Is sales really a "dirty word"? Not for Cathy Hazen, and this episode will show you why embracing the power of "no" is key to getting more "yeses." Dr. Len Tau sits down with Cathy, a seasoned expert with over 30 years of sales and management experience, to explore the secrets to boosting case acceptance and empowering your dental team. From managing orthodontic practices to creating virtual office manager services, Cathy’s passion for team development and patient-centered sales strategies shines.

In this episode, Cathy and Len discuss:

• Why every member of your dental team is a salesperson (even if they don’t realize it).

• Strategies to create a successful sales department within your practice.

• The importance of consistent processes for presenting treatment plans.

• How to overcome the fear of hearing "no" and why it leads to more "yeses."

• Tactics to follow up effectively with patients who don’t commit immediately.

Key Takeaways:

How Cathy Hazen Helps Practices Thrive (02:08)

Changing the Stigma Around Sales in Dentistry (05:57)

Should Dentists Take on the Sales Role? (12:09)

The Importance of a Dedicated Sales Department (14:06)

Who on Your Team Needs Sales Training? (16:57)

Getting Your Team on the Same Sales Page (17:08)

Mastering the Close: From Finances to Commitment (20:26)

Follow-Up Strategies to Close the Deal (24:37)

How Often Should You Follow Up? (27:50)

Lightning Round Q&A with Cathy Hazen (29:23)

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Connect with Cathy:

Website

Special Offer for Listeners:

• Complimentary 1-hour consultation to discuss opportunities for improving your practice’s sales process.

• Reduced consulting fee of $850/month for the first quarter.

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

If you’re struggling to keep your front desk running smoothly, then believe me, you don’t want to miss this episode.

You see, ever since COVID hit, the dental industry, like every other industry, has been facing unprecedented staffing challenges. 

This, in turn, has made remote staffing a very attractive option—and if you’re feeling the same, and looking to hire VAs to make your job easier, then this is the episode for you.

In it, I sit down with Cory Pinegar. Cory is the CEO of Utah-based company Reach, a groundbreaking dental service startup helping dental practices increase patient engagement and revenue. 

With a workforce of close to 200 employees, Reach has been named one of the fastest growing companies by Inc. 500 and has been recognized repeatedly by the Salt Lake Tribune as one of the best places to work. 

In 2021, Cory founded the remote staffing company Team which helps simplify hiring and allows businesses to circumvent domestic staffing issues and find qualified talent without worrying about complicated research to understand legalities, fair compensation, and the like. 

In this episode, Cory and I will be discussing how virtual assistants can enhance your team, how VAs can help bring life back to your broken front desk, why AI and remote staffing can help optimize dental practices without compromising human connection, and much more.

Are you ready to take your practice to the next level?

Then tune in now!

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Key Takeaways:

Introduction (00:00)

How Reach helps dental practices (03:29)

Why you need a VA (06:58)

How a VA can help your practice (10:11)

What your VA can’t do (11:39)

How much does it cost to hire a VA? (18:44)

Let’s talk about your EBITDA (20:57)

Should you use AI? (22:54)

Time for our lightning round questions (26:18)

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Connect with Cory:

Facebook

LinkedIn

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Are you leaving money on the table? My guess is, probably! And in this episode, you’ll learn how NOT to do that by enhancing your practice—while still making a difference.

You see, dentists are some of the few (if not only) doctors and health practitioners that can diagnose people through their mouths, and by taking advantage of that skill, they can add up to $200K to their practice annually by offering additional services. 

“This is all nice to hear, but how can I even start implementing that?” you might ask, and I’ve got the answer for you… or at least, my guest on the podcast this week does!

In this episode of the Raving Patients Podcast, I sit down with Dr. Dar Radfar, also known as Dr. Rad. 

Dr. Rad is an international speaker on sleep apnea, snoring, low level laser therapy, marketing, medical billing, and much more. A practice dentist of 22 years, he has a passion for speaking that includes personal development and strategies that help anyone manifest the life of their dreams.

In this episode, Dr. Rad will be discussing the types of treatments you can add to your dental practice to add to your EBITDA and boost your profit. Some of the treatments he speaks of today are:

• Sleep apnea treatment

• Low-level laser therapy

• DNA testing

• Supplements for oral health

… and more.

Are you ready to take your dental practice to the next level?

Then tune in now.

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Key Takeaways:

Introduction (00:00)

Meet Dr. Rad (02:48)

More about sleep apnea (06:02)

Financial increase brought from sleep apnea treatment (13:39)

Let’s talk about low-laser therapy (19:41)

DNA testing services (21:45)

Time for our Q&A (29:20)

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Connect with Dr. Rad:

Instagram 1

Instagram 2

Facebook

LinkedIn

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Could the design of your dental practice be the reason why you’re not getting enough patients? 

As we all know, today, your patients’ experience starts before they even sit on the dental chair, and I mean way before—it starts on your website or your Google page or your social media accounts, where they get to see what your practice looks like.

This is why your office’s design is now more important than ever.

But don’t take it from me, instead, listen to the expert I’ve interviewed on today’s episode of the Raving Patients Podcast, Greg Marinelli.

Greg is an interior architect and visionary from Newport Beach, California, with expertise in hospitality and healthcare design. 

Greg’s work and passion are all about creating incredible dental spaces that not only look great, but help elevate your practice to a new level. Since 2014, he has been traveling all over the US as a designer, industry expert, and motivational speaker, touting the importance of the patient experience in the healthcare environment.

In this episode, Greg and I will be discussing why you need to work on your online branding, how patients remember the ambiance of a dental office more than the procedures they get there, the best design choices for your practice, and so much more.

Are you ready to breathe new life into your office?

Then tune in now!

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Key Takeaways:

Introduction (00:00)

Meet Greg (02:10)

Don’t overlook your space (07:57)

Why you need to redesign your space (13:22)

How much does it cost to design your space? (24:20)

Busting design myths (27:37)

Time for the Q&A (33:17)

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Connect with Greg:

Instagram

Facebook

Website

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Transparency in dental marketing, especially when supported by real results and guarantees, always builds trust and helps dental practices achieve measurable success.

And to be able to do this, you need to find a marketing agency that actually gets you the results you want.

Easier said than done, right?

Well, if you’re tired of paying marketing agencies for dental marketing services that never deliver results, then this is the episode for you!

In it, I sit down with Spencer McCutchen, a business development executive at Media NV. With over seven years of experience in the dental industry, Spencer specializes in helping dental professionals supercharge their digital marketing to bring in new patients on demand.

Today, he and I will be discussing why marketing transparency is so important, how call tracking and data-driven coaching can significantly improve patient acquisition, why you need to use websites designed to convert visitors into booked appointments, and so much more.

Want to learn more?

Then tune in now!

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Key Takeaways:

Introduction (00:00)

Meet Spencer (01:56)

Transparency in marketing (05:47)

The importance of call tracking (11:27)

Let’s talk about call coaching (18:30)

Media NV’s patient promise program (20:30)

You need a website that converts (25:46)

Time for our Q&A (26:51)

—

Connect with Spencer:

Instagram

Facebook

—

Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

If you’re relying on marketing alone to bring in new patients, then you’re missing a HUGE piece of the puzzle: lead conversion.

Lead generation and lead conversion are two completely different things, and this means they need completely different strategies. 

To discuss this in more depth, I’ve invited an expert on this week’s episode of the Raving Patients Podcast.

His name is Jake Goates and he is the founder of GOAT Marketing Consultants and a seasoned expert in dental marketing and sales strategy.

In the last decade, Jake has helped countless practices turn simple leads into loyal patients by implementing smarter systems, better accountability, and proven sales techniques.

In this episode, Jake and I will be discussing how dental practices can convert leads into patients, Jake’s “Goat Method”, the best ways to handle patient objections, why you need accountability measurements, and so much more.

Are you ready?

Let’s dive in.

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Key Takeaways:

Introduction (00:00)

Why a low new patient count isn’t your marketer’s fault (05:38)

Lead management for dental practices (09:51)

The Goat Method (12:48)

How much should your marketing budget be? (15:29)

Is your marketing working for you? (21:49)

How to handle patient objections (24:29)

Time for our Q&A (31:07)

—

Connect with Jake:

Instagram

Facebook

Jake’s LinkedIn

GOAT Marketing Consultants LinkedIn

—

Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

What makes your first phone call so important? As dentists, we often forget that the first impression we make—even on the phone—can go a long way.

A practice’s first interaction with a potential patient is critical in setting the tone for trust, connection, and care. And so, knowing how to deal with these phone calls and training your employees to do the same is a must for patient retention. 

To discuss this in more detail, I’ve invited an expert on the podcast today.

In this week’s episode of the Raving Patients Podcast, I sit down with Susan Leckowicz, a  seasoned business development coach for dental practices and the CEO of Dental Coaches. 

With over 20 years of experience as a dental hygienist and an extensive background in dentistry, Susan has been coaching dentists and their teams to create thriving practices that are both profitable and patient-centric.

Listen in as Susan and I discuss why first impressions matter so much, the importance of training front-desk team members properly, how call recording can help you improve performance (and increase your profitability), why using the right language during phone calls with patients is a must, her Crush the Call bootcamp, and so much more.

Are you ready to take your phone skills to the next level and grow your practice?

Then run, don’t walk, and tune in now!

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Key Takeaways:

Introduction (00:00)

Let’s talk about Crush the Call (03:53)

Why you need to train your team members to crush your calls (07:59)

Why you need to record the calls at your clinic (10:25)

The call score card (13:38)

How to train new team members to answer the phone better (18:06)

More about the Crush the Call bootcamp (23:38)

Time for our Q&A (27:26)

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Connect with Susan:

**FREE** Scorecard Packet

Crush the Call Bootcamp

LinkedIn

Instagram

Facebook

Website

—

Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Successful practices grow, and growth brings its own set of challenges. One of the biggest? Finding an associate who fits your team, sticks around, and maybe even steps into ownership.

Stats show that 75% of new associates leave within their first year. Just think how this plays out on your team’s dynamic and patient trust. Not to mention the stress this causes practice owners.

There’s a fix to this, and my guest Robert Spiel has all the answers. He’s the founder of Dentist Partner Pros and expert in associate retention. He’s a former hospital CEO, author, and a thought leader in building successful, multi-doc practices. 

With 14+ years of experience and an impressive 85% success rate, Bob has cracked the code on how to shut the associate revolving door. 

Bob lays out his proven, systematic approach that’s transforming the way dental practices hire and retain associates. He also shares: 

• The key to making associates feel like partners.

• The importance of the right cultural fit.

• How team involvement makes all the difference.

Don’t let the fear of associate turnover hold your practice success back anymore! Tune in to learn how to build a successful, sustainable team for long-term growth.

— 

Key Takeaways:

Introduction (00:00)

How Bob Spiel helps dental practices (01:15)

Why there’s a 75% failure rate in associate hiring (05:44)

The mindset practice owners need when hiring (10:27)

What causes issues and ensuring the right cultural fit (13:19)

The cost of associate turnover and your team’s role in their success (16:04)

Compensation expectations and attracting top talent (19:06)

How Dentist Partner Pros makes hiring easier (21:56)

Final thoughts & lighting round Q&A (23:20)

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Connect with Bob:

Book: “Flip Your Focus: Igniting People, Profits and Performance through Upside-Down Leadership”

https://www.amazon.com/Flip-Your-Focus-Performance-Upside-Down/dp/154476541X

—

Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Are you overpaying for software that isn’t serving your practice?

In this episode, I sit down with Shayna Phipps-Holman, a dental software consultant with over 17 years of expertise in dental education and practice management.

After a successful career with CEREC Doctors and gaining deep insights into dental software, Shayna has become a top advisor for dental practices looking to streamline their tech stacks without facing this overwhelming process alone.

Shayna’s experience spans everything from implementing cutting-edge AI solutions to rolling out multi-location practice software, and she’s seen firsthand what tools drive success and which ones just add to the clutter.

Today, talks about helping dental professionals avoid costly redundancies and optimize their software so that it truly fits their needs, reducing overlapping features and boosting efficiency.

Whether you’re managing a single office or a larger network, Shayna’s insights will guide you through the software maze with ease.

If you’re ready to save money and make your software work for you, tune in to hear Shayna’s expert advice!

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Key Takeaways:

Introduction (00:00) Shayna Phipps-Holman’s experience at the Supercharge event (01:36) About Shayna & her start in dentistry (03:28) From CEREC doctors to practice management (08:46) How Shayna helps practices find the best software (15:46) Cloud-based software & who should reach out to Shayna (21:29) Final thoughts & lighting round Q&A (24:54)

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Connect with Shayna:

LinkedIn InstagramWebsite

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Struggling to meet patient demand for holistic care?

With 80% of patients seeking more natural, integrative options in healthcare, it’s essential for dentists to see how myofunctional therapy can increase revenue while meeting this demand.

To dive into the details, I’m joined by Karese Laguerre, founder of The Myo Spot and a leading expert in myofunctional therapy. 

As a registered dental hygienist and myofunctional therapist, Karese has dedicated her career to bringing this powerful therapy to patients worldwide, helping them overcome airway issues, TMJ disorders, and more.

In our conversation, we cover everything dentists and orthodontists need to know about myofunctional therapy, highlighting that it’s an effective solution for airway, sleep, and broader dental issues that many practitioners overlook. 

Karese also share insights on:

• How this service is a low-cost addition with substantial growth potential.

• How implementing this therapy looks like in a practice.

• And a look inside her event, Dental Culture Con.

Tune in to learn how myofunctional therapy can position your practice to attract today’s health-conscious patients and tap into a rapidly growing market.

PS. Use promo code PODCAST to get 15% off your registration for The 2025 Dental Culture Con. 

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Key Takeaways:

Introduction (00:00) Meet Karese Laguerre & what myofunctional therapy is (01:46) How myofunctional therapy can boost practice growth (07:17) An example of a myofunctional exercise (14:10) Integrating into dentistry & ortho (16:17) The predicted boom of integrative services (19:36) Myofunctional vs myofacial therapy & how to study it (21:12) More about Karese’s event Dental Culture Con (22:44) Final thoughts & lighting round Q&A (25:29)

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Connect with Karese: 

Learn more about The Dental Culture Con. FacebookLinkedIn Instagram TikTok

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!