Dental Practice Acquisition | Profitability in Dentistry | Selling a Dental Practice
Dentists desire to get the most out of their practice when putting it on the market is common! But today we are starting to focus on what truly matters: the bottom line. Learn rules of valuation with CTC Associates expert Marie Chatterley.

Are you a buyer chasing after high collections number and number of ops only to find out the net profit is lacking? In this episode of Dental Unscripted, host Michael Dinsio sits down with Marie Chatterley, owner of CTC Associates, to debunk the myth that a practice’s worth is simply a percentage of its top-line revenue. With experience in the dental industry since 1988, Marie explains why EBITDA and adjusted profit are the true North Stars for any dental practice acquisition or transition.

Whether you are a first-time buyer navigating dental practice financials or a veteran owner preparing for a successful dental practice exit, this conversation reveals the technical "add-backs" and operational secrets that drive a premium valuation in 2026.

What You’ll Find Out:

• The Collections Trap: Why two practices with $1M in revenue can have vastly different sale values.
• The "Profit Multiple" Secret: Why the standard "70% of collections" rule is dead and what has replaced it.
• Inventory & Analysis: A look at the dental practice management reports that buyers and banks scrutinize most.
• The DSO Reality Check: How to compare private buyer offers against corporate "strings-attached" deals.
• Insurance vs. Freedom: Why transitioning to a fee-for-service model could be the fastest way to increase practice value today.
• Attrition Myths: Why the "20% patient loss" fear is often overblown and how to maintain loyalty.
• Debt & Anxiety: Strategic dental industry advice for younger buyers managing high student debt while acquiring.

Perfect For:

This episode is essential for dentists who need help understanding clinical practice management, those navigating the dentistry journey toward ownership, and established owners looking for profitability in dentistry.

Special Guest: Marie Chatterley

Marie Chatterley has been a leading force in dental transitions since 2003, having facilitated thousands of successful sales and associateships. As the owner of CTC Associates, she covers the Rocky Mountain region—including Colorado, Utah, and Montana—providing expert dental consulting and valuation services.

Connect with CTC Associates: https://ctc-associates.com/

Visit Dental Unscripted: https://dentalunscripted.com/
Visit Michael & Paula at https://nxlevelconsultants.com

Key Takeaway:

Dental practice valuation isn't about the amount of work you do; it's about the money that stays in the business.
Focus on profitability in dentistry and operational efficiency to ensure your practice is a salable asset, not just a high-volume job. Dental consultants can help you solve the missing pieces of this equation.

Stay Connected to Dental Unscripted for more great content on...
buying a dental practice, dental business, dental consulting, dental industry, dental management, dental podcast, dental practice acquisition, dental practice financials, dental practice revenue, dentist, dentistry journey, growing a dental practice, profitability in dentistry, running a dental practice, selling a dental practice, successful dental practice.

Is your team running the show while your grinding away to pay the bills? In this episode, Mike Dinsio, MBA and Paula Quinn, BSDH sit down with Jill Hasselman to expose the silent killers in dental ownership. If you are afraid to correct staff or rely too much on an outdated and generic employee handbook, you are exposing yourself to risk. This episode breaks down the exact dental practice operations needed to protect your license, fire toxic staff safely, and finally sleep at night. Stop being held hostage and avoid toxic situations. And why the "Document or Didn't Happen" strategy prevents lawsuits from sinking your practice.

WHAT YOU'LL LEARN

• Why "borrowing" a colleague's handbook is actually legal suicide for your practice.

• The psychological "Popup" trick that stops employee tardiness immediately.

• Why fighting unemployment claims often triggers expensive wage and hour lawsuits.

• How to document performance issues without being a "jerk."

• The "Document or Die" framework: Why if it isn't written down, it didn't happen.

• Understanding the massive gap in EPLI insurance that leaves most dentists exposed.

PERFECT FOR: Dental practice owners feeling held hostage by their staff, dental startup doctors establishing culture, and anyone seeking dental entrepreneur advice on navigating labor laws and dental teams.

SPECIAL GUEST Special Guest on Today’s Show:
Jill Hasselman is the Chief Growth Officer for HR for Health. With nearly 12 years of experience protecting doctors, she specializes in customized HR compliance and software solutions specifically for the dental industry.
HR for Health was founded by an employment attorney to help doctors prevent lawsuits before they happen.

🔗 Connect with HR for Health: https://www.hrforhealth.com

KEY TAKEAWAY Consistency is your best defense. HR isn't just about following rules; it's about regaining your freedom. By implementing consistent documentation and state-specific policies, you stop being a hostage in your own business and build a dental practice culture that respects your leadership.

STAY CONNECTED FOR MORE INFO ON:
dental practice management, dental business, dental team optimization, dental practice leadership, dental practice operations, running a dental practice, dental practice ownership, dental startup, dental hr, dental entrepreneur advice, dental practice challenges, dental industry insights, dental practice protection, dental leadership

DENTAL UNSCRIPTED:
Website: https://nxlevelconsultants.com/resources/dental-podcast/

WORKING WITH MICHAEL & PAULA:
Michael Dinsio, MBA and Paula Quinn, BSDH are dental practice consultants specializing in startups, acquisitions, and practice management optimization. Their proven frameworks help dentists navigate ownership, improve profitability, and build sustainable practices everywhere!
Website: https://nxlevelconsultants.com

Facebook: https://www.facebook.com/nxlevelconsultants/
Instagram: https://www.instagram.com/nxlevelconsultants/

PRODUCTION
Dental Unscripted
Hosted by Mike Dinsio, MBA & Paula Quinn, BSDH
©2025 NEXT LEVEL CONSULTANTS. All Rights Reserved.

Stop letting outdated front office practices like unchecked voicemails and messy sticky notes cost your dental practice thousands in lost new patients. Richard May of Mango Voice reveals how implementing an AI receptionist and standardized notes solves the massive 35% missed call crisis facing the average practice.

In this interview episode of Dental Unscripted, hosts Mike Dinsio and Paula Quinn talk to Richard May about the future of dental VoIP systems and how Mango Voice uses AI to capture leads and streamline front-office operations. This discussion is critical for any dental startup or established practice focused on reducing overhead and achieving higher profitability in dentistry.

What You’ll Learn to Boost Your Dental Practice Revenue:

• The painful truth: The average dental practice is still missing around 35% of their calls.

• Why voicemails are "dying"; only 27% of missed calls actually leave a message, and they are typically less than fifteen seconds long.

• How the Margo AI receptionist converts missed opportunities by engaging callers in conversations longer than three minutes 92% of the time.

• How AI Notes standardize conversation summaries (eliminating the need for sticky notes) and log them directly into your Practice Management Software (PMS).

• Gaining powerful call analytics, including a score (positive/negative/neutral) and transcripts, to coach your team on phone skills.

• Why Mango Voice provides free phone numbers and service for dental startup credentialing, avoiding critical upfront costs.

• Insights into the future of AI in dentistry, focusing on outbound solutions like recall scheduling and insurance verification.

Guest Expert: Richard May from Mango Voice.
Richard discusses how Mango Voice offers comprehensive voice over IP (VoIP) service, hardware, and innovative AI components designed specifically to enhance the front office experience for dental practices. His company is dedicated to solving real problems in the dental industry by focusing on efficiency and support, not replacement.

00:30 Introduction to Mango Voice: VoIP, Overheads, and Startup Solutions
07:23 Eliminating Sticky Notes: AI Notes, Standardization, and Multilingual Support
12:32 The 35% Missed Call Crisis: Why Voicemail Is Failing vs. AI Receptionist Margo
18:28 Automation and Team Support: Front Office Burnout & In-Efficiencies
26:33 The Visual Advantage: A "Drag-and-Drop" Call Funnel & New Marketing Funnel Tracking
34:28 Shark Byte Prediction: The Future of AI in Outbound Motions (Recall & Verification)

Dental startup owners and Established dentists seeking lower front office overhead, dental entrepreneurship focused on lead capture, and anyone interested in dental software and new technology solutions that fight front office burnout.

Links: 🔗 Learn more about Mango Voice:
https://get.mangovoice.com/nextlevelconsultants

🎙️ Subscribe to Dental Unscripted:
https://dentalunscripted.com/#sign-up

ABOUT THE HOSTS:

Mike Dinsio and Paula Quinn

Together focus on consulting the practice ownership journey. Their podcast covers vital aspects of a practice's lifecycle, including starting up, buying, and running a successful dental practice. They are the founders of NEXT LEVEL CONSULTANTS. FInd out more about working with them here: https://nxlevelconsultants.com

Topics Explored on This Podcast: dental practice management, AI receptionist, dental VoIP, dental business, growing a dental practice, dental software, dental practice hacks, dentist tips, future of dentistry, profitability in dentistry, dental startup, dental ownership, dental solutions, missed calls, sticky notes, front office burnout, dental industry, dental practice revenue, business of dentistry, dental accounting strategies, phone systems, practice management

AI Perio Charting achieves 8x ROI in 30 days with voice-activated technology. Shelley Mendoza reveals how Denti AI eliminates manual charting, reduces hygienist burnout, and boosts production.

Voice-activated AI technology is transforming dental practice management by solving the periodontal charting crisis that's plagued hygienists for decades. Shelley Mendoza, VP of Enterprise Solutions at Denti AI with 25+ years of clinical and DSO experience, shares how practices complete full perio charts in 3-5 minutes instead of 20-30 minutes while achieving unprecedented financial returns. Discover how automated staging, grading, and clinical documentation are reducing overtime costs, improving insurance claims approval rates, and keeping hygienists in the profession longer.

02:21 The periodontal charting problem costing dental practices money
04:02 Voice-activated AI perio charting: complete charts in 3-5 minutes
07:07 Training and implementation: navigational commands for hygienists
08:00 Achieving 8x ROI within first 30 days of implementation
10:24 Automated staging and grading eliminates manual calculations
14:18 Ergonomics and cross-contamination solutions for dental hygiene
16:22 AI scribe technology: real-time clinical documentation
17:56 Auto-charting integration with practice management software
19:13 Financial impact: reducing overtime and improving staff retention
21:42 Insurance claims approval through visual documentation
24:32 Future of dentistry: AI transformation predictions for next 2 years

Subscribe to Dental Unscripted on Apple Podcasts and Spotify for weekly insights on dental practice ownership, technology implementation, and business growth strategies. Leave a 5-star review on Apple Podcasts to help more dental professionals discover actionable solutions for their practices. Join our community on Instagram @dentalunscripted and share your biggest takeaway from this episode!

Related Episodes:

• Dental AI Phone Management Systems: https://share.transistor.fm/s/c50703ca
• Cloud Software Integration Strategies: https://share.transistor.fm/s/8cb6cee9
• Staff Retention Solutions for Dental Practices: https://share.transistor.fm/s/bc7c1cc2

Discussion Questions for Engagement:

1. What percentage of your hygiene appointments currently include full periodontal charting?
2. How much overtime are your hygienists working to complete clinical documentation?
3. What's your current insurance claims approval rate for periodontal therapy?
4. How has technology adoption impacted staff retention in your practice?
5. What AI solutions are you currently considering for your dental practice?

RESOURCES & LINKS:

Denti AI Demo: https://denti-ai-demo.gr-site.com/
Contact Shelley Mendoza for exclusive Dental Unscripted listener demos and special pricing

VISIT NEXT LEVEL CONSULTANTS: https://nxlevelconsultants.com
Expert dental practice consulting for startup, acquisition, and practice optimization

Dental Unscripted: https://dentalunscripted.com
Weekly episodes on practice ownership, management, and growth strategies

Discover how AI-powered imaging boosts case acceptance by 40% and transforms patient education with Pearl AI's Jared PoVey. Mike Dinsio and Paula Quinn sit down with Jared Povey, Senior Partner Executive at Pearl AI, to explore how artificial intelligence is revolutionizing dental practice management and patient care. Founded by dentists for dentists, Pearl AI represents the future of dentistry—where technology enhances clinical accuracy, eliminates missed diagnoses, and dramatically improves case acceptance.

What You'll Learn:

• Why AI color-coding transforms gray X-rays into powerful patient education tools that boost case acceptance
• How top dental practices use AI as a "$50k hygienist that never calls out" for quality control
• The "trust but verify" approach that helps dentists maintain consistency even during end-of-day fatigue
• Why 35+ years of clinical experience still benefits from AI's second set of eyes
• How Pearl AI catches pathologies, fractures, and decay that human eyes miss—especially at 4 PM on Friday
• The critical difference between dentists who adopt AI versus those who get left behind
• Real-world implementation: training, team adoption, and integrating AI into daily workflow
• Why "dentists using AI will replace those who don't" in the next 2-3 years

Jared PoVey brings a dental software platform founded by dentists and built by practicing clinicians. Pearl AI's technology applies cutting-edge artificial intelligence to imaging softwares, helping thousands of practices improve diagnostic accuracy, case acceptance, and patient communication. The company was founded by an AI entrepreneur whose second company brought machine learning to dentistry after consulting with his dentist father.
🔗 Learn more with a DEMO: https://pearl-ai-demo.gr-site.com/

00:00 Introduction to Shark Bite Week
02:42 What is Pearl AI? Company Background
08:42 Why AI for X-rays? The Patient Education Problem
14:15 Case Acceptance: 40% Improvement with Color-Coding
19:30 Trust But Verify: AI as Quality Control
26:53 Addressing False Positives & Clinical Judgment
29:30 Future of Dentistry: Who Gets Left Behind?
32:22 Training & Implementation for Dental Teams
34:40 Final Thoughts: AI Won't Replace You, But...

KEY TAKEAWAY:

The business of dentistry is evolving faster than ever. AI isn't replacing dentists—it's creating two categories: dentists who leverage AI for speed, efficiency, and accuracy, and those who fall behind. This episode provides the exact framework for successful dental practice owners ready to adopt dental software that delivers measurable ROI while improving patient outcomes.

RESOURCES:
📍Learn more with a Pearl AI DEMO: https://pearl-ai-demo.gr-site.com

📍 Next Level Dental Consultants: https://nxlevelconsultants.com
📍 Dental Unscripted Podcast: https://dentalunscripted.com

💬 Subscribe to Dental Unscripted on Apple Podcasts and Spotify
⭐ Leave a Review on Apple Podcasts—it helps other dental professionals find the show!
📧 Join our community of dentists mastering practice ownership

RELATED EPISODES:

• Torch Dental: Cut Supply Ordering by 64%
• Future of Dental Technology Series
• Dental Practice Management Best Practices

DISCUSSION QUESTIONS:

1. How comfortable are you with AI analyzing your clinical diagnoses?
2. What's your biggest barrier to adopting new dental software in your practice?
3. Have you experienced the "4 PM fatigue" factor in diagnosis accuracy?
4. How do you currently handle patient education for complex treatment plans?

MORE PODCAST TOPICS:

dental practice management, dental software, future of dentistry, dental practice growth, AI in dentistry, dental technology, successful dental practice, dental practice tips, dentist tips, dental industry, practice management, how to run a dental practice, dental consulting, business of dentistry, dental entrepreneurship, dental career, dental practice challenges, case acceptance, patient education, dental imaging technology, x-ray diagnosis, profitability in dentistry

Dental supply ordering is broken. Practices waste up to 10 hours weekly navigating multiple catalogs, tracking inconsistent SKU numbers, and paying wildly different prices for identical products **even in the same commercial building** 😳 Jordan Levitas, (Torch Dental Strategic Partnerships), exposes the hidden practices of dental supply distribution channels. Torch Dental has flipped the script on dental supply procurement and demonstrates how AI-powered technology is even revolutionizing supply management for modern dental practices.

RESOURCES & LINKS:

Torch Dental:

Schedule a Demo (mention Dental Unscripted for special benefits)

https://torch-demo.gr-site.com/

00:00 Welcome to Dental Shark Bite Week: AI & Technology Series

01:03 Introducing Jordan Levitas from Torch Dental

02:58 What is Torch Dental? The All-in-One Dental Supply Platform Explained

04:38 The Middleman Problem: Why Dental Supply Ordering is Antiquated

06:22 Creating Your Custom Inventory Dashboard for Staff Turnover

08:14 Consolidating All Suppliers in One Place (Not Substituting Yet)

09:01 Finding Substitutes: Testing Quality Products at Half the Cost

10:10 Paula's Reality Check: Supply Ordering Time Drain in Real Practices

11:22 Tag Systems vs. Modern Tech: How Practices Track SKU Numbers

12:00 The SKU Number Scam: Why Every Distributor Creates Different Codes

13:50 Universal SKU Matching: How Torch Translates All Distributor Catalogs

15:20 The 4-Factor Algorithm: Shipping Speed, Price, Availability, Cost

17:20 Price Transparency Shock: Same Building, Different Prices Explained

19:02 How Torch Gets Lower Prices: Volume + Technology = Savings

20:40 Replacing Tech, Not Staff: Freeing Your Team for Productive Work

22:18 Ordering Direct from Distributors Without the Sales Rep Markup

24:00 The Amazon Fresh Analogy: Multi-Supplier Cart Optimization

25:25 Cart Breakdown: How Orders Ship from Multiple Manufacturers

27:00 Optimization Logic: Prioritizing Speed, Savings, and Availability

29:10 Authorized vs. Unauthorized Distributors: Protecting Your Practice

30:45 Product Liability Risk: Why Manufacturer Backing Matters

32:12 AI Features: Predicting Supply Needs Before You Run Out

33:28 Smart Inventory: Torch Learns Your Ordering Patterns Over Time

35:10 Why Technology Adoption is Critical for Competitive Dental Practices

37:20 Overcoming the Learning Curve: Short-Term Pain, Long-Term Gain

38:28 Exclusive Next Level Consultants Partnership Benefits

Next Level Consultants:

Website: https://nxlevelconsultants.com

Expert dental practice consulting for startup, acquisition, and optimization

Related Episodes:

• AI Phone Systems for Dental Practices (Shark Byte Week)
• Reducing Overhead in Your Dental Practice by Outsourcing Billing
• How AI is changing the World and the Dental Industry (Shark Byte Week)

SUBSCRIBE TO THE CHANNEL:

Subscribe to Dental Unscripted for weekly insights on practice ownership, financial planning, technology adoption, and building thriving dental businesses. New episodes every week featuring industry experts, proven strategies, and actionable advice.

⭐⭐⭐⭐⭐ Rate 5 stars on Apple Podcasts or Spotify - If this episode helped you identify supply chain savings!

💬 Join the conversation:
What's your biggest supply ordering challenge?
Tag us Leave a comment @Instagram https://www.instagram.com/dentalunscripted/

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📧 Newsletter:
Get episode summaries, exclusive tips, and industry updates delivered weekly at https://dentalunscripted.com

HASHTAGS:

#DentalSupplies #TorchDental #DentalPracticeManagement #DentistryBusiness #PracticeEfficiency #DentalTechnology

Adrian, CEO of My Social Practice, reveals how AI agent "Annie" converts 1/3 of missed dental calls into scheduled appointments BOOM 💥
Generating an extra $5K-$65K a month in more revenue per practice.

How you might ask? Well dental practices are still missing 75-250 calls a month, 30% of which being new patients who

#1. Rarely leave voicemail (80% hang up).
#2. Adrian shares how ChatGPT's breakthrough enabled his team to build an AI receptionist that answers calls 24/7
#3. They are also good at scheduling patients into your PMS
#4. Cam handle complex conversations without sounding too robotic.

KEY TAKEAWAYS:

✅ Average dental practices miss 75-250 calls monthly, with 30% being high-value new patients (discover the solution at 9:00)

✅ 80% of callers don't leave voicemail—they just move to the next practice on Google (learn why at 35:20)

✅ AI agents convert 50-70% of missed calls into full conversations with proper training (see how at 25:12)

✅ Smaller practices generate $5-8K monthly, while busy practices see $65K+ in new revenue from AI scheduling (data at 38:02)

✅ Outbound AI calling for hygiene recare achieves 5-8% conversion—matching human performance without staff time (details at 41:52)

✅ Front desk teams need sales training, not just dental experience—AI never forgets the script (training framework at 16:31)

✅ The future: GEO (Generative Engine Optimization) replaces traditional SEO as ChatGPT captures search traffic (predictions at 45:03)

ABOUT OUR GUEST:

Adrian - CEO, My Social Practice

• Founded My Social Practice in 2009 as early dental social media pioneer
• Expanded to full-service dental marketing: SEO, ads, websites, reputation management
• Developed "Annie" AI agent—currently deployed in 200+ dental practices
• Expert in dental marketing, AI implementation, and practice revenue optimization

🔗 Learn More About Annie: https://www.mysocialpractice.com

ABOUT THE HOSTS:
Michael Dinsio, MBA and Paula Quinn, BSDH empower dental professionals to master practice ownership through proven systems for startups, acquisitions, and operational excellence.
Website: https://nxlevelconsultants.com
Instagram: https://www.instagram.com/nxlevelconsultants/
Facebook: https://www.facebook.com/nxlevelconsultants/

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⭐ Leave a review: Your feedback helps dental professionals discover strategies that transform their practices.

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Dental Unscripted:
Website: https://dentalunscripted.com
All Episodes: https://dentalunscripted.com
YouTube: https://www.youtube.com/@DentalUnscripted

RELATED EPISODES:
Shark Bite Week Episode 1: Tim Rich explains AI Fundamentals
Learn the foundational concepts of artificial intelligence and how it's impacting all industries before diving into dental-specific applications.

Dental Practice Marketing Strategies
Explore comprehensive approaches to attracting new patients through digital channels.

Outsourcing in Dental Practices
Paula and Mike discuss when and how to outsource administrative tasks to improve efficiency and reduce overhead.

Tim Rich reveals how AI dental claims automation achieves 80% approval rates and predicts voice-interface PMS by 2028!

AI pioneer Tim Rich shares insider knowledge from building insurance claim automation systems and explains how dental practices can leverage artificial intelligence today—not five years from now. Discover why traditional PMS systems like Dentrix and Eaglesoft are built on outdated technology, how new technology is automating front office workflows, and what practice owners must know about the coming AI transformation.
Rich breaks down the knowledge imbalance between insurance companies processing claims with AI versus dental offices still relying on manual entry. Learn about future plans to use AI to reduce aging AR, improve claims validation. Find out what Tim's predictions are for future developments and prepare your practice to integrate with medical-dental data exchange coming within the next two to three years.

TIMESTAMPS:

00:00 Introduction: Shark Bite Week and AI in Dentistry
01:06 Why Dental Practices Are Already Behind on AI
04:14 Tim Rich's Background: From Advertising to AI Pioneer
08:09 Insurance Claims Project: Inside the 80/20 Rule
12:10 The Knowledge Imbalance Costing Dental Practices Money
14:13 Go Dental AI: Automating Claims Like a Human
18:02 Aging AR Problems and Revenue Cycle Solutions
22:32 Large Language Models vs Traditional Software
24:28 Probabilistic Thinking: How Modern AI Actually Works
27:00 Teaching AI to Use Your Fridge (and Your PMS)
30:10 Go Dental's Approach: Reading Screens Like Humans
34:36 Why Big PMS Systems Are Built on Dead Technology
38:45 The Integration Problem: Dentrix, Eaglesoft & Innovation
42:11 2028 Predictions: Two Major Changes Coming
44:49 Centralized Patient Data Exchange Is Inevitable
45:44 Automated Clinical Analysis: Beyond Perio Charting
48:04 Medical-Dental Integration Through AI
52:00 The Mouth-Body Connection Healthcare Missed

Guest Contact:
Tim Rich - AI Developer & Dental Technology Consultant
Connect on LinkedIn: linkedin.com/in/timrich-ai

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Leave a Review: Help fellow practice owners discover actionable dental business insights. Your 5-star review on Apple Podcasts helps us reach more dentists navigating the ownership journey.

Next Level Consultants:
Work with hosts Michael Dinsio, MBA & Paula Quinn, BSDH for practice acquisition, startup guidance, and operational consulting.
Website: https://nxlevelconsultants.com

Dental Unscripted Podcast:
Website: https://dentalunscripted.com
All Episodes: https://dentalunscripted.com
YouTube: https://www.youtube.com/@DentalUnscripted