The Dentalpreneur Podcast w/ Dr. Mark Costes

Latest Episodes:

1815: Engineering Mindset to Dental Marketing Success Oct 06, 2023

Show notes

On today's episode, Dr. Mark Costes sits down with Ardi Safi, the visionary founder of DDS Marketing, to discuss his fascinating journey from competitive tennis and structural engineering to becoming a leader in dental marketing. Ardi shares how his analytical mindset and immigrant work ethic helped him carve a niche in the dental industry, offering data-driven marketing strategies that drive real results.

Ardi dives into the role of AI in tracking patient conversion, key KPIs for marketing success, and the importance of organic content for brand building. Plus, they preview the upcoming DDS Marketing Event in Miami this May, focused on full-arch dentistry profitability.

Check out the full episode on the Dentalpreneur Podcast for all the insights and actionable takeaways!

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1814: Resiliency in Dental Marketing Oct 05, 2023

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On today's episode, Dr. Mark Costes sits down with Ryan Gross, the Marketing Expert and CEO of CMOShare. With over 15 years of marketing, brand management, and communications experience under his belt, Ryan has honed his skills with reputed names like The Walt Disney Company, numerous dental practices, and the attraction industry. His marketing acumen has consistently driven revenue growth through strategic marketing and communication. Managing multi-million-dollar budgets, Ryan has also aided dental practices in ramping up new patient acquisition and retaining existing ones. Adding to his extensive profile, Ryan is a faculty member of Dental Success Network (DSN) and Dental Success Institute (DSI). In this insightful discussion, they delve into some critical areas that every dental practice owner should heed.

The conversation kick-starts with an exploration into how the current economic atmosphere, possibly teetering on the brink of a recession, is mirroring in the analytics tracked at CMOShare for campaign effectiveness. Ryan shares his observations and delineates how the consumer confidence dip is impacting the response rates and overall efficacy of marketing campaigns.

Shifting gears, Dr. Costes and Ryan dissect the observed surge in emergency visits. They ponder on whether financial prudence amidst looming job security concerns is driving individuals to delay regular care, thus spiking emergency cases. Ryan offers his viewpoints and discusses other potential factors that might be influencing this trend.

The duo then delves into the marketing realm specific to dentistry. With a myriad of new marketers eyeing the profitable dental industry, the challenge to distinguish between credible, experienced agencies and novice upstarts making hollow promises is real. They discuss strategies on how to vet marketing agencies to ensure the employed marketing strategies are not just effective but align with the long-term vision of the dental practice.

For a deep dive into successful marketing strategies tailored for dental practices, make sure to check out Ryan Gross at https://www.mycmoshare.com. His wealth of experience and a knack for innovative marketing solutions can be the catalyst for transforming your practice's marketing approach, ensuring a steady stream of new patient acquisition and fostering a loyal patient base.

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1813: Conflict Prevention & Resolution Oct 04, 2023

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On today's episode, Dr. Mark Costes sits down with the accomplished Carol Bowser, J.D, a seasoned workplace conflict expert with a rich history in Employment Law. Transitioning from a legal career, Carol founded Conflict Management Strategies, driven by the belief that proactive conflict resolution yields higher satisfaction than traditional legal routes. Over her 20 years in the field, Carol has assisted a wide array of employers across various industries in navigating the intricate realm of workplace conflict, sharing invaluable insights on how individuals at all levels can enhance their conflict resolution skills. With her extensive knowledge and hands-on experience, Carol brings a wealth of practical strategies to the table, making this episode a must-listen for anyone looking to foster a harmonious work environment.

In this insightful discussion, Dr. Mark Costes engages with Carol Bowser, delving into the heart of workplace conflicts and the methodologies of resolving them, particularly when parties harbor diverging viewpoints on justice or fairness within the organization. They explore the proactive measures that can be put in place to prevent conflicts, especially in environments with large employee groups. The discussion furthers into strategies for rapid resolution when disputes inevitably occur, aiming to foster a harmonious workplace environment. A notable point of discussion is the threshold at which mediated disputes escalate to legal cases, and what preventative steps could be taken to avert such escalation. This conversation is especially pertinent to dental office employers as they navigate through performance or cultural issues with employees belonging to protected categories. Carol provides valuable guidance on ensuring that any reprimanding or termination actions taken are within legal and ethical standards, reflecting her extensive experience in employment law and conflict management. This episode is a reservoir of knowledge for employers seeking to enhance their conflict resolution aptitudes while adhering to legal frameworks, ensuring a conducive and respectful work environment for all.

To learn more about Carol Bowser and how to equip yourself or your organization with effective conflict management strategies, visit her website at www.conflictmanagementstrategies.com.

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1812: FinTech vs Traditional Banking Oct 03, 2023

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On today's episode, we are thrilled to have Steve Steinbrunner with us, a seasoned professional with a rich 25-year history in the dental business realm, now making significant strides at Provide, a forerunner in dental industry finance. With a past filled with distinguished roles at Patterson Dental Supply and Henry Schein Dental, Steve's journey is as enlightening as it is inspiring. We delve into what sets Provide apart in a sea of financial firms, the captivating journey of Steve into the dental domain, and the present-day fiscal panorama for aspiring dentists eyeing a startup, an acquisition, or a spatial augmentation.

In the heart of our discussion, Steve reveals the distinctive essence of Provide in comparison to other giants in the industry he has associated with over the years. The conversation unfolds the unique approaches that underpin Provide's success, encapsulating how it has remarkably garnered a substantial share of the dental demographic. The bespoke and streamlined process of working with Provide forms the crux of our conversation, showcasing a seamless journey for dentists seeking financial backing for their ventures. Moreover, the discussion meanders through the dynamics of operating without a physical location, a characteristic that sets Provide apart, and how this virtual model stacks up against other large-scale firms in fostering trust and engagement.

The narrative takes a nostalgic turn as Steve reminisces about his enthralling journey into the dental realm, a path laden with learning, growth, and an unwavering passion for dental practice profitability. As we navigate through the current financial landscape, Steve lends invaluable insights for dentists on the brink of initiating a startup, mulling over an acquisition, or envisaging an addition to their existing space. The fiscal considerations and the quest for a trustworthy lender form a crucial part of this dialogue, offering a lucid understanding of the financial horizon awaiting aspiring dental entrepreneurs.

Engrossed by the conversation and need a financial ally for your dental venture? Reach out to Steve at https://www.getprovide.com/start/stevesteinbrunner and take the first step toward realizing your dental aspirations. And if you haven't had enough, make sure to tune in for more insightful discussions on our next episode!

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1811: Navigating Team Dynamics Oct 02, 2023

Show notes

On today's episode, we are joined by the insightful Sydney Robinson, the Executive Director of Operations for DSN (Dental Success Network). In our recurring themed discussions, Sydney brings to the table the trending concerns and inquiries swirling within the DSN community, presenting them to our host, Dr. Mark Costes, for his seasoned take and guidance. Today's questions revolve around internal team realignment and the hurdles of hiring in the contemporary dental practice landscape.

The first query Sydney presents stems from a practice owner grappling with the evolving professional inclinations of a trusted office manager. This dedicated individual, initially thriving in their role, now finds the human relations aspect taxing, albeit still shining in other administrative domains. Dr. Costes delves into the nuances of recognizing and realigning the strengths of office personnel to ensure retention, job satisfaction, and operational efficiency. The conversation sheds light on how tweaking roles can foster a more harmonious and productive work environment, all while keeping valued staff within the practice's fold.

Transitioning into the next concern, the spotlight shifts to the common challenges dentistry practice owners face in today's hiring market—more specifically, the ordeal of recruiting and onboarding associates who not only mesh well with the established culture but are also keen on sharing the managerial responsibilities. Dr. Costes and Sydney explore the strategies to identify, entice, and integrate associates who are aligned with the practice's ethos and long-term vision. The discussion provides a roadmap on how to approach the hiring process strategically to build a cohesive and committed team, imperative for the sustained growth and harmony of the practice.

If you're keen on diving deeper into these discussions and accessing a well of resources to navigate the dental industry's complex landscape, consider joining the DSN community. Head over to https://www.dentalsuccessnetwork.com/ to learn more about the Dental Success Network and how it can propel your practice to new heights. Don't miss out on being part of a network that empowers you to tackle the profession's challenges head-on.

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1810: Clarity Catalyst Pt. 2 Sep 29, 2023

Show notes

On today's episode, Dr. Mark Costes takes us through a riveting presentation from our recent Mastermind event in St. Louis, aptly titled "Clarity Catalyst". Dive deep into the psyche of over-achievers, explore the art of acknowledging achievements, and discover pathways to streamlined decision-making and growth.

In this continuation, Dr. Costes explores the critical inquiry of "What do you want and why do you want it?" He urges the audience to delve deep and realign their desires, setting a clear path toward achieving their goals. This section challenges individuals to reflect on their core motivations and how these driving forces shape the trajectory of their success.

Moving forward, the conversation shifts to the aspect of collaboration in "Who will help you accomplish it?" Dr. Costes elaborates on the power of collective effort and how fostering beneficial collaborations can significantly propel individuals towards their goals. He presents compelling arguments on why and how to seek and nurture supportive alliances in personal and professional realms.

Dr. Costes then presents the notion of setting timelines in "When do you want to accomplish it by?" emphasizing the importance of setting realistic yet challenging deadlines to one's goals. This strategy promotes accountability and a sense of urgency, crucial for maintaining momentum towards achievement.

He further delves into the strategy of "Leaning on frameworks when feeling overwhelmed or uncertain on where to start." Dr. Costes shares actionable advice on identifying and utilizing existing frameworks to guide decision-making and actions, especially during challenging or uncertain times.

Lastly, the theme of "Embracing the hate when striving to be the best" is explored. Dr. Costes discusses nurturing resilience, perseverance, and embracing challenges as part of the journey to achieving mastery in one's field. This final discussion aims to equip individuals with a fortified mindset, ready to face and overcome the hurdles that lie in the path to greatness.

If you haven't already, go back and listen to Part 1 of this illuminating discussion to grasp the foundational concepts that lead to these advanced strategies for personal and professional growth.

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1809: Clarity Catalyst Pt. 1 Sep 28, 2023

Show notes

Dr. Costes begins by discussing the intriguing theme of 'Paradox of the Over-Achiever.' This discussion delves into the common traps that high-achievers often find themselves entangled in and provides insightful solutions to navigate through them. Following this, he explores the concept of 'Hedonic Adaptation,' explaining how this psychological response to success and failure plays into the constant strive for more, often leaving individuals in a never-ending loop of dissatisfaction.

Dr. Costes then sheds light on some key insights from the book 'Gap and the Gain,' which serves as a crucial guide to understanding how individuals measure achievements and how these measurements reflect on personal and professional growth. This is further expanded upon as he demonstrates the idea of 'Measuring the Gap versus the Gain,' comparing the benefits and setbacks of focusing on what's lacking versus acknowledging what's achieved. This comparison illuminates the importance of a positive perspective in assessing personal and professional milestones.

Concluding this segment, Dr. Costes transitions into a significant metaphor from martial arts, illustrating common themes from transitioning 'from white belt to black belts.' This analogy beautifully showcases how clear, streamlined decision-making can significantly impact growth and expansion. Dr. Costes emphasizes the transformative journey individuals undergo as they progress through stages of mastery in their respective fields.

Stay tuned for tomorrow's episode where Dr. Costes further elaborates on aligning one's desires, collaborations, and strategies to attain unparalleled mastery in your endeavors.

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1808: Elevating Patient Interactions Sep 27, 2023

Show notes

On today's episode, we have the pleasure of hosting David Lord, the EVP and General Manager of Nexa & Strike Healthcare. David has played a pivotal role in steering Nexa towards new horizons by broadening services and enhancing patient as well as client experiences since his onboard in 2022. Residing in the beautiful Park City, UT with his family, David is a fervent lover of the great outdoors.

In this interview with David Lord, we delved into the rich history of Nexa, exploring its evolution and how it has grown to become a significant player in the healthcare sector. David shared insights about Nexa's geographical footprint and company size, shedding light on where Nexa operates and the extent of its reach. A fascinating part of our conversation revolved around what the customer experience is like when a patient calls into a dentistry and connects with Nexa instead; illustrating the seamless integration and the professional handling that eases patient interactions. David unveiled what sets Nexa apart from other competing entities, highlighting their top-notch process that ensures unparalleled service quality. We also had a chance to dive into the marketing philosophy of Nexa, showcasing how their unique approach in marketing has been instrumental in creating a strong and reputable brand.

To learn more about how Nexa & Strike Healthcare is revolutionizing patient and client experiences in the healthcare sector, be sure to check them out at www.Strikehealthcare.com.

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1807: The Inward Journey Sep 26, 2023

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On today's episode, we explore the world of dentistry and entrepreneurship with Dr. Jack Bayramyan. As the co-founder of Optimize Practice Services, Dr. Jack stands at the forefront of a new wave of dental support organizations. He fervently believes in crafting a strategic blueprint for growth, ensuring that dental professionals aren't merely reacting to circumstances but are proactively setting the stage for future successes, reduced stress, and optimized financial outcomes.

For many fee-for-service business proprietors, the idea of amplifying their business to churn out millions annually, and then positioning it for a sale worth many times more, seems more fantasy than fact. But for Dr. Jack, this wasn't just a fleeting aspiration. It was this very vision that fueled his journey from a hands-on dentist to a formidable leader and investor in his practice. And he didn't stop there. He expanded and scaled his dental practice, pushing boundaries and shattering his own expectations.

During our deep dive with Dr. Jack, we discussed:

Strategies to consistently access capital for growing one's practice.
The intrinsic motivation that prevents retirement and drives continuous growth and passion.
A peek into Dr. Jack's inspiring book "Extraction," where he unveils his personal journey, detailing the transition from hands-on dentistry to exponential growth. He generously shares a formula that any small business owner can adopt to actualize their expansion dreams.

To gain insights or to get in touch with Dr. Jack Bayramyan and learn about the incredible work he's been doing, visit https://optimizeps.com.

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1806: Buying EBITDA Sep 25, 2023

Show notes

On today's episode, we delve deep with Justin Marti, an accomplished entrepreneur and attorney with a compelling journey. He not only co-founded a dental services organization (DSO) in 2006 and scaled it to 45 locations across four states but also sold it successfully in a private equity deal by 2018. But Justin's story doesn't end there. Shifting gears, he ventured into the legal realm, specializing in healthcare and business, particularly focusing on dental practice transitions. His unique blend of experience gives him an unparalleled vantage point: he doesn't just think like an attorney; he understands the nuances of a practice owner. Over the years, he's played pivotal roles in numerous healthcare M&A transactions, designed intricate corporate frameworks, and has been a trusted negotiator for myriad agreements catering to healthcare providers and executives. In Justin's words, he's more of an "advisor first, attorney second."

During our enlightening conversation, we touched upon:

The unexpected twists and turns when searching for the right partner or buyer during dental group transitions.
The art and science of EBITDA multiple negotiations.
The elements that magnetize a dental practice to private equity.

For those keen on understanding the nuances of dental practice transitions or seeking seasoned guidance, Justin Marti is your go-to. Connect with him and his proficient team at www.martilawgroup.com.

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