The Dental Marketer

From hiring hundreds of top performers to opening 17 practice sites, here’s how one dental leader maintains cohesion, culture, and continuous growth.

Today we have Evelyn Lahiji, a veteran consultant and manager behind a pediatric orthopedic dental empire with 17 carefully-positioned offices around Los Angeles. Evelyn pulls back the curtain on the systems, strategies, and mindsets that fueled her team’s explosive growth—sharing candid stories, practical tactics, and the exact formulas that keep their practice ahead in patient care and profitability.

You’ll discover how localized expansion, dynamic staff engagement, and a laser focus on operational excellence create a ripple effect from happier employees to loyal patients and impressive margins. Evelyn breaks down her approach to hiring, marketing, and adopting cutting-edge AI technologies for both clinical and business efficiency. Whether you’re looking to open your first additional location or searching for ways to maximize efficiency, Evelyn’s insights on goal-setting, accountability, and embracing innovation are sure to spark new ideas for your own practice.

What You'll Learn in This Episode:

• The strategic advantages of expanding within compact geographic regions
• Evelyn’s proven formula for recruiting and retaining enthusiastic, high-performing staff
• How localizing staff assignments boosts morale and operational flexibility
• The role of AI in improving patient care
• Financial benchmarks: aiming to break even within a year of opening a new site
• Key daily metrics to monitor for maximizing productivity and profit
• How to craft marketing strategies that attract and retain ideal patients
• Designing incentive and accountability structures that motivate your team
• Effective delegation and management roles for seamless multi-location operations

Press play to uncover Evelyn’s expert roadmap for building, scaling, and optimizing a multi-location dental practice!

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Sponsors:
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CallRail: Call tracking + AI that turns calls into campaigns that convert, quality patients, and cost savings. Click our link to start a free trial today! callrail.com/dentalmarketer

Click here for a special offer!Guest: Evelyn LahijiPractice Name: Children's Dental FunZoneCheck out Evelyn's Media:‍

Website: childrensdentalfunzone.com

Email: [email protected]

LinkedIn: linkedin.com/in/evelyn-lahiji-3566b6219

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

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Stop waiting for the next big holiday—learn how summer camps, back-to-school buzz, and even heat waves can spark growth for your practice!

This episode unpacks the secret sauce behind high-impact seasonal ground marketing—going way beyond just holiday-focused promotions. Michael breaks down the psychology behind why these timely campaigns work so well, highlighting how shifting routines, local events, and changing interests throughout the year offer fresh and relevant opportunities to connect with your community.

Packed with practical inspiration, Michael walks you through inventive campaign ideas like the Summer Smile Hydration Campaign, partnerships with kids’ summer camps, and creative collaborations with neighborhood ice cream and coffee shops. He doesn’t just stop at ideas—each campaign comes with pro tips for branded swag, tried-and-true outreach scripts, and relationship-building strategies. The episode also covers back-to-school moves, hands-on pop-up events in gyms and co-working spaces, and weather-based promotions designed to spark instant engagement. By the end, you’ll have a game plan brimming with actionable steps, scripts, and long-term tactics that elevate your practice’s presence and real-world impact.

What You'll Learn in This Episode:

• How seasonal ground marketing taps into shifting community needs and habits
• Step-by-step guidance for executing a Summer Smile Hydration Campaign
• Creative ways to collaborate with local kids’ camps, ice cream shops, and coffee shops
• How to craft winning outreach scripts and messages for local partnerships
• Tips for impactful back-to-school campaigns, including teacher gifts and sports mouth guards
• Techniques for using quarterly wellness pop-ups and weather-triggered flash promotions
• Follow-up strategies to nurture partnerships and convert connections into referrals

Hit play now to unlock proven seasonal campaigns and scripts you can use to power up your ground marketing all year long!

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Learn More About the Ground Marketing Course Here:

Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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Host: Michael Arias

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If building your own dental startup sounds overwhelming and expensive, here's a real-world look behind the curtain on tough decisions and smart spending as a practice owner!

In this episode, Dr. Katie Mathis shares her rollercoaster journey from ambitious associate to proud owner of Prairie Creek Dental, revealing what it really takes to bring a single-doctor practice to life in Cedar Rapids, Iowa. You’ll get a front-row seat to the pivotal decisions that shaped her path, from navigating complex construction logistics to choosing between an acquisition or a startup, all while forging a practice that truly reflects her standards and values.

Michael and Dr. Mathis delve into the daily realities of starting fresh—the anxieties of big loans, the strategic art of hiring, and the delicate balance of marketing to and caring for patients in a competitive landscape. Dr. Mathis opens up about practical systems she’s put in place, the vital role of a supportive community, and the power of smart financial planning (hint: don’t forget that dental-specific accountant!). Her real-world tips and candid anecdotes make this a must-listen episode for any dentists dreaming of practice ownership or looking to fine-tune their current practice.

What You'll Learn in This Episode:

• When to choose a startup over acquiring an existing dental practice
• Essential first steps for building your own dental startup
• Key factors that influenced Dr. Mathis’s decision to launch in Cedar Rapids
• How to hire and build a reliable practice team from day one
• The real challenges and rewards of taking on significant debt
• Effective marketing tactics for new dental practices in small communities
• Practical ways to manage patient expectations and treatment plans
• The importance of a dental-specific accountant and strong financial systems
• Advice for maintaining an emergency fund and preparing for unexpected costs
• Real-life lessons learned and actionable advice from Dr. Mathis’s journey

Hit play to uncover the behind-the-scenes realities and practical strategies of building your own successful dental practice!

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Sponsors: DocSites: Do you need a new website or marketing agency with no long-term contracts? Visit DocSites' website here and be sure to mention The Dental Marketer for $500 off! docsites.com

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Guest: Dr. Katie MathisPractice Name: Prairie Creek DentalCheck out Katie's Media:‍

Website: pcdiowa.com

Email: [email protected]

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Why do some pediatric practices become local favorites while others fade into the background?

In this episode, Michael delves into the psychology of ground marketing tailored for pediatric dental practices, revealing why trust is the foundation for building lasting relationships with local families. He unpacks the dual priorities facing dentists: winning over discerning parents with micro trust-building moments, while making sure kids feel safe and comfortable from the first hello. Through real-world stories and tested tactics, you'll discover how influencing word-of-mouth and creating educational opportunities puts your practice in the conversation of every parent group.

Michael doesn’t stop at the basics—he explores actionable strategies you can launch tomorrow for deep community engagement. Learn how partnerships with daycare centers and schools, creative health talks, and unique events like hidden book treasure hunts or teacher recharge stations set your practice apart. He also gives you the operational playbook: capturing valuable data at every touchpoint, deploying targeted follow-up, and transforming positive community impressions into appointments. By the end, you’ll have a blueprint to elevate your in-office experience, ensuring your ground marketing efforts translate into ongoing loyalty and genuine patient trust.

What You'll Learn in This Episode:

• How to build trust with both parents and children in pediatric settings
• Effective word-of-mouth marketing techniques for local influence
• Community partnership ideas with schools, libraries, activity centers, and pediatricians
• Creative in-person events to educate and engage families
• Unique reciprocity strategies, like mouth guard scholarships and recharge stations
• Best practices for gathering and using data at events
• Robust follow-up systems to convert leads into actual appointments
• Differentiating your in-office experience to reinforce marketing gains
• Operational tactics for maximizing your ROI on ground marketing
• The must-have steps for tracking, measuring, and optimizing each outreach

Jump in now to discover how your pediatric practice can become the go-to spot for families in your community!

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Learn More About the Ground Marketing Course Here:

Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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The Pediatric Dental Marketing Course is open for enrollment!

Head over to our site to enroll now! pediatricdentalmarketingcourse.com

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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What if every step of your patient’s journey—not just your care—felt extraordinary?

In this episode, Michael sits down with Santosh Patel for a deep dive into building a practice where being obsessed with patient experience is the rule, not the exception. From the very first online interaction to the moment patients step out the door, you’ll discover how reputation and practice growth thrive when you exceed expectations at every touchpoint.

Together, Michael and Santosh uncover the real-world challenges that often separate intention from impact, such as misaligned messaging, outdated office systems, and the disconnect between online presence and in-person encounters. You’ll hear practical strategies for transforming first impressions, converting inquiries into appointments, leveraging technology, and instilling a team-wide obsession with patient experience. Drawing on examples from world-class brands and healthcare innovators, this conversation provides a blueprint for building—or reinventing—a truly patient-centered practice from the ground up.

What You'll Learn in This Episode:

• The hidden gaps in patient experience that could be costing your practice trust and growth
• How to seamlessly align your website, ads, and in-office experience for a unified brand
• Proven methods for converting patient inquiries into booked appointments
• Why empathetic communication and confident call handling lead to higher conversions
• The impact of role-playing and staff training for delivering consistent excellence
• The most important KPIs for measuring true patient satisfaction—not just reviews
• Tips for designing a patient-focused culture from scratch, borrowing lessons from top hospitality and service brands
• Action steps to ensure every team member—from front desk to clinical—is invested in the patient journey
• Insights into upcoming industry events and resources for ongoing learning

Hit play now to discover practical steps for creating a practice patients rave about—and a team that takes pride in every interaction.

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Sponsors:
‍CareStack: Modern, Secure, Cloud-Based Dental Software for Growing Your Practice! With state-of-the-art features including Online Appointments, Integrated Payments, Text Reminders and more. Click the link here for a special offer: thedentalmarketer.lpages.co/carestack

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Guest: Santosh PatelBusiness Name: Complete Specialty SolutionsCheck out Santosh's Media:‍

Website: completespecialty.com

Website: subscribili.com

LinkedIn: linkedin.com/in/santosh-patel-8849a013

CareStack Inner Circle Event

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Download the Patient-Obsessed Practice Blueprint for FREE today! (A step-by-step guide to implement everything Santosh talked about today.)

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Nonprofit partnerships could be your new secret to building an unshakeable reputation in your local community!

In this episode, Michael pulls back the curtain on why people trust causes more than advertising—and how dental practices can borrow that trust to spark greater engagement and genuine social proof. You’ll discover the psychology behind strategic nonprofit collaborations, learning why this is more than marketing—it's a calculated reputation-building move that offers real return for your practice.

Michael walks step-by-step through selecting the nonprofits that match your mission, the art of reaching out with value-first templates, and crafting partnerships that go far beyond occasional donations. You’ll get his proven three-phase partnership framework—visibility, activation, and sustained engagement—plus hard-won lessons on common pitfalls and how to avoid campaigns that fall flat. With tracking tools, growth strategies, and access to bonus resources through the ground marketing course, you'll leave equipped to turn community goodwill into lasting patient loyalty!

What You'll Learn in This Episode:

• Why nonprofit partnerships create trust and social proof unmatched by advertising
• How to choose the right local nonprofit for maximum mission alignment and outreach
• Templates for reaching out and starting partnerships that spark reciprocity
• Step-by-step tactics for developing campaign-based collaborations, not just one-off donations
• The three-phase framework to move from visibility to deep community ties
• Pitfalls to sidestep so your partnership creates impact, not noise
• Methods for tracking real ROI and planning for scalable, long-term partnerships

Tune in now to build real community bonds and watch your practice grow from the inside out!

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Learn More About the Ground Marketing Course Here:

Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Get the "Weekend Dominator Strategy ( How to turn your schedule into your greatest marketing tool)" for FREE here!

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Discover how this dentist used high-tech innovation and low-overhead strategies—powered by his love for video games—to build his startup from the ground up!

In this episode, Dr. Tej Shah invites us into his multifaceted world, sharing how his early love for gaming and programming evolved into a drive for innovation in dentistry. You’ll hear about his journey from designing games and solving engineering puzzles at Lockheed Martin to navigating rigorous coursework at Carnegie Mellon and Tufts—all before taking the leap to open his own dental practice in Ashland, Massachusetts. Dr. Shah candidly shares what made him leave a secure tech path behind, and how seeing limitations in traditional dental software inspired him to develop his own Linux-based system tailored to real clinical needs.

But that’s just the start. Dr. Shah unpacks the creative marketing tactics—like hosting "Smash Bros" tournaments—and bold decisions, like offering dental care on weekends, that set his practice apart. He discusses the operational challenges, from wrestling with insurance claims to building a reliable team, all while keeping overhead surprisingly low. Through it all, Dr. Shah’s commitment to innovation and genuine patient care anchors his advice for anyone blending technology and entrepreneurship: help people first, and the success will follow.

What You'll Learn in This Episode:

• Why Dr. Shah traded a tech career for dentistry—and what fueled the transition
• Creative strategies for attracting patients, beyond traditional marketing
• The advantages of custom, open-source (Linux) dental software in running a modern practice
• How to balance practice ownership with independent software development
• Practical lessons in managing staff, insurance, and keeping costs down
• Insights on making your business stand out—like weekend hours and community events

Tune in now for an inspiring blend of tech ingenuity, creative grit, and real-world lessons in building a unique dental practice from scratch.

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Guest: Dr. Tej ShahPractice Name: Zen Family DentalCheck out Tej's Media:‍

Website: zenfamily.dental

Email: [email protected]

Email: [email protected]

Reddit: reddit.com/user/DesiOtaku‍

Clear.Dental Software: clear.dental

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

What if one afternoon could fill your Invisalign schedule and turn your practice into a buzzing local hotspot—all without relying on social media algorithms?

This episode dives into the blueprint for hosting a high-converting Invisalign Day using battle-tested ground marketing strategies. You’ll discover why simply putting up a few flyers or sending out generic emails rarely moves the needle—and how a proactive approach, rooted in real-world connection, creates true urgency and trust among prospective patients. We show the psychology behind exclusive invitations, the artistry of approaching local businesses, and the secrets to transforming event day into a VIP experience that excites your community and your team alike.

From scriptwriting that instantly wins over business owners to sensory details that make would-be patients feel valued as soon as they step through your door, every step is crafted for measurable results. Learn how to brief your team for seamless execution, leverage in-person energy for genuine engagement, and follow up with intentionality to turn interest into signed treatment plans. By the end of this episode, you’ll be equipped to turn Invisalign Days into a signature tradition that elevates your practice’s reputation and fills your books—quarter after quarter.

What You'll Learn in This Episode:

• How to design an Invisalign Day that inspires immediate action, not just window shopping
• The most common marketing pitfalls that lead to empty events—and how to avoid them
• Why ground marketing outperforms digital tactics for high-quality patient leads
• Which local businesses are goldmines for high-intent prospective patients
• A step-by-step outreach script that creates win-win partnerships with local venues
• Proven psychological triggers to drive urgency and exclusivity for your event
• In-office strategies to create a memorable, VIP patient experience
• The importance of team rehearsals and specific roles for flawless event delivery
• Follow-up frameworks to ensure curiosity turns into actual cases

Tune in now to transform your next Invisalign Day from a hopeful event to your practice’s ultimate patient magnet!

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Learn More About the Ground Marketing Course Here:

Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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For more helpful tips, strategies, ideas, and marketing advice, join my weekly newsletter here.

The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041

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Unlocking better insurance reimbursements isn’t about luck—it’s about knowing the rules of the PPO game and playing to win!

In this episode, we sit down with Dana Moss, an expert in PPO insurance allowables, to reveal the negotiation secrets that empowered her (and countless dental practices) to dramatically boost revenue. Dana’s hands-on approach, honed over two decades of successfully managing and negotiating on behalf of dental offices, proves that with the right tactics, dentists can finally take control of their income streams.

From demystifying negotiation timelines with major players like Delta Dental and MetLife, to understanding how to use percentile data and savvy step-by-step processes, Dana guides you through the strategies that work in today’s PPO landscape. This conversation is packed with advice—covering fee balancing, building genuine relationships with insurance reps, and handling stalled negotiations—along with practical guidance on how even small practices can take a DIY approach. If maximizing PPO revenue and navigating insurance with confidence are your goals, this episode is your roadmap!

What You'll Learn in This Episode:

• Why negotiating PPO allowables is non-negotiable for increased practice revenue
• How to strategically time and approach negotiations with major PPOs
• Proven tactics for fee balancing and setting competitive office fees
• How percentile data can inform smarter out-of-network UCR fees
• Step-by-step processes for successful, organized negotiation
• Handling pushback: what to do when insurance companies refuse
• The right (and wrong) way to leverage your network participation
• Building strong relationships with insurance reps for better outcomes
• DIY negotiation resources and tips for practices of every size
• Key principles for long-term, profitable PPO participation

Listen now and discover how you can take charge of your practice’s PPO negotiations for lasting financial growth.

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Sponsors:
‍CareStack: Modern, Secure, Cloud-Based Dental Software for Growing Your Practice! With state-of-the-art features including Online Appointments, Integrated Payments, Text Reminders and more. Click the link here for a special offer: thedentalmarketer.lpages.co/carestack

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Guest: Dana MossBusiness Name: PPO Dental ConsultingCheck out Dana's Media:‍

Website: ppodentalconsulting.com

Email: [email protected]

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Get the PPO Negotiation Kickstart Kit for FREE here!

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Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

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Host: Michael Arias‍Website: The Dental Marketer

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/companies, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.

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Ever felt discouraged after being turned away by a local business, wondering if your efforts in ground marketing were truly worth it?

This episode of the Ground Marketing Series unpacks why the most successful marketers are the ones who keep showing up, even after a "no." We dig deep into the art and science of persistence, revealing how a single visit rarely seals the deal—but a strategic, consistent approach can turn every interaction into an ROI goldmine.

Divided into actionable sections, we explain the power of psychology in persistence—from understanding gatekeepers to harnessing the familiar effect. Next, we guide you through the "Three Phases of Profitable Persistence," including scripts, mindset shifts, and tactical moves for each stage. You’ll also get practical tips for building trust cycles that turn businesses into referral sources for life. If you’re ready to move beyond transactional marketing and forge lasting partnerships, this episode is your blueprint!

What You'll Learn in This Episode:

• Psychological secrets to overcoming initial rejections and building trust over time.
• How to transform your offer into a win-win opportunity for every business you visit.
• The three proven phases for gaining new patient referrals through persistent, respectful follow-ups.
• Step-by-step scripts and materials that fast-track your ground marketing process.
• Why maintaining "urgency without rushing" leads to dependable results.
• How purposeful persistence lays the groundwork for consistent ROI, not just lucky breaks.
• Ways to track your progress and keep follow-ups organized for maximum efficiency.

Tune in now to discover how a strategic, persistent approach turns ground marketing visits into lasting patient referrals and immediate ROI!

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Learn More About the Ground Marketing Course Here:

Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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For more helpful tips, strategies, ideas, and marketing advice, join my weekly newsletter here.

The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041