Dental Unscripted | Getting into Ownership and Practice Management Insights

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.

Should you drop PPO insurance or negotiate harder for fee-for-service rates? The 60% rule tells you when a write-off crosses into insulting territory. But it only makes sense if you can answer these 3 questions:

#1. Is your chair full?
#2. What is your patient experience like?
#3. What is your plan for patients with no 'out-of-network' benefits?
 
Get an informal and informative review of your practice's insurances!
Reach out to Paula Quinn and her front office team!
https://nxlevelconsultants.com/contact/

Most dental startups guess at their marketing budget and end up either starving for patients or wasting money. Guido Tebano of Market My Market breaks down real numbers for SEO, ads, and mailers.

In this episode of the Marketing Series, Michael Dinsio and Paula Quinn sit down with Guido Tebano to answer the question every startup dentist asks: how much should you actually spend on marketing, and where should that money go? They cover the real difference between SEO and paid ads, how long a new dental website takes to start ranking, what a qualified implant lead actually costs, whether direct mail still works in 2026, and the calls to action that convert new patients on a website or mailer.

• Why a marketing budget can’t be copied from another office 
• The real timeline for SEO and organic ranking Cost per lead and cost per patient, broken down by platform 
• Are dental directories like ZocDoc worth the markup 
• Do direct mail campaigns still work?
• The five calls to action that actually convert new patients 
• General budget benchmarks for a dental startup by market type 
• Why the first 90 days matter most

CHAPTER MARKERS

0:00 Intro: budgeting for marketing 
1:04 Meet Guido Tebano 
2:13 Why budgets can’t be cookie cutter 
3:18 SEO vs paid ads timeline 
5:38 How long a website takes to rank 
8:23 Cost per new patient compared 
9:46 Are directories worth the markup 
11:24 Cost per implant lead and ROI 
13:00 Do mailers still work 
16:04 Why mailer messaging matters 
18:01 5 CTAs that convert patients 
21:35 Promotion vs production costs 
23:51 General budget benchmarks 
26:01 Spending your first $3,500/mo
28:15 When to turn ads on 
29:35 Why your first 90 days matter

Learn more about Guido Tebano and Market My Market at https://marketmymarket.com

This episode is part of our Marketing Series for dental startups. 
Catch Part I, our episode on dental startup demographics, wherever you listen.

Visit Our Podcast's Website:
https://dentalunscripted.com
Instagram: https://instagram.com/dentalunscripted
Facebook: https://www.facebook.com/DentalUnscripted/

Check out Next Level Consultants:
https://nxlevelconsultants.com
Check out Next Level Consultants for personalized dental practice consulting services

Michael Dinsio, MBA

Paula Quinn, BSDH 

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.

In this episode, Michael Dinsio and Paula Quinn sit down with Stafani Sandoval, billing and credentialing expert at Next Level Consultants, to tackle the biggest question in the industry right now: "Should I drop my insurance?" They break down the massive differences between lease networks and direct contracts, when it is time to aggressively negotiate your fees, and why jumping out of network without a strategic plan can absolutely tank your dental practice revenue.

What You'll Find Out:

• Why you should never drop an insurance plan if your schedule isn't completely full
• The 60% rule: How to know exactly when an insurance fee schedule becomes insulting
• Why updating your UCR fees to the 90th percentile is critical before attempting dental insurance negotiation
• The hidden financial dangers of DIY dental credentialing and submitting blind PPO applications
• How to retain your patient base using in-house membership plans when transitioning to fee for service
• The essential 90-day patient communication playbook for going out of network seamlessly

Perfect for: Startup dentists, established practice owners, front office managers, and anyone focused on dental billing strategies, increasing profitability in dentistry, and mastering dental practice management.

Special Guest on Today’s Show: Stefani brings years of specialized experience to the table as the Billing & Credentialing Lead and Front Office Coach at Next Level. She specializes in navigating archaic insurance algorithms, maximizing practice fee schedules, and guiding dental teams through safe, profitable out-of-network transitions without losing their patient base. Special Promotional Offer and Connect: https://nxlevelconsultants.com/dental-consulting/

Key Takeaways: 
You no longer have to be a victim to stagnant insurance reimbursements. 
By fully updating your UCRs, mastering upfront patient communication, and strategically evaluating your clinical capacity, you can confidently take back control of your practice's financial future. 
Finally, a realistic and actionable roadmap to escape the PPO trap!

Stay Connected to Get More Topics Covered by Dental Unscripted: 
dental insurance negotiation, fee for service dentistry, dropping PPOs, dental credentialing, dental billing, UCR fees, dental practice management, successful dental practice, dental consulting, buying a dental practice, running a dental practice, dental practice revenue, growing a dental practice, dental entrepreneurship, dental industry advice, dental solutions, profitability in dentistry, dental practice tips, how to run a dental practice, business of dentistry, out of network dentist

Most dental practice owners eventually hit a breaking point and ask the exact same question: "Should I drop my insurance?" But jumping straight out of network without a bulletproof strategy can absolutely tank your revenue. Michael Dinsio and Paula Quinn sit down with Stafani Sandoval, Billing and Credentialing Lead at Next Level Consultants, to explain the critical data and preparation needed before you ever send a termination letter. We reveal the exact framework top dental offices use to hold insurance companies accountable, update their UCRs, and successfully navigate the FFS (Fee-For-Service) transition.

If you are starting up, growing a dental practice, or simply exhausted by stagnant insurance reimbursements dictating your dental practice profitability, this episode is exactly why we created Dental Unscripted. We partner with Stefani to get granular on what most doctors get wrong about dental insurance negotiation, DIY credentialing, and patient retention.

WHAT YOU'LL LEARN IN THIS EPISODE 
→ Why you should absolutely never drop an insurance plan if your schedule isn't completely full 
→ How to leverage the "60% Rule" to know exactly when a fee schedule becomes insulting 
→ Why updating your UCR fees to the 90th percentile is the mandatory first step before any negotiation 
→ The hidden financial dangers of DIY dental credentialing and submitting blind PPO applications 
→ The real difference between leased umbrella networks and direct contracts (and how to use them to your advantage) 
→ How to retain your patient base using in-house membership plans when transitioning out of network 
→ The essential 90-day patient communication playbook to prevent a mass exodus

TIMESTAMPS 
0:00 Introduction: The biggest question in the dental industry—should I drop my insurance? 
2:15 The "Fill Up First" rule before changing your insurance capacity 
4:45 When and how often you should be negotiating your dental insurance fees 
8:30 Why your UCR fees must be updated to create negotiation leverage 
11:15 The 60% Rule: Knowing when to walk away from a bad contract 
14:20 Leased networks vs. direct contracts explained 
16:50 The massive mistakes doctors make with DIY dental credentialing 
21:30 The out-of-network playbook: Preparing your front office and your AR 
24:45 Retaining patients through communication and in-house membership plans 
28:10 Understanding the true marketing cost of dropping a PPO network

ABOUT OUR GUEST Stefani Sandoval
Billing & Credentialing Lead, Next Level Consultants Stefani brings years of specialized experience to the table, helping dental practice owners navigate archaic insurance algorithms. She specializes in maximizing practice fee schedules, restructuring network participation, and guiding dental teams through safe, profitable out-of-network transitions without losing their patient base.

ABOUT YOUR HOSTS
Michael Dinsio, MBA and Paula Quinn, BSDH are the founders of Next Level Consultants, the dental industry's leading advisory firm for practice startups, acquisitions, and ownership coaching. With 30+ years of combined experience and hundreds of successful practice launches, Mike and Paula bring unfiltered, real-world expertise to every episode of Dental Unscripted. Work with Mike and Paula: https://nxlevelconsultants.com/dental-consulting/dental-practice-management/

Visit the show website: https://dentalunscripted.com

RATE THE SHOW 🙏 
If this episode helped you, please leave a 5-star review on Apple Podcasts or Spotify. It takes 30 seconds and helps other dentists find the show.

Apple Podcasts: https://podcasts.apple.com/us/podcast/dental-unscripted-getting-into-ownership-and-practice/id1776401263
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PRODUCTION INFORMATION: © 2026 Dental Unscripted. All rights reserved. The content provided in this video is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Dental practice finances just got a serious upgrade. Bert Smith, SVP of Healthcare Lending at Live Oak Bank - the #1 SBA lender in America,  reveals the brand-new SBA Express Loan: up to $350,000 in working capital, funded in 2-4 weeks, with no real estate collateral required.

Whether you're buying a dental practice, navigating a startup that didn't ramp the way you planned, or carrying high-interest debt that's killing your cash flow, this conversation rewrites everything dentists think they know about SBA lending. Hosts Michael Dinsio and Paula Quinn dig into why SBA is NOT just the backup plan when big banks say no — and how the new Express program changes the financing game for dental practice owners.

⏱ KEY MOMENTS:
03:50 - What the SBA Actually Is (And Why Dentists Should Care)
06:45 - Why Dental Practice Financing Is Different From Every Other Industry
11:55 - The SBA 7(a) Loan & 75% Government Guarantee Explained
14:00 - Preferred Lender vs. Generic SBA Bank: Why It Matters
18:00 - The Real Truth About SBA Loans for Buying a Dental Practice
23:10 - NEW: SBA Express Loan — $350K in Working Capital
25:30 - Express Loan Terms: 10-Year, No Prepayment, No Real Estate Lien
26:30 - How Struggling Startups Use Express Loans to Get Back to Profitability
29:20 - 680 FICO Minimum & Express Loan Qualification Rules
30:10 - Why Dental-Specific SBA Lending Beats Credit Unions

💡 WHAT YOU'LL LEARN:
✓ How the SBA 7(a) program lets banks approve deals big banks reject
✓ Why 100% real estate financing is available for existing practice owners
✓ How dental practice owners can consolidate credit card debt with SBA Express
✓ When pro forma underwriting helps new dental practice owners qualify
✓ How to recognize the difference between a "fairway" loan and an SBA opportunity

🔗 RESOURCES & LINKS:
🏦 Live Oak Bank (Healthcare Lending): https://www.liveoakbank.com
🦷 Next Level Consultants — Dental Practice Coaching & Consulting: https://nxlevelconsultants.com
🎙 Dental Unscripted Podcast: https://dentalunscripted.com
📲 Instagram: @dentalunscripted

📢 ENJOYING DENTAL UNSCRIPTED?
If this episode helped you think differently about dental practice finances, please rate and review on Apple Podcasts.
It's the single biggest way to support the show and help more dental practice owners find these conversations.
Subscribe and follow for weekly episodes on dental practice ownership, acquisitions, startups, and the business of dentistry.

#DentalPracticeFinances #BuyingADentalPractice #SBALoans #DentalUnscripted #DentalPracticeOwnership #DentalBusiness

PRODUCTION INFORMATION:
© 2026 Dental Unscripted. All rights reserved.
The content provided in this video is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Choosing the wrong entity structure before buying or starting a dental practice can cost you valuable time. Most dentists don't find out until it's crunch time on a deal or they talk to an attorney about it.  Thats why Tyler Jones of Helsell Fetterman joins Mike Dinsio and Paula Quinn to break down everything dental practice owners need to know about entity formation. From the LLC vs. S-Corp confusion to the exact timing for startups and acquisitions. This is the stuff you should know to talk to a CPA or attorney before you start filing online. 

3:57 LLC vs. S-Corp: What's the actual difference?
5:11 Why most dentists should start as an LLC (not S-Corp)
7:00 PLLC vs. LLC: Does your state require it?
15:06 Startups: Exactly WHEN to form your entity
20:20 Acquisitions: Why timing is more accelerated than you think
18:03 Can you reuse your old LLC from associate days?
22:28 Who should form your entity - Attorney, CPA, or DIY?
26:14 What entity formation actually costs (and what to bundle)
29:00 Operating agreements and EINs: What you need and when
31:56 Partnerships & multi-practice: When these rules change entirely

KEY TAKEAWAYS:

✅ Your LLC and your S-Corp election are two separate things, most dentists confuse them 
✅ In most states, LLC and PLLC are functionally the same, just a naming distinction 
✅ For acquisitions, form your entity early, deals now close in 30-60 days, not 90-120 
✅ Reusing an old associate LLC is possible, but a fresh start usually wins with banks 
✅ DIY entity setup is possible, but fixing mistakes costs far more than doing it right 
✅ Your entity costs only ~$70/year to renew, don't let timing anxiety paralyze you 
✅ Always have your operating agreement and EIN ready, banks and landlords will ask

ABOUT THE GUEST:

Tyler Jones, Attorney, Helsell Fetterman

• Dental and veterinary practice transaction specialist
• Nationwide entity formation, acquisition, and startup legal services
• Based in Washington State; serves dental professionals across the country
• Works alongside dental-specific CPAs and advisors on complex deal structures

🔗 Connect with Tyler:
https://www.helsell.com/helsell-attorney/tyler-jones/

CONNECT WITH MIKE & PAULA:
Michael Dinsio, MBA and Paula Quinn, BSDH are the founders of NEXT LEVEL CONSULTANTS, a dental-specific advisory firm that guides dentists through practice acquisitions, startups, and operational growth. If you're serious about ownership, they're the team you want in your corner. https://nxlevelconsultants.com

FOLLOW DENTAL UNSRIPTED:
https://dentalunscripted.com

Instagram: https://www.instagram.com/dentalunscripted/
Facebook: https://www.facebook.com/nxlevelconsultants/

🔔 Subscribe for new episodes on: 
✔ Dental practice acquisitions & startups 
✔ Practice ownership finances and legal strategy 
✔ Tax planning and entity structure for dentists 
✔ Team building, operations, and profitability 
✔ Real talk from dental industry experts

#DentalUnscripted #BuyingADentalPractice #DentalStartup #DentalPracticeOwnership #DentalBusiness #PracticeAcquisition #DentalEntrepreneur #DentalPodcast #DentistPodcast #DentalManagement

Dental Practice Management | Dental Practice Growth | Running a Dental Practice

Stop hiding the scoreboard and wondering why your team isn't winning. Learn how to transition from a stressed boss to an intentional CEO by leveraging the power of financial transparency with Mike Dinsio and Paula Quinn.

EPISODE OVERVIEW In this episode of Dental Unscripted, Mike Dinsio and Paula Quinn tackle one of the most controversial topics in dental practice ownership: Should your team know the numbers? If you’ve ever felt like you’re carrying the financial weight of the practice alone while your team operates in manual chaos, this conversation is for you. Mike and Paula break down why keeping your dental practice metrics a secret is actually killing your positive team culture and how sharing the "why" behind the data can transform your staff into high-level producers.

WHAT YOU'LL LEARN

• Why 9 out of 10 owners fail to share numbers (and what it’s costing them)
• The Gen Z Factor: Why "purpose" is the primary driver for the new workforce
• Dental practice management hacks for daily huddles that actually move the needle
• The 3x Wage Rule: How to determine if your hygiene department is truly profitable
• Why your case acceptance is likely stuck at 39% and how to fix it
• Tracking "Active Perio" vs. "Old Perio" to ensure a high standard of care
• Front office goals: Chasing $30 insurance claims vs. filling the schedule

KEY TAKEAWAY Numbers are just a story of how well you are caring for your patients. When you give your team a scoreboard, you turn a job into a mission, eliminating dental practice challenges and driving financial success in dentistry.

WORK Michael and Paula at NEXT LEVEL CONSULTANTS
Website: https://www.nxlevelconsultants.com
Instagram: https://www.instagram.com/dentalunscripted
YouTube: https://youtu.be/Xqs6V67yGWQ

STAY CONNECTED TO DENTAL UNSCRIPTED:
dental practice management, dental practice growth, running a dental practice, dental industry insights, dental practice metrics, hygiene revenue, dental case acceptance, dental practice ownership, dental consulting, dental coach, how to run a dental practice, dental leadership, dental team culture, dental office coach, dental profitability.

PRODUCTION INFORMATION
© 2026 Dental Unscripted | Next Level Consultants. All rights reserved.
Disclaimer: The information provided in this video is for educational and entertainment purposes only and does not constitute legal, financial, or clinical advice.

3 Steps to Getting REAL Dental Practice Growth

Are you tired of stalled revenue, team turnover, and managing your clinic based purely on a "feeling"? Discover how to transform your clinic into a highly profitable, self-managing business. In this episode of Dental Unscripted, Mike Dinsio and Paula Quinn break down the exact leadership framework required for real dental practice growth. Practice owners can no longer rely on the outdated model of simply clocking in and treating patients; today, you must establish a structured business foundation to succeed.

In this episode, we break down the three critical steps to stopping revenue leaks and empowering your team:

• Step 1: Team Agreements. Establish clear behavioral and cultural expectations first, so your entire team commits to a unified practice vision and a positive attitude.
• Step 2: Job Descriptions. Stop the "we all do it" mindset that leads to forgotten tasks. Assign single-point accountability for specific tasks—like schedule auditing or insurance verification, to ensure one exact employee owns the outcome.
• Step 3: Systems. An assigned task without dedicated time is not a system. Learn how to provide the specific tools and proactive time blocks required for your team to execute their jobs properly.

Only after you have these three elements in place can you successfully hold employees accountable, close the 20% operational gap that costs practices thousands, and objectively determine if you need to get a toxic employee off your "energy bus".

Ready to take the next step? Reach out to Next Level Consultants for a no-obligation, low-pressure call that delivers a practice review/analysis. It's a fresh perspective on your practice's metrics and performance!

Michael Dinsio & Paula Quinn hosts of Dental Unscripted founded NEXT LEVEL CONSULTANTS. Get more info about the services they offer dentists helping them startup – buy – run and successful dental practice! 

https://nxlevelconsultants.com/contact