The Dentalpreneur Podcast Archives - Dental Success Institute

On today’s episode, Dr. Mark Costes introduces Summer for a powerful conversation on improving treatment acceptance by understanding why patients really say no. Summer breaks down how many patients decline care not simply because of money, but because they don’t fully see the value, urgency, or consequences of waiting.

She explains why a strong philosophy of care is the foundation for confident treatment presentation, and how doctors can move away from hedging, over-explaining, or presenting treatment as optional. By helping patients understand what is happening in their mouth, why it matters, and what could happen if they wait, dentists can lead with clarity, confidence, and a true commitment to patient health.

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On today’s episode, Dr. Mark Costes welcomes back Jordon Comstock, founder and CEO of BoomCloud, for a deep dive into the power of recurring revenue in dentistry. Jordon breaks down why dental membership programs are still underutilized, even after a decade of proving their value, and explains how they can help practices reduce dependence on PPOs, improve patient loyalty, and create more predictable cash flow.

Mark and Jordon discuss the pressure insurance has placed on practice margins, the difference between cash, PPO, and membership patients, and why membership patients often represent the highest quality revenue for a dental business. They also explore the compounding effect of monthly recurring revenue, how it changes the way practice owners think about growth, and why the best operators are building systems that allow them to stop starting every month at zero.

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On today’s episode, Dr. Mark Costes welcomes back Dr. Lior Tamir, practicing dentist, entrepreneur, and founder of The Dental App. They dive into Lior’s innovative approach to navigating PPO challenges through an administrative and concierge-style model, while still maintaining transparency, ethics, and high-quality patient care. Lior shares how this model has helped him reinvest in his team, improve the patient experience, and build a more sustainable business in one of the most competitive markets in the country.

The conversation also explores the future of dental practice management, including real-time analytics, CRM-style patient follow-up, cloud-based systems, and the rise of AI agents that can help automate tasks like recall, treatment follow-up, claims, and administrative workflows. From building better business tools to creating a more efficient and human-centered dental office, this episode is packed with forward-thinking ideas for practice owners who want to stay ahead.

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On today’s episode, Dr. Mark Costes sits down with Brannon Moncrief of McLerran & Associates to unpack the current state of dental practice transitions, valuations, and DSO affiliation. Brannon explains the key differences between doctor-to-doctor sales and DSO deals, including when a smaller practice may be better suited for a private buyer and when a larger, multi-provider practice may benefit from exploring the DSO route.

They also discuss why younger dentists are selling earlier than previous generations, how inflation and staffing pressures are impacting EBITDA, and what sellers need to understand about cash at close, deal structure, platform opportunities, strategic buyers, and recap potential. Brannon also emphasizes the importance of having the right sell-side advisor to avoid bad actors, protect long-term outcomes, and make sure the deal aligns with the doctor’s personal and professional goals.

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On today’s episode, Dr. Mark Costes and Ashlee Hirschfeld kick off a back-to-basics conversation on operational systemization and why even experienced practice owners need to revisit the fundamentals. They break down how DSN’s belt system measures practice growth across culture, leadership, systemization, and overhead, then dig into what it really takes to build strong organizational charts, effective operations manuals, and simple protocols that create consistency without overwhelming the team.

The episode also explores the power of difficult conversations, how to spot recurring breakdowns in the practice, and practical ways to get the team bought into systems that make the business healthier, more scalable, and less dependent on the doctor.

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On today’s episode, Dr. Mark Costes sits down with Dr. Ben Miraglia, VP of GP Clinical Education at CandidPro, to explore how general dentists can successfully integrate clear aligners into everyday practice. Dr. Miraglia shares how his background in restorative and implant dentistry led him to clear aligners, and why an expansive, non-extraction approach helped him eliminate common frustrations like excessive IPR, too many attachments, poor tracking, and difficult finishes.

They discuss how CandidPro’s orthodontist-led treatment planning, remote monitoring, AI-supported tracking, and reduced chair time can make aligner therapy more predictable, profitable, and enjoyable for both doctors and patients. Dr. Miraglia also explains why clear aligners should be a team sport, how to improve patient compliance, and why GPs should start with simple cases before moving into more advanced treatment.

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On today’s episode, Dr. Mark Costes joins Joshua DeVries on The Patient Experience Blueprint to discuss how dental practices can create more intentional, human-centered systems that build trust and improve case acceptance. Mark shares lessons from his unconventional path into dentistry, the failures that shaped his approach to practice ownership, and why clinical skill alone is not enough to create a thriving, patient-centered business.

They explore how trust starts with the team, why every patient touchpoint matters, and how practices can use systems without becoming cold or robotic. Mark also breaks down the importance of mapping the patient journey, improving communication at each transition, focusing on retention as much as acquisition, and creating a culture where patients feel cared for rather than processed.

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On today’s episode, Dr. Mark Costes answers listener questions in this Ask Mark Anything segment, covering everything from adding specialists to protecting profitability during expansion. He breaks down how to evaluate the true cost per procedure before bringing in a specialist, why top-line revenue does not always translate into practice value, and how to calculate whether keeping specialty procedures in-house is actually profitable.

Mark also discusses scaling revenue versus improving profitability, the importance of tracking attrition and reactivation, and why patient experience remains essential for retention. He closes with practical advice on associate ramp-up timelines, the “valley of death” production range, mentorship, and where to save money during buildouts without sacrificing long-term efficiency.

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On today’s episode, Dr. Mark Costes is joined by Dr. Summer Kassmel to unpack one of the most common frustrations in dental practice ownership: the disconnect between owner doctors and associate doctors. They discuss why owners often expect associates to think, work, and hustle the same way they do, and why that assumption can quickly create misalignment, resentment, and underperformance.

Summer shares how to define expectations before hiring, ask better questions during interviews, clarify non-negotiables, and create a stronger onboarding process that gives associates a real path to success. They also talk through what to do when the relationship is already strained, including how to take ownership, reset expectations, discuss financial goals, and have direct conversations without creating defensiveness.

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On today’s episode, Dr. Mark Costes sits down with Chris Sands, co-founder of Crown Card Services and Pro-Fi 20/20, to unpack the often-overlooked world of credit card processing fees in dentistry. Chris explains how merchant fees quietly chip away at profitability, EBITDA, and even practice valuation, while sharing why more dental offices are exploring compliant surcharge programs to recover 70–90% of card fees.

They also dive into the difference between rates and fees, the importance of PCI compliance, state-by-state surcharge restrictions, and how PPO contracts may create additional challenges for practices trying to pass fees along to patients. Chris also breaks down why software integration can come with a massive hidden cost, how bridge solutions may help practices avoid inflated processing rates, and why startups and first-time buyers may have an advantage by implementing these systems from day one.

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2512: Treatment Acceptance Is A Whole Team Sport Pt. 1

2511: The Membership Model That Beats PPO Dependence

2510: Rethinking PPO Dentistry With a Smarter Admin Model

2509: The New Rules of Selling a Dental Practice

2508: How to Build a Practice That Runs Without Chaos

2507: Making Clear Aligners Profitable for General Dentists

2506: From the First Call to a Lifelong Patient Relationship

2505: The Smart Way to Add a Specialist

2504: The Conversations That Save Associate Relationships

2503: Why Merchant Fees Are Draining Dental Practices