Dental Unscripted | Getting into Ownership and Practice Management Insights

Most dental practice owners take home 30% and call that real profit, but if an associate can in and costs you the same percentage, the practice itself earned nothing.  Essentially you are breaking even! That's the math Omar Virjee runs with every one of his 600+ dental clients, and it changes how owners see their own P&L overnight.

SPECIAL GUEST ON THIS EPISODE:
Omar Virjee, CPA - CEO & Founder, Virjee Consulting
Dental and medical CPA serving 600+ practices nationwide
14 years specializing in dental practice financial planning and tax strategy.  Entrepreneur since age 14, exited his first business at 21
Active real estate investor and practice profitability advisor

What you'll discover in this episode:

• Why depreciation and amortization inflate your expenses and hide what you actually made
• The difference between tax income and real income, and why your CPA tracks both
• How mid-year tax planning between August and September unlocks $40K–$60K that April filing misses
• Why 25% EBITDA means your own practice outperforms the S&P 500 as an investment
• The QBI/Section 199A deduction and the income threshold that makes it free money
• How to build the three-legged stool, practice value, real estate, index funds
• What "golden handcuffs" actually look like on a dental P&L
• Why saving $100K/year for 10 years generates enough passive income to cover half your family's expenses

Perfect for dental practice owners, associate dentists planning to buy, and any dentist who reads their P&L and doesn't trust what it says.

The wealth conversation dental school never had, and the one number that tells you whether you own a business or just a high-paying job.

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Subscribe and watch on YouTube:
https://www.youtube.com/@DentalUnscripted

Learn more about Next Level Consultants:
https://nxlevelconsultants.com

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Topics covered on this podcast:
dental practice finances, dental practice profitability, dental tax planning, dental financial planning, dental CPA, dental practice ownership, profitability in dentistry, dental EBITDA, dentistry and finance, dental practice financial tips, dental business, dental practice management, building wealth in dentistry, dental entrepreneur advice, dental practice expenses

Production by © Dental Unscripted 2026

The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Your dental team's burnout isn't about workload, it's about four leadership failures you can fix starting today. We break it down so that it makes perfect sense.

Mike Dinsio and Paula Quinn explain why dental teams burn out. From tolerating unreliable employees out of fear to micromanaging without systems to back it up, this episode names the patterns that destroy morale and gives you the reset framework.

- Why keeping one bad employee burns out every good one watching you tolerate it
- The "CEO effect", how business education creates micromanagement your team wasn't prepared for
- How a 4-person team produced $800K at 50% profitability with tight systems
- Why recognition done at the wrong time enables bad behavior instead of fixing it
- The difference between rescuing employees and actually recognizing them
- How to reset expectations and accountability without being a tyrant
- Why most offices aren't understaffed, they're disorganized

Perfect for dental practice owners, associate dentists considering ownership, and office managers navigating team performance and daily operations.

Burnout doesn't get fixed by self-care weekends. It gets fixed when the owner takes accountability for the culture they've allowed and makes the hard staffing decisions they've been avoiding.

🔗 Watch on YouTube: https://www.youtube.com/@DentalUnscripted
🔗 https://nxlevelconsultants.com

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Keywords: dental practice leadership, leadership in dentistry, dental team optimization, running a dental practice, dental practice management, dental business, dental practice challenges, practice management, dental practice operations, dental practice profitability, dental coach, dental practice efficiency, dental consulting, dental burnout, team retention

Production by © Dental Unscripted 2026.
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Earning 30% as an associate means zero equity. Practice ownership is the retirement move that changes everything when done the right way of course. Michael Dinsio and Paula Quinn deliver this 2-minute breakdown of what associates are really leaving on the table. Paula shares how buying a practice (even while paying a dentist 30% and carrying a loan) catapulted her retirement from way behind to back-on-track in about three years. Plus: Why dental startups in areas growing 15–20% year over year are hitting $1M in year one.
Get the FREE "First Steps of A Startup" from Michael & Paula Here: https://nxlevelconsultants.com/wp-content/uploads/2026/02/Starting-Up-E-Book.pdf

• Why 30% production pay will never build real wealth
• How dental practice equity accelerated retirement by years, not decades
• The location strategy behind $1M first-year dental startups
• What 15–20% year-over-year growth looks like in underserved markets
• Why picking where patients need you most is the #1 startup decision

Perfect for dental associates weighing ownership, dentists exploring a dental startup, and anyone serious about building net worth through dental practice ownership.

The opportunity cost of waiting isn't getting a raise every year as an associate, it's another year of equity you'll never get back.

🌟 Love the show? Rate and review Dental Unscripted it helps other dentists find us! 🫶

Subscribe on YouTube: https://www.youtube.com/@DentalUnscripted
Website: https://dentalunscripted.com
Instagram: https://www.instagram.com/nxlevelconsultants/

Keywords: owning a dental practice, dental startup, dental practice ownership, starting a dental practice, dental entrepreneurship, practice ownership journey, dental practice startup, dental practice profitability, dental business, growing a dental practice, dental practice growth, dental startup tips, dental practice finances, running a dental practice

Production by © Dental Unscripted 2026
 The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

You're taking on a lot as an associate, the clinical liability, production quotas, the team drama, the no-shows, AND you're only keeping 30% of production. The other 10–20%... That's going to the owner of the practice. That's also equity you are building for someone else every year you wait to get into ownership.

Michael Dinsio and Paula Quinn lay out the five 'Opportunity Costs' that keep dentists stuck as associates when they should be building wealth through a dental practice startup. Paula Quinn shares how three years of ownership took her from "I'm going to be 100 before I can retire" to getting financially ahead of the curve, even paying another dentist 30% and servicing her business loan.

What we will discover:

• Why the equity "cream" above your 30% paycheck is where real wealth starts, and why associates never see it
• How 5 NLC startup clients hit $1M in year one by choosing high-growth locations most dentists overlook
• The $100K marketing play: save on buildout, spend on patients, and why $30K isn't enough
• How one Colorado startup spent $10K/month on mailers and pulled 120 new patients monthly
• Why quitting your associate job at breakeven is a "double-double" mistake that costs you twice
• The milling machine trap and other equipment decisions that drain startup budgets
• Why $1,000/month invested at 35 beats $18K/year crammed in at 55 (Mike tells the story about his dad).

Perfect for associate dentists considering ownership. This episode gets into dental practice startup and managing the buildout, marketing, and working as an associate to give you the roadmap to successfully hitting 1 Million dollar Year One in a dental practice startup.

The real cost isn't what it costs to do a startup, it's the $2–4M net worth you'll never build by staying an associate. Every year you wait, compounding works against you instead of for you.

🎥 Watch the full episode on YouTube
https://www.youtube.com/@DentalUnscripted

Visit Our website Next Level Consultants, where Mike and Paula provide services to dentists who want to own or already own.
🌐 https://nxlevelconsultants.com

🌟 Love the show? 
Rate and review on Apple Podcasts or Spotify, it takes 10 seconds and helps other dentists find us! 🫶

This show covers in depth these topics: 
dental startup, starting a dental practice, dental practice startup, owning a dental practice, dental practice finances, dental entrepreneurship, dental marketing, dental business, dental startup tips, practice management, dental practice profitability, dental practice ownership, running a dental practice, dental practice growth, dental startup advice, practice ownership journey, dental practice revenue, dental coach

Production by © Dental Unscripted 2026
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Your broker pulled the reports and your CPA checked the financials but neither of them dig into the practice operationally at the ground level, you know where the reality of how a practice operates is hiding in plain sight. This episode breaks down "the chart audit that actually protects dental buyers."  Michael Dinsio, MBA and Paula Quinn, BSDH walk through the due diligence layer, the operational chart audit that reveals whether a dental practice acquisition will support or sink its new owner after closing day.

What you'll discover:

• Why a broker reported 1,500 active patients but the real number was closer to 1,000
• The 18-month rule for separating true hygiene patients from inflated software counts
• How pre-appointment rates predict whether your schedule will be full or empty in six months
• Why $200K in ortho revenue became a liability for a buyer who couldn't do the procedures
• How transition plans quietly eat cash flow when nobody re-runs the projections
• What procedure code clusters reveal about complex cases you may not be able to replicate
• Why AR reports and collection protocols expose front office problems before you close
• The difference between validating broker data and auditing real operational risk

Perfect for dentists in the acquisition process, first-time buyers navigating due diligence, and anyone focused on dental practice profitability before and after the close.

The real risk in buying a dental practice isn't in the numbers your CPA already checked, it's in the operational patterns nobody examined. This episode gives you the framework to audit what actually matters before you sign.

Subscribe and watch on YouTube: https://www.youtube.com/@DentalUnscripted
Website: https://dentalunscripted.com

🌟 If this episode helped you feel more prepared for your acquisition, leave a rating and review, it helps other dentists find us. 🫶

Keywords: dental practice profitability, buying a dental practice, dental practice acquisition, dental practice management, practice acquisition, dental practice operations, dental practice finances, dental practice challenges, owning a dental practice, practice ownership journey, dental business, dental practice tips, dental practice hacks, running a dental practice, dental coach

Production by © Dental Unscripted 2026
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Most dentists close on a practice, lock in the business overhead policy, and assume they're fully covered. But that policy pays your staff, your lease, your equipment loans, and after all of that, there's nothing left for your mortgage, car payment, or family expenses. Michael Dinsio and Paula Quinn break down the insurance gap that catches practice owners off guard and the two-policy setup that closes it.

What you'll discover: why business overhead insurance leaves your personal income completely exposed, the surprising stat, dentists face nearly the same disability risk as construction workers, how relying on one policy leaves you short on both sides, the two-policy action plan every buyer and startup owner should lock in before closing day, and why personal disability coverage is the piece most docs skip until it's too late.

Perfect for dentists buying a dental practice, planning a dental startup, or already running a dental practice without both policies in place.

Here's the reality: disability risk doesn't care that you went to dental school. The physical demands of clinical work, awkward positioning, fine motor repetition, neck and shoulder strain, add up fast. Owning a dental practice means protecting it and yourself, and the time to get both policies locked in is before you close, not after. Head to nxlevelconsultants.com to book a consultation.

Subscribe on YouTube: https://www.youtube.com/@DentalUnscripted
Website: https://dentalunscripted.com

If this episode helped you rethink your coverage, leave a rating and review. It helps other dentists find the show. 🌟🫶

Keywords: owning a dental practice, starting a dental practice, running a dental practice, dental practice finances, dental startup, dental practice expenses, dental financial planning, dental practice financial tips, practice ownership journey, dental entrepreneur advice, buying a dental practice, dental practice ownership, dental practice challenges, dental practice operations

Production by © Dental Unscripted 2026.
 The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Your lender may not require insurance for disability or life anymore, but skipping them could cost you your practice, your estate, and your family's financial security. Michael Dinsio and Paula Quinn sit down with Stephanie Pearson, MD, FACOG (Pearson-Ravitz / Earned Wealth), a former OBGYN whose own career-ending injury turned her into one of the leading insurance advisors for dentists and physicians.

LISTEN TO DISCOVER:
Why 1 in 4 professionals file a disability claim and dentists carry injury risk comparable to construction workers, the critical difference between personal disability insurance and business overhead insurance and why you need both, what business overhead actually covers (associate salaries, leases, equipment, up to 3 loans — but not your paycheck), how much emergency savings practice owners should really have (hint: more than two months), why women pay roughly double for disability and should lock in coverage before family planning, the fire sale scenario that happens when an owner dies without life insurance on the practice loan, how convertible term life insurance locks in your health class forever, and the residency discount that stays on your policy for life.

SPECIAL GUEST ON THIS EPISODE:
Stephanie Pearson, MD, FACOG - Managing Director of Insurance at Pearson-Ravitz (Earned Wealth). Former OBGYN turned insurance specialist after a career-ending shoulder injury. Co-founded Pearson-Ravitz, now part of Earned Wealth's integrated financial platform for healthcare professionals.
 https://www.earned.com/insurance

Perfect for dentists buying a practice, dental startup owners, associates planning for ownership, and anyone navigating dental practice finances and dental practice ownership decisions.

KEY TAKEAWAY:

• Lenders relaxing their insurance requirements doesn't mean you don't need protected, it means you're more exposed!
• Personal disability, business overhead, and life insurance aren't optional line items. 
• These three policies keep your income flowing, your doors open, and your family's assets out of the bank's reach.

Subscribe on YouTube: https://www.youtube.com/@DentalUnscripted
Visit our Website: https://dentalunscripted.com

Rate and review the show! 
it helps us reach more dentists on the ownership journey! 🌟 🫶

Production by ©Dental Unscripted 2026.
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.
 
Topics we cover on this show:
dental practice ownership, disability insurance dentist, business overhead insurance, life insurance dental practice, buying a dental practice, dental practice finances, dental financial planning, dental startup, dental practice expenses, owning a dental practice, dental entrepreneurship, dental practice challenges, practice management, dental practice profitability, dental startup advice

Starting a dental practice sounds expensive, until you see the actual numbers. The real financial trap isn't the startup. It's chasing acquisition cash flow. Mike Dinsio breaks down the thought process behind dental startups and why the fear of a startup is holding most dentists back. He explains how the break-even point with a lean team makes more sense than buying a practice. Sometimes buying quietly turns into a big investment you never expected.

EBOOK!
https://nxlevelconsultants.com/wp-content/uploads/2026/02/Starting-Up-E-Book.pdf

Think a dental startup means no income? The real financial trap is chasing acquisition cash flow.

Mike Dinsio and Paula Quinn break down the real math behind dental startups and why the financial fear is almost always worse than the reality.

What you'll discover:

• clients break even timeline - industry average is 6-8 months
• The 2-employee, 3-day lean model that controls overhead without sacrificing patient experience
• How $80-100K first-year income + your associate pay matches what most dentists are already earning
• The "startup inside an acquisition" trap – Visionary dentists keep falling into this trap
• Why startup owners learn every piece of their business and scale faster

Perfect for associate dentists considering ownership, startup-curious dentists stuck on the financial fear, and anyone debating acquisition vs building from scratch.

Chasing cash flow is doing a deal with the devil. If you know what kind of practice you want to build, a startup isn't the risky path, it's the only one that doesn't compromise your vision.

Subscribe on YouTube: https://www.youtube.com/@DentalUnscripted
Website: https://dentalunscripted.com

🌟 Love the show? Rate and review on Apple or Spotify - it helps other dentists find us! 🫶

TOPICS WE COVER ON THIS SHOW:

dental startup, starting a dental practice, dental practice startup, buying a dental practice, dental startup tips, dental practice ownership, owning a dental practice, practice ownership journey, dental entrepreneurship, dental business, dental practice management, dental consulting, dental startup advice, practice management, dental practice challenges

Production by © Dental Unscripted 2026.
The content provided is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Most dental practices blame marketing for low patient flow, but the real problem is an internal one - "How to audit and fix your front office conversion leakage!"  Mike Dinsio and Paula Quinn sit down with Guido Tebano, CMO of Market My Market, to explore the #1 thing nobody is paying attention to: What happens inside your practice when a lead calls. 

This is part 3 of a marketing deep dive revealing why office execution (not just lead generation) determines your practice growth and profitability.What you'll discover in this episode:

• Why most dental offices lose 70% of incoming leads before they ever schedule 
• The art of phone answering and why it's the highest-ROI skill in your practice 
• How to identify your best phone closer and strategically route calls to them • Why tracking call metrics exposes the real bottleneck (front office vs. marketing vs. dentist) 
• The customer service failures that kill conversions (and how to build a playbook to fix them) 
• How AI and call recording can pinpoint exactly where callers drop off 
• Why patient experience starts at "hello"—and how tone of voice impacts case acceptance

Perfect for practice owners scaling to $1.5M+, startup dentists optimizing their front office, and anyone frustrated with marketing ROI who hasn't measured their internal conversion rate.

SPECIAL GUEST ON THIS EPISODE:

Guido Tebano is CMO and founder of Market My Market, specializing in data-driven patient acquisition and practice profitability analysis. His demographic studies help dentists determine whether their market can support their growth goals, and if their internal systems can close those leads. Visit https://marketmymarket.com to get more info about working with them.

Marketing is only half the equation. Your practice's real competitive advantage lives in how your team converts the opportunities that walk through the door. This episode gives you the framework to audit, measure, and fix your biggest revenue leak.

Subscribe to Dental Unscripted:
YouTube: https://www.youtube.com/@DentalUnscripted
Website: https://dentalunscripted.com

🌟 Rate and review the show on Apple Podcasts and Spotify 🫶 It helps us reach more practice owners.

growing a dental practice, dental practice growth, practice management, dental business, practice efficiency, dental practice leadership, patient experience, dental practice challenges, conversion optimization, dental startup tips, practice acquisition, dental entrepreneurship, practice profitability, patient conversion, front office management

Production by © Dental Unscripted 2026.

The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.