In this month's episode of The Two Reds are Better than One podcast, Ashley and I take a rare opportunity to record without a guest. Instead, we open the doors to a candid conversation about two themes that sit at the heart of every successful dental practice: building teams and conducting consultations.

We begin with a brief detour into football – reflecting on Manchester United’s opening game of the season and drawing parallels between rebuilding a football squad and rebuilding a dental team. The lesson? Culture eats strategy for breakfast, whether you’re on the pitch or in the practice.

The centrepiece of our discussion is Ashley’s brand-new book, The Perfect Dental Consultation: The Eight Essential Steps to Increasing Treatment Plan Acceptance. I make no apology for saying it is his best work in print to date. The book is not only a step-by-step guide to consultation success but also a manual on mindset, success habits and the importance of team involvement.

We unpack the eight stages of a perfect consultation, from rapport-building and asking the right questions, through to discussing fees with confidence, handling objections and ensuring follow-up that inspires referrals. Along the way, we explore how case studies and real-world stories make the material accessible, practical, and highly relevant to today’s dentist.

Our conversation also touches on treatment plan presentation, the role of AI in communication, and why the human touch remains irreplaceable. We finish with some personal reflections on August downtime, family, cycling, and the importance of creating space to work on the business rather than just in it.

If you haven’t already secured your copy of Ashley’s new book, now is the time. Visit his website, order copies for your team, and give your practice the competitive edge it deserves.

In this episode, Chris and Ashley are joined by a true industry heavyweight: Dean Hallows, Managing Director of Dental Directory and a 40-year veteran of the UK dental industry.

Recording from three corners of Europe - Cheshire, Sardinia, and sunny Essex - the conversation ranges from the accidental beginnings of Dean’s career in 1986 to his leadership role today, overseeing one of the UK’s most recognised dental supply businesses.

This candid, insightful chat covers everything from mentorship and market evolution to the real-world implications of AI in dentistry, what leaders should be listening for, and why selling consumables isn't just about revenue; it’s about hospitality.

If you're a dental practice owner, manager, or supplier, this episode delivers practical wisdom and behind-the-scenes insight you won't find elsewhere.

You’ll learn:

• How Dean transitioned from engineering apprentice to industry MD

• The vital difference between hearing and listening as a leader

• Why AI will support — not replace — clinical decision-making

• What practices are missing when they ignore their reception desk retail

• Why communication and shared purpose build the best dental teams

• The human value AI can’t replicate — and why that matters more than ever

 

“By stepping back and listening more, I’ve seen my teams’ step further forward.” – Dean Hallows

“AI can’t deliver hospitality. It can’t create community.” – Chris Barrow

 

This episode is perfect for listeners who...

• Lead or manage a dental practice

• Work in dental supply or tech

• Are navigating digital transformation in dentistry

• Believe business is about people, not just processes

In this captivating episode, Ashley and Chris sit down with Dr. Jit Hindocha, Principal Dentist at Total Dental Care, celebrating 40 remarkable years in dentistry (1985–2025). Born in Uganda, Jit shares his powerful story of arriving in England at just 10 years old after his family was expelled by Idi Amin, losing everything but holding onto determination and resilience.

In this episode you'll learn about:

• Jit’s early years in Leicester—living with 11 family members in a 3-bedroom house, hustling with part-time jobs, and how his family’s perseverance shaped his work ethic and career mindset.

• How Jit continually reinvented his career every decade:

  • Building four dental practices from scratch in the 1980s.

  • Serving as a Vocational Trainer and Advisor at local and national levels, influencing dental regulation and quality.

  • His tenure with the GDC, including the insightful story of hosting an innovative live CPD event simulating a GDC hearing.

• Jit’s pioneering journey into digital dentistry with IDDA, including his early adoption of 3D printing technology.

• How advice from his father and cousin shaped his business philosophy—prioritising non-clinical time for strategic thinking, and eventually delegating more responsibilities, adopting the 'Golden Goose' strategy.

• Jit's recent transition to full-time clinical director, embracing delegation, reducing clinical hours, and the exciting discovery of his "blue USB port"—a metaphor for finding new motivation and passion in his dental career.

Jit’s incredible story is a testament to resilience, adaptability, and continuous learning, offering practical insights and profound life lessons for dental professionals at any stage of their careers.

Tune in via the player below or your favourite podcast streaming service and be inspired by Dr. Jit Hindocha’s extraordinary journey and his visionary perspective on dentistry’s evolving landscape.

After receiving incredible feedback from our listeners, we invited Steve Tangney back for Part Two! If you haven't listened to Part One yet, be sure to check it out here. There, Steve shared his valuable strategies on how to create a world-class team.

The exciting news is that we have another inspiring interview for you. This time, Steve focuses on how his practice effectively attracts new patients.

He shares numerous ideas that you can implement no matter where you are based.

In this interview, you will discover:

• How doing the right thing by your patients and being authentic is key to growth.

• How Steve cements himself within his community, including sponsorship of sports teams.

• How Steve effectively asks for referrals and Google reviews, and how he overcomes the barriers to asking.

• Why daily engagement with professional content on social media is essential, rather than making random posts.

• How a simple four-word banner outside his practice brought in many new patients.

• How he is building a specialist practice and the incredible offers he makes to attract the very best dentists.

• Why focusing on "good enough" rather than perfection is Steve's winning philosophy

• Steve's philosophy on ensuring the patients keep coming back.

Enjoy this enlightening conversation, there are so many take -aways that can be implemented in your Practice.

Listen now below or via your favourite podcast player.

Steve Tangney qualified in 2008 and moved from his hometown of Cork to work in London. During a period of travelling, he met the love of his life – now his wife – on the Gold Coast, where he also worked for a while. While his time there was influential, it was his experience at Avenue Dental on the Sunshine Coast (Sunny Coast) that made the biggest impact on his professional outlook. The owner’s focus on cultivating a superb team culture stood out to Steve as the secret to their success.

In 2017, Steve seized the opportunity to purchase a dental practice in Batemans Bay, a short plane journey from Sydney. (It is well worth listening to this podcast to discover how this opportunity came about.)

At the start of his venture in 2017, Steve's practice had just two chairs and a team of five. Fast forward to today, and he proudly owns three locations with a team of 36 dedicated professionals.

Steve's expansion story is rooted in his commitment to fostering an environment where team members can truly flourish and grow. In this inspiring podcast, you'll learn about:

• Leadership and structure: Steve emphasises a flat organisational structure with no Practice Managers, which has resulted in high staff retention and remarkable employee satisfaction.

• Creating the right environment: Alongside his partner, Eoin, they have developed a workplace where people rarely leave, and even when they do, they often wish to return.

• Empowering team solutions: He has nurtured a culture where team members are empowered to solve the practice's challenges and issues independently.

• Cross-training benefits: Discover the advantages of cross-training and how it fosters a superb team spirit.

• Team bonding in Fiji: Steve and his team once travelled to Fiji for a team bonding experience, yielding lasting benefits for the practice. He reckons it was the best return on investment he ever made.

• Ongoing development: A strong focus on team training and continuous development is a cornerstone of their practice's ethos.

This podcast is truly inspirational as you will discover Steve Tangney's remarkable journey and business philosophy. Listen below or via your favourite podcast player.

In this insightful interview, Chris and Ashley reconnect with Karl Walker Finch, the proud owner of a dental practice in the Kirklees area of Yorkshire. For the second time, we delve into Karl’s remarkable journey.

Setting an ambitious goal, Karl aimed to significantly reduce the carbon footprint of his practice. Astonishingly, he achieved a reduction of over 35% in just the first year! But that’s not all—his practice is now proudly climate-positive.

Karl speaks with such passion that you’ll be motivated to bring similar changes to your own practice. Here's what you'll discover in this podcast:

• Engaging the team: Learn how Karl successfully involved his team in this project, boosting their motivation and commitment.

• Tree-planting for referrals: Discover the unique initiative of planting a tree for every new patient referral.

• The 'One Idea a Week' concept: Explore how ensuring accountability with weekly ideas has led to consistent progress.

• Focusing on key areas: Understand how concentrating on three main areas helps Karl maintain a carbon-neutral dental practice.

• Financial Benefits: See how striving for a carbon-neutral practice can actually enhance the bottom line.

• Patient appreciation: Find out why patients love what Karl is doing.

And much more!

After graduating in 2012, Gareth Edwards spent the first 5 years of his dental career by treating patients in Middleton, North Manchester. He then embarked on an 18-month journey through Asia and South America, dedicating time not only to traveling but also to reading a diverse range of books.

In 2019, Gareth returned to Bournemouth, his hometown, and formed a partnership with Zak Kara. Sharing similar philosophies about dentistry and business, they initially took over a three-surgery practice. However, they quickly outgrew it and moved into a larger, purpose-built clinic, giving birth to Smile Stories. Their philosophy was centered around creating an experience "nothing like your old dentist."

Gareth generously shares here the secrets that make Smile Stories a success.

In this podcast, you'll discover:

• How Smile Stories has become a unique dental practice by fostering lifelong patient relationships, incorporating innovative design, and utilising comprehensive digital dentistry. You'll also learn about their ideal client;

• Their inspiration from outside the dental field and various examples of where they gain this insight;

• The creation of a work environment where team members are eager to come to work, engaging every team member in each stage of the patient journey with their "Triangle formula";

• Gareth and Zak's calculated approach to risk, enabling rapid growth and expansion;

• Their strategies for marketing, enhancing patient experiences, and cultivating a strong team culture that resulted in 571 five-star Google reviews. You'll learn their "Peak End Rule", identifying the optimal time and method for requesting reviews.

• Examples of how they surprise and delight patients, including team celebrations at the end of treatments;

• Personalised marketing approaches for each new patient, sending tailored marketing messages that cater to the individual needs and desires of the patient.

And much more!

After graduating in 2012, Gareth Edwards began his dental career by treating patients in Middleton, North Manchester for the first five years. He then embarked on an 18-month journey through Asia and South America, dedicating time not only to traveling but also to reading a diverse range of books.

In 2019, Gareth returned to Bournemouth, his hometown, and formed a partnership with Zak Kara. Sharing similar philosophies about dentistry and business, they initially took over a three-surgery practice. However, they quickly outgrew it and moved into a larger, purpose-built clinic, giving birth to Smile Stories. Their philosophy was centered around creating an experience "nothing like your old dentist."

This interview was excellent, with Gareth generously sharing the secrets that make Smile Stories a success.

In this podcast, you'll discover:

• How Smile Stories has become a unique dental practice by fostering lifelong patient relationships, incorporating innovative design, and utilizing comprehensive digital dentistry. You'll also learn about their ideal client.

• Their inspiration from outside the dental field and various examples of where they gain this insight.

• The creation of a work environment where team members are eager to come to work, engaging every team member in each stage of the patient journey with their "Triangle formula."

• Gareth and Zak's calculated approach to risk, enabling rapid growth and expansion.

• Their strategies for marketing, enhancing patient experiences, and cultivating a strong team culture that resulted in 571 five-star Google reviews. You'll learn their "Peak and Rule," identifying the optimal time and method for requesting reviews.

• Examples of how they surprise and delight patients, including team celebrations at the end of treatments.

• Personalised marketing approaches for each new patient, sending tailored marketing messages that cater to the individual needs and desires of the patient.

And much more!

In this exciting episode of Two Reds Are Better Than One, Chris Barrow and Ashley Latter share their personal and professional aspirations for 2025 within the dental industry. From digital workflows and AI to personal communication mastery, this conversation is packed with insights to help dental professionals navigate the evolving landscape with confidence and agility.

Key Takeaways:

• Digital Dentistry Advancements:Chris and Ashley highlight the game-changing impact of intraoral scanning, treatment planning software, and 3D printing. AI is poised to revolutionise all areas of dental operations, making this an exciting time for forward-thinking practices.

• Adapting to Change:The importance of staying agile and innovative cannot be overstated. Chris encourages listeners to “fail fast” and adapt quickly to market trends and new technologies, creating resilience regardless of external economic conditions.

• Personal Communication is Key:Despite rapid technological advancements, Ashley and Chris agree that empathetic, face-to-face communication remains vital. Delivering a high-quality personal service can still set a practice apart—Ashley’s new book focuses on this very topic.

Ashley is thrilled to announce that his new book, The Eight Steps to a Perfect Consultation, is 95% complete and scheduled for release in spring 2025. This updated work will guide dentists in conducting exceptional consultations, helping more patients say "yes" to their treatment plans and enabling practices to deliver outstanding care.

Ashley shares his excitement about his upcoming speaking engagements in California (May) and Australia (March). He’s also looking forward to a potential visit to the stunning Yosemite National Park.

What are you looking forward to in 2025? Chris and Ashley invite you to share your goals and aspirations by emailing us.

• Don’t buy into the economic doom and gloom

• Stay innovative and embrace change

• Be agile and willing to fail in the pursuit of success

• Keep an eye out for Ashley’s book release and invest in your consultation skills!

If you enjoyed this episode, be sure to subscribe to Two Reds Are Better Than One and share it with your network. Let’s continue the conversation on how to make 2025 a remarkable year for dentistry!

Today we’re thrilled to introduce you to Amber Aplin, owner of "The Gentle Touch" dental practice in Kelso, Scotland. Amber’s journey is anything but ordinary—born in Australia, raised in the UK, and spending 16 years in Army dentistry before carving out her niche as a practice owner. Her story is one of transformation, innovation, and an unwavering commitment to excellence.

In this episode, Amber shares:

Her Unique Career Path: From growing up in a military family to studying at Newcastle University and thriving in Army dentistry, Amber’s experiences have shaped her philosophy and leadership style.  

The Gentle Touch Philosophy: Discover how her practice focuses on patient experience, a "gentle" approach, and a culture of shared values that keeps her team motivated and thriving—think high standards, consistent branding, and even team trips abroad!  

Innovative Dentistry: Amber is a pioneer in biomimetic dentistry, offering longer appointment times for tooth preservation and patient-focused in-house finance options that make advanced care accessible.

Future-Focused Growth: Hear about her plans to expand the practice, take on mentorship opportunities, and embrace a balanced lifestyle as she transitions to fewer clinical days.  

If you’re curious about how to combine cutting-edge techniques with a personal touch—or you’re looking for inspiration to elevate your own practice—this episode is for you.