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Do you have a passion for the entrepreneurial journey but don't know where to start? Dr. Ilona Casellini's exciting path from a budding veterinarian to a successful dentist might be the inspiration you need. Straying from the familiar path sparked by a chance encounter and mentorship from a prosthodontist, Ilona dives into details of starting her own dental practice right out of dental school. Amidst the numerous obstacles in her journey, the key to her success was the mentorship she received, her parents' support, and her pursuit of independence and entrepreneurship.

Ilona sheds light on an area often overlooked by entrepreneurs. She discusses the pivotal role of staffing in her groundbreaking success. Facing the challenges of integrating a retiring dentist's staff into her practice, she transformed hurdles into opportunities. She ends the episode by narrating her boutique-like patient-centric approach that fuels her professional satisfaction and success.

What You'll Learn in This Episode:How mentorship shaped Ilona's career in dentistry.Strategies and challenges of starting a dental practice immediately after school.The complexities of integrating staff in a dental practice.How Ilona's patient-centered approach leads to her fulfilling career and practice's success.The power of strong supportive outlets in the journey of entrepreneurship.
Ready to delve deeper into the strength behind mentorship, a patient-centric approach, and important staffing decisions for entrepreneurial success? Let's jump into this captivating episode with Dr. Ilona Casellini!
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Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍
Guest: Dr. Ilona CaselliniPractice Name: Swiss Quality SmileCheck out Ilona's Media:Website: https://www.swissqualitysmile.com/Instagram: https://www.instagram.com/swissqualitysmile/‍‍
Other Mentions and Links:‍Software/Services:Google AdwordsDarby (dental supplier)Dentrix (practice management software)Dexus (xray software)Sesame (texting/message software)‍Establishments:The University of VermontPenn State University‍Artists/Songs:Bill Withers - Just the Two of Us‍Communities:Dentaltown‍Sports:Pickle ball‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍
Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍‍‍

502: Just the Two of Us | Nurturing 1-on-1 Patient Relationships in a Boutique-Style Practice | Dr. Ilona Casellini

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‍Overwhelmed by the thought of buying or selling a practice? With the right help, finding the right listing price, prequalify prospective buyers, negotiations and financing options can all be a breeze! In this episode, I sit down with Greg Auerbach, a true veteran in the world of dental practice transitions, to uncover the ins and outs of buying or selling a dental practice. Drawing on his wealth of experience spanning over two decades, Greg reveals the critical steps to establishing value and expertly guiding both buyers and sellers through this once-in-a-career process. From the initial evaluation to the final handshake, you'll learn how he holds the hands of dentists, ensuring they are confident and well-prepared for each phase of the transition journey.

We jump into the heated debate: starting a new practice versus acquiring an existing one. Greg discusses the unique challenges faced by newcomers, from building a patient base from scratch to financial burdens and staff hiring. On the flip side, he dismantles common fears around acquisitions and highlights their surprising advantages—like immediate cash flow and a quicker path to profitability. Our conversation also touches on why some practitioners still opt for startups, influenced by factors like the limited availability of practices for sale and the lure of creating a custom space. Plus, Greg shares strategic tips for increasing a practice's market value and ensuring a harmonious post-transition phase, debunking myths around staff and patient retention.

What You'll Learn in This Episode:How to establish the true value of a practice.The comparative advantages and challenges of starting up versus acquiring a practice.Key strategies to manage financial burdens and staff hiring in new practices.The benefits of acquisitions, including faster profitability and immediate cash flow.Common fears and misconceptions about practice acquisitions.Post-transition tips for maintaining harmony and continuity.The importance of gradual changes to ensure a smooth transition.How early engagement can significantly improve market value and streamline the process.Join us as we explore the inner workings of successful practice transitions with, Greg Auerbach!‍‍Guest: Greg AuerbachBusiness Name: Henry ScheinCheck out Greg's Media:Website: http://www.henryscheindpt.com/Email: greg.auerbach@henryschein.com2024 Guide to Dental Practice Valuation: How Much is Your Practice Worth? https://bit.ly/4braykp‍
Other Mentions and Links:‍Software/Tools:Dentrix Indeed‍Equipment:iTero‍TV:HGTV‍Organizations:FTCFDA‍Terms/Concepts:EBITDACapitalization of Earnings Methodology ‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍
Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍

Headache-Free Transitions: Expert Advice on Buying, Selling, and Practice Value | Greg Auerbach | 506

Are you investing enough into cybersecurity? In this eye-opening episode, I'm sitting down with Amy Wood, a renowned cybersecurity and data breach prevention specialist, to uncover the critical importance of spending wisely to protect patient information. Amy reveals why dental practices are prime targets for cybercriminals and lays out essential security measures that can provide robust protection. From business-grade antivirus systems to the significance of encrypted emails, she leaves no stone unturned in exploring the landscape of cybersecurity for dental practices.

Amy dives deep into the cost structure of effective cybersecurity, offering a detailed breakdown of what practices should expect to spend. We explore common pitfalls that can compromise a practice's security and provide practical advice on vetting IT providers to ensure they meet HIPAA compliance and other security standards. With insights into managing costs without sacrificing security, Amy's expert guidance is crucial for any dental practice looking to fortify its defenses against cyber threats.

What You'll Learn in This Episode:Why dental practices are prime targets for cybercriminalsEssential cybersecurity measures every dental practice should implementCommon shortcuts that compromise your practice's securityThe cost structure of maintaining robust cybersecurityHow to vet IT providers to ensure HIPAA compliancePractical advice for managing cybersecurity costs effectivelyThe real consequences of neglecting cybersecurity in dental practices
Tune in to fortify your dental practice against cyber threats and safeguard your patient information with, Amy Wood!‍‍Sponsors:For DSO integrations, startup solutions, and all your dental IT needs, let our sponsors, Darkhorse Tech, help out so you can focus on providing the amazing care that you do. For 1 month of FREE service, visit their link today! https://thedentalmarketer.lpages.co/darkhorse-deal/‍You can reach out to Amy Wood here:Website: http://copperpennyconsulting.comInstagram: https://www.instagram.com/copperpennyconsulting‍Mentions and Links: 

Businesses/Services:Henry ScheinOrganizations:HIPAAFBIChange HealthcareMGM‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: Hey, Amy. So talk to us. What's one piece of advice you can give us this Monday morning? Amy: So it's actually a very unpopular opinion and piece of advice. It's that you need to spend an appropriate amount of money in order to protect patient information. Michael: Interesting. So we need to spend or we don't have to.Amy: talk to us about that then. so what I do is cybersecurity and data breach prevention. I used to be an IT provider mostly in the dental space for almost 20 years, so I know what it's like to have to. Be set up in a way to try to prevent things like ransomware, computer downtime, not planning ahead for your failures, things like that.what I've realized is that mainstream medical has a lot more resources, both financially and just time and people to actually address all things for HIPAA or cyber security, things like that. But dental generally doesn't. It's a much smaller market. The bad news is that a lot of cyber criminals are targeting dental practices because they also know that dental offices don't have the resources.Interesting. Okay. So then when it comes to that ransomware, and I guess spending the right amount of money, how do we know what is the right amount of money and what are we spending it on specifically? on average, I would say if you're spending roughly 150 a month per computer in your You're about on trackand that's just for basic security prevention.That's going to overlap with some cybersecurity. It's going to overlap with HIPAA regulations and just basic business best practices. For having computers in a business. So that's the rough price range on that. Some places are more expensive. So if you're in a major metropolitan area, you might be paying more.You might be paying less if you're more rural or if you try to cut some corners. Which I do not recommend. As far as what things you need to have uh, let's start with the big four. You've got business grade antivirus patches and updates. So running your Windows updates, making sure all your apps are up to date, kind of like we do on our phones, where we run all the Mac updates and then the app updates.It's the same thing for computers. Then we have business grade firewall. I'm not talking about what the internet provider gives to you. And, or Windows Firewall, that's not appropriate either, business grade firewall. And then the last one is probably the most important, it's backups. Right now the FBI is recommending a 3 2 1 approach, three kinds of backups in two different formats, with one of them being completely off site and or offline.know that's a lot. No, Michael: no, no. But it's interesting. So you did mention cutting corners. Do you see this a lot? And where specifically are the most common corners that are cut in a dental practice? Amy: So I see people not having a business grade firewall, not having encrypted email. And I'm also seeing a lot of computers right now that people did a whole bunch of upgrades from Windows 7 to Windows 10, but they didn't actually replace the computer.They just put a new operating system on an old computer. And now we're a few years into that, and these practices want to do things like, Add Conebeam or add 3D Invisalign or anything like that. And they can't do it because these computers, while they might have a current operating system on them, they're really, really old and they just can't handle it.So that's a very common corner that I see cut. Michael: Okay. So do we have to. Always upgrade our computers. Like all right, we all have to buy new computers every five years. Kind of thing. Whenever you're gonna do an upgrade like this. Amy: Yeah, I think it really depends on I'm gonna put my former IT provider hat on for a minute.Uh, I think it really depends on how you purchased it. Did you overbuild it when you purchased it or did you buy the cheapest thing you could at the time? So if you bought the cheapest thing you're looking at maybe three years before it really starts giving you problems. And if you overbuilt it to start with, you're still looking at five years.You might be able to stretch it just a little bit longer than that, but three to five years is the current standard of care. Kind of That expectation for end of life. Michael: Now, what are the really big problems it could get? Let's just say the three or one and you're like, Maybe some people are listening like, Amy, it's been five years and mine's just doing pretty well.It's slow, but what are the really big problems we need to look out for? Amy: So it's things that won't work with older computers, let's say your printer fails. hopefully you have more than one printer in your office, but you have a printer fail and you get a new one. It might not work on that older computer.Or if you have an older operating system on it, you might find that if you're doing anything electronically with your bank, they might not work with that. It's not compatible. So there's this whole interoperability engineering process that has to happen with computers. And it's a lot less important than it was.10, 15 years ago, but dental is about 10, 15 years behind technology wise. So It's a little more complicated than the rest of general business and even mainstream medical. So depend on your IT guys to actually know how to engineer a solution, not just a product. Kind of Like dentists do. It's not what kind of implant you use.Yes, everyone has a preference, but it's more about how you the professional are actually implementing this as a solution for your patient. Yeah. Michael: Interesting. And now one 50 a month, roughly to be on track per computer. Amy: I'll be honest. I charged a lot more. I lived in the San Francisco Bay area.we had much higher cost of living. Michael: Interesting. Okay. So then depending on where you live and you're at one 50 a month per computer, this is how much we're looking at to when it comes to just protect our data from like any ransomware attacks. Okay. Disasters or anything like that. That's the basic.Okay. Because I see a lot in specific groups and specific places, Facebook groups, right? Where they're like, I need a lower quote. I need something different. And so if people are finding a lower quote. Amy: Refurbished computers, which basically means they're new to you, but they're not new computers. I have seen where the I.T. provider is not installing all the programs on the computer. They push that back onto you as the practice to do that work. I kind of look at it as, It costs a certain amount to do a certain job for any specialist any, contractor, you contact a plumber and electrician. It costs a certain amount to do the job if they're charging you less.Something isn't happening. And it's the same way with computers and with security. Something isn't being done because there, there are metrics out there. We know what it costs. Michael: Commonly, what's not being done that you've seen by like agencies, like it. Amy: I have seen not the right kinds of backups. I have seen not having a properly encrypted email.I have seen the wrong kind of patches and updates being done where people think it's being done, but it's not. I've also seen a lot of IT providers use the this will make you HIPAA compliant. Um, I've also seen a buzzwords of, uh, this will make you HIPAA compliant.And the reality is HIPAA compliance is thousands and thousands of pages of regulation and recommendations and tech information. And in terms of HIPAA, the technology portion of it really only represents about 20 percent of HIPAA as a whole. So it's the most expensive and the most fast paced and changing aspect of HIPAA.But it's also the smallest portion of that regulation. So if an IT provider is saying, Hey, we're doing your HIPAA for you. They're doing 20 percent of So I'm seeing a lot of things like that. Michael: Yeah. So can they ever do 100 percent of it or no? Or it's just like, no, it's not in their wheelhouse. Interesting. So they're just doing the 20 percent of it. Now, what questions should we ask them when it comes to like, Hey, are you doing a proper backup? And they're like, yeah, you know, how would you even know? thank you. I can tell you're doing it. So what questions should we ask when it comes to these type of scenarios?Amy: Obviously that so one of the cool things about HIPAA and know I'm the weirdo, I like. regulation. I like being a rule follower. I am the weirdo that loves HIPAA. Part of HIPAA actually requires that you as a healthcare provider and professional do something called due diligence review on any of your subcontractors and business associates, which basically means all your vendors that touch practice management data and patient information.And. Part of that is asking really intrusive questions. So things like, how do you log into our, computer systems? Do you yourself do HIPAA training for your team members? Do you have cyber insurance? So if you screw up we don't have to foot the bill as a practice. And I think the most important one is, do you offshore any of your services?So HIPAA is a U. S. law and doesn't always follow companies out of our borders. And so that's when contracts become really important. That's when having, black and white in writing evidence from them that can hold up in court. Companies like Change Healthcare right now is dealing with a massive data breach for a second time in the last month.And they're having some issues because some of it is due to their lack of security internally. so these are a lot of questions that you can ask, not just IT providers, but all vendors. Michael: Yeah, I know. I feel like with those data breaches Like United Healthcare right, and all them, when it happens, you're kind of thinking like, well, if it got them, we're a small practice, right?Or maybe a multiple practice location, but you're kind of wondering how well is our IT company doing? Or, on the flip side, Amy, let me ask you, how often is this overlooked? How often do you see people kind of just say, it's just IT? Amy: They think it's a commodity in general. Those dental practices look at IT as it's interchangeable.And I adore my father in law dearly, but he comes from a generation where he thinks that all things are equal. The only difference is price. And I see a lot of that in the dental industry. And unfortunately, when it comes to this, that's not true at all. Michael: So is there anything we can do to, I guess, I guess, lack of a better word, like negotiate or if we're like really counting our pennies here and we're saying, Hey, I just can't foot that bill.150 per computer. Is there anything we can do or you got to swallow it? Amy: I think it really depends. That, that pricing is really for kind of a full service. Dental is fraught with all kinds of technology problems. Things just don't always work well. It's antiquated software. Even if you're on cloud, there's still problems.It's just, Finicky and persnickety in general, just dental software is fraught with problems. So if you need someone to just take care of all the problems for you, that would be more of that price point. I know there are a lot of it providers. my own former business was the same way we would do just the security suite.So just the security products. And if you needed. Traditional IT support, as in my printer isn't printing, I put an x ray in the wrong patient's chart, my email isn't sending, I don't know what's going on, the sensor won't fire, things like that. That's what we would consider traditional IT support. a lot of IT companies can bill those hours separately.So that's one way without cutting corners on at least the basics of security. I will tell you that from an IT perspective, if you have those basic business best practices in place and there's some situational awareness on part of the IT provider, then when something happens, it's going to generally be a five to 15 minute problem.Instead of hours of billable time. So we did the calculations for years and we found that most people came out ahead financially by going on the all you can eat option, and they would call us more frequently, but we both had the financial incentive of getting them back up and running as quickly as possible.So we were both losing money if they were down. Whereas in that break fix model, if you're down, the it guy makes a lot of money. So every contractor is believed to just be milking it for the hours flip that model on its head. It's entirely different. And then guess what? best part is now you're not low hanging fruit for cyber criminals.Because you've got at least baseline of security in place. And the reality is most of these hackers, you've got two different categories. You've got people that are going after MGM Shine and Change Healthcare. And you're not stopping someone who's a determined threat actor that's going to get into one of those organizations.They'll find a way into those big companies. But for the most part Small dental practices, the ones that are getting hacked, they're easy targets because they don't have even the basics in place. Michael: Okay. Interesting. Awesome. Amy, I appreciate your time. And if anyone has further questions or concerns, where can they find you?Amy: Copperpennyconsulting. com. I'm all over social media too. I do lots of fun videos, even though HIPAA and cybersecurity isn't always known to be fun or happy. Michael: That's awesome, Amy. I appreciate that. We all appreciate it. And that's going to be found in the show notes below too, if you want to reach out to Amy.So thank you, Amy, for being with us on this Monday morning episode. Amy: Thank you.‍‍

Why Dental Practices are Prime Targets for Cyber Attacks: How to Stay Vigilant | Amy Wood | MME

‍How can a dentist like you navigate a career spanning over three decades AND keep their practice fresh and innovative? In this engaging replay episode, I sit down with Dr. Ivan Valcarenghi, a seasoned dentist from Elmhurst, Illinois, to uncover the secrets behind his 36-year-long journey in the dental industry. Dr. Ivan reveals how the charm of Illinois seasons influenced his choice to stay rooted amidst an exodus to warmer climates. More importantly, Dr. Ivan shares his strategies for combating professional burnout by continuously reinventing his practice. From transitioning from public health service to establishing his own practice, and always opting for quality treatments like tooth-colored fillings, Dr. Ivan emphasizes the importance of standing out in the dental field.

Dr. Ivan also shows us the business side of dentistry, which is often overlooked in traditional dental education. He recounts how learning business and marketing skills through consulting and attending business school played a pivotal role in growing his practice from a modest two-operatory office to a bustling, successful enterprise. Building strong patient relations through excellent communication, using digital technology to educate patients, and viewing dental care as a valuable investment are some of the key approaches discussed. Furthermore, Dr. Ivan’s innovative move to combine dental care with facial aesthetics under one practice showcases his forward-thinking mindset, which has greatly attracted patients and added value to his services.

What You'll Learn in This Episode:How Dr. Ivan has avoided professional burnout over a 36-year careerThe significance of distinguishing oneself in the dental professionThe impact of quality treatments on building a solid practice reputationDr. Ivan’s journey from public health service to his own dental practiceEssential business and marketing skills for growing a dental practiceThe importance of effective patient communication and educationIntegrating digital technology for better patient understanding and treatment acceptanceViewing and positioning dental care as a life-enhancing investmentAdding facial aesthetics to a dental practice and its benefitsNavigating economic downturns while maintaining practice growth and success
Tune in to hear Dr. Ivan's insightful journey and transformative tips for any dental professional seeking inspiration and practical advice!‍(This episode originally aired on 9/8/2022)‍‍Guest: Dr. Ivan Valcarenghi
Practice Name: Radiante Facial & DentalCheck out Ivan's Media:Website: https://www.radiantedentalfacial.com/Email: drivan@radiantedentalspa.com‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍
Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍

36+ Years of Career Growth: A Case for Constantly Reinventing Your Practice | Dr. Ivan Valcarenghi | 505

Are you an aspiring practice owner feeling overwhelmed by the prospect of starting or buying your own practice? In this episode, Kevin Klingshirn offers indispensable guidance tailored just for you. Drawing from his vast experience, Kevin emphasizes the power of resilience, the importance of seeking mentorship, and the critical need for a clear vision of your ideal practice. We explore how Dentagraphics can be a game-changer in helping you make well-informed decisions by providing location and demographic insights.

We dive deep into the intricate challenges that come with starting a business, from spotting the right opportunities to understanding market dynamics. Kevin shares his wisdom on leveraging patient demographics and assessing competition, ensuring you’re well-prepared to build a thriving practice. This episode is a must-listen for anyone wanting to harness the power of vision, comprehensive market analysis, and strategic planning in their journey toward successful practice ownership.

What You'll Learn in This Episode:Why it's essential not to fear failure in practice ownership.The benefits of seeking help and mentorship in your journey.How to define a clear vision for your practice.The role of Dentagraphics in location and demographic assessments.Key challenges practice owners practice owners face and how to overcome them.The importance of understanding patient demographics and competition.
Don't miss this chance to turn your practice ownership dreams into reality. Tune in now!‍‍Sponsors:
Studio 8E8: Dentistry’s story-driven marketing agency. Traditional marketing repels. Story-first dental marketing attracts.We bring your story to life in a way that captivates and connects: https://s8e8.com/affiliates/tdm?utm_source=tdm&utm_medium=affiliate&wc_clear=true‍You can reach out to Kevin Klingshirn here:Website: https://www.dentagraphics.com/Email: kevin@dentagraphics.com‍‍Mentions and Links: 

Businesses/Brands:StarbucksChipotleTargetBank of America‍Software/Tools:Google Meet‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: Hey, Kevin. So talk to us. What's one piece of advice you can give us this Monday morning,Kevin: Monday morning piece of advice knowing your listeners, know, the primary audience is going to be. Young practice owners, and I'll gear this towards those that haven't started a practice or bought a practice, basically haven't entered practice ownership.This is what we help doctors with. one piece of the big puzzle, right? We'll talk more about it in a bit, but demographics, we help doctors figure out like where to start a practice, where to buy a practice, if a location is good or not. We talk to a lot of nervous practice owners. So what I mean by that is.They're going to be first time business owners. They're going to be serious business owners. The general practice is a serious thing. It's a big production. And it comes with a lot of responsibilities. My advice would be just get used to not knowing what you're doing. Get used to asking for help, get used to doing things that are really unfamiliar and you have no idea how they work.The reason why I can relate to it is just because we started this business about 10 years ago now. Seems like a really long time when you say it out loud, but in those 10 years, just as a, a small business owner here at demographics, we've had to do a lot in terms of running a business, hiring operations, fulfillment of the reports and products that we offer, taxes.everything that comes with just being a small business owner. I would guess the idea is, don't be afraid to fail. Don't be afraid to not know, you're always going to be intimidated, but day. The course, why I want to loop this back is a lot of practice owners. They just won't jump in or they're scared to jump in.it's scary. You're never completely ready. We probably weren't completely ready to. Started business when we started a business, but just with time, with talking to people, figuring out, who, good for your team, who's bad for your team, all the world works. that's the only way you're going to get through it.And that's now how we've created a very successful businesses 10 years later. And I think there's a lot of parallels to practice ownership. Michael: Nice, man. One thing you mentioned is, even if you feel like you're, like, completely unready, still you need to jump in, but what would you say if you're looking at two people who are potentially wanting to own a practice, and you tell them, hey, give it more time to one, and then you tell the other one, oh, no, you're ready, you're just overthinking it.what are the signs of give it more time? Kevin: our case, specifically, give it more time in somebody that just doesn't really know where they want to go. They don't know the type of practice that they want to eventually own.They don't have that vision currently laid out.They maybe have just been almost like peer pressured into, I'm of the age where a lot of my peers are starting or buying dental practices. Therefore I should be as well. Everybody's path different. and this goes back to what I was talking about. You don't need to be ready to handle every part of running a business because you probably never will be.somebody has been trained in a very specialized way through school. And then they do. An associate job for however many years. They still don't learn how to run a business. You'll never know exactly how to run a business, until you really just start doing it. But somebody who is ready versus somebody who's not is having a pretty clear vision for the type of practice that they want to do.Own, they know where, and that's really what we help them with. somebody that doesn't, say, you know, type of patient that I want to work with anybody, where should I go anywhere? Well, I'll make money. That's probably not somebody that's quite ready to jump in. Michael: Now, at Denti Graphics, do you see that a lot?Do you see where people are like, Hey man, I'm just going to be peer pressured? Kevin: The term peer pressure doesn't really come up because it's Negative scary. And maybe they don't want to admit that it is peer pressure, but people that just gone through the motion of school associate work, and now it's probably time to buy a practice or start a practice.So that's what I should be doing, but they're just not ready for it. Michael: Gotcha. Anything you recommend that we can like self evaluate? Because I'm sure some people are listening to this and then they're thinking, Snaps, maybe I've been peer pressured. Maybe I'm looking at my Facebook groups and I'm like, it's time for me to be a practice owner too.Kevin: So for me, I just gauge it by talking to people and you can just tell who's ready, who's not, who's taking this seriously versus who's, just asking the questions that they maybe think they should be asking, or, you know, really green questions. Like, I don't know anything about this. I think I'm looking to start a practice for the first time or buy a practice for the first time.and I guess I should start here. I would go back again to like, knowing generally the type of practice that you want to start or buy in the type of community where you want to start or buy in the general area where you want to start or buy.things like that are what come to mind there. Michael: Gotcha. Okay. And then you also mentioned to get used to asking for help when it comes to what y'all initially do, Is that how that kind of came out to be is like, Hey we'll find the right location, the exact specific thing because you felt that wasn't happening or, Kevin: the business was started by my partner here, Kent, uh, 10 years ago, and his background was in like city planning and figuring out like where within a city might be a good place for a project to take place. my brother actually worked in the dental space. He still does. he was with Bank of America 10 years ago, and he was the one who said, Kent, you know, I think that there's an opportunity for this.and I think you'd be really good at it. And Ken kind of checked it out and he's like, yeah, I do think I'd be really good at that. I jumped on board about a year and a half later, when the business got big enough where he couldn't do it all on his own, but it all started with just like identifying an opportunity.It sounds a little cheesier, funny, but kind of with a focus on things like maps and data demographics. Figuring out like where within a city would be a good place do something. I've always been intrigued with like, how does Starbucks and Chipotle and target, how do they figure out where to put their stores?So then when we had a target on the dental space. It was both, a good opportunity to tackle, and Kent had experience in it. I did not to be frank, but something that interests me, just from the job and everything's where I took off from there. Michael: Nice man. Now I've heard of this and I've seen this and we've had a lot of, uh, people on the podcast who either have looked at a location and then they said, the demographics don't work, but I'm still going to do it.Or they've gone the other way, right? Where doesn't work and I'm not going to do it. Now, the ones where it says, I'm still going to do it. What I guess to you, would you recommend if someone goes through this whole process and says, I still want to do it here and it's okay, then just do it. Kevin: Sure. Michael: But is there a, better solution or what do you think?Kevin: I've always saw it. Cause we've talked to people like that. It's like, I'm from this quaint town in California. That's really competitive. And I'm going to start or buy a practice there. I'm going to start a practice there because there's no practices there to buy. If that's your mindset and that's what you want to do, you should do that.doesn't matter how much competition there is. would say, look at, the type of practice that you want to start or buy. And presumably, if you're familiar with the community, you're familiar with the type of dentistry that you'd be doing there. But I think that the right practice owner can take a practice.Really competitive, challenging market through the lines of a startup and make it work just by being driven, standing out, being different, good marketing. but it is our job to assess it and say like, Hey, based on what you want to do, this could either be tough or this looks like a. full go green light.Now, when we do identify those opportunities where the doctor wants to be there, and then we look at it and it's like, Hey, this looks pretty good. got to think that you're gonna have a better shot there initially than a really competitive market. A lot of it comes down to just like supply and demand.Supply of existing practices in an area demand through demand for dental care to kind of simple things that we want to measure to figure out if it's a good area, not considering what this, practice owner might want to do, but anybody that's just dead set on like, Hey, this area I'm from there.This is where I'm going to open their dental practice. Good for you. You've already identified like, one piece of this vision puzzle that I Talked about initially where what's your vision? What's your goal? Like, What do you want to do? What kind of practice do you want to have? If you already know exactly where that practice is going to be, who am I to tell you that you can't have a successful practice there?Michael: Yeah. Interesting, man. So does dendrographics kind of like you guys assess all that with the practice owner? Cause I always, I don't know why I always just thought like, Oh no, we're just going to find you your location and that's it. Kind of thing. Or like, we're going to look at your demographics and that's it.But do you go through that whole background with them? Kevin: We always want to start with describe to us your ideal patient base. And then how a typical process will look like is it's like, okay, I'm in, greater Charlotte. I'll start a practice anywhere in greater Charlotte that matches my ideal patient base.So if this person tells us my ideal patient base is upper middle income homeowners that's a family centric area with strong home ownership and it's stable and high growth and everything like that. let's go out and find you a practical area. think like population density.There's a large market there for dental care large enough. People living in the area, basically, let's not recommend that you start over a national park because there's no competition. And the few people that live there are in your target, patient profile, we find you a practical area that matches your ideal patient base.That's also. Not hyper competitive relative to the area, the less competition, the better. If we can match those other two things, practicality, and then a fit with the patient base that you're going for. Michael: So then in Kevin: the case of like greater Charlotte, if we go through the entire area, we'll come back and we'll say, Hey, these top areas, they match what you're looking for the best.Now it's part two of the job is then to go out and we don't know inventory of available. Real estate. Right. So can you go out and figure out where are there available properties in these areas like in greater Charlotte that matches what you're looking for that's in the areas where we've recommended and of course consider other things.The terms of the real estate that you're looking at, uh, are you fond of the area? And that's all part of the site selection process until ideally in the very end, you find a location somewhere that you're fond of somewhere where the price is right. The terms are right. and then where we've generally recommended that you look when we assess the market at the beginning.Michael: Gotcha. Okay, man. That's interesting. So all that kind of comes into, and then is that like a specific, if you don't mind me asking, Uh, for that, is it everybody's different or is it like a set thing or what does that look like? Kevin: So in terms of our services or products we have two types. We have a platform software basically where somebody can go on there.It's a little bit more DIY. And run their own research, work with us directly to like assess areas. So picture you get access to software and then you're working with me on the side to like do Google meets and look at different areas and assess locations. So that would be our subscription side of the business.On the other side is what we call like our legacy business, and that's our custom reports. There's two reports that we sell. There's a single site study and there's an area analysis. The area analysis, that's the first one I laid out where doctors in greater Charlotte, they don't know where to go. We're going to recommend where we think are the top areas for them based on again, competition, ideal patient base, practicality.That area analysis is 699. The site study, that's As in depth as we can get on one specific office location. So is one, two, three main street, Concord, North Carolina, good location for the startup dental practice that I want to get going here. So everything we can tell a doctor about one, two, three main street.Is it a fit with your patient base from very weak to very strong? You know, How do we assess it? But between the. Software in the report side of the business, two different types that we, I would say at this point about equally, sell in terms of like what people buy, but it's, do you want to do it the more do it yourself route?So this is people getting on our web app, running their own searches, we have a lot of cool tools in there. We wouldn't, you know, 15 minutes, unfortunately, wouldn't cover. A full like product overview, but like you can send mailers to off market dental practices. If you're looking to, purchase a dental practice, you can run an instant search on a location.And we've even rolled out like a new tier, which is designed more for like the existing practice owner. It's called the grow tier, where. You can plot your patients at an active dental practice on a map. So like if I have two locations in greater Columbus, Ohio, and they're five miles apart, but I want to see like every patient down to the address level, like where they fall on a map within drive times, where they're coming from, if there's a part of Columbus where you're not getting a ton of patients, but you know, that's an area where.the demographics match your preferred, like patient type. We can like market to those areas. And then there's also a direct mail tool now that we just wrote out it's targeted direct mail, where we can say like, all right, I'm in Columbus, Ohio, I want to target, a pediatric dentist in Columbus, Ohio, I want to go after new movers.With children income of, this number and above how many households meet that criteria. And then directly through our app, send them direct mail at like 59 cents a piece. So it's really affordable. It's super targeted. And it's another tool that we've rolled out to help, not just those starting by doctors, which has primarily been over the past decade, our wheelhouse, but now to, Existing practice centers to help grow their practices.So again, if we did like a total product overview, it would take a bit, but we've grown a lot since those legacy reports, the area analysis, the single site study don't sell a ton of them. But, uh, we're of course always looking for new ways to like fill in gaps where maybe we don't fit. We don't have a product that fits exactly what somebody is looking for.can we create products to do that? Michael: Yeah. Kevin: all sort of under the umbrella of data analysis, competition, mapping, and things like that. Michael: Awesome. Awesome, Kevin. I appreciate your time. And if anyone has further questions, where can they reach out to you directly? Kevin: I am easy to get ahold of my emails.Kevin at denta graphics. com. our website is denta graphics. com. You can book a demo on there just to meet one of us here and talk about where you're at in this process, how we can help discuss your search, things like But yeah, we're easy to get a hold of. So anybody that wants to reach out again, Kevin at dendrographics.com is my email or the website's dendrographics. com. Michael: Awesome. So that's going to be in the show notes below. And Kevin, thank you for being with me on this Monday morning episode. Kevin: Thank you, Michael. Appreciate you having me here. ‍

Overcoming the Fear of 1st Time Practice Ownership | Kevin Klingshirn | MME

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What does it take to successfully market a practice and bring in new patients in today's world? In this compelling episode I'm sitting down with, Karen Galley, the insightful co-owner and president of Patient News and Practice ZEBRA. With over 30 years of specialized experience in dental marketing, Karen takes us on a journey through the foundational elements of successful dental marketing strategies. She sheds light on the unique offerings of Practice ZEBRA, a versatile software product that enhances marketing efforts through comprehensive services like call tracking, scoring, and detailed KPIs for marketing success. Whether you are just starting out or looking to optimize your current marketing, Karen's vast knowledge provides a robust solution tailored precisely for dental practices.

Throughout our conversation, Karen digs up the common marketing pitfalls that dental practices often encounter. Karen provides a magnifying glass into these errors, breaking them into three categories: strategic, operational, and executional. From the lack of clear differentiation in a practice's mission, to operational inefficiencies like poor call handling, each mistake is explored with an eye toward solutions and optimization. Karen’s advice doesn’t just stop at identifying problems though; she offers actionable strategies to improve your marketing approach by emphasizing consistent brand messaging, thorough market research, and effective budget allocation. This episode is an indispensable guide for dental professionals looking to enhance their marketing game.

What You'll Learn in This Episode:How to identify and correct strategic, operational, and executional marketing mistakes in your practice.The unique features of Practice ZEBRA and how it can streamline your marketing efforts.The importance of understanding your practice's unique selling proposition.Advice for aligning marketing strategies with your practice’s vision and goals.Tips for efficient resource and budget allocation in dental marketing.How to analyze marketing attribution and channel ROI to maximize returns.Insights into refreshing your online presence with modern web design and SEO practices.
Let's transform your practice's marketing efforts with, Karen Galley, today!‍‍
Sponsors:
‍Oryx: an all-in-one cloud-based dental software created by dentists for dentists.
Patient engagement, clinical, and practice management software that helps your dental practice grow without compromise. Visit Oryx today for a special TDM offer! (Just click or copy and paste the link here) https://thedentalmarketer.lpages.co/oryx/‍Guest: Karen GalleyBusiness Name: Patient NewsCheck out Karen's Media:Website: http://patientnews.com‍Free Consultation & Demographic Review: https://patientnews.com/consultation‍More New Patients/Practice Awareness: https://patientnews.com/portfolio/direct-mail-neighborhood-newsletters‍Websites & SEO:
https://patientnews.com/portfolio/websites-seo
https://patientnews.com/messy-mistakes-in-dental-websites‍Free Downloads:
https://patientnews.com/whitepaper-download-how-top-dentists-generate-revenue
https://patientnews.com/whitepaper-download-is-direct-mail-dead‍
Other Mentions and Links:‍Software/Tools:Google AdsPractice ZEBRA‍Helpful Resources:Practice Growth Calculator‍Books:Understanding Dental Insurance: A Guide for Dentists and their Teams‍People:Dr. Shahin SafarianDr. Travis Campbell‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍
Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.

502: Just the Two of Us | Nurturing 1-on-1 Patient Relationships in a Boutique-Style Practice | Dr. Ilona Casellini

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