In this episode Ash sits down sits down with Zane from MyDentalForce at the SWDC show to discuss practical strategies for dental practices aiming to improve their operations and collections. Zane, a software engineer with hands-on experience as a technology director in a dental group, shares how leveraging existing patient databases can unlock significant revenue without increasing marketing spend or overloading staff with multiple software platforms.

The conversation focuses on how MyDentalForce’s solution prioritizes actionable patient outreach, task management, and integrations with phone systems to help offices reactivate patients, monitor staff productivity, and manage accounts receivable more effectively. Ash and Zane talk about the importance of human touch in patient communications and how real-time analytics and AI-supported summaries can help owners and managers see tangible improvements within two to three months, all while consolidating software costs.

To learn more, visit: https://mydentalforce.com/

Key topics discussed:

• Using data from existing patient databases to drive revenue
• Simplifying and consolidating software tools for staff productivity
• Understanding unscheduled treatment plan value and patient reactivation
• Real-time task lists and prioritization for front desk teams
• Integration with phone systems for tracking staff performance
• Human vs. AI-automated patient communication
• Managing accounts receivable through targeted patient outreach
• Flat-rate pricing and implementation details
• The practical role of AI features in dental office operations

In this episode of Beyond Bitewings, recorded live from the Southwest Dental Conference, Herb Ford from Brown and Brown (formerly Wallace Specialty) joins Ash to discuss the common misconceptions about insurance coverage for dental practices. They discuss the critical differences between general liability, cyber, and professional liability insurance, emphasizing that many practice owners may be less protected than they realize. Herb offers real-world examples of how insufficient or misunderstood coverage can leave practices exposed to significant risks, especially with increasing cyber-attacks and the complexities around group benefits and business operations.

Herb also talks about the role of umbrella insurance and how it offers additional liability protection—but not for every type of coverage, such as property damage. The episode provides practical advice on how and why dental professionals should consider group policies, disability insurance for staff, and key person coverage to maintain practice continuity. The discussion wraps up with tips for protecting both personal and business assets and recommendations for addressing gaps in current insurance strategies.

To connect with Herb, you can call him at: 972-663-5195

Or email him at herb {at} bbrown.com

Key Topics Discussed:

• General liability, cyber, and professional liability insurance: what’s covered and what isn’t
• Cybersecurity, cyber insurance, and why IT providers are not a substitute for insurance
• The purpose and limits of umbrella insurance for dental practices and individuals
• Group benefits for dental practice staff, including health, disability, and life insurance
• Disability, business overhead, and payroll protection insurance to maintain business continuity
• The importance of entity professional liability coverage for practices with multiple associates
• Business interruption and extra expense insurance for property-related disruptions
• Employee dishonesty and theft coverage
• Practical advice for practice owners on assessing and improving current insurance coverage

Ash welcomes Dr. Corey Malnikof, and they discuss his journey from struggling clinic owner to leader of 24 successful healthcare practices. They talk about the early challenges he faced, including serious financial setbacks, and how critical moments and strong mentorship led to a major shift in his mindset and business approach. Dr. Malnikof explains that personal development, intentional leadership, and a focus on systems are key factors in rapid growth.

He examines how lessons from outside the healthcare industry, including companies like Starbucks and Ritz-Carlton, helped him build a distinct culture and training structure within his clinics. Dr. Malnikof also talks about the importance of discipline, consistency, and ongoing self-improvement, not just for practice owners but across the entire team. He also outlines practical steps for healthcare professionals who feel stuck, including tracking statistics, understand key business metrics, and seeking out mentors or peers who are already achieving your desired results.

To connect with Dr. Corey, visit: https://www.coreymalnikof.com/

Key Topics Discussed:

• Dr. Corey Malnikof’s early business challenges and financial struggles
• The importance of mentorship and mindset shifts
• Applying lessons from industries like Starbucks and Ritz-Carlton
• Building intentional culture and training within clinics
• The role of discipline and consistency in business growth
• Practical approaches to developing and implementing systems
• Tracking and analyzing practice statistics for growth
• The value of ongoing staff reviews and open communication
• Seeking guidance from mentors and outside high performers
• How a leader’s behavior is reflected in the team and practice

Ash welcomes Dr. Dave Rominski of the Doctor Referral Institute to discuss how dentists may be missing a huge amount of profit and the ability to have a more sustainable business. They talk about a common challenge many dentists face: having a packed schedule without seeing that busyness translate into greater profitability, and why it can change your practice by having intentional referral relationships. Plus, they discuss why these referrals attract not just more patients, but the right patients and cases for your practice.

Dr. Dave shares why simply filling your calendar doesn’t guarantee financial success, what truly influences provider-to-provider referrals, and how you can create a predictable referral system that improves both your case mix and your bottom line. Several points were raised, including how to identify your most valuable patients, the role of practice data and KPIs, and strategies for building and maintaining strong referral networks. Tune in to learn how shifting your focus from patient volume to relationship-driven growth can set your dental practice apart.

To connect with Dr. Dave, visit: https://referralsfordoctors.com/

Key Topics Discussed:

• Impact of referral quality versus patient volume on profitability
• Identifying and tracking ideal patient profiles and referral sources
• The role of KPIs and practice management software in monitoring referrals
• Value of consistent, dedicated efforts in referral relationship building
• Common mistakes in managing referral systems
• Importance of educating and communicating with referring providers and their staff
• Strategies for diversifying and maintaining referral sources

We're revisiting this important episode about what we call BAM, an essential financial metric for dental practices. BAM stands for the Basic Amount of Money Needed to Operate the Practice, a monthly cash flow target that covers not only overhead and loan payments but also the doctor’s take-home, retirement contributions, and other foreseeable necessary expenses. The conversation explains why BAM is not the same as breakeven or net income and highlights common mistakes dentists make when evaluating practice finances.

We talk about the practical steps for calculating BAM, noting the importance of using both historical and projected figures. Listeners learn to account for staffing changes, equipment purchases, rent adjustments, loan payments, and anticipated growth. The episode also addresses how BAM serves as a basis for staff bonus systems and why it should be reviewed annually to remain accurate and fair. Other considerations include handling unique expenses like retirement plan changes, owning versus leasing property, and whether to include discretionary spending.

Key Topics Discussed:

• What BAM (Basic Amount of Money Needed) means for dental practices
• The difference between BAM, breakeven, and net income
• Why BAM is a monthly cash goal based on collections, not production
• How BAM factors into staff bonus systems
• Annual recalculation of BAM and handling large changes (“baby BAM”)
• Adjusting BAM for new hires, anticipated expenses, and growth projections
• The treatment of rent, including owner-occupied property
• Accounting for loan payments, including deferred or interest-only periods
• Whether to include retirement contributions and discretionary spending
• The effect of BAM calculation on practice planning and financial management

Ash welcomes Dr. Ruth Mannschreck to discuss lessons learned from selling her dental practice and outlines practical steps for dentists preparing to transition out of ownership. They discuss one of her biggest mistakes: not preparing early enough for the sale, which resulted in leaving value on the table when Dr. Ruth sold her practice. She explains why it’s critical to consider not just the financial aspects but also operations, team culture, and personal goals well in advance of selling.

Dr. Ruth also covers key areas that practice owners should address, including increasing practice value, decreasing risk for buyers, identifying competitive advantages, and ensuring the business can run smoothly without the owner. She suggests involving the team in the transition process, even encouraging interactions between staff and potential buyers before a sale is finalized. The episode wraps up with Dr. Ruth's advice on creating a self-sustaining practice and her offer of a free checklist for those looking to prepare for a future sale.

Key Topics Discussed:

• Early preparation for selling a dental practice
• Determining your post-sale goals and non-negotiables
• Increasing practice value through team, systems, and culture
• Reducing buyer risk by addressing dependencies and diversifying referrals
• Practice branding and its impact on the sale
• Involving your team in the buyer selection process
• Building a competitive advantage beyond financials
• Creating a self-sustaining, turnkey operation
• Handling challenges with delegation and letting go of control
• Free practice transition checklist resource

In this episode, Ash and guet host, Erin discuss whether it is still worth buying a dental practice in today’s changing landscape. They talk through how the dental industry has shifted over the past decade, with urban market saturation, shifting reimbursement rates, and the rise of DSOs (Dental Service Organizations) creating a more complex environment for new and current dentists. Ash shares that while owning a practice used to be the standard end goal for most dental professionals, now the decision requires more individual consideration and careful research into location, business model, and personal goals.

The conversation touches on the pros and cons of both starting up a new practice and buying an existing one, as well as alternatives like joining a DSO or seeking equity in a group practice. Ash emphasizes the need for self-awareness, understanding your appetite for risk and business management, and the importance of factoring in potential exit strategies. The episode closes with practical advice on evaluating your own goals and considering all options before committing to practice ownership in a rapidly changing dental industry.

Key Topics Discussed:

• Shifting trends in dental practice ownership
• Impact of urban market saturation
• Differences between buying a practice and starting up
• Rise and influence of DSOs in the dental industry
• Importance of location and demographics
• Role of business models: PPO, Medicaid, fee for service
• Lender requirements for dental startups
• Adopting existing practice culture versus building your own
• DSO purchase structures and seller lock-ins
• Associates getting equity and alternative paths to ownership
• Generational differences in career goals
• Burnout risk and planning for exit strategies

In this episode, marketing strategist and entrepreneur Sean Garner joins the show to discuss how AI is changing the landscape of marketing for dental practices. Sean outlines the evolving definition of SEO, now known as Search Everywhere Optimization, emphasizing the need for practices to show up wherever patients are searching, from Google to ChatGPT and social platforms. He breaks down the four main pillars of SEO: technical SEO, user experience, content, and authority, explaining how each is critical to digital visibility and practice growth.

The conversation covers common pitfalls of relying solely on external marketing agencies, highlighting the importance of strong collaboration between dentists and marketers for authentic, unique content. Sean provides practical solutions for time-strapped practitioners, including the use of CEO time and video podcasts to generate content that reflects their expertise. The episode wraps up with actionable advice on website audits, collaboration strategies, and why balancing AI tools with human context gives practices an edge in a competitive market.

To find out more and connect with Sean, visit: www.SeanGarner.co/BeyondBitewings

Key Topics Discussed:

• Shifts in marketing driven by AI and new search behaviors
• The evolution from traditional SEO to Search Everywhere Optimization
• The four pillars of effective SEO: technical, user experience, content, and authority
• Common pitfalls in outsourcing marketing and how to avoid them
• The importance of authentic, unique content versus generic AI-generated articles
• Strategies for collaborating with marketing agencies and maximizing owner input
• The value of CEO time and content repurposing through video podcasts
• Tools and approaches to auditing website technical SEO and content structure
• Collaborating with other practitioners for increased authority and visibility
• Differentiation, competition, and mindset for practice growth