Advertise on podcast: Dentist to De Novo

This episode will especially hit home with the Moms out there. It puts things into perspective. A small rate increase, a minor set back in the project or a bad experience with a vendor are the tiniest of challenges in comparison. This is the story of how Dr. Zuly Fernandez had to completely change her vision of what ownership would look like. This episode will especially hit home with the Mom's out there. It puts things into perspective. Facing serious challenges from a Hurricane, a new baby, and a major setbacks with the city she had already bought the building in; it's the real life story of how persistence breaks down resistance. And why community, mentorship, and genuine partnerships light the way.

On this week's episode of From Dentist to De Novo, I sat down with a Dental territory rep with years of experience equipping startups and acquisitions to talk about: → What's actually essential for opening day versus what gets sold as essential  → How lead times can quietly delay your opening if you order too late  → Leasing vs. buying equipment — the real trade-offs most buyers don't consider → How to compare multiple equipment quotes when every vendor structures packages differently  → Sales tactics first-time buyers should recognize before they sign anything If equipment and supply decisions are on your radar — for a startup or an acquisition — this conversation will save you real money.

Buying or starting a dental practice? The financial side can make or break your first year — and most new owners don't know what they don't know. In this episode, I sit down with Bassim Michael he's both a CPA and a CVA to break down the money fundamentals every first-time practice owner needs: from structuring your entity and understanding cash flow, to what a valuation actually tells you (and what it doesn't). No jargon, no sales pitch — just straight answers from two experts who've seen it all.

We talk about it all! From running the house, to running her practice and how going against the advice of family and friends has helped and where it's brought in challenges. I appreciate her candid nature and willingness to share. Her authenticity rings true for all female practice owners and the ones thinking about how to go into practice ownership.

Staffing headaches keeping you up at night? You're not alone. In this episode, we sit down with Christine Sison — founder of Swiss Monkey and wife to a practicing dentist — a dental industry innovator who got tired of watching her own husband's practice struggle and decided to build the solution herself. Christine breaks down how she's tackling the staffing shortage head-on with a remote workforce model that plugs into your practice fast, and why the future of the patient experience might look very different from what you expect. If you're a practice owner tired of the hiring hamster wheel, or scared about how to afford the team that your start-up needs to succeed; this one's for you.

We discuss how dental equipment configurations work like car options—you can get premium features like autonomous driving or strip things down while maintaining quality. We talk about why startup doctors should work directly with experienced consultants to customize equipment based on their actual needs and budget, rather than just accepting a standard setup. We explore how budgets change over time as practices grow, and how new practices can strategically choose between investing in fewer high-end chairs versus more basic ones to balance quality and financial resources.

In this episode, we sit down with Dr. Hales to pull back the curtain on the rapidly evolving world of cosmetic dentistry. Dr. Hales shares his journey from "learning by doing" and deciding to leave a partnership to pursue a start up, all while establishing himself as a leader in the field cosmetic dental field. We dive into the importance of authentic branding in an age where marketing companies try to turn every dentist into a "specialist," the "school of hard knocks" lessons learned from managing a practice, and why a $60,000 smile is about more than just teeth—it's about a meticulous, collaborative process between doctor and ceramist. Whether you're interested in the business of healthcare or the artistry of a perfect smile, this conversation offers a rare look at what it takes to stay at the top of your game. 1. Own Your Brand (Don't "Rent" It) Dr. Hales warns against hiring "cookie-cutter" marketing agencies that plug your practice into a pre-existing template. He argues that most dentists end up looking identical because they are buying the agency's brand rather than building their own. To stand out: Be the Face: People buy into the person, not just the service.Invest in Quality Content: He credits his success to high-end photography and a specific aesthetic that differentiates him from the "general dentist" box.2. Adopt "Unreasonable Hospitality" Moving away from the clinical, sterile reputation of dentistry is vital. Hales emphasizes that because people generally dislike going to the dentist, you must over-deliver on the experience to build trust. The Experience is the Product: From the concierge greeting to the "Speak Easy" room in his office, the environment is designed to eliminate "white coat syndrome."Focus on Storytelling: Instead of listing clinical facts (line angles and porcelain types), use stories to help patients visualize the emotional transformation of their new smile.3. Go Narrow and Deep Hales highlights the "Whack-a-Mole" trap where general dentists try to do everything (Botox, Sleep, Invisalign, Implants) just to chase revenue. His breakthrough came when he: Eliminated Distractions: He stopped doing general work to focus exclusively on what he wanted to be the best at.Vertical Integration: By bringing his ceramist, Daniel, into a partnership and building a lab on-site, he gained total control over the quality of his finished product, which a standard "mail-away" lab could never provide.

This episode of the podcast features Dr. David Rice, founder of IgniteDDS and author of Is Everyone Smiling But You? discussing the transition from dental associate to practice owner. The conversation centers on moving from a "redline" state of overthinking and burnout to a "greenline" of professional control and fulfillment. Key Takeaways for Young Dentists The Danger of Overthinking: Dr. Rice emphasizes that many young dentists suffer from "analysis paralysis," worrying about production and bills instead of trusting the skills they earned in dental school.The "Patient Promise": Rather than focusing on "selling" treatment, Dr. Rice suggests adopting a "patient promise"—treating every patient like a favorite family member and helping them understand why a treatment is in their best interest.Mastering Delegation: Success in ownership requires letting go of the need to have all the answers; Dr. Rice shares how a veteran hygienist taught him the importance of letting experts do their jobs so the practice could "sprint".Building an Inner Circle: Dr. Rice advises keeping a tight circle of trusted advisors—including specialized attorneys and CPAs—and "unplugging" those who don’t offer 100% transparency or high-level expertise.Associate to Owner Strategy: For those in associate roles, he recommends negotiating access to "day sheets" early on to track personal progress and production, which is vital when eventually applying for bank loans.The Reality of Ownership: Dr. Rice highlights that "no one is ever totally ready" for ownership or parenthood, and the key is to jump out of the plane and trust the parachute will open.

Dr. Devin Harris, the "Plaque Panther", discussed his first year of practice ownership, which he described as a "roller coaster" due to the uncertainty and steep drops followed by rewarding and challenging experiences. Less than a year into operation (opened July 2024), he is currently operating with three chairs and is already pushing into building a fourth, all while collecting over a million dollars in revenue. Key Decisions and Insights for Startup Success: Go All-In and Trust Your Vision: Dr. Harris chose not to associate for a year or two as is commonly advised, feeling that he wouldn't be able to "fully pour into this office" otherwise. His biggest initial decision was to forgo associate work while launching the practice to concentrate entirely on his vision.Prioritize Character in Hiring: He looks for people who are committed to the vision, share values of doing things the right way, treating people well, and giving 110% effort. Embrace Risk and Make Quick Decisions: Dr. Harris is not afraid to take risks while maintaining certain non-negotiable standards, and he is able to make quick decisions, learning and pivoting from wrong ones. Leverage Local Marketing and Personal Connection: The most impactful marketing strategy has been word-of-mouth referrals. He focuses on making the patient experience so special that they feel the need to leave reviews or tell friends, co-workers, and family. Be Yourself on Social Media: Dr. Harris converted his personal social media page into his main practice page, intentionally defying advice that warned against sharing his personal life. Focus on the Day-to-Day Process: For those wanting to replicate his success, Dr. Harris advises not to "begin with the end in mind". Instead, focus on the "right now". He advocates for staying present, focusing on the immediate task, and aiming to "win the day" and "win each appointmentHard Lessons: Dealing with Insurance Companies: Dr. Harris described dealing with insurance companies as the hardest part, making his stomach drop every month when seeing write-offs and adjustments, and the frustration of receiving overpayment letters.Overspending on Equipment and Continuing Education (CE): He admitted to spending too much on certain types of equipment that could have waited, resulting in thousands of dollars of equipment "collecting dust".The Importance of a Dental-Specific CPA: Getting a dental-specific CPA firm was "really helpful" because they understand the intricacies of the business and provide documents on how to leverage tax benefits.

Dental equipment specialist Ben Oliver joins the podcast to talk about the biggest mistakes dentists make when starting their practice, from design and timing to equipment selection. With 14 years of experience and over 200 build-outs, Ben offers an honest, no-fluff perspective on how to approach your startup budget and vision. Learn about the 'good, better, best' of dental equipment, the massive cost difference that customization creates, and why your mechanical room and sterilization center—not just your chairs—are the true heartbeat of your practice. Plus, get key insights into the critical timeline overlap that prevents you from paying rent on an unopened office, and how to avoid falling for social media trends that don't fit your location or budget.

Starting or buying your first dental practice is exciting—but it’s also full of hidden legal pitfalls. In this episode, I sit down with Levi Barlavi the founder of Polished legal with over 20 years of dental-specific legal experience. We look to uncover the most common mistakes new owners make, the contracts you can’t afford to overlook, and how the right legal partner can protect your investment from day one.

Before you build ops or pick paint, you need to nail your lease. In this episode of From Dentist to De Novo, host Jonathan Miller sits down with David Groce of CARR to demystify the first—and most expensive—step of practice ownership. We break down usable vs. rentable SF, the difference between build-out period (rent commencement) and rent abatement (free rent after opening), and why a true tenant-only rep changes your leverage. David explains NNN vs. CAM vs. full-service, how TI allowances really get approved (hello, lenders), and why “my friend got $80/sf on Facebook” is not a strategy. We cover multi-LOI courtship, zoning checks, when to talk to the bank vs. broker, and how to stretch your runway so your marketing can catch up before rent hits. If you’re starting up or relocating, this is your crash course in negotiating like an owner.

This episode with Dentist, Author and genuine friend, Dr. David Rice and I discuss the challenges facing the dental industry today, including the loss of recession-proof status, the impact of social media, and the burden of student debt on young dentists. We emphasize the need for financial savvy and caution against the pitfalls of social media and poor financial decisions.

In this inspiring episode, dental consultant Jonathan Miller sits down with a husband and wife dental team who turned their dream of practice ownership into a reality. From navigating the buying process to overcoming real-world challenges like financing, walking away from a purchase and expecting a second child all while navigating the due diligence, negotiations and building patient trust — they share the unfiltered journey and what worked versus what didn't work. Whether you're thinking about owning your first practice or just love a good success story, this conversation is packed with valuable insights, practical advice, and a few lessons learned the hard way.

This episode of "Dentist to DeNovo" features host Jonathan Miller has an in studio discussion with Stephen Au, a seasoned expert from McLaren & Associates, a leading dental transition group. With nearly 20 years in the dental industry, including clinical and practice brokerage roles, Stephen shares insights on navigating dental practice transactions. The conversation debunks the myth of an adversarial relationship between buyers' and sellers' brokers, emphasizing aligned interests when brokers prioritize success for all parties. They explore challenges in un-brokered deals, the importance of realistic expectations, and the critical role of thorough financials and team dynamics in acquisitions. Key topics include the pitfalls of desperation buys, the value of investing in staff, and the emotional versus logical aspects of purchasing a practice. The episode also touches on market trends, such as tight dental talent and the impact of leases, offering practical advice for buyers and sellers alike.