The Dental Marketer

What happens when the practice you built is forced to stand without you?

In this powerful reunion episode, Michael reconnects with Dr. Ashley Joves nearly 10 years after her startup journey began with Smile & Co still in the dream stage. Ashley reflects on how her definition of success has changed from building a standout dental brand, hosting events, creating unforgettable patient experiences, and growing a loyal community, to recognizing the person she has become through the hard seasons of business, marriage, motherhood, and leadership.

Ashley also opens up about the health crisis that reshaped everything: discovering an oral cancer lesion on her husband, Brian, after what first seemed like a simple tongue irritation. She shares how self-advocacy, a second biopsy, and trusting her instincts made all the difference, then explains how her team, systems, and culture kept the practice running when she had to step away. This conversation is a deeply honest look at ambition, resilience, leadership, and building a dental practice that supports your life instead of consuming it.

What You'll Learn in This Episode:

• Why Ashley’s definition of success has shifted after nearly a decade in practice ownership.
• How a missed oral cancer diagnosis reinforced the importance of screenings and patient advocacy.
• What practice owners can learn from building systems before a crisis hits.
• How strong team leads, associates, and clear roles can protect the patient experience.
• Why culture is built through hiring, boundaries, and difficult conversations.
• The “low-cost” loyalty driver that matters more than decor or amenities.
• How to rethink growth when bigger no longer feels better.
• Why dentistry should fund your life, not become your entire life.
• How to create a backup plan that gives you more freedom and flexibility.
• Why finding a supportive dental community can make ownership feel less isolating.

Listen now for an honest, grounding conversation on building a practice, protecting your people, and redefining success on your own terms.

‍

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

‍

Click here for a special offer!Guest: Dr. Ashley JovesCheck out Ashley's Media:

• Ashley's Instagram: https://www.instagram.com/ashleyjovesdds/
• Smile & Co. Instagram: https://www.instagram.com/smileandcompany/
• The Making Of Instagram: https://www.instagram.com/themaking.of/
• Facebook Community: https://www.facebook.com/groups/themakingof
• Podcast "The Making of a Dental Startup": https://pod.link/1474094399
• Practice "Smile & Co. (locations in Folsom, CA and Roseville, CA)": https://www.smileandcompany.com/

Mentions & Links:

People:

• Alex Hormozi (entrepreneur/podcaster referenced for insights on success and reps)

Organizations, Products & Tools

• Net32 (dental supply ordering platform)
• Patterson (dental supply company)
• Henry Schein (dental supply company)
• Studio 8E8
• Disney

Host: Michael Arias

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

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

‍

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

If patients leave unsure about the plan, treatment acceptance has already started slipping.

In this Monday Marketing Move, Dr. Sachin Soni breaks down one of the most overlooked moments in the treatment conversation: making a clear recommendation, then giving the patient space to respond honestly. Instead of asking narrow questions like “Do you want to go ahead?” he suggests using more human language like, “So tell me, what are your thoughts?” to uncover hesitation around cost, fear, pain, or timing while the patient is still in front of you. He also shares how dentists can confirm true understanding by creating a partnership where patients know exactly what treatment is being done, why it matters, what it costs, and what to expect at each appointment.

What You'll Learn in This Episode:

• Why unclear recommendations quietly lower treatment acceptance
• The simple phrase that opens up better patient conversations
• How to check whether patients truly understand their treatment plan
• Why “no pressure” conversations often build more trust
• How to uncover barriers like cost, fear, or uncertainty early
• Why patients should feel like partners in their treatment
• How starting small can lead to stronger long-term acceptance

Listen now to learn how one simple shift in your treatment conversations can help patients feel clearer, safer, and more ready to move forward!

‍

Check out Sachin's Media:

Website: https://www.thedentistmentor.co.uk/

Email: [email protected]

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

LinkedIn: https://www.linkedin.com/company/the-dentist-mentor/

‍

Host: Michael Arias

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

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

‍

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

What if the most valuable dentist in the practice isn’t the highest producer, but the one patients trust the most?

In this episode, Dr. Sachin Soni shares a powerful way to rethink value as a trusted dentist who earns loyalty, drives referrals, supports the team, and strengthens the practice. Sachin argues that dental school often teaches clinicians to chase clinical excellence, while the industry pushes sales and production, but very few dentists are taught how to become genuinely valuable to patients, the business, and the people around them.

Sachin also opens up about ownership, leadership, and building a practice around the promise of “no pressure, no surprises, no rush.” He shares how a decade as an associate shaped his leadership style, why he and his wife Sanjeet designed their practice to protect family time, and how an unexpected personal loss just days after getting the keys changed his perspective on resilience. From clinical communication and treatment acceptance to mentoring, team culture, and associate leadership, this conversation is a grounded reminder that the best dentistry happens when trust comes before targets.

What You'll Learn in This Episode:

• The three types of dentist value, and why the most trusted dentist is often the most valuable.
• Why communication should be treated as a clinical skill, not a sales tactic.
• How to build trust with patients through “no pressure, no surprises, no rush.”
• What associates can do to become true assets to a practice.
• Why great clinical skills alone may not make someone a good team fit.
• How photographs during routine exams can improve understanding and acceptance.
• The importance of making clear recommendations without overwhelming patients.
• How to phase treatment plans over months or years to reduce cost barriers.
• Why silence can be one of the most powerful tools in patient conversations.
• How practice owners can close the gap between principals and associates.
• Why leadership requires honesty, not just strength.
• How mentorship, community, and better conversations can help dentists feel more fulfilled.

Listen now to rethink what makes a dentist truly valuable and how to build more trust with patients, teams, and yourself.

‍

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. Sachin SoniCheck out Sachin's Media:

Website: https://www.thedentistmentor.co.uk/

Email: [email protected]

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

LinkedIn: https://www.linkedin.com/company/the-dentist-mentor/

‍

Host: Michael Arias

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

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

‍

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

What happens when a busy, productive practice still can’t pay its bills?

In this Fail Forward episode, Dr. Rasheeda Johnson shares the hard lesson that changed how she runs Dentcare Now: never let one person hold the entire revenue cycle. After discovering delayed claims, missed billing, and broken cash flow, she and her partner rebuilt the practice around documented workflows, specialized support, and clear checks and balances. Her takeaway is simple but powerful for any business owner: people help you grow, but systems help you last.

Listen now for a quick but important reminder to protect your business by building systems that can stand even when people change!

‍

Listen to Rasheeda's Other Episodes Here:

From Concept to Collaboration: Starting Your Emergency Care Practice | Dr. Rasheeda Johnson | 529 – The Dental Marketer Podcast

‍

Host: Michael Arias

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

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

‍

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

‍

Choosing between a startup and an acquisition is not just a business decision, it is a vision decision.

In this popular rerun episode, Michael sits down with dental consultant and former Bank of America dental-division banker Mike Dinsio to unpack what it really takes to step into practice ownership with more clarity and fewer surprises. Drawing from thousands of dentist financial reviews, hundreds of tax returns, and 400+ transactions and startups, Mike shares what lenders look for, why loan sizes have shifted, and how doctors can better prepare before asking for funding.

The heart of the conversation is the startup-versus-acquisition decision. Mike breaks down the real pros and cons of each path, from cash flow and team dynamics to location, leases, technology, payer mix, demographics, and patient expectations. He also explains why some buyers feel misled after purchasing a practice, how to read projections with a more critical eye, and what traits help doctors succeed in either model. If you are thinking about ownership, this episode gives you practical frameworks to reduce risk and make a decision that fits your goals, personality, and long-term vision.

What You'll Learn in This Episode:

• How to decide whether a startup or acquisition fits your vision.
• What dental lenders look for before approving practice loans.
• Why startup and acquisition default rates are surprisingly similar.
• The biggest advantages and risks of buying an existing practice.
• Why startups offer control but require patience with cash flow.
• How demographics, payer mix, and community needs shape success.
• Why buyers may feel “duped” after reviewing practice projections.
• How valuation add-backs can distort your real take-home income.
• What to look for in year-over-year production consistency.
• Which personality traits tend to fit startups versus acquisitions.
• How to avoid getting buried in day-to-day “15-minute increments.”
• Simple operational levers that improve systems, case acceptance, and follow-up.

Listen now to get a clearer, more grounded path toward dental practice ownership without rushing into the wrong opportunity.

‍

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

‍

Click here for a special offer!

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: Michael DinsioCheck out Michael's Media:

Website: https://nxlevelconsultants.com/

His Podcast "Dental Unscripted": https://dentalunscripted.com/

Phone: 720-309-9551

‍

Host: Michael Arias

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

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

‍

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

Identifying the correct problem and implementing a sustainable solution is often where practices fall short.

In this Fail Forward episode, Sandy Pardue shares a lesson every dental practice owner and leader needs to hear: knowing the answer is not the same as creating lasting change. Reflecting on her early consulting years, Sandy explains how she once believed that identifying the problem, giving the right tools, and training the team would be enough, until she realized implementation is where most practices get stuck. She breaks down the three common roots of performance issues: systems, training, and staff, and shows why misdiagnosing the real problem can lead to frustration, turnover, and repeated breakdowns. With practical insight from decades in dental consulting, Sandy reminds us that real progress happens when solutions are assigned, measured, followed up on, and built into the way the practice operates every day.

Listen to today's episode to see which category may be holding your practice back!

‍

Listen to Sandy's Other Episodes Here:

58: Sandy Pardue | Organization – The Dental Marketer Podcast

354: Sandy Pardue | Why are "No-Shows' & Last Minute Cancellations Happening to You & How to Avoid Them – The Dental Marketer Podcast

201: [COVID-19] Dr. Gina Dorfman & Sandy Pardue – The Dental Marketer Podcast

317: Sandy Pardue | What Systems Should Startups Have in Place Before Opening Their Doors – The Dental Marketer Podcast

138: Dr. Sully Sullivan | Paying Your Employees Only Commission. – The Dental Marketer Podcast

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

Starting from Scratch: Building a Successful Practice Amid Economic Challenges | Dr. David Rice | 541 – The Dental Marketer Podcast

MMM [Patient Retention] Are Your Patients Leaving Out The Back Door? Try These Tips! – The Dental Marketer Podcast

Top 5 Best Dental Podcasts for Dentists in 2026-2027

MMM [Patient Retention] Why Do Patients Leave? The Common Reasons and How to Avoid Them – The Dental Marketer Podcast

‍

Host: Michael Arias

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

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

‍

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

What if the biggest barrier to treatment acceptance isn’t your clinical skill, but the way patients feel before they ever meet you?

In this episode, Dr. Kevin Faist shares how his background in psychology shaped the way he thinks about dentistry, trust, and patient behavior. After graduating at the top of his class and entering a Chicago DSO, he quickly learned that great dentistry doesn’t matter if the wrong patients are walking through the door. A painful lesson from low-cost promotions taught him that discount-driven marketing often attracts patients who don’t value comprehensive care.

Now practicing in Manhattan Beach and Redondo Beach, Dr. Faist explains how his practice has intentionally positioned itself as a local wellness brand instead of a traditional dental office. From Instagram and neighborhood events to school wellness expos and surf club gatherings, his team builds trust long before the first appointment. He also walks through their two-hour new patient experience, including sleep screening, iTero scans, AI-assisted education, anxiety-reducing design, and psychology-based case presentation that helps patients connect the dots without feeling sold.

What You'll Learn in This Episode:

• Why clinical excellence alone does not guarantee trust or referrals.
• How discount promotions can attract the wrong type of patient.
• Why your marketing should reflect the values of your ideal patients.
• How to position dentistry as part of overall health and wellness.
• Why local, community-based marketing can outperform generic ads.
• How Instagram became a top new patient generator for the practice.
• What makes a two-hour new patient exam work financially and emotionally.
• How to use silence and patient-led discovery in treatment conversations.
• Ways to reduce dental anxiety through environment and comfort systems.
• How team leadership systems help the practice run more smoothly.

Listen now to learn how psychology, wellness branding, and intentional patient experience can help you attract patients who truly value your care.

‍

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

‍

Click here for a special offer!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. Kevin FaistCheck out Kevin's Media:

Practice: https://www.fulbrightdental.com/

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

‍

Mentions & Links:Tools & Technology

• iTero — Digital intraoral scanner used on every new patient
• Pearl — AI-powered X-ray analysis tool used for second opinions and patient education
• Invisalign simulation — Used during consultations to show patients their scan in detail
• Zoom Whitening — Referenced as a patient referral incentive

‍

Host: Michael Arias

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

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

‍

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

‍

Sometimes the biggest threat to cash flow isn’t empty chairs, it’s not believing in the value of your services.

In this Fail Forward episode, Sadie Stewart shares the story of a dental practice consulting engagement that felt, at the time, like a painful professional setback. Despite improving collections, tightening systems, and supporting the team through serious cash flow challenges, one deeper issue kept holding the practice back: a generous owner dentist who wasn’t ready to change the discounting habits that were undermining the business. Sadie eventually made the difficult decision to step away, only to be called back later in an entirely different role as a neutral professional during a difficult practice transition. That experience opened a new path into conflict resolution, mediation, and dental practice transitions, reminding us that failure isn’t always the end of the story. Sometimes, it’s the moment that redirects your career toward the work you’re uniquely equipped to do.

Listen in for a quick, honest reminder that the setback you’re carrying may be pointing you toward your next meaningful chapter!

‍

‍

Listen to Sadie's Other Episodes Here:

Cloud, AI, and Teamwork: The Easy Way to Onboard New Practice Management Technology | Sadie Stewart | 556 – The Dental Marketer Podcast

‍

Host: Michael Arias

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

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

‍

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

‍

Click to read full transcript

Sadie: Aloha. This is Sadie Stewart from Honolulu, Hawaii, and this is my Fail Forward story about turning a professional setback into a very meaningful growth experience in my career. I've been consulting with privately owned dental practices for about ten years, and when I think about a failure that ultimately led to growth and new opportunities, one client immediately comes to mind.

At the time, I was still a relatively new consultant. I was excited and determined to help transform a practice that had been struggling with serious cash flow issues. Because I knew finances were already tight, I wanted to be respectful of my consulting fees and focus on strategies that could create the biggest impact using the team they already had.

We took a very holistic approach. At first, we cleaned up patient accounts, reviewed aging reports and accounts receivable, worked through insurance claims to increase collections, improved billing systems, and implemented strategies to recover outstanding balances. We also focused on schedule management, making sure the doctor and hygiene schedules stayed as full and productive as possible.

Every week, I ran reports, measured progress, adjusted strategies, and kept looking for ways to improve the practice's financial health. But every month, I noticed the same pattern. Thousands of dollars in treatment were being discounted or written off, all personally authorized by the dentist. No matter how much we improved collections or filled the schedule, we could never outpace the revenue that was walking out the door through unnecessary discounts.

I realized the problem wasn't a systems problem; it was a mindset problem. The dentist had an incredibly generous heart, as most do. He genuinely wanted to help every patient and often felt uncomfortable charging the full value of the care he provided. I spent a lot of time talking with him about the psychology of dentistry.

I explained that there were really two sides of owning a practice. One side is definitely caring for patients with compassion, but the other side is running a healthy business that can continue serving those patients, pay the team, invest in new technology, and keep the doors open. I also had to explain that because he was contracted with insurance companies, routinely discounting services could create compliance issues with those agreements.

The staff had become discouraged. They worked incredibly hard to collect balances, improve accounts receivable, and follow our financial policies, only to have the dentist override those efforts by giving additional discounts. It created confusion and frustration, and it made it nearly impossible for the systems we had built to succeed.

After several months, I had to make one of the hardest decisions of my consulting career. I realized that despite everyone's best efforts, I couldn't want success more than the practice owner did. I respectfully stepped away from the engagement because I didn't feel it was right for him to continue spending his limited cash flow on consulting services when he wasn't ready to make the changes that were necessary.

About a year later, I learned that the practice had been sold. The transition was incredibly difficult. There were disagreements between the previous owner and the new owner. The entire team was let go, and the situation ultimately required professional mediation.

Ironically, I was asked to come back, but not as a consultant focused on operations; I was asked to come back as a neutral professional to help mediate the situation. This experience completely changed the direction of my career. It introduced me to practice transitions, conflict resolution, and mediation. I discovered an entirely new area where I could help dental practices navigate some of the most challenging moments of their business.

Looking back, I once viewed that consulting engagement as a failure because I couldn't save the practice, but today I see it completely differently. That experience taught me that success isn't always measured by changing the outcome for one client. Sometimes success is allowing a difficult experience to shape your own growth and reveal a new path that you never expected.

That one practice opened the door to an entirely new chapter of my consulting career, and because of it, I've been helping more and more practices and dentists through practice transitions and some of the most significant decisions they'll ever make. Sometimes the greatest opportunity is hidden inside the very thing you didn't think would work out.

When dentistry slows down, patients open up and better care becomes possible.

In this episode, Dr. Brett Kessler shares how recovery reshaped his identity, leadership, and approach to dentistry after getting sober in his third year of practice. He opens up about the core values, mindfulness, coaching, and preparation that helped him face fear in every arena, from starting a practice from scratch to completing five Ironman races and stepping into leadership roles with the Colorado Dental Association and the American Dental Association.

He also walks through the relationship-based model that made his de novo practice a destination for comprehensive care. Rather than chasing volume or relying on technology to impress patients, he slowed the process down with a thoughtful discovery session rooted in Pankey philosophy: treat the person attached to the tooth. From patient conversations and handwritten notes to root-cause treatment planning and organized dentistry advocacy, this conversation is a grounded reminder that meaningful dentistry starts with clarity, courage, and connection.

What You'll Learn in This Episode:

• How recovery shaped Dr. Kessler’s leadership, values, and personal growth.
• Why fear never fully disappears, and how preparation helps you move through it.
• How a de novo practice became a competitive advantage through relationship-based care.
• Why leading-edge technology matters less than the philosophy behind it.
• How to attract the right patients without building a volume-driven practice.
• What happens during a high-trust, one-hour dental discovery session.
• Questions that help patients connect oral health, function, aesthetics, and overall wellness.
• How simple patient “homework” can lead to deeper awareness and better treatment planning.
• Why organized dentistry can be frustrating, slow, and still deeply important.
• How dentists can find support through coaches, colleagues, advocacy, and community.

Listen now for an honest, practical conversation about building a values-led life, practice, and profession without doing it alone.

‍

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. Brett KesslerCheck out Brett's Media:

Email: [email protected]

Phone: 720-989-7960

‍

Mentions & Links:

Organizations & Institutions

• American Dental Association (ADA)
• Colorado Dental Association (CDA)
• Council on Dental Benefit Programs (ADA)
• The Pankey Institute
• The Dawson Academy
• Delta Dental
• Hispanic Dental Association
• 5280 Magazine
• The Denver Post

People

• Dr. L.D. Pankey — philosophy founder, “a tooth never walked into my office”
• Dr. Bob Frazer — Frazer and Associates, Austin, TX
• Kim Maguire — Fortune Management
• Dr. Pete Dawson — The Dawson Academy

Events / Programs

• Ironman World Championship
• Colorado Medicaid Adult Dental Benefit Program

‍

Host: Michael Arias

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

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

‍

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

What if the setback that feels like the end is actually the opening you needed?

In this Fail Forward episode, Aaron Boone, CEO and owner of MVP Mailhouse, shares how being cut from an NFL Europe roster almost ended his football career until one unexpected call put him back on the plane and eventually led him to become team captain, lead the league in touchdowns, and win the World Bowl. He connects that same “control the controllables” mindset to business, from navigating COVID’s impact on direct mail to walking away from a costly website expansion because it wasn’t what his team did best. For dental practice owners and leaders, Aaron’s story is a clear reminder that focus, systems, and knowing your lane can be more powerful than chasing every new opportunity.

Listen now for a quick dose of perspective on resilience, leadership, and the power of staying focused on what you do best.

‍

‍

Listen to Aaron's Other Episodes Here:

374: Aaron Boone | Bad Experience With Direct Mailers? Do This Instead! – The Dental Marketer Podcast

MMM [Mailers/ Postcards] The Best & Worst Offers to Have On Your Mailers – The Dental Marketer Podcast

MMM [Mailers/ Postcards] The Best Season, Month, & Day to Send Out Mailers to Attract New Patients – The Dental Marketer Podcast

3 Reasons Why Your Direct Mail Campaigns Aren't Working

MMM [Direct Mailers/Postcards] How to Showcase Your Brand and Draw in the Perfect Patients with Postcards! – The Dental Marketer Podcast

MMM [Direct Mailers/Postcards] Direct Mail Redemption: Strategies That Actually Work for Your Practice – The Dental Marketer Podcast

Do Direct Mailers Work? How to Make Sure Your Postcards Don’t End Up in the Trash.

MMM [Direct Mailers/Postcards] How to Design Direct Mail Campaigns That Hit the Bullseye – The Dental Marketer Podcast

‍

Host: Michael Arias

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

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

‍

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