Today’s season six finale is packed with unfiltered dental marketing insights. Matt sits down with Nicole Toudouze, CEO and founder of Transcendental, for a rapid round of hot takes on what actually drives practice growth and what quietly kills it. No fluff. No safe answers. Just practical truth from two people who want dental care to feel more human.They cover:• Why new patients are overrated and the real problem is retention• Why most practices cannot explain why a patient should choose them• The difference between internal and external marketing• Why Google reviews matter but cannot replace real brand identity• How to fix attribution and stop guessing where patients come from• What great front desk experiences actually sound like• Why patient experience is your marketing• The ops breakdowns no amount of ad spend can fixThey also talk about how video, storytelling, and real patient experience data can help practices differentiate in a crowded market.A fun, fast, and honest close to the season.

This episode of Kinda Different explores how Dr. Maulik Kotdawala, dentist and Director of Operational and Clinical Strategy at Advantage Dental+, drives innovation inside a large organization while keeping patient safety, prevention, and trust at the center.He and Matt talk about what it takes to move a “dental aircraft carrier,” how to align shiny new tech with real strategy, what he learned training in both India and the United States, and why doing the right thing for patients is also good business. Maulik shares how his team uses data, dashboards, and practice visits to reduce caries risk at scale and make dental care more human for patients and providers.

What you’ll hear:Why coaching (not consulting) is the quiet superpower for dental leaders. Thomas Passalacqua of Ascend Professional Pathways shares how a teacher’s mindset, sales empathy, and DSO experience shaped his approach to coaching: intense listening, perspective shifts, and future-focused action. We dig into building “reflexes” for better decisions, why data integrity matters only if people can act on it, and how mindful leadership makes tech work for humans instead of the other way around.Highlights▸Coaching vs. therapy vs. consulting: what’s different and why it works▸Building decision “reflexes” in real time (and why debriefs matter)▸Mindfulness at work: slow down to speed up▸Data integrity + human skills = actual outcomes▸Culture lessons from the firehouse “brotherhood”▸Why in-person connection is a career superpower againTimestamps00:00 Welcome and why this matters now02:06 Thomas’ path: teacher → sales → DSO → coaching04:24 Coaching defined: future-focused, client-centered, action-oriented07:07 The “reflex” muscle: scan options, choose better, learn faster11:09 Tech is a tool; the human is the differentiator12:46 What’s exciting in dental innovation right now14:55 Data quality and why adoption stalls without it18:45 Practicing mindfulness at work (not just reading about it)25:31 High support + high expectations for developing leaders27:20 Safe reps, real growth: letting people learn through experience29:39 Culture from the fire service: trust, unity, performance31:56 How to connect with ThomasGuest bioThomas Passalacqua is the founder of Ascend Professional Pathways. A former NYC educator turned dental sales leader and DSO operator, he now coaches clinical and corporate teams to build clarity, confidence, and measurable momentum.LinksLearn more: ascendpropathways.comAction stepPick one meeting this week to “pause the game” for 90 seconds. Name the problem, list 3 options, and choose the next best move. Then debrief in two lines: “What worked? What will I change?”

In the newest Kinda Different episode, Matt sits down with Caroline McLeod, Value-Based Solutions Manager at CareQuest Institute and practicing dental hygienist, to unpack what it really takes to move medical-dental integration from idea to execution. They explore tech barriers, incentive design, and what CareQuest has learned running the MORE Care framework in multiple states. Caroline shares a practical view of shared goals, why some pilots stall, and one question every clinician can use to make care more human today.Timestamps00:00 Welcome and why payment reform matters01:34 Caroline’s path and role at CareQuest04:30 What “integration” means in the real world08:07 Tech barriers and why EHRs slow collaboration10:30 The incentive gap between medicine and dentistry12:34 Designing an alternative payment model with shared goals14:48 Pilots, iteration, and learning fast16:10 Community care and bringing services to patients19:11 A future vision for integrated, human healthcare21:46 One question to ask in every visit24:07 Where to connect with Caroline and CareQuestKey takeawaysIntegration is a team sport. Collaboration stalls when tech does not enable simple, secure data sharing.Incentives must match outcomes. Shared goals across medical and dental teams create motion where fee-for-service does not.Pilot design matters. Keep the lift small, measure leading indicators, and commit to iteration.Make it human. Start every visit with “What matters most to you today?” then build the plan together.GuestCaroline McLeodValue-Based Solutions Manager, CareQuest Institute for Oral Health. Practicing dental hygienist in North Carolina. Leads multi-state pilots on medical-dental integration and payment reform.

Kinda Different returns with another candid, practical conversation about shifting from “watch and wait” to proactive prevention, using AI and visual tools to make conditions clear, and leading culture change that makes dental care more human for patients and teams.What we cover▸Why “primary care provider of the oral cavity” is more than a tagline▸Moving from restorative-first to prevention-first across caries and perio▸Using AI and dental health scans to replace persuasion with understanding▸Shared decision making and plain-language scripts that raise trust▸Culture change inside a multi-site group: coaching, accountability, and joy at work▸Personal leadership growth that enables team growth▸What “non-branded model” means for patient experience▸Designing empowerment pathways for every role, not just doctorsFive takeaways1. Prevention is a promise. When conditions are explained clearly and early, patients choose healthier paths without pressure.2. Make the invisible visible. AI and health scans turn gray areas into understandable color, improving consent and confidence.3. Language matters. Plain, non-minimizing descriptions plus shared decisions drive trust and raise case acceptance.4. Leaders go first. Personal growth precedes culture change. When leaders model presence and boundaries, teams follow.5. Everyone is a healthcare professional. Flatten the hierarchy, build connectedness, and equip every role to influence outcomes.Connect with Dr. Lohmann at [email protected]

Kinda Different is back with a practical conversation with Caitlin Walsdorf from Healthscape Advisors about where dental innovation is really happening, why “value-based care” fatigue is real, and how rebuilding trust across payers, providers, employers, and patients opens the path to better benefits and better health.

What we cover

▸ The state of dental benefits and why oral health is finally getting real attention

▸ Concrete innovations making a dent: diagnostics, smart devices, saliva and microbiome testing, AI, and enablement tech

▸ Why the words “value-based care” turn people off, and better ways to make progress with pilots and shared goals

▸ The payer–provider–patient triangle, plus the employer’s role, and how to align incentives without creating new friction

▸Medicare Advantage benefits season and what MA design signals for seniors’ oral health

▸Trust as the system’s missing infrastructure and how to rebuild it

▸Making care more human through shared decision making, plain-language explanations, and access to your own data

Five takeaways

1. Oral health is no longer “ancillary.” It is connected to overall wellness and deserves modern benefit design that proves ROI to employers and government programs.

2. Progress beats perfection. Pilot with a single payer–provider partnership, learn fast, and share results so the industry can iterate.

3. Trust drives adoption. Patients need price clarity and agency. Payers and providers need to assume positive intent and measure outcomes together.

4. MA is a bellwether. Watch how dental is packaged for seniors to anticipate design shifts and member expectations across segments.

5. Human beats hype. Shared decision making and plain language build confidence faster than any new acronym.

About Caitlin Walsdorf

Caitlin is a partner at HealthScape Advisors, focused on ancillary markets. She has worked on the front lines of payer strategy and supplemental benefits, including a widely cited survey on value-based care readiness across dental.

In this conversation, Matt Allen and Dr. Cory Scheer discuss the critical role of trust in organizations, particularly in healthcare and dental care. They explore the structure of trust, its components, and how it can be measured and maximized. Cory shares insights from his experience as a raft guide and how those lessons apply to leadership and organizational culture. The discussion also highlights the importance of trust in recruitment and retention, especially among younger employees, and how organizations can leverage trust to improve workplace culture and patient care.Chapters00:00 Introduction to Trust and Leadership11:54 The Structure of Trust Framework23:57 Applying Trust in Healthcare and Dentistry24:16 The Importance of Trust in Workplace Culture25:25 Addressing Workforce Challenges in Dentistry27:36 Building Trust-Centric Solutions for Dental Organizations30:25 Real-Time Trust Assessment in Organizations33:56 Recruitment and Trust in the Workplace

In this episode of Kinda Different, Dr. Matt Allen interviews Jessica Fowler, a dynamic figure in the dental industry who bridges the gap between clinical practice and technology. They discuss the importance of patient-centered care, the role of innovation in dentistry, and the significance of mindfulness in professional life. Jessica shares her journey from being a dental hygienist to working in dental SaaS, emphasizing the need for data integrity and the human aspect of healthcare. The conversation also touches on lessons learned from firefighter culture and the importance of authenticity in personal and professional interactions.

In this episode of Kind of Different, Dr. Matt Allen engages in a deep conversation with Matt McGaw, founder of DSO Compass, about the intersection of innovation and dental care. They explore McGaw's journey in healthcare, the role of AI in dental practices, and the importance of creating human connections in patient care. McGaw shares personal reflections on his mother's legacy and how it motivates him in his career. The discussion emphasizes the need for change management in adopting new technologies and the potential for AI to enhance patient experiences while maintaining the human touch in healthcare.

In this episode of Kinda Different, Dr. Matt Allen welcomes Dr. Jeremy Horst Keeper, a pioneer in non-invasive dental care. They discuss the innovative approaches to dentistry that prioritize patient comfort and health, including the use of silver diamine fluoride and other non-invasive treatments. The conversation explores how constraints can drive innovation, the importance of listening to patients, and the need for a more human-centered approach to healthcare. Dr. Keeper shares insights from his practice and emphasizes the significance of community and collaboration in advancing dental wellness.