What does it take to turn complex full arch cases into life-changing patient decisions?

In this episode of The Tooth Sleuth Podcast, host Greg Essenmacher sits down with Sarah Bogard, sales trainer at GnA Consult, who brings 20+ years of oral surgery experience and a track record of scaling a full arch practice to nearly 200 arches per year.

Sarah shares:

• Why empathy, assurance, and zeal (the EAZ Framework) are the foundation of case acceptance

• How to identify the 3 patient buyer types—and guide each one to "yes"

• Practical strategies for treatment coordinators to simplify complex cases without overwhelming patients

• The role of follow-up systems in turning leads into life-long patients

💡 Quote from Sarah: "Treatment coordinators aren't just selling dentistry—they're guiding transformation."

If you're a doctor, treatment coordinator, or DSO leader looking to increase case acceptance and strengthen patient trust, this episode is packed with insights you can apply immediately.

🎧 Tune in now and discover how to move beyond scripts and start building genuine connections that drive results.

#ToothSleuth #FullArch #CaseAcceptance #PatientExperience #GnAConsult

What would you do if you bought a company for just $1?

In this episode of The Tooth Sleuth Podcast, host Greg Essenmacher sits down with Cory Pinegar, CEO of Reach, to talk about his journey from acquiring a fragment of a business for a buck in 2016 to leading over 1,000 team members today.

Cory shares candid insights on leadership, scaling teams, and why the phrase "kind is clear, and clear is kind" transformed the way he runs his companies. From sports analogies with Nick Saban and Phil Jackson to the reality of missed patient calls in dentistry, this conversation is equal parts entertaining and eye-opening.

What You'll Learn in This Episode:

• 💡 Why A-players are the difference between dragging the rock uphill and being pushed forward by your team

• 📊 The systems-over-scoreboard approach that creates consistent results in business

• 🦷 How 32% of dental patient calls go unanswered—and what that means for practice growth

• 🛑 Why avoiding hard conversations stalls progress (and how to lead with clarity + accountability)

• 🔑 How leadership evolves every 6 months when you're scaling fast

Whether you're running a dental practice, leading a DSO, or simply growing as an entrepreneur, Cory's story is packed with lessons you can apply immediately.

👉 Don't miss this mix of leadership wisdom, dental business strategy, and raw entrepreneurial truth.

🎧 Listen now on Apple, Spotify, or wherever you get your podcasts. 🔗 Subscribe to The Tooth Sleuth Podcast on YouTube

#ToothSleuth #DentalBusiness #PatientExperience #Leadership #GnAConsult

Scripts don't book consults—humans do. In this episode of The Tooth Sleuth Podcast, Greg sits down with Nai Weierman, a seasoned dental professional and sales trainer at GnA Consult, to talk about what it really takes to convert a phone call into a full arch consultation. After more than a decade in dentistry—spanning corporate, fee-for-service, cosmetic, and full arch practices—Nai learned that empathy and human connection outperform any script. Patients don't want robotic responses; they want someone who listens, acknowledges their vulnerability, and meets them where they are. Together, Greg and Nai unpack: Why humanizing the patient experience changes everything The difference between embarrassment vs. shame—and why it matters in case acceptance Simple frameworks (like E-A-Z: Empathy, Assurance, Zeal) that build trust and increase conversions Lessons from Ritz-Carlton, Disney, and Cleveland Clinic that apply directly to dental teams If your team is still leaning on scripts, this episode is a masterclass in shifting toward empathy, ownership, and patient-first communication. 👉 Tune in now to learn how to coach your team to book more consults, deliver a better patient experience, and grow case acceptance. #ToothSleuth #PatientExperience #GnAConsult #FullArch #CaseAcceptance #DentalLeadership

Rivers Morrell Show Notes

Napkin AI or Not? The Truth About Dental Data with Rivers Morrell

Most dental AI products are overhyped. Rivers Morrell is not.

In this episode of The Tooth Sleuth, Greg sits down with Rivers Morrell, CEO and founder of Hey Donto, to break down what real AI in dentistry looks like—and why most of what's out there is just "napkin AI."

From building the first self-healing API for dental practice data to enabling true FHIR compliance, Rivers and his team are doing what billion-dollar health systems couldn't. And they're doing it with empathy, compliance, and a vision for better access and interoperability across the dental space.

If you've ever asked:

• "What's the real deal with AI in dentistry?"

• "Why can't dental data move the way medical data does?"

• "How can we build tech that actually helps patients and teams?"

…this episode is for you.

• What makes Hey Donto's self-healing API revolutionary

• How FHIR compliance unlocks interoperability across DSOs

• Why most "AI" tools in dental are just white-labeled noise

• How Rivers is working to create a Provider Data Access Standard

• The culture behind building tech with both clinical empathy and compliance

• "It would've taken a billion dollars to convert dental to FHIR—until we figured out how to do it with AI."

• "There's too much cowboy tech in dental. We're building for ethics, compliance, and patient rights."

• "If you're not asking whether it's napkin AI or not—you're probably using it."

• The most unexpected answer to "What's the worst breath you've ever smelled?" 😅

• Why the toothbrush is still the MVP of all dental products

• How to spot fake AI from a mile away

Rivers Morrell Founder & CEO – Hey Donto 📩 [email protected] 🔗 Connect on LinkedIn

What's the bridge between awareness and real, lasting change in your practice?

In Part 3 of Why GnA, Greg Esenmacher gets personal—sharing the biggest challenges he's faced as a founder, the role of acceptance in creating sustainable action, and why empathy, leadership, and accountability are at the core of every successful Full Arch practice.

From building a brand that connects emotionally with patients to fostering team culture that drives case acceptance, this episode dives deep into the human side of scaling. Whether you're a practice owner, a DSO exec, or a leader in the making, Greg's insights will challenge how you approach growth and leadership.

🧠 Why awareness isn't enough—and how acceptance fuels sustainable change 🦷 How leadership mindset directly impacts case acceptance rates 💙 The power of empathy and emotional connection in patient experience 📊 Why brand differentiation starts with the leader's personal growth 🤝 How accountability with compassion creates stronger teams 🏆 What Greg is most proud of since launching GNA Consult 📌 The personal meaning behind the name GNA

"Awareness and action aren't sustainable without acceptance." "Case acceptance is all about the patient experience—and that starts with leadership." "Accountability without compassion fails; compassion without accountability stalls." "Leadership growth trickles down to your team, and your team drives the patient experience."

• Learn more about GNA Consult: dentalconsult4u.com

• Connect with Greg on LinkedIn: Greg Esenmacher

• Book a discovery call: Start Here

📱 Available on all platforms: Spotify | Apple Podcasts | Google | YouTube | Amazon ▶ Watch full episodes on YouTube: Tooth Sleuth

Host: Greg Esenmacher IG: @gna_consult

FB: GnA Consult

LinkedIn: Greg Esenmacher

Website: dentalconsult4u.com

Selling or buying a dental practice? It's not just about the numbers—it's about timing, fit, and legacy.

In this episode, Greg Esenmacher sits down with David Cohen, founder of Cohen Law Firm, to unpack what really happens during dental practice sales—whether you're selling to a DSO or private buyer. With 300+ transactions a year under his belt, David shares insider tips on building the right team, avoiding costly mistakes, and ensuring your sale aligns with your goals and values.

Whether you're a solo practice owner, an emerging group, or a DSO executive, this conversation gives you the legal and strategic clarity you need before stepping into the sale process.

🦷 The differences between DSO sales and Sale to a Private Buyer 📊 Why consolidation isn't as overwhelming as you might think 🤝 The essential players on your transaction team—and their roles 💰 How to know if (and when) you're truly ready to sell 🎯 The biggest mistake sellers make (and how to avoid it) 🏆 Why culture and legacy matter in choosing the right buyer 📈 Best practices for smoother, more profitable transactions

"Build your foundation before you start—it's the number one thing you can do." "Hidden costs and headaches come when you're not ready to sell." "Culture fit matters—for you, your team, and your legacy." "A great broker doesn't just find a buyer—they find the right buyer."

• Connect with David: [email protected]

• Learn more about Cohen Law Firm: cohenlawfirmpllc.com

• Follow Greg Esenmacher on LinkedIn: Greg Esenmacher

📱 Available on all platforms: Spotify | Apple Podcasts | Google | YouTube | Amazon ▶ Watch full episodes on YouTube: Tooth Sleuth

Host: Greg Esenmacher

IG: @gna_consult

FB: GnA Consult

LinkedIn: Greg Esenmacher

Website: dentalconsult4u.com

What does it take to truly master the business of Full Arch? In Part 2 of Why GnA, Greg Esenmacher dives deeper with John Stamper into the 360° approach that sets GNA Consult apart—from hands-on surgical experience to understanding the financial heartbeat of a practice.

From hidden arches in your pipeline to knowing exactly when to scale, Greg shares why clinical knowledge is only half the equation—and how operational insight, accountability, and custom solutions can transform results. Whether you're running a GP practice, leading a DSO, or looking to unlock the real ROI of Full Arch, this conversation will change how you think about growth.

🦷 Why clinical experience alone isn't enough to scale Full Arch 📊 How to track (and find) hidden arches in your pipeline 💰 The KPIs that drive profitability—and when to add to your team 🔄 Why integration of your tech stack is critical for efficiency 🤝 How GNA bridges the gap between clinical training and operational execution 🎯 Why accountability is the missing link in most practices 📈 The stages of development for sustainable Full Arch growth 🛠 How to customize solutions instead of relying on cookie-cutter scripts

"If you can't answer where every arch came from in the last three months—you're not aligned." "Hidden arches are everywhere. You just have to know how to find them." "Scaling isn't more, more, more—it's about measured growth that protects profitability." "We believe in formulas, not scripts."

• Learn more about GNA Consult: dentalconsult4u.com

• Connect with Greg on LinkedIn: Greg Esenmacher

• Book a discovery call: Start Here

📱 Available on all platforms: Spotify | Apple Podcasts | Google | YouTube | Amazon ▶ Watch full episodes on YouTube: Tooth Sleuth

Host: Greg Esenmacher

IG: @gna_consult

FB: GnA Consult

LinkedIn: Greg Esenmacher

Website: dentalconsult4u.com

You can't build a high-performing DSO—or even a profitable single location—without tight procurement systems. In this episode, Greg sits down with Karla-Marie Santiago, MBA, an operations and procurement powerhouse, to unpack how procurement strategy can make or break growth in the dental industry. From equipment forecasting to vendor alignment to e-procurement tech, Karla drops practical, real-world insight for DSOs ready to stop winging it and start optimizing.

EPISODE SNAPSHOT With 15+ years in healthcare and a decade in dental operations, Karla-Marie Santiago has led procurement strategies across dental education, nonprofits, and DSOs. In this conversation, she and Greg break down why procurement isn't a back-office function—it's a strategic driver. Whether you're adding implants, building de novos, or trying to lower overhead, Karla makes the case that knowing your inventory, streamlining platforms, and aligning vendor partnerships is mission-critical.

WHAT YOU'LL LEARN

• Why procurement must be aligned with operations and finance

• How to forecast equipment needs (replacement vs. growth)

• What centralized procurement can unlock for scaling practices

• What to ask vendors beyond pricing—and why that matters

• What to look for in an e-procurement platform (think: Amazon for your ops team)

MIC DROP MOMENT "Operations and procurement are directly co-related. You can't run ops without the supplies, tech, and equipment that make care possible." – Karla-Marie Santiago

RESOURCES MENTIONED

• E-procurement platforms (Method, Torch Dental, etc.)

• Annual capital planning strategies

• Why invoice and inventory integration is essential for DSOs

WHERE TO LEARN MORE 📨 Connect with Karla on LinkedIn: Karla-Marie Santiago 📬 Consulting inquiries: [email protected]

🎙️ Episode Snapshot Ever wonder how someone goes from rental cars to leading the full arch revolution in dentistry?

In this episode, the mic flips on Tooth Sleuth host Greg Esenmacher as John Stamper takes over to uncover the story behind GNA Consult, the challenges Greg faced starting out, and what it really takes to grow a full arch empire from the ground up.

From sobering turning points to surgical sales breakthroughs, this episode is packed with laughs, leadership gems, and lessons for anyone serious about scaling their practice. Whether you're a DSO exec, GP practice owner, or just full arch curious—this one's for you.

💡 What You'll Learn 🧠 How Greg's personal transformation ignited his dental career 🦷 Why he bet everything on Fixed Full Arch—and what happened next 🛠 The shift from rep to consultant: how Neodent opened the door 📈 What most practices miss when trying to scale Full Arch 📊 Why understanding operations and ROI is non-negotiable 🎯 The importance of hiring for skill and values 💬 How to build a team that can truly deliver 360° support 🚀 Why GNA is different—and what they actually do for practices

🎤 Mic Drop Moments "You'll wish you had five of me." "Sales isn't a dirty word—if it's about the patient." "I didn't even know what PMS stood for… and now we're scaling practices across the country." "It's not about knowing everything—it's about building the right team."

🔗 Resources & References ● Learn more about GNA Consult: dentalconsult4u.com ● Connect with Greg on LinkedIn: Greg Esenmacher ● Book a discovery call: Start Here

What happens when you stop viewing full arch as just a procedure—and start treating it like a lifelong commitment? In this episode, Greg sits down with Anjuli Avis, RDH, to break down how practices can reprogram their mindset around implant dentistry. Anjuli brings years of experience in hygiene, operations, and education to the mic to explore how dental teams can show up more responsibly—for patients, for outcomes, and for each other.

EPISODE SNAPSHOT Anjuli Avis, also known as The Hustle Hygienist, joins the Tooth Sleuth Podcast for a powerful conversation about what it really means to serve full arch patients well. She and Greg talk about the shift from "treat and release" to true patient adoption, the importance of cross-team communication, and why the words we use matter more than we think. Drawing from her early career in temp hygiene and later experience in operations with a high-end restorative practice, Anjuli shares what's changed, what still needs to, and where teams can step up—together.

WHAT YOU'LL LEARN Why patients need reprogramming before they commit to treatment How tribal language reduces friction and increases case acceptance Why assistants often hold the most trust—and how to leverage it What today's implant maintenance requires from the entire team How vendor relationships can fuel private practice growth (if used right)

MIC DROP MOMENT "We adopt this patient. Not just the dentist. The hygienist, the assistant, the office manager. This is not a one-and-done. It's a lifetime journey." – Anjuli Avis

RESOURCES MENTIONED The Convenience Revolution by Shep Hyken SmileSource Exchange – a national event for private practices ready to grow through community Anjuli's LinkedIn and Instagram for continued learning and connection

WHERE TO LEARN MORE Follow Anjuli on LinkedIn: Anjuli Avis Find her on Instagram: @thehustlehygienist Check out SmileSource: smilesource.com