The Dental Marketer

What if your practice could add $30K or more a month just by giving patients the confident smiles they already want?

In this episode, Rachel Hicks reveals how this overlooked service could be a sleeper profit center in your practice. While most practices chase expensive ads, add more operatories, or focus strictly on big-ticket treatments, they miss the chance to turn empty chairs into steady revenue with in-office whitening that patients actually want.

Rachel breaks down why so many clinics get whitening all wrong using outdated, high-cost systems and pricing themselves out of the market, while patients simply go to beauty spas instead. She shares a practical, team-based approach for launching whitening profitably, from choosing an education-first supplier to enrolling the team, simplifying protocols, and moving whitening into consult or unused rooms. Rachel unpacks the numbers, showing how in-office whitening can deliver strong margins, drive more cosmetic cases, and even pay for itself in under a week if practices abandon old habits and give patients the fast, confidence-boosting result they crave.

What You'll Learn in This Episode:

• Why in-office whitening is the most underutilized revenue stream in dentistry.
• Common mistakes that keep dental practices from profiting from whitening.
• The key differences between “whitening for life” takes-home kits and what real patients prefer.
• Practical steps for team training and seamless whitening integration.
• How to use assistants and unused rooms to maximize whitening efficiency.
• Smart pricing strategies for 2025–2026 that keep chair time profitable.
• Ways to market whitening without awkward sales tactics.
• The ROI of adding a whitening column and how quickly you can get profitable.
• How whitening can boost acceptance of additional cosmetic procedures.

Ready to unlock a surprising new revenue stream in your practice? Hit play now and discover how in-office whitening can change your bottom line quickly!

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Sponsors:‍

Net32: Founded by a dentist, for dentists. Net32 is the leading online marketplace for dental supplies, helping dental and medical professionals save on high-quality products for over 25 years. Start saving today at: https://www.net32.com/dentalmarketer

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Click here for a special offer!

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Guest: Rachel HicksCheck out Rachel's Media:

Instagram: https://www.instagram.com/mentorrach/

TikTok: https://www.tiktok.com/@mentorrach

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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? Follow on Your Favorite App! https://lnkfi.re/TDMPod

Have you ever questioned the traditional drill-and-fill mentality in your dental practice?

In this Fail Forward episode, seasoned dentist Dr. Ankur Gupta reveals how he broke away from the traditional "drill and fill" approach engrained at dental school, after seeing his teenage daughter multiple cavities. Reflecting on the long-term effects of extensive fillings he performed on his patients, Dr. Gupta decided to change his approach and direct energy into proactive preventative measures for his daughter, and all subsequent patients. Discover how challenging traditional dental practice beliefs can offer a more compassionate and health-focused approach and why treating patients like family could set your practice apart. If you're ready to evolve from just restoring dental health to maintaining and promoting it, then this is the episode for you!

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Listen to Ankur's Other Episodes Here:

398: Dr. Ankur Gupta | North Ridgeville Family Dentistry – The Dental Marketer Podcast

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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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Scaling a dental practice sounds exciting until growth starts to feel like extra weight on your shoulders.

In this episode, Dr. Brinda Patel of Smile Select Dental unpacks the real costs and lessons of scaling a dental practice across multiple states. You’ll hear how her family’s journey from four to twenty locations came with tough calls: when to expand, when to consolidate, and what it actually takes to make your practice stand out in crowded markets. Dr. Patel shares why selling can be the wiser move for some locations, especially when out-of-state offices are difficult to manage, and how adding high-value services before a sale can significantly increase practice valuations.

The conversation digs into the daily realities behind “scaling” that textbooks gloss over: bottlenecks in team culture, after-hours work, and the dangers of seeing growth as pure numbers rather than people and process. Dr. Patel offers actionable advice for practice owners dealing with lagging performance, like focusing on reactivation outreach, tightening up financial processes, and tracking key profitability metrics. Whether you’re battling burnout, refining your team’s accountability, or eyeing the next phase of wellness dentistry, this episode gives you an inside look at what truly moves the needle for multi-location dental success.

What You'll Learn in This Episode:

• Why scaling can add stress, not just revenue or prestige
• Which practice upgrades most powerfully boost valuation before a sale
• How to spot and reverse early signs of marketing fatigue and team drift
• The crucial team management mistakes to avoid as you grow
• Proven tactics for regaining control of underperforming locations in 48 hours
• The specific financial benchmarks that keep multi-location practices healthy
• Why phone conversion often matters more than increasing ad spend
• How to organize accountability across offices without wearing yourself out
• The role of wellness dentistry in the next wave of patient care
• Realistic timelines and mental shifts needed for sustainable expansion

Press play now to hear the true story behind dental practice growth and what it really takes to make scaling worth it.

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Sponsors:‍

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! https://sta.mx/vz69

Click here for a special offer!Guest: Dr. Brinda PatelCheck out Brinda's Media:

Instagram: https://www.instagram.com/drbrindakpatel/

Email: [email protected]

Brinda's Past Episode: 372: Dr. Brinda Patel | Smile Select Dental – The Dental Marketer Podcast

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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 happens when the weight of practice ownership gets too heavy, but partnership and selling don't work out?

In this Fail Forward episode, Dr. Michelle Jorgensen discusses her challenging journey in dealing with practice partnerships and selling to a DSO (two major choices that didn't pan out as expected.) Listen as she shares her revolutionary "ecosystem of a dental practice" concept that categorizes ownership duties, establishing clarity in responsibility, and fostering effective partnerships. If you're struggling with managing your practice's growth or considering partnerships, this episode provides valuable insights you won't want to miss. Discover the wisdom behind Dr. Jorgensen's story and persevere toward better practice leadership today!

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Listen to Michelle's Other Episodes Here:

480: How to Create a Practice Focused on Your Team and Patient's Wellbeing | Dr. Michelle Jorgensen – The Dental Marketer Podcast

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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? Follow on Your Favorite App! https://lnkfi.re/TDMPod

What if your practice could run smoother, convert more patients, and scale without burning out your team?

This episode dives into the playbook of Kristen Davis, a strategic operator who’s worn nearly every hat in a dental office, from ground-level execution to high-level growth planning.

Kristen shares the real story behind launching and scaling a de novo dental practice during the chaos of COVID-19, turning disruption into a blueprint for resilience and expansion. She introduces SOPHIE, a dynamic AI-supported platform that transforms dental operations by bridging the gap between software and staff, ensuring consistency, accountability, and real-time visibility. Kristen walks us through practical tactics that boost retention and reduce stress, from patient-first scripting and high-conversion follow-up cycles to purposeful morning huddles. Plus, she reveals hiring secrets, onboarding frameworks, and the essential tech tools practices overlook, all rooted in her firsthand trials and wins.

What You'll Learn in This Episode:

• How a dental startup thrived during a pandemic by systemizing operations
• The exact follow-up schedule proven to improve unscheduled treatment conversions
• Patient-phone call frameworks that nail the “why choose us” question fast
• Chairside scripts and cues that increase case acceptance (without pressure)
• The daily and weekly team habits that cut chaos and elevate accountability
• Why separating treatment and financial coordination roles drives smoother workflows
• Structured onboarding that creates confident, culture-matched new hires
• How to use technology like SOPHIE and Patient Prism to maximize team performance
• Proven strategies for holding vendors accountable and protecting your data
• Ways to infuse your practice’s mission and values into everything your team does

Hit play and discover actionable strategies you can use to build a practice that grows, adapts, and never skips a beat, no matter what challenges come your way.

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Sponsors:‍Oryx: All-In-One Cloud-Based Dental Software Created by Dentists for Dentists. Patient engagement, clinical, and practice management software that helps your dental practice grow without compromise. Click or copy and paste the link here for a special offer! https://thedentalmarketer.lpages.co/oryx/Click here for a special offer!

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Net32: Founded by a dentist, for dentists. Net32 is the leading online marketplace for dental supplies, helping dental and medical professionals save on high-quality products for over 25 years. Start saving today at: https://www.net32.com/dentalmarketer

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Click here for a special offer!Business Name: SOPHIECheck out Kristen's Media:

SOFIE: https://www.hisophie.ai/

Instagram: https://www.instagram.com/kldavsherm/

LinkedIn: https://www.linkedin.com/in/kristen-davis-sherman-331831a8/

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Mentions & Links:

Tools:

• Patient Prism
• BIT USA
• Sunbit
• CareCredit
• Cherry Financing

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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? Follow on Your Favorite App! https://lnkfi.re/TDMPod

Are you a caring dentist who finds it hard to accept when a patient is beyond your help?

In this episode, Dr. Don Barden, a scholar of economics and human behavior, candidly talks about a critical failure, one that many dentists might relate to: assuming you can help everyone. Sharing his wealth of knowledge and experience, Dr. Barden shows the dangers of this mindset and explains the importance of recognizing that patients, and indeed anyone, can only be truly helped when they are willing to help themselves. Unpack his insights and learn why he thinks that acknowledging this reality can be a significant step towards succeeding as a practice owner. As Dr. Barden says, "Failure is ongoing. Failure is something that you should embrace because it tells you what not to do, and it opens the door for everything you should be doing."

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Listen to Don's Other Episodes Here:

Feel Passion for Dentistry Again: 12-Months to Success with This Mindset Shift | Don Barden | MME – The Dental Marketer Podcast

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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? Follow on Your Favorite App! https://lnkfi.re/TDMPod

How did a Colorado dental group turn technology disaster into a growth catalyst?

This episode takes us behind the scenes of a bold, full-scale transition at a seven-location pediatric dental group: moving from server-based Open Dental to the cloud-powered Dentrix Ascend. Nicole Hartshorn, COO and regional manager, shares how scaling demands seeing every location not as isolated outposts, but as parts of a truly unified business, and what happens to patient experience when operational hiccups ripple through the system.

Nicole pulls back the curtain on the first big shock moving from Open Dental: financial ledger data didn’t migrate, instantly breaking accounts receivable tracking. Her team faced the daunting reality of rebuilding patient balances by hand, a process that took months and tested resolve. She explains how intensive on-site trainers, standardized SOPs, and continuous coaching from Dentrix Ascend turned the tide with upfront struggles, leading to breakthrough systems that allow team members to focus on a better patient experience. Nicole also dives into the nitty-gritty of effective recall protocol, automation that frees teams for powerful community outreach, and the often-overlooked details that make or break pediatric experience at scale.

What You'll Learn in This Episode:

• Why unified operational systems are critical for multi-location practices
• The costly surprise of non-migrating financial data and how to recover
• How on-site software trainers shape successful change management
• Strategies to overcome “we’ve always done it this way” resistance
• A high-impact, personalized recall system that keeps patient engagement at 95%+
• The crucial (yet often ignored) role of documenting visit details
• Automation hacks like insurance verification that give back staff time
• How quarterly outreach campaigns grow referrals in pediatric dentistry
• Pitfalls of focusing solely on collections over production and recall
• The importance of standardization for large provider teams
• Why “add-on” side services can undermine your core pediatric business

Ready to hear how bold leadership can turn an operational crisis into long-term growth? Listen now for firsthand lessons you can use in your own practice!

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Sponsors:‍

Dentrix Ascend: Smarter System, Smarter Practice: Dentrix Ascend Cloud-Based Dental Software Break free from software hassles and come with us to the cloud. Spend less time managing your practice and more time caring for your patients. Tap here for a special offer!

Tap here for a special offer!Guest: Nicole HartshornPractice Name: Pediatric Dental Group of ColoradoCheck out Nicole's Media:

LinkedIn: https://www.linkedin.com/in/nicole-hartshorn-9a927770/

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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? Follow on Your Favorite App! https://lnkfi.re/TDMPod

Are you scared of going against what's popular or accepted in dentistry, especially when it hits your patient base hard?

In this episode, Dr. Delaney Spaulding, the fearless owner of Ross Bridge Dentistry, underscores the value of courageous decision-making through her own story. Dr. Spaulding moves from a terrifying plunge into an out-of-network practice model that losses half of her patient base, to learning to navigate pushbacks, tough conversations, and an unforeseen leadership refurbishment. Listen in to discover how she envisioned and enacted a practice that thrives on intentional patient communication and experience, rather than riding on the insurance wagon. Dr. Spaulding shows you why, in your practice, you decide the rules. Tune into this episode of Fail Forward and prepare to be inspired to act boldly!

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Listen to Delaney's Other Episodes Here:

410: Dr. Delaney Spaulding | Ross Bridge Dentistry – The Dental Marketer Podcast

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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? Follow on Your Favorite App! https://lnkfi.re/TDMPod

What does it feel like to jump off the cliff of comfort and control, building your dream dental practice from the ground up before the first patient ever walks in?

In this candid conversation, Dr. Ryan Le and Dr. Tran Nguyen open up about the exhilarating and anxiety-filled final days before launching Lakeview Dental, their new practice in Horizon West, Florida. After three long years of planning, delays, and relentless detail work, the couple shares what it’s really like behind the scenes: how excitement can flip to stress as overlooked “little things” stack up, and how every decision, from bathroom fixtures to office software, feels loaded with urgency and consequence when the countdown to opening is real.

Ryan and Tran’s story isn’t about the glamour of being practice owners; it’s about embracing the mess, navigating two years of construction delays, learning the gritty details of equipment procurement, and wrestling with the emotional and financial risks of stepping away from secure jobs. They explain why autonomy, relationship-based care, and community connection fueled their leap into ownership. Their partnership is a masterclass in teamwork and resilience, showing how dividing roles, learning to compromise, and staying deeply involved in the local community helped them nearly fill their opening schedule even before opening the doors. This episode is a must-listen for anyone dreaming of practice ownership and wanting honest, hard-earned wisdom from dentists truly in the trenches.

What You'll Learn in This Episode:

• The emotional reality of building a dental startup from scratch
• How permitting and construction delays really impact your launch timeline
• Hidden “tiny” details that pile up as opening approaches
• Smart strategies for trimming startup costs without sacrificing tech
• Why patient experience and community presence are better than generic marketing
• How to split roles and decision-making as partners and find compromise
• What to expect when leaving employment for uncertain entrepreneurship
• The truth about local demand and choosing the right practice location
• Tips for creating a welcoming, anxiety-reducing office environment
• Lessons learned the hard way in dental practice buildouts

Hit play to hear the honest, practical journey of turning a dental dream into reality before the doors even open!

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Sponsors:‍Oryx: All-In-One Cloud-Based Dental Software Created by Dentists for Dentists. Patient engagement, clinical, and practice management software that helps your dental practice grow without compromise. Click or copy and paste the link here for a special offer! https://thedentalmarketer.lpages.co/oryx/Click here for a special offer!Guest: Dr. Ryan Le & Dr. Tran NguyenPractice Name: Lakeview DentalCheck out Ryan & Tran's Media:

Website: https://www.thelakeviewdental.com/

Email: [email protected]

Instagram: https://www.instagram.com/thelakeviewdental

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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? Follow on Your Favorite App! https://lnkfi.re/TDMPod

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What does a million-dollar mistake in dentistry look like?

Dr. Nathan Coughlin reveals the hard lessons learned from choosing the wrong business partners (a decision that cost him over a million dollars and countless sleepless nights.) Despite the significant financial strain and emotional toll, Dr. Coughlin has transformed this setback into invaluable wisdom about the importance of vetting partners, clarifying partnership agreements, and ensuring a clear exit strategy. Tune in to learn the practical steps to avoid these pitfalls, along with the insight that survival through failure can lead to eventual success. If you're considering or already into partnerships, listen to Dr. Coughlin's story to fortify your practice against agreements that are bound to fail!

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Listen to Nathan's Other Episodes Here:

386: Dr. Nathan Coughlin | Thrive Dental and Orthodontics – The Dental Marketer Podcast

MMM [Social Media] Find The Exact Patients You Want to Serve with These Pinterest Tips! – The Dental Marketer Podcast

The First Episode of 2023 & The Advice and Reflections Some of Our Guests Have Had! – The Dental Marketer Podcast

MME: Break the Mould on Pricing | How to Add $100k Production to Your Month! | Dr. Nathan Coughlin – The Dental Marketer Podcast

Which Social Media Platform is Right for Marketing Your Practice

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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? Follow on Your Favorite App! https://lnkfi.re/TDMPod

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