036: The Future of Dental Events. Why Traditional Conferences Are Failing Vendors | Michael Scott

Dental events are getting more expensive. More crowded. And for many vendors, less effective than ever.What happens when the traditional conference model stops delivering real results?In this episode of The Real Talk of Dental, Brandi sits down with Michael Scott of Smile Together to unpack what’s really happening behind the scenes at dental events, and why a new model is starting to take over.After years in tech, sales, and events, Michael entered the dental space with a fresh perspective and quickly noticed a disconnect. Vendors are spending tens of thousands of dollars to attend conferences, only to walk away with a handful of leads and months of follow-up that rarely converts.Meanwhile, decision-makers are overwhelmed with noise, repeat speakers, and surface-level conversations.So what’s the solution?Michael shares how Smile Together is flipping the model, creating curated, high-intent environments where vendors and buyers sit down for real conversations that actually move business forward.But this conversation goes deeper than events. It explores authenticity in dentistry, the power of personal brand, and why the future of this industry belongs to those who build real relationships, not just polished pitches.If you’re a vendor, DSO, dental leader, or entrepreneur trying to understand where the industry is headed, this episode will challenge how you think about connection, sales, and growth.You’ll learn:Why traditional dental conferences are losing ROI for vendorsThe hidden problem behind large-scale industry eventsHow the “hosted buyer” model is changing dental networkingWhy more vendors are becoming selective about which events they attendThe real reason most event leads don’t convert into salesHow to position your offer in front of different decision-makersWhy authenticity is becoming the biggest competitive advantage in dentistryThe role of personal brand in building trust and closing dealsWhat vendors must do to stay relevant in a relationship-driven industryHow curated, intentional environments create better business outcomes🔗 Join the community and submit your anonymous questions:https://www.therealtalkofdental.com🔗 Learn more about The Empowered LeadHERship Program for Women in Dental:https://leadhershipexperience.com/🔗 Boundary Boss GPT:https://leadhershipexperience.com/boundarybossWe talk about:00:00 Welcome to Real Talk of Dental, what’s broken behind the scenes01:05 Why dental events feel busy but don’t drive real results03:30 How Michael entered the dental industry and what stood out06:30 The Smile Together model, curated meetings vs crowded booths08:00 Why vendors are questioning ROI on traditional conferences10:00 The real issue, too many attendees, not enough decision-makers12:00 Why most events try to be everything and fail because of it14:30 Inside the 15-minute meeting model and how it actually works16:00 Rising costs of dental events and who’s getting priced out18:30 Where real business happens, hallway conversations vs the stage21:00 The power of transparency and authenticity in today’s industry24:30 Losing sight of the patient in a business-driven environment28:00 Coaching, leadership, and lessons from sports33:00 Why even top performers still need coaching36:00 The biggest mistake vendors make in sales conversations39:30 The shift to personal brand and relationship-driven business42:00 Why real relationships outperform polished presentationsConnect with MichaelLinkedIn: https://www.linkedin.com/in/michaelscottthecoach/ Website: https://www.smiletogetherlive.com/ Connect with meLinkedIn: https://www.linkedin.com/in/brandimarzolino/Instagram: https://www.instagram.com/brandi.marzolino/https://courageandjoyatwork.com/https://leadhershipexperience.com/Phone: 616-682-6222