The Dental Amigos

This week, the Dental Amigos welcome Harold Gornbein, Co-Founder partner of Apex Reimbursement Specialists who has over 30 years of experience within the dental insurance industry. Harold has worked in sales and account management for Ameritas, Dental Benefit Providers, PacifiCare Health Systems, and United Concordia, as well as his own employee benefits agency. His wealth of industry knowledge, experience, and relationships provide Apex clients crucial strategic guidance on credentialing management, UCR Fee analysis, dental billing, and fee schedule analysis and optimization. Apex’s services help to position dental practices at the head of the negotiating table for higher paying fee schedules potentially producing thousand’s more in revenue without additional chair time.

In this episode, Harold discusses PPO fee negotiation, insurance verification, collection rates, the importance of transitioning practice ownership with proper credentialing and the value of outsourcing to reimbursement specialists. He emphasizes the significance of annually updating UCR fee schedules to maximize revenue at your practice. Harold also discusses the significance of insurance compliance when transitioning practice ownership and the benefits of outsourcing billing to professionals like Apex, which can save practices significant costs and improve efficiency.

To get in touch with Harold and his team, visit apexreimbursement.com or email him directly at [email protected].

Listeners who want to reach Paul can do so at [email protected] and those who want to reach Rob can do so at [email protected].

This week, the Dental Amigos welcome Brannon Moncrief, the Principal and CEO of McLerran & Associates, who specializes in providing sell-side advisory to large dental practice owners seeking to monetize their businesses in private buyer sales or DSO transactions. Brannon has personally facilitated the sale of over 1,000 dental practices and is widely considered to be an expert on DSO affiliations.

In this episode, Brannon offers his insight on the “DSO vs. private doctor buyer” debate, emphasizing the importance of defining personal, professional, and financial goals before making a decision. Brannon draws on his extensive experience to help listeners understand concepts like EBITDA and the different types of equity to help listeners understand highly complex and often confusing DSO offers. Finally, Brannon discusses the challenges of internal succession planning and his long term strategies for facilitating a smooth transition into retirement.

To get in touch with Brannon and his team, schedule a free, confidential discovery call here: https://dentaltransitions.com/contact-us/. Brannon can also be reached directly at [email protected] or (512) 660-8505.

Listeners who want to reach Paul can do so at [email protected] and those who want to reach Rob can do so at [email protected].

This week, coming back for his second show appearance, the Dental Amigos welcome Dr. Cliff Moore, a former Navy dental officer, dental practice owner and ultramarathon runner. For over 10 years, Cliff has dedicated himself to serving his community through his efforts giving back to veterans, providing over $35,000 in free dental care and raising more than $75,000 through an annual ultramarathon event. His passion for service, endurance sports, and dentistry reflects his lifelong commitment to making a meaningful impact.

In this episode, Cliff discusses his strategy for balancing his practice, family, and athletic pursuits, emphasizing the importance of setting boundaries to ensure a balanced life. He chats with Rob and Paul about how finding a cause one is passionate about, as he is with community involvement and fundraising for veterans, has a positive impact on his practice and personal fulfillment. By sharing his experience with veteran-focused charities and the impact of his fundraising efforts, Cliff encourages all dentists to find small ways to give back to their communities and use their platforms to help others.

To get in touch with Cliff and his team, visit MooreDentalLewisCenter.com. You can also find him on Instagram @LC_dentist.

To make a donation to Cliff’s upcoming ultramarathon fundraiser on May 3, 2025 for STRIVE, a suicide and trauma reduction initiative for veterans and first responders, click here: https://buckeyefunder.osu.edu/project/46100?utm_source=social&utm_medium=social&utm_campaign=med_donor-event_fy25_strive-tribute-relay

Listeners who want to reach Paul can do so at [email protected] and those who want to reach Rob can do so at [email protected].

This week, the Dental Amigos welcome Mike Slattery, a Managing Director at Crown Tenant Advisors, a boutique healthcare real estate firm. Mike has over ten years of experience in the healthcare industry working with young dentists to find the perfect location and space to start their dream practice and with assisting established dental practices relocate, expand, and purchase property. Mike offers a results-oriented approach through analysis, tenacity, strong negotiation skills, and customer focus.

In this episode, Mike discusses the start-up site selection process, emphasizing the importance of analyzing demographics and market competition in chosen areas to ensure that they fit the vision and goals of the practice. He then emphasizes key concessions to negotiate with the landlord, including tenant improvement allowance, free rent, permitted transfers, and renewal options. Mike also discusses critical risk mitigation language to be negotiated at the letter of intent (LOI) phase to protect the dentist, including relocation and exclusive use clauses.

To work with Mike and his team, visit crowntenantadvisors.com or call him directly at (619) 306-5048.

Listeners who want to reach out to Paul can do so at [email protected] and those who want to reach out to Rob can do so at [email protected].

This week, the Dental Amigos welcome immigration attorney Wendy Castor Hess to explore how dental practices can navigate the complicated world of hiring foreign-trained dentists. Wendy is a partner at Landau, Hess, Simon, Choi, and Doebley, and has over 42 years of experience in Immigration Law. She is fluent in Spanish and serves as counsel to the Mexican Consulate in Philadelphia. Wendy advises institutions across healthcare, education, and technology industries, and also represents individuals in family-based cases. She has been recognized repeatedly as one of the Best Lawyers in America, including “Lawyer of the Year” for Immigration Law in Philadelphia.

In this episode, Wendy shares her insight on OPT (Optional Practical Training) for F1 student visas and the challenges involved with the H-1B visa lottery. She also discusses the process of obtaining green cards through the PERM labor certification process, and what practice owners need to know to avoid costly mistakes. Wendy emphasizes the need for dental practices to work with immigration specialists to navigate these complexities and ensure compliance with U.S. immigration laws.

To learn more about Wendy Castor Hess and her immigration law services, visit lhscimmigration.com or email her directly at [email protected].

Listeners who want to reach Paul can do so at [email protected] and those who want to reach Rob can do so at [email protected].

This week, the Dental Amigos welcome David J. Goodman, CPA, a partner and Dental Practice Solutions Team Leader at PFK O’Connor Davies Advisory, LLC. David has over 35 years of experience working with a client base of individuals and closely held businesses. Before joining the PKFOD, David was Managing Director of LB Goodman. He is a member of the Academy of Dental CPAs and the Practice Valuation Study Group. He is a licensed CPA in New Jersey, New York and Florida, and a frequent contributor to Dental Economics magazine on practice and financial management.

In this episode, David discusses the dental industry trends he observed in the last year. He highlights an overall increase in labor costs, but also the benefits for practice owners who invest in long-term employee retention and staff morale. David then discusses the different financial planning strategies that he recommends for independent dentists with one or two practice locations versus those that he recommends for his clients who run complex multi-location practices.

Each year, David Goodman and his team synthesize their dental industry data in their Dental Practices by the Numbers report, which you can download here for more high-level analysis of dental industry financial trends. You can also find him at pfkod.com or reach out to him directly at [email protected].

Listeners who want to reach out to Paul can do so at [email protected] and those who want to reach out to Rob can do so at [email protected].

Episode 133 – Mark Costes, D.D.S. on High-Level Practice Ownership and Philanthropy by The Dental Amigos

Episode 132 - Josh McSpadden, Co-Founder of the PracticeFinder App by The Dental Amigos

This week, the Dental Amigos welcome Alan Stern, D.D.S, recipient of the 2023 Nifty Award for “Most Inspirational Dental Professional.” Alan works with dentists who are looking to create a workplace that is productive and profitable and a life that is rewarding and meaningful. As a speaker, Dr. Stern conducts presentations for dental groups focused on redefining what it means to build a better team and rekindling a passion for what matters.

Dr. Stern discusses his journey from disillusionment to fulfillment as a dentist, reflecting on his initial struggles after graduating from dental school, including financial difficulties and a lack of patient acceptance. He shares his personal “AHA!” moment, when he realized the value of gratitude and perspective and their impact on revitalizing his clinical practice. Dr. Stern offers his advice to young dentists facing the same issues, urging them to find community and mentorship.

To get in touch with Dr. Stern or schedule a virtual coffee chat with him, visit his website at www.betterricherstronger.com or send him an email at [email protected]. You can also check out his book, Enjoy the Ride: Lessons for the Quest to Live a Joyful, Profitable Life in Dentistry.

Listeners who want to reach out to Paul can do so at [email protected] and those who want to reach out to Rob can do so at [email protected].

This week, the Dental Amigos welcome Valerie Woo, D.M.D. entrepreneur, pediatric dentist, and dental consultant. She leverages her extensive experience to consult, guide, and mentor dentists, helping them transform chaotic practices into thriving, well-organized businesses. She integrates leadership, marketing and operational systems into customized programs, providing strategic guidance that is both practical and compassionate.

Dr. Woo discusses her journey from the beginning of her career as a pediatric dentist, to growing her practice and selling to a DSO. Then, she and the Amigos talk about her use of personality assessments to better understand one’s strengths and how they align with the demands of practice ownership. Dr. Woo emphasizes the importance of personal growth and challenges, outside perspectives, and accountability.

To get in touch with Dr. Woo or schedule an initial discovery call with her, visit her website www.drvaleriewoo.com. You can also find her on Instagram @drvaleriewoo.

Listeners who want to reach out to Paul can do so at [email protected] and those who want to reach out to Rob can do so at [email protected].