The Dental Marketer

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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What if the biggest threat to your implant outcomes isn’t technical, but the urge to treat your next patient?

In this episode, Dr. Ivan Chicchon, founder of Implant Ninja, flips the script on implant success by showing that mastery starts with mindset, not just motor skills. He reveals that the most dangerous enemy in implant dentistry is the rush. When clinicians try to wedge implants into the usual high-pace dental schedule, judgment falters and patient care suffers. Drawing on years of clinical experience, Dr. Chicchon makes the compelling case for slowing down, sharpening focus, and giving every implant the dedicated space and gravity it deserves.

We'll dive into practical strategies for building an implant-friendly workflow, from setting up a sterile environment and assembling a skilled support team, to carving out enough undisturbed time. Dr. Chicchon details how every phase, from patient selection to case review, is an opportunity to elevate results and avoid burnout or regret. He opens up about the red flags that signal a need for more learning and why a cautious approach, combined with steady incremental skill-building, transforms new surgeons into confident, competent providers. If you’re tired of feeling anxious or rushed before an implant case, this episode promises confidence-boosting tools you can put into practice right away!

What You'll Learn in This Episode:

• Why “just getting it done” is the biggest threat to implant success
• The workflow essentials that separate true implant surgeons from generalists
• How to set up your room, team, and schedule for focused, safe implant care
• Key criteria for case selection and the red flags that beginners often miss
• The top mindset shifts every aspiring implant dentist needs
• The roadmap from first implant to 50 “bread-and-butter” cases
• How to avoid high-risk patients and start with cases set up for success
• The role of documentation in honest self-assessment and ongoing improvement
• Strategies for internal marketing and patient education in your practice
• The importance of giving yourself permission to slow down and learn

Tune in now to discover how rethinking your approach can make dental implants a safe, rewarding part of your practice.

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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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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. Ivan ChicchonBusiness Name: Implant NinjaCheck out Ivan's Media:

Website: https://www.implantninja.com/

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

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

Can detaching your worth from your title pave the way for better leadership?

In this episode of Fail Forward, Lorie Streeter dives into a pivotal crisis (the closure of an enterprise she nurtured for nearly 20 years) and how this seeming failure propelled her towards purposeful leadership. Listen in to understand how separating her worth from her role sparked audience-resonating authenticity and emboldened her to redefine her dental leadership and write her story on her own terms. Don’t miss this chance to embrace your own adversity as a springboard to evolve, expand your impact, and lead your practice with authenticity and purpose!

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Listen to Lorie's Other Episodes Here:

215: Lorie Streeter | When You Go The Extra Step For People,They Will Go The Extra Step For Your Practice. – 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 the real obstacle to growing your practice isn’t getting more calls, but what happens after the phone rings?

In this episode, Dr. Len Tau unpacks the step-by-step system any dentist can use to turn a $500,000 practice into a $1 million powerhouse in just 12 months (without breaking the bank on marketing.) He dispels the biggest myth in dentistry: that growth is out of reach with limited resources, revealing that most offices are held back by overlooked “leaks” and conversion gaps, not a lack of opportunity. Michael and Dr. Tau explore why a marketing budget as low as $1,500/month is enough to drive 20+ new patients when coupled with consistent processes, sharp phone skills, and clear internal accountability.

Through stories and practical tactics, Dr. Tau guides us through an initial audit to spot where practices are losing potential patients, from missed calls and ineffective front-desk handling to low case acceptance and patient attrition. He shares actionable tools, like listening to recorded calls, asking the right operational questions, and introducing comfort-driven patient forms to turn new patients into lifelong patients. From scripting insurance conversations and pre-visit rapport-building to optimizing treatment presentations and review management, Dr. Tau details how any practice can harness its existing patient flow for exponential growth, one clear step at a time.

What You'll Learn in This Episode:

• How to audit your practice to plug costly “leaks” before increasing marketing spend
• The critical phone skills that make or break conversion rates
• Tactical steps to build patient trust from the very first interaction
• Why active listening and “disarming” patients improves show rates and reviews
• The exact operational data (new patients, attrition, case acceptance, etc.) to track for fast growth
• Key system changes to raise daily production from detailed patient forms to same-day dentistry
• How to frame treatment and payment options to maximize acceptance (and avoid sticker shock)
• Smart methods to measure marketing effectiveness (no matter your ad budget)
• The truth about online reviews and how to build reputation resilience

Ready to see where your practice might be leaking profitability? Let's find out with Dr. Len Tau!

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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. Len TauCheck out Len's Media:

Website: https://www.drlentau.com/

Phone: 215-292-2100

Supercharge Your Dental Practice Event: https://superchargeyourdentalpractice.com/

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Mentions & Links:

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CallRail Article: 5 healthcare marketing trends shaping patient growth in 2026

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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

Stepping into dental practice leadership can be overwhelming, especially when you don't see yourself as a born leader.

Come along as Dr. Eric Block recounts his journey from struggling with leadership and practice management to becoming an efficient leader, all by developing comprehensive standard operating procedures. By documenting every process, from clinical setups to insurance claims, Dr. Block reduced his practice's stress levels, improved training efforts, and even crafted his own productivity software for dental offices, Flomo. Immerse yourself in Dr. Block’s story to pick up practical strategies that can turn even self-doubting dentists into proficient leaders. If you're living in fear of losing key staff or feeling stuck in your growth as a practice owner, let this episode guide your way forward!

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Listen to Eric's Other Episodes Here:

345: Dr. Eric Block | Acton Dental Associates & Deals for Dentists – 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