The Dental Marketer

Ever felt that awkward moment when it’s time to talk dollars and cents with a patient, only to watch their interest in treatment vanish on the way to the front desk?

In this episode, we’re tackling one of the biggest bottlenecks in dental practice efficiency, "the dreaded financial discussion," and why it’s time to get your entire clinical team fluent in handling money conversations.

Michael is joined by dental efficiency expert Susan Leckowicz to unpack strategies that empower dental assistants and hygienists to confidently handle treatment costs and scheduling right in the operatory. Susan shares why cross-training staff and implementing standardized financial agreement forms can dramatically cut down on patients changing their minds post-consult, while also making life easier for your team. Hear how direct, early, and clear financial conversations (supported by scripts, flexible payment options, and simple forms) remove uncertainty for patients, build trust, and foster more accepted treatment plans. If you’ve struggled with lost revenue or team discomfort when discussing finances, this episode is packed with practical, step-by-step solutions!

• Why relying solely on a treatment coordinator can hinder case acceptance
• Step-by-step tips for cross-training dental assistants and hygienists to discuss finances
• How to create and leverage a standardized, auto-populated financial agreement form
• Effective scripts your team can use for confident financial conversations with patients
• How to seamlessly present payment options like CareCredit and upfront discounts
• Strategies for building trust and increasing patient commitment to treatment plans
• Ways to reduce patient drop-off between operatory and front desk
• Training methods to help your team feel comfortable discussing money
• The positive impact of streamlined processes on patient experience and productivity

Hit play now to discover actionable ways to simplify money talks and boost confidence in your treatment plans for your team and your patients!

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CallRail: Never miss a call again! Voice Assist answers and qualifies every inbound call 24/7, so you capture every new patient. Try the 14 day free trial for our listeners at: sta.mx/m2wx

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Website: dentalcoaches.com

Email: susan@dentalcoaches.com

Book a Call with Susan! calendly.com/susan-dentalcoaches/podcast-fa-form

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Is there a one-size-fits-all way to build genuine relationships in both bustling cities and close-knit small towns?

This episode reveals how authentic, face-to-face interactions can weave your practice into the fabric of both urban and rural communities.

Instead of relying on impersonal ads or digital campaigns, we explore how presence, repetition, and genuine connection in everyday spaces build trust that no billboard can match. In urban environments, you’ll learn how to naturally fit into the rhythm of busy lives—showing up at the gym, the coffee shop, and even apartment complexes, always with a friendly smile and zero sales pressure. For rural areas, it’s about heartfelt gestures and authentic participation in community events—think local school gatherings, farmers’ markets, and neighborly thank-yous. Throughout, we’ll highlight practical ways to be recognized not as a promoter, but as a vital part of the community, while measuring your impact with metrics that actually matter.

• How ground marketing transforms practices into familiar, trusted faces
• Differences between urban and rural ground marketing (and why they matter)
• Real-life tactics for showing up in busy city spaces without being intrusive
• Ways to connect meaningfully at rural events and schools
• The importance of reciprocity and creating genuine value for your community
• How to use thoughtful gestures, from appreciation bags to local spotlights
• Designing engaging community walls and offers using QR codes
• Steps to begin your ground marketing journey, one location at a time

Ready to become a part of your community, not just another practice? Press play to learn the best way to promote your practice in urban and rural settings!

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Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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Why do some dental practices have teams that go the extra mile while others struggle with high turnover and mediocre results?

In this episode, Dino Watt unveils the secrets behind building a vibrant practice culture that doesn’t just improve patient experience—it transforms every facet of your business. Drawing from an extraordinary journey that started in Hollywood and led to dental practice consulting, Dino shares unique strategies grounded in business principles, storytelling, and real-world experience, illustrating how practice owners can foster tighter-knit teams and higher-performing offices.

From crafting vision statements to living out core values, Dino explains why successful cultures don’t happen by accident (and how dentists can intentionally shape theirs for long-term success.) You’ll discover actionable tips on hiring the right people (and letting go of the wrong ones), providing feedback that strengthens rather than divides, and creating a magnetic workplace where every team member feels essential. Whether you’re grappling with tough conversations, looking to boost morale, or striving to attract and retain top talent, Dino’s practical wisdom will equip you to cultivate a dental practice where patients and staff alike genuinely want to stay.

• The essential elements of a practice vision and how it attracts the right team members.
• Why core values are non-negotiable for building high standards and unity.
• How to approach tough conversations and give constructive feedback that motivates change.
• Ways to foster a culture where every employee feels needed, valued, and engaged.
• The importance of being inquisitive rather than accusatory in team dynamics.
• How to improve hiring practices for lasting team success.
• Strategies to quickly address problematic behavior before it impacts culture.
• Steps to create a magnetic work environment that both retains and attracts talent.

Press play to discover Dino Watt’s proven strategies for turning your dental practice into a place where both patients and team members truly want to be.

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CallRail: Never miss a call again! Voice Assist answers and qualifies every inbound call 24/7, so you capture every new patient. Try the 14 day free trial for our listeners at: sta.mx/m2wx

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Consulting Website: dinowattconsulting.com

Speaking Website: dinowatt.com

Dino's Books:

The Practice Rx: Second Edition

The Magnetic Culture Equation

Instagram: instagram.com/dinowatt

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Picture this: Your practice and the shop next door becoming your neighborhood’s favorite duo!

Too many local practices chase new patients when they could be building networks that bring them in by the dozen. This episode pulls back the curtain on a smarter strategy: focusing on partnerships that make other businesses shine, so your reputation (and client list) grows naturally. You’ll learn how ground marketing isn’t just about being visible—it’s about creating value for others first, and letting reciprocity and trust do the work for you.

Michael breaks down exactly how to select and approach the right local vendors, using three simple filters that cut through the noise. You’ll walk away knowing how to identify partnership opportunities with coffee shops, gyms, salons, and more, and why starting small can actually get you bigger wins faster. With tangible examples, we’ll show how to create irresistible win-win offers and how spotlight strategies can boost your partners’ reputation while opening doors for your own success. By the end, you’ll have a ready-to-use pitch framework and the motivation to launch your first partnership today!

• The critical mindset shift from seeking patients to championing your partners
• How the psychology of reciprocity, social proof, and identity fuel lasting partnerships
• Three must-have filters for selecting ideal vendor partners
• Why smaller, local businesses are your best first targets
• Creative ideas for perks and recognition that delight vendors and their customers
• Strategies for crafting a partnership pitch that lands every time
• How to track, optimize, and scale your local partnership results
• Action steps to move from planning to real-world progress

Start building the kind of partnerships that make local businesses (and your reputation) unforgettable by tuning in now!

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Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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Wondering if now’s the right time to modernize your dental workflows? Here’s how to decide AND rally your staff behind tech upgrades for the office.

Step inside a family-owned prosthodontic office in Lake Geneva, Wisconsin, where Ashley Whinery, the dedicated practice manager, shares her journey of navigating demanding clinical work, an experienced (and older) staff, and a major technology overhaul. From handling intricate dental cases to reversing negative patient experiences, Ashley opens up about the real-life struggles and triumphs of leadership in a small but mighty dental team.

This episode delves deep into how compassion, teamwork, and the right tools make all the difference in a high-pressure environment. Ashley reveals the common trap of dentists overextending themselves for patients’ sake, risking burnout, and why open lines of communication matter more than ever. She also breaks down the practice’s strategic leap from Eaglesoft to Dentrix Ascend, sharing the challenges of upgrading from outdated systems and the smooth, cloud-based features that transformed their daily operations. If you’re searching for actionable advice on team dynamics, technology transitions, or simply trying to preserve a positive work culture, this candid conversation is for you!

• Actionable strategies for balancing patient care with staff well-being
• How to foster open communication and collaboration in a close-knit dental team
• The warning signs and prevention tactics for burnout
• Lessons from transitioning to a cloud-based dental practice management system
• Real-world workflow improvements after adopting Dentrix Ascend
• Overcoming IT setbacks and resistance to change in your practice
• Why a supportive team is crucial during major operational shifts
• Helpful advice for practices tackling big technological or procedural updates
• The value of taking chances and prioritizing family-work balance

Tune in now to hear Ashley’s firsthand playbook for thriving through change and prioritizing your team’s well-being.

Listen on your favorite streaming platform here!

Dentrix Ascend: Smarter System, Smarter Practice: Dentrix Ascend Cloud-Based Dental Software Break free from software hassles and come with us to the cloud. Spend less time managing your practice and more time caring for your patients. Request a free 30 minute or less demo at: dentrixascend.com/promo/explore

Website: luxwhitedental.com

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Can "no" from a stranger eventually turn into your loyal patient? It did for Dr. Pak!

In this episode, Dr. Taesu Pak pulls back the curtain on his journey to rapidly building Pak Dental, candidly sharing the gritty behind-the-scenes actions and mindset shifts required to open a practice in just three months.

Dr. Pak reveals how he hit the pavement a month before opening, embracing the hustle of ground marketing by meeting people, handing out goodie bags, and gathering sign-ups (regardless of how many "nos" he heard.) He opens up about the pivotal mistake of not following up quickly with leads, what changed after he corrected course, and why engaging directly with the community through events and strategic partnerships proved more effective than any ad campaign. Dr. Pak offers actionable insights on overcoming setbacks, harnessing reciprocity, and creating buzz from day one, especially if you dream of building not just any practice, but a busy, community-centered one with real impact.

• Proven strategies for ground marketing before your practice even opens
• How to turn rejections and "nos" into opportunities for growth
• The power of timely follow-up in boosting patient conversions
• Insider tips on leveraging community events and benefits fairs for visibility
• Creative ways to attract families and key partnerships using giveaways and games
• Why direct, in-person engagement beats traditional marketing for local practices
• Essential resources for mastering the psychology of community outreach
• Dr. Pak's vision for building large-scale, high-traffic dental offices

Press play to discover the real-world secrets behind launching a successful, community-driven dental startup!

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Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Growing a practice (or multiple practices) isn’t about working harder; it’s about empowering your people to lead with you.

In this episode, you'll get an insider’s look at how Dr. Ben Liu built SuperKids Pediatric Dentistry into a multi-location success story, all while maintaining a strong focus on patient care and team connection. Dr. Liu shares the mindset shifts and practical systems that helped him step back from micromanaging, empowering his team to deliver standout service and dependable results.

Listen as Dr. Liu breaks down the organizational blueprint that keeps his practices running smoothly, revealing how clear communication, dedicated roles, and robust processes made all the difference—especially during challenging times like the COVID-19 pandemic. From strategic marketing and mastering Google reviews to navigating negative feedback with grace, he offers real-world tactics for sustainable growth. Most importantly, he opens up about finding balance, taking calculated risks, and remembering that true success includes quality time with family and a culture of trust at work.

• How letting go of perfectionism fuels sustainable business growth
• Practical steps to delegate daily operations without sacrificing quality
• Building a team culture where ownership and accountability thrive
• The critical roles and systems needed for multi-location success
• Proven marketing tactics—Google reviews, SEO, social media, and more
• How to investigate and resolve negative patient feedback effectively
• Tips for polishing your new patient intake process for seamless experiences
• Partnering with specialized services to scale your dental practice
• When (and how) to know you’re ready to open a second practice
• Strategies for maintaining work-life balance and avoiding burnout

Hit play and discover how to build a dental practice that grows on trust, systems, and a little more freedom for yourself.

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Net32: Founded by a dentist, for dentists. Net32 is the leading online marketplace for dental supplies, helping dental and medical professionals save on high-quality products for over 25 years. Start saving today at: net32.com/dentalmarketer

Website: superkidsdentistry.com

LinkedIn: linkedin.com/in/ben-liu-42593583

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What if your next open house didn’t just fill seats, but became the talk of the town, forging genuine connections and a waiting list of new patients?

Get ready for part two of this action-oriented masterclass, where Michael unveils a comprehensive, step-by-step playbook for hosting an open house that doesn’t just buzz, but booms with community engagement. Imagine the meticulous planning of a Broadway premiere: every detail, every invite, and every partner coordinated to ensure your event is unforgettable and your practice is the star. This episode is packed with four core strategies: memorable ground marketing, digital co-promotion, energized partnerships, and a high-impact countdown. From using clear scripts to recruit local businesses as co-hosts, to creating co-branded social posts and videos that reach entirely new audiences, you’ll see exactly how to transform potential partners into rallying fans for your event.

Beyond promotion, Michael walks you through an open house experience designed as a three-act play: warming up guests, building trust through hands-on experiences, and creating a celebratory close that turns attendees into loyal patients. Discover the exact roles your team should play, how to structure interactive tours and talks, and why making it fun for families leaves a lasting impression. You’ll also learn how to ensure the good will lasts long after the event, with a multi-sequence follow-up plan tailored for each guest. With scripts, timing blueprints, and actionable resources, this episode delivers not just the “what,” but the crucial “how” to make your open house the community event of the season.

• The four-pillar strategy for a sold-out, community-driven open house
• Step-by-step tactics and scripts for inviting local business partners as co-hosts
• How to leverage co-branded digital content for massive audience reach
• Best timing for social spotlights, boosted ads, and RSVP campaigns
• Designing your event as a “three-act play” for maximum impact and conversions
• Assigning dynamic team roles for personalized guest experiences
• Creating interactive, family-friendly activities that build emotional engagement
• The essentials of crafting persuasive email and text follow-ups after the event
• How to use storytelling, social proof, and urgency to drive bookings

Hit play to unlock the blueprint for an open house that turns the community’s curiosity into your practice’s loyal patients!

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Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

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Is acquisition the real shortcut to a modern, profitable dental practice?

This episode takes you behind the scenes with Dr. Monil Mehta, owner of Dentistry On The Ponds, as he reveals the daily realities and deliberate choices that have shaped his journey since purchasing his practice in 2022.

From his pre-dawn gym sessions to late-night administrative catch-ups, Dr. Mehta opens up about the dedication required to manage every facet of ownership—whether it’s upgrading technology, renegotiating vendor contracts, or cultivating a motivated team. He candidly shares why he chose to acquire an established practice rather than start from scratch, and details the strategies that accelerated growth: from system upgrades and marketing investments to integrating new protocols. Dr. Mehta’s transparency about the stresses, rewards, and ongoing evolution of practice life offers genuine insight for any aspiring dental practice owner.

• The critical factors Dr. Mehta weighed when choosing between starting a practice and an acquisition
• How a structured daily routine keeps energy high and priorities clear
• Tactical improvements: technology upgrades and efficient front office systems
• Smart approaches to renegotiating contracts and controlling overhead costs
• Practical strategies for integrating new marketing and team processes
• Lessons learned from navigating staff transitions and rapid changes
• Tips on balancing demanding business growth with personal and family time
• Candid advice for future dental owners eyeing acquisition

Press play for an unfiltered look at what it really means to own, modernize, and grow a dental practice from day one.

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CallRail: Call tracking + AI that turns calls into campaigns that convert, quality patients, and cost savings. Click our link to start a free trial today! callrail.com/dentalmarketer

Website: dentistryontheponds.com

Facebook: facebook.com/ChanhassenDDS

Instagram: instagram.com/dentistryontheponds

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