The Marketing Hourglass: A Smarter Approach to Growing Your Dental Practice

In this episode of The No BS Dental Growth Podcast, host Chris Pistorius breaks down the marketing hourglass concept — adapted from John Jantsch’s Duct Tape Marketing — and explains why it outperforms the traditional marketing funnel for dental practices.

Instead of focusing only on patient acquisition, the hourglass emphasizes seven stages of growth: know, like, trust, try, buy, repeat, and refer. Chris shares real-world success stories from dental practices across the U.S. and shows how a shift in strategy can help practices build stronger long-term relationships, increase treatment acceptance, and drive consistent referrals.

Whether you’re looking to improve your online visibility, build credibility, or streamline your patient experience, this episode is packed with practical insights you can implement right away.

What You’ll Learn in This Episode

Why the funnel leads to patient leakage — and how the hourglass closes the gaps.

How to dominate the “Know” stage with Google Business Profile updates, reviews, and strategic ads.

The power of authenticity in the “Like” stage through real photos, videos, and social media.

Why trust is the cornerstone of case acceptance — and how testimonials and transparent communication can double results.

How to create low-risk trial offers (like free smile assessments) that bring in high-value patients.

Ways to streamline the “Buy” stage with easier scheduling, transparent pricing, and a well-trained front desk team.

Action Items

Google search “dentist near me” to check your visibility.

Update your Google Business Profile with new photos, hours, and categories.

Set a team goal of 10 new reviews in 30 days.

Launch a basic Google Ads campaign with a minimum $500/month budget.

Audit your social media for likability.

Record a quick 60-second meet-the-dentist video.

Create a low-barrier trial offer (consultations, specials, memberships).

Add virtual consult buttons to your website and Facebook page.

📥 Free Resource:

🎁 Download the free PDF: “50 ChatGPT Prompts Every Dental Practice Should Steal”

Head to https://kickstartdental.com/aiprompts to get instant access!

Schedule a free strategy session with Kickstart Dental Marketing → Book Here.

https://kickstartdental.com/get-in-touch/

🛠️ Tools & Tips:

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

💬 Let’s Talk Strategy:

👉 Book a free strategy session: https://kickstartdental.com/get-in-touch/

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out!

https://kickstartdental.com/get-in-touch/

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/

https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact: [email protected]

Episode ideas? Guest Inquiries?

Contact: [email protected] _________________________________________________________________________

Patient Attrition: The Silent Killer of Dental Practices...

In this episode of The No BS Dental Growth Podcast, Chris sits down with Dr. Lee Harris — a dentist, executive leader, and founder of Harris Dental Solutions — who has scaled practices, led one of the largest DSOs in the country, and now coaches dental teams nationwide.

While most practices focus heavily on new patient acquisition, Dr. Harris argues that patient retention is where the real battle is won. Losing patients silently drains your practice’s growth potential and profitability — and often, you don’t even realize it until it’s too late.

Together, Chris and Dr. Harris dive into the most common causes of patient attrition, practical ways to improve retention, and why every member of the dental team plays a role in keeping the “back door closed.”

What You’ll Learn in This Episode:

Why attrition is dentistry’s “silent killer” (and how to measure it).

The #1 mistake dentists make that drives patients away.

How front-desk interactions set the tone for retention.

Practical systems to track hygiene visits and recall effectiveness.

How to balance treatment planning without overwhelming patients.

The role of hygienists in building long-term loyalty.

Where AI fits into patient communication (and where it doesn’t).

Resources & Links

Learn more about Dr. Lee Harris and Harris Dental Solutions:

https://www.linkedin.com/in/lee-harris-b4a3a06/

Website:

harrisdentalsolutions.com (Company)

Email

[email protected]

| Phone: (714) 293-2195

KickStart Dental Marketing: www.kickstartdental.com

📥 Free Resource:

🎁 Download the free PDF: “50 ChatGPT Prompts Every Dental Practice Should Steal”

Head to https://kickstartdental.com/aiprompts to get instant access!

Schedule a free strategy session with Kickstart Dental Marketing → Book Here.

https://kickstartdental.com/get-in-touch/

🛠️ Tools & Tips:

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

💬 Let’s Talk Strategy:

👉 Book a free strategy session: https://kickstartdental.com/get-in-touch/

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out!

https://kickstartdental.com/get-in-touch/

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/

https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact: [email protected]

Episode ideas? Guest Inquiries?

Contact: [email protected] _________________________________________________________________________

AI is everywhere in dentistry right now—marketing tools, patient communication, appointment booking, even answering phones. It’s fast, efficient, and can save your team hours each week. But in healthcare, there’s a danger zone: automate too much, and you risk something you can’t get back easily—patient trust.

In this episode of The No BS Dental Growth Podcast, host Chris Pistorius gives a reality check on AI’s role in dental practices. He breaks down when AI helps your business thrive and when it hurts your patient relationships, shares red flags to watch for, and explains how to strike the perfect AI + human balance to protect trust while improving efficiency.

What You’ll Learn in This Episode:

Why AI adoption in dentistry feels like a “Gold Rush” right now

The single biggest risk of over-automation in healthcare

Four red flags that AI is hurting your patient experience

Real-life examples of AI failing in sensitive patient situations

Where AI shines: the “heavy lifting” tasks it’s perfect for

The AI Assist Model that improves workflow without losing empathy

How to decide which interactions should always stay human

Key Takeaways:

In dentistry, trust is everything—and empathy can’t be automated.

AI should support your team, not replace their human connection.

Keep humans in the loop for pain calls, treatment concerns, and emotional situations.

Make it easy for patients to reach a real person when they need one.

📥 Free Resource:

🎁 Download the free PDF: “50 ChatGPT Prompts Every Dental Practice Should Steal”

Head to https://kickstartdental.com/aiprompts to get instant access!

Schedule a free strategy session with Kickstart Dental Marketing → Book Here.

https://kickstartdental.com/get-in-touch/

🛠️ Tools & Tips:

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

💬 Let’s Talk Strategy:

👉 Book a free strategy session: https://kickstartdental.com/get-in-touch/

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out!

https://kickstartdental.com/get-in-touch/

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/

https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact: [email protected]

Episode ideas? Guest Inquiries?

Contact: [email protected] _________________________________________________________________________

AI isn’t the future — it’s the present.

In this episode of The No BS Dental Growth Podcast, Chris Pistorius dives deep into how dental and ortho practices can leverage ChatGPT as the ultimate underpaid team member — one that never calls in sick, takes a lunch break, or drops the ball.

Chris shares real-world, plug-and-play prompts practices can start using immediately to:

✅ Improve patient communication

✅ Streamline team training

✅ Crush marketing tasks

✅ Handle HR headaches

✅ Respond to negative reviews professionally

You’ll hear exactly how to prompt ChatGPT to generate email reminders, training checklists, marketing content, and more — saving time, reducing stress, and letting you focus on what matters most: your patients.

🗂️ What You’ll Learn:

Why AI isn’t the future — it’s the present (and the practices that adapt will thrive)

How to use ChatGPT to write clear, friendly explanations for procedures

Prompts for overdue hygiene emails and simplifying treatment options

Building training documents and quizzes to onboard new team members

HR prompts for job postings, performance reviews, and tough conversations

Generating engaging social media content and ad copy

Drafting responses to one-star reviews and professional patient dismissal letters

How to create a library of pre-written, on-brand responses to use whenever you need them

📌 Key Prompts Mentioned:

✔️ Patient Communication:

Explain a root canal in plain English for a nervous patient

Remind patients about overdue hygiene appointments

Compare metal vs. ceramic braces for a teen audience

✔️ Internal Processes & Training:

Write detailed open/close checklists

Build onboarding packets for new team members

Create OSHA safety quizzes

✔️ HR & Staff Management:

Draft compelling job postings

Write performance evaluations

Handle repeated tardiness professionally

✔️ Marketing & Social Media:

Brainstorm engaging Instagram post ideas

Write localized Google Ads for Invisalign

Announce office updates on social media

✔️ Conflict & Reviews:

Respond calmly to one-star reviews

Draft patient dismissal letters

Write thank-you notes to referring doctors

📥 Free Resource:

🎁 Download the free PDF: “50 ChatGPT Prompts Every Dental Practice Should Steal”

Head to https://kickstartdental.com/aiprompts to get instant access!

✅ Action Steps:

1️⃣ Try a few of the prompts shared in this episode this week.

2️⃣ Forward this episode to your office manager so your whole team can benefit.

3️⃣ Schedule a free strategy session with Kickstart Dental Marketing → Book Here.

https://kickstartdental.com/get-in-touch/

🛠️ Tools & Tips:

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

💬 Let’s Talk Strategy:

Feeling stuck or short-staffed?

Let’s find what’s broken and build something better.

👉 Book a free strategy session: https://kickstartdental.com/get-in-touch/

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out!

https://kickstartdental.com/get-in-touch/

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/

https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact: [email protected]

Episode ideas? Guest Inquiries?

Contact: [email protected] _________________________________________________________________________

🚨 Facing a Staffing Crisis in Your Dental Practice?

In this episode of The No BS Dental Growth Podcast, Chris Pistorius tackles one of the biggest headaches in dentistry right now: staffing shortages. From front desk turnover to hygienists ghosting interviews, practices everywhere are struggling to build and retain solid teams.

But here’s the good news — this problem is fixable.

Chris breaks down:

Why the staffing shortage is hitting dental offices so hard

How to create a workplace people want to stay at

Tactical strategies to hire smarter and retain longer

How AI and automation can ease the load on overworked teams

Whether you’re a solo practice or managing a growing team, this episode is your roadmap to building a stable, culture-driven, high-performance dental team in 2025 and beyond.

🔑 What You’ll Learn:

✅ Why staffing shortages are worse than ever—and what’s really behind it

✅ What truly keeps great employees around (spoiler: it’s not just money)

✅ How to spot and fix a toxic culture before it drives your team away

✅ Proven ways to attract top talent in a competitive job market

✅ Smart hiring hacks: video job ads, referrals, and fast follow-up

✅ The power of “stay interviews” for team retention

✅ How to future-proof your team with cross-training & SOPs

✅ Where AI can replace headcount and prevent burnout

🛠️ Tools & Tips Mentioned:

Dental Reception Mastery Program

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

Video job ads to stand out to applicants

“Stay interviews” to prevent turnover

📈 The Bottom Line:

Hiring in 2025 isn’t about who posts the job first—it’s about who sells the opportunity best. Build your brand, your systems, and your culture to attract (and keep) A-players.

💬 Let’s Talk Strategy:

Feeling stuck or short-staffed?

Let’s find what’s broken and build something better.

👉 Book a free strategy session: https://kickstartdental.com

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out!

https://kickstartdental.com/get-in-touch/?fbclid=PAZXh0bgNhZW0CMTEAAadBaXqGRn2pL1lLZlORvJyMCqcpZPDBkPapPARgiTk_H4dSiFVgcsfCzHhCwA_aem__gIocs6J1CA3rTqChPMw_A

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/

https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact: [email protected]

Episode ideas? Guest Inquiries?

Contact: [email protected] _________________________________________________________________________

Still paying an agency for SEO, a few Google Ads, and a blog post or two?

It’s time to rethink your strategy.

In this bold episode of the No BS Dental Growth Podcast, Chris Pistorius calls out outdated “service-based marketing” models and explains why they’re failing dental practices across the country.

Instead of a scattershot menu of marketing tasks, forward-thinking practices are switching to system-based marketing—an integrated, results-focused approach that delivers predictable growth.

If your practice is stuck spinning its wheels, this episode is the wake-up call you didn’t know you needed.

🔑 What You’ll Learn:

Why service-based marketing = wasted time and money

The difference between tasks vs systems

How system-based agencies generate consistent, scalable results

Why your agency should be accountable for outcomes—not just deliverables

What a real dental marketing system looks like from start to finish

How systems improve over time using built-in data and feedback loops

The ONE question to ask any agency before you sign

🛠️ Inside the KickStart System:

Ads that drive high-converting traffic to tailored landing pages

Call tracking + AI analysis to catch missed opportunities

Automated follow-up for leads that don’t convert on the first try

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out!

https://kickstartdental.com/get-in-touch/?fbclid=PAZXh0bgNhZW0CMTEAAadBaXqGRn2pL1lLZlORvJyMCqcpZPDBkPapPARgiTk_H4dSiFVgcsfCzHhCwA_aem__gIocs6J1CA3rTqChPMw_A

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/

https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact: [email protected]

Episode ideas? Guest Inquiries?

Contact: [email protected] _________________________________________________________________________

Real-time attribution through Ignite CRM

Monthly optimization based on real data—not gut feelings

📈 The Bottom Line:

If your agency is selling services instead of systems, you’re not growing—you’re guessing. System-based marketing works smarter, improves faster, and drives real patient growth. This episode shows you how to make the switch.

🗣️ Want to Talk Strategy?

If you're tired of throwing money at marketing that doesn't work, let's chat. Visit kickstartdental.com to schedule a free strategy session today.

💬 Liked this episode?

Tag a fellow dentist who’s stuck in the old marketing model.

Subscribe, rate, and leave a review on your favorite podcast platform!

Even small formatting differences can confuse search engines and hurt your visibility.

In this quick but powerful episode, Chris Pistorius shares a one-minute SEO tip that dentists can implement today to improve their local rankings on Google—and even show up better in AI tools like ChatGPT.

You’ll learn the importance of keeping your NAP info (Name, Address, Phone Number) consistent across every online listing, and how even small formatting differences can confuse search engines and hurt your visibility. This simple fix can lead to more new patient calls, better local SEO, and higher trust across platforms.

🔑 What You’ll Learn:

What “NAP consistency” is—and why it matters

How inconsistencies like “Street” vs “St.” or phone number formatting can impact your rankings

The growing role of ChatGPT and other AI tools in local search

The best places to check your NAP data (Google, Yelp, Healthgrades, social media, and more)

A simple plan: how to fix these listings a little at a time without getting overwhelmed

Why this small task can lead to BIG visibility wins over time

🛠️ Action Step:

Set aside 5–10 minutes today to search your practice online and start correcting any NAP discrepancies you find. Just one fix per day can lead to a major long-term SEO boost.

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out!

https://kickstartdental.com/get-in-touch/?fbclid=PAZXh0bgNhZW0CMTEAAadBaXqGRn2pL1lLZlORvJyMCqcpZPDBkPapPARgiTk_H4dSiFVgcsfCzHhCwA_aem__gIocs6J1CA3rTqChPMw_A

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/

https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact: [email protected]

Episode ideas? Guest Inquiries?

Contact: [email protected] _________________________________________________________________________

If you don’t know exactly where every new patient in your practice is coming from—you’re flying blind.

In this high-impact episode, Chris Pistorius breaks down the 4-part lead tracking framework used by top-performing dental practices to eliminate guesswork, reduce wasted spend, and maximize marketing ROI. Learn how to ditch generic “how did you hear about us?” questions and implement a data-driven system that tells you what’s actually working.

Whether you’re running paid ads, using postcards, or relying on SEO, smart lead tracking is the key to knowing where to invest next.

🔑 What You’ll Learn:

Why most practices think they know what’s working—but don’t

How to replace vague reporting with actual patient attribution

The 3 critical questions smart lead tracking must answer

What counts as a real lead—and what doesn’t

Why "the internet" is not a lead source

How to track performance by channel (Google, Facebook, referrals, etc.)

How to connect marketing efforts directly to revenue

Real-world example: A practice that cut spend by 30% and booked more patients

✅ The 4-Part Lead Tracking Framework:

Use Call Tracking Numbers by Channel

Assign unique local tracking numbers to each source (Google Ads, Facebook, website, postcards, etc.)

Classify Lead Outcomes

Use AI or manual logging to determine lead quality—new patient, existing patient, vendor, etc.

Connect Leads to Revenue

Tie each lead to booked appointments and revenue using CRM or manual monthly check-ins.

Review & Adjust Monthly

Meet regularly to evaluate what’s converting, what’s not, and where to reallocate spend.

💡 Pro Tips:

Use tools like CallRail for call tracking.

Don’t count every call as a lead—qualify each one.

AI tools like SmartFollow and CallGuard can score calls and assist with follow-ups.

Use one clean dashboard for data—not sticky notes or scattered reports.

📈 Real Takeaway:

If you can't track it, you can't grow it. Start treating your leads like revenue-driving investments—not mystery phone calls.

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out! https://kickstartdental.com

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/ https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact mailto:[email protected]

Episode ideas? Guest Inquiries?

Contact mailto:[email protected] _________________________________________________________________________

If your front desk isn’t booking new patients on the first call, your practice is leaving serious money on the table.

In this high-impact episode, Chris Pistorius reveals a proven system to help your front desk confidently schedule appointments during that first conversation—no more “I’ll call you back” dead ends.

Chris breaks down the biggest front desk mistakes that cost practices thousands, shares word-for-word scripts to create urgency and clarity, and introduces AI tools that can completely transform your team’s performance. Whether you’re a solo dentist or managing multiple locations, this episode will give you the tools to increase bookings, reduce no-shows, and boost patient retention—fast.

🔑 What You’ll Learn:

Why missed calls = missed revenue

How to train your front desk to close appointments on the first call

4 major scheduling mistakes most practices make—and how to fix them

The power of confident language and appointment urgency

How AI tools like SmartFollow, PatientLine AI, and CallGuard are changing the game

A simple checklist to audit and improve your current front desk systems

✅ Action Checklist:

Audit Call Recordings – Listen for hesitation, weak language, or missed opportunities.

Use Confidence Scripts – Role-play common objections and equip your team with ready-to-go phrases.

Create Urgency & Specificity – Offer exact appointment times and highlight limited availability.

Leverage AI Tools – Use SmartFollow, PatientLine AI, and CallGuard to handle missed calls and track performance.

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out! https://kickstartdental.com

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/

https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact: [email protected]

Episode ideas? Guest Inquiries?

Contact: [email protected] _________________________________________________________________________

The front desk incentive hack that can boost bookings by 20%...Your front desk team isn’t just answering phones—they’re the gatekeepers of your practice’s growth.

In this short but powerful episode, Chris shares a simple front desk incentive strategy that’s driving real results in dental practices—boosting new patient bookings by 20% or more while lifting team morale.

Your front desk team isn’t just answering phones—they’re the gatekeepers of your practice’s growth. Yet, many dental offices overlook how crucial they are in converting calls into booked appointments. This episode delivers a proven, low-cost way to energize your team and supercharge scheduling efforts.

💡 What You’ll Learn:

Why your front desk is the most overlooked revenue driver in your practice

How to set clear, measurable weekly goals that actually motivate

The power of immediate, meaningful rewards like small bonuses or gift cards

How this simple hack boosts teamwork, communication, and results

Real-world results: practices seeing 20%+ increases in bookings

✅ Action Steps:

Choose 1–2 key scheduling metrics to track each week (e.g. reactivations, new patients)

Set a realistic weekly target for your front desk

Offer a fun, tangible reward they actually want

Watch your team engage, collaborate, and perform at a higher level

When your team wins—your practice wins. 🦷💪

🎧 Listen now and unlock a quick win that could transform your front desk into a high-performing booking machine!

_________________________________________________________________________ Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out! https://kickstartdental.com

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/ https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact: [email protected]

Episode ideas? Guest Inquiries?

Contact: [email protected]  _________________________________________________________________________