Scaling a dental practice is hard. Scaling to 27 practices in 18 months without losing your purpose is nearly impossible. But that's exactly what AJ Leonetti and Rising Tide Dental Partners have achieved through a relentless focus on patient care, dentist autonomy, and values-driven growth.

Our Guest: AJ Leonetti, CEO of Rising Tide Dental Partners. As a dentist who's worked in every role from assistant to multi-practice owner, AJ brings a 360-degree view to the DSO space.

The Problem: DSO growth often sacrifices patient care and dentist autonomy for scale.

The Solution: Rising Tide is charting a different course. By putting dentists in the driver's seat, investing in mentorship at every level, and making decisions based on purpose over profits, they're proving that rapid growth and values-driven practice can coexist.

Key Insights:

1. Successful partnerships are built on shared vision, not just financial alignment
2. Dentist-owners need real decision-making power to drive meaningful change
3. Diagnosing practice needs is the critical first step to improvement
4. Transparent performance data unlocks healthy competition and growth
5. Maintaining low leverage creates unmatched strategic flexibility

In this episode, AJ shares the hard-won lessons learned from scaling Rising Tide to 27 practices in just 18 months. He's pulling back the curtain on their unconventional approach to partnership, culture-building, and dentist empowerment and revealing why putting purpose first is the key to enduring success in the DSO space.

⚡ Amol Nirgudkar (Patient Prism CEO, 8 years healthcare AI expertise) and A.J. Peak (multi-site healthcare operations expert and founder of Health Wealth Capital) dig into the tactical frameworks that separate scaling winners from everyone else on Healthcare100. We break down the growth engines behind America's fastest-scaling healthcare organizations with the operators who built them.

Thanks for listening! Subscribe for more insights from the executives scaling healthcare's most successful organizations.

Full conversation on Healthcare100.

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From Empty Slots to Full Bookings: Solving No-Shows in Behavioral Health

20% of behavioral health revenue disappears to no-shows and billing chaos but top-performing practices are capturing $125K+ annually through simple operational fixes.

Our Guest: Dr. Edisa Shirley - Chief Mental Health Officer at ClinicMind, licensed mental health counselor who led multi-state behavioral health operations and M&A integrations for organizations acquired by Optum, holds a doctorate in I-O Psychology focused on provider wellbeing and patient outcomes.

The Problem: Post-COVID mental health demand hit record levels, but access remains broken. Practices are drowning in 120-day credentialing delays, fragmented payer requirements across 50 state systems, and revenue cycle dysfunction. One solo psychiatrist completed $100,000 worth of patient visits with zero claims filed - he had no idea until an audit revealed the gap.

The Solution: Pre-audit your revenue cycle before it becomes a crisis. Top practices obsess over five operational KPIs: clean claim rate, days in AR, denial rate, no-show percentage, and provider productivity. Stop chasing new patients and start capturing revenue already sitting on your schedule through systematic appointment reminders and billing discipline.

What You'll Discover: Why behavioral health remains the only specialty reimbursed by time instead of complexity. The Mississippi TMS denial trap costing practices six figures annually. How cutting no-shows by just 20% adds $125,000 without seeing additional patients. The three questions every practice owner should answer, but most can't. Why some payers still require blue ink on paper applications, while others use delegated credentialing.

This episode reveals how behavioral health operators turn administrative chaos into a competitive advantage through measurement and systematic improvement.

About Healthcare100 

⚡ Amol Nirgudkar (Patient Prism CEO, 8 years healthcare AI expertise) and A.J. Peak (multi-site healthcare operations expert and founder of Health Wealth Capital) dig into the tactical frameworks that separate scaling winners from everyone else on Healthcare100. We break down the growth engines behind America's fastest-scaling healthcare organizations with the operators who built them.

Thanks for listening! Subscribe for more insights from the executives scaling healthcare's most successful organizations.

Full conversation on Healthcare100.

🎧 Spotify: https://t2m.io/yq0eaWz 

🍎 Apple: https://t2m.io/1bQPiib 

📺 YouTube: https://t2m.io/U3Q6xPB 

🌐 All episodes: https://t2m.io/kSc7KYQ

Follow us for more insights: https://t2m.io/HGeS9xG

Healthcare executives keep telling us the same thing: "We're growing locations, but our margins aren't scaling with us." So we brought together three revenue cycle management experts who collectively oversee operations for thousands of healthcare practices to understand why this happens and how the top performers solve it.

Our Guests:

1. Rob Linder - Chief Strategy Officer at eAssist (works with 14,000 practices)
2. Mike Yates - CFO at Peak Dental Services (manages 60+ locations)
3. Sina Amiri - VP of Revenue at Zentist (revenue data from 100+ DSOs)

The Problem: Most multi-site operators are drowning in operational complexity, adding locations faster than they can build systems to manage them. The result? 25% of industry accounts receivable sits in 90+ day buckets, critical staff shortages in RCM roles, and manual processes that don't scale.

The Solution: Top performers have discovered that scaling isn't about adding more people or processes - it's about eliminating work entirely through intelligent operational architecture.

Key insights:

Mike's team achieved 102% insurance collection rates by redesigning their entire front-end process. They automated what could be automated and eliminated steps that didn't need to exist.

Rob just completed an AR recovery project that found $29 million in aged receivables. The root cause analysis revealed that most problems started with basic insurance verification failures - completely preventable issues.

Sina's data shows the industry could save $1 billion annually through payment reconciliation automation alone.

Each guest shares specific strategies they use to generate substantial EBITDA improvements, including tactical frameworks for AR recovery, billing optimization, and process automation.

⚡ Amol Nirgudkar (Patient Prism CEO, 8 years healthcare AI expertise) and A.J. Peak (multi-site healthcare operations expert and founder of Health Wealth Capital) dig into the tactical frameworks that separate scaling winners from everyone else on Healthcare100. We break down the growth engines behind America's fastest-scaling healthcare organizations with the operators who built them.

Catch us wherever you listen to podcasts:

🎧 Spotify: https://t2m.io/yq0eaWz 

🍎 Apple: https://t2m.io/1bQPiib 

📺 YouTube: https://t2m.io/U3Q6xPB 

🌐 All episodes: https://t2m.io/kSc7KYQ

Follow us for more insights: https://t2m.io/HGeS9xG

The pursuit of peak productivity in dentistry is not about working faster — it’s about working smarter. In this episode, we sit down with Dr. Eric Tobler, Dentist of Stonehaven Dental and Mortenson Dental Partners, and Dr. Bruce Baird, Co-Founder at Productive Dentist Academy, to unpack how clinicians can unlock the coveted “$1,000-an-hour” schedule and what it really takes to achieve that level of efficiency. From comprehensive diagnosis to case acceptance, from block scheduling to leveraging AI, they share practical strategies to elevate both clinical care and business performance.

Key Takeaways:

00:00 Introduction.

05:45 Individual growth matters more than rigid benchmarks.

10:42 Productivity comes from smart scheduling, not just working faster.

15:44 CAD/CAM technology allows dentists to provide higher-quality restorations.

21:04 Block scheduling improves productivity and allows same-day care.

26:50 Quality of new patients matters more than quantity.

35:28 Clinical excellence and patient care must always come first.

40:10 Training team members as experts expands care and saves time.

44:46 Pre-diagnosis with hygienists builds patient trust and consistency.

50:05 Guiding patients to longer-lasting options improves decisions.

52:33 Clinician engagement is key to improving outcomes.

Resources Mentioned:

Dr. Eric Tobler

https://www.linkedin.com/in/erictoblerdmd/

Stonehaven Dental | LinkedIn

https://www.linkedin.com/showcase/stonehaven-dental/about/

Stonehaven Dental | Website

http://www.stonehavendental.com

Mortenson Dental Partners | LinkedIn

https://www.linkedin.com/company/mortenson-dental-partners/

Mortenson Dental Partners | Website

https://mortensondentalpartners.com/

Dr. Bruce Baird

https://www.linkedin.com/in/dr-bruce-b-baird-872abb11/

Productive Dentist Academy | LinkedIn

https://www.linkedin.com/company/productive-dentist-academy/

Productive Dentist Academy | Website

http://www.productivedentist.com/

Overjet

https://www.overjet.com/

Clinical Calibration Institute

https://productivedentist.com/dental-consulting-services/clinical-calibration-institute/

Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes. 

#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth

Converting leads into lifelong patients is more than just a process. It’s about alignment, insight, and execution. In this episode, we explore how leading DSOs tackle the challenges of lead management and the patient experience. Daniel Mirsky, SVP and Chief Information Officer of Sage Dental, and Heidi Arndt, Founder and CEO of Evolve Dental Advisors, discuss operationalizing soft skills, breaking down clinical silos, and building sustainable growth engines for DSOs.

Key Takeaways:

(02:34) Routing inbound calls to the right teams is key to lead conversion.

(05:24) No schedule blocks for new patients means lower conversion and limited growth.

(10:25) Cross-training clinical and ops teams breaks silos and boosts patient understanding.

(15:34) Centralizing insurance support helps spot trends and resolve complex issues faster.

(21:27) A finance waterfall provides flexible options for patients with varying budgets.

(24:55) Integrating dialer and practice systems enables quick, patient-focused action.

(30:41) Urgency comes from explaining why treatment matters and the risks of delay.

(32:18) A focused AI or aligner campaign aligns the team and boosts performance.

Resources Mentioned:

Daniel Mirsky

https://www.linkedin.com/in/danmirsky/

Sage Dental | LinkedIn

https://www.linkedin.com/company/sage-dental-southeast-florida/

Sage Dental | Website

https://mysagedental.com/

Heidi Arndt

https://www.linkedin.com/in/heidirarndt/

Evolve Dental Advisors | LinkedIn

https://www.linkedin.com/company/evolve-dental-advisors/

Evolve Dental Advisors | Website

https://www.evolvinggroupdentistry.com/

CareCredit

https://www.carecredit.com/

Patient Prism

https://www.patientprism.com/

Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes. 

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Data dashboards aren’t enough — growth today requires actionable insights delivered to the people doing the work. In this episode, hosts Amol Nirgudkar and A.J. Peak welcome Elliot Zibel, Founder and CEO of ClariFi Health, and Mick Janness, CEO of Oakpoint, to explore how modern DSOs can move from static reports to real-time decision-making. Together, they break down the tools, strategies, and KPIs that move the needle and explain why solving data infrastructure early can unlock EBITDA and drive long-term scalability.

Key Takeaways:

(04:37) Multiple PMS systems make it hard to standardize processes across practices.

(11:20) Data needs to be clear, focused, and actionable for those driving outcomes.

(20:02) Real intelligence means turning data into action, not just showing the past.

(25:02) AI is less about hype and more about supporting smarter, prioritized decisions.

(32:58) Without proactive data, many DSOs are flying blind each month.

(36:17) Phones and unscheduled treatment are key to filling open slots.

(40:56) Simplifying data helps front desk teams focus on what truly matters.

(45:17) Strong morning huddles directly boost team performance and daily outcomes.

(50:27) The right data, paired with context and coaching, drives efficiency and accountability.

(54:25) More X-rays fuel better AI, diagnostics, and treatment acceptance.

Resources Mentioned:

Amol Nirgudkar

https://www.linkedin.com/in/amolnirgudkar/

A.J. Peak

https://www.linkedin.com/in/ajpeak/

Elliot Zibel

https://www.linkedin.com/in/elliot-zibel-cfa-58858728/

ClariFi Health | LinkedIn

https://www.linkedin.com/company/clarifihealth/

ClariFi Health | Website

https://www.clarifi.health/

Mick Janness

https://www.linkedin.com/in/mick-janness/

Oakpoint | LinkedIn

https://www.linkedin.com/company/oakpoint/

Oakpoint | Website

https://oakpoint.us/

Domo

https://www.domo.com/

HEDIS Standards

https://www.ncqa.org/hedis/

Patient Prism

https://www.patientprism.com/

Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes. 

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Regulatory mistakes don’t just slow deals — they can kill them. In this episode, Amol Nirgudkar and AJ Peak sit down with Brian Colao, Member and Director of the Dental Service Organizations Industry Group at Dykema, to unpack the legal foundations every DSO operator must get right before thinking about a 10X exit. With three decades of experience and over 1,700 deals under his belt, Brian shares how to avoid costly compliance pitfalls and prepare your organization for a successful transaction.

Key Takeaways:

(02:01) Every DSO must nail three pillars: structure, agreements, and implementation.

(04:38) Non-dentists owning dental practices in restricted states is a deal killer.

(11:18) No matter your funding or plans, growth is limited if you can’t hire enough dentists.

(14:16) In 95% of cases, dentists must be classified as W-2 employees.

(19:50) Lawsuits or investigations can crater deals or cause major holdbacks.

(24:59) Sell-side QofE avoids major surprises in expected vs. actual EBITDA.

(30:45) Success often comes down to one thing — picking the right partner.

(33:24) Selling your life’s work deserves more than a quick LOI decision.

Resources Mentioned:

Brian Colao

https://www.linkedin.com/in/brian-a-colao-303619122

Dykema | LinkedIn

https://www.linkedin.com/company/dykema-gossett-pllc/

Dykema | Website

http://www.dykema.com

Amol Nirgudkar | LinkedIn

https://www.linkedin.com/in/amolnirgudkar/

AJ Peak | LinkedIn

https://www.linkedin.com/in/ajpeak/

Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes. 

#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth

Procurement often feels like a cost center, but when approached strategically, it becomes a powerful lever for growth. In this episode, Amol Nirgudkar and AJ Peak examine how procurement evolves when doctors are included in the conversation. Leigh Feenburg, CEO of Advanced Dental Brands, and Mark Greenstein, EVP and Chief Growth Officer of Heartland Dental, share insights shaped by both startup-style scaling and enterprise-level optimization.

Key Takeaways:

(03:41) Doctor-designed formularies ease adoption and cut supply costs.

(09:57) Tapping into the emotional treasure of doctors drives formulary alignment.

(14:58) Partnering with vendors and using tech unlocks savings and flexibility.

(20:32) Market intelligence fuels long-term savings and smarter supply choices.

(25:38) Lab success relies on experience, communication, and trusted partners.

(31:08) Digital dentures reduce lab variation and bring more doctors onto the formulary.

(35:09) Investing in digital tech lowers costs, improves quality, and strengthens core services.

(40:12) Scanner costs are offset by savings on impression material and shipping.

Resources Mentioned:

Leigh Feenburg

https://www.linkedin.com/in/leigh-feenburg-1bba10aa/

Advanced Dental Brands | LinkedIn

https://www.linkedin.com/company/teamadb/

Advanced Dental Brands | Website

https://teamadb.com/

Heartland Dental | Website

https://heartland.com/

"Nudge" by Richard H. Thaler and Cass R. Sunstein

https://www.amazon.com/Nudge-Improving-Decisions-Health-Happiness/dp/014311526X

Amol Nirgudkar | LinkedIn

https://www.linkedin.com/in/amolnirgudkar/

AJ Peak | LinkedIn

https://www.linkedin.com/in/ajpeak/

Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes.

#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth

Artificial intelligence, attribution gaps, and a push for better patient lifetime value are reshaping today’s marketing landscape. In this episode, Amol Nirgudkar and AJ Peak hear from three senior leaders tackling these complex issues head-on. They sit down with Sherianne James, CMO of Heartland Dental; Ivan Stamenov, Operating Partner of Varsity Healthcare Partners; and Sudha Vetri, Founder and CMO of Subscribili, to unpack real-world strategies for scaling DSOs and improving marketing efficiency. They explore practical ways to align marketing investments with business outcomes in a fast-changing ecosystem.

Key Takeaways:

(01:29) AI presents major opportunities, and decision fatigue, for dental marketers.

(07:07) Google My Business resists trackable numbers, making attribution difficult.

(11:37) Attracting and retaining the right patients starts with the first touchpoint.

(23:29) Capacity is hard to measure, but signals are enough to guide smarter marketing.

(27:33) Aligning acquisition spend with patient lifetime value and desired outcomes.

(32:24) Supporting unconverted treatment plans is key to boosting lifetime value.

(38:09) Reiterating care value and affordability fuels patient-centered growth.

(44:44) As search shifts, brand marketing and testing become essential.

Resources Mentioned:

Sherianne James

https://www.linkedin.com/in/sherianne-james-853a841/

Heartland Dental | LinkedIn

https://www.linkedin.com/company/heartlanddental/posts/

Heartland Dental | Website

https://heartland.com/

Ivan Stamenov

https://www.linkedin.com/in/ivanstamenov/

Varsity Healthcare Partners | LinkedIn

https://www.linkedin.com/company/varsity-healthcare-partners/

Varsity Healthcare Partners | Website

https://varsityhealthcarepartners.com/

Sudha Vetri

https://www.linkedin.com/in/sudhavetri/

Subscribili | LinkedIn

https://www.linkedin.com/company/subscribili/

Subscribili | Website

https://subscribili.com/

Google My Business

https://www.google.com/intl/en_ph/business/

Patient Prism

https://www.patientprism.com/

Amol Nirgudkar | LinkedIn

https://www.linkedin.com/in/amolnirgudkar/

AJ Peak | LinkedIn

https://www.linkedin.com/in/ajpeak/

Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes.

#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth

Scaling a healthcare organization means more than opening new doors — it demands a strong culture, sustained doctor relationships, and a clear mission that doesn’t get lost as the business grows. 

In this inaugural episode of “Healthcare 100,” Amol Nirgudkar and AJ Peak bring together three of the industry’s most respected leaders to discuss scaling healthcare. They hear from Steve Bilt, Co-Founder and CEO of Smile Brands Inc.; Pat Bauer, President and CEO of Heartland Dental; and Mary Pham, Founder and CEO of Lollipop Pediatric Dentistry, as they explore the fundamentals of organizational culture, leadership communication, and adapting through disruption.

Key Takeaways:

(01:50) Staying true to your founding mission prevents painful missteps.

(06:21) Doctor success begins with consistent alignment on vision and mission.

(9:00) Building relationships now means embracing methods like texting and video messaging.

(14:16) Navigating change starts with understanding the environment while mission-focused.

(20:29) Doctors trust data over directives and make informed decisions on their own.

(25:00) Many initiatives fail due to ignoring execution challenges in daily operations.

(31:30) New founders should align teams and spend real time with revenue drivers.

(35:55) An executive’s calendar is cultural archeology — it reveals true priorities.

(41:04) Invest early in strong recruiting and HR systems to scale effectively.

(46:19) Implement one initiative at a time. Excellence beats busyness.

Resources Mentioned:

Steve Bilt

https://www.linkedin.com/in/steve-bilt-782835b/

Smile Brands | LinkedIn

https://www.linkedin.com/company/smile-brands-inc./

Smile Brands | Website

https://smilebrands.com/

Pat Bauer

https://www.linkedin.com/in/pat-bauer-61b832b/

Heartland Dental | LinkedIn

https://www.linkedin.com/company/heartlanddental/

Heartland Dental | Website

https://heartland.com/

Mary Pham

https://www.linkedin.com/in/drmarypham/

Lollipop Pediatric Dentistry | LinkedIn

https://www.linkedin.com/company/lollipop-pediatric-dentistry/

Lollipop Pediatric Dentistry | Website

https://lollipopdental.com/

Patient Prism

https://www.patientprism.com/

iTero Scanners

https://itero.com/

Amol Nirgudkar | LinkedIn

https://www.linkedin.com/in/amolnirgudkar/

AJ Peak | LinkedIn

https://www.linkedin.com/in/ajpeak/

Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes. 

#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth