Advertise on podcast: Beyond Bitewings

Ash welcomes Nathan Strum from Abby Connect to discuss the evolving role of technology, especially AI, in enhancing the patient experience at dental practices. They break down the traditional functions of the front desk, highlighting the importance of both in-person and phone interactions, and the challenges associated with each—especially the common pain point of phone overload. They also discuss why separating in-person tasks from phone duties leads to better service and a less stressful work environment for dental staff. They also talk about the role of AI-powered and virtual receptionists, including their capabilities, advantages, and their current limitations when handling patient interactions and urgent calls. Compliance and HIPAA considerations for practices using these technologies are also discussed. It’s clear that, rather than replacing human roles, AI is best used as a support tool to improve efficiency, help staff retention, and keep up with patient expectations in a competitive dental landscape. Nathan offers practical advice for practice owners and team members on vetting virtual receptionist services and stresses the importance of ongoing training and adaptability in adopting new technologies. To connect with and learn more about Nathan, visit: https://www.abby.com/ Key Topics Discussed: Dividing front desk and phone responsibilities for better patient experienceHow slow or missed phone responses can lose new patient leadsThe role of AI and virtual receptionists in dental practicesHandling urgent and emergency patient calls with AI and human backupImpact of phone tasks on front desk stress and staff turnoverCost, training, and staff retention benefits of using virtual receptionistsEnsuring HIPAA compliance with third-party phone servicesHow to evaluate and choose a virtual receptionist providerThe importance of ongoing staff training in new technologies

In this episode of Beyond Bitewings, Ash sits down with Mark Brodson, Managing Broker at Resource Commercial Advisors, to discuss current design and real estate trends for dental practices. Mark shares insights on how dental office design now focuses more on patient comfort and the overall experience, moving away from the traditional, clinical atmosphere to environments that feel more like spas or lounges. He gives a detailed look at space planning, explaining typical square footage requirements for modern practices and the growing interest among dentists in expanding services to include aesthetic treatments like Botox. The conversation also explores key considerations for dentists deciding between leasing or buying their office space. Mark Brodson explains the importance of lease clauses, including rights of first refusal and demolition or relocation clauses, and the value of working with a professional broker throughout the process. The episode wraps up with a discussion on suburban versus urban demand for dental spaces post-COVID and the significant impact that updated office design can have on the value and marketability of a dental practice. To find out more and connect with Mark, visit: https://www.resourcecommercial.net/mark-brodson/ Key Topics Discussed: • Design trends in dental office spaces • Patient experience and comfort in dental practices • Typical dental office sizes and efficient use of space • Leasing vs. buying dental practice real estate • Important lease clauses to consider (right of first refusal, demolition/relocation) • Tenant improvement allowances and lease renewal strategies • Factors that influence the value of a dental practice • The shift from urban to suburban dental practice locations • The role of professional brokers in real estate decisions

In this episode of Beyond Bitewings, we're bringing back some of our favorite advice from our episodes that discussed selling a dental practice to a Dental Support Organization (DSO), highlighting the significant differences between selling to a DSO and an independent buyer. The conversation covers how DSOs value practices using EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization), and why this can result in higher sale prices compared to traditional methods that use a percentage of collections. We also explain the importance of understanding value from the DSO and private equity perspective and warns practice owners about the risks of responding to unsolicited offers without proper representation. The episode addresses key concerns for dentists, such as what to expect after the sale, how contracts are structured, and why it’s essential to shop around for multiple offers before committing. They discuss the impact of EBITDA calculations on a practice’s valuation, the role of lease agreements when the seller owns their building, and strategies to maximize the value of the transaction. Key Topics Discussed: How DSOs value dental practices using EBITDADifferences between DSO and independent salesThe structure of post-sale contracts and earn-outsPitfalls of responding to unsolicited DSO offersThe importance of getting multiple offers and proper representationEBITDA calculations and their effect on practice valuationLease agreements when the seller owns the buildingAdvice for maximizing practice sale valueThe changing dental industry landscape with the growth of DSOs

Ash sits down with Dr. Ruth Mannschreck, a seasoned dentist turned practice transition coach, to talk about the real-world challenges and overlooked opportunities when selling a dental practice. Dr. Ruth shares the mistakes she made during her own transitions, such as not planning far enough in advance and not preparing the practice to be attractive to buyers from both a financial and operational standpoint. She emphasizes the importance of understanding what you want from a sale, proactively increasing value, and reducing buyer risk in ways that go beyond just the numbers. The conversation moves into the role of practice culture, team involvement, and the transition process. Dr. Ruth advocates for engaging the dental team early in the transition, highlighting the benefits of transparency and preparing the team to operate independently. They also discuss the pitfalls of overreliance on the practice owner and the risk of selling a practice that functions more like a job than a turnkey business. Dr. Ruth offers listeners access to her resource checklist at prepitnow.com and outlines how planning and open communication can support a smoother transition for everyone involved. To find out more or connect with Dr. Ruth, visit: https://shorelinestrategies.com/ Key Topics Discussed: The importance of early planning and preparation when selling a dental practiceCommon mistakes practice owners make during transitionsFinancial versus operational readiness for saleThe value of culture, systems, and team capability in the sale processStrategies for increasing practice value and reducing perceived riskThe impact of naming and branding on practice transitionsIncluding the dental team in discussions and evaluations with potential buyersCreating a turnkey business versus selling a “job”Overcoming the challenge of letting go of control as an ownerHow to access Dr. Mannschreck’s Prep It Now checklist for selling a practice

Ash welcomes Paul Sippil, a forensic 401k consultant, to discuss the complexities and hidden issues often found in group retirement plans, particularly 401k and profit sharing plans within dental practices and other small businesses. Paul shares how his unique role focuses on exposing conflicts of interest, unnecessary fees, lack of transparency, and even fraud within these plans. He describes how business owners and plan participants frequently misunderstand how fees are assessed, often assuming they pay nothing out-of-pocket—when in reality, high costs may be embedded, sometimes even continuing long after the original adviser has left or, in some cases, passed away. Paul explains the mechanics of broker commissions, how these fees are often hidden from both employers and employees, and the importance of transparency in fee structure. He provides practical advice for dental practice owners and other professionals on how to minimize costs by paying fees directly at the employer level, allowing for tax deductibility and better cost control. Paul also covers the value of one-on-one meetings with advisers for plan participants, and offers recommendations on how owners can better manage their retirement plans to avoid unnecessary expenses and potential abuses. To learn more or connect with Paul, visit: https://www.paulsippil.com/ Key Topics Discussed: What a forensic 401 (k) consultant doesCommon misunderstandings and hidden fees in group retirement plansBroker commissions and lack of fee transparencyReal-world examples of fee abuses and potential fraudWhy dental and other professional practice owners should pay retirement plan fees directlyImportance of transparent, fixed-fee arrangements with advisersThe value and scarcity of one-on-one meetings between advisers and participantsSimple steps to reduce retirement plan costs and improve oversight

Ash sits down with Luke Oyler from CARR, a company specializing in dental real estate services. The conversation centers around how dental professionals can make smarter decisions when leasing or purchasing practice locations, highlighting the importance of working with expert advisors. Luke explains how CARR advocates for dentists, negotiates key aspects of their leases—including base rent, tenant improvement allowances, and free rent—and brings market insights to help avoid costly mistakes. The episode also covers strategies for lease renewal and negotiation. Luke stresses the need for dentists to start planning at least a year in advance to maintain leverage, especially given the high costs and complexity of moving a dental office. The discussion clarifies that CARR’s services typically come at no cost to the client, as agents’ fees are paid by landlords. Additional topics include how CARR supports clients throughout the process, keeps track of important timelines, and provides access to a network of trusted professionals in areas like lending, construction, and accounting. To find out more, you can visit: https://carr.us/ Importance of negotiating base rent and advertised lease ratesTenant improvement allowance and how it impacts startup costsFree rent periods and working capital for new practicesLease renegotiation strategies and how to keep leverageTiming for approaching lease renewalHow professional dental real estate agents are compensatedTracking leases and proactive renewal remindersAsking for tenant improvement allowances during renewals

In this episode, Ash sits down with Nick Hinshaw from WinStar Insurance Group to discuss how insurance can play a critical role in reducing stress for dental practice owners and their teams. The conversation covers essential insurance policies beyond the mandatory requirements, like disability insurance and group benefit plans, which can offer peace of mind to both owners and staff. Nick explains how regularly reviewing disability policies ensures coverage matches the evolving needs of practice owners, helping prevent unwanted surprises if a disability occurs. They highlight the importance of offering group benefit plans—such as health, dental, vision, and disability insurance—to retain employees and build a supportive practice culture. With turnover rates high in dentistry, especially in urban environments, providing comprehensive benefits can make a practice competitive and foster loyalty among team members. Ash and Nick also touch on insurance requirements for equipment purchases and warn against forced-place insurance imposed by lenders, which is often expensive and limited. To find out more and connect with Nick, visit: https://www.winstarins.com/breweries.html Or you can email him at nhinshaw {at} winstarins.com Key Topics Discussed: Insurance as a tool for stress relief in dental practicesBenefits of non-mandatory insurance, especially disability coverageRegularly updating insurance policies to match current needsImportance of group benefit plans for retention and practice competitivenessHow supporting employees with benefits impacts practice culture and outputChallenges with lender-imposed (forced-place) insurance on equipmentThe need for proactive, communicative insurance agentsAsking staff about the benefits they value mostRisk management and reducing pressure for practice owners

Ash welcomes Dustin Long of Big Sky Construction to talk about building dental offices from the ground up. Dustin brings decades of experience and shares what sets dental office construction apart from other building projects. He emphasizes the importance of a collaborative process that starts months before the first wall goes up, involving real estate brokers, CPAs, designers, and other professionals to ensure each practice fits both the client’s immediate and future goals. They cover the full journey, from picking the right location and working through lease negotiations to tailoring the practice to match the dentist’s vision and workflow. Dustin and Ash also discuss common pitfalls—like hiring non-specialized contractors—and how mistakes in pre-planning can lead to costly corrections and lost income. They stress the benefit of relying on specialized teams and trusted advisors throughout the process and share a story of a client who narrowly avoided disaster by sticking with dental-specific experts. To find out more about Dustin, you can connect with him at: www.BigSkyConstruction.com, email him at dlong {at} bigskyconstruction.com or call him at 206-259-0936. Key Topics Discussed: Importance of creating a seamless and enjoyable construction experienceThe critical pre-construction planning phase (6–9 months before building starts)Working with real estate brokers, CPAs, designers, and equipment repsAssessing existing spaces for suitability and hidden costsCustomizing design based on the dentist’s present and future goalsDifferences between dental office construction and generic buildsRisks of using non-specialist or inexpensive contractorsImportance of precise measurements and planningFinancial planning, including working capital and lender selectionHow a team of specialized advisors can help avoid costly mistakesStories of clients who benefited from using dental-specific expertsThe value of study clubs and peer learning in the dental community

Ash welcomes another guest from the Southwest Dental Conference, Cindy Lozano from Nomad Mobile Dental Specialist. They talk about how general dental practices can keep more specialty work—and the related revenue—in-house by partnering with Nomad. Cindy shares how their model provides mobile specialists such as endodontists, periodontists, and oral surgeons directly to general dental offices. This arrangement allows general dentists to avoid referring patients out, while Nomad handles all clinical aspects and support, bringing everything needed except the dental chair and sterilization area. The discussion covers practical points like insurance liability, operational flexibility, and implementation steps. Cindy highlights the partnership-based approach, customizable scheduling, and support with everything from training to specialty insurance verification. Real-world examples illustrate significant revenue growth for practices utilizing the Nomad model, and Cindy explains how offices can get started, emphasizing how easy integration can unlock previously unrecognized potential for specialty production within general practices. You can find out more by visiting: https://www.nomaddentalspecialists.com/ Key Topics Discussed Nomad Mobile Dental Specialist’s mobile partnership model for general dental practicesKeeping specialty work and revenue in-houseServices provided by Nomad, including specialists, assistants, and equipmentPractice requirements and logistical considerationsInsurance and malpractice coverage detailsPayment structure and tax setup (W9/1099)Flexible scheduling based on practice needsResults and revenue improvement examplesImplementation timeline and onboarding stepsHow to contact Nomad for more information

Ash welcomes CJ Carroll from Dental Intelligence, a leading provider of dental analytics software. They discuss the pressing questions many dentists have about practice data—how to interpret analytics reports, which key performance indicators (KPIs) matter most, and whether investing in dental analytics is worth it for your practice. CJ explains how Dental Intelligence integrates seamlessly with major practice management software like Dentrix, Eaglesoft, and Open Dental to transform complicated data into actionable insights. From tracking provider performance and hygiene reappointment rates to revealing untapped revenue hiding in unconverted treatment plans, CJ breaks down how analytics empower owners to make smarter management decisions. Whether you’re a new dental startup or a seasoned practice owner, this episode sheds light on the real-world benefits of embracing data-driven growth, streamlining workflow, and ultimately maximizing your practice’s potential. To find out more about Dental Intelligence, visit: https://www.dentalintel.com/ Key Topics Discussed: Overview of Dental Intelligence and its analytics toolsKey performance indicators for dental practicesImportance of data accuracy and common mistakesOnboarding process and ongoing supportSuitability of analytics for startups versus mature practicesCapturing lost production and reactivating patientsTracking patient flow, attrition, and recaptured patientsIntegrating with practice management systemsUsing analytics for employee bonuses and performance plans

Ash is live at the Southwest Dental Conference, and he welcomes David Mitchell Mejia, a third-year dental student at Texas A&M with a background in accounting. David joins the show to ask key questions that many dental students have about transitioning from school to the business side of dentistry. Ash provides guidance on topics including choosing a practice location, building a team of professional advisors, exploring financing options, and the importance of reviewing associateship agreements. The conversation covers practical steps dental students and new grads can take to better position themselves for professional and financial success. Ash discusses building relationships with legal, accounting, and insurance professionals, and emphasizes tailoring decisions to individual circumstances—whether deciding to open a practice, join a DSO, or remain an associate. Other important topics include managing personal finances, setting up retirement savings, and the differences between working in DSOs versus private practice. Key Topics Discussed: Transitioning from dental school to professional practice • Choosing a practice location and its impact on personal life • Importance of building a trusted team of legal, accounting, and financial advisors • How to evaluate and negotiate associateship agreements • Deciding between opening a practice, joining a DSO, or becoming an associate • Understanding compensation structures and non-compete clauses • Differences between DSO/corporate dentistry and private practice • Managing personal finances and planning for taxes as a new dentist • Retirement planning options such as IRAs, SEP, and 401k • Recommended resources and strategies for gaining business knowledge in dentistry

Ash is joined by Kelly Majdan, VP at One Digital and founder of Power Through Wellness. Kelly brings a rare perspective to the conversation, combining retirement planning expertise with wellness coaching experience. The discussion centers on why balancing wealth and health is critical for dental practice owners, both for themselves and their teams. Ash and Kelly talk through common misconceptions about 401k plans, especially among dental practice owners. They share practical information about the real costs of starting a retirement plan, available tax credits, and how offering benefits like a 401k can help practices stay competitive in today’s job market. The episode also covers how employee wellness connects to financial performance and how stress can impact long-term outcomes for dental teams. Finally, Kelly gives advice on preparing for retirement, outlining steps for dentists who are 10 to 15 years from transitioning out of their practice, including involving the right financial and health professionals. To find out more and connect with Kelly, visit: https://www.linkedin.com/in/kellymajdan/ Key Topics Discussed: Connecting health and financial wellness for long-term successMisconceptions about starting a 401k in dental practicesCosts, tax credits, and plan design flexibility for retirement plansEmployee benefits as tools for recruitment and retentionThe increased awareness and value of 401k plans among Millennial and Gen Z employeesIntegrating wellness initiatives into dental practicesAddressing burnout and chronic stress in dentistryThe importance of team strategy and involving experts in planning retirement

Ash welcomes Michelle Griffin, CEO of Griffin Resources, to talk about the critical role of HR in dental practices and small healthcare businesses. Michelle shares her experiences working across multiple industries, emphasizing the unique HR needs and compliance challenges facing dental offices and other medical providers. She explains how proper HR processes, such as onboarding, documentation, and compliance with local and federal employment laws, can help mitigate risks and support practice growth. They discuss common pitfalls like employee misclassification and the risks of manual payroll and onboarding processes. Michelle also addresses the importance of HR audits, especially during transitions and mergers, and provides examples of fraud discovered through poor internal controls. When it comes to attracting and retaining top talent, Michelle recommends leveraging culture, competitive advantages, and strong leadership traits focused on valuing team members. The episode wraps up with practical advice for dental practice owners considering a sale, and how to get support from experienced HR professionals. To find out more or connect with Michelle, visit: https://griffin-resources.com/ Key Topics Discussed: HR’s role in dental and healthcare practicesCompliance and employment law in HRCommon HR mistakes in onboarding and employee classificationThe importance of internal controls and HR auditsTalent acquisition and retention strategies for small practicesHighlighting workplace culture to attract staffLeadership qualities for practice ownersPreparing for practice transitions and sales

Ash welcomes Antoinette Bone, an estate planning attorney and founder of the Law Office of Antoinette Bone, PLLC. Antoinette shares her experience from a background in the Air Force JAG Corps to working with business owners and dentists on estate and trust planning. She breaks down the importance of having a comprehensive plan for dental practice owners, discussing why a trust is often more beneficial than just a will, especially for those looking to protect their practice, family, and legacy. The conversation covers the basics of different types of trusts, how business structure ties into estate planning, and pitfalls like failing to have the right documents or mixing personal and business assets. Antoinette highlights the need for operating agreements, proper disability planning, and naming the right people to manage both personal and business affairs. She emphasizes that estate planning is an ongoing process, especially as life and business circumstances change. Additional resources for learning more about her work and estate planning are mentioned at the end of the episode. To find out more or connect with Antoinette, visit: https://abonelaw.com/ Key Topics Discussed: Antoinette Bone’s career background and military serviceWhy dental practice owners need estate and trust planningTypes of trusts: revocable living trusts, irrevocable trusts, asset protection trustsIntegrating your business structure with your estate planCommon red flags and mistakes in estate planningThe role and importance of operating agreementsRisks of using online legal templates versus working with professionalsDisability and incapacity planning for practice ownersKey estate planning documents required in TexasHandling blended families and unique family dynamics in estate planningResources for further education on estate and trust planning

Ash welcomes Jennifer Christensen, co-founder and CMO of Beacon Media and Marketing, to discuss the role of artificial intelligence in modern marketing for dental professionals. Jennifer shares her journey as an early adopter of AI, highlighting how new technologies have reshaped client search behaviors and what this rapid shift means for dental practices that want to maintain and grow their online presence. She explains how practices can benefit from AI-powered insights, especially by personalizing content, building credibility, and targeting AI-driven search overviews. Jennifer discusses practical strategies dental offices can use to become more visible in AI searches, such as focusing on author-driven, expert content and being transparent with information like pricing and service details. She also explores the changing landscape of consumer trust and how dental practices need to adapt to remain relevant, noting that small businesses now have a unique window of opportunity to compete with larger competitors. The episode wraps up with a conversation about AI's broader role in operational efficiency and the importance of businesses understanding and implementing these tools sooner rather than later. To find out more and connect with Jennifer, visit: https://www.beaconmm.com/ Key Topics Discussed: • Jennifer’s introduction and experience as an early adopter of AI • The evolution from information age marketing to the age of intelligence • How AI impacts SEO, search habits, and website visibility • Importance of author-driven, expert, and personalized content • Strategies to get dental practices featured in AI overviews • The significance of transparency in pricing and service details • Increasing consumer trust through detailed, credible information • Using AI for operational efficiencies in practice management • Adapting to changing consumer behavior and search trends • The window of opportunity for small businesses in AI-driven marketing