Welcome to another episode of the Private Practice Playbook, where we dive into the real stories behind successful dental practices. This week, we sit down with Dr. Lance Panarello, a dentist whose journey took him from working alongside his father in a small practice to scaling up to over $20 million in annual revenue and managing multiple locations.

In this candid conversation, Dr. Panarello reflects on the early years, times of financial struggle, hard choices, and learning through adversity, including a period with no paycheck and climbing out of a multimillion-dollar debt. He shares how humility, coaching, and relentless self-improvement transformed both his business and personal life.

You’ll hear insights on building a thriving dental practice, the importance of coaching, overcoming ego, fostering work-life balance, and why real growth comes from learning how to lead, delegate, and communicate. Whether you’re just starting out or looking to take your practice to the next level, this episode is packed with actionable advice and inspiration from someone who's walked the walk.

Tune in as we uncover the pivotal moments and lessons that can help you find more freedom, fulfillment, and success in your own career.

Timestamps:

00:00 Introduction to Private Practice Playbook

04:18 Considering career options with dad

08:48 Dad's retirement and free dentistry day

10:52 Valuable parenting advice on time

14:33 Teaching productivity at the Scheduling Institute

16:32 Unexpected patient loyalty

20:38 Unexpected business growth

24:22 Overcoming early challenges

28:20 Understanding practice math basics

29:28 Overcoming challenges in training staff

33:35 Listening to top industry experts

36:38 Importance of Liking People in Healthcare

39:36 Balancing work and personal life

42:12 Value of Ongoing Coaching

48:05 Financial freedom for stress-free vacations

48:46 Finding freedom and meaning

Welcome back to the Private Practice Playbook podcast! In today's episode, host Jay Geier sits down with power couple Dr. Mary John Lalor and Dr. Robert Lalor, who share the remarkable journey of building their thriving dental practice from humble beginnings in small-town New York. With a candid look at their personal and professional partnership, Dr. Mary John Lalor and Dr. Robert Lalor reveal the behind-the-scenes strategies that fueled their growth from a single family practice to a multi-location operation with over 40 doctors and 350 team members.

Together, they reflect on lessons learned from taking risks, staying financially disciplined, and placing patients and team culture at the forefront. You'll hear how their complementary skills shaped their approach to leadership, how they navigated the challenges of expansion, and why a commitment to lifelong coaching and peer collaboration became a cornerstone of their success. Whether you're leading a practice, working with your spouse, or just looking for inspiration in your own professional journey, this episode is packed with practical wisdom, humor, and a reminder to enjoy the ride — no matter where it takes you.

Timestamps:

00:00 Longtime friendship and growth journey

07:42 Navigating challenges in marriage

10:42 Choosing locations in smaller markets

20:31 Healthy competition in education

22:18 Investing and taking calculated risks

30:10 Building the perfect team

31:56 Importance of a great team

41:24 Benefits of having a coach

46:58 Encouraging change in organizations

50:45 AI and the future of dentistry

56:13 Balancing business and personal life

01:00:13 Creating lasting family memories

Welcome to this episode of the Private Practice Playbook with Jay Geier. Today, we dive into the remarkable journey of Dr. Todd Sala, a dentist whose story spans four generations and over a century of family practice. From buying into his father’s practice and continuing to build alongside his family to expanding from a modest eight-operatory clinic to a bustling 34-chair practice, Dr. Todd Sala reveals the lessons he learned along the way. We’ll hear about the challenges of earning patient trust, embracing mentorship (even when it’s hard to hear), managing finances and capital expenditures, and, perhaps most importantly, learning to delegate and become a true leader. Dr. Todd Sala opens up about balancing business growth with personal life, coaching others in the field, and the mindset shifts that unlock true potential. If you’re seeking not just growth, but lasting impact in private practice, you won’t want to miss this conversation.

Timestamps:

00:00 Todd's professional journey and insights

04:22 Discussing their close friendship

08:32 Decision to retire after vacation

12:22 Discussing business growth challenges

15:39 Understanding capex in business growth

19:08 Paying off the building

20:09 Expanding dental practice team

24:31 Balancing work and family life

27:06 Understanding others' perspectives on business

31:42 Preparing for leadership transition

32:48 Reflecting on early struggles

36:54 Reflecting on personal growth process

40:55 Building a dental clinic abroad

45:16 Turning point: focusing on others

47:30 Discussing time and money freedom

50:34 Thinking about saving money

54:09 Haggling story at Sam's Club

55:49 Discussing client ranking and feedback

58:57 Discussing the company's operational strategies

In this episode, Jay talks with Dr. Steven Pilipovich about building a practice with long-term vision and intentional leadership. From solo practitioner to multi-practice owner, Dr. Pilipovich shares what it takes to grow sustainably, invest in people, and create a practice designed to last.

In this episode, Jay talks with Dr. Steven Pilipovich about building a practice with long-term vision and intentional leadership. From solo practitioner to multi-practice owner, Dr. Pilipovich shares what it takes to grow sustainably, invest in people, and create a practice designed to last.

What does it really mean to lead—and how does leadership set the ceiling on everything you build? 

In this special episode of The Private Practice Playbook, PGI founder Jay Geier sits down with Coach Deion Sanders for a live conversation at the Practice Growth Summit. Coach Prime shares powerful insights on discipline, confidence, preparation, and setting the standard as a leader. 

Motivating, challenging, and timely—this episode is a must-listen for practice owners who want to raise the bar for their business and themselves. 

In today’s episode, Jay opens with a simple — but confronting — question: “If I say I’m going to do it… does it actually happen?” From giving yourself real grace, to breaking old patterns, to stepping fully into leadership, this conversation pulls you out of default mode and into intentional growth. If you want clarity, confidence, and momentum heading into 2026, this is the reset you didn’t even know you needed.

In today’s episode, Jay opens with a simple — but confronting — question: “If I say I’m going to do it… does it actually happen?” From giving yourself real grace, to breaking old patterns, to stepping fully into leadership, this conversation pulls you out of default mode and into intentional growth. If you want clarity, confidence, and momentum heading into 2026, this is the reset you didn’t even know you needed.

The holidays are here — and for most people, that means slowing down.

But for top-performing practice owners, this is the time to finish strong.

In this week’s Private Practice Playbook, Jay shares how to turn year-end fatigue into fuel for growth — with three actionable steps every doctor should take before December 31.

If you’re constantly frustrated with your team, you’re not alone. Most doctors face the same cycle of stress, unmet expectations, and daily firefighting — but it doesn’t have to stay that way.

In this episode, Jay Geier unpacks five key barriers to growth that stem from your “human capital” — the people who make your practice run. From mindset shifts to accountability and compensation, Jay shares practical steps you can take to strengthen your team, restore control, and make your practice easier to run — not harder.