Just a Couple of Dentists

👉 Get the 7 checklists Alex used to keep her front office organized and in control Download them HERE! We’re hiring an associate right now, so this episode is us working through it in real time. Our current doctor is heading to endo residency, which leaves us needing to replace him. Instead of guessing, we brought on Sari Schiff from Office and Practice Solutions. She works with both owners and associates, so she sees where things actually break down. We talked through what associates are like coming out of school today, what they’re looking for, and how that lines up with what owners expect. That gap is where most issues start. We also got into what matters once they’re in the chair—how they make decisions, how they present treatment, and how much support they need early on. In this episode, we cover: What to look for when hiring an associate Red flags during interviews What associates actually care about right now How to think about hygiene %, procedure mix, and unscheduled treatment Why treatment planning confidence matters early If you’ve hired before, you’ve probably seen some of this play out. If you haven’t, this will give you a better idea of what to expect. Sponsors Darkhorse Tech If you’re still relying on a “call us if something breaks” IT company… that’s the problem. Most dental offices don’t realize how exposed they are until something actually goes wrong. Darkhorse is built for dental. They’re monitoring your systems 24/7, not just during business hours, and they actually understand the software we use every day. You don’t want to be figuring this out after you get hit. Check them out: https://www.darkhorsetech.com Offer: Mention Just a Couple of Dentists and get your first month free. nadapayments Credit card fees add up fast, especially as your practice grows. Nadapayments helps you pass those fees along in a compliant way without making it a headache for your team or your patients. It’s simple: $25/month 1.5% + $0.25 per debit transaction No other fees If you’re not doing this, you’re just eating the cost. Check them out: https://www.nadapayments.com

👉 If you downloaded the front office checklists…this is the other half! 6 back office checklists Alex used to keep everything running smoothly Download them now HERE! SHOW NOTES Ever thought about building your own dental lab? Jason Tubo, owner of FIXT Dental Lab, did exactly that…after buying a practice from his boss, going fee-for-service when everyone said not to, and launching a scratch startup implant center in Boston. In this episode, we get into: Why he walked away from a potential partnership (and bought the practice instead) What actually happens when you go fee-for-service Startup vs acquisition (and why he’d choose differently now) How FIX was built from scratch Why he decided to build his own in-house lab The biggest mistake dentists make trying to be “everything to everyone” And the Delorean marketing story 🤝 Sponsors nadapayments If you’re still eating credit card fees, this is worth looking at. Nadapayments helps practices pass those fees on (the right way), instead of losing thousands every year. 💡 $25/month + 1.5% + $0.25 per debit transaction. No other fees. 👉 https://www.nadapayments.com Darkhorse Tech Most offices don’t realize how exposed they are until something breaks (or gets hacked). Darkhorse Tech handles IT, security, backups…all the stuff you don’t want to think about. They’re also offering a free month of service for listeners of the podcast. 👉 https://www.darkhorsetech.com

👉 Get the 7 checklists Alex used to keep her front office organized and in control Download them HERE! 🎙️ Episode Description One of the biggest challenges we had with our two practices was keeping hygienists. We probably went through 10 of them in about 5 years… which at the time felt insane. Then we started talking to other offices and realized we weren’t even close to alone. So we brought on Allison Norris (founder of The Dentele Group) to talk through what’s actually going on with hygiene right now—and why it feels so different than it used to, especially after COVID. We get into: What changed after COVID (and why it still hasn’t normalized) Why just paying more doesn’t fix the problem The shift in leverage (and how it affects everything) Temp hygienists… and why the temp platforms are making things worse Mistakes we made as owners And what actually seems to get hygienists to buy in By the end of the episode, we officially solved the hygiene problem 😅 🤝 Sponsors Darkhorse Tech We use them for IT. They actually understand dental offices and don’t overcomplicate everything. They’re offering a free month if you mention the podcast: https://www.darkhorsetech.com Nadapayments We switched over a year ago and it’s been a big win. They handle credit card fees the right way and make it simple. Listener deal: $25/month + 1.5% + $0.25 on debit (no extra fees) https://www.nadapayments.com

👉 Alex was sick of laminated checklists… and having to redo them every time something changed or someone left. So she built Milo—a digital home that stores all your checklists in one place and keeps your team accountable. Check it out here and join the waitlist HERE    Episode Description We brought Tommy Morales back on because I needed help with something happening in our own office. Our floors in a few ops are literally starting to separate, which led to a bigger conversation about dental construction, bad material choices, where builds go sideways, and how dentists end up paying for mistakes they never saw coming. Tommy’s been around this world forever, and he broke down what actually happened in our office, why certain materials fail in dental settings, how contractors and designers can quietly push costs up, and why it helps to have somebody in your corner who actually knows what to look for. We also got into a story where he helped one dentist save more than $1 million on a build in about 12 hours just by digging in and asking the right questions. We talked about floating floors, moisture issues, finishes that look great but don’t hold up, the little decisions that turn into expensive problems later, and why asking more questions during a build is almost always worth it. If you’re building a practice, expanding, or reworking your space, this is one of those episodes that could save you a lot of money and a lot of headaches. Sponsor Support Darkhorse Tech** Dental IT is one of those things you don’t think about until something breaks, goes down, or gets hacked. Darkhorse Tech works specifically with dental practices and helps with all of it: IT, cybersecurity, backups, compliance, phone systems, and the stuff most offices don’t want to deal with. Offer: Get your first month of service free. 👉 https://www.darkhorsetech.com nadapayments This is what we use in our offices for merchant services. They help practices cut down on processing costs, stay compliant, and make the whole thing way less confusing than most processors do. Offer: $25/month and 1.5% + $0.25 per debit transaction, with no other fees. 👉 https://www.nadapayments.com

👉 Want a better way to manage office checklists, accountability, and team follow-throughs? Join the Milo waitlist HERE We brought Alan Mead back on and decided to do something a little different… Instead of talking about what’s happening in dentistry right now, we tried to fast forward 20+ years and figure out what this profession actually looks like in 2050. After much deliberation we came to the conclusion that we are all f***** 😅 We got into: Whether dentistry is still even a “good” profession in the future If student debt is quietly changing how dentists diagnose and treatment plan What happens to DSOs as more and more pop up If hygiene as we know it even exists anymore AI running the business side of a practice (and maybe more) Why insurance might be the biggest thing holding everything back And whether we’d actually want our kids going into dentistry 🤝   Sponsor Support Big thanks to the companies that support the podcast: nadapayments If you’ve ever looked at your merchant statement and thought “what the hell am I actually paying?”… you’re not alone. Nadapayments helps you cut those fees way down with compliant surcharging. 👉 $25/month + 1.5% + $0.25 per debit transaction. No other junk fees https://www.nadapayments.com Darkhorse Tech If you’re not thinking about IT/security in your practice… you probably should be. We’ve seen what happens when things go wrong, especially after getting hacked 6 months into our start up. Darkhorse handles IT, cybersecurity, backups… all of it. And they actually understand dental. 👉 First month free when you mention Just a Couple of Dentists https://www.darkhorsetech.com If you got something out of this episode, please help us out and share it with someone else in dentistry. We really appreciate it!

👉 Want a better way to manage office checklists, accountability, and team follow-throughs? Join the Milo waitlist HERE 📝 Episode Notes Eric’s first time firing someone didn’t go exactly how he expected… He brought the employee in early, tried to handle it professionally and ended up getting called a “p****” to his face, having a keyboard slammed on his desk, and having to explain to a patient why his office manager was just called a "backstabbing b****" in front of everyone. That’s the part of owning a practice no one really prepares you for. We brought Kara Kelley, founder of Clinical HR, on to talk through situations like this and what you’re supposed to do when it happens. We get into: how to handle situations where employees cross the line what actually counts as misconduct vs something that’s just awkward why documenting things in the moment matters how to approach firing someone (and what most people get wrong) who to have in the room with you when letting someone go 🤝 Sponsor Support If you’ve gotten anything from the podcast, checking these amazing sponsors out helps us keep doing it. 💳 nadapayments If you’re still paying full credit card processing fees, it’s worth taking a look. aNdapayments helps you pass on credit card fees the right way, and most offices end up saving a solid amount each year. Offer for listeners: $25/month + 1.5% + $0.25 per debit transaction no other fees 👉 https://www.nadapayments.com 💻 Darkhorse Tech Most IT companies are 9–5. Darkhorse is monitoring your systems around the clock so you’re not dealing with problems come Monday morning. We've used them personally for over 5 years and have had a great experience. Check them out! Offer for our listeners: First month free! 👉 https://www.darkhorsetech.com

👉 If you downloaded the front office checklists…this is the other half! 6 back office checklists Alex used to keep everything running smoothly. Download them Here! https://bo.checklists.startmilo.com/   Most dentists think producing more just means doing more dentistry. That’s not really how it works. In this episode, Eric and Alex bring Spencer Greer back on to talk through what actually makes a practice run well and produce more without everything feeling chaotic. Spencer runs multiple high-producing practices, and what’s interesting is he’s not tracking a million things or micromanaging every detail. He’s focused on a few core levers that actually move the needle. They get into what changed for him as he went from being in the weeds to running offices that don’t need him there all day, the leadership mistakes he made early on, and how he thinks about managing a team now. They also talk through bonuses, team buy-in, hygiene production, and why a lot of dentists are probably focusing on the wrong things. What We Cover • The difference between managing in the office vs from a distance • Why tracking everything usually backfires • The few numbers that actually matter • How Spencer structures bonuses (and what didn’t work at first) • Why bonuses can create tension in an office • The leadership mistakes most owners don’t realize they’re making • How to figure out what actually matters to your team • Simple ways to improve hygiene production • The difference between a “busy” day and a “crazy” day • Hiring people you actually want to work with Sponsors Darkhorse Tech If you’ve ever had tech issues shut your office down for even half a day, you know how frustrating that is. Darkhorse Tech handles IT and cybersecurity specifically for dental practices, so you’re not dealing with that kind of stuff in the middle of your day. They’re offering the first month free for listeners of the podcast. Learn more at: https://www.darkhorsetech.com nadapayments Most practices are paying more than they need to in credit card fees—they just don’t realize it. Nadapayments is built specifically for dental offices and helps bring those costs down without making things more complicated for your team. The offer for listeners: $25/month + 1.5% + $0.25 per debit transaction. No other fees. Check them out here: https://www.nadapayments.com If you enjoy the podcast, the best way to support us is simple: Follow the show, leave a review, and share it with another dentist.

👉 Get the 7 checklists Alex used to keep her front office organized and in control Download them HERE! Hiring in dentistry is hard. Training them might be even harder. In this episode, Eric and Alex break down the exact system they used to train new team members inside their own practice. This is the same framework that helped them bring assistants and front office team members up to speed quickly while keeping the entire office running smoothly. They walk through their 3-3-3 training system, what new hires should learn in the first 3 days, first 3 weeks, and first 3 months,  and the systems they used to make sure things actually stuck. They also talk about why most dental offices struggle with training, how to avoid overwhelming new team members, and why tying raises to skill development completely changed how their team learned. If you’ve ever felt like you’re constantly starting over every time you hire someone new, this episode lays out a simple playbook that actually works. What We Cover • The 3-3-3 training system used in Eric and Alex’s practice • What every new hire should understand in their first 3 days • The key skills assistants should master by week 3 • How to train assistants to support treatment acceptance • Why most dental practices overcomplicate training • The intraoral camera habit that helps patients say yes to treatment • How tying raises to skills instead of time improves team performance • Why systems make hiring and onboarding dramatically easier Sponsors Darkhorse Tech If you’ve ever dealt with slow IT support, outdated computers, or random tech issues that shut your office down for the day, you know how frustrating dental technology can be. Darkhorse Tech specializes in IT and cybersecurity specifically for dental practices, and they’ve built their entire company around helping dentists avoid the tech disasters that seem to happen at the worst possible time. They’re offering the first month free for listeners of the podcast. Learn more at: https://www.darkhorsetech.com nadapayments Most dental offices are still paying way too much in credit card processing fees. Nadapayments is a payment platform built specifically for dental practices that helps reduce those costs while keeping things simple for your team. The offer for listeners: $25 per month and 1.5% + $0.25 per debit transaction with no other fees. Check them out here: https://www.nadapayments.com If you enjoy the podcast, the best way to support us is simple: follow the show, leave a review, and share the episode with another dentist. It helps more than you think.

Should you give associates equity in your dental practice? Some owners think it’s crazy. Others think it’s the only way to scale. In this episode, Eric and Alex sit down with Jason Tanoory, who has built an 8-practice dental group in upstate New York using a model that allows both associate dentists and key non-clinical staff to earn equity in the organization. We break down how the model works, the mistakes Jason made along the way, and when something like this actually makes sense for a practice owner. Topics we cover: • Why Jason chose an equity model instead of traditional partnerships • How associates earn equity without writing a check • The production hurdle system used to allocate shares • Vesting schedules and how ownership grows over time • What happens if an associate leaves the organization • Why equity isn’t always the right incentive for team members • The difference between equity, phantom equity, and bonuses • How this model helped Jason grow to 8 practices and 25 associates If you’ve ever wondered whether giving equity to associates or staff actually works, this episode walks through a real-world example of someone doing it. Subscribe to the Podcast If you enjoy the show, follow Just a Couple of Dentists so you never miss an episode. 🎧 Spotify https://open.spotify.com/show/5mxdS8Bx8zN7XxrKZ6QcZj 🍎 Apple Podcasts https://podcasts.apple.com/us/podcast/just-a-couple-of-dentists/id1782713047 Sponsors nadapayments Most dentists don’t realize how much they’re overpaying in credit card processing. Nadapayments created a pricing model specifically for dental practices that’s simple and transparent. The offer for JACD listeners is: • $25 per month • 1.5% + $0.25 per debit transaction • No other fees If you want to see how much your practice could save, check them out here: https://www.nadapayments.com Darkhorse Tech If your IT company only shows up when something breaks, you’re doing it wrong. Darkhorse Tech specializes in dental-specific IT support, cybersecurity, backups, and compliance — all designed for how dental offices actually run. JACD listeners get their first month of service free. Learn more here: https://www.darkhorsetech.com

We randomly saw Brett Kessler like our Facebook page… so naturally Eric slid into his DMs. Turns out he wasn’t just some dentist from Colorado. He was the former President of the ADA. In this episode we talk about: • What it’s actually like running for ADA president (yes, it’s basically a political campaign) • Getting attacked publicly and how he handled it • Testifying in front of Congress about “meth mouth” • The real tension between private equity and dentist autonomy • The hygiene shortage and why it’s not as simple as “just pay more” We also get into Olympic athletes, burnout, startup struggles, and what it really means to lead when everyone has an opinion. Brett’s story goes from addiction recovery… to the White House… to shaping national policy around fluoride and oral health. Big thanks to our sponsors who help keep this thing going: Darkhorse Tech If your IT guy is still “a buddy who’s good with computers,” it’s time. These guys specialize in dental practices and actually understand what we deal with. They’re offering your first month free if you mention Just a Couple of Dentists. 👉 https://www.darkhorsetech.com And nadapayments If you’re still overpaying on merchant fees, at least look at this. They do $25/month + 1.5% + $0.25 per debit transaction. No junk fees. No weird stuff. It’s one of those “why didn’t I switch earlier” things. 👉 https://www.nadapayments.com If you want to support the podcast, check them out.

Jay Glazer from Crazy Dental Prices joins Eric and Alex to pull back the curtain on how dental supplies are priced, why “house brands” can be surprisingly legit, and what “export packaging” and gray market actually mean. We get into why the same product can be wildly different prices depending on where you buy it, how private label products are made, and why dentists get trained to trust certain brands before they ever graduate.  In this episode: Why supply pricing feels random, and why it’s not How house brand and private label products really get made The truth about “export packaging” and gray market supplies Why the “big distributor = safest” assumption isn’t always true When generics make sense Why dentists are picky, and why that’s not always a bad thing The real reason reps and manufacturers hate gray market Simple ways to test cheaper options without blowing up your workflow Sponsors Darkhorse Tech We use Darkhorse in our practices and they’ve been huge for keeping our tech from becoming a dumpster fire. Instead of waiting until something breaks and scrambling, they’re proactive. They help with security, backups, updates, all the stuff you don’t think about until it’s a problem. If your office IT situation is basically “call someone when it explodes,” you should at least talk to them. Listeners get their first month of service free. www.darkhorsetech.com nadapayments We switched to nadapayments because we were tired of feeling like merchant services was this black box that just quietly took more every month. It’s simple: $25/month + 1.5% + $0.25 per debit transaction. No other random fees. We’ve saved real money using them, and it’s one of those expenses that adds up way more than people realize. If you haven’t looked at your processing fees in a while, this is probably worth five minutes of your time. www.nadapayments.com

Everyone talks about the multiple. Nobody talks about what happens after the money hits your bank account. In this episode with Deren Flesher, we break down what life actually looks like after you sell to a DSO: • Minority ownership and what that really means • 2–5 year employment agreements • Recap cycles explained • What roles and responsibilities you can expect after selling • When your practice gets too big for a private buyer • How to build a practice that can run without you If you’re thinking about selling at some point, make sure to listen! Sponsors Darkhorse Tech Your dental office is most vulnerable when you’re not there — nights, weekends, holidays. That’s when hackers strike. Darkhorse monitors your practice 24/7 — not just 9–5. Mention Just a Couple of Dentists and get your first month free. 👉 darkhorsetech.com NADA Payments We switched after almost signing with the wrong company and it saved us over $20,000 in credit card fees. Listeners get an exclusive deal: $25/month + 1.5% + $0.25 per debit transaction. No other hidden fees. If you’re still paying traditional merchant rates, you’re just lighting money on fire. 👉 nadapayments.com

There are certain posts that blow up in dental Facebook groups. Lots of likes. Lots of agreement. And a lot of people quietly thinking… ehh, not sure about that. In this episode, we talk about the stuff most dentists won’t comment publicly but definitely talk about offline. We bounce around a few topics, including: The hygiene pay debate and why it feels broken Non-competes and why people freak out about them Why so many dentists keep looking for a way “out” Why celebrating staff birthdays doesn't REALLY improve culture Thanks to our sponsors Darkhorse Tech IT and security built for dental offices. First month is free for listeners. https://darkhorsetech.com Nadapayments Payment processing that helps practices cut credit card fees. Listener offer: $25/month + 1.5% + $0.25 per debit transaction https://nadapayments.com

Merchant fees are one of the most ignored line items in a dental practice. In this episode, Eric and Alex bring on Roman and Steven from nadapayments to break down how credit card surcharging actually works, what’s legal, what’s sketchy, and how practices can eliminate most processing fees without upsetting patients or risking compliance issues. They walk through real numbers, common fears dentists have, and the exact front-desk scripting that makes this a non-issue in real life. No matter if you're doing $500k a year or $5 million, this is one of the simplest changes you can make to improve cash flow in your practice. Sponsor shoutout This episode is sponsored by nadapayments, the merchant services provider Eric and Alex actually use in their own practices. Listener offer: $25/month + 1.5% + $0.25 per debit transaction, no other fees. Learn more or request a demo: https://nadapayments.com Also sponsored by Darkhorse Tech — the dental IT team that helps protect practices from hacks, downtime, and security headaches. Listener offer: First month of service free. Learn more: https://darkhorsetech.com

Dentists get pitched a lot of “can’t-miss” investment opportunities. Real estate. Private funds. Side deals. “Exclusive” opportunities that somehow always land in your inbox. In this episode, we sit down with Jason Covert, an attorney who previously prosecuted fraud cases, to break down how bad deals actually work and what to look for before you wire money. We talk through: Why dentists are prime targets for alternative investments The biggest red flags hidden inside private placement memorandums (PPMs) Why the use of funds section really matters How salespeople (not owners) often pitch investments What questions you should always ask a sponsor When it makes sense to hire a lawyer and when it probably doesn’t How influencers and promoters end up getting sued The difference between being named in a lawsuit and actually being liable A Special Thank You to Our Sponsors Darkhorse Tech Darkhorse Tech handles your IT — the stuff that has to work every day but usually doesn’t get attention until something breaks. They help practices with: IT support Network setup Security (without scare tactics) Making sure your systems actually work the way they’re supposed to And they explain things in plain English, not IT jargon. 👉 First month of service is free 🔗 https://darkhorsetech.com NADA Payments NADA Payments helps practices pass the credit card processing fee to the patient the right way, without sketchy contracts or surprise fees. The practice pays: $25/month 1.5% + $0.25 per debit transaction No other fees That’s it. If your merchant statement looks like it was designed to confuse you, this is worth a look. 🔗 https://nadapayments.com

In this episode of Just a Couple of Dentists, we sit down with Dr. Chris Green to break down one of the biggest silent killers in dental practices right now: hygiene no-shows. A lot of offices brag about high reappointment rates but that doesn’t matter if patients don’t actually show up. Chris walks through the exact system his practice uses to consistently run a 90%+ hygiene show rate, even in a world where patients cancel last minute, ignore calls, and treat appointments like optional calendar holds. We get into: The difference between reappointment rate vs. show rate (and why most practices track the wrong thing) Why unconfirmed appointments should come off the schedule The 48-hour cancellation policy that actually works The confirmation cadence that prevents last-minute no-shows Why a simple “see you in 2 hours” text makes a real difference How assigning ONE owner to a system changes execution What to do when patients cancel anyway and how to try to save the appointment How to fill hygiene holes when cancellations happen A Special Thanks to Our Sponsors Darkhorse Tech If your IT only gets attention when something breaks, that’s a problem. Darkhorse actually owns your tech — cybersecurity, backups, compliance, and support — so it doesn’t fall through the cracks. 👉 First month of service is free for our listeners. 🔗 https://darkhorsetech.com NADA Payments Credit card fees are one of the quietest leaks in a dental practice. NADA flips the model so patients cover the credit card fee instead of the practice — without sketchy contracts or junk fees. Our listener offer: $25/month 1.5% + $0.25 on debit only No other fees 🔗 https://nadapayments.com

What actually happens when dentists get divorced? We brought on Sarah Engelbert, a family law attorney in California, to walk through what divorce looks like when you’re a dentist — especially when there’s a practice, real income, and real exposure involved. We talk about things most dentists don’t think about until it’s too late: How divorce actually works in community property states like California What’s considered separate vs shared — and how people accidentally blur that line What happens to a dental practice in a divorce Why courts don’t care about gender, only income When emotions help (rarely) and when they hurt Why most dentist divorces end in settlement after a lot of money is already gone What movies like Marriage Story get right — and very wrong So if you're a dentist looking to get divorced 😂, make sure to check out this episode! A Special Thanks to Our Sponsors! Nadapayments If you’re still paying standard credit card fees, this is worth a look. With Nadapayments, your practice pays $25/month and 1.5% + $0.25 per debit transaction — no other fees. That’s it. Check them out at nadapayments.com Darkhorse Tech Dental IT without the nonsense. They handle your systems, security, and support so tech doesn’t become another problem to manage. First month of service is free. Darkhorsetech.com

About 32% of phone calls go unanswered in the average dental office. After hours? It’s basically zero. On this episode, we talk through why the front desk model most offices still use just can’t keep up anymore, what COVID permanently changed, and why missing calls isn’t about a lack of effort...it’s about the system. We’re joined by Cory Pinegar, whose company Reach hires and trains virtual assistants for dental offices, and Deren Flesher, founder of Airo Dental, an AI receptionist platform. Together, we debate what still needs a human, what doesn’t, and how practices are combining VAs and AI to realistically get to a 100% call answer rate. A Big Thank You to our Sponsors! Darkhorse Tech — The Dental IT company we've used in our practices for years and trust. Listeners get their first month free with Darkhorse https://darkhorsetech.com Nadapayments — simple, transparent payment processing. They've saved us over $20,000 in the first year. Listeners get to start at $25/month + 1.5% + $0.25 per debit transaction. No other fees. https://nadapayments.com

How buyers value a dental practice is very different from how most owners think. In this episode, Eric and Alex are joined by John Wloderek, the dental broker who sold their practices, to explain how buyers actually evaluate deals. They break down which numbers matter, which upgrades don’t move the needle, and why maintaining predictability and clean financials often matters more than last-minute improvements. The conversation covers staffing, supplies, labs, expansions, marketing, rent, collections, and timing — along with how buyer expectations have changed since 2021–2022. John also shares what the current market looks like and why many sellers are waiting for what could be a busier 2026. This episode is about understanding the buyer’s mindset before you spend money you won’t get back. Quick thanks to the sponsors that support the show: Sponsors: Darkhorse Tech — proactive dental IT support. First month is free for listeners. https://darkhorsetech.com Nadapayments — straightforward pricing that helps reduce credit card processing costs. $25/month + 1.5% + $0.25 per debit transaction https://nadapayments.com

Tracking numbers doesn’t grow a dental practice. Tracking the right numbers does. In this episode of Just a Couple of Dentists, Eric and Alex sit down with Ross Maddox and Deren Flesher — both owners of $2M+ practices — to break down which KPIs are actually worth paying attention to… and which ones are just consultant noise. They dig into: Lead vs lag metrics (and why most dentists obsess over the wrong ones) Google reviews: when quantity stops mattering and what actually drives patients Case acceptance % vs total treatment dollars accepted New patients vs attrition (aka “the back door problem”) Why “active patients” is often a fake number Hygiene reappointment rate — and why it looks good on paper but still fails in real life How to talk KPIs with your team without killing morale 🔥 Sponsors Darkhorse Tech Ever feel like your IT provider only shows up after something breaks? Darkhorse Tech takes a proactive approach to dental IT — fixing issues before they become problems and keeping your systems fast, secure, and headache-free. 👉 First month of service is FREE for listeners 🌐 https://darkhorsetech.com NADA Payments Dentists lose thousands every year to processing fees they never look at. NADA Payments simplifies merchant services with transparent pricing and no junk fees. Exclusive JACD offer: • $25/month • 1.5% + $0.25 per debit transaction • No hidden fees 🌐 https://nadapayments.com

Selling to a DSO is complicated. Most dentists already know that. What’s harder to find is a straight explanation of how the process actually plays out. In this episode, we sit down with Jon Eskow, a dental attorney who works with both DSOs and dentists, to walk through what really happens when a practice goes to market — from the first conversations, to the LOI, to diligence, to closing, and what comes after. We talk about where leverage actually exists, why the LOI matters more than most people think, and why the word “partner” often means something very different once the deal is done. If a DSO is even a remote possibility for you at some point, this episode will give you a clearer framework for thinking about it. — Quick shoutout to the sponsors who help make the show possible. First, NADA Payments. They’re built specifically for dental practices and focus on keeping payment processing simple and transparent. No junk fees, no games. JACD listeners get special pricing as low as $25/month, 1.5% + $0.25 per debit transaction, and that’s it. You can find them at nadapayments.com. And Darkhorse Tech. If your practice IT only works when everything’s calm, it’s probably not set up right. Darkhorse handles dental IT quietly and proactively, so problems don’t turn into fires. They’re offering your first month free. You can check them out at darkhorsetech.com. Thanks to both sponsors for supporting the show.

Everyone online talks about FFS vs PPO like you have to “pick a side.” But the reality is way more nuanced and way more dependent on who you are, where you practice, and what you want your career to look like. In this episode, we brought together: • Dr. Erik Zundo — 12 years fee-for-service in a college town • Dr. Deren Flesher — PPO-heavy, multi-doctor office This episode breaks down how to actually win in either model and what most dentists misunderstand about both. Inside the episode: • Why FFS works in some markets and fails in others • The real difference between FFS and “out of network” • Why PPO models scale faster (but turn the dentist into the replaceable part) • Why FFS practices are built on relationships, not volume • The Amazon-Prime expectations patients now bring to dentistry • Why the “perfect” associate is usually gone in a year • How gender, lifestyle, and generational shifts are reshaping the profession • How to choose the model that matches who you are Make sure to follow Just a Couple of Dentists for more conversations This episode is supported by partners we actually use and trust Darkhorse Tech The team that keeps hundreds of dental practices from burning to the ground (digitally, at least). If your IT causes more anxiety than your production report, get Darkhorse. Your first month is free if you mention the podcast when signing up. 👉 darkhorsetech.com Nadapayments Credit card fees are the silent tax on dentistry. Nadapayments helps offices keep that money instead of handing it to Visa. Simple. Compliant. Zero drama. 👉 nadapayments.com

Most dentists either avoid meetings or run them with no real purpose. We’ve been guilty of both. In this episode, Dr. Chris Green breaks down the exact meeting structure he used to grow a $5.8M practice without drowning in chaos or doing everything himself. We get into: • The meeting cadence that actually works • How to develop real team leads so you stop carrying the whole load • What should happen in a meeting… and what should never happen • The difference between strategy vs. operations • How to keep meetings tight, useful, and drama-free • Why meetings can increase profitability when done right If your meetings feel pointless or you’ve avoided them altogether...this episode will completely reframe how you run your practice.

Most dentists lump every bad day, every rough month, and every “I can’t do this anymore” moment into one word: burnout. But what if it’s not burnout? What if you just… don’t like clinical dentistry? In this episode, we sit down with Dr. Laura Brenner, founder of the Dentist Side Gigs community and Lolabees, to unpack the real difference between being truly burned out and being completely misaligned with clinical dentistry.  We get into: Why so many dentists feel trapped by the identity of being “a dentist” How to tell if you’re burned out vs. simply done with the four walls The personality patterns Laura sees in dentists who struggle the most Why dentistry attracts people-pleasers (and why that backfires) The emotional weight of irreversible procedures Why vacations fix burnout but don’t fix misalignment Alex and I love forcing Just a Couple of Dentists down your throat every week. So do us a favor—don’t just accept it… tell your friends we’ve got plenty more where that came from.

This week we check back in with Dr. Cory Ball — you might remember him as the guy who bought the practice that should’ve come with a disclaimer. Ten months later, he’s cleaned up a lot of the mess… but now he’s dealing with the thing that’s driving him the craziest right now: No-shows. Constantly. We get into what he’s trying, what’s actually helped, and the stuff that sounds good on paper but falls apart in real life...especially when half your new patients are Medicaid and you can’t charge a no-show fee even if you wanted to. We also talk about: The patient who left Cory a 1-star review… and left a strip club a 5-star review Where the line is between being flexible and getting walked on How he decides when it’s time to fire a patient Why scheduling feels like the thing that secretly runs your entire practice What his practice looks like 10 months in...the good and the bad

You’ve heard it a thousand times: “Build passive income so you can be free.” But what if that whole idea is a myth? After selling our dental practices, we chased the same dream: passive income, early retirement, financial freedom. Spoiler alert...it didn’t exactly work that way. In this episode, we sit down with Josh Cochran to unpack what real passive income actually looks like, why most of what’s pitched to dentists isn’t passive at all, and how to set honest expectations when it comes to real estate, investing, and “freedom money.” PS – Alex and I love making Just a Couple of Dentists for you. If you’re enjoying the podcast, share it with a friend. It would mean the world to us.

Ever wonder what it actually takes to open six dental offices in six months? Dr. Andrew Vallo didn’t just wonder...he did it. And in this episode, he breaks down exactly how it all went down. We talk with Andrew and Matt Brown (from Energize Marketing) about: How he used second-gen spaces to move fast and stay lean Cutting build-out costs from $600K to $150K Building a growth model around associates and how he retains them Why mindset and leadership matter way more than most people think PS – Alex and I love making Just a Couple of Dentists for you. If you’re enjoying the podcast, share it with a friend. It would mean the world to us.

Zach Shelley and Kirk Teachout are two office managers running multi-million dollar practices who actually have their systems dialed in. In this episode, we get into what those systems look like day to day: how they hire, how they hold people accountable, and how they keep the culture steady when things get messy. We also talk about why firing faster usually fixes more than it breaks, how they structure meetings so they don’t drag, and what they’ve learned about leading teams that don’t constantly need babysitting. It’s the kind of stuff most dentists think they have figured out… until they don’t. PS – Alex and I love making Just a Couple of Dentists for you. If you’re enjoying the podcast, share it with a friend. It’d mean the world to us.  

Paul Goodman didn’t set out to build the most well-known group in dentistry. He just liked nachos and connecting with fellow dentists. Fast forward 8 years....with 67,000+ members, Dental Nachos is part Facebook group, part movement, and part community dentists didn’t know they needed. In this episode, we get into: Who actually came up with the name "Dental Nachos" The origin story behind BAD, MAD, and SAD What it’s like running a Facebook group with more people than most towns Why acronyms like SBITDA and terms like “dentisting” actually stick Crying Inside: the KPI no one tracks but everyone feels The difference between owning a dental practice vs. a dental community (and which one’s more stressful) We also talk about what happens when dentists post photos of ACTUAL nachos, argue in the comments, and lose their minds over free CE.

We brought on our dental school friend Dr. Mike Dyriw, who somehow went from living in a van during orientation week to becoming a board-certified endodontist in Nashville. In this episode, we cover: Mike’s “Wax Rim Scandal” that almost got him in trouble in dental school 🦷 Why endodontists roll their eyes at “Please remove decay and assess restorability” referrals Whether they actually want you to prep the tooth first or not The truth about build-ups, temporaries, and CBCT add-ons How boring endo is (for assistants) and how Mike hires for that The weird billing codes specialists use (and how insurance ruins them all) Netflix’s “Root Cause” documentary and if patients actually believed it And if most endodontists are actually board certified 🎧 Listen wherever you get your podcasts, or watch the full video on YouTube.

How does a dentist running a $20M business plan his year for success? We brought back Josh Cochran to walk us through the annual planning system he calls the #1 most impactful habit of his entire career—the same process he uses every year to lead a $20M dental business and real estate company with clarity and intention. Inspired by Bill Gates' “Think Week,” this 8-week framework helps him reflect, get focused, and set up the year to win. 👇 In this episode: 00:00 Intro – why yearly planning fails 02:38 The inspiration: Bill Gates' Think Week 05:35 Josh’s background: 7 practices, 160 employees 07:10 Why this takes 8 weeks (not 1 lunch meeting) 08:02 The power of “Why” and accountability partners 16:13 How to journal your time and rate every task 19:29 The passion/strength matrix 21:09 Eliminate, Automate, Delegate: what stays, what goes 21:42 Why visual maps help you say no with confidence 31:21 The 12 Freedoms model 34:28 Building your “Ideal Week” 36:07 Josh’s 8-week cohort info Josh's 8 week EPIC course starts on October 15th. Click here to sign up! https://drjoshcochran.com/mastermind/

Most of us show up to a dental CE, grab our badge, sit in a ballroom, and don’t think twice about what it actually takes to pull the thing off. But what’s it really like to run one of these events? How much do room blocks actually cost? What happens if people don’t show up? Are sponsors footing the bill… or is the organizer rolling the dice? And is it really worse than planning a wedding? In this episode, we sit down with Minal Sampat, who has been running dental CE events for years (and sells them out). She takes us behind the curtain into the numbers, the chaos, and the last-minute fires you never hear about. PS – Alex and I love making Just a Couple of Dentists for you. If you’re enjoying the podcast, share it with a friend. It’d mean the world to us.

Chris Green went from $0 to $4.6M in four years. In this episode we cover what he systemized so you can copy it, and what he tried that wasn’t worth it. You’ll learn how he… 📁 set up his Google Drive so systems are easy to find and use ✅ built one-page checklists the team actually follows ⏱️ trained assistants to be “functional in 30 days” 🛡️ tightened insurance verification to cut surprises at checkout and improve collections 🤝 ran route slips and transfer-of-trust handoffs that create confidence and higher case acceptance PS – Alex and I love making Just a Couple of Dentists for you. If you’re enjoying the podcast, share it with a friend. It’d mean the world to us.

Every dentist dreads that first one-star review. The truth? It’s not the review that hurts you — it’s how (or if) you respond. In this episode with Dr. Len Tau, we break down: The do’s and don’ts of replying to reviews The difference between a HIPAA-safe response and the snarky reply you wish you could post Why taking things offline first is usually the smartest play How reviews act as signals for your future patients, not verdicts on your past ones Why bad reviews don’t break your practice — silence does PS – Alex and I love making Just a Couple of Dentists for you. If you’re enjoying the podcast, share it with a friend. It’d mean the world to us.  

Building a dental office isn’t cheap. And if you’re not careful, you’ll blow tens of thousands of dollars on stuff you don’t need. We sat down with our longtime friend and contractor Tommy Morales to talk about the real mistakes dentists make during a buildout and how to avoid them.  In this episode we get into: Why storage space always gets overlooked Pocket doors, barn doors, and flooring that actually works Where dentists waste the most money (hint: cabinetry) Architect vs. design-build and how one option can save you months What’s actually changed in reception design since COVID Planning a buildout or renovation? Listen to this first — it’ll save you money and a lot of headaches.

Last month, Spencer Greer called me out for producing like a sissy. I was averaging 3 crowns a month, underdiagnosing like crazy, and letting my cheap-ass brain run my treatment planning. So we did a live coaching session. Now, a month later, I’m back with the results: My crowns jumped from 3 to 11 in the same number of days. My monthly production went up 75%. We added about $20K more than the same month last year. All from shifting mindset, diagnosing with confidence, and saying “crown or nothing.” In this follow-up, Spencer and I break down what worked, what didn’t, and the next steps (including ortho and same-day treatment). 👉 Check out Spencer’s upcoming course at highleveldentists.com (use code ERIC or ALEX for 10% off — we’ll see who’s more popular). Here's the link as well to the first episode we did with Spencer! Apple Podcasts  https://podcasts.apple.com/us/podcast/just-a-couple-of-dentists/id1782713047?i=1000719624804 PS – Alex and I love making Just a Couple of Dentists for you. If you’re enjoying the podcast, share it with a friend. It’d mean the world to us.

Compliance is nobody’s favorite topic. But if you ignore it, it can get real expensive, real fast. We brought on Dr. Lisa Kane (dentist + founder of Dental Office Compliance of New England) to walk us through the stuff that actually matters and the traps that cost dentists money. We get into: Why every office misses things (and which ones you can’t afford to miss) Waterlines, sterilization, and the shortcuts that backfire Training your team without feeling like OSHA’s hall monitor The scammy compliance “posters” you should never pay for And yes… Eric shares the story of his “reverse needle stick” in dental school.

AI is shaking up every industry...including dentistry. But is it really the end of SEO, Google Ads, and traditional marketing? Or just another shiny object? In this episode of Just a Couple of Dentists, Eric and Alex talk with Brandon Platt, founder of 4D Digital Media, to set the record straight. Together, they cover: The truth about AI search vs. Google search Why local SEO still drives new patients Where AI can save dentists time (and where it can’t) HIPAA concerns every office needs to know How AI will really impact the business side of dentistry Thanks for writing these shownotes for us Chat GPT! PS - Alex and I love doing Just a Couple of Dentists and our only ask is that if you are at least somewhat enjoying it, please share it with a friend. It helps the podcast grow and we can share more stories with you all!  

When Alex and I first got started, the goal was simple: build a cluster of offices, dominate our area, and eventually sell the group. We ended up selling both of our locations but then we watched friends who focused on just one massive practice walk away with deals way bigger than ours. That got me wondering…should we have just built one mega practice? So I brought on our former broker, John Wlodarek, to break down what buyers and DSOs are actually looking for right now. We get into: Why a single large location is easier to sell than multiple locations How deal structures have changed since the post-COVID peak The headaches and hidden costs of multi-location ownership What’s worth upgrading before you sell (and what’s a waste of money) And now, here’s where ChatGPT would normally say: “If you’re thinking about selling your practice, this one’s for you.” PS - Alex and I love doing Just a Couple of Dentists and our only ask is that if you are at least somewhat enjoying it, please share it with a friend. It helps the podcast grow and we can share more stories with you all!

What happens when a guy with no formal coding experience builds a dental software company out of sheer necessity… and it turns into an 8-figure exit? In this episode, we sit down with our good friend Brennon, the founder of Flex Dental, to hear how he bootstrapped one of the most popular patient engagement softwares in dentistry without fundraising or marketing.  We discuss... 🔹 The surprising reason he built it 🔹 Why he prioritized support over developers 🔹 What selling a tech company actually looks like 🔹 And what he’s doing now (spoiler: it’s not golfing) PS - Alex and I love doing Just a Couple of Dentists and our only ask is that if you are at least somewhat enjoying it, please share it with a friend. It helps the podcast grow and we can share more stories with you all!

According to Spencer Greer, I produce like a sissy... So I filled out Spencer’s coaching form and we recorded a live breakdown of why my production has been so bad. We get into why my crown numbers are embarrassingly low, how being “conservative” slowly turned into underdiagnosing, and why being a natural cheap ass is messing with how I present treatment. Spencer walks through exactly how he coaches dentists to stop overthinking, build confidence in case acceptance, and start producing like someone who actually owns the place. If you’ve ever stared at a cracked molar and still pitched a big filling, you'll appreciate this episode! 👉 Check out Spencer’s site at highleveldentists.com PS – Alex and I love making Just a Couple of Dentists for you. If you’re enjoying the podcast...share it with a friend. It’d mean the world to us.

Trump’s new bill is being marketed as “big” and “beautiful,” but buried in the fine print are changes that could hit dental schools, student loans, taxes, Medicaid, and how you structure your business. Josh Cochran joined us again to break it all down...from caps on federal loans (that might break dental school tuition models) to strange new rules on overtime pay, car deductions, interest write-offs, and why rural ski towns could be the biggest opportunity zone play yet. This isn’t policy talk for the sake of it. There’s real strategy in here you can actually use. Alex and I love bringing you tons of valuable information and the only way this podcast grows is by sharing it with others. So if you found something valuable from this episode, please share it with a buddy! It means the world to us!

In this episode of Just a Couple of Dentists, we’re joined by Dr. Roshan Kalra — a dentist turned real estate investor who figured out how to turn everyday practice spending into a luxury, $25,000 trip to the Maldives… completely on points. Roshan walks us through his exact playbook, including what cards to use, how to stack bonuses, and why the Chase + Amex ecosystems are the best options for practice owners. Whether you’re brand new to points or already sitting on a stash you haven’t touched, this episode is a goldmine. You’ll learn: The “one-two punch” that turns $10K of spend into $225 of travel How to get 5 nights at the Waldorf Astoria for 800,000 Hilton points (instead of 5 million) Why paying taxes with a credit card can actually make you money The real story behind gift cards, IRS rules, and which cards dentists should never use If you're enjoying the podcast, please SUBSCRIBE on your favorite platform. We love putting out content for you...and your support means the world to us! 

You know Mark Costes as the dentist behind the Dental Success Network and one of the most respected voices in the profession. But instead of asking him what makes him successful, we went to the source: his team. We interviewed the people who work with him every day and asked what actually sets Mark apart. Then we took those answers and turned them into five core traits that we shared with Mark live on the podcast.  In this episode, we discussed... How he spots potential in people before they even see it Why connecting others creates exponential results The shift that came after finally hitting his $1M goal—and feeling unfulfilled What drives his international mission work and Smile Outreach How he filters every decision through integrity, not short-term gain If you're getting value from this, do us a favor—subscribe and share it with a couple dentists who need to hear it. That’s how we grow, and how the right people find the right stuff.

We’ve been through enough crappy contracts and smooth-talking “experts” to know better...so we brought on Sean Hamel from Art of Dental Marketing to break down how to spot the difference between someone who actually knows how to grow your practice… and someone who just knows how to sell you a retainer. In this episode: Why most marketers obsess over visibility instead of conversion (aka, why your phone still isn’t ringing) How “pain-free dentistry” and beach-walking stock families are ruining your message The red flags we wish we’d spotted sooner What to actually ask before you sign anything 🎧 Listen now 📬Subscribe to Alex's newsletter at coupleofdentists.com

30% of your calls go unanswered — and that’s killing production. So, can AI actually do a better job than your own team? Kevin Tallman, CEO of Mango Voice, joins us on this week's episode to discuss: ✅ How AI can pick up missed calls and document them straight into your PMS ✅ Where AI shines and where it still falls short ✅ The biggest red flags when choosing a company that offers AI solutions If you’ve ever wondered whether an AI receptionist is hype or not, make sure to check out this epsiode.  PS - Test out Mango Voice's AI receptionist here! 435-220-3866 

Josh Carpenter is a dentist in Washington who decided to shake things up: he built a restaurant and pickleball courts — a passion project that turned into a $5 million community hub. In this episode, we break down: How he juggled a startup dental practice and a surprise military investigation The real challenges of the restaurant biz vs. running a dental office What makes pickleball so addictive (and expensive) Why Josh’s goal wasn’t just profit — and what he’d do differently next time 👉Make sure to subscribe to Just a Couple of Dentists!

In this episode, we sit down with our longtime friend Dr. Trent McCord—who didn’t just build a successful practice near Bentonville, Arkansas… he also started a nonprofit arm that now sees 50+ patients a day, giving away hundreds of thousands in dentistry to those who need it most. We talk about everything from bourbon-fueled CE courses (yes, really) to the time Trent was so nervous he threw up before his very first patient. He shares how he pushed through anxiety, built an insanely giving culture at his office, and what it actually takes to start something like this. If you’ve ever wanted to give back through dentistry—this one’s worth a listen. Subscribe and send it to a friend who’d be into it.

What’s harder—building a practice or building a building? In this episode, we sit down with Dr. Josh Cochran, a dentist who built and acquired 6 practices in just 8 years—all while developing a 16,000 sq ft medical plaza to house one of them. Today, Josh is involved in over $170 million in real estate development and shares the exact mindset shifts and financial frameworks that helped him scale. Josh breaks down: Why you should either go big or stay solo (no in-between) How he combined practice growth with real estate development The “dentist game” vs. the “real estate game” How to know when you're in growth mode vs. preservation mode If you’ve ever asked, Should I own my building? or Am I playing the right game? — this one’s for you. 📬 Subscribe to Alex’s newsletter, Just Two Minutes → coupleofdentists.com

We’ve been through almost as many dental marketing agencies as hygienists—and that’s saying something. So this week, we brought on Michael from Wonderist to answer the question every dentist asks: “Is my marketing actually working?” We cover: Why dentists keep switching agencies What ROI actually looks like (and how to measure it) The $88 new patient offer trap Why tracking your leads matters more than the ads themselves How your front desk might be sabotaging your marketing The one mindset shift that will change how you approach marketing forever 📩 Subscribe to Just Two Minutes, Alex’s bite-sized newsletter packed with sarcasm and solid tips: https://j2m.beehiiv.com/subscribe 👂Listen in—and maybe fire your 6th marketing agency after.