Advertise on podcast: The Navigating Dental Insurance Podcast

More new-patient calls don’t help if they never become appointments. Jordon Comstock talks with Ryan Menacho, Director of Marketing at Firegang Dental Marketing, about four parts of a stronger marketing strategy: making your practice stand out, showing up where patients search, turning inquiries into appointments, and tracking what happens along the way. They discuss defining your ideal patient, why generic “we’re accepting new patients” ads fall short, how ChatGPT is changing patient search, and where missed calls and weak phone skills can waste marketing dollars. Ryan also shares how call coaching and online scheduling can help patients take the next step. Learn more about Firegang and the resources mentioned in this episode: https://www.firegang.com/

What if dental insurance isn’t just limiting your reimbursements—it’s limiting how your team thinks? Jordon Comstock welcomes dental practice consultant Genevieve Poppe for a candid conversation about the insurance mindset keeping practices busy, overwhelmed, and stuck at a revenue ceiling. They explore how an obsession with insurance estimates can distract teams from helping patients accept the care they need—and why a full schedule doesn’t always mean a productive practice. Genevieve explains how to shift treatment conversations from “if” patients will proceed to “how” they can move forward, stop making assumptions about patients’ budgets, and build confidence around financial conversations. They also discuss PPO transitions, membership plans, and how clear roles, scorecards, and accountability help practices turn effort into results. In this episode: The hidden cost of insurance administration.Why teams may unintentionally teach patients to think only about coverage.The difference between scheduling to be full and scheduling to be productive.Helping insured patients navigate out-of-network care.How EOS, leadership, and measurable expectations help practices get unstuck.Resources Poppe Practice Management — Connect with Genevieve and explore practice coaching.Contact Genevieve’s team — Ask about a consultation.BoomCloud — Explore dental membership plan software.Entrepreneurial Operating System — Learn about the operating framework discussed in the episode.

What REALLY happens when a dental practice drops its biggest PPO? In this episode of the Automatic Patient Podcast, I sit down with Dr. Dan Nelson to talk about what happened after his practice went completely out of network—including dropping Delta Dental, which represented roughly 51% of their patient base. We get into the stuff nobody talks about: What happened to the hygiene schedule How many patients they expected to lose Why going out of network requires a financial safety net How they prepared patients before the PPO exit The systems they built to reactivate patients and refill hygiene Why membership-plan patients became some of their most valuable patients How recurring revenue changes the economics of a dental practice Why you should build the alternative before you drop the PPO Dan also shares the challenges honestly. Going out of network wasn't magically easy—but seven months later, the practice was still growing, had added an associate, and had expanded into another location. If you've ever thought about reducing PPO dependence, this conversation is worth watching before you make the jump. 👉 Learn more about Elevation Association:https://www.elevationassociation.com/ Elevation Association helps independent dentists with community, coaching, systems, leadership, and practice growth. 👉 Create your BoomCloud account:https://boomcloudapps.com/ BoomCloud helps dental practices create, manage, automate, and grow their own in-house membership programs while building recurring revenue and stronger direct patient relationships. The big takeaway: Don't drop your PPO and then try to figure out what comes next. Build the financial safety net first. Then make the move from a position of strength.

Dental practice revenue is barely growing while expenses continue climbing. So where is the profit supposed to come from? In this episode of the Navigating Dental Insurance Podcast, Jordon Comstock sits down with Steve Parker of The Profitable Dentist to talk about the changing economics of private practice dentistry — and why simply being a great clinician is no longer enough to guarantee a profitable business. Steve has spent years helping private-practice dentists understand the business side of dentistry, and in this conversation, he explains how DSOs have changed the competitive landscape. But the lesson isn’t necessarily that private dentists should fear DSOs. It’s that they should learn from them. DSOs understand procurement. They negotiate aggressively. They manage overhead. They watch revenue. They understand patient acquisition costs. And they treat the dental practice like an actual business. Private practices have to do the same. Jordon and Steve dive into what happens when a practice writes off 30%, 35%, or even 40% of production through PPO contracts — and why those write-offs may be one of the most expensive patient-acquisition strategies in dentistry. They also discuss why dropping every PPO overnight can be a disaster. A smarter strategy is to identify the worst-performing plans, understand the economics, build recurring revenue through a membership program, and gradually reduce dependence on insurance. The goal isn’t necessarily to become 100% fee-for-service. The goal is to take back control of the business. Steve also explains how group purchasing organizations can help independent practices gain some of the buying power historically enjoyed by DSOs, while membership plans can help practices improve the revenue side of the equation. This is a practical conversation about how dentists can protect private practice, improve profitability, and build a business that works for them — instead of working harder every year just to stay in the same place. In This Episode You’ll learn: Why dental practice revenue and expenses are moving in opposite directions What DSOs have taught the dental industry about running practices at scale Why private practices need to think more like business owners How PPO write-offs function like an extremely expensive marketing expense Why a $1 million practice writing off 35% could be giving up roughly $350,000 in production How low reimbursement can quietly destroy margins even while cash is still coming in Why practices shouldn’t blindly drop every PPO at once How to identify the worst-performing insurance relationships first Why membership plans can provide a financial safety net during a PPO transition How recurring revenue helps practices avoid starting every month at zero Why patients tied to your practice through value may be more durable than patients tied to an insurance network How GPOs can help independent practices lower supply, technology, and service costs Why improving the top line and controlling expenses both matter How private-practice dentists can learn from DSOs without selling to one Why strong clinical skills alone don’t guarantee a profitable practice Resources The Profitable Dentist Steve Parker and The Profitable Dentist provide education, articles, videos, courses, and business resources specifically for independent dental practice owners. Website: theprofitabledentist.com Steve mentions that the site includes thousands of pieces of educational content and a growing library of legacy dental-industry material. TPD Vault The Profitable Dentist is bringing decades of dental education and industry content into its digital ecosystem through the TPD Vault, including historical presentations and educational material from influential voices in dentistry. TPD Advantage Steve discusses TPD Advantage, a buying-group/GPO-style resource designed to help private practices gain access to better pricing on products and services. This can include areas such as supplies, equipment, technology, staffing resources, and professional services. BoomCloud BoomCloud helps dental practices create and manage patient membership programs that generate recurring revenue and reduce dependence on PPO reimbursement. A practice considering reducing PPO participation can first build its membership base, create predictable recurring cash flow, and then strategically evaluate which insurance relationships are worth keeping.https://boomcloudapps.com/

Carrie Webber and the Jameson Group help dental practices with business coaching, hygiene coaching, leadership development, marketing, and strategic planning. Website: jmsn.com Listeners can also visit the Jameson website and request the Vision Planning Worksheet Carrie mentions during the episode. Simply tell the Jameson team you heard Carrie on the Navigating Dental Insurance Podcast and ask for the worksheet. The Jameson Files Podcast Check out The Jameson Files for additional conversations on dental practice leadership, business development, patient experience, and practice growth.   BoomCloud BoomCloud helps dental practices build and manage patient membership programs designed to create predictable recurring revenue and reduce dependence on traditional insurance models. https://boomcloudapps.com/ Practices considering reducing PPO participation can use membership revenue as part of a broader financial safety-net strategy before making changes.

What if patients could protect their dental treatment the same way people protect their iPhone with AppleCare? In this episode, Jordon Comstock sits down with Jared Parente to talk about a different approach to restorative and cosmetic dentistry: protecting the work after the treatment is completed. Jared describes the model as “AppleCare for teeth.” Patients can opt into protection for qualifying treatment, giving them added confidence that if something happens years later, they can return to the practice without facing another large unexpected bill. And it solves an uncomfortable problem for dentists too. Instead of having the awkward conversation about whether a crown, veneer, or other restoration should be repaired at no charge, the protection model creates a structure where the patient can be taken care of while the dentist can be compensated for doing the work again. Jared and Jordon discuss how this creates a better experience for both sides of the chair—and why protecting treatment may become an increasingly important part of building patient trust and loyalty. In this episode, you’ll learn: Why Jared describes the concept as AppleCare for teeth How treatment protection works for restorative and cosmetic dentistry Why unexpected treatment failures create tension between patients and practices How protection plans can eliminate awkward financial conversations Why patients value knowing their investment is protected How practices can take care of patients without automatically absorbing the cost of replacing treatment Why this model can create a genuine win-win between the patient and the dental practiceResources Dental Warranty Learn more about Jared Parente and treatment protection for dental practices and patients. BoomCloud Build and manage a dental membership program designed to create recurring revenue and strengthen the direct relationship between your practice and your patients.

Show Notes Dr. Roy Shelburne shares the story that changed his life forever Lessons learned from serving 19 months in federal prison Why ignorance of billing regulations is never a legal defense The documentation mistakes that can expose a practice to healthcare fraud Building compliance systems that protect dentists and their teams Why proper clinical notes matter more than most practices realize Common insurance billing mistakes that create unnecessary legal risk The financial realities facing dentistry today How shrinking reimbursements are squeezing practice profitability Why recurring revenue is becoming essential for modern dental practices How patient membership plans reduce dependence on PPOs Real-world examples of practices creating predictable monthly recurring revenue Protecting your practice while improving cash flow and long-term value Leadership lessons learned through adversity and rebuilding a career Practical advice every dentist, office manager, and billing coordinator should implement immediately Resources Dr. Roy Shelburne Manage and Grow a patient membership plan with BoomCloud – https://boomcloudapps.com Memorable Quote "My passion is to be the last dental professional who goes to prison for things they didn't know or understand." — Dr. Roy Shelburne

Why the ADA's latest financial data signals a growing profitability problem for dental practices The rise of AI-generated insurance denials and what practices can do about them Why diagnosis codes are changing dental billing forever The biggest mistakes offices make when handling insurance appeals Why fewer than 1% of denied claims are appealed—and why that's costing practices thousands Understanding Prompt Pay Laws and how they can increase collections How to identify insurance company violations and hold payers accountable Documentation, clinical notes, and attachment strategies that strengthen claims Why clean claims matter more than ever The legal architecture behind successful insurance billing How recurring revenue from membership plans helps practices weather economic uncertainty The strategy successful practices use before dropping PPOs Real-world case studies of practices generating over $50,000 per month in recurring membership revenue Why membership patients accept significantly more treatment than PPO or cash patients Common mistakes practices make when managing membership plans manually Leadership and implementation tips for successfully launching a membership program Building long-term practice value with recurring revenue Resources Mentioned BoomCloud: https://boomcloudapps.com Fortune Billing Solutions: https://dentalbillingdoneright.com Ericka Aguilar Instagram: @DentalBillingCoach TikTok: @DentalBillingCoach Navigating Dental Insurance Podcast Automatic Patient Podcast Front Office Formula Podcast Key Takeaway "The practices that thrive over the next decade won't just collect more—they'll build recurring revenue, reduce dependence on PPOs, and create financial freedom through smarter systems and stronger patient relationships."

Addison's journey from owning six practices to building a healthier, more sustainable business What thriving dental practices are doing differently in today's economy Why spending more on marketing isn't the answer to growth How patient experience creates referrals that lower customer acquisition costs The importance of leadership, accountability, and core values Building systems that improve profitability and reduce overhead Using internal referrals as one of the most effective growth engines Why culture is a competitive advantage in dentistry Lessons from coaching practices through the Dental Success Network (DSN) Creative ways to motivate teams and reward membership growth Practical advice for dentists who want to grow without burning out Resources Dr. Addison Killeen 🌐 https://addisonkilleen.com 🌐 https://dentalsuccessnetwork.com BoomCloud 🌐 https://boomcloudapps.com Referenced in this episode Dental Success Network (DSN): https://dentalsuccessnetwork.com BoomCloud: https://boomcloudapps.com

Why fear—not dentistry—is holding practices back The mindset shift from blaming PPOs to taking ownership How trust drives treatment acceptance more than sales tactics Why dentists should stop letting insurance dictate clinical decisions Lessons learned from 40+ years in dentistry and Dentaltown Howard's perspective on DSOs, private practice, and entrepreneurship Why AI will augment dentists—not replace them The importance of surrounding yourself with positive, growth-minded people Building a practice culture that patients and employees love Why comprehensive dentistry creates better outcomes for patients and practices Howard's advice for young dentists entering the profession Practical leadership lessons every practice owner can implement immediately Resources Dr. Howard Farran 🌐 https://www.dentaltown.com 🌐 https://www.howardfarran.com BoomCloud 🌐 https://boomcloudapps.com Dental Link IPA 🌐 https://dentallinkipa.com

Learn more about Dr. Eric Roman and Dental Associate Growth: drericjroman.com Or visit: Dental Associate Growth Learn how Jordon helps practices escape PPOs and become self reliant - Start a patient membership plan with BoomCloud

Before you drop PPOs. Start a Membership Plan with BoomCloud

In this episode of Navigating Dental Insurance, Jordon Comstock and Tessina Bullock sit down with Elijah Desmond, co-founder and CEO of Dental Pitch Brokerage, to talk about practice valuation, preparing for an exit, and how dental owners can create a more valuable business before selling. Elijah shares his story as an entrepreneur, motivational speaker, event creator, DJ, and dental industry connector. He also breaks down why most dentists wait too long to prepare for a sale, why “no” is one of the most valuable words in business, and how his Dental Pitch model brings buyers and sellers together in a Shark Tank-style format. The biggest takeaway: dental practice owners should start preparing 5–7 years before they want to sell, not when they are burned out and ready to leave tomorrow. Key Topics Covered Elijah’s background in dentistry, events, entrepreneurship, and motivational speaking Why relationship capital matters more than almost anything Why Dental Pitch Brokerage only works with a small percentage of practices Why practices under $2M in revenue may need advisory work before selling Why 3–4 chair practices are harder to sell Why sellers who refuse to consider DSOs may limit their market How Dental Pitch creates a faster, more human buyer/seller process Why culture fit matters in a practice sale Why sellers should get a Quality of Earnings Lite The difference between a basic valuation and forensic financial analysis Why adjusted EBITDA drives practice value How improving EBITDA from 13% to 20% can create major valuation lift Easy EBITDA levers: labs, distributors, merchant services, insurance negotiation, software consolidation Why efficiency can be more valuable than simply chasing more production DSO Pricing and how group purchasing can help private practices improve profitability Strong Pull Quotes “Your no is so much better than your empty yes.” “Dentists wait way too long to sell.” “You should reach out 5–7 years before you want to sell.” “Culture is everything.” “If I save you $10,000 and it goes straight to your bottom line, that may be $60,000 in sale value.” “CPAs are historians. We want forensic accounting.”Contact To connect with Elijah, visit: DentalPitchBrokerage.comDSOPricing.com

https://www.truedentalsuccess.comWww.boomcloudapps.comThe Million Dollar Membership Plan Book - Attract membership patients, create recurring revenue & reduce PPOs

Thomas Passalacqua is a certified Executive Coach who specializes in customized professional & leadership development. With a master’s in education, Thomas started his career as a founding teacher in New York City. He then transitioned into dental manufacturing sales, where he was an award-winning consultant who trained and mentored other sales professionals. Transitioning again, Thomas was the director of business development for a growing dental group practice in the Northeast where he led sales and marketing for mergers & acquisitions. In his executive coaching and professional training platform, Ascend Professional Pathways LLC, he enables various industry leaders to gain clarity and improve their business leadership skills. His clients are empowered to reach the next level in their businesses and careers by overcoming doubts, fears, and uncertainty and making strategic decisions to better align with their goals.https://ascendpropathways.com/https://www.linkedin.com/in/thomaspassalacqua/[email protected]