power, he took the deal, but was he ready to transition from team member to boss? He and George dive into exhaustion, leadership, and, as always, sustainability!
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Our guest Dr. Alex Sharp owns Sharp Family Dentistry. It's all balance and no burnout with this Shared Practices super fan. Clay and Tyler sit down for this amazing in-person interview wherein Alex shares the root of his growth and how his desire for success outweighs the risks of practice ownership Plus, he shares a mailer hack with our hosts.
Email the interns
Richard and special guest George Hariri share personal vulnerabilities. Riffing off each other's thoughts, they discuss relaxing into your leadership role, George's healthy obsession with automation; plus visionaries and the integrators around us who make the dream work.
**
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PUW 32
Practice Under Water | Mystery Guest “Joe” Part II
The Seller is Gone...Now What?
Click Here to get today's Practice By Numbers dashboard snapshot.
Joe bought a practice six months ago and now the seller is gone. He has to get his numbers under control. Using Practice By Numbers, Matt finds patient acceptance at 70%, but also overhead at around 70%. Matt touches on tightening up new patient protocol, the magic of same-day dentistry, and the value of getting a coach to check your blindspots.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
If George's human side has somehow yet eluded you, this episode is for you. He and Tyler open up about knowing what you do and don't want to accomplish in the industry, why bigger practice acquisition isn't necessarily better--plus, was George scared at all going into practice ownership? Tyler and George sit down in-person for this special episode of The Pursuit of Ownership.
Email the interns
Richard and Murray take us beyond Crucial Conversations into Crucial Accountability. We find out how dangerous the wrong conversations can be, how to uncover real reasons (not mere excuses) for lack of performance, and why you should never have the same conversation twice.
PUW 31
Practice Under Water | Mystery Guest “Joe” Part I
The Seller Is Gone, Now What?
Click Here to get today's Practice By Numbers dashboard snapshot.
Matt sits down with our real doc, fake name: "Joe". For the first six months at his new practice, Joe worked with side-by-side with the seller. But with the seller now retired since the beginning of the new year, Joe's "honey-moon phase" of practice ownership is over. Matt asks Joe what he did to get lenders to help him into practice ownership, and what made him so ready for practice ownership. Plus, we find out how to mitigate against the problems that happen when you have hygiene booked solid for weeks.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Clay has the rare opportunity to sit down with Shared Practices partner Matt Guarino. Matt shares the red flags that drove him away from deals, the power of not keeping yourself a secret, and why he now so thoroughly enjoys his solo practice.
Finance expert, keynote speaker, and author Reese Harper stops in with his latest book recommendation: The 5 Dysfunctions of a Team by Patrick Lencioni. As founder and CEO of Dentist Advisors, Reese shares a few experiences as he and Richard discuss how to defend a healthy culture as your team grows, setting apart time for team building, plus vulnerable, personal stories surrounding each of the 5 dysfunctions.
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PUW 30
Practice Under Water | Mystery Guest “Sarah” Part II
Startup Glitz and Grit
Click Here to get today's Practice By Numbers dashboard snapshot.
A little over a year into her ownership journey, our guest Sara has done extremely well. She collected $950k in her first year, and amassed over a thousand patients. Matt explores her high growth, and high-stress. Plus...what does George think about her morning huddles?
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Today's episode of The Pursuit of Ownership has been one year in the making! George and our guest Dr. Ashley Joves inadvertently go head-to-head comparing their practices on air. Listen in on their live recording as they compare notes: Ashley's startup vs George's acquisition, how each uses Swell, plus Ashley's advice to anyone going the startup route.
Murray Low returns. Consultant and coach for executives across the world, he shares real-life examples showing the value of Crucial Conversations. Richard elicits tales of failures, as well as stories of shocking success when applying the these principles. Plus a generous invitation to you from Murray Low. Listen now.
PUW 29
Practice Under Water | Mystery Guest “Sarah” Part I
Practice Startup Glitz and Grit
Click Here to get today's Practice By Numbers dashboard snapshot.
After years of associateship, our anonymous guest "Sarah" decided the startup route was for her. With her startup doing well, Matt and Sarah discuss all the positives. But when Matt asks about what's going wrong, we find out the kind of grit it takes to keep a startup going strong.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Some practice owners choose their actions and live with the consequences. Loren Israelsen chooses the consequences and lives with the actions... "It's all about looking at the longterm, and then reverse engineering it." Having recently closed on his 6th practice, Loren Israelsen shows us how it's done; here's his journey from a relatively visionless D2 dental student to 6X practice owner.
Email the interns
Our special guest is the co-host of Dental Drill Bits podcast, and is widely known as a top consultant in our industry. Sandy Pardue joins us today as she and Richard talk about where dentists fall short on leadership; keeping a "scoreboard", developing a lifestyle of learning, and how not to be afraid of your team. Listen now.
••
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Take control of your practice. Request a ZenSupplies demo today.
PUW 28
Practice Under Water | Mystery Guest “Dr. Ace” Part II
From Group Practice to Solo Doc?
Click Here to get today's Practice By Numbers dashboard snapshot.
Our guest "Dr. Ace" has a successful group practice with 4,000 patients, but he still wants to go solo. After finding out "Ace" does NOT have an office manager, George helps our guest understand where to allocate the staff resources he does have, and helps him design a leadership team.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Precocious fourth year dental student Kevin Reardon shares his vision, relates his experience sending mailers to sellers, and reveals why he forged his ambition ultimately out of frustration.
Email the interns
"You can measure the health of...an organization by measuring the average lag time between identifying and discussing problems", says Joseph Grenny, co-author of Crucial Conversations: Tools for Talking When Stakes are High. Listeners interested in more healthy offices will enjoy as Richard and Murray--consultant and coach for executives across the world--unpack exactly what healthy conversations look like in our industry.
PUW 27
Practice Under Water | Mystery Guest “Dr. Ace” Part I
From Group Practice to Solo Doc?
Click Here to get today's Practice By Numbers dashboard snapshot.
Our guest "Dr. Ace" has a successful group practice with 4,000 patients, but he still wants to go solo. Confused initially, George looks beyond the impressive numbers to find out why Ace reached out to him, what it has to do with his office manager--and provides a-ha moments that leave Ace speechless.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Seasoned broker Matt Porter, of Menlo Dental Transitions, shares a firehose of fantastic insights. Aaron invites our guest take a deep dive on EBITDA, addbacks, and all things practice evaluation. Grab a pen, paper and let's start.
Find more about Matt Porter at www.MenloTransitions.com
Email the interns
In case you hadn't heard, the Godfather of dental podcasting, host of the Thriving Dentist Show Podcast, Founder of the Thriving Practice Academy and Co-Owner of Life Smiles Dental Care--Gary Takacs--has been in over 2,700 practices. He's learned a thing or two about leadership. He and Richard talk powerful leadership constructs, and the only way to set the stage for meaningful change in your practice...
Thriving Dentist Podcast
Less Insurance Dependence Podcast
PUW 26
Practice Under Water | Mystery Guest “Luke” Part II
New Practice, New Area, Old Leadership Style
Click Here to get today's Practice By Numbers dashboard snapshot.
Our guest Dr. Luke has been using Practice By Numbers since day 1 of owning his practice. We learn why he chose it, how he uses it, and when. Plus, we further explore his leadership style, and we hear all the difficulties of training staff to perform to higher standards with diagnosis and case acceptance.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Welcome to The Pursuit of Ownership--the all new segment of the Shared Practices podcast!
**
When Tyler was in Phoenix, he shadowed George around the practice for a day. Even though he had been interning for Shared Practices since his D1 year, Tyler was still flabbergasted to see George's systems applied during real-life practice scenarios. Listen in while Tyler and George digest Tyler's journey, the impossibility of outproducing your problems, and just how much George makes Practice By Numbers part of his staff's culture. Plus...the final word on how to pronounce Tyler's last name!
Email the interns
Shared Practices welcomes back Murray Low, consultant and coach for executives across the world.
When you try to change things in your practice, there's always push back. You might not know about it, but it's there. Solicit it. Explore it.
Following up on an off-air conversation, Richard and his father Murray share this and more concrete starting points for teasing out skepticism, getting real feedback from your team, and being the leader they need.
Dr. Richard Low kicks off Season 5 of Shared Practices with a new format! We'll spend Season 5 exploring Leadership, Culture, and Change through the lens of both ownership and pre-ownership:
Mondays
Shared Practices
Dr. Richard Low returns, hosting weekly deep dives on a single topic. This is the staple of Shared Practices, and listeners include current practice owners everywhere.
Wednesdays
The Pursuit of Ownership
Hosted by rapidly-advancing, just-angsty-enough interns Tyler, Aaron, and Clay; this segment serves the modern-day, discerning pre-owner. Students and graduates working toward practice ownership are sure to enjoy.
Fridays
Practice Under Water
Fearless exploration of real problems with real practices. Cohosts Dr. George Hariri and Dr. Matt Guarino use meaningful metrics and tailored coaching to help our anonymized guests stay afloat. 'Profitable, simple, and sustainable' is the name of the game.
PUW 25
Practice Under Water | Mystery Guest “Luke” Part I
New Practice, New Area, Old Leadership Style
Click Here to get today's Practice By Numbers dashboard snapshot.
The location, the team, the office manager, the practice model...everything changed when Luke bought a practice. Everything--that is--except his leadership style. Matt digs deep to uncover why Luke's production is declining, what he needs to change to have a successful solo practice, and how much of his budget he should (or shouldn't) spend on marketing.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Welcome to The Pursuit of Ownership--the all new segment of the Shared Practices podcast!
**
What do you want most in future practice ownership?
How can you possibly measure up to the veteran dentist you're buying from?
Do I have to go rural to make real money?
With George's guidance, Tyler, Aaron, and Clay help students and new grads explore these--and other--impactful questions about Practice Selection. Plus, the one question that trumps all. Listen in.
Successful practice owner (and legendary delegator) Dr. Paul Etchison joins us today. With a seemingly unending stream of valuable thoughts, he teaches us how he built a healthy culture, why he delegates almost everything, and why you should put down your hand piece and lead.
**
Dr. Richard Low kicks off Season 5 of Shared Practices with a new format! We'll spend Season 5 exploring Leadership, Culture, and Change through the lens of both ownership and pre-ownership:
Mondays
Shared Practices
Dr. Richard Low returns, hosting weekly deep dives on a single topic. This is the staple of Shared Practices, and listeners include current practice owners everywhere.
Wednesdays
The Pursuit of Ownership
Hosted by rapidly-advancing, just-angsty-enough interns Tyler, Aaron, and Clay; this segment serves the modern-day, discerning pre-owner. Students and graduates working toward practice ownership are sure to enjoy.
Fridays
Practice Under Water
Fearless exploration of real problems with real practices. Cohosts Dr. George Hariri and Dr. Matt Guarino use meaningful metrics and tailored coaching to help our anonymized guests stay afloat. 'Profitable, simple, and sustainable' is the name of the game.
PUW 24
Practice Under Water | Mystery Guest “Donald” Part II
How To Staff For Growth
Click Here to get today's Practice By Numbers dashboard snapshot.
Donald's new patient flow is hemorrhaging. With a great team, and great patients, what's keeping him from growing? Now in the latter end of his first year of practice, he and Matt uncover how to implement one of George's favorite words: Sustainability!
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
Welcome to The Pursuit of Ownership--the all new segment of the Shared Practices podcast!
Your cohosts (all having interned at Shared Practices) are Tyler Tolbert, Aaron Fritsch, and Clay Schwinke. Each brings a unique angle to this weekly pre-ownership-focused segment. Today we meet our cohosts and learn their strengths. We also uncover why today's guest Dr. George Hariri says "selection & vision" is way more important than evaluation when choosing a practice.
Our guest today is Murray Low, consultant and coach for executives across the world. He shares personal and professional leadership blunders, when to admit you're a horrible leader, and how (and how not) to hit the leadership reset button.
**
Dr. Richard Low kicks off Season 5 of Shared Practices with a new format! We'll spend Season 5 exploring Leadership, Culture, and Change through the lens of both ownership and pre-ownership:
Mondays
Shared Practices
Dr. Richard Low returns, hosting weekly deep dives on a single topic. This is the staple of Shared Practices, and listeners include current practice owners everywhere.
Wednesdays
The Pursuit of Ownership
Hosted by rapidly-advancing, just-angsty-enough interns Tyler, Aaron, and Clay; this segment serves the modern-day, discerning pre-owner. Students and graduates working toward practice ownership are sure to enjoy.
Fridays
Practice Under Water
Fearless exploration of real problems with real practices. Cohosts Dr. George Hariri and Dr. Matt Guarino use meaningful metrics and tailored coaching to help our anonymized guests stay afloat. 'Profitable, simple, and sustainable' is the name of the game.
PUW 23
Practice Under Water | Mystery Guest “Donald” Part I
How To Staff For Growth
Click Here to get today's Practice By Numbers dashboard snapshot.
New patient flow is hemorrhaging. You need to make big changes in your new practice. You're understaffed, and already pushing employees to what you think is their limit. Where do you start? Our guest Donald starts by removing the emotion. He and Matt effortlessly explore how to staff for profitable, simple, and sustainable growth.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 22
Practice Under Water | Mystery Guest “David” Part II
Are You Afraid To Give Honest Diagnoses?
Click Here to get today's Practice By Numbers dashboard snapshot.
Soon after the acquisition, David's practice is trending dangerously downwards. He's apprehensive when giving patients the diagnoses they really need. But he's also guided through patient retention, and the all-too-familiar new patient flow problem. Matt joins George in the outro as they continue their fiery SEO debate.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 21
Practice Under Water | Mystery Guest “David” Part I
Are You Afraid To Give Honest Diagnoses?
Click Here to get today's Practice By Numbers dashboard snapshot.
After buying a practice, our guest David is not only well below the seller's numbers by this time last year, but he's also trending downwards. George suspects it's because David is apprehensive about giving patients the diagnoses they truly need. We look at the numbers to find out if George's suspicion is valid, or bogus.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 20
Practice Under Water | Mystery Guest “Kevin” Part II
Owner Earning Less Than Associate Income
Click Here to get today's Practice By Numbers dashboard snapshot.
Continuing from Part I, our guest--and skilled clinician--Kevin owns his practice, but he's still earning less than associate income. George helps Kevin understand the lasting impact of what may have been a hasty decision--to fire one of his front desk. After rigorously studying Kevin's Practice By Numbers, George knows exactly how to free up some budget for Kevin's much needed marketing.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 19
Practice Under Water | Mystery Guest “Kevin” Part I
Owner Earning Less Than Associate Income
Click Here to get today's Practice By Numbers dashboard snapshot.
Even though our guest--and skilled clinician--Kevin owns his practice, he's still earning less than associate income. He's been coached in the past, but may not have been ready to make solid changes. One of his current problems? Lack of systemized approach to diagnosing. George guides Kevin on how to systemize his exam approach, give hygienists the support they need, and turn his practice around.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 18
Practice Under Water | Mystery Guest “Tom” Part II
Don't Ride the High of New Practice Ownership
Click Here to get today's Practice By Numbers dashboard snapshot.
Continuing from last week's consulting session with Tom, George now leans into the coaching side of things:
How can Tom 'start with why' when getting his team to accept big changes?
How can Tom get a constant, sustainable stream of new patients?
When he finds that Tom is so willing to accept his guidance, George lays down even more golden nuggets of information in this week's episode.
Some helpful golden nugget quotes below:
"The reappointment rate in the hygiene chair is immensely higher than the reappointment rate at the front desk."
- George 2:37
"...and if you see her making that next appointment, do not interrupt her. Wait for her to finish making that appointment."
- George 9:27
"If you're gonna remember anything from this interview it's this: start with why...always begin with the reason before the request."
- George 6:28
"If they don't make their next appointment, there's a 10% chance that they're gonna come back on time."
- George (regarding patients who leave without making an appointment) 8:09
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 17
Practice Under Water | Mystery Guest “Tom” Part I
Don't Ride the High of New Practice Ownership
Tom acquired a practice last January. And it's tempting to sit back and enjoy the momentum. But George sees key factors that have been ignored: If Tom doesn't improve his new patient flow and keep his front desk accountable for reappointment rates, then his new acquisition will never be sustainable. Luckily, our guest Tom is an excellent clinician; excited to set himself up for the long game.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Get today's practice Practice By Numbers dashboard snapshot.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 16
Practice Under Water | Mystery Guest “Nathan” Part II
More Money, Less Happiness
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made, and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today, Matt and I are going to plunge into our interview with our returning mystery guest, who we call "Nathan." He has owned his practice for a touch over four years that has seen steady organic growth; however, he is starting to have burnout, and he is looking toward Matt and George for advice on what his next step should be within the realm of mindset and metrics.
Digging in, we find out that Nathan is taking the path of least resistance when he needs to make decisions about his dental practice, mainly when he looks at his income and feels he is doing "OK." Nathan does not delegate well, which trickles down through his employees and results in his lack of leadership. This flies in the face of his goal, which is to bring on an associate.
George also learns that Nathan is feeling rushed when he is working, and this negatively affects his treatment plan. George asks Nathan what stands out in his numbers - Nathan immediately realizes the fillings to crown ratio is way off, and his diagnosis percent is meager. George gives Nathan advice about how to move forward with his treatment plan and what services he needs to maximize based on his metrics.
Listen in to find out how Matt jumps into Nathan's mindset and how to empower his staff to diagnose and how to diagnose comprehensively when presenting treatment to patients. Matt and George point out Nathan's low hanging fruit, such as calibrating his hygienists, which he can perform more efficiently or delegate to other staff members.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Get today's practice Practice By Numbers dashboard snapshot.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 15
Practice Under Water | Mystery Guest “Nathan” Part I
More Money, Less Happiness
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made, and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today, Matt and I are going to plunge into our interview with our new mystery guest, who we call "Nathan." He contacted us because he is a fan of our show. He found his practice through his wife, who is an orthodontist. A dentist asked her if she knew anyone who is looking to buy a practice, Nathan had been thinking about buying a practice, and dove into the opportunity in 2015. The staff of the dental practice accepted Nathan as the new owner; therefore, he did not have to make significant staff changes in his new business. The former owner referred out endodontics and oral surgery, which Nathan knows how to do, so these two procedures were quickly added to his repertoire of offerings.
Nathan has owned his practice for a touch over four years that has seen steady organic growth; however, he is starting to have burnout set in, and he is looking toward Matt and George for advice on what his next step should be within the realm of mindset and metrics.
Digging in, we find out that Nathan does not have a clear picture of his metrics, creating a sense of "feeling lost" about his dental practice. He came to the show to take away nervous pain points about bringing in another doctor to the practice. Nathan wants to know the tangible numbers he needs to reach to bring another doctor into his practice. He has nearly doubled the income of his practice since his initial purchase in 2014.
George also learns that Nathan wants to practice three days a week and work on the business one day a week with an associate on board. He wants to add specialty offerings to his practice, but still have a personal feel to his office. In addition to adding staff, Nathan feels that he needs a mindset change, even though his revenue has increased every year.
Listen in to find out how Matt jumps into Nathan's mindset stumbling blocks, his quality of life, and how he can balance his lifestyle, workload, and grow his business to his goal numbers.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Get today's practice Practice By Numbers dashboard snapshot.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 14
Practice Under Water | Mystery Guest “Jim” Part II
At the Brink of Practice Extinction
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made, and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today, Matt and I are going to plunge into our interview, part II with our returning mystery guest, who we call "Jim." He contacted us out of desperation with his new start-up practice quickly going downhill and bleeding out at the rate of around $10,000 per month, with maxed-out credit cards, no savings, and no working capital! Jim is the textbook example of what NOT to do when you start your start-up: excessively spend on equipment, buildout, and leave yourself with no capital to run your business.
Digging in, we find out that Jim is not well-trained in any dental specialties - even Invisalign. A walk-in customer came in and purchased his membership package, paid cash, and asked for this treatment. George discusses how he can handle patients who are looking for treatments outside of Jim's repertoire.
George also learns that Jim doesn't have a good idea of how to approach patient care or how to consult patients. George encourages Jim to get out of his comfort zone one step at a time. George suggests treatment philosophy confidence for Jim, especially when he has comfortable customers and more clinical time available.
Listen in to find out how Matt jumps into Jim's skills and what he can easily add to his clinical toolbox to boost his monthly income to get him out of his financial storm. Find out how George encourages Jim to let go of his fear and being more focused on what he spends his time and energy on his business.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Subscribe to get today's practice dashboard emailed to you now.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 13
Practice Under Water | Mystery Guest “Jim” Part I
At the Brink of Practice Extinction
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made, and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today, Matt and I are going to plunge into our interview with a new mystery guest, who we call "Jim." He contacted us out of desperation with his new start-up practice quickly going downhill and bleeding out at the rate of around $10,000 per month, with maxed-out credit cards, no savings, and no working capital! His business is so slow, Jim has only had one crown in the first five months. Jim contacted Matt a couple years ago, Matt looked at his numbers, and his numbers looked great to start-up a new practice, based on the demographics of the area.
Digging in, we find out that Jim's biggest concern is his debt load. He took out personal credit card debt to get "fancy equipment" he wanted for his brand new practice. Jim didn't want to "spend too much time thinking about what is best and what I needed," which is evident in his practices. He admits to "just signing on the dotted line" when equipment reps would offer him a new tool to buy.
Matt finds out Jim's breakdown of outstanding debt: $260,000 of student loans, a start-up loan of $520,000, borrowed $50,000 to supplement his start-up loan, and $100,000 in personal credit card debt for a total of right below $1million in debt.
Matt also learns that Jim doesn't have a good idea of what his actual numbers are in his practice and hasn't front-loaded his numbers to find out what his budget is and what he can and can't spend money on right now - or even when he was starting his new practice. Jim hasn't kept any metrics to date and isn't sure how much he is bleeding out every month. His estimate of monthly costs to stay above water is around $20,000. With only averaging 20 new patients per month, Jim understands he needs to have more patients to, at a minimum, survive. He is currently working two days a week at an associateship to keep his business afloat. Although he does not like working there and would rather spend his time at his office, he isn't sure what he should do to make this goal happen.
Listen in to find out how Matt jumps into Jim's numbers, including his hours in his business and his calls to scheduling ratio. Find out how Matt's outside perspective can get Jim's business in shape and influence Jim to be more focused and intentional with his energy and how he is investing himself and his time in his practice.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Subscribe to get today's practice dashboard emailed to you now.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 12
Practice Under Water | Mystery Guest “Doug” Part II
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made, and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today, Matt and I are going to plunge into Part II of our interview with our mystery guest, who we call "Doug." He contacted us to figure out what types of analytical information our team could find about his practice. Doug wants an outsider opinion and a "bird's eye view" on his practice. Listen to episode 11 to find out the background behind Doug's background on enjoying his journey, how he is trying to move forward with his new practice and guilt around his missing goals.
Digging in, we find out what Doug would like to do with his practice, and we look at his metrics to see how he can get there. Matt finds out that Doug has the second-highest Google reviews in his town at 250 reviews by using Swell and having his staff ask for reviews.
Matt finds out that Doug wants to learn how to track marketing ROI. Doug doesn't have the bandwidth to follow-through with these metrics. He struggles with not knowing how his marketing money is working, but he continues to spend money on marketing because he is bringing in new clients. Is his PPC really making sense from an ROI standpoint? Matt brings in a checklist of quick and easy things to derive some basic numbers from his ROI without putting in a lot of time to be more intentional about his marketing time.
Listen in to find out how Matt jumps into what Doug is including and excluding in his financial numbers to drop down his overhead and become a more efficient practice. Matt walks Doug through his numbers and gives Doug a solution to underproducing in his practice so that Doug can intentionally put into action the elements which will bring him to his numbers goal.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
To get today's practice Practice By Numbers dashboard snapshot, click the following link:
https://pages.convertkit.com/f0d9fa2c7e/891325bc90
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 11
Practice Under Water | Mystery Guest “Doug” Part I
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today, Matt and I are going to interview a new mystery guest, who we call "Doug." He contacted us to figure out what types of analytical information our team could find about his practice. Doug wants an outsider opinion and a "bird's eye view" on his practice.
Digging in, we find that Doug started out in a medicare office, which he totally disliked. He then moved onto running a couple different associate offices, then bought a practice, which he has now owned for two years. At the time of purchase, the practice was pulling in $1.8 million. He would like to grow his business from 2500 patients to 3000 patients by cutting three insurance groups. His priority goal is to drop three insurances, as he wants to increase the quality and increase the amount of billing per patient. Doug has three full-time hygienists and full office staff. Doug would like to move from working five days to working three days. He finds creating continuity and having all his systems in order a bit hard in his office. His end goal is to work more with sleep apnea, implants, and reconstruction. Doug is currently not using any software to look at his numbers.
Matt finds out that Doug wants to open up time to have more free time, as now he feels like he is pushing too hard, and money isn't necessarily going to make him happy. The practice is more profitable, even though he is making less gross income. Doug has paid off over $300,000 in student loans to date. He looks at other practices and feels that the "grass is always greener" because other practices have so much going on. Doug also doesn't take the time to celebrate for himself.
Listen in to find out how Matt digs into Doug to find out why he is making excuses for his inaction. Matt walks Doug through his commitments, questions about how he feels about his practice, and what he can do to accomplish his goals.
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
To get today's practice Practice By Numbers dashboard snapshot, click the following link:
https://shared-practices.ck.page/24dcd189db
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 10
Practice Under Water | Mystery Guest “Liam” Part II
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
To get today's practice Practice By Numbers dashboard snapshot, click the following link:
https://pages.convertkit.com/f0d9fa2c7e/891325bc90
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today, Matt and I are going to interview a new mystery guest, who we call “Liam.” Liam wanted to give back to the podcast world, which is the main reason he decided to come onto the show today. Liam is 40 and has just purchased his first practice. He waited a long time as he went through several residencies and fellowships. In GPR, he found that he liked surgery and implants. He worked in perio, inside a fellowship, until he was $400,000 in debt.
Our mystery guest Liam is a specialist and realized how isolated he would be in periodontics and didn’t want to be dependent on others for his income. He did enjoy pairing up and learning specialty skills from other professionals and students. Liam and I compare the traditional educational route and getting a dental degree with CE’s.
Liam tells Matt his journey to buying a general practice office. He started in 2011 and was newly married. His wife was a medical student and ranked in a different state for her medical school fellowship. Liam decided to take a position in practice with a path to ownership, but he decided to leave to be with his wife in medical school.
Liam and his wife eventually found a place to call home where he found a position in practice doing implants. The owner had medical issues, and unannounced to Liam was trying to sell the practice while he was working there. This practice was losing $10,000 a month at this point, and the owner offered to sell the business to Liam. Liam called George (from our podcast) and was told not to buy this practice.
Digging in, Liam found that the area around the practice was a high-income area and he was the only periodontist in town. The practice was making $550,000 yearly, and previously was making over $1 million. The owner talked to Liam and offered him his practice for $325,000; however, the bank wouldn’t give him the loan. Liam’s accountant said the practice was worth $250,000. After 6 months, the owner sold the practice for $225,000.
This year, Liam is on track to do $1million! Since the practice is a GP, he uses referrals from orthodontics and other general dentists for specialty cases.
Listen in to find out how Matt and Liam figure out what metrics he needs to improve or correct to make his practice more efficient, where he wants his practice to go and how he wants to grow his practice.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 9
Practice Under Water | Mystery Guest “Liam” Part I
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
To get today's practice Practice By Numbers dashboard snapshot, click the following link:
https://pages.convertkit.com/f0d9fa2c7e/891325bc90
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today, Matt and I are going to interview a new mystery guest, who we call “Liam.” Liam wanted to give back to the podcast world, which is the main reason he decided to come onto the show today. Liam is 40 and has just purchased his first practice. He waited a long time as he went through several residencies and fellowships. In GPR, he found that he liked surgery and implants. He worked in perio, inside a fellowship, until he was $400,000 in debt.
Our mystery guest Liam is a specialist and realized how isolated he would be in periodontics and didn’t want to be dependent on others for his income. He did enjoy pairing up and learning specialty skills from other professionals and students. Liam and I compare the traditional educational route and getting a dental degree with CE’s.
Liam tells Matt his journey to buying a general practice office. He started in 2011 and was newly married. His wife was a medical student and ranked in a different state for her medical school fellowship. Liam decided to take a position in practice with a path to ownership, but he decided to leave to be with his wife in medical school.
Liam and his wife eventually found a place to call home where he found a position in practice doing implants. The owner had medical issues, and unannounced to Liam was trying to sell the practice while he was working there. This practice was losing $10,000 a month at this point, and the owner offered to sell the business to Liam. Liam called George (from our podcast) and was told not to buy this practice.
Digging in, Liam found that the area around the practice was a high-income area and he was the only periodontist in town. The practice was making $550,000 yearly, and previously was making over $1 million. The owner talked to Liam and offered him his practice for $325,000; however, the bank wouldn’t give him the loan. Liam’s accountant said the practice was worth $250,000. After 6 months, the owner sold the practice for $225,000.
This year, Liam is on track to do $1million! Since the practice is a GP, he uses referrals from orthodontics and other general dentists for specialty cases.
Listen in to find out how Matt and Liam figure out what metrics he needs to improve or correct to make his practice more efficient, where he wants his practice to go and how he wants to grow his practice.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 8
Practice Under Water | Mystery Guest “Rock” Part II
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
To get today's practice Practice By Numbers dashboard snapshot, click the following link:
https://pages.convertkit.com/f0d9fa2c7e/891325bc90
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today, Matt and I are going to give you differing opinions about our mystery guest Rock and how he should move forward in their practice. George believes he is going to win on this episode, so let’s see how well he fares in this instance!
Our mystery guest Rock is very different from our other guests as he only purchased his practice a month ago. He has boiled down his vision where he wants to go in his practice, and besides that, he is a long-time listener and fan of Shared Practices and Practice Under Water. Yes, we are blushing!
In PUW 01-07 Part I, Rock tells Matt his history and how he has come into his space. Rock started off working at a community practice, and at this job, he was forced to expand clinically and wear many hats as a specialist wasn’t always around. In his new practice, he found that he is more on cruise control, referring patients out for different procedures.
Rock’s new practice consists of six operations with two full-time hygienists, bringing in around $1.5 million per year. He feels that overhead is a bit high, however; many team members have been there for over a decade, which factors into the high overhead.
Digging in for Part II, Matt finds that Rock’s practice reminds him of his own office, which isn’t very common. Rock felt like he only had one choice for his practice journey until he came onto the show and talked to Matt. Rock tells the history of the practice he purchased, including the office having four doctors practicing at that one location. At present, there is a loss of clients per month.
We review his metrics, including his recall and re-appointments, which are excellent. Rock has a very stable patient base; however, 27% are overdue for a cleaning. The office is only seeing about 20 to 30 new patients per month, which is not enough to keep his patient base steady. This may be the main reason why the practice declined.
Listen in to find out how Matt and Rock figure out what metrics he needs to improve or correct to make his practice more efficient, including associate turnover and operational efficiency.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 7
Practice Under Water | Mystery Guest “Rock”
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
To get today's practice Practice By Numbers dashboard snapshot, click the following link:
https://pages.convertkit.com/f0d9fa2c7e/891325bc90
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today, Matt and I are going to give you differing opinions about our mystery guest Rock and how he should move forward in their practice. George believes he is going to win on this episode, so let’s see how well he fares in this instance!
Our mystery guest Rock is very different from our other guests as he only purchased his practice a month ago. He has boiled down his vision where he wants to go in his practice, and besides that, he is a long time listener and fan of Shared Practices and Practice Under Water. Yes, we are blushing!
Rock tells Matt his history and how he has come into his space. He wanted stability, as his brother, who has been a dentist for several years, really struggled getting his practice off the ground. Rock started off working at a community practice and at this job, he was forced to expand clinically and wear many hats as a specialist wasn’t always around. In his new practice, he found that he is more on cruise control, referring patients out for different procedures. The dentist who sold to Rock is working with him as an associate until he decides to retire.
Rock’s new practice consists of six operations with two full-time hygienists, brining in around $1.5 million per year. He feels that overhead is a bit high, however; many team members have been there for over a decade, which factors into the high overhead.
Digging in, Matt finds that Rock is terrified he is going to “steer the ship underwater” and he wants to keep the practice alive and well. His long-term goal is to expand his clinical skill set for his own benefit, not just profitability. Rock isn’t interested in growing his office past one doctor at the current time as he feels that growing into the multi-doc model is more stressful and would reduce his quality of life. He considered buying a practice where one doctor was running $2 million a year doing a variety of procedures and working three to four days a week with 40% overhead and would eventually like to be at that level.
Listen in to find out how Matt and Rock come up with three different options for Rock to move forward and expand without a lot of the chaos, of which he isn’t a fan. Rock’s biggest goal is to bring in a moderate to high amount of money, without sacrificing his family time, and having enough quality time to feel good all around without a bunch of stress.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- Vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 6
Practice Under Water | Mystery Guest “David”
To get today's practice Practice By Numbers dashboard snapshot, click the following link:
Click Here to get today's Practice By Numbers dashboard snapshot
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today, Matt is going to lead our interview, and we start off by asking George if he would be an owner right out of college again. He attributes his success on being a practice owner because he didn’t have the safety of working at practice before he owned his own business. He has learned that he had a hard time being comfortable with new clinical practices, similar to our feature mystery guest on our show today.
Our mystery guest David wanted Matt and George to take a deep dive into his office to find out where he could improve his practice. He is a recent grad and purchased a practice fresh out of dental school. David obtained a smaller office as he didn’t know how to run a practice, and he wanted a business he could make quick, easy, changes to the practice. He believes he has a lot of room to improve as he doesn’t have a mentor or family members who are dentists.
David spills how uncomfortable he was when he first started his practice, with patients commenting that he looked too young to be a dentist. His life motto is “I don’t want to work harder than I have to,” and he feels that ownership gives him the freedom and flexibility for the lifestyle he wants to lead. David says that he likes to use the free resources online, although he is slow to reach out more to mentors, however; when he does reach out, he receives beneficial information to apply to his practice.
Digging in, Matt finds the reason why David isn’t reaching out to mentors is because of pride, not wanting to bother other people or take up too much of their time. His long term goal is to have a partner to work within his business. He believes having a two-partner office would give him more freedom, especially on vacation.
Listen in to find out how David was burned in his transaction when he bought his new business and how he dealt with the fallout of his seller stealing over $15,000 of equipment and how he feels he is doing his first year of practice.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- Vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 5
Practice Under Water | First Mystery Guest “Jane” Part II
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com.
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
To get today's practice Practice By Numbers dashboard snapshot, click the following link:
https://pages.convertkit.com/f0d9fa2c7e/891325bc90
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today we are picking up from PUW Episode 04 with Jane. She is a female entrepreneur who asked to be on the show for a deep dive into her new business. She was interested in finding out what pieces of her practice weren’t performing as well as she would like them to perform. Jane currently doesn’t track her numbers like she should and wanted to know what she is missing in her practice.
Digging in, I find that Jane is treating very well and she is in the top 10% for several factors, but she doesn’t believe she is doing well. She talks about getting past “being productive equals being extremely busy.” She does minimal marketing as her practice is booked out well in advance. Jane admits to being a phenomenal owner, but a terrible associate. She is banking over $145,000 a month in production with her overhead being $35,000 a month (see bonus PDF for this episode). Jane chats about building outsmart and having low overhead to increase revenue.
Listen in to find out what Jane can do to bring her practice closer to $1.5 million in revenue.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- Vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 4
Practice Under Water | First Mystery Guest "Jane" Part I
Click Here to get today's practice Practice By Numbers dashboard snapshot
Interested in 1-on-1 coaching?
- Email george@sharedpractices.com or matt@sharedpractices.com
- Tell us about yourself, your business goals, where you are currently in your practice at and where you would like to be in the next year.
- Send us your information to see if we would be a good fit for you!
Being Extremely Busy Doesn't Equal Being Productive
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Today we interview a female entrepreneur who asked to be on the show for a deep dive into her new business. We’ll call her Jane. She was interested in finding out what pieces of her practice weren’t performing as well as she would like them to perform. Jane currently doesn’t track her numbers like she should and wanted to know what she is missing in her practice.
What are some of Jane’s most significant challenges? Finding competent staff, specifically excellent front desk personnel. She is experiencing high stress from a lot of turnover in her practice just one year into her business. Jane’s business encompasses eight practices, and she would eventually like to bring in an associate or partner. Multiple locations appeal to her because of the quantity of passive income, which comes with multi-practice ownership.
We converse about Jane’s ideal practice, her vision of maximizing her practice, and how she feels as if she is carrying her entire practice on her shoulders. Model and me - what is the ratio of each affecting her success as an owner?
Listen in to the next episode, PUW Episode 05, to find out how Jane can take her practice to 1.5 million dollars.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email practiceunderwater@gmail.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way to success?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 3
Making Lemonade Out Of Lemons with Dr Ike Urling
We are excited to have our first real episode with a client on Practice Under Water! This weeks episode we have a story of perseverance with Dr Ike Urling. Dr Urling was hoping to buy a practice straight out of school but had a couple opportunities fall through the cracks. Its refreshing to hear a story that a practice doesn't just fall in place but some hard work and dedication was needed to make the right opportunity. Dr Hariri and Dr Urling five into how they used Practice By Numbers and some outside perspective from Dr Hariri to drive decision making to turn a small practice into a thriving one!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email matt@sharedpractices.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 2
Practice Under Water
Click here to access the sample practice from today's episode
Practice Under Water brings together dentists and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, George and Matt will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they've made and how our guests have made their comeback through trial and error. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
Get your notebook and pen out for this packed-full-of-information episode! Today we are having an informative conversation with Rohit, one of the founders of Practice By Numbers software. Practice By Numbers is a game-changer for the business side of your practice.
Rohit's background is in engineering; and, while he was working as an engineer, his wife opened her own dental practice. Rohit supported his wife while she was building her practice, assisting her with the numbers side of the business. He would spend many hours figuring out the financials for her practice. Rohit realized there was a need for software to automate the business side of dentistry and developed Practice By Numbers in 2016.
Are you ready? We are taking you on a Practice By Numbers dashboard journey, where we will delve into why Rohit chose the metrics for his software, how the dashboard is set up and how valuable Practice By Numbers is for your dental practice.
We converse about collections, scheduling, and how to look at the numbers. Learn how you can be proactive and measure metrics in your business. Three positions we look at with this software are: Where you are, where you want to be, and how can you take action to get there. With these metrics, you can now project your future earnings for your practice. We walk you through real examples and how you can build your practice with this fantastic software. After using Practice By Numbers, you’ll wonder how you ever practiced without it!
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email matt@sharedpractices.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- A vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Links | Resources
Practice By Numbers
Practice By Numbers Facebook Group
PUW 1
Nothing Is off the Table, You Can Have Anything You Want
Practice Under Water brings together dentist and dental practices into our interview space, with a twist! For our new Practice Under Water episodes, Dr Hariri and Dr Guarino will be diving (pun intended!) to the deep end of the swimming pool with mystery guests. They will ask them driving questions to find out how they are growing their business, mistakes they’ve made and how our guests have made their comeback through trial and error.
Dentistry can be a tough career on a daily basis. We all struggle through issues which hold us back, and, with Practice Under Water, our guests will be anonymous. This lends our guests to tell all, give confidential information about the inner workings of their practice. We want this show to be open and uninhibited for you to receive the best takeaways from each episode. Practice Under Water is designed to enhance the dentist's lives by moving past difficulties to experience joy.
What is your job? Be honest and declare what you want. Your coach should have your back and be there for you to support you and move you forward. Calling you out on what you need to do to make your practice work well is their job.
We talk back and forth about holes in our practices, how we worked through our decisions, and why you can leave scarcity behind with a coach. How do you know you’re ready, especially with hygiene? Making uncomfortable decisions is the next step to being a leader in your practice. Accepting less than excellent results doesn’t lead to growth. Get through your discomfort to get to your goals. Make significant changes by tying them to identity. See your actions through this lens.
Would you like to be a guest on the show?
Copy and paste these questions on the email.
Email Matt@SharedPractices.com
or
George@SharedPractices.com
Tell us:
- About your practice: number of employees, their roles, your location, number of chairs, what procedures you obtain your income from
- Goals for your practice
- Vision where you would like your practice to be, where you would like to go
- Where do you believe you are falling short in your practice?
- How are you getting in your own way?
- Why isn’t the practice performing the way you would like?
- What would you like coaching for?
Episode 4-42
Trials, Tribulations, and Growth of Practice Ownership with Dr Megan Timm
To follow up or flashback episode last week, we brought Dr Megan Timm back on for an update episode! We love how bold she was buying two practice's straight out from school and we needed to hear how things were going. Dr Timm was very candid throughout sharing about her growth and speed bumps along the way. Quite a few pearls were giving about buying A/R, having crucial conversations, and getting staff to buy in.
Bio
Megan (Vogel) Timm grew up in Williamsburg, Iowa. She is a 2010 graduate of Williamsburg High School, after which she attended Mount Mercy University and received her Bachelor’s of Science in Biology. Dr. Megan then received her DDS from The University of Iowa College of Dentistry. Because she loved growing up in a small town, Megan was thrilled to have the opportunity to return home in Eastern Iowa.
Show Resources
Smiles Iowa
Episode 4-41
Flashback! Dr Megan Timm Buying Two Practices Fresh Out of School
We are going back in time to highlight a fantastic story of courage from a fresh grad buying two practices right out of school. Dr Megan Timm pulls off this feat with some resourceful-ness that only true entrepreneurs have. Dr Timm also gives one of the greatest pearls on financing. It's so mind blowing that we had to bring it back again!
Resources
Smiles Iowa
USDA Loan
Episode 4-40
Marketing Is Everything with Vicki McManus
I’m excited to talk to Vicki McManus at the Productive Dentist Academy Event; recording live in front of a workshop class here at the event. The audience has a list of marketing-related questions piled high and ready for Vicky’s answers!
The first question is about review services. What is the best and most cost-effective option? Make sure to vet any paid service before you purchase the service. If you have a paid service, you can funnel your reviews through the service. Two vital components: service must be via text, and we like, and use Swell.
Next, how can you get your team members on board with your marketing program? Give customer service that “Wows!”. Create a buzz in your practice, make sure it’s patient-centric, and the energy from your practice flows out into the community. Ask for referrals and testimonials from your current clients. Allow team members to be an ambassador and speak about your practice. Vicki recommends hosting two community events a year, such as a patient appreciation party.
Lastly, how do you balance the marketing when it comes to brand management? Make sure you understand your brand and what you stand for. Vicky suggests being known for comprehensive care under one roof. Membership plans are becoming very popular with dental patients. She recommends a membership plan which rewards healthy patients — marketing lifestyle and the benefits of your patient’s life.
Bio
Vicki practiced clinically as a dental assistant for 13 years and continued her education in marketing, finance, and business management. While practicing, she saw an opportunity to arise within dentistry in the area of marketing and running a business. Dentists and healthcare providers all over the country were owning and operating their practices but knew little about running a successful business. She saw a need and came up with a business plan to fill that need better more effectively than other marketing companies.
Today, as the CEO of two rapidly growing companies in the industry, she is proud to say that she is "All in!"
Show Resources
Vicki McManus Website
About Vicki McManus
Vicki McManus on LinkedIn
Productive Dentist Academy
Contact Productive Dentist Academy
Episode 4-39
Being Productive with THE Productive Dentist Dr. Bruce Baird
Dr. Bruce Baird needs no introduction! The man has been a legend for many years and has held the belt for THE most productive dentist for quite some time. Dr. Baird sheds knowledge on how one can have less stress and be more productive by putting the ownership back on the patient and having them understand WHY their dentistry has been failing which leads to greater case acceptance!
For our younger dentist's, Dr. Baird even shares his 5 year plan if he was fresh out of school and how he would navigate his early career.
We will all be a little more productive after this week's episode!
Bio
Dr. Bruce B. Baird, DDS is a well respected cosmetic and family dentist in the Dallas/Fort Worth area. His practice is located in Granbury, Texas. Dr. Baird’s expertise as an implant dentist has afforded him the skill to perform dental implant surgery and restorations since the mid-1980s. In 1990, he established the Texas Centers for Implant Dentistry, a mobile practice that allowed him to work with more than 25 doctors in the region. Recognizing his ability to help other dentists to achieve the same success he has experienced in his practice, Dr. Baird partnered with Vicki McManus, RDH to create Productive Dentist Academy. The Academy has been an invaluable resource to dentists nationwide.
Show Notes
Productive Dentist Academy
Compassionate Finance
Abella AR
Episode 4-38
What Ethical Sales with Ashley Latter
Shared Practices goes international and brings on a infectious accent to talk about how your dental office should be thinking about sales. We are proud to have Ashley Latter of international fame on the show. Ashley has prior experience with the Dale Carnegie organization and now runs his own dental sales training business.
Ever had the tough patient that can't seem to ever get over how expensive dentistry is? You start feeling sorry for yourself because maybe that patient is right, dentistry is too expensive. Ashley comes on the show to whip you into shape! Make you see the value that you are adding into people's lives! Repairing function, treating them well, and showing them the right journey that they should travel along to a healthier mouth.
Ashley believes that the team needs to be shown that they are in sales -- ethical sales -- and making those sales is HELPING patients. You'll be able to find the patient's that are in the right point in their journey by asking three simple questions.
Ashley leaves us with how dentist's can learn so much from visiting high end restaurants and made me realize I have to take my wife to Ruth Chris!
Bio
Ashley Latter started his business coaching career working for the legendary Dale Carnegie Training Organization. He was a four-course instructor and an International Master Trainer. He traveled extensively worldwide, coaching delegates to become trainers. This is the highest position that can be bestowed on a Dale Carnegie careerist.
In 1997 two dentists took part on Ashley’s Two Day Ethical Sales and Communication Program in Manchester. Since then, tens of thousands of delegates, comprising of dentists, orthodontists, treatment coordinators, specialists, and other team members have now taken this program in fourteen countries worldwide. Ashley has soon delivered over 26,000 hours of business coaching to the dental industry all over the world. He is simply the best at empowering dentists, orthodontists, and their teams to communicate with their patients.
Ashley has a unique process which includes sharing proven strategies and coaching delegates in a fun and positive way, allowing them to develop new skills, behaviors, and increased levels of self-confidence. This process allows for improved performance in practice and improved results.
Ashley has written three books including, ‘Don’t Wait for the Tooth Fairy,’ and ‘You Are Worth it’ He has also contributed to the Dental Masters Series
Show Resources
Dr. Ashley Latter Dental Practice Management
Dr. Latter’s courses
Contact Dr. Latter
Episode 4-37
Dr. Erin Elliott Talks Case Acceptance and Sleep Dentistry
Continuation of last weeks episode!
Dr Elliott shares her realization of how understanding what the patient's objective was the key to overcoming barriers and getting the patient to say yes. She simplifies the process down to three essential questions that need to be answered and the patient will be asking for treatment. This episode is full of phenomenal pearls and exactly what we need to hear in this case acceptance season.
Bio
Dr. Elliott grew up south of Boise (in Orange County, CA…. shhh… Don’t tell anybody). After playing college soccer and graduating summa cum laude from Houghton College in Houghton, NY, Dr. Elliott graduated top 5 from Creighton University Dental School in Omaha, NE. She moved to North Idaho as soon as she could. Dr. Elliott loves helping her patients not only smile but sleep better too! When she is not working (which is a lot just ask her family), she loves to spend time with her family of 3 boys (her husband Tom included!), playing soccer, golfing, and reading.
Show Resources
Hire Dr. Elliott, DDS
3D Dentists
Post Falls Family Dentistry on Facebook
Post Falls Family Dentistry on YouTube
Post Falls Family Dentistry on Instagram
Episode 4-36
Dr. Erin Elliott
Dr Erin Elliot from 3D Dentists makes her debut on the Shared Practices show. We are more than excited to finally have this rockstar in the dental world tell us about her journey. This is one of those interviews where we get a real, candid view into the life of trying to juggle being a dentist, a mom, and a practice owner. Dr Elliot gives a vulnerable perspective on how juggling all those things is not easy and how she makes it all work. We hope that everyone listening can gain some insights in this great episode!
Bio
Dr. Elliott grew up south of Boise (in Orange County, CA…. shhh… Don’t tell anybody). After playing college soccer and graduating summa cum laude from Houghton College in Houghton, NY, Dr. Elliott graduated top 5 from Creighton University Dental School in Omaha, NE. She moved to North Idaho as soon as she could. Dr. Elliott loves helping her patients not only smile but sleep better too! When she is not working (which is a lot just ask her family), she loves to spend time with her family of 3 boys (her husband Tom included!), playing soccer, golfing, and reading.
Show Resources
3D Dentists Sleep Apnea 101
Invite Dr. Elliott to come speak
Dr. Erin Elliott on Facebook
Post Falls Family Dentistry on Facebook
Post Falls Family Dentistry on YouTube
Post Falls Family Dentistry on Instagram
Episode 4-35
Dr. Zak Allmand and Apex Payment Solutions
Dr. Erin Elliot introduced me to Dr. Zak Allmand and said “You have to interview Zak. We switched to his company and it’s helped our case acceptance.” So I interviewed him and had a blast.
We talk about how Zak made the spontaneous decision to buy a practice with a friend over a case of Miller Light. Zak’s runs his overhead between 37% to 42%, blowing industry averages out of the water. When Zak bought his practice it had rainbow confetti carpet and paper charts. The entire office ran on two computers. Dr. Zak’s recommendation is to look at the philosophy of the dental practice just as carefully as you look at the numbers.
We dive into the details of how Apex Payment Solutions came to be and what a weird industry merchant services is. We look at how and when to set up payment plans and some simple rules to make it easy for your team.
Bio
Dr. Allmand attended Wabash College, where he graduated magna cum laude and was a member of the Phi Beta Kappa society. He earned his dental degree in 2005 from the Indiana University School of Dentistry. Dr. Allmand was awarded a three-year Health Professions scholarship from the United States Air Force and graduated at the top of his class in the Advanced Education in General Dentistry Residency at the Wright Patterson Air Force Base in Dayton, OH. Dr. Allmand is a member of the American Dental Association, the Indiana Dental Association, and the Indianapolis District Dental Society. Dr. Allmand is passionate about Continuing Education that focuses on Sleep Apnea, Invisalign orthodontics, and Digital Dentistry.
Show Resources
Apex Payment Solutions
Monon Family Dental
Monon Family Dental on Facebook
Dr. Allmand on Twitter
Episode 4-34
Interview with Dr. David Bender
David Bender opened his first practice in 2008 and made $144,000 in his first year in practice. In order to keep his practice, his parents lent him money and he maxed out his credit cards. His wife had their first child the following year, with no income from his practice. In mid 2009, his practice picked up by word-of-mouth from his patients. In 2011, he hired his first associate for his practice and added one more associate each year ever since.
Dr. Bender's current practice is Village Dental at Saxony. His office is a large,18000 square foot, multi-practice office in Fishers, Indiana. David has 28 operatories, with five open bay concepts, three surgical and dental suites. His dental teams work in teams of six with one doctor per 6 chairs. He has split schedules with his teams and our work schedule is 32 hours per team member with rotating schedules, with each team having their own schedule.
We take a trip down memory lane and discuss the infamous Practice on Fire and how the relationships formed during that time laid the roots for what is now DSN.
Don't forget about the PDA event in Indy on June 14-15. Hope to see you at the SP social after!
Bio
Dr. Bender grew up and obtained his dental degree in Indiana Dr. David Bender is a Hoosier native. Dr. Bender attended Indiana University in Bloomington where he received his Bachelor of Science in Biology and continued his education at Indiana University School of Dentistry in Indianapolis where he received his DDS degree in 2002 and worked in Heartland for five years in his early career.
Dr Bender, his wife Amanda, and their two kids, Dean and Rebekah, really enjoy being a part of his community. Dr Bender is a big IU and Indianapolis Colts sports fan. He enjoys golfing, even though he is most commonly found right of the hole with his impressive dog leg slice.
Show Resources
PDA Workshop
Dr. Bender’s Dental Team
Village Dental at Saxony
Download the Roadmap to Ownership Practice
Matt took his residency in New York and found this was an effective use of his time. Matt focused on dental implants and completed over 30 implants during his residency in New York. Matt enjoyed living in New York and shortly after his residency, purchased his first practice. After sending out about 300 letters, 12 were interested and three were good prospects.
Matt talks about the process from school to his first practice purchase and his biggest challenge to find a practice with the right collection evaluation numbers. From financing, to finding a broker and his future landlords concerns, which held him up to purchase the practice for three months, Matt gives timelines, details and what went smoothly for him during this transition. He stresses the importance of good, consistent marketing strategy for growing your business. His next phase for growth is getting new patients, filling up on capacity and reducing office workdays from five days a week to four and purchasing a 3-D printer.
Bio
Dr. Matt Guarino is a born and bred Bostonian and 2016 graduate from Tufts Dental School. Dr. Guarino has owned his solo practice in Westchester county, New York since 2018. In hist first year of ownership, Dr. Guarino has grown the practice to $1.7 million collections at 45% overhead. He will pay off his remaining $400,000 of student loans in 2019. Dr. Guarino is a trained life and leadership coach through Accomplishment Coaching, an elite coach training program. He is passionate about facilitating young dentists in realizing their potential and fast tracking their results. Dr. Guarino is excited to announce his partnership with Shared Practices detailed on this episode!
Quotes
“I think a lot of what I did was the mindset I brought into it. It's very easy to get in there and just be complacent and kind of take what it gives you, but I was looking for certain things and I went hard for them. That kind of made the whole difference.”
Matt Guarino
“The best thing about a GDPR is you can have the ability to really get outside your comfort zone, while being in an environment that allows for that. You don't have to worry about malpractice and you're learning from trained specialists. It's a very safe environment to do that.”
Matt Guarino
“When looking at purchasing a practice, Matt comments: “Being direct, if you are a match, and asking for numbers is not something you should be afraid of, you know, you’ve got to put your intentions out there, or you're going to waste a lot of time.”
Matt Guarino
“When things aren't clear at the get go [when you are looking to purchase a practice], you have to think, ‘This is your career, if this is your life, no one's going to be looking out for you except yourself.’ You need to be super intentional about all the steps you take.”
Matt Guarino
“That's the biggest lesson is just you put yourself out there, you got to get the team to trust you. If they're not willing, then you need to move on. And they need to move on.”
Matt Guarino
“And in all the dark times was, I was just not in my essence. I wasn't my best self, I was operating out of fear based mindset; I wasn't in a growth mindset. I just kind of realized how important seeing the gap of where I was and where I'm trying to get and then all the stuff that's in the way. Dealing with all that stuff is the only way you're going to actually get there. It's not the hows, it’s the whys and it's being true to your being that really gets you to these different heights.”
Matt Guarino
“But at the end of the day, it matters that you're laughing in your practice, it matters that you're able to show up and be present and be able to care about other people and turn your whole attention to them.”
Richard Lowe
Questions
- What are the key components you should look at when shopping to purchase a practice?
- Why should you operate from a place of confidence and not operate from a fear mindset?
- Why is it necessary to be intentional about all of your decisions in your career?
Biggest Takeaways
- Operate from a place of confidence and make the tough decisions
- Always look at the numbers when you are looking to purchase a practice
- Make sure to transition into an “owner” position and have a gradual introduction into an already established practice
- Soft skills are one of the most important factors when you are leading a dental practice
- Better to have a team that trusts you than a team which isn’t working well together.
- Be very specific in what you want out of your practice and career and go big after your why.
Dr. Richard Low is a huge fan of Vanessa Van Edwards’ work on the science of unlocking human behavior and we are delighted to have her on the show. In this episode Vanessa shares specific strategies from her experiences teaching dentists how to build trust and help patients feel comfortable within the first moments of your interaction. Another secret we uncovered is that you might accidentally be making people feel judged and distant by the way you smile and the best way to get sincere expressions for your profile pictures, websites and more.
Bio:
Vanessa Van Edwards is Lead Investigator at Science of People — where she unlocks the formulas and patterns behind human behavior for hundreds of thousands of students in over 200 countries. She is the national bestselling author of Captivate: The Science of Succeeding With People, available in 14 languages around the world. Her work has been featured on CNN, NPR, BBC, and Fast Company and dozens more.
Biggest Takeaways:
- Why micro expressions are so important and how you respond to them is valuable.
- Why you need to be authentic in your emotions.
- Importance of hand gestures.
- How physical touch builds trust.
- The first 20 seconds of meeting someone is the most important.
- Why you need to get on the same level as your patient during first impressions.
- How to slowly move into someones personal space.
Show Questions:
- What is your face saying to your patients?
- Are you paying close enough attention to your patients to spot the micro expressions?
- Do you have the courage to acknowledge the expressions?
- Are you giving the right signals during that first 20 seconds?
Resources:
- Vanessa Van Edward’s “Captivate: The Science of Succeeding with People”
- Ted Talk - https://www.youtube.com/watch?v=cef35Fk7YD8
- Science of People Website - ScienceofPeople.com
- Vanessa Van Edward’s Instagram: vvanedwards and Facebook: fb.com/vvanedwards
- Book Vanessa at your next dental event: ScienceofPeople.com/Speaking/
- Brent Brookbush’s Instagram for His Smirk Smile - instagram.com/brookbushinstitute
- Proxemics - https://en.wikipedia.org/wiki/Proxemics
Quotes:
"And it's very, very clear that what people want is authentic emotions." - Vanessa Van Edwards
"And most of all, we love, love, love getting any kind of physical touch because it produces oxytocin. You know, it's a very interesting chemical, but one of the things that it does is it builds trust. So the moment someone shakes hands with us, we get this burst of this chemical that makes us feel belonging, which is so powerful." - Vanessa Van Edwards
"However, especially if you are in the first 20 seconds to a minute of interaction, that is the single most important time to have your hands visible." - Vanessa Van Edwards
How did George become the #1 rated dentist in his corner of the valley? Swell CX. That's how. They have perfected the art of asking for patient reviews so your team doesn't have to. Swell CX is a third the price of competitors that rhyme with Rhodium but still gets all the reviews you need to attract YouTubers who trust Google Reviews from across Phoenix Valley. Don't know what I'm talking about? Listen to this episode and then just go to Swell. $99 startup fee? Nope. Not for Shared Practices Listeners. And we got you a lower monthly fee too. You're welcome. Now go sign up: https://demo.swellcx.com/sharedpractices/
Show Summary
Scheduling, production, metrics, growth trajectory and the multiplier effect. In only 8 months of practice Dr. George Hariri has learned both what to do and what not to do. Ownership is messy, but when you run your own practice, how can you predict your production next month based on this month's numbers? George shares how he uses Practice by Numbers to see what's coming and adjust his strategy months before a dip in collections. We then talk about how to pick up new patients, how to hand off and outsource marketing and the service we use which provided George’s practice with the most Google reviews in a 50 mile radius of his office in Phoenix.
Show Guest | Dr. George Hariri
Dr. George Hariri is the long missed co-host of the Shared Practices Podcast and we loved having him back after some podcasting paternity leave. Dr. Hariri graduated in 2018 from Midwestern University-AZ and immediately jumped feet first into practice ownership. He likes big practices and acquisitions and a good round of March Madness. He has been helping other doctors evaluate practices for purchase since D2 year of dental school and loves to contribute. But whatever you do, don't go do a startup after he gives you acquisition advice. He might take it personally... just sayin.
Biggest Takeaways
- George and how he uses scheduling and metrics to grow his practice
- Using your metrics to predict your business on a monthly basis
- Comparing metrics based on scheduling from month to month for growth trajectory
- The bold moves George did to get new patients in his practice
- Income and expenses equals your taxable income
- Using income to further your dental practice has a better ROI than paying down student loans
- Phase I and phase II of George’s dental practice and his beliefs in having associates and growth with associates
Show Questions
- How are ways a practice can achieve new client growth?
- What types of goals should I make for my practice?
- How can I evaluate my dental practice in a meaningful way?
- Where should I reinvest the profit I make from my practice?
- Which services should you keep in-house and which services should you outsource in your practice?
- What changes can you make to have a bigger ROI on your marketing expenditures?
- What tools can I use to accurately measure growth in my practice?
Links Mentioned in the Show
Blue Sky Bio - Download the revolutionary free implant planning software
Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
Dan Johnson - Lucent Spot
Jayme Amos - Ideal Practices
Tiger Safarov - Zen Supplies
Vivek Kinra - Unlock the PPO
Show Quotes
“At first it was kind of like this fairy tale, all of my recall exams were super productive, my seller's productive, we're riding this whole wave. Now you just have to think about Okay, well, how am I going to build sustainability to it so that we're built to last?”
George
“For me confidence is kind of a theme in all these episodes, for me it is super important. I need to feel confident and without it, I'm kinda a wreck. I mean, I hate to say it, but I really rely on my confidence a lot. So for me, the way I get confidence is understanding what's going on with metrics, numbers, and just a thorough understanding of why things are happening and what's going to happen in the future.”
George
Richard: “I don't think everyone has a strong sense of what is going to happen in their practice next month.”
George: “I'm so used to knowing what's going to happen next month, that's why I'm not nervous; because I've seen the trends.”
“I know about how much [work] we do same-day, so we can just throw that on top...and then I know about how much we scheduled for the rest of the month during the month. At the beginning of the month, I'm pretty much certain [of what we're going to produce] within five to ten percent, I know what we're going to do.”
George
“Based on how many exams do, how much are you like, look at all those metrics. And then you can start seeing trends.
“Picking up your new patient flow is something that takes quite a while, I'm going to get 80 new patients next month. I'm going to create a plan and follow through with it over the next six months, where in six months, we'll see 80 new patients. So I think for me, I thought it was a little bit more automatic, the new patient flow.”
George
“I always feel like there's this artificial period ‘new ownership honeymoon’, where you're diagnosing all these things differently than the seller. Your numbers should reflect that if you're having the ability and the confidence to convert it. Then, during that time, you need to be working on how are you going to make it built to last with a marketing plan, to get in a sustainable level of new patient flow that's going to sustain you.”
George
“Marketing and growing [your practice] is an inevitable thing that you can't just rely on the existing patient base.”
Richard
“You have revenue from two different areas, patient flow and your hygiene revenue. Your production and diagnosis very much fuels that two thirds to 75% of your production.”
George
“February was actually a really good new patient month for us, but that just hasn't rolled into [the current metrics] so I had a couple months of a head start on fixing the problem because I saw a very early [trend] and that is directly due to my ability to understand the metrics.”
George
“I wanted Google reviews to be automated, I don't want to worry about them. I want to get a great reputation. I don't want to go over the top to treat people well in our office to get reviews and create that fee for service experience.”
George
“I think our team our culture is very fun and sometimes an uptight customer service attitude doesn't allow for fun. In our office, we're always laughing, we're always having fun and that's really big. That's super important for us.”
George
“It's all of those things are extra thing that everybody has to do, right? I don't want to buy all these towels and give them to all these patients and do this whole thing that everyone talks about. I just want to be a dentist.”
George
“With Swell, we've been able to get the online reviews and reputation, have an office that does all of those things without doing any of those things nice. For me, that was the big thing. I want to have the reputation that we’re the best. We have the most Google reviews in our area.”
George
“She came all the way to our office, because she said we had the most written reviews. That's not just five stars with our name, it’s about 75 to 80 percent of our reviews have a little paragraph about us and that just makes you feel nice as a dentist.”
George
“I draw a line somewhere [with self-marketing] and what I'm willing to do, and right now we don't need to do that - I just don't want to, I just want to give somebody money and get patients”
George
“[Marketing is] a whole process which needs to be synergistic. And I think that's where you really get the results when five or six different things you're doing in marketing all work together, and you do it for a sustainable period of time. It takes a while, you need to build momentum.”
George
“I'm not losing money, that's for sure. I'm not maximizing profits right now, I feel like you maximize profits when you're done growing and we're not done growing.”
George
“The multiplier is a very impactful thing, that when you have a group practice, you have the ability to make small changes and see large effects.”
George
“You’ve got to have multiple providers come in and associate, maybe one day get another specialist or somebody come in and do other procedures. You kind of have to, that's what I want.”
George
“I genuinely feel like we're building something that is sustainable and [the practice] will be successful, because of the way it's built, not because of me; that's just our style. That's just going to take a little bit more fixed costs up front and growing past that.”
George
“I think you need to think of things in your career, especially early on when there's a lot of change here in residency, you have an associateship, you're an owner, it's a lot of change for a three year span. Maybe your dental student, immediate owner, that’s a big change. As a new owner, you're not going to make as much because there's just all kinds of things happening to you.”
George
“That's what I feel like metrics really provide me is the ability to objectively look at it and figure out what are the maybe six most important things that we need to be doing, and rank them in order. I feel like that is a very valuable thing that most dentists don't have.”
George
“You always feel things two to three months later, is when you start feeling the positives and negatives.”
George
“You have to be willing to do what it takes to build what you want and for us, it's the trial and error. Like, yeah, I know that other people do things and some things work for other people.”
George
“And you just have to try stuff and if it works, it works; and if it doesn't, that's fine. You're going to make mistakes. I've made so many mistakes and I'm talking about them.”
George
“I feel like my biggest advice to people is to really take a hard look at your practice and realize what are my five biggest problems and prioritize them one through five and tackle them in that order and that'll get you so far.”
George
“Everybody is on their own journey and if you're doing a startup and you're not seeing the level of new patients that you want your journey is just a little bit slower than somebody else's, that doesn't mean you're doing poorly.”
George
“Have confidence that you're doing a good job and put your head down, focus on your own stuff and figure out what you need to do next and do it.”
George
“We are about half of a hygienist overstaffed right now because of our openings. We can add a half hygienist without hiring any more hygienists: it’s a multifactorial thing. You don't get the production from the hygiene appointment, you get the added expense. You also don't get the doctor production. Let's just say 20% of our hygiene capacity is not being used and that's 20% of restorative capacity that we're not getting. It's a very proportional relationship.”
George
“What is a sustainable? I think we're looking for sustainability now. What is something that can be repeated? Our seller was not sustainable.”
George
“I think the fastest way to grow is to get yourself in a super uncomfortable situation. Discomfort leads to growth and so I think a great thing to do is look at yourself, what makes me uncomfortable and do that thing, and then you'll grow.”
George
Check out Swell! It’s our new favorite company that has perfected the art of getting you tons of 5-Star reviews online. And at a third of the price of competitors. Check out this link to have your $99 set up fee waived and a discounted monthly rate! George and Kiera HIGHLY recommend it... check it out!
—————
This week on Shared Practices Richard and George meet to record in person for the first time at the Dental Success Summit. The guys meet up with friend of the show Kiera Dent, host of the Dental A Team Podcast, to do a deep dive on how to actually use route slips. Even though we’ve talked about this before, we get specific and into the details here in a way we haven’t before!
Kiera is the owner and founder of Dental Placement Pros and Kiera's Dental Consulting. She is partner in Zen Dental Supplies, consults in 50 client offices nationwide, recruits for over 60 dental offices nationwide and owns multiple dental offices.
First Richard talks about Swell, the customer feedback and reviews specialists. The company has helped Kiera, George and many others with their SEO rankings and offer a system for turning your existing customers into a marketing resource. The majority of the show is an in depth look at route slips. The guys go over how to implement them, best practices for their use and a whole host of techniques for using them efficiently and to their full potential.
:: Sponsors ::
Swell customer feedback and reviews - https://demo.swellcx.com/sharedpractices/
Blue Sky Bio - Download the revolutionary free implant planning software
Design Ergonomics - Optimize your office layout for productivity and future growth.
Go to https://desergo.com/g2mp/ and use promo code "Shared Practices" to get the $230 'Guide to Maximizing Productivity' for free
::Topic Timecodes::
00:00 – 01:10 Episode intro with Richard.
02:55 – 06:24 Kiera, George and Richard reminisce about dental school and talk podcasts.
06:25 – 11:32 Discussing Swell, remembering the name and how they helped George and others.
11:33 – 15:53 How positive reinforcement helps your outlook and why Swell focus on Google reviews, not other digital marketing strategies.
15:54 – 21:14 Kiera talks about route slips, what are they? and how do you use them?
23:05 – 24:00 Re-care versus unscheduled treatment with in a route slip framework.
24:01 – 26:40 Methods for implementing route slips.
26:41 – 29:27 How George uses route slips for scheduling re-care and pre-checkout.
29:28 – 31:33 Using route slips to create opportunities.
31:34 – 35:36 when do you review route slips and how to use them in creating team synergy.
35:37 – 38:03 colour coding your schedule and converting same day dentistry.
38:04 – 38:58 Conclusion to the interview.
38:59 – 39:42 Episode outro with Richard.
This week on Shared Practices see’s the return of Dr Olya Banchik, Dr. Banchik is on the forefront of cosmetic dentistry and studied at the world-renowned Las Vegas Institute for Advanced Dental Studies, where she has completed numerous courses in the most advanced techniques of aesthetic dentistry and treatment of temporomandibular disorders. Recently Olya moved from Vegas to North Carolina to start her new practice and we catch up with her to discuss all of the recent developments.
For the third instalment of Richards interviews with Olya, we initially focus more on the obstacles that she faced starting her practice from scratch. More of a what to avoid episode as opposed to the last few weeks. Once again, Olya tells some funny anecdotes about some issues she encountered early on and we cover a massive range of topics. Such as : Early infrastructure problems, time allocation, getting set up with insurance, marketing tips, expectations versus reality and later on we cover what drove Olya to go from clinical dentistry to where she is now.
::Links::
Banchik Dental - http://www.banchikdental.com/about/meet-dr-banchik
Reach out to Dr. Olya Banchik about consulting on a practice acquisition: drbanchik@d2dadvisors.com
Reafield Dental - https://reafielddental.com/
:: Sponsors ::
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::Topic Timecodes::
00:00 – 00:23 Episode intro with Richard.
02:39 – 05:00 How people have been responding to the episodes with Olya.
05:01 – 11:20 The process of choosing a location and balancing opportunity with lifestyle
11:21 – 17:40 Olya goes over some obstacles she encountered when starting her practice from scratch. (infrastructure, mail, internet and finance)
17:41 – 19:26 A reminder to not forget the basics when focusing on big picture problems.
19:27 – 21:35 The cart measurement catastrophe.
21:36 – 23:33 Allowing yourself the proper time to establish your systems can be tough.
23:34 – 30:36 What Olya learned about verifying insurance, getting credentialed and third-party admins.
32:37 – 35:45 Some of the areas that Olya chose to spend a bit more of her budget on. (construction, equipment and staff)
35:46 – 37:26 What marketing techniques worked for Olya.
37:27 – 39:37 Getting exposure in local publications and how to go about it.
39:38 – 41:30 How Olya’s first year is shaping up compared to her expectations.
41:31 – 45:42 Going from clinical dentistry to helping dentists in practice transition.
45:43 – 53:56 Deciding if practice ownership is for you.
53:57 – 56:38 Charging hourly versus a percentage or flat fee system
56:39 – 59:59 At what point should someone reach out for consultancy for practice transition.
1:00:00 – 1:02:17 Interview conclusion and episode outro.
Download the guide Dr. Banchik used to analyze practices in her area
This week on Shared Practices see’s the return of Dr Olya Banchik, Dr. Banchik is on the forefront of cosmetic dentistry and studied at the world-renowned Las Vegas Institute for Advanced Dental Studies, where she has completed numerous courses in the most advanced techniques of aesthetic dentistry and treatment of temporomandibular disorders. Recently Olya moved from Vegas to North Carolina to start her new practice and we catch up with her to discuss all of the recent developments.
In this interview Olya takes us through the process of finding a location, designing your interior layout and what specific equipment she is finding works for her. We go into specifics around square footage requirements, scalable methods for practice layout and even advice for negotiating a lease. All in all this episode has some great information to give you an idea of the numbers you will be dealing with when starting a new practice. Olya has some great advice for budgeting upfront costs and working capitol, and even some ideas for finding a contractor that suits your needs.
::Links::
Banchik Dental - http://www.banchikdental.com/about/meet-dr-banchik
Reach out to Dr. Olya Banchik about consulting on a practice acquisition: drbanchik@d2dadvisors.com
Reafield Dental - https://reafielddental.com/
:: Sponsors ::
Blue Sky Bio - Download the revolutionary free implant planning software
Design Ergonomics - Optimize your office layout for productivity and future growth.
Go to https://desergo.com/g2mp/ and use promo code "Shared Practices" to get the $230 'Guide to Maximizing Productivity' for free
::Topic Timecodes::
02:00 – 05:20 Episode intro, and a catch up with Olya about her practice.
05:21 – 09:52 what to look for when finding a location for your start-up and whether or not to use brokers.
09:53 – 10:43 For Olya, did lifestyle, or the practice itself take precedent for the final decision on location.
10:44 – 11:46 What square footage requirements to expect.
11:47 – 15:31 Dealing with trepidation and fighting the hubris that comes with immediate success.
15:32 – 20:00 What is Olya’s vision for the future of her practice.
20:01 – 25:41 Some advice for negotiating a lease.
25:42 – 30:29 What are ‘tenant improvements’ and what price range to expect per square foot.
30:30 – 34:33 What other upfront costs should you budget for.
36:25 – 37:31 How much of your first year’s operating budget should you allocate for working capitol.
37:32 – 40:02 What to consider when deciding if you are ready to begin a start-up.
40:03 – 46:24 Coming up with a layout for your practice, why Olya designed hers herself and what influences her designs.
46:25 – 50:55 What choices for lighting, screens and x-ray units would Olya recommend.
50:56 – 55:56 Richard shares a story about ‘Nomad’ x-ray machines and him and Olya discuss their viability for start-ups.
55:57 – 1:03:47 How do you source a reliable contractor and what to look out for.
1:03:48 – 1:06:49 Interview wrap up.
Download the guide Dr. Banchik used to analyze practices in her area
Dr. Banchik is committed to treating all of her patients like members of her family – with individualized attention and a great concern for the patients comfort. Her specialized education combined with broad experience provides her patients with state of the art, personalized dental care. As an active member of several dental organizations, Dr. Banchik is at the forefront of cosmetic dentistry.
In this interview, Dr. Banchik talks about her journey from graduation to owning multiple dental practices and recently moving to a new state to pursue her dream life. She provides a refreshing perspective of what life is really like after qualifying and the options available, whether that is moving to where the job opportunities are or setting up your own practice. Richard asks Dr. Banchik how she set up and grew multiple successful practices and she is more than happy to share her tips and even her business resources with the Shared Practices community.
Reach out to Dr. Olya Banchik about consulting on a practice acquisition: drbanchik@d2dadvisors.com
:: Sponsors ::
Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
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:: Topic Timecodes ::
00:00 – 03:10 Show intro with Richard
06:00 – 11:19 Talking with Dr. Banchik about her background in dentistry and her journey to purchasing multiple dental practices.
11:20 – 17:08 Dr. Banchik talks about her first two practices and the turnover the practices generated.
17:09 – 23:58 What allowed Dr. Banchik’s practice to grow and become a success.
23:59 – 34:25 Dr. Banchik’s transition from Las Vegas to North Carolina and the start-up of her new practice.
34:26 – 37:35 Dr. Banchik’s first ten years after graduation and the drive to accomplish her dream life.
37:47 – 47:32 The importance of demographic and competition analysis before committing to a practice location.
49:13 – 53:15 Dr. Banchik shares her next steps after area analysis and how to pick a location and maximize space.
54:15 – 56:28 The implementation of systems and organization to make a practice successful.
56:29 – 59:39 Show outro with Richard
This week’s guest on Shared Practices is Dr. Alex Sharp. Alex is a graduate from UCA Honors College, with a degree in Biology, Spanish, and Interdisciplinary Studies, and was then accepted into the University of Tennessee College of Dentistry. Following his graduation, Dr. Sharp returned to Arkansas, where he practiced in Searcy, Little Rock, and North Little Rock, prior to purchasing his practice in 2018.
Alex joins us to talk about all things practice ownership, having just finished the initial period of initial practice ownership himself. Richard grill him on the systems he has implemented, and the guys go in depth on analysing his performance and his numbers after the first six months. Richard asks about assisted hygiene, working with a local bank, working with coaches and advisors and lots more.
:: Sponsors ::
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Go to https://desergo.com/g2mp/ and use promo code "Shared Practices" to get the $230 'Guide to Maximizing Productivity' for free
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::Topic Timecodes::
00:00 – 01:00 Show Intro with Richard
02:58 – 05:54 Talking with Alex about his background and how he got into podcasting, from the Dental Hacks booth at Voices of Dentistry.
05:55 – 09:33 Alex’s associateship and what lead him to begin his start-up.
09:34 – 13:24 Troubles with acquisition and how long did the process take for Alex.
13:25 – 14:40 Viewing debt more positively.
14:41 – 19:01 What attracted Alex to the practice he eventually bought and why it I important to see a lot of possibilities.
19:02 – 21:46 Discussing financing and why Alex chose to work with a local bank.
21:47 – 29:36 Alex reflects on his first six months of ownership, what he would have done differently and gaining the trust of a new team.
31:58 – 36:53 What teething problems did Alex experience and what were the initial changes he made.
36:54 – 39:20 Implementing assisted hygiene and what to look out for when doing so.
39:21 – 41:24 Doctor production versus hygiene production.
41:25 – 50:23 Alex reviews his own progress and what it really means to own a million dollar practice.
50:24 – 55:39 Hiring a coach or advisors and the value you can get from it.
55:40 – 56:46 Final thoughts from Richard and Alex.
56:47 – 59:10 Show outro with Richard.
Adam is the VP of Marketing at Spear Education, was instrumental in the development of Spear’s online education platform and has worked in a variety of industries, from start-ups to Fortune 500 companies. Adam has experience building exceptional organizations in a variety of business climates. He chaired the College Relations Committee for the Greater Phoenix chapter of the National Society for Human Resource Management.
Recently he Co-Authored the book ‘Case Acceptance in the Modern Dental Practice’ with Dr. Frank Spear. Request copy of the book here
In this interview with Adam, Richard delves deeper into the Spear Methodologies contained within the Book, the guys workshop some hypothetical scenarios and figure out some of the roadblocks people can encounter. As opposed to the last episode with Adam this one is more in depth and features many practical examples and techniques that you can start to use immediately to improve your case acceptance.
:: Sponsors ::
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::Topic Timecodes::
00:00 – 01:55 Episode intro with Richard
03:47 – 06:23 Discussing the previous episode that Adam was on and why it was good.
06:24 – 10:53 What Adam wanted to achieve with the case acceptance book, explaining co-discovery and some of the main obstacles to case acceptance.
10:54 – 13:13 The necessity of selling in a healthcare environment and dealing with the ethics question.
13:14 – 16:11 Workshopping some communication techniques.
16:12 – 20:51 Alleviating cognitive dissonance in your patients.
20:52 – 23:46 Using a check list, and the Persuasion/Knowledge model.
23:47 – 29:15 The Elaboration/Likelihood model explained and some things to consider when attempting persuasion techniques.
30:18 – 34:58 Skills you need when swaying high elaboration patients.
34:59 – 39:48 Richard tries some of the phraseology out on Adam.
39:49 – 45:04 How can we expedite case acceptance with language, when presenting options.
45:05 – 45:57 Using numbered prioritisation methods for patient understanding.
45:58 – 50:56 Bringing up past diagnosis with repeat, high elaboration patients.
50:57 – 54:11 Final thoughts and reflections on the discussion, with Adam and Richard.
This week’s guest is Dr. Martin Mendelson from Spear Education, Dr. Mendelson is a Spear Resident Faculty member and Spear’s Executive Vice President of Client Services. He is also the host of Spear Seminars and the Spear Summit. Dr. Mendelson has contributed to leading industry publications, is a voting member of the ADA Standards Committee for CAD/CAM in Dentistry and has lectured nationally and internationally on color science and dentist/technician communications.
In this interview, Richard and Martin cover a lot of the aspects of how to properly utilise working with a specialist, from a GP’s perspective and vice versa. They cover what you can gain by becoming a specialist, or working with one, and the benefits you will see from expanding your skillset. Martin talks about some of the nuances of communication between GP and specialist, and how it relates to the patient and their perspective. Martin also discusses how to deal with referrals properly and what results you can expect to see.
:: Sponsors ::
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Go to https://desergo.com/g2mp/ and use promo code "Shared Practices" to get the $230 'Guide to Maximizing Productivity' for free
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:: Topic Time Codes ::
00:00 – 03:24 Episode introduction with Richard.
05:10 – 07:50 Introducing Martin, how he got involved with Spear and what he does.
07:51 – 13:46 Realising your limits, what you can learn from having a specialty and the benefits of an interdisciplinary team.
13:47 – 18:33 how can working with a specialist directly improve your case acceptance.
18:34 – 22:20 How would Martin advise someone goes about expanding their skillset through specialisation.
22:21 – 24:57 Martin gives Richard feedback on his attempt at his communication technique.
24:58 – 28:12 The communication skills you pick up working with a specialist and how it can affect your referrals.
29:27 – 34:42 What options does a specialist have to go about improving case acceptance and what results you can expect.
34:43 – 37:00 How can a specialist start to help their GP with clinical education.
37:01 – 40:34 Building a relationship with your GP, and what specific techniques does Martin recommend for being more efficient with your discussions.
40:35 – 44:23 How practice capacity determines your growth, and the importance of scheduling independence.
44:24 – 48:40 Professional Relationship Directors, do you need to hire one? What traits to look for.
48:41 – 49:49 Final thoughts with Martin.
49:50 – 51:00 Outro with Richard.
This week on Shared Practices Richard interviews Rachel Wall, 20-year veteran hygienist, consultant, speaker and CEO/founder of Inspired Hygiene. Rachel has written for, and been featured in, numerous industry journals including Dentistry Today, Progressive Dentist, RDH, and Hygienetown. She recently received the 2012 Dental Excellence Award from DrBicuspid.com for “Most Effective Dental Hygienist Educator”.
Within any practice, Hygienists have a unique role to play in case acceptance, and Rachel’s experience gives her the perfect perspective to explain how to maximise their effectiveness in that role. As with all the episodes on case acceptance there is a healthy amount of discussion on patient communication, and how having a team who are all on the same page, is vital to reaching your practices full potential. Rachel also discusses the various techniques she uses to implement systems for case acceptance effectively, and some roadblocks you may encounter within your team.
:: Sponsors ::
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:: Topic Time Codes ::
00:00 – 01:17 Richard intro’s the show
03:34 – 06:43 Introducing Rachel and explaining how hygienists can be central to case acceptance.
06:44 – 09:10 Improving communication between hygienists, dentists and patients and the impact it can have
09:11 – 12:11 seeing things from the patient’s perspective and how a lack of communication can lead to fatigue within the team.
12:12 – 16:27 How can you get your team on the same page.
16:28 – 20:51 How often should you hold case reviews and how you can benefit in the long term from scaling them to more complex cases.
20:52 – 24:15 Keeping your diagnosis consistent and the importance of updating your team to changes in your methodology.
25:36 – 30:04 Where do teams struggle with implementing case reviews.
30:05 – 35:28 How often does Rachel se examples of team members not buying into the system.
35:29 – 39:59 The triage approach to patient communication and a discussion about co-diagnosis.
40:00 – 44:52 When is it important to focus on preventative treatment versus co-diagnosis in a case acceptance context.
44:53 – 47:03 Bringing every member of your team into the role of a healthcare provider.
47:04 – 48:23 Some final thoughts with Rachel.
48:24 – 52:03 Conclusions with Richard
This episode of Shared Practices has previously aired on the Dentalpreneur podcast and sees Richard talking to Mark Costes and Alastair MacDonald following the Voices of Dentistry conference.
Dr. Costes is founder of the Dental Success Institute, a company committed to helping dentists to achieve their full potential, while recapturing their passion for dentistry. He is also the founder of the Horizon Schools of Dental Assisting.
Alastair J. Macdonald is the owner of the consulting firm Parallax Strategic Advisors and is the editor and publisher of the economic, social and market forecasting service “The Parallax Report.” He has also served as adviser to state governors and legislators on social and economic policy, as well as public policy think tanks.
The interview see’s Richard plying Alastair for his perspective on authenticity and a whole host of issues on outlook and perspective that can affect a dentist’s case acceptance. Alastair’s experience in different industries and sectors gives him a unique outside perspective on what dentists can do to improve much of their negative habitual behaviour and mindsets. This is another episode jam packed with nuggets of information, so if you are not already a subscriber to the Dentalpreneur podcast then you may have to listen to it twice.
:: Sponsors ::
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Go to https://desergo.com/g2mp/ and use promo code "Shared Practices" to get the $230 'Guide to Maximizing Productivity' for free
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:: Topic Time Codes ::
00:00 – 01:50 Episode introduction from Richard.
03:13 – 07:59 Mark introduces Richard and they talk about the conference and the great networking that happens there.
08:00 – 10:03 Discussing how podcasting has helped them respectively and how Richard and Mark met.
10:04 – 12:35 Alastair talks about his background and what lead him to work with Mark.
12:36 – 17:02 Richard asks Alastair for his perspective on what dentists struggle with and we discuss Alastair and Mark’s different approaches.
17:03 – 20:30 Where systems should take over, where human interaction should be paramount and discussing truth versus value
20:31 – 22:05 Talking about a few of the roadblocks that often stop dentists from achieving verity over truth.
23:32 – 26:43 To what extent should you regulate yourself? And communicating joy from authenticity.
26:44 – 30:41 How authenticity compliments good case presentation and using the communication of joy as a path to profit.
30:42 – 34:15 What kills authenticity and some tactics to improve trust with patients.
34:16 – 38:18 Balancing being present with time constraints and the importance of fully focusing on the patient.
38:19 – 42:06 Why effective prioritisation can be useful to everyone and how being positive is a skill you can improve.
42:07 – 45:39 Mark talks about a binary ranking system he uses to track improvement and Richard talks about another method he is using for self-accountability.
45:40 – 47:31 Some final thoughts and conclusions.
This Week’s episode guests a returning friend of the show Kiera Dent. Kiera is the owner and founder of Dental Placement Pros and Kiera's Dental Consulting. She is partner in Zen Dental Supplies, consults in 50 client offices nationwide, recruits for over 60 dental offices nationwide and owns multiple dental offices.
This episode is a short departure from case acceptance as Kiera joins us to discuss her new podcast ‘Dental A Team’. Kiera and Richard talk shop about podcasting and then delve into what Kiera hopes to accomplish with the podcast. After which they move on to a wider discussion about KPI’s and accountability in a team context featuring a lot of useful pieces of information.
:: Sponsors ::
Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
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:: Topic Time Codes ::
02:08 – 04:27 Catching up with Kiera.
04:28 – 09:53 What lead Kiera to decide to start a podcast and the story behind the name.
09:54 – 14:09 Breaking into a new podcast niche and how Kiera hopes to help her listeners.
14:10 – 16:19 Possible show segments for the new podcast.
16:20 – 19:38 How someone can lead and inspire when their time is split between practices.
19:39 – 22:22 How does Kiera manage her time
22:23 – 24:54 What’s the best means of tracking KPI’s
26:53 – 32:36 Discussing the different software available and when it is good to manually track KPI’s
32:37 – 38:09 Some extra KPI’s that you can track remotely and What systems Kiera uses for receiving reports.
38:10 – 40:38 Simplifying the reports process and how to implement it.
40:39 – 48:29 How to deal with the team not meeting your targets.
49:30 – 54:43 Exploring some hypotheticals involving building a culture.
54:44 – 1:00:25 What’s coming up in the near future and some final thoughts from Kiera.
1:00:26 – 1:03:49 Conclusions with Richard.
Dr. Chris Bowman is a full-time practicing dentist, speaker, author, and dental coach from Charlotte, North Carolina. A graduate of the University of North Carolina – Chapel Hill School of Dentistry, he started Advanced Dentistry of Charlotte in 1996. A consummate student of business systems, communications and marketing, Dr. Bowman is dedicated to helping dentists from the US and internationally to achieve the highest levels of success and profitability in their practices. In 2005 he founded Dental Insiders, which provides coaching, consulting, and training programs for dentists and dental team members.
In this episode we delve deep into the nuance of communicating with your patients. When to put them at ease and when to induce some concern, using your team to convey a consistent message, all the way down to some specific phrasing that you can utilise to increase your case acceptance rates. Chris and Richard go into depth on a whole host of other topics relevant to case acceptance as well, including Photography, training your team, dealing with different procedures and creating patient awareness.
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:: Topic Time Codes ::
05:11 – 10:56 Introducing Chris and exploring his foundations and intrigue with patient behaviour.
10:57 – 13:03 How did Chris expand his knowledge and what or who were some of his biggest influences?
13:04 – 19:00 How patients sell to dentists and seeing case acceptance as a negotiation.
19:01 – 22:57 Thinking about phrasing and what you are representing to patients.
22:58 – 29:44 Team synergy and the importance of presenting a consistent message.
29:45 – 30:14 Some simple steps your team can use to prep a patient for case acceptance.
32:44 – 35:53 Training hygienists to give quotes and use cameras.
35:54 – 37:46 What procedures does Chris prefer to undertake?
37:47 – 39:11 Training your team in the finer points of utilising photography.
39:12 – 45:03 Raising awareness and techniques to avoid intimidating the patient.
45:04 – 45:54 Leveraging your team effectively.
45:55 – 50:55 How many photos does Chris usually take and why?
50:56 – 53:09 Creating an impact with the patient and some tips on communication.
53:10 – 54:57 Creating healthy concern within the patient that can lead to higher case acceptance rates.
54:58 – 57:17 Cataloguing Photographs.
57:18 – 1:00:05 Chris talks about some of his programmes and gives some final thoughts.
1:00:06 – 1:05:00 Outro and some updates
This week on Shared Practices we are joined by Laura and Michael from Wonderist. Wonderist Agency was started by Laura Maly at a kitchen table in Los Angeles as a small, one-woman marketing consulting group. Two years later, it got wings when Michael joined the team, and a full-service agency was born. Since then, Wonderist Agency has been dedicated to providing data-driven results and personalized design in a marketing landscape that is all too often cookie cutter or old school.
In the discussion we talk about how marketing can be used as a tool for case acceptance and how precisely you can accomplish this. From the landing page on your website to talking about the traffic on your way to work, Laura and Michael give some sound advice on what to share and how to balance it with the rest of your work.
:: Sponsors ::
Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
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:: Links ::
Wonderist - https://wonderistagency.com/
:: Topic Time Codes ::
00:00 - 06:21 Introduction to the episode
08:16 – 14:15 Introducing Laura, Michael and Wonderist.
14:16 – 16:14 How do you build trust online and the continuity of experience as a goal.
16:15 – 17:56 How does marketing relate to case acceptance.
17:57 – 21:00 Proper utilisation of images and video.
21:01 – 23:06 How prevalent is the problem of a negative culture and how you can mitigate it.
23:07 – 26:16 Figuring out your brand.
26:17 – 29:53 Balancing quality with quantity on social media.
29:54 – 32:06 Deciding what to share online.
33:09 – 42:28 Communicating your message through testimonials and social media.
42:29 – 43:20 Can you develop a system for social media that is easy for a team to adopt.
43:21 – 46:03 Different platforms and where to put your content.
46:04 – 54:20 Wonderist’s online consultancy programme and more on using video.
54:21 – 55:46 Educating patients through marketing.
55:47 – 59:29 Some final thoughts and conclusions.
59:29 - 1:02:27 Outro
This week’s guest is Sandy Pardue, Sandy is a Senior Consultant at Classic Practice Resources and a Lecturer specializing in growing practices and de-stressing practice owners. Sandy is one of the industry’s leading authorities on team training, organization systems and processes. Her years of consulting and speaking experience gives her a unique advantage and understanding of what it takes to motivate teams and create organized, productive practices with less stress for the practice owner.
In this episode Sandy goes over some vital information for practice owners, pertaining to the administrative side of case acceptance and general practice efficiency. We start by defining some key terms and goals, then go into how we can measure them and the most efficient ways of accomplishing them. Sandy covers everything from when to utilise pre-pay methods and why proactive phone out culture is desirable, to the finer points of internal finance communication and good philosophies to build a team around.
::Links::
Sandy@classicpractice.com
::Sponsors::
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Design Ergonomics - Optimize your office layout for productivity and future growth. Use the promo code "Design Today" at desergo.com for $500 off the Blocking Diagram and Floor Plan bundle.
::Timecodes::
01:53 – 03:43 An introduction to Sandy and a bit about her background.
03:44 – 07:09 How does Sandy define a ‘system’ and why they are important.
07:10 – 13:32 Handling the financial schedule in order to counteract broken appointments.
13:33 – 20:05 Setting up a financial report and the uses of health credit ratings.
21:57 – 24:59 What metrics should you be tracking and other tips for streamlining.
25:00 – 27:44 The importance of finding proactive staff and being consistent with phoning out.
27:45 – 30:11 Pre-pay, when and when not to use it.
30:12 – 33:48 Why you should focus on case acceptance.
33:49 – 36:39 How to utilise software with, and some good practices for follow ups.
36:40 – 41:37 Clinician’s roles in treatment conversion.
41:38 – 44:29 Some finer points on internal finance communication.
44:30 – 46:10 How Sandy’s programme can assist practices with staff changes.
46:11 – 47:34 Final points on building a team.
This week on Shared Practices our guest is Dr. Derek Williams, the guest of our most popular episode. Derek began a practice in East Texas straight out of school and took that practice previously collecting $570k per year, up to $1.3M, and would become a multi-practice owner and build a mini-DSO.
In this episode Derek talks about some of the ways he refined his methodology in the early part of his career, and how he found his footing after his first acquisition. George asks him about the how what and when of employee policy implementation and the guys talk a lot about large unexpected treatment plans and how patients are likely to respond. With a focus on the early part of a dentists career, this episode is a great resource for young dentists just getting out of school who are trying to decide whether owning a practice or an associateship would be better for them.
::Links::
http://thelifestylepractice.com/
::Sponsors::
Blue Sky Bio - Download the revolutionary free implant planning software
Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
::Timecodes::
02:25 – 06:52 Being a young dentist and owning a practice, with a little about acquisitions.
06:53 – 08:29 What Derek attributes his growth to and seeing things from an owner’s perspective.
08:30 – 10:50 When is a good time to start implementing employee policies.
10:51 – 15:49 Derek’s experience starting in a practice with a different culture to what he is used to.
15:50 – 18:01 When and how to bring up large treatment plans, unexpected by the patient.
18:02 – 20:35 Typical patient responses to unexpected large treatment plans.
22:07 – 24:19 How long into an acquisition do you feel the necessity to find new patients.
24:20 – 28:38 Selling yourself as a leader to your team.
30:52 – 32:24 utilising your hygienists and how your treatment plans change early in your career.
32:25 – 39:04 The benefits of starting your career in an associateship and Growing clinically.
39:05 – 41:17 What’s the one thing that Derek does, that he believes helps his case acceptance the most.
41:18 – 48:23 Discussing some of The Lifestyle Practice’s core concepts and the guys final thoughts.
This week sees the return of Dr. Chris Salierno to the show. Chris lectures internationally on clinical dentistry and practice management and is currently the editor of Dental Economics. Magazine. While in dental school he was the national president of the American Student Dental Association.
Chris returns to the show to discuss all things case acceptance. Chris has implemented his own systems for case acceptance from the ground up, giving him a great perspective for the interview. We cover patient interaction, measuring results, how to open, avoiding pitfalls and practical examples as well. Chris even gives us some specifics on his own methodologies, applicable to many varied situations relating to case acceptance.
::Links::
Chris’s previous episode: http://sharedpractices.libsyn.com/podcast/16-the-3-part-associateship-eval-with-dr-chris-salierno
Read Chris’s articles here: www.dentaleconomics.com
::Sponsors::
Blue Sky Bio - Download the revolutionary free implant planning software
Design Ergonomics - Optimize your office layout for productivity and future growth.
Go to https://desergo.com/g2mp/ and use promo code "Shared Practices" to get the $230 'Guide to Maximizing Productivity' for free
::Timecodes::
01:23 – 02:16 Introducing Chris.
02:17 – 07:34 Why case acceptance is important and measuring success for growth.
07:35 – 11:59 Is there a clear way to quantify case acceptance beyond acceptance rates alone.
12:00 – 15:13 Measuring case acceptance through patient interaction.
15:14 – 19:35 Chris’s opening methodology, complex vs simple cases.
19:36 – 22:22 interaction examples of Chris’s techniques.
22:23 – 24:57 How Chris manages his free consultancies.
24:58 – 25:55 Why creating space and time is important for case acceptance.
27:48 – 29:48 What steps can be taken in the interim after the consultancy and beyond.
29:49 – 35:06 Reading in between the lines when interacting with patients.
35:07 – 43:49 Tips for productive consultancies and some do’s and don’ts for communication.
43:50 – 48:51 Dealing with ‘no’ and avoiding manipulation.
48:52 – 53:10 How to approach patient anxiety.
53:11 – 58:33 Building systems for patient classification and how that can help case acceptance.
58:34 – end Outro
This week’s guest on Shared Practices is Dr. Richard Evangelista. Richard is the CEO and founder of Dentalforce, with over 15 years of proven success in dental practice and dental management. In the last five years, Dentalforce has grown from 5 locations with 30 employees to now over 40 locations with a little over 400 employees. The company is revolutionizing traditional dental management by combining non-traditional systems and customized metrics with hands on implementation and personal development. Dentalforce now supports hundreds of practices with their essential support services and personal coaching.
In this episode Richard discusses how he ended up with so many practices under his belt and the systems he put in place to help him scale his initial business model. He discusses what it is like being based out of the bay area and what hurdles he faced when approaching case acceptance for such a high-level operation. The discussion’s main bulk deals with the interpersonal nature of case acceptance and what tool and mindsets you can use or avoid to help you be more effective.
::Links::
Richard’s course: dentalforce.com/dental-force-events
::Sponsors::
Blue Sky Bio - Download the revolutionary free implant planning software
::Timecodes::
01:24 – 04:01 An introduction to Richard and how he ended up with 40 practices under his belt.
04:02 – 06:28 What are the logistics like, being based out of California.
06:29 – 07:50 Fee for service practices and why Richard chose that model.
07:51 – 10:29 What did Richard do after his HMO practice post school and how he refined the fee for service model.
10:30 - 13:15 What importance does Richard put on patient attrition and how does he alleviate it.
13:16 – 16:18 What was the moment Richard realised he could scale his business model and why you should always be open to opportunity.
16:19 – 20:15 Brokered practices versus word of mouth for growth and how Richard managed the high-level growth of his practices.
20:16 - 26:15 How Richard implements systems for multi practice case acceptance and why scripting is vital.
26:16 – 27:42 A brief overview of Richards seminars on practice management.
27:43 – 32:27 Richard shares some of his insights for interpersonal case acceptance.
32:28 – 34:47 What is the first thing you should say to a patient and knowing when to shut up.
34:48 – 39:16 Richards explains his Diagnosis and treatment planning worksheet and why you should constantly grow your ability to prescribe proper treatment plans.
39:17 - 41:33 What are some common problematic mindsets that you encounter in dentists and how to avoid them yourself.
41:34 – 44:17 The importance of developing your ability to read patients and know when they are resisting treatment.
44:18 – 47:52 The benefits/downfalls of intraoral cameras and other tech versus your own body language and interpersonal skills.
47:53 - 50:47 Richards closing thoughts and conclusions.
This week on Shared Practices our guest is Wade Pilling. Wade graduated in 2005 from the University of Louisville and has grown 2 practices that both produce over 7 figures by mastering the technique of large treatment plan acceptances. Wade also has advanced training in cosmetic and reconstructive dentistry, lectures across the country and has great expertise in high production, low volume practices.
In this episode Wade talks with Richard about the finer points of long-term treatment plan case acceptance. Everything from hiring the right team to outsourcing your marketing and how to communicate with your patients. Wade talks about his recent trip to Ethiopia and dental missionary work, how difficult high-volume dentistry is in a third world nation and some of the challenges he faced. Wade gives some advice about photography and how it can help case acceptance a long with some analogies you can give patients to help your ability to positively explain your treatment.
::Links::
dentalmavericksummit.com/speakers/dr-wade/
Wade’s LinkedIn - /in/cosmeticdentistidaho/
Wade’s Twitter - /drwadepilling
::Sponsors::
Blue Sky Bio - Download the revolutionary free implant planning software
Design Ergonomics - Optimize your office layout for productivity and future growth.
Go to https://desergo.com/g2mp/ and use promo code "Shared Practices" to get the $230 'Guide to Maximizing Productivity' for free
::Timecodes::
02:07 – 05:10 Introducing Wade and what he is doing currently
05:11 – 09:10 Wade describes his practice, discusses what procedures he focuses on and talks about finding your niche as a dentist.
09:11 – 11:17 How the real estate crash affected Wade and how he recovered.
11:18 – 16:27 What are Some of Wade’s techniques for getting patients to accept elective treatment?
16:28 – 22:35 Knowing when to pull back in pitching to a patient and how it can help with patient relationships.
24:58 – 30:36 How does Wade help patients with financial issues and how to present finances positively.
30:37 – 32:07 Wade talks about his team building process and what you should look for when building a team.
32:08 – 34:47 Some analogies you can use when talking to patients.
34:48 – 36:18 What consultation tools does Wade recommend.
36:19 – 38:45 Wade gives us some tips on how you can use photography to help your case acceptance
38:46 – 42:48 Filling the gaps in your skillset with the right staff choices.
42:49 – 50:29 Wade’s trip to Ethiopia and the challenges of dentistry in the third world.
On this week’s episode of Shared Practices, our guests are Dr. Danielle Davis and Dr. Austin Davis, two of our listeners from Texas who found their inspiration to start their own practice from listening to our show. They also produce a blog documenting their dental start-up journey, intended to give young dentists an insight into what it is like starting a practice early in your career.
In this episode Danielle and Austin answer questions like, how difficult are the first few years of a dental practice? How do you decide where your practice should be? What do the expenses look like? How many new patients are flowing in? What is the biggest roadblock you will hit? We also talk about Austin’s residency and Danielle’s numerous experiences as an associate. As followers of the show Austin and Danielle also used some of our sponsors in designing their practice and they talk a bit about the advantages of that. Other topics covered are, the hiring process, life as a small town dentist and real-estate costs.
:: LINKS ::
Dentaltown thread - 2 young, new grads do a startup
Austin and Danielle’s practice - 901dental.com
:: Sponsors ::
Blue Sky Bio - Download the revolutionary free implant planning software
:: Topic Time Codes ::
01:59 – 04:42 Introducing Austin and Danielle’s story and documenting a start-up.
04:43 – 09:18 Austin’s residency’s, AEGD’s and is the procedure mix what he hoped.
09:19 – 12:24 Danielle’s experience with associateships.
12:25 – 17:45 Student debt and small-town dentistry
17:46 – 25:30 Deciding where to start your business and what to consider, like patient to practice ratios.
25:31 – 29:42 Demographic reports and how long did it take to find their practice.
29:43 – 34:46 Breakaway and the cost/benefit of large real-estate costs for a start-up.
34:47 – 36:00 Design Ergo and obstacles you can face designing a new practice.
36:01 – 42:06 Marketing decision and the hiring process.
42:07 – 45:04 Hygienists and more on hiring and retention.
45:05 – 54:34 How the start-up is faring financially so far.
54:35 – 56:49 Final advice and conclusions.
This week’s guest on Shared Practices is Paul Edwards, CEO of CEDR HR Solutions and now a management expert and a well-known healthcare-industry speaker. CEDR have for almost a decade been helping dentistry practices with HR solutions in all fifty states. Helping dentists put enforceable employee policies in place so you can stay compliant with all employment laws in your state and simplify your daily operations.
In this episode George and Paul cover a wide range of topics related to HR in dentistry. Paul explains what CEDR do and how they help different practices, before going into further depth of why a preventative mindset is the right way to approach setting up your company policies. George asks about various topics including employee coaching, structuring associate agreements, employee classification and retention of staff. Paul tells some great anecdotes to back up his points and gives some really good advice for young dentists, anyone who is starting a new practice or reviewing their HR policies.
:: LINKS ::
Paul’s Twitter - twitter.com/cedrceo
CEDR Facebook - facebook.com/thecedr/
CEDR Solutions website cedrsolutions.com/about-cedr/
:: Sponsors ::
Blue Sky Bio - Download the revolutionary free implant planning software
Design Ergonomics - Optimize your office layout for productivity and future growth.
Go to https://desergo.com/g2mp/ and use promo code "Shared Practices" to get the $230 'Guide to Maximizing Productivity' for free
:: Topic Time Codes ::
00:00 – 02:02 : Introduction to the episode and of Paul Edwards.
03:50 – 06:12 : Who are CEDR HR Solutions and a brief history of the company.
06:13 – 09:54 : The main ways CEDR help practices, from employee handbooks and ongoing HR support, to state regulation and proprietary software.
09:55 – 14:30 : The importance of young dentists learning their HR responsibilities and some lessons for starting a practice.
14:31 – 21:51 : Why you should have a bespoke employee handbook, operational simplicity vs protection from litigation.
21:52 – 27:39 : Some examples of HR issues you can face even with a good system in place.
28:55 – 35:25 : Handling recurring issues with employees and progressive corrective coaching.
35:26 – 37:48 : Some issues CEDR don’t handle and why you should emphasize prevention.
37:49 – 44:33 : How to structure an associate agreement and some notes on employee classification.
44:34 – 47:15 : Tracking associate growth and how to help retain and train associates.
47:16 – 49:10 : The importance of constant growth as a team.
49:11 – 51:01 : Paul’s final thought’s and contact details.
51:02 – 53:47 : Richard and George’s conclusions.
This week’s guest for episode nine of case acceptance season is Adam McWethy. Adam is currently the vice president of marketing for Spear Education, and previously served the company as director of human resources. Adam has a master’s degree in human resources and industrial relations from the University of Minnesota’s Carlson School of Management. He has nearly 10 years of experience in human resources in a variety of industries, from start-ups to Fortune 500 companies.
Adam Co-wrote the Spear case acceptance handbook with Frank Spear and has a great wealth of knowledge on the subject. In this episode we cover all aspects of the Spear education programs, in terms of how they can help with case acceptance. We discuss the Spear consultancy program and how to prioritise patience for case acceptance. Adam goes in depth on the Spear patient filter process and explains why it’s important to manage patient expectations.
Adam’s Twitter - /adammcwethy
Adam’s LinkedIN - www.linkedin.com/in/adammcwethy/
www.speareducation.net
:: Sponsors ::
Blue Sky Bio - Download the revolutionary free implant planning software
Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
:: Topic Time Codes ::
00:00 – 00:58 : Intro.
03:13 – 05:58 : Meeting Adam and talking about co-authoring with Dr Spear.
05:59 – 09:22 : Adam’s old personal training business and it’s parallels with dentistry.
09:23 – 13:43 : Understanding problems to solve them and Adam goes into the philosophy behind Spear education.
13:44 – 17:45 : ‘Proactive Patients’ and patient retention’s influence on case acceptance.
17:46 – 21:10 : Spear consultancy, it’s reach and how it works.
21:11 – 27:01 : Overview of the case acceptance handbook.
27:02 – 33:19 : Some examples to aid proper utilisation of the Pear education programs.
35:23 – 39:57 : Spears offerings for dentists aiming to increase case acceptance through their team.
39:58 – 45:50 : Takeaways from the Spear case acceptance handbook.
45:51 – 51:31 : Prioritising patients effectively for case acceptance.
51:32 – 55:08 : The Spear patient filter process explained.
55:09 – 1:00:46 : Proper management of patient expectations and the benefits of it.
1:00:47 – 1:03:33 : Final thoughts from Richard and Adam.
1:03:34 – 1:10:05: Outro and takeaways from the interview with Richard and George.
Episode 8 of this season of Shared Practices see’s George interviewing Paul Goodman. A graduate of the University of Pennsylvania School of Dental Medicine, Dr. Goodman has been practicing dentistry for over 10 years and shares his personal experience with retiring dentists in managing the expectations of their patients and team members during the transition process. He is the founder of Rising Dentists Study Club and Rittenhouse Consulting, LLC – both in Philadelphia.
In this episode George and Paul cover all the ins and outs of case acceptance for implant patients. They discuss everything from the benefits of having an in-house specialist and what we can learn from Korean dentist practices to Breaking patients down into demographics and avoiding negativity. Paul uses some very helpful analogies for understanding the subject as well, making it easy to digest. He goes in depth on the stigma around implants and the sometimes-counterintuitive attitudes of dentists but also covers some really practical solutions to real world problems. While chief dental resident during his general practice residency and hospital fellowship at Albert Einstein Medical Center, Paul received advanced training and also placed and restored 150 dental implants, making him the perfect guest to take us through the minutia of case acceptance in this context.
http://www.drpaulgoodman.com/
:: Sponsors ::
Blue Sky Bio - Download the revolutionary free implant planning software
Design Ergonomics - Optimize your office layout for productivity and future growth.
Go to https://desergo.com/g2mp/ and use promo code "Shared Practices" to get the $230 'Guide to Maximizing Productivity' for free
:: Topic Time Codes ::
00:00 – 02:49 : Episode Intro
02:50 – 07:23 : Paul’s introduction to dentistry and early career.
07:24 – 11:31 : Deciding when to refer cases based on difficulty.
11:32 – 13:46 : The benefits of having an in-house specialist.
13:47 – 18:23 : How to effectively break down implant patients into demographics.
18:24 – 23:53 : Problems with fixed implants vs removable implants for long term cases.
23:54 – 27:21 : Peri-implantitis and why you should avoid negativity.
27:22 – 32:04 : Bridges or implants and managing patient expectations.
32:05 – 34:43 : The stigma around implants and dental school brainwashing.
34:44 – 36:38 :AD GAP
36:39 – 43:25 : George and Paul roleplay some techniques and key-words for implant case acceptance.
43:26 – 49:44 : What are the next steps after establishing patient concern.
49:45 – 53:38 : Payment options and how to present them.
53:39 – 1:01:30 : Why this can help you and final thoughts.
Welcome back to episode seven of this season of Shared Practices. This week we interview David Ahearn of Design Ergonomics, who you may recognize as a frequent sponsor of the show. David is a graduate of the University of Michigan School of Dentistry. Studying ergonomics in dentistry over the years with the assistance of ergonomists from NASA, Industry and with engineering consultants from universities such as M.I.T. and R.I.S.D. Today he actively councils dentists regarding office functional layout and its effects on performance and staff well-being.
David takes us on a journey through his younger years all the way through to his ideal retirement in this story filled episode. Learn how David started a practice, literally from scratch, in 110 days. How he began making his own equipment with folks from NASA, how Design Ergonomics helps dentists today and the whole episode is filled with useful tips and recommendations about starting and growing your practice effectively. Be sure to listen all the way through as David offers Shared Practices listeners a couple of exciting opportunities towards the end.
:: Sponsors ::
Design Ergonomics: https://desergo.com/
Go to https://desergo.com/g2mp/ and use promo code "Shared Practices" to get the $230 'Guide to Maximizing Productivity' for free
Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
Blue Sky Bio - Download the revolutionary free implant planning software
:: Topic Time Codes ::
Start – 01:36: Intro.
02:59 – 08:34: David’s introduction to Dentistry (the list of a thousand jobs).
08:35 – 14:34: How David started a practice from just a plot of land, in 110 days!
14:33 – 16:41: Making your own equipment.
16:42 – 18:41: The psychology of spaciousness.
18:42 – 22:27: The catalyst for David starting Design Ergonomics.
22:28 – 25:24: Financial advisors, constant improvement and why you should chase progress.
25:25 – 32:00: Tips for designing a practice from scratch and scaling it effectively.
33:03 – 38:43: Recommendations for a practices square footage and how David can help.
38:44 – 47:08: How to get the most out of re-modelling an existing practice.
47:09 – 50:30: Coaching requirements, dentists vs staff.
50:31 – 53:00: Tips for Dentists looking to own a practice in future.
53:01 – 56:39: A special opportunity for Shared Practices listeners.
56:40 – 1:01:29: Interview final thoughts + goodbye.
1:01:30 – End: Outro and conclusions.
Episode 6 of Case Acceptance season features an interview with Scott Leune. For the last 8 years, Dr. Leune has lectured to thousands of dental professionals & executives sharing his proven systems, marketing and practice design, leading to consistently sold-out seminars. He has been featured in numerous dental publications and listed as the ‘most-subscribed-to-person’ on DentalTown (the premier online dental community).
In this episode Richard picks Scott’s brain on various topics related to case acceptance, everything from mitigating pushback from treatment coordinators to unpacking the benefits of in-house financing. Scott draws upon his extensive experience as a dental entrepreneur to bring you some perceptive observations throughout this episode.
Business Masters Series - http://breakawaypractice.com/seminar/dental-business-masters
Dental Whale Level Up - https://www.dentalwhalelevelup.com/
:: Sponsors ::
Blue Sky Bio - Download the revolutionary free implant planning software
Design Ergonomics - Optimize your office layout for productivity and future growth. Use the promo code "Design Today" at desergo.com for $500 off the Blocking Diagram and Floor Plan bundle.
:: Topic Time Codes ::
Start – 02:18 Intro
03:34 – 05:51 Catching up with Scott and setting the agenda
05:52 – 12:00 Defining case acceptance and common mistakes accompanying it.
12:01 – 19:56 Techniques to help doctors who struggle with case acceptance.
19:57 – 27:53 Systems that compliment a dentist’s ability to communicate from a ‘sales vs clinical perspective.
27:54 – 30:58 Dealing with pushback from treatment coordinators and towards change in general.
30:59 – 36:18 Proper use of clinical images, and other techniques for building patient trust.
38:51 – 44:08 Preferred systems for consistent diagnosis.
44:09 – 50:50 How to build payment options that help diagnosis and case acceptance.
50:51 – 58:55 Discussing the benefits of in-house financing.
58:56 – 1:05:33 Scott’s Business Masters Seminar, the Level up course and the value of direct learning from your peers.
1:05:34 – End Final thoughts and Conclusions.
It’s episode 5 of case acceptance season. This week George interviews Charles Biami, Founder and Chief Marketing Strategist at Driven Dental Implant Marketing, Charles specializes in high value implant patients who require a more extensive treatment plan. The conversation covers Charles’ marketing approach to case acceptance and he goes in to detail about how he coaches teams to handle higher value cases and be motivated to adopt new strategies. Charles also talks about the best practices when on the phone to patients the pitfalls of working with the high end of risk reward patients. With a huge bank of personal knowledge, Charles plies us with endless nuggets of insight in this jam-packed episode of Shared Practices.
:: Sponsors ::
Blue Sky Bio - Download the revolutionary free implant planning software
Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
:: Topic Time Codes ::
Start – 02:00: Intro
02:01 – 04:41: Charles talks about his background and what he does.
04:42 – 10:57: The marketing perspective, patient differentiation and what is a lead?
10:58 – 15:14: The coaching process, presenting affordability and financial options.
15:15 – 18:53: Best practices for booking a consultation.
18:54 – 21:05: Patient experience and motivation.
21:06 – 26:24: How to handle ‘the cost conversation’.
26:25 – 30:29: The pitfalls of high-end treatment conversion.
30:30 – 34:27: Categories of implant patients and framing the solution.
34:28 – 39:45: Making the most of a campaign and incentivizing your team.
39:46 – 42:20: Numbers to pay attention to and managing expectations.
42:21 – 44:15: Final conclusions
44:16 – End: Outro
With episode 4 of case acceptance season we welcome back friend of the show Kiera Dent. With 15 years of dental experience, starting out as a dental assistant and transitioning to front office; Kiera has owned three dental offices and now her own consultation business. Kiera has a wealth of knowledge on case acceptance and provides plenty of new insights in this episode.
In this discussion Richard picks Kiera’s brain about her time as an assistant, transitioning to front office and how that informed her current consultancy program. Kiera explains the methodology behind the program and goes in depth on how to communicate properly with your patients. Topics include: alleviating patient fears, utilising your hygienist, best practices for front office and case tracking.
:: Sponsors ::
Blue Sky Bio - Download the revolutionary free implant planning software
Design Ergonomics - Optimize your office layout for productivity and future growth. Use the promo code "Design Today" at desergo.com for $500 off the Blocking Diagram and Floor Plan bundle.
:: Topic Time Codes ::
Start - 1:11 : Intro
1:12 – 6:14 : Kiera’s background and early career
6:15 – 15:12 : Kiera’s front office program, Dental Masters
15:13 – 18:12: Kiera’s case acceptance methodology
18:13 – 26:36: NTDR: engaging with patients for case acceptance
26:37 – 31:17: Coordinating your team for case acceptance
33:15 – 37:31: Utilising your hygienist and maximising your time
37:32 – 42:04: Good practices for synergy with front office
42:05 – 46:15: Useful techniques in case tracking
46:16 – 57:23: Improving acceptance rates on larger cases
57:24 – End : Outro
If you're serious about predictably improving your case acceptance, sign up for the wait-list for our upcoming course, Ultimate Case Acceptance: Mastering the Art of Treatment Conversion. We're not going to be offering this course year-round and you don't want to miss it.
Read more at https://sharedpractices.libsyn.com/#RGvUIeX4uejx0ViS.99
https://courses.sharedpractices.com/p/accelerator
Find Kiera here:
https://thedentalmasters.teachable.com/p/dental-masters-office-management
https://www.kierasdentalconsulting.com/
Welcome back to our third installment in our case acceptance season. We are extremely excited to have Dr Paul Homoly on the show. For those that have been living under a rock, Dr. Homoly is world class clinician that has transferred into a world class speaker/consultant.
In this episode, Dr. Homoly breaks down how he LISTEN'S to patients to find out what their WANTS are and how he presents treatment needs to patients which make them say yes.
Buckle up, this is a great episode that is full of wisdom that we can all learn from.
If you'd like to reach out to Dr Homoly, visit www.paulhomoly.com.
If you're serious about predictably improving your case acceptance, sign up for the wait-list for our upcoming course, Ultimate Case Acceptance: Mastering the Art of Treatment Conversion. We're not going to be offering this course year round and you don't want to miss it.
:: Sponsors ::
Blue Sky Bio - Download the revolutionary free implant planning software
Design Ergonomics - Optimize your office layout for productivity and future growth. Use the promo code "Design Today" at desergo.com for $500 off the Blocking Diagram and Floor Plan bundle.
:: Topic Time Codes ::
Intro – Start-02:04
Overview of case acceptance – 02:05-08:25
Scaling your skills and practice with patient retention – 08:26-17:50
Thought leaders, patient and practice management for case acceptance – 17:51-22:22
Relationship building as a means of case presentation – 22:23-30:12
Educating vs understanding patients – 30:13-37:57
The difference between disability and condition – 37:58-47:10
Outro and conclusions – 47:11-End
Diagnosis and case acceptance are at the heart of your success as a practice owner. But so many dentists neglect this key aspect of their practice and hide behind excuses to protect themselves from having to work on these essential skills.
Dr. Justin Short joins us from his early retirement to shake dentists out of their comfort zone. Everyone thinks that they're pretty good when it comes to diagnosis and case acceptance, but to be honest you could be doing better. We're not talking about diagnosing things that don't exist, who does that? We're talking about being honest with patients about their needs and doing it in a way that makes it easy for them to say yes.
What if there was a way to walk in the room and have patients who already know, like and trust you because your team has set you up for success? The key to predictable case acceptance is not to push the boulder uphill by yourself, it's to have your team do 95% of the work so that when you walk in the room all you have to do is give it a nudge and the work is done.
If you're serious about predictably improving your case acceptance, sign up for the wait-list for our upcoming course, Ultimate Case Acceptance: Mastering the Art of Treatment Conversion. We're not going to be offering this course year round and you don't want to miss it.
:: Sponsors ::
Blue Sky Bio - Download the revolutionary free implant planning software
Design Ergonomics - Optimize your office layout for productivity and future growth. Use the promo code "Design Today" at desergo.com for $500 off the Blocking Diagram and Floor Plan bundle.
Season 4: Case Acceptance starts off with a bang as Dr. George Hariri updates us on everything from student loans to practice ownership to the changes he has made and the massive results he is seeing.
It turns out that recruiting your hygienist as the first line presenter of treatment can have a massive payoff, especially when you empower them with your philosophy of care and take time to build feedback loops. When you add intraoral photography to this and your team takes ownership of the process, it becomes a virtuous cycle of more consistent diagnosis and case acceptance.
Welcome to back to the Shared Practices Podcast! This week our guest is Dr. Scott Leune. In today’s episode George interviews Scott about how to intelligently outsourcing in your dental office. Scott discusses the services that Dental Whale provides for the private practice owner. Scott talks about what he looks for financially in a great practice to acquire and how outsourcing can help to actually lower costs. Scott and George dive into more things that dentists should look for when buying a practice. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- To learn more about your 2-Day Reboot Training, and the other services Design Ergonomics offers, go to www.dental-reboot.com Enter promo-code “Shared Training” on the Contact page to receive a 20% discount on your first Reboot Training off for a limited time!
- To learn more about Metrics that Matter visit https://www.practicenumbers.com/
- Our Episode Resource Page where you can find all of the resources from our episodes - for free!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Visit www.BreakawayPractice.com to sign up for Dr. Leune's course in San Antonio or learn about their other services at www.dentalwhale.com
Dr. Leune graduated from UT Health Science Center School of Dentistry in 2005. His dental career began with three startup practices in San Antonio which grew to 80 staff, 10 dentists, and a call center in a very short time. These practices continued to average a combined total of over 700 new patients per month and were all managed by Dr. Leune working a mere 4 days per month. In 2011, Dr. Leune started seven practices in the Dallas-Fort Worth area, opening them within a two-month timespan. Over the last 4 years, through the Breakaway Affiliate Program, Dr. Leune has helped build approximately 80 startup practices nationwide.
For the last 8 years, Dr. Leune has lectured to thousands of dental professionals & executives sharing his proven systems, marketing and practice design, leading to consistently sold-out seminars. He has been featured in numerous dental publications and listed as the ‘most-subscribed-to-person’ on Dentaltown (the premiere online dental community).
Dr. Leune has also created and grown Breakaway’s Support Services and Affiliate Program to include over 270 practices nationwide, adding several more each day. He has continued to redefine practice management, as the leader & expert in profitable dental practice systems to maximize success.
Welcome to back to the Shared Practices Podcast! This week we have an update from Dr. Cameron Stroyan (aka “DJ Destroyan”). Cameron graduated with Richard from Midwestern University in Phoenix, AZ and then went to work in a practice near Seattle, Washington. During the episode Cameron gives Richard an update on his partnership.Cameron discusses his perspective on what makes a partnership successful and the potential pitfalls that can happen in any partnership. Richard and Cameron talk about the income potential of ownership as well as buying a practice that have great systems already in place. This episode is a great example of what a great partnership can be! Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Check-out Lendeavor or to find out if you pre-qualify for a practice financing contact Lendeavor at info@lendeavor.com
- To learn more about Metrics that Matter visit https://www.practicenumbers.com/
- Our Episode Resource Page where you can find all of the resources from our episodes - for free!
- Join our Facebook Group!
Welcome to back to the Shared Practices Podcast! This week we have an interview with Loren Israelsen. Loren has been a guest on the show in the past. (S2:E34) George catches up with Loren about his time as a new practice owner in Oklahoma! Loren talks about the work that he put in while in dental school to create a DSO. He sent was sending letters, calling, and emailing 500 dentists to find the right practice for him. George highlights Loren’s persistence and drive to find great deals. Another great thing that Loren has done well was beginning with the end in mind! Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Check-out Lendeavor or to find out if you pre-qualify for a practice financing contact Lendeavor at info@lendeavor.com
- To learn more about Metrics that Matter visit https://www.practicenumbers.com/
- Our Episode Resource Page where you can find all of the resources from our episodes - for free!
- Join our Facebook Group!
Loren Israelsen is a practicing dentist in Oklahoma. Connect with Loren at lopaul19@gmail.com
Welcome to back to the Shared Practices Podcast! This week our guest is Dr. Dawn Baker. Dawn is a practicing dentist in Gahanna, Ohio. In this episode Dawn brings a different perspective to practice ownership and dentistry. Dawn worked as a dental assistant before dental school and discussed her perspective throughout school, as an associate, and eventually ownership. Dawn talks about her journey as a practice owner during her “jumpstart” practice with only 150 existing patients and dental chairs from the 1950s! She also talks about her challenges with hiring and firing as the owner and leader of the office. Dawn recommended a non-dental CE for gaining leadership skills: Next Level Trainings (link below). This course really opened Dawn’s eyes to the emotional intelligence that comes being a leader. This episode is filled with great insight! Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Commercial Real Estate Agent: Mike Zaller: (Columbus, Ohio Area)
- Mike.Zaller@carrhr.com
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440-463-4053
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Next Level Training: https://www.nextleveltrainings.com/
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Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- To learn more about the Over the Head system, and the other services Design Ergonomics offers, go to www.desergo.com Enter promo-code “Podcast Guide” in the Contact page to receive Dr. David Ahearn’s Guide to Maximizing Productivity for only $99 for a limited time!
- To learn more about Metrics that Matter visit https://www.practicenumbers.com/
- Our Episode Resource Page where you can find all of the resources from our episodes - for free!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Dawn Baker Contact Information:
Facebook: https://www.facebook.com/dawn.cheney.baker
Email: dawn.baker.dds@gmail.com
Practice Website: https://www.gahannadentist.com/
Welcome to back to the Shared Practices Podcast! This week our guest is Megan Timm. Megan is a 2018 graduate from the University of Iowa School of Dentistry. She has just purchased a practice with two locations! Megan has also found a very interesting method for financing her practice. In this episode Richard and Megan talk about her journey of practice ownership. Coming into dental school Megan knew that she wanted to own a practice. Megan also talks about what changes she’s going to make with her new practice and the challenges that come with those changes. Thanks for listening to this week’s episode of the Shared Practices Podcast!
Here are some links for the program that Megan received her funding through: https://www.rd.usda.gov/programs-services/rural-economic-development-loan-grant-program
http://www.iadg.com/
http://www.cipco.net/
- Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Check-out Lendeavor or to find out if you pre-qualify for a practice financing contact Lendeavor at info@lendeavor.com
- To learn more about Metrics that Matter visit https://www.practicenumbers.com/
- Our Episode Resource Page where you can find all of the resources from our episodes - for free!
- Join our Facebook Group!
Find out more about Megan Timm by adding her on Facebook or checking out her website: https://smilesiowa.com/
Welcome to back to the Shared Practices Podcast! This week our guest is Brian Hanks. Brian is an dental transitions specialist and specifically helps buyers look for practices to purchase. Brian is a frequent contributor on our Facebook group. This episode Brian gives 7 common mistakes that buyer make. Brian also has written 2 books: How to Buy a Dental Practice Vol 1 & 2. Below is a link to get these books for FREE. Thanks for listening to this week’s episode of the Shared Practices Podcast!
Get Brian’s book here: www.brianhanks.com/sharedpractices
- Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- To learn more about Clarity or Focus Site Selection, and the other services Design Ergonomics offers, go to www.desergo.com Enter promo-code “Shared Location” on the Contact page to receive a $300 discount off Clarity or Focus Site Selection services for a limited time!
- Our Episode Resource Page where you can find all of the resources from our episodes - for free!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Brian Hanks is an MBA and CFP®, and currently lives in Idaho. After earning his undergraduate degree in business from Brigham Young University, Brian worked in several companies including Cain, Watters and Associates where he first learned how fun working with Dentists can be. He earned his MBA from the University of Michigan and worked on Wall Street for Goldman Sachs, and Bank of America. He left the world of corporate advisory because he didn’t like all the conflicts of interest inherent in their business models. Brian is thrilled to be working for as an independent, fee-only advisor serving the dental community with financial planning and investment services. He specializes in helping newer dentists buy dental practices.
For more information about Brian visit his website: https://brianhanks.com/
Welcome to back to the Shared Practices Podcast This week’s guest is Steve Van De Graaff. Steve is a dentist in South Carolina and bought a practice straight out of dental school. In this week’s interview Steve talks about the journey that he has taken into practice ownership. He discuss the challenges and the positives throughout the process.Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Check-out Lendeavor or to find out if you pre-qualify for a practice financing contact Lendeavor at info@lendeavor.com
- Our Episode Resource Page where you can find all of the resources from our episodes - for free!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Welcome to back to the Shared Practices Podcast! This week our guest is Wayne Oplinger. Wayne is a transitions analyst at Benco Dental. He helps buyers, sellers, and young associates either finding jobs or practices to purchase. During the interview George and Wayne talk about what buyers should be looking for in a practice to purchase. Wayne strives to dive deeper into asking key questions for both buyers and sellers during practice transitions. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- To learn more about your 2-Day Reboot Training, and the other services Design Ergonomics offers, go to www.dental-reboot.com Enter promo-code “Shared Training” on the Contact page to receive a 20% discount on your first Reboot Training off for a limited time!
- Our Episode Resource Page where you can find all of the resources from our episodes - for free!
- Join our Facebook Group!
- Reach out to George - George@sharedpractices.com
Wayne Oplinger is a transitions analyst for Benco Dental. He started with Benco Dental as a local Territory Representative in 2011, covering Westchester County NY, Southern CT and Northern NJ. After 3 years, he successfully built his territory sales in excess of $3 million dollars.
After 4 years, Benco Dental asked Wayne to take on a new position, Practice Transitions Analyst. In this capacity, Wayne would be the single point of contact for Benco customers by developing customized transition solutions. Prior to joining Benco Dental, Wayne was a small business owner for over 15 years. In addition to being a transitions resource for dentists throughout the country, Wayne is well sought out speaker, speaking at major dental meetings, local study clubs, as well as dental schools.
Welcome back to the Shared Practices Podcast...and Welcome back Dr. Richard Low to Shared Practices! Richard has been busy finishing up his 2-year Army Residency and moving his family to Oklahoma. This week George and Richard catch up and talk about George’s experience as a new practice owner! George discusses his thoughts and explains some of the challenges of being a new dentist and a new owner at the same time. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Check-out Lendeavor or to find out if you pre-qualify for a practice financing contact Lendeavor at info@lendeavor.com
- Our Episode Resource Page where you can find all of the resources from our episodes - for free!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Welcome to back to the Shared Practices Podcast! This week we have the guest that has been on the podcast with the most episodes, Dr. Justin Short. Justin founded The Lifestyle Practice. The Lifestyle Practice helps dentists build practices where they work less, profit more, and get to finally enjoy the lifestyle they deserve! Our last episode with Justin (the final episode of his mini-series), he let us know that he would be selling his dental practice at 38 years old! This episode George is checking in with Justin to see how retired life is treating him and how Justin got to where he is today. Justin explains his vision and goals and what he did to accomplish them. Justin wanted to build his life vision and then build his practice around that life vision. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- To learn more about Blocking Diagrams, and the other services Design Ergonomics offers, go to www.desergo.com Enter promo-code “Shared BD” on the Contact page to receive a $250 discount off a Blocking Diagram for a limited time!
- Our Episode Resource Page where you can find all of the resources from our episodes - for free!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Dr. Justin Short had a highly successful practice, Des Peres Dentistry in St. Louis. He inspires other dentists to design their practice to serve their life. The Lifestyle Practice helps dentists build practices where they work less, profit more, and get to finally enjoy the lifestyle they deserve!
Reach out to Justin: justin@thelifestylepractice.com
Find out more about Justin Short at The Lifestyle Practice
Welcome to back to the Shared Practices Podcast! This week we have one of our most popular guests, Dr. Derek Williams. Derek acquired a practice straight out of school and has since tremendously grown his practice (3x) while cutting down to 3 days a week over the last 2 years! Derek discusses his experiences with transitions, making changes in a new office and dealing with staff. Derek discusses his role as a coach for The Lifestyle Practice and how he helps his clients reach their unique goals! Derek also talks about his future goals for his practice. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Find out more about discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Check-out Lendeavor or to find out if you pre-qualify for a practice financing contact Lendeavor at info@lendeavor.com
- Our Episode Resource Page where you can find all of the resources from our episodes - for free!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Find out more about Derek Williams at The Lifestyle Practice
Contact Derek at http://thelifestylepractice.com/contact/
Welcome to back to the Shared Practices Podcast!
This is our last episode for Season 3. This season has been all about Startups. In this episode George highlights the key points from our guests throughout the season. We wanted to tell the stories of people going through a startup (both the good and the bad). We also wanted you to know that you can be successful in both a startup or an acquisition by having realistic expectations from the people who have gone through it. One of the biggest benefits of a startup is being able to customize your location and vision. George talks about timelines, growth strategies, some of the setbacks, and the integral professionals that you need when you are going through a startup.
Thanks for listening to this week’s episode!
- To learn more about your 2-Day Reboot Training, and the other services Design Ergonomics offers, go to www.dental-reboot.com Enter promo-code “Shared Training” on the Contact page to receive a 20% discount on your first Reboot Training off for a limited time!
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Welcome to back to the Shared Practices Podcast! We have a very exciting episode this week. Our guest is Brian Madden with Carr Healthcare Realty. Brian specializes in tenant and buyer representation for dental clients throughout the United States. Too often dentists don’t have any representation when dealing with the landlords and their brokers. It costs them huge amounts of money in the long term. In this interview George and Brian talk about how to find the best real estate and negotiate key terms of the lease to the dentist’s advantage. Brian also talks about the real estate timeline for a startup as well as how dentists that are looking to startup or even renewing a lease can benefit from a buyer’s broker. Thanks for listening to this week’s episode!
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Brian Madden is a commercial real estate agent with Carr Healthcare Realty. He specializes in tenant and buyer representation for dental clients throughout the United States. Contact him at brian.madden@carrhr.com or at www.carrhr.com.
Welcome to back to the Shared Practices Podcast! This week we have a return guest, Tim Tursonoff. He joined us for episode 3-12! Tim is a non-dentist that owns a DSO in North Florida. In this week’s episode we have George and Jonas interviewing Tim. They discuss what it takes to run a successful Fee For Service DSO. Tim has a realistic view and brings honesty and authenticity to the multiple practice ownership conversation. He also gives some advice for those dentists who want to take the plunge into multiple practice ownership. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- To learn more about Blocking Diagrams, and the other services Design Ergonomics offers, go to www.desergo.com Enter promo-code “Shared BD” on the Contact page to receive a $250 discount off a Blocking Diagram for a limited time!
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
For the last 6 years Tim Tursonoff oversaw operations for solo practitioners and group practices (both GPs and specialists) throughout Florida. Tim's scope of expertise can be best described as the ability to make good practices great by streamlining operations and increasing profitability. Prior to his involvement in the business of dentistry, Tim had spent 11 years in various executive positions in finance and business development with several Fortune 500 companies. Tim holds a Bachelor's Degree in business from Jacksonville University.
Welcome to back to the Shared Practices Podcast! This week our guest is Jayme Amos! For nearly a decade, Jayme has worked with dentists, caring for their practice success so they can care best for patients. Jayme’s team has helped many dentists looking for their ideal practice. In this episode, Jayme talks about his 13 stages to open a successful new practice. Jayme and George also talk about incorporating vision in your dental practice. Having a vision for your practice allows you to tell your story to your patients and your community. We loved having Jayme on this week’s episode of the Shared Practices Podcast!
- Find out more about Jayme’s FREE book visit: https://idealpractices.com/free
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
For nearly a decade, Jayme Amos has worked with dentists, caring for their practice success so they can care best for patients. His blend of experiences in Fortune 500 and entrepreneurial settings has benefited hundreds of dentists with profitable practice growth tools and stunning new practice locations. Prior to working with his dental clients, Jayme co-founded and grew a million-dollar recruiting firm, earning him a keen understanding of the needs of thriving small businesses. Through his participation in numerous site selections and lease negotiations, he has become a trusted advisor in dentists' new location projects. Jayme resides in the Philadelphia suburbs and keeps his faith, wife, and children as his life's greatest efforts.
Welcome to back to the Shared Practices Podcast! This week our guests are Bob Payton and Tony Brumley from our Season 3 sponsor- Dental Planet! Bob is the President of Dental Planet and Tony is the Vice President of Sales and Marketing. In this episode Bob, Tony, and George talk about ways that dentists can utilize Dental Planet for their startup equipment needs. They explain the wide variety of options that dentists can choose from when looking at outfitting their startup. The most important takeaway from the episode is that no matter the budget, having a plan will streamline the process and make sure that you open your startup on time! Thanks for listening to this week’s episode of the Shared Practices Podcast!
- To learn more about Clarity or Focus Site Selection, and the other services Design Ergonomics offers, go to www.desergo.com Enter promo-code “Shared Location” on the Contact page to receive a $300 discount off Clarity or Focus Site Selection services for a limited time!
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Dental Planet has been serving the Dental Industry for over 25 years from Wichita Falls, TX. Over the years it has been known by a few names, but has always pursued a single goal of serving our customers. The Dental Planet team has built a reputation of quality and integrity in our local community as well as the Dental and Health Care Industries. For more information about Dental Planet visit their website HERE
Welcome to back to the Shared Practices Podcast! This week our guest is Tim Tursonoff. Tim is a non-dentist dental practice owner. Tim brings a unique perspective to the discussion about startups, acquisitions and group practices. In the interview Jonas and Tim discuss his mindset as a non-dentist owning multiple dental practices and the advantages and disadvantages it brings to the table. They also discuss the future of DSOs (dental service organizations) in dentistry. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
For the last 6 years Tim Tursonoff oversaw operations for solo practitioners and group practices (both GPs and specialists) throughout Florida. Tim's scope of expertise can be best described as the ability to make good practices great by streamlining operations and increasing profitability. Prior to his involvement in the business of dentistry, Tim had spent 11 years in various executive positions in finance and business development with several Fortune 500 companies. Tim holds a Bachelor's Degree in business from Jacksonville University.
Welcome to back to the Shared Practices Podcast! This week our guest is Morgan Stump. Morgan leads Lendeavor’s business development efforts in the Pacific Northwest and Mountain West Regions. Lendeavor is a direct lending company that uses speed, simplicity, and expertise to help buyers with practice and real estate loans. In this episode George and Morgan take us through the process that a doctor goes through to get a startup loan. Morgan provides valuable insight about forming a relationship with your banker. They dive into the timeline of the practice loan and compare a startup loan vs an acquisition loan. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Find out more about Lendeavor
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- To learn more about your 2-Day Reboot Training, and the other services Design Ergonomics offers, go to www.dental-reboot.com Enter promo-code “Shared Training” on the Contact page to receive a 20% discount on your first Reboot Training off for a limited time!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Morgan has over 15 years of lending experience, including seven years in practice finance. Prior to joining Lendeavor in February 2018, he worked for Wells Fargo Practice Finance, where he oversaw and grew a consistently top-performing region, often with an emphasis on financial education for practice owners. Whether conducting continuing-education seminars or providing referrals to trusted industry specialists, Morgan focuses on adding value to every practice he works with. He oversees Lendeavor's business development efforts in the Pacific Northwest and Mountain West regions, where he lives with his wife Corey and one-year-old daughter Willa.
Find out more about Morgan and Lendeavor: Here
Welcome to back to the Shared Practices Podcast! This week our guest is Philip Gordon. Philip is a general dentist in Leawood, KS who started up his practice focusing on implants. Dr. Gordon also is the host of the Dental Implant Practices Podcast! This episode Jonas interviews Philip about the process of finding the right location and marketing to a specific population for implants. Philip also talks about his vision of his startup and doing dentistry his way. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Dr. Philip Gordon grew up in Kansas City, Missouri, and has lived here most of his life. He received his bachelor’s degree in nutritional sciences from the University of Missouri in Columbia. He attended the University of Missouri – Kansas City School of Dentistry Dental School where he received his DDS degree. Since then, he has taken hundreds of hours of continuing education every year in Implant and Cosmetic Dentistry to stay at the forefront of the latest and greatest dental techniques and advancements.
Practice Website
Check out Dr. Gordon's Podcast!
Welcome to the Shared Practices Podcast! This week we have a returning guest - Dr. Graham Dersley. George and Graham discuss the timeline and go through everything you need to be doing in the process of opening your practice month by month. This episode is full of great information! Be sure to download the Startup Checklist that Graham mentioned in the episode on the Shared Practices website - the link is below!
Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Download the Startup Checklist: Here
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Graham Dersley studied at Columbia University. He also completed a 3-year residency in Prosthodontics at the University of Maryland. Dr. Dersley is the Co-Founder of Practice on Fire. He is a prosthodontist who has experienced the real world trials and tribulations of purchasing, starting up and managing multiple practices. He currently owns and operates two startup practices in Maryland and his clinical focus is on dental implantology. He has experienced practicing in a variety of settings, including high end fee for service and high volume medicaid.
Welcome to back to the Shared Practices Podcast! This week Jonas interviews Kent Miller. Kent is the President of Dentagraphics, a market analysis company specializing in dental practices. In this interview, Kent explains how Dentalgraphics finds and utilizes demographic and competitive data to help dentists find a determine if a market is attractive for dentists. Jonas and Kent also talk about demographic topics like saturation, visibility, and external factors that can affect where dentists practice. Kent also breaks down the reports that Dentagraphics creates for dentists looking for an area to practice. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- To learn more about Blocking Diagrams, and the other services Design Ergonomics offers, go to www.desergo.com Enter promo-code “Shared BD” on the Contact page to receive a $250 discount off a Blocking Diagram for a limited time!
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Kent Miller is President of Dentagraphics, a market analysis company specializing in dental practices. Prior to Dentagraphics, he worked in the economic development sector in Columbus, Ohio where he led a non-profit urban revitalization firm. He holds a Master’s of Science in City and Regional Planning from The Ohio State University.
- Check out Dentagraphics at https://dentagraphics.com/
- General Inquiries info@dentagraphics.com
- Company Phone: 888-715-1044
- Reach Kent directly: kent@dentagraphics.com
Welcome to back to the Shared Practices Podcast! We didn’t forget about all the specialists out there! Specialists have similar but unique challenges when starting up a practice. This week Jonas interviews Dr. Nicole Wax. Nicole is an orthodontist who practices in Linden, Michigan. Nicole brings great energy to the interview and motivates everyone with her passion and dedication! Jonas and Nicole discuss what unique challenges that she had to go through as an orthodontist doing a start up. Nicole also speaks about what she has done to market her practice by being a part of her local community. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Dr. Nicole Wax is a graduate of Michigan State University, the Ohio State University and University of Detroit Mercy. Dr. Wax decided to open her practice in Linden, MI to be near her family and to be able to serve the community she grew up in.
Contact Dr. Wax : drwax@waxortho.com Visit her website: https://waxortho.com/
Welcome to back to the Shared Practices Podcast! This week George continues his interview with Dr. Todd Peterson. In this episode George and Todd pick up where they left off and get right into managing practice growth. Todd gives his insight into the challenges that his practice faced with rapid growth - averaging 120 new patients per month! Startups can be romanticized and dentists might get discouraged hearing all the success stories. George and Todd emphasized that dentists need a plan that is well thought out about how they can scale and grow a startup. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- To learn more about your 2-Day Reboot Training, and the other services Design Ergonomics offers, go to www.dental-reboot.com Enter promo-code “Shared Training” on the Contact page to receive a 20% discount on your first Reboot Training off for a limited time!
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Dr. Todd Petersen began his college career at Brigham Young University. He transferred to the University of Oklahoma, and was accepted into the University of Oklahoma College of Dentistry, where he earned his Doctorate of Dental Surgery degree. Todd’s practice can be found here: http://marinahillsdental.com/
Welcome to back to the Shared Practices Podcast! This week George interviews Dr. Todd Peterson. Todd is a practice owner in Spring Creek, Nevada. Todd is famous for his thread on DentalTown detailing his progress with starting his office from scratch straight out of dental school! In this episode, George and Todd discuss the drive and determination that it takes to do a scratch startup. Todd goes through the process of securing financing, construction, and marketing campaigns. This episode was so packed with content that Todd is coming back next week for Part 2! Thanks for listening to this week’s episode of the Shared Practices Podcast!
- To learn more about how Design Ergonomics can make your startup a reality, go to www.desergo.com Or Call 1-800-275-2547 today! Enter promo-code “Podcast Design” in the Contact page to receive $200 off Design Ergonomics Introductory Design Service.
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Dr. Todd Petersen began his college career at Brigham Young University. He transferred to the University of Oklahoma, and was accepted into the University of Oklahoma College of Dentistry, where he earned his Doctorate of Dental Surgery degree. Todd’s practice can be found here: http://marinahillsdental.com/
Welcome to back to the Shared Practices Podcast! This week our guest is Matt LaMaster. Matt is an attorney who helps with finding and negotiating leases for dentists. Jonas interviews Matt about Lease Negotiations. They discuss the process of the Letter of Intent, communicating with the landlord, different types of leases, pitfalls in leases, and why it is important for dentists to have a professional in their corner when going through the lease negotiating process. Matt also dives into exclusivity, subleasing, and having clear terms in your lease. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- To learn more about Clarity or Focus Site Selection, and the other services Design Ergonomics offers, go to www.desergo.com Enter promo-code “Shared Location” on the Contact page to receive a $300 discount off Clarity or Focus Site Selection services for a limited time!
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Matt LaMaster is the principal attorney of LaMaster Law. As the firm’s founder and principal attorney, Matt, formed LaMaster Law to assist dentists, veterinarians, chiropractors, and physicians with legal and business legal counseling. Prior to forming LaMaster Law, Matt spent a major part of his career providing services as corporate counsel for a multi-location dental practice. Matt negotiated, structured, and implemented multiple acquisitions and mergers of dental practices during his career as corporate counsel. Matt also worked for a large law firm, where he gained significant experience counseling his clients in business and corporate matters, real estate transactions, construction law, bankruptcy, and complex litigation matters.
Contact Matt:
Cell: 269-760-1499
Office: 248-301-0123
www.lamasterlaw.com
matt@lamasterlaw.com
Welcome to back to the Shared Practices Podcast! This week Jonas interviews Dr Trent McCord. Trent is a dentist in Arkansas. Trent started up his practice in Centerton Arkansas in 2015. Trent talks with Jonas about his journey to practice ownership and starting up a practice from scratch. They discuss Trent’s struggles and give tips for starting up a scratch practice.
Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Check out Trent McCord's Practice here! Mint Dental
- Download George’s eBook
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
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- Reach out to George- George@sharedpractices.com
Dr. Trent McCord grew up in Northwest Arkansas. He attended college at William Jewell College in Kansas City, MO, where he met his wife, Sara. He then went on to earn his Doctor of Dental Surgery degree at the University of Oklahoma College of Dentistry.
Welcome to back to the Shared Practices Podcast! This week George and Jonas have a more in depth discussion about Startups. They dive into planning, timelines, and many of the details within the process of getting a startup off the ground. Jonas touches on how startups fit into a multiple practice model and his future plans. George and Jonas also speak about marketing for startups and future topics in Season 3. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Dr. Jonas Ashbaugh is a general dentist with passion for life, family and dentistry. Dr. Ashbaugh graduated from the University of Florida with a degree in Microbiology. He then moved his talents and family to Columbus, OH to become a Buckeye and received his DDS in 2012. Following graduation, Dr. Ashbaugh spent four years serving as an officer in the U.S Army and providing dental care to our soldiers traveling home and overseas. In 2016, he finally returned home to Jacksonville, FL. Proudly, he is happy to call Jacksonville, FL his home. For questions about startups or more information about Dr. Jonas Ashbaugh reach out to him on our Facebook Group!
Welcome to back to the Shared Practices Podcast! This week we are introducing our new co-host of the podcast, Dr. Jonas Ashbaugh. Jonas is a practicing dentist who completed a startup in Jacksonville, Florida. In this episode, Jonas tells his startup journey from learning everything he could about Startups (while still in the military), demographics, construction setbacks, hiring and training team members and many more important things that he learned throughout the process! We are very excited to have Jonas as our co-host for Season 3. He brings so much knowledge and experience to the podcast! Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Check out Jonas Ashbaugh's Practice here! https://blueskydentalgroup.com/
- Download George’s eBook
- To learn more about Blocking Diagrams, and the other services Design Ergonomics offers, go to www.desergo.com Enter promo-code “Shared BD” on the Contact page to receive a $250 discount off a Blocking Diagram for a limited time!
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Dr. Jonas Ashbaugh is a general dentist with passion for life, family and dentistry. Dr. Ashbaugh graduated from the University of Florida with a degree in Microbiology. He then moved his talents and family to Columbus, OH to become a Buckeye and received his DDS in 2012. Following graduation, Dr. Ashbaugh spent four years serving as an officer in the U.S Army and providing dental care to our soldiers traveling home and overseas. In 2016, he finally returned home to Jacksonville, FL. For questions about startups or more information about Dr. Jonas Ashbaugh reach out to him on our Facebook Group!
Welcome to back to the Shared Practices Podcast! This week our guest is James Bachmeier. James is the Co-Founder and COO of Lendeavor, a direct lending company that uses speed, simplicity, and expertise to help buyers with practice and real estate loans. During the episode George and James discuss what things buyers can do to be successful with dental lenders. James also explains how Leadeavor makes the process to be approved for a loan more efficient and seamless. Being with a lender that can quickly and efficiently get you approved means you are much more competitive in buying your dream practice! Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Download George’s eBook
- Check-out Lendeavor
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
James Bachmeier bio: As Chief Operating Officer, James leads business development and operations for Lendeavor. James architected the company’s complex lending infrastructure, and in just one year he drove loan originations from zero to over $100,000,000 in annual run rate. Prior to joining Lendeavor, James was an attorney and a touring musician, and he graduated Magna Cum Laude at University of Minnesota Law School. James and his co-founder Dan Titcomb started Lendeavor in 2014 from a one bedroom apartment in San Francisco. www.lendeavor.com
Welcome to the Shared Practices Podcast! This week Richard and George wrap up Season 2. It has been a very long season about Practice Acquisitions! They discuss some of their biggest takeaways and how their perspectives have changed over the course of the season. They wanted to share the process and experiences with you so that you can be successful in practice ownership. George talks about his future plans for practice ownership and potentially giving updates in future episodes! Stay tuned until the end of the episode for some exciting news for Season 3! Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Download George’s new eBook
- For more information about Laurel Road Visit: https://www.laurelroad.com/sharedpractices/
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Welcome to the Shared Practices Podcast! This week our guest is Dr. Graham Dersley. Graham is a practicing dentist in Churchton, Maryland. This is a unique episode because George and Graham discuss and analyze a sample practice. They give the listeners an inside look of how buyers should be looking at potential practices. Many dentists will be buying a practice just like this one and Graham talks about the systems to set in place right away to have a jumpstart into successful practice ownership. Be sure to download the episode resource for the Sample Practice on the Shared Practices website - the link is below! Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Download the Practice Report: HERE
- Download George’s new eBook
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- For more information about Laurel Road Visit: https://www.laurelroad.com/sharedpractices/
- Join our Facebook Group!
- Reach out to George - George@sharedpractices.com
Graham Dersley studied at Columbia University. He also completed a 3-year residency in Prosthodontics at the University of Maryland. Dr. Dersley is the Co-Founder of Practice on Fire. He is a prosthodontist who has experienced the real world trials and tribulations of purchasing, starting up and managing multiple practices. He currently owns and operates two startup practices in Maryland and his clinical focus is on dental implantology. He has experienced practicing in a variety of settings, including high end fee for service and high volume medicaid.
Welcome to back to the Shared Practices Podcast! This week our guest is Dr. Chris Phelps. He is a dentist practicing in Charlotte, North Carolina that owns a practice with $3 million in revenue and has plans to take it to $6 million! In this episode George and Dr. Phelps discuss Robert Cialdini’s 6 Principles of Influence and how YOU can be successful by implementing them into your dental office. Dr. Phelps offers a 2-day workshop on these principles, the systems he created around them, and how to ethically tap into them. Dr. Phelps also created his own platforms “Call Tracker ROI” and “Golden Goose Scheduling” to give dentists data about their marketing dollars and new patient phone calls to the dental office. With these services, Dr. Phelps can see if you are having problems, address what are they, and how can you fix them. Thanks for listening to this week’s episode of the Shared Practices Podcast!
- Download George’s new eBook
- For more information about Laurel Road Visit: https://www.laurelroad.com/sharedpractices/
- Team up with Dental Planet at: https://www.dentalplanet.com/ Be sure to mention “Shared Practices” to receive additional discounts!
- Join our Facebook Group!
- Reach out to George- George@sharedpractices.com
Dr. Chris Phelps is a graduate of Nova Southeastern University College of Dental Medicine. He is general dentist practicing in Charlotte NC. Dr. Phelps is also an expert in the Science of Influence and Ethical Persuasion. He has studied under the authority in this field, Dr. Robert Cialdini, and is the only dentist in the world to be named a Cialdini Method Certified Trainer (CMCT). Chris uses Cialdini’s Principles to ethically steer patients to more referrals, decreased no shows and higher case acceptance.
For more information about Dr. Chris Phelps, his seminars, or services visit: http://www.drphelpshelps.com/
Welcome to back to the Shared Practices Podcast! This week is the 2nd week with our guest Will Little. If you missed the first part, you should download and listen to Part 1. It was jammed packed with great content and Part 2 is no exception! In this episode, Richard and Will discuss the execution phase of closing. From the legal aspects of starting a business to the tax implications, Will lays out what new practice owners need to know and the pitfalls to avoid. He also shares his experience on implementing systems to ensure a successful transition for the new practice owner. Thanks for listening to this week’s episode of the Shared Practices Podcast.
- Download George’s new eBook
- For more a discount on pair Q-Optics loupes Email: SP16 to sales@q-optics.com
- For more information about Laurel Road Visit: https://www.laurelroad.com/sharedpractices/
- Join our new Facebook Group!
- Reach out to George - George@sharedpractices.com
Dr. Little earned dual degrees in biology and chemistry from Arkansas State University. He then attended dental school at The University of Tennessee Health Science Center in Memphis.
Welcome to back to the Shared Practices Podcast! This week we have Part 1 in a two-part series with Will Little. Will is the Co-Founder of Southern Dental Group and a listener of the podcast! He along with Hunter Smith started Southern Dental Group in 2015 with 2 practices and are now just about to close on their 10th. In this episode, Richard and Will discuss the chaos that can ensue leading up to the closing date of your newly acquired practice. Will breaks down the timeline for what you should do before, during, and after you find your ideal practice as well as avoiding potential issues during the “pre-practice agreement” phase. Thanks for listening to this week’s episode of the Shared Practices Podcast. Stay tuned for Pt. 2 next week!
Download George’s new eBook
For more information about Laurel Road Visit: https://www.laurelroad.com/sharedpractices/
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Reach out to George- George@sharedpractices.com
Dr. Little earned dual degrees in biology and chemistry from Arkansas State University. He then attended dental school at The University of Tennessee Health Science Center in Memphis.
This week George is coming at you from the annual Voices of Dentistry Summit in Scottsdale, Arizona! He had the honor of bringing on a special guest, Dr. Paul “Nacho” Goodman, a dentist/consultant/nacho enthusiast who has made a huge positive impact not only in our industry, but specifically with Shared Practices. In addition to running his popular Facebook group, Dental Nachos, he was also the co-director of the Shared Practices Ownership Accelerator. In this episode, he talks about the art of a smooth practice transition, and just when and how changes can be brought about so to preserve goodwill with both patients and the team. Thanks for listening!
- Download George’s new eBook
- For more about a discount on a pair of Q-Optics loupes, email: SP16 to sales@q-optics.com
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- Reach out to George- George@sharedpractices.com
Dr. Goodman is a graduate of University of Pennsylvania School of Dental Medicine. He has been a dentist for 15 years and has been through several post graduate courses in different fields of dentistry since receiving his D.M.D. degree in 2002. He currently serves as a buyer’s coach, dental broker, and even teaches implants at the Temple University AEGD and Albert Einstein GPR programs.
Welcome back to the Shared Practices Podcast! Last week, we talked about the experiences of a successful FFS practice. This week, we hear a different story. We sat down with Dr. Stephanie Mapp, a dentist who sought to expand from her successful startup and purchased an FFS practice she felt had great prospects for growth. Her experiences thereafter became a lesson to herself--and ultimately our listeners--as to how obstacles like patient and staff attrition, location, and economic recession can spoil an otherwise fruitful FFS opportunity. We thank Dr. Mapp for her honesty and transparency and hope our listeners learn as much from this as we did!
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Dr. Mapp is a 1994 graduate of the University of Florida College of Dentistry. She was a psychology major at UF and obtained early admission to the dental college after only three years of undergraduate work. Dr. Mapp continues to learn new techniques and the latest dental information by attending courses from some of the most prestigious and trusted names in dentistry in the country. She is Invisalign certified and a member of the American Dental Association, Florida Dental Association and Clay Women in Business.
In season 2 episode 37, George interviews Dr. Peter Bowman about his life as a FFS practice owner. Dr. Bowman talks about what he thinks is the main reason that a FFS practice can still be successful, how keeping familiarity during a transition is helpful, and how technology is a good value point. Dr. Bowman is one of the few dentists that is able to cultivate the “unicorn practice,” which is a high producing FFS practice. Thanks to Dr. Bowman for speaking to us about his journey!
- Check out The Ownership Accelerator
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Dr Peter is a California native with deep roots in Walpole, NH, Dr. Bowman is the oldest of three children. He attended the University of Arizona to earn a Bachelor of Science degree in Physiology. He earned his degree of Doctor of Dental Surgery at the West Virginia University School of Dentistry in 2008.
In season 2 episode 36, George “G-money” interviews Dr. Drew Byrnes about his FFS experience. Dr. Byrnes graduated from UF in 2013 and now owns a FFS practice in a saturated market of Winter Park, FL. Dr. Byrnes talks about his early career of working in many different practices and searching for his own practice. Dr. Byrnes talks about a unique payment structure to get the deal done on his first FFS practice, tips on how he kept the practice successful during the transition, how he overcame staff and real estate issues, and his practice vision moving forward.
- Check out The Ownership Accelerator
- For more information about Laurel Road Visit: https://www.laurelroad.com/sharedpractices/
- Join our new Facebook Group!
- Reach out to George - George@sharedpractices.com
Links mentioned in show:
- Fee For Service Dentistry FB Page
- Fee For Service Dentistry Podcast
Dr. Drew Byrnes is a family and cosmetic dentist and a Central Florida native. He was born in Winter Park, FL and grew up in Altamonte Springs. He is a proud alumnus of Bishop Moore Catholic High School. He completed his undergraduate studies at the University of Florida with a degree in Integrative Biology and then graduated from the University of Florida College of Dentistry. Dr. Byrnes believes in treating people the way that he would want to be treated.
In season 2 episode 35, George interviews Sandy Pardue, a seasoned practice consultant from Classic Practice Resources, who gives an energetic, information packed episode. Sandy has worked with a few of the dental legends, including Scott Leune, and her experience goes back for more than 25 years. She gives many pearls for practice transitions. The range of topics go from how important systems are, setting clear expectations for new team members, and tips to maximizing the front desk - from telephone tips, to recall management, a patient reactivation project, and broken appointments. Sit back for this one -- it’s a good one!
Check out The Ownership Accelerator
For more information about Laurel Road Visit: https://www.laurelroad.com/sharedpractices/
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Sandy Pardue, Senior Consultant and Lecturer, specializes in growing practices and de-stressing practice owners for over 25 years. As one of the industry’s leading authorities on team training, organization systems, processes, and most importantly RESULTS. Her years of consulting and speaking experience gives her a unique advantage and understanding of what it takes to motivate teams and create organized, productive practices with less stress for the practice owner.
Welcome to the second part of our two part episode of the Shared Practices Podcast! This week we’ve invited back Brian Pender a buyers consultant onto the show. On this episode George and Brian discussed the things to look out for as a partner when entering a partnership. Also they discuss partnerships in general and how to handle a partnership agreement. Thanks for listening to this week’s episode of the Shared Practices Podcast!
This Week's Episode Resource: Brian Pender Partnership Doc
Reach out to Brian at: brian@fairwayhealthcarepartners.com
Check out The Ownership Accelerator-Take the first section for FREE
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Brain Pender, a buyer representative and long time listener to the show. Made Wayfair, a company inclined to help buyers and sellers. Helping with a second set of eyes to help grow and give advice for finding the right practice for you.
Welcome to the first part of our two part episode of the Shared Practices Podcast! This week we’ve invited Brian Pender a buyers consultant onto the show. On this episode George and Brian discussed Brian’s tips and advice for buying and selling related to different areas of practice. Listen up for Brian's information that will help in most situations when it comes to buying, from the sellers perceptive. Thanks for listening to this week’s episode of the Shared Practices Podcast!
Download: Brian Pender Episode Resource
Reach out to Brian: brian@fairwayhealthcarepartners.com
For more information about Laurel Road Visit: https://www.laurelroad.com/sharedpractices/
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Reach out to George- George@sharedpractices.com
Brain Pender, a buyer representative and long time listener to the show. Founded Fairway HealthCare Partners, a company inclined to help buyers and sellers. Helping with a second set of eyes to help grow and give advice for finding the right practice for you.
Welcome to the second part of our two part episode of the Shared Practices Podcast! This week we’ve invited back Rob Montgomery of yourdentallawyer.com onto the show. On this episode Richard and Rob discussed Rob’s involvement when it comes to real estate and what to look out for when purchasing real estate. Keep your ear open as Rob give information that will help in most situations when it comes to acquisition of dental real estate. Thanks for listening to this week’s episode of the Shared Practices Podcast!
For more information about Rob Montgomery Visit: www.YourDentalLawyer.com
To be the first to have access to the Ownership Accelerator and our launch special join the Waiting List!
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Reach out to George- George@sharedpractices.com
Rob Montgomery is the founder of the yourdentallawyer firm. He has served the legal and business needs of exclusively dentists, dental practices and dental service organizations for over 20 years.
Welcome to another two part episode of the Shared Practices Podcast! This week we’ve invited Rob Montgomery of yourdentallawyer.com onto the show. On this episode Richard and Rob discussed Rob’s role as a dental lawyer and how a dental lawyer helps in the context of acquistions. Also Rob gives some very helpful advice when dealing with acquisitions so have your hears open.Thanks for listening to this week’s episode of the Shared Practices Podcast!
For more information about Rob Montgomery Visit: www.YourDentalLawyer.com
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Reach out to George- George@sharedpractices.com
Rob Montgomery is the founder of the yourdentallawyer firm. He has served the legal and business needs of exclusively dentists, dental practices and dental service organizations for over 20 years.
Welcome back to some riveting conversations on the Shared Practices Podcast. This week we had Randon Jensen with us to talk about all the ins and outs of specialty acquisitions. We also discuss in this episode good will and how to have good relationships with your referral sources. Thanks for listening to this week’s episode of the Shared Practices Podcast!
To be the first to have access to the Ownership Accelerator and our launch special join the Waiting List!
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Randon Jensen has worked with Larry Chatterly since 1999 has a dental broker. They cover most of the western part of the United States. Jensen, with Larry and Larry's daughter Marie have had success with over 1,800 speciality dental transitions.
Welcome to another episode of the Shared Practices Podcast! We’ve invited Rob Bay form Dental Intel onto the show to help us understand how to use metrics and apply them to a practice acquisition. We touch on the topics of what dental intel is, how to apply dental intel to acquisitions, and how to apply metrics to managing a practice. Rob even offers to help out the listeners of our show. This was one of our most informative episodes so far! Thanks for listening to this week’s episode of the Shared Practices Podcast!
To be the first to have access to the Ownership Accelerator and our launch special join the Waiting List!
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Dental Intel- http://www.dentalintel.com/index.html
Rob Bay is the co founder and president of Dental Intel. Rob loves numbers,data, and excel. There is nothing that he loves more than helping a customer understand how numbers and data can change their life significantly for the better.
Today the second part of Tanner Applegate's two part series airs. During the first part of this two-part series we talked about all the things that need to happen prior to closing. This week we talk about transferring ownership after money has exchanged hands and you now have the keys.
To be the first to have access to the Ownership Accelerator and our launch special join the Waiting List!
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Tanner Applegate is CEO and Co-founder of Dentistry Making a Difference (DMD). Started in June of 2016, DMD is a prosocial dental group practice located in Denver, CO. This means that the company has a culture and focus and is centered on creating a lasting impact for those around them than about benefitting themselves. Some people like to describe us as the Toms Shoes of dentistry.
Back to Season 2! We are picking up the season at the point of transitioning into practice ownership. We have covered selecting practices, how to get a fair price etc. Now we want to talk about transferring ownership. This is the first of a great 2-part series talking about all the little things that go into transferring ownership.
To be the first to have access to the Ownership Accelerator and our launch special join the Waiting List!
Download The Practice Acquisition Checklist
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Reach out to George- George@sharedpractices.com
Tanner Applegate is CEO and Co-founder of Dentistry Making a Difference (DMD). Started in June of 2016, DMD is a prosocial dental group practice located in Denver, CO. This means that the company has a culture and focus and is centered on creating a lasting impact for those around them than about benefitting themselves. Some people like to describe us as the Toms Shoes of dentistry.
Are you interested in creating an associate driven model or having a multi-doc office? Hiring amazing associates and providing an environment that nurtures their passion will make your business stronger and more productive. Our old friend Jake Stimmel comes on to help us do just that by sharing his experiences working as a dental associate recruiter. Jake has a lot of advice for creating a great system to consistently find that awesome associate dentist. Great stories and useful content, this episode has a little bit of everything.
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Jake Stimmel is currently a 1st year dental student in St. Louis. Jake previously worked at Dental Placement Pros, a dentist recruitment company. Jake also wrote many of the Show Notes for this podcast before starting dental school!
Show Notes
Today we take a look back at all that we have learned so far from the array of great guests we have had so far on the podcast regarding practice valuations. We have covered an amazing amount of content and so we thought that it would be helpful to take an episode to put it all into perspective. Every guest has a unique story that can provide us motivation and inspiration as we continue in our careers. But besides inspiration, we also want this podcast to be a great resource and guide for entrepreneurial dentists like you and we think in depth content is the key to reaching that goal. That is what this episode is all about.
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Download: Practice Selection Outline
Reach out to George- Georgehariri@gmail.com
Hunter is back! This week he takes us through two real practice purchase opportunities. We go in depth as Hunter explains his four-step practice evaluation process. We look at real numbers of two very different practices in order to determine a valuation range, find opportunities for practice growth and uncover red flags. This episode is full of great content and advice on practice analysis. We recommend you take these concepts and analyze as many practices as you can to hone your skills. Make sure to download the analysis spreadsheet on the Shared Practices resource page to aid you on your path to practice ownership.
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Download: Practice Valuation Case Study
Hunter Smith, DDS is a 28 year old General Dentist in Jonesboro, Arkansas. He completed his undergrad at Arkansas State University in his hometown area of Jonesboro, then attended the University of Tennessee Health Science Center Collage of Dentistry in Memphis.After graduating in May 2014, Dr. Smith bought his first dental practice in August 2014 following a 2 month stent as an associate in the practice.
After successful management and system changes increased that already successful first practice by 46% profitability in just 1 year, Dr. Smith grew to enjoy learning about the business of Practice Ownership and ways that can improve clinical, business, staff, and patient relations. Building upon the early success, Dr. Smith joined up with a long-time best friend and fellow dental school graduate, Will Little, to form Southern Dental Group in October of 2015. Since forming SDG, Drs Little and Smith have acquired an additional 5 locations in the last 18 months. Southern Dental Group's 6 locations boast increased profitability of over 50% post-acquisition, an average overhead of less than 50%, business profits (EBITDA) over 26%, and have revenues of over 5 million dollars annually.
Dr. Smith enjoys the opportunity to show and tell dentists, specifically young dentists, how to get into practice ownership early and be highly successful and profitable. He is proud to present the Dental Ownership Summit along with his business partner and co-founder of SDG Will Little in order to bring ownership knowledge and strategies from some of the best mentors and business minds in the industry.
This week we interview Ike Urling, a fourth year dental student at MWU. Ike shares with us his journey to finding an amazing off market practice in one of the most saturated areas of Arizona. Ike used methods that Jordan Thomas discusses in episode 2-21 to find his ideal practice. He also delves into a crucial aspect of making these opportunities a reality: relationship building!
It has always been our goal here at Shared Practices to provide real, relevant information that helps dentists pursue their dream of practice ownership. Ike represents the reality of this goal and we are happy he has joined us in this episode to continue to help educate others on their path to ownership! Enjoy!
Download: Ike Urling’s Mailer
Connect with Ike on our new FB Group
Reach out to George Hariri - Georgehariri@gmail.com
Ike Urling is a fourth year dental student at Midwestern University in Glendale, AZ. He is from small town called Snowflake located in in North Eastern Arizona. Ike attended Scottsdale Community College and Arizona State University. He is happily married with one daughter.
Welcome to another episode of the Shared Practices Podcast! This week we’re sharing a conversation we had a with a young doc from N.C., Dr. Jordan Thomas. We dive deep into Jordan’s fascinating story of acquiring a practice immediately after graduating this summer. He gives us a lot of great tips and insight on his process for identifying where you want to practice, doing the demographics in a systematic and thorough way, and most importantly, reaching out to the selling docs effectively. Jordan also has a really interesting take on a LOI versus a purchase agreement in a deal, and gave us a unique perspective on what situations one or the other (or neither!) might be the best option. We learned a lot talking through Jordan’s story of ownership and hope you do too. Thanks again for listening and we’ll catch you next week on the Shared Practices Podcast!
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Download: Jordan Thomas Mailer
Dr. Jordan Thomas is a 2017 graduate of the UNC School of Dentistry. He has had a passion for business ownership since his childhood, and decided he wanted to go into dentistry to treat patients well, build relationships, and grow a successful group of practices. He began reaching out to various dental practice owners throughout the state of North Carolina a couple years ago, and through his efforts is successfully transitioning into practice ownership straight from dental school.
Welcome to another episode of the Shared Practices Podcast! We had a great interview this week with Dr. Justin Short, a dentist from the St. Louis area and owner of The Lifestyle Practice - a consulting and education company that helps you define and achieve your perfect lifestyle. We’re taking a break this week from the jam-packed, intense-note-taking style episode to give you a show more about mindset and vision for the lifestyle you want. We talk a lot about the idea of developing a vision for your practice and lifestyle, whether multiple practices is the best or only model for reaching that vision, and unintuitive ways to build rapport and case acceptance. One of the big takeaways we got from the show is Justin’s unique take on the power of small teams - it is a pearl that is not to be missed! Thanks again for listening and we’ll catch you next week on the Shared Practices Podcast!
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Send Justin an email: http://thelifestylepractice.com/contact/
Justin’s page: http://thelifestylepractice.com/
Dr. Justin Short has a highly successful practice, Des Peres Dentistry in St. Louis. He inspires other dentists to design their practice to serve their life. The Lifestyle Practice helps dentists build practices where they work less, profit more, and get to finally enjoy the lifestyle they deserve!
Welcome to another episode of the Shared Practices Podcast! This one is a bit of a throwback to season one, but we know you’re going to love it. We have on the show with us consultant/startup guru Jayme Amos, dentist Paul Goodman, and attorney Rob Montgomery. We get into a great discussion about some of the red flags and pitfalls to watch out for as an associate. We talk about the language of contracts and non-competes, when to involve a lawyer during your contract negotiations, and how daily minimums work from both the employee and employer’s perspective. We also have a really great back and forth about the difference between being a 1099 or W-2 employee, and what might be the best situation for an associate. We hope you enjoy this throwback episode as much as we did recording it. Thanks for listening to this week’s episode of the Shared Practices Podcast!
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Reach out to Jayme on his website: https://idealpractices.com/home
Reach out to Rob: Rob@RMontgomery-Law.com
Reach out to Paul: Doctor@penningtondentalcenter.com
Jayme Amos is the founder of Ideal Practices Consulting, author of Choosing the Right Practice Location, and host of “Dentistry’s Ideal Practices Podcast.” Jayme has a degree in International Business and has focused his expertise in dental practice startups, focusing on site selection, demographics, financing, construction, floor plan design and profitability.
Dr. Paul Goodman is a graduate of the University of Pennsylvania School of Dental Medicine, and has been practicing dentistry for over 10 years. He works with his brother in two locations in Mercer County, NJ. Dr. Goodman has purchased three dental practices and shares his personal experience with retiring dentists in managing the expectations of their patients and team members during the transition process. He is the founder of Rising Dentists Study Club and Rittenhouse Consulting, LLC - both in Philadelphia.
Rob Montgomery has been serving the individualized legal and business needs of dentists, dental practices and dental service organizations for over 20 years. Rob has worked on hundreds of dental deals, ranging from practice start-ups to complex practice acquisitions involving multistate practice locations. Rob focuses his practice on the legal and business needs of his dental clients, advising on the formation of business entities, practice start-ups and lease negotiations, buy-ins, partnership agreements, practice acquisitions and sales, and much more.
Welcome to another episode of the Shared Practices Podcast! We’ve invited Rich Andrus from Menlo Group onto the show to help us understand practice leases. We touch on a lot of topics in this episode but the three biggest subjects are how to do deal with a practice that already has a lease in place, creating a new lease if the seller doc wants to retain the real estate, and whether or not you should buy the real estate if you have the option. Rich takes us through all of these topics masterfully in addition to highlighting many other important points throughout. We think you’re going to learn a lot in this one - we sure did! Thanks for listening to this week’s episode of the Shared Practices Podcast!
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Contact George with any questions at Georgehariri@gmail.com
Send Rich an email: rich@menlocre.com
Rich Andrus specializes in the sales and leasing of office and investment properties, with an emphasis in medical and dental tenant/buyer and landlord/seller representation. Rich’s innate ability to establish relationships with landlords and tenants alike allow him to make an immediate impact in any situation. Rich graduated from Utah State University with a dual Bachelor’s degree in Finance and Marketing and a dual minor in Economics and Spanish. Additionally, he graduated from the W.P. Carey School of Business at Arizona State University with a Masters in Business Administration.
Welcome to another episode of the Shared Practices Podcast! Today we are sharing with you part II of our conversation with Dave Alvey. This episode is all about SBA loans, so sit back, relax, and prepare your brain for some awesome lending information! Dave gives us a quick walk through of the difference between SBA loans and more traditional financing. We then get into the pros and cons of an SBA loan, and how it may be able to help a new or recent grad get into ownership sooner than they thought possible. Then at the end of the interview we have a little fun as Dave gives us the advice he has for his son - a 4th year dental student. This conversation was a lot of fun and we really hope you enjoy it. Thanks for listening to this week’s episode of the Shared Practices Podcast!
Today's Episode Resource: David Alvey's List of Questions to Ask when looking at a practice to purchase.
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Contact George with any questions you may have at: GeorgeHariri@gmail.com
The Syndication manager and founder of Atlantic Commercial Credit, David Alvey has over twenty-seven years of commercial lending and advisory experience.He has extensive knowledge of dental and veterinary practice mergers and acquisitions, practice operations, credit analytic, cash flows, and tax and accounting analysis.
Dave’s engagement experience has been dedicated to financing healthcare providers primarily for medical, dental, and veterinary practices involving mergers, buy-ins, buy-outs, refinancing for growth, and multiple practice operations. His experience includes revenue and operational differences such as fee-for-service practices, PPOs, HMOs, DMOs, and Medicaid providers. In addition, Dave has an extensive background in tax and financial reporting and transaction advisory.
Welcome to another episode of the Shared Practices Podcast! Today we are joined by Dave Alvey, a commercial lender and founder of Atlantic Commercial Credit. To say Dave has a lot of experience and insight is an understatement! We have a wide ranging conversation that covers seller financing, practice qualities that are favorable to a new grad, the importance of borrower liquidity, among many others. Dave also shares a really great tip on finding a “Master Plan” at your local city building. If you don’t know what that is you’ll definitely want to listen for that pearl - it could save you thousands of dollars. Thanks for listening to this week’s episode of the Shared Practices Podcast!
Today's Episode Resource: David Alvey's List of Questions to Ask when looking at a practice to purchase.
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If you are in the process of obtaining financing of any kind contact GeorgeHariri@gmail.com
The Syndication manager and founder of Atlantic Commercial Credit, David Alvey has over twenty-seven years of commercial lending and advisory experience.He has extensive knowledge of dental and veterinary practice mergers and acquisitions, practice operations, credit analytic, cash flows, and tax and accounting analysis.
Dave’s engagement experience has been dedicated to financing healthcare providers primarily for medical, dental, and veterinary practices involving mergers, buy-ins, buy-outs, refinancing for growth, and multiple practice operations. His experience includes revenue and operational differences such as fee-for-service practices, PPOs, HMOs, DMOs, and Medicaid providers. In addition, Dave has an extensive background in tax and financial reporting and transaction advisory.
Welcome to another episode of the Shared Practices Podcast! Today’s guest is Rick Shneyder, a business banker working in Milwaukee at Bank of the West. We’re really excited about sharing this episode with you. Rick lays out the broad strokes of factors that affect a new grad’s ability to get financing and then, more broadly, how lending works for dentists. Key takeaways include the lending process from top to bottom (including timeframe for each step), advice on financing for multiple locations, and exactly what to look at in the terms of the loan. Rick also shares some tips on how to figure out if your banker knows what they’re doing. All that and more on today’s episode!
Links Mentioned in the Show Follow us on Facebook
Reach out to Rick at Rick.Shneyder@bankofthewest.com
Guest Bio:
Rick was born and raised in Milwaukee, WI. He attended UW Milwaukee with an undergraduate degree in Finance (2004) and an MBA with a focus in Leadership & Negotiation (2006). Currently, Rick is a Vice President & Business Banking Officer at Bank Of The West specializing in several areas. He has a focus on Real Estate Financing (Investment & Owner User). Real Estate financing ranges from apartment buildings to medical offices to manufacturing facilities. He is also an expert in Dentistry, Veterinary and Optometry Financing. Within those 3 industries, Rick focuses in on Acquisitions (full or partial), Consolidation Financing, Start Ups, Tenant Improvement Financing and More. Rick is also an expert in providing operating lines of credit and financing company equipment needs.
Show Notes Welcome to another episode of the Shared Practices Podcast! We invited dental consultant Marie Chatterley onto the show to talk with us about all things insurance. “Who wants to listen to people talking about insurance?” we can hear you thinking, but trust us - you don’t want to miss Marie’s advice about transitioning into a practice the right way. We talk a lot about insurance credentialing (what it is and when to get it), handling patient communication issues about insurance participation, and wrap up the show with a discussion about PPOs and Delta in particular. This is a content-heavy episode so get ready to dive deep into the world of handling insurance during a transition!
Links Mentioned in the Show FAQs about Insurance Credentialing from dental-insurancecredentialing.com
Get more information about Marie and her company CTC here
Send Marie an email
Guest Bio:
Marie Chatterley has been consulting in the dental industry since 2003. She specializes in coaching doctors through major career transitions such as buying a dental practice, starting one from scratch, or finding a dental associate position. Marie received her undergraduate degree in Public Relations and Marketing from Brigham Young University. Her graduate work and research at Regis University was focused specifically on the business start-ups process (examples: market and demographic research, business plan development, effective marketing strategies, real estate negotiations, and legal issues with hiring and retaining employees).
Show Notes Kiera Dent is a dental consultant and she joins us on today’s episode of the Shared Practices Podcast. We talk a little about her journey into dentistry, but quickly jump into some practical advice for owners and soon-to-be owners. In this conversation we touch on how to find an associateship (that doesn’t suck), learning how to communicate and educate patients in a way they can understand, and helping dentists bridge the gap between dental school and practice ownership. Kiera also touches on the importance of credentialing, which - trust us - makes a bigger impact than you might think! All this and more on today’s episode of the Shared Practices Podcast.
Links Mentioned on the Show Dental placement pros
Visit Kiera’s website
Contact Kiera: kierasdentalconsulting@gmail.com
“Never Eat Alone” book (Amazon)
Guest Bio Kiera works with dentists and their teams to help uncover what changes can be implemented in a practice to create the most financial growth. She has been involved in dentistry for 15 years and is passionate about acting as a means to help practice owners achieve higher levels of success. She acts as an implementer and goes between dentists and their teams to hold everyone accountable for their individual part in achieving specific goals.
Welcome to another episode of the Shared Practices Podcast! We’ve got a return guest in Matt Porter, and we’re glad we asked him back. Matt dives deep into practice valuations from the perspective of a broker, and describes his unique valuation method. He shares with us how to assign values to qualitative factors - collection trends, demographics, staff tenure, etc. - that make the valuation process a lot more concrete, so you can determine if a practice is a good deal or not. We also touch on how to normalize a P&L, why you should stop using “percentage of collections” as a valuation metric, and what not to look at in a valuation. All of this and more on today’s Shared Practices episode.
Links Mentioned in the Show * Menlo Transitions
- Reach out to Matt: matt@menlotransitions.com
Guest Bio:
In transitioning, brokering and consulting with dental practices, Matt brings a balance of real estate, tax, accounting, and small business acumen. His ability to properly evaluate and leverage both the quantitative and qualitative facets of a dental practice help to provide maximum value to his clients, whether buying or selling a practice. Matt has successfully transitioned dozens of dental offices and represented countless dentists who desire to sell their practice, purchase a practice, or secure a partnership.
Show Notes Dr. Tuan Pham is the owner of a successful FFS practice owner in Austin, TX as well as the founder of DentalMaverick.com. Tuan graduated from dental school in 2005 and after a few years as an associate in a practice, it was sold out from under him and he found himself without a job. Tuan shares why losing his job as an associate is one of the best things that ever happened to him. This eventually led to his search for the best startup location in a crowded metro and what he did himself rather than paying for third party demographics services. Tuan also shares how experimenting with fees taught him a great lesson about patients' price sensitivity and how we often are holding ourselves back from a more profitable practice. Tuan is a very talented leader and offers a lot of great advice to young dentists looking to own a practice.
Links Mentioned on the Show Google My Maps
Tuan's Dental Maverick Summit
Dental Maverick
Show Notes In episode 1-2 Richard interviewed Dr. Derek Williams after two weeks of practice ownership as a brand new graduate. Since that episode Derek has more than doubled revenue and profitability of the office. George interviews Derek about all the factors that led to his practice growth. Derek discusses his transition, making changes in the office and dealing with staff. Derek offers a unique perspective being a new grad and new owner at the same time. Derek talks about increasing his production per patient, dealing with staff and increasing new patient flow.
Links Mentioned on the Show
Thelifestylepractice.com
Mrmoneymustache.com
Download Dr. Stroyan’s list of questions to ask at an associateship interview!
Dr. Cameron Stroyan (aka “DJ Destroyan”) graduated with Dr. Low from Midwestern University in Phoenix, AZ and then went to work in a practice near Seattle. After listening to this podcast, Cameron decided to become a partner now rather than waiting a couple of years. Despite hiring a very well recommended transitions lawyer who promised to help every step of the way, Cameron felt that he was forced to do the valuation and negotiation on his own. Cameron talks about the uncomfortable process of sitting in his future partner’s house and trying to negotiate down the purchase price with what felt like absolutely no leverage. For anybody considering a partnership, this episode outlines the process from somebody who has done it first hand.
Links Mentioned on the Show Cameron’s Youtube Channel
Dr. Stroyan’s guide
Download the Advanced Demographics Guide
In this episode of the Shared Practices Podcast I introduce my new Co-host, George Hariri, to the show. We talk about demographics and how to apply them for the practice purchase. We dive into how to know when demographics for an acquisition are important. How to assess the external growth opportunities in an area. Then George blows my mind with the method he used to reverse engineer finding his ideal practice starting with demographics.
Links Mentioned on the Show Dentagraphics.com
BreakawayPractice.com
Dentaltown.com
George Hariri is a D3 (soon to be D4) at Midwestern University, in Phoenix, AZ. He, along with Dr. Derek Williams (See Season 1 Episode 2), run a group on dentaltown called “Ambitious Dental Students”. George has spent the vast majority of his time in dental school studying up on the business side of dentistry and helps others look at practice purchases as well as other opportunities.
In this episode Dr. Hunter Smith shares his methods of determining the range of values that you should consider for a practice acquisition. He also shares why demographics are just as important for an acquisition as they are for a startup and how location plays into that. We go through all the levels of profitability that can be used to determine the final value of a practice.
Links Mentioned on the Show * BreakawayPractice.com * https://dentagraphics.com/ * Jayme Amos’s book, Choosing the Right Practice Location
Guest Bio Hunter Smith DDS is a 28-year-old general dentist in Jonesboro, Arkansas. He graduated from the University of Tennessee College of Dentistry in 2014. Soon after, Dr. Smith bought his first practice. After successful management and system changes increased that already successful first practice by 46% profitability in just 1 year, Dr. Smith grew to enjoy learning about the business of practice ownership and ways to improve clinical, business, staff, and patient relations. Building upon the early success, Dr. Smith joined up with a long-time best friend and fellow dental school graduate, Will Little, to form Southern Dental Group in October of 2015. Since forming SDG, Drs. Little and Smith have acquired an additional 5 locations in the last 18 months.
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Use the promo code LOW200 for $200 off your annual membership
Formlabs.com/SharedPractices
- Checkout the many applications of the Form2 in dentistry and request a sample surgical guide
In this episode Dr. Hunter Smith lays out the fundamentals of understanding what a practice is worth. A broker can send you a practice listing, but how do you know if this is all the information you need and what is the most important? Hunter lays out which documents to ask for, which numbers to pay attention to, and his top 4 factors for pulling the trigger on a practice. Learn why it's so important to understand your personal factors that play into whether or not this practice is worth it for you.
Hunter Smith DDS is a 28-year-old general dentist in Jonesboro, Arkansas. He graduated from the University of Tennessee College of Dentistry in 2014. Soon after, Dr. Smith bought his first practice. After successful management and system changes increased that already successful first practice by 46% profitability in just 1 year, Dr. Smith grew to enjoy learning about the business of practice ownership and ways to improve clinical, business, staff, and patient relations. Building upon the early success, Dr. Smith joined up with a long-time best friend and fellow dental school graduate, Will Little, to form Southern Dental Group in October of 2015. Since forming SDG, Drs. Little and Smith have acquired an additional 5 locations in the last 18 months.
Thank you to our sponsors for this episode:
SpearEducation.com - mention the podcast for a 30 day trial and promo code LOW200 for $200 off your annual membership after the trial
Formlabs.com/SharedPractices - Checkout the many applications of the Form2 in dentistry and request a sample surgical guide
In the first two years out of school, Hunter Smith and his partner have acquired 6 dental practices. In this episode of the Shared Practices Podcast, Hunter joins us to talk about that journey. We cover a lot of ground in this episode including the value of getting great advice, what not to do when acquiring, and the path to multiple practice ownership. Hunter also shares some great advice about the one thing that holds people back from being more successful. We really had a great conversation and hope you enjoy this one.
Email Richard@SharedPractices.com or hunterasmithdds@gmail.com with a practice you want evaluated on the show. (Even if you’ve signed a NDA, hunter and I would be acting as advisors and any personal data would be removed before discussion on the show)
Links Mentioned on the Show * Mercer Transitions * Reach out to Hunter: hunterasmithdds@gmail.com * Get a copy of “Rework” (Amazon)
Hunter Smith DDS is a 28-year-old general dentist in Jonesboro, Arkansas. He graduated from the University of Tennessee College of Dentistry in 2014. Soon after, Dr. Smith bought his first practice. After successful management and system changes increased that already successful first practice by 46% profitability in just 1 year, Dr. Smith grew to enjoy learning about the business of practice ownership and ways to improve clinical, business, staff, and patient relations. Building upon the early success, Dr. Smith joined up with a long-time best friend and fellow dental school graduate, Will Little, to form Southern Dental Group in October of 2015. Since forming SDG, Drs. Little and Smith have acquired an additional 5 locations in the last 18 months.
A bonus episode with Dr. Cory Glenn about why being a practice owner is worth it even if you're more into clinical dentistry than running a business. I also get a bit personal and share why I had to drop Blue Sky Bio as a sponsor for our podcast (It's not you, BSB, it's me).
Sign up for the Blue Sky Bio Academy for help and support from Dr. Glenn as you integrate guided implant surgery into your practice: Blue Sky Bio Academy (http://www.blueskybio.academy/public/main.cfm)
Go to BlueSkyBio.com (https://blueskybio.com/) and use the promo code Share Practices Podcast for $200 off any order $500+ or $250 off any Implant starter package.
Email John Cary, the general manager of BSB to tell him you are now planning on using BSB because of our show at JCary@BlueSkyBio.com
Are you looking into an acquisition and wondering where to start? When is the best time to meet with a lender? Should you overpay on student loans or set aside cash to build liquidity? In this episode of the Shared Practices Podcast we are chatting with Matt Porter, a dental broker from Arizona, and we take a deep dive into the many facets of a successful practice acquisition. We get into a great discussion on the dollar amount of goodwill and why that number may mean a lot more to the seller. Matt also walks us through the role of a great broker, taxes and asset allocation, and how you can spot a lemon. It was a joy to record with Matt and he really brings a lot of value to the conversation, so enjoy the episode!
Email Richard@SharedPractices.com or hunterasmithdds@gmail.com with a practice you want evaluated on the show. (Even if you’ve signed a NDA, hunter and I would be acting as advisors and any personal data would be removed before discussion on the show)
Links Mentioned on the Show * Menlo Transitions
- Reach out to Matt: matt@menlotransitions.com
In transitioning, brokering and consulting with dental practices, Matt brings a balance of real estate, tax, accounting and small business acumen. His ability to properly evaluate and leverage both the quantitative and qualitative facets of a dental practice help to provide maximum value to his clients, whether buying or selling a practice. Matt has successfully transitioned dozens of dental offices and represented countless dentists who desire to sell their practice, purchase a practice or secure a partnership.
You know you need systems in your practice to be more profitable and predictable, but how do you start putting them into place? In today’s show of the Shared Practices Podcast we have Dr. Mark Costes, and he walks us through the basics of systemization. We discuss which parts of your practice should be systemized first, the value of leadership in a practice, and the power of checklists. Mark also shares a tip about the potential of over-systemization and how to avoid that pitfall. All that and more on this episode of the Shared Practices Podcast.
Links Mentioned on the Show: * Crucial Accountability by Vital Smarts (Amazon)
* Mark’s website and a link for a FREE copy of his book - Dental Success Institute
* Mark’s dental podcast - The Dentalpreneur (iTunes)
* Reach out to Mark - info@truedentalsuccess.com
Email Richard@SharedPractices.com or hunterasmithdds@gmail.com with a practice you want evaluated on the show. (Even if you’ve signed a NDA, hunter and I would be acting as advisors and any personal data would be removed before discussion on the show)
Dr. Mark Costes is the founder of the Dental Success Institute, Horizon Schools of Dental Assisting, and the author of Pillars of Dental Success. He runs multiple practices, speaks at dental forums around the world, and coaches over 50 practice owners to help maximize profits.
When do most people move into practice ownership? After 5 years? After 1 year? Well, the two guys on our show today bought their first practice when they were in their D3 year! Their story is an incredible journey of the value of hard work, utilizing mentors, and building relationships that you won’t want to miss. Along the way you’ll hear about the power of developing a “start now” attitude, defining your mission and vision to achieve your goals, and the biggest mistake a new practice owner can make. All that and more on today’s episode of the Shared Practices Podcast.
Links Mentioned on the Show * Dr. Mark Costes’ podcast - The Dentalpreneur (iTunes) * Jayme Amos’ podcast - Dentistry’s Ideal Practices (iTunes) * Jayme Amos’ seminars * Dr Tom Larkin * + Productive Dentist Academy + Interview on Gary Takacs’ podcast * The Life and Dentistry podcast (iTunes)
Email Richard@SharedPractices.com or hunterasmithdds@gmail.com with a practice you want evaluated on the show. (Even if you’ve signed a NDA, hunter and I would be acting as advisors and any personal data would be removed before discussion on the show)
Daniel Dela Cruz and Matthew Whitson are both 4th year dental students and they have partnered up to purchase their own dental practice before completing school. They decided to hire an associate with more than 20 years experience in the field to run the practice while they finish up school. Daniel was born in the Philippines and moved to the US when he was 9 years old. Mathew is from Cookeville, TN. The two of them met at the University of Kentucky.
Welcome to season 2 of the Shared Practices Podcast! We’re hitting the ground running with financial advisor Reese Harper. Reese has a wealth of information and we really dive deep on the topic of acquisitions. In this episode you’ll hear about finding the right size practice for your goals, avoiding lemons, understanding the importance of the hyg:doctor production ratio, and the most important thing to consider when acquiring a practice. You’ll also hear about the small piece of advice that changed the trajectory of Reese’s company. All that and more on today’s episode of the Shared Practices Podcast.
Links Mentioned on the Show * Reese’s company - Dentist Advisors * Reese’s podcast - The Dentist Money Show (iTunes) * + Episode #41 Ben Tuinei Explains the Art of PPO Negotiation + Episode #26: 9 People Dentists Need to Know * Matt Porter with Menlo Transitions * Menlo Group for Leases in the Phoenix market
Email Richard@SharedPractices.com or hunterasmithdds@gmail.com with a practice you want evaluated on the show. (Even if you’ve signed a NDA, hunter and I would be acting as advisors and any personal data would be removed before discussion on the show)
Guest Bio
Reese Harper, CFP® is the founder and CEO of DentistAdvisors.com, a financial advisory firm that was originally named Acquire Wealth. Soon after its inception, Reese decided to narrow his focus on dentists and specialist which make up about 94% of his current clientele. His trademark planning methodology called “Elements” is used by dentists all over the country to plan, invest and retire better. Reese also serves as editor of the DentistMoney™ blog.
Welcome to Season 2! In today's episode with Dr. Scott Leune we dive into what it means to implement clinical and business systems in your dental practice.
Visit BreakawayPractice.com to sign up for Dr. Leune's course in San Antonio or learn about their other services.
Dental Intel was the resource Breakaway uses for automatically monitoring key indicators from practice software.
Dr. Leune graduated from UT Health Science Center School of Dentistry in 2005. His dental career began with three startup practices in San Antonio which grew to 80 staff, 10 dentists, and a call center in a very short time. These practices continued to average a combined total of over 700 new patients per month and were all managed by Dr. Leune working a mere 4 days per month. In 2011, Dr. Leune started seven practices in the Dallas-Fort Worth area, opening them within a two-month timespan. Over the last 4 years, through the Breakaway Affiliate Program, Dr. Leune has helped build approximately 80 startup practices nationwide.
For the last 8 years, Dr. Leune has lectured to thousands of dental professionals & executives sharing his proven systems, marketing and practice design, leading to consistently sold-out seminars. He has been featured in numerous dental publications and listed as the ‘most-subscribed-to-person’ on Dentaltown (the premiere online dental community).
Dr. Leune has also created and grown Breakaway’s Support Services and Affiliate Program to include over 270 practices nationwide, adding several more each day. He has continued to redefine practice management, as the leader & expert in profitable dental practice systems to maximize success.
Please email me at Richard@SharedPractices.com if you're planning on acquiring a practice in the next 2 years! I want to know where you are in the process, what questions you have and what you've learned already. Lets figure this out together.
We're wrapping up Season 1 of our podcast and we've decided to make a change: I've gotten a ton of emails from people wanting to know how to buy their first dental practice. Rather than waiting for Season 4 like we had planned, we're moving acquisitions up to Season 2. Season 2 will now be: Practice Acquisitions and Systemization. Today's episode will give you a preview of the acquisition process.
In this episode Jason Wood, Esq. gives us his perspective on:
- When to hire CPAs/consultants/brokers and how you'll know if they're any good (spoiler: it's not easy)
- Personal finance for practice acquisition including when banks will be more flexible with how much cash you have saved
- Why you might not want to buy a house before a practice and Jason offers to take the fall if you need to tell your spouse that you should rent
- The dangers of group disability policies & creative uses of whole life insurance
- A step by step outline for submitting an offer on a practice.
Also, why his firm Wood & Delgado doesn't charge to review associateship contracts for new grads. Hint: You'll have such a good experience that you'll end up hiring them later when it really counts.
Jason Wood is an attorney who is not afraid to tell dentists what he thinks and when they're about to make a decision they'll regret. He is known for his willingness to help and contribute on the Dentaltown.com forums (username jasonpatrickwood) and consistently delivers hard-earned perspective on transitions, acquisitions, partnership and startups. Check out some of his rave reviews from dentaltown users who have used his services:
Jason Wood Dental Attorney Review
Don't walk, RUN to the phone to call Jason Wood!!!
Jason Wood Shout out
Shout out to Jason Wood for self brokered help! Thanks
Contact Jason to discuss a potential deal or invite him to speak at an event:
jason@dentalattorneys.com
(800) 499-1474
Wood & Delgado Dental Attorneys
What's the fastest way to pay off a quarter of a million in student loans? Take out some more debt and buy a practice. That's what Dr. James Heaton of Chandler, Arizona did. In this episode he shared his journey to ownership including partnerships, practice acquisitions and mergers.
You'll also hear about some of Dr. Heaton's favorite CE courses he took to meet the requirements for his FAGD and which courses he would recommend if he could do it all again.
Check out Dr. Heaton's practice at www.SmilesofChandler.com. He can be reached via his email at HeatonDDS@gmail.com
CE courses mentioned in the show:
Progressive Orthodontic Seminars
Midwest Implant Institute
Misch Implant Institute
Spear Education
Endodontics Unsponsored
Thanks again to our Sponsor, Q-Optics. To take advantage of our exclusive offer for $100 off a pair of loupes or $300 of a pair of loupes and light, use the promo code SP16 when ordering. Email Sales@q-optics.com or call 1-800-858-2121 to learn more from a rep in your area.
Reese is the founder and CEO of Dentist Advisors, a registered investment advisory firm with an exclusive focus on dentists and specialists.
Since 2003, Reese has devoted his career to helping dentists plan, invest, and retire better. He is a financial planning thought-leader in the dental industry and a popular speaker at dental conventions, continuing education events, and dental districts across the country.
Reese is also the host of the Dentist Money Show: A weekly podcast dedicated to helping dentists make smart financial decisions. Dentists all over the country are using the Dentist Money Show to plan, invest and retire better.
In today's episode we talk about paying down student loans vs saving for a practice and maintaining liquidity. Does this decision change if the student loans carry a high interest rate? Listen as Reese shares some key insights into this crucial decision.
Listen to Dr. Howard Farran share his uncensored opinions on ownership, finding good associateships and how to learn without spending an arm and leg on CE.
Howard is the owner and founder of Dentaltown.com, a forum, magazine and media network for dentists. Recently he published the bestselling book, Uncomplicate Business, where he shares his years of experience in a straightforward, honest manner. His show is the Dentistry Uncensored podcast, which features daily interviews with dentists from around the world.
This is our first "Metasode," a compilation of clips from the best dental podcasts on one topic. In today's Metasode, we cover the topic of Ownership with clips from the Dental Hacks Podcast, Dentistry Uncensored and the Start Your Dental Practice Podcast.
Listen to the full episodes:
Dental Hacks Podcast 44
Ready, Fire, Aim with Dr. Chris Salierno
http://dentalhacks.com/ready-fire-aim-with-dr-chris-salierno-dhp44/
Start Your Dental Practice Ep. 25
Lessons from the The Dental Attorney That Tells You What You Need to Hear (Even if it`s not what you want to hear) with Jason Patrick Wood
http://dentistmetrics.com/ep-25-lessons-from-the-the-dental-attorney-that-tells-you-what-you-need-to-hear-even-if-its-not-what-you-want-to-hear-with-jason-patrick-wood/
Dentistry Uncensored
247 Private Practice For New Dentists with J. Elliott and Jonny Brennan
http://www.dentaltown.com/Dentaltown/Blogs.aspx?action=VIEWPOST&b=54&bp=3543
Dr. Tarun Agarwal tells new grads exactly where to practice, how to think like a business owner and lays out his personal plan for financial freedom.
Sign up for Dr. Tarun Agarwal's courses:
http://3d-dentists.com
Hear both Dr. Agarwal and Dr. Low at the upcoming Voices of Dentistry summit Jan 27-28 in Nashville, TN
https://voicesofdentistry.com
Dr. Tarun Agarwal represents the next generation of leadership for the dental profession. As a respected speaker, author and opinion leader, he is changing the way general dentists practice. His common sense approach to business, dedication to clinical excellence, integration of technology and down to earth demeanor has made him a recognized educator.
In this episode Dr. Tarun Agarwal (aka T-Bone) shares why he believes that his most important piece of digital equipment is a camera and calls out Dr. Low for not taking more pictures. T-Bone shares his favorite CE courses and advice for how to get the most out of associateships.
Paul Homoly's book: Isn't It Wonderful When Patients Say "Yes"
http://amzn.to/2cQXyZ8
Sign up for Dr. Tarun Agarwal's courses:
http://3d-dentists.com
Hear both Dr. Agarwal and Dr. Low at the upcoming Voices of Dentistry summit Jan 27-28 in Nashville, TN
https://voicesofdentistry.com
Dr. Tarun Agarwal represents the next generation of leadership for the dental profession. As a respected speaker, author and opinion leader, he is changing the way general dentists practice. His common sense approach to business, dedication to clinical excellence, integration of technology and down to earth demeanor has made him a recognized educator.
Dr. Russell Kirk shares his journey to ownership as an oral surgeon. He shares the questions he would ask as a potential associate and the lessons he's learned as a business owner.
Listen to Dr. Kirk's podcast, the Business of Dentistry Podcast and hear him live at the Voices of Dentistry Summit in Nashville, TN, January 27-28.
Go to voicesofdentistry.com and use the promo code "shared" for $200 off your ticket.
Full show notes at Sharedpractices.com/podcast/1-7
Dr. Van de Vyver graduated from the University of Michigan School, of Dentistry in 2006. After 5 less than desirable positions as an associate, he decided to pursue dentistry from a different direction and purchased his first practice. In this episode we learn from Dr. Van de Vyver what he would look for in an associateship and how he is now in the process of moving towards owning 8 dental practices.
Resources mentioned in the show:
Practice in a Pod
http://practiceinapod.com/
So Good They Can't Ignore You
http://amzn.to/2c0uL58
Comprehensive Orthodontic CE
RIchard Litt - F.O.R.C.E.
https://www.forceint.com
Dr Chris Salierno shares his simple checklist for deciding if an associateship is worth it, his opinions on AEGDs and GPRs and how to structure your associateship relationship.
Download the bonus for this episode: Dr. Salierno's Advice to New Grads
Dr. Salierno writes both for his personal blog, The Curious Dentist and as the editor of Dental Economics magazine.
Chris Salierno, DDS, is an internationally-recognized author and lecturer. His audiences include dentists, dental students, office managers, and hygienists. His areas of expertise include practice management, leadership development, implant prostheses, occlusion, and cosmetic dentistry.
< NOTE: If these links aren't working for you, see the full show notes and links at sharedpractices.com/podcast/1-6 >
Dr. David Maloley of the Relentless Dentist Podcast shares his journey to practice ownership and insight into how your personality will affect your ability to lead and own.
Resources mentioned:
Drive: The Surprising Truth About What Motivates Us by Daniel Pink
The Kolbe Personality Test
The Paradox of Choice: Why More Is Less by Barry Schwartz
The Art of the Start 2.0: The Time-Tested, Battle-Hardened Guide for Anyone Starting Anything by Guy Kawasaki
Pocket Casts on iTunes or Google Play
Mark Costes' website: http://truedentalsuccess.com
The Dentalpreneur Podcast with Dr. Mark Costes
Dentist Money Podcast with Reese Harper, CFP
The three books Mark Costes makes dentists read before becoming one of his clients:
- Extreme Ownership: http://amzn.to/2bPIDwX
- E-Myth Revisited: http://amzn.to/2bHDWYO
- The Fred Factor: http://amzn.to/2bXv2XU
Here are the other two books Dr. Costes mentioned:
The Ultimate Sales Machine: http://amzn.to/2bBzmbv
Napoleon Hill's Think and Grow Rich: http://amzn.to/2bPHFku
Jason Patrick Wood, Esq. shares exactly how practice owners take home double the net income as an associate while doing the same amount of dentistry. Less than 1% of dental practices fail and lifestyle flexibility is better for owners wanting to start a family.
Wood & Delgado Dental Attorneys
What does it look like to successfully buy a practice straight out of school? Dr. Derek Williams shares his experience of being a new owner and a new dentist all at the same time.
Download the Practice Analysis Spreadsheet designed by George Hariri
Download the 8 Season Roadmap to Practice Ownership
The MD740 intraoral camera
Welcome to the Shared Practices podcast! This podcast is for dentists who want to own their own practice but don't have the business knowledge or a clear pathway to ownership.
Today we interview Dr. Scott Leune, founder and CEO of Breakaway Practice about his recommendations for new grads to move towards ownership. Dr. Leune brings a wealth of experience and recommendations for anyone considering practice ownership and part two of this interview will be broadcast in our second season.
Download the 8 Season Roadmap to Practice Ownership at SharedPractices.com
Visit BreakawayPractice.com to sign up for Dr. Leune's course in San Antonio or learn about their other services.
Dr. Leune graduated from UT Health Science Center School of Dentistry in 2005. His dental career began with three startup practices in San Antonio which grew to 80 staff, 10 dentists, and a call center in a very short time. These practices continued to average a combined total of over 700 new patients per month and were all managed by Dr. Leune working a mere 4 days per month. In 2011, Dr. Leune started seven practices in the Dallas-Fort Worth area, opening them within a two-month timespan. Over the last 4 years, through the Breakaway Affiliate Program, Dr. Leune has helped build approximately 80 startup practices nationwide.
For the last 8 years, Dr. Leune has lectured to thousands of dental professionals & executives sharing his proven systems, marketing and practice design, leading to consistently sold-out seminars. He has been featured in numerous dental publications and listed as the ‘most-subscribed-to-person’ on Dentaltown (the premiere online dental community).
Dr. Leune has also created and grown Breakaway’s Support Services and Affiliate Program to include over 270 practices nationwide, adding several more each day. He has continued to redefine practice management, as the leader & expert in profitable dental practice systems to maximize success.
Richard Low, George Hariri, Matt Guarino, and Tyler Tolbert share their exhilarating vision for young dentists pondering practice ownership.
www.SharedPractices.com