The Savvy Dentist

Hiring an associate dentist is meant to create leverage, free up your time, and help your practice grow. But when an associate becomes unproductive, the opposite often happens. Many practice owners find themselves working harder than ever, still carrying the bulk of the load, and wondering why the associate model isn’t delivering the freedom they expected. In this episode, Jesse explores why unproductive associates are such a common challenge, the patterns that lead to poor performance, and how practice owners can respond when an associate isn’t contributing as expected.

1. [00:00] Why hiring an associate often feels like the “freedom move” that backfires
2. [00:30] The moment practice owners realise they’re more involved than ever
3. [01:19] Why full appointment books don’t always equal productivity
4. [02:22] The hidden problem that causes patients not to come back
5. [03:09] What’s really happening when associates say patients won’t accept treatment
6. [04:18] Why confidence matters more than explanations when presenting treatment
7. [05:35] How perfectionism and slow dentistry quietly burn out your team
8. [06:20] The expensive impact of poor case selection and inefficient workflows
9. [07:57] The three choices every practice owner faces with an unproductive associate.

• Join the free Savvy Dentist Facebook Group
• Follow Dr Jesse Green on LinkedIn
• Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory.

Team Training Bundle 2025

Scaling your dental practice can feel like the natural next step once things are going well — but if it’s done at the wrong time or in the wrong way, it can quickly turn a profitable practice into a stressful, cash-draining business. In this episode, Jesse breaks down the three fatal mistakes dentists commonly make when scaling, why they happen, and how to avoid them so you can grow sustainably without doubling the chaos.

1. [00:00] Why scaling can be the fastest way to destroy a profitable practice
2. [00:33] The uncomfortable truth about growth that most dentists ignore
3. [00:56] The early warning sign that tells you scaling will backfire
4. [02:08] Why adding chairs, rooms or teams too soon creates financial pressure
5. [02:50] The simple principle that separates smart growth from costly expansion
6. [02:59] How practice owners accidentally become the biggest bottleneck
7. [03:54] The mindset shift that allows a practice to run without constant oversight
8. [04:35] The hiring decision that quietly kills leverage and freedom
9. [06:16] How planning for the future changes every scaling decision you make.

• Join the free Savvy Dentist Facebook Group
• Follow Dr Jesse Green on LinkedIn
• Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory.

Team Training Bundle 2025

What does it take to sell a thriving dental practice in just 81 days? In this episode, Dr Jesse Green is joined by returning guest Michael Filosi, who opens up about the mindset, strategy, and execution behind his successful business exit. From humble beginnings with possums in the walls to running a ten-chair, thirty-person operation, Michael shares how he built a high-performing, sale-ready practice, and why he chose to let it go.

Whether you're considering a future exit or simply want to build a better business today, this candid conversation dives deep into leadership, culture, team management, and knowing when it's time to move on. It's a must-listen for any dental entrepreneur.

1. [00:01] Michael announces the sale of his dental practice and reflects on why he made the decision to exit
2. [04:12] The turning point: how he realised the business no longer aligned with his values or energy
3. [06:00] From two chairs and possums in the walls to a 10-chair, 30+ staff high-performing operation
4. [08:38] Why being “sale-ready” long before selling enabled an 81-day exit
5. [10:55] What makes a practice attractive to buyers: reduced key-person risk, systemisation, and culture
6. [14:25] Building culture by design - leading through values, action, and high expectations
7. [17:04] Scaling lessons: how every two-chair jump brought new systems, structures, and complexity
8. [20:37] Transitioning from dentist to CEO: why Michael leaned into business as his craft
9. [30:15] The “solar system” metaphor: how Michael sees the practice team—and the value of flagpoles over flags
10. [44:19] Final advice: why owning a practice comes with risk—and how to ensure it's truly worth it.

Resources & Links:

Michael Filosi on LinkedIn

• Join the free Savvy Dentist Facebook Group
• Follow Dr Jesse Green on LinkedIn
• Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory.

Team Training Bundle 2025

If there is one word in dentistry that gets people sweating, it's the word ‘sales’.

Sometimes the term ‘sales’ can have a negative connotation. Sales is helping people achieve better outcomes, whether it's in healthcare or otherwise, it's about understanding your patient or your customer and helping them with a solution. In dentistry, we use other words like ‘case acceptance’ or ‘case presentation’ in an effort to not use the word ‘sales’.

In today’s episode, Jesse is joined by Abbie White who specialises in high performance sales and charting the future of sales and AI in the dental industry. Most people agree that Abbie White is a mover and shaker and one of Australia’s most dynamic sales experts.

Abbie’s superpower is being the marriage counsellor for sales AND marketing, in order to deliver an astronomical ROI. Leveraging this superpower, she brings together revenue generating teams to achieve in excess of 2000% + ROI on lead generation campaigns for leading Tier 1 global corporations.

In this episode:

1. [3:30] - Let’s redefine the word and meaning of ‘Sales’.
2. [6:22] - Giving your patient ‘options’ for treatment, and not giving your professional opinion can be costing you sales.
3. [8:38] - How to build your confidence to ensure you utilise your authentic sales skills.
4. [9:54] - Is your Marketing helping your Sales? SMARKETING is the new dental business term. Statistically only 8% of businesses have a strong alignment between their sales and marketing and those that do generate 209% more revenue!
5. [14:36] - The $money$ is in the follow up!
6. [17:29] - The value of your relationship with your patient and the direct correlation to your ability to sell to them authentically.
7. [20:44] - Is there anything else I can do for you? I've got time! Why these could be the most profitable set of words you hear this century.
8. [27:18] - How we can use A.I in our businesses immediately. (and why if you do not embrace A.I, you might be missing out on revenue)

Resources & Links:

• Join the free Savvy Dentist Facebook Group
• Follow Dr Jesse Green on LinkedIn
• Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory.

Team Training Bundle 2025

Jesse Green dives deep into one of the most powerful drivers of practice growth: personal leadership. At a time when it’s easy to blame the economy, external events, or staff challenges, Jesse challenges practice owners to take full responsibility for their outcomes - and shows how doing so can create profound momentum in business and life.

Drawing inspiration from Theodore Roosevelt’s Man in the Arena and the principles of his D.A.R.E. framework, Jesse unpacks how Determination, Acceptance, Responsibility, and Experience form the foundation of ownership. If you’ve been feeling stuck, overwhelmed, or frustrated with your results, this episode is a timely call to action — to own your ship, step into the arena, and lead with purpose.

1. [00:00] Why personal growth is the foundation of business success
2. [00:54] The slippery slope of mindset deterioration and external blame
3. [02:06] What extreme ownership really means in practice
4. [02:56] Owning your ship: The mindset shift from employee to leader
5. [04:07] The "Man in the Arena" and daring greatly in business
6. [05:58] Preparing for 2026: Reflecting and taking responsibility
7. [06:34] D = Determination
8. [08:43] A = Acceptance
9. [10:02] R = Responsibility
10. [12:04] E = Experience
11. [13:28] Charting your course: The role of intentional leadership
12. [14:46] A final call to action: Never stop, never quit, dare greatly.

Resources and Links:

• Join the free Savvy Dentist Facebook Group
• Follow Dr Jesse Green on LinkedIn
• Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory.

Team Training Bundle 2025

In this episode of the Savvy Dentist Podcast, Dr Jesse Green is joined by global customer experience expert David Avrin to unpack what it really means to be "ridiculously easy to do business with" and why that’s the competitive edge dental practices can no longer afford to ignore. With consumer expectations rapidly evolving and disruption sweeping through healthcare, practices that cling to outdated processes risk being left behind.

David shares powerful insights into how simplicity, speed, and convenience are driving patient choice, and why traditional notions of quality and relationships, while still important, are no longer enough. From onboarding and scheduling to communication and customer journey mapping, this conversation is packed with practical takeaways to help you remove friction, build loyalty, and secure long-term patient retention.

1. [00:01] The problem with assuming your patients will stay loyal
2. [03:10] How multi-generational expectations are challenging practice systems
3. [05:45] Why patient experience matters more than ever in a world of choice
4. [08:20] David’s personal experience as a patient and what frustrated him
5. [10:30] The case for subtracting steps and simplifying your processes
6. [14:00] What other industries are doing better and how dentists can learn from them
7. [18:50] Macro trends reshaping customer experience
8. [22:00] Why patients care more about outcomes than procedures
9. [25:00] Rethinking marketing: it's not about quality, it's about differentiation
10. [30:00] Why patients leave (and it’s not what you think)
11. [34:40] The hidden power of convenience, speed, and access
12. [39:00] How to innovate before disruption hits your practice
13. [44:00] Should we stop treating patients “like family”? A new perspective
14. [46:00] Final thoughts on avoiding complacency and earning patient loyalty.

1. Visit David Avrin website
2. Get the book: Ridiculously Easy to Do Business With
3. Follow David on Instagram
4. David Avrin on YouTube
5. • Join the free Savvy Dentist Facebook Group
   • Follow Dr Jesse Green on LinkedIn
   • Visit Savvy Dentist website
   
   

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory.

Team Training Bundle 2025

Hiring a new clinician can either be a catalyst for growth or a source of stress and stagnation, depending on how well the process is handled. In this solo episode, Jesse shares his proven 3-part framework to help dental practice owners confidently recruit, onboard, and retain high-performing clinicians who are not only clinically competent but also culturally aligned.

Whether you’re scaling your team or finally stepping back from the chair, Jesse unpacks the essential groundwork you need to lay before recruitment, how to attract top talent in a competitive market, and the onboarding strategies that lead to long-term retention. This episode is packed with actionable insights including the powerful "magnetic job offer" approach that has helped practices across Australia hire clinicians who thrive and stay.

1. [00:36] Why even hands-on dentists need a solid hiring strategy
2. [01:20] Common pitfalls when hiring clinicians
3. [02:35] The 3-step formula
4. [06:14] How to vet candidates
5. [07:47] The Magnetic Job Offer: a real-life example that worked
6. [10:49] Getting buy-in before discussing money
7. [12:55] Onboarding checklists, culture training, and mentoring
8. [14:16] Why this process is a force multiplier for your business.

• Join the free Savvy Dentist Facebook Group
• Follow Dr Jesse Green on LinkedIn
• Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory.

Team Training Bundle 2025

What does it really mean to be an entrepreneur? And how do we build a business that works, not just a job that pays?

In this episode, Jesse Green is joined by Alan Manly OAM, a distinguished entrepreneur, innovator, director, and author whose unconventional journey from the computer industry to educational leadership offers a masterclass in business building. Alan founded Group Colleges Australia (GCA), which includes Universal Business School Sydney (UBSS), one of the early pioneers of online education in Australia.

Alan shares lessons from decades of entrepreneurial successes and failures, chatting about mindset, systems, and real-world challenges of building a business from the ground up. From defining what it really means to be an entrepreneur, to understanding why queues are a business killer and why every team needs structure and process, this conversation is packed with insights for any business owner ready to level up.

Alan is a Fellow of the Australian Institute of Company Directors and the Australian Institute of Management, and was honoured with the Medal of the Order of Australia (OAM) for his contributions to tertiary education and community service.

1. [00:00] Why “entrepreneur” used to be a slur and what it really means today
2. [02:00] Alan’s early life, entrepreneurial spark, and escape from poverty
3. [04:50] Lessons from the PC boom and a corporate-to-startup leap
4. [06:40] Is it really about the money? What drives true entrepreneurs
5. [10:15] The power of cash flow and why it trumps everything
6. [13:00] How a queue changed Alan’s approach to business and customer service
7. [18:40] Why dentists (and other professionals) are often “condemned to wages”
8. [20:45] The real barriers to scaling: delegation, systems, and procedures
9. [24:00] Understanding team performance
10. [30:00] How knowing your stakeholders can protect and grow your business
11. [34:00] Why dentistry is both science and art and deserves to be celebrated
12. [38:00] Business as the ultimate personal development journey.

1. Alan Manly's website
2. Alan’s book: The Unlikely Entrepreneur
3. Connect with Alan Manly OAM on LinkedIn

• Join the free Savvy Dentist Facebook Group
• Follow Dr Jesse Green on LinkedIn
• Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory.

Team Training Bundle 2025

As 2025 winds down and the summer holidays approach, Jesse invites you to pause, reflect, and intentionally design the year ahead. In this solo episode, Jesse walks you through a powerful, forward-focused review to help you set clear goals, close open loops, and define what success looks like for you in 2026.

Whether you’re enjoying downtime or making the most of the financial opportunity this season offers, this episode is your invitation to recharge, realign, and reset. With practical exercises and thoughtful prompts, Jesse helps you move beyond default thinking and build your ideal lifestyle dental practice - one that reflects your vision, values, and version of success.

1. [00:00] The importance of rest, reflection, and resetting at year’s end
2. [00:29] A forward-focused review: Gratitude, pride, and personal wins
3. [02:56] Learning from challenges: Growth through adversity
4. [03:35] Clearing mental clutter: The power of closing open loops
5. [04:35] Vision casting: Defining your ideal 2026 from the future
6. [05:09] What is a lifestyle business - and how do you build one?
7. [06:26] Leveraging time: Do more, do less, eliminate
8. [07:13] Half-time reset: Strategic planning for the rest of the financial year
9. [08:01] Resetting revenue, profit, and patient metrics
10. [08:55] Elevating team performance and the patient experience
11. [09:12] Attracting ideal patients through better marketing
12. [09:26] Reimagining your role and ideal lifestyle for 2026
13. [09:53] Designing a business you love - not one you learn to resent.

• Join the free Savvy Dentist Facebook Group
• Follow Dr Jesse Green on LinkedIn
• Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory.

Team Training Bundle 2025

In this episode of the Savvy Dentist Podcast, Jesse is joined by Lachie Smart - entrepreneur, adventurer, medtech CEO, and record-breaking pilot - to explore the mindset behind navigating complexity and leading through chaos.

At just 18 years old, Lachie became the youngest person to fly solo around the world in a single-engine aircraft. Since then, he’s led a globally distributed medtech company, advised major organisations like Salesforce and McDonald’s on emerging leadership, and sat on NFP boards focused on innovation and national resilience.

But what underpins all of this? For Lachie, it’s End Game Thinking — the ability to plan with the finish line in mind, while staying adaptable in the face of uncertainty. This conversation is packed with insights on how to lead teams, manage your own mindset, and build resilience for whatever chaos comes next.

1. [00:00] Introducing Lachie Smart and the story behind his solo world flight
2. [02:20] The mindset shift from “just doing” to thinking with the end game in mind
3. [04:55] Why chaos is inevitable — and what great leaders do about it
4. [07:38] Planning a global flight: dealing with worst-case scenarios
5. [11:00] What End Game Thinking looks like in business and practice ownership
6. [13:35] How to prepare your team for complexity without creating confusion
7. [17:00] The difference between leading through uncertainty vs managing it
8. [20:02] The cost of avoiding hard decisions and the myth of waiting for clarity
9. [22:15] Advice for emerging leaders: start with purpose, not just tactics
10. [25:14] Leadership beyond business: how Lachie applies this thinking across sectors.

1. Lachie Smart website
2. Connect with Lachie on LinkedIn
3. Follow Lachie on Instagram
4. • Join the free Savvy Dentist Facebook Group
   • Follow Dr Jesse Green on LinkedIn
   • Visit Savvy Dentist website
   
   

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory.

Team Training Bundle 2025