Growth In Dentistry: A Dental Intelligence Podcast

Steve Jensen sits down with Matt Coggin, President and CEO of Spear Education, to discuss major trends shaping dentistry and how dental practices can navigate them successfully. Matt shares insights on practice consolidation, consumerism, digital transformation, and the challenges of training associates.

Listen in to hear about:

• Major trends in dentistry
• The challenge for dentists entering the workforce out of college
• The gap between learning new procedures and implementing them in the practice
• Growth vs. operating expenses
• What drives success in dental practices

...and so much more!

Get in touch with Matt and the team at Spear: [email protected] or https://www.speareducation.com.

See a demo of DI and get a $50 gift card: https://get.dentalintel.net/podcast.

Jon Harris from Fortune Management is back on the Growth in Dentistry podcast to discuss practice valuations, market trends, and strategies for building valuable dental practices. Jon shares his expertise on what makes practices valuable, how to structure acquisitions, and the importance of operational efficiency in today's changing market.

Listen in to hear more about:

• Market Trends & Valuations: How rising interest rates, inflation, and market volatility have impacted practice valuations and deal structures

• Understanding Practice Value: Why cash flow matters more than revenue, and how two practices collecting the same amount can have vastly different valuations

• Deal Structures: Five ways to bridge valuation gaps

• Multi-Location Strategy: Why DSOs and private practices are pursuing multiple locations to spread margins and increase profitability

• Cash Flow Drivers: The five key areas that drive cash flow in a dental practice

• Hygiene Optimization: How to calculate the impact of adding hygiene columns and prioritizing patients with unscheduled treatment

• Building Value: Three main strategies to increase practice value: optimize capacity, expand clinical suite, and create a workplace culture that attracts talent

...and so much more!

Connect with Jon: (423) 579-3775 or [email protected].

See a demo of DI and get a $50 gift card: https://get.dentalintel.net/podcast.

In this episode, host Steve Jensen sits down with Ryan Menacho from Firegang Marketing to discuss a powerful framework for dental practice growth. Ryan shares the three-component model that has helped practices across the country attract more patients and build thriving businesses: differentiation, visibility, and conversion.

Listen in to hear more about:

• The Firegang Three-Component Model: Understanding the three pillars of dental practice marketing success
• How to stand out in your market through money, time, and convenience
• Making your practice known through strategic marketing channels
• Turning phone calls into booked appointments with proven techniques
• How to control phone conversations and avoid saying "no"
• Addressing the hidden opportunity cost of unanswered calls

…and so much more!

Head over to http://www.firegang.com to set up your FREE Practice Growth call. And request your FREE copy of the Practice Growth book: https://go.firegang.com/pgexpanded-optin.

See a demo of DI and get a $50 gift card: http://get.dentalintel.net/podcast.

Evan Lazarus is back on the podcast! In this episode, Steve Jensen sits down with the CEO and founder of Simple Impact Media to discuss what it really takes to grow a dental practice through marketing. Evan brings a unique perspective to dental marketing, combining his background as a former COO of a hedge fund with his data-driven approach to practice growth.

Listen in to hear about:

• What makes the ideal marketing client

• Why focusing solely on new patient acquisition is a mistake

• The importance of understanding key metrics like annual patient value, conversion rates, and diagnostic percentages

• How to develop a comprehensive growth strategy rather than just implementing isolated tactics
• Realistic expectations for marketing investment based on practice goals

• The critical factors that determine whether a practice is ready to benefit from marketing spend
• How to approach marketing as an ongoing strategy rather than a quick fix

…and so much more!

Connect with Evan at www.simpleimpactmedia.com.

See a demo of DI and get a $50 gift card: https://get.dentalintel.net/podcast.

In this episode of the Growth in Dentistry podcast, host Steve Jensen sits down with Olivia Smith from OS Dental Consulting to tackle one of dentistry's most persistent challenges: improving case acceptance. With case acceptance rates trending downward across the industry, Olivia shares her expertise from working with over 100 practices to reveal the real barriers preventing patients from saying yes to treatment—and how to overcome them.

We discussed:

• Industry trends: Declining case acceptance rates

• Common Barriers to case acceptance

• The importance of comprehensive presentation

• Team member roles

• Financial conversations

• Lab case management

…and so much more!

Guest Bio: Olivia Smith is the founder of OS Dental Consulting and has been in dentistry for over 11 years. With a background in marketing and business management, she has worked with over 100 practices across the country and spent the last 7 years coaching practices to improve their systems, case acceptance, and overall growth. Olivia specializes in helping practices identify barriers in their patient journey and implementing systems that lead to 15-20% increases in case acceptance.

Connect with Olivia at [email protected] or visit her website, www.osdentalconsulting.com.

See a demo of DI and get a $50 gift card: https://get.dentalintel.net/podcast.

In this episode of Growth in Dentistry, host Steve Jensen sits down with Dr. Avi Patel to explore how clear aligners can transform a general dental practice. Dr. Patel shares his journey from burnout to building a thriving practice centered around clear aligner therapy, demonstrating how this service can improve profitability, work-life balance, and patient care simultaneously.

Listen in to hear more about:

• Why Dr. Patel chose dentistry

• His early career challenges

• The clear aligner turning point and its impact on practice and lifestyle

• The “Gateway Effect” of aligners into other forms of dentistry

• Teaching and mentorship

…and so much more!

Connect with Dr. Avi Patel:

• His website: https://www.clearaligneradvisor.co/

• LinkedIn: https://www.linkedin.com/in/dr-avi-patel-clearaligner-advisor/

• Instagram: https://www.instagram.com/doctor.avi/
• YouTube: https://www.youtube.com/@doctoravi

See a demo of DI and get a $50 gift card: https://get.dentalintel.net/podcast.

Tune in to this episode of the Growth in Dentistry podcast, where host Steve Jensen sits down with Katherine Eitel Belt, founder and CEO of LionSpeak, to discuss managing tough conversations in dental practices. With over 35 years of experience as a keynote speaker and communication coach, Katherine shares her proven framework for having courageous conversations that solve problems while strengthening relationships.

Key topics covered in this episode:

• Why most people avoid difficult conversations and the cost of avoidance in dental practices
• The importance of emotional state and taking ownership before engaging in tough conversations
• The ARCH Framework: A four-step process for having productive, courageous conversations
• The Three-Conversation Leadership Tier
• Culture and Communication: How communication skills directly impact practice culture and employee retention

...and so much more!

Interested in learning more about Katherine Eitel Belt and her work at LionSpeak? Visit their website: www.lionspeak.net.

Download your free ARCH Framework: https://www.lionspeak.net/courageous/.

Connect with Katherine: [email protected].

See a demo of DI and get a $50 gift card: get.dentalintel.net/podcast.

In this deep dive episode of the Growth in Dentistry podcast, Dr. Simone Ellis shares her remarkable journey in dentistry - from deciding to become a dentist at age 7 to building a successful cosmetic dental practice and becoming a coach and speaker. Dr. Ellis discusses the challenges of transitioning from being a clinician to an entrepreneur and the mindset shifts that helped her overcome early struggles.

Listen in to hear about:

• Dr. Ellis's early inspiration in dentistry and how it led to her career in dentistry

• Her bold business move to open a practice from scratch

• Her struggles as an entrepreneur and how they led to a breakthrough in practice ownership

• How Dr. Ellis promotes leadership development in her team

…and so much more!

About Dr. Simone Ellis:

Dr. Simone Ellis has been running a successful cosmetic dental practice for 15 years. After just one year as an associate, she opened her own practice and has since become a dental coach and speaker. She hosts her own podcast called "Beyond the Chair."

Connect with Dr. Ellis: https://www.drsimoneellis.com.

Catch up on Dr. Ellis's podcast: https://www.drsimoneellis.com/beyond-the-chair-podcast.

See a demo of DI and get a $50 gift card: https://get.dentalintel.net/podcast.

In this episode, Steve Jensen speaks with Sara Hansen about the often overlooked gold mine of internal marketing in dental practices. Sara shares her expertise on how practices can grow significantly by focusing on existing patients rather than spending thousands on external marketing campaigns.

Listen in to this episode to hear about:

• The untapped potential of internal marketing

• The Three R's approach: Referrals, reviews, and reactivation

• Sara's patient reactivation strategy

• Utilizing practice management software to identify and target specific patient segments

• The ROI of internal marketing

…and so much more!

Interested in learning more from PDA? Check out their website: https://productivedentist.com/.

Get connected with Phoenix Dental Agency: https://phoenixdentalagency.com/.

Connect with Sara: [email protected].

See a demo of DI and get a $50 gift card: https://get.dentalintel.net/podcast.

In this episode of the Growth in Dentistry podcast, host Steve Jensen interviews Wendy Briggs, RDH and renowned hygiene coach. They discuss the changing landscape of dental hygiene, including rising costs and wages, and how to transform hygiene departments into profitable centers while delivering exceptional patient care.

Listen to this episode to learn about:

• The changing economics of hygiene - Hygienist salaries rising and the financial pressure that creates on practices

• The three critical roles of hygiene

• The Doctor-Hygienist partnership

• Elevating preventive care

• Periodontal therapy

…and so much more!

Want to learn more from Wendy and The Team Training Institute team?

• Check out their website to learn about the different trainings and courses they offer: https://www.theteamtraininginstitute.com/

• Listen to The Team Training Institute podcast: https://www.theteamtraininginstitute.com/podcast

See a demo of DI and get a $50 gift card: get.dentalintel.net/podcast.