Converting leads into lifelong patients is more than just a process. It’s about alignment, insight, and execution. In this episode, we explore how leading DSOs tackle the challenges of lead management and the patient experience. Daniel Mirsky, SVP and Chief Information Officer of Sage Dental, and Heidi Arndt, Founder and CEO of Evolve Dental Advisors, discuss operationalizing soft skills, breaking down clinical silos, and building sustainable growth engines for DSOs.

Key Takeaways:

(02:34) Routing inbound calls to the right teams is key to lead conversion.

(05:24) No schedule blocks for new patients means lower conversion and limited growth.

(10:25) Cross-training clinical and ops teams breaks silos and boosts patient understanding.

(15:34) Centralizing insurance support helps spot trends and resolve complex issues faster.

(21:27) A finance waterfall provides flexible options for patients with varying budgets.

(24:55) Integrating dialer and practice systems enables quick, patient-focused action.

(30:41) Urgency comes from explaining why treatment matters and the risks of delay.

(32:18) A focused AI or aligner campaign aligns the team and boosts performance.

Resources Mentioned:

Daniel Mirsky

https://www.linkedin.com/in/danmirsky/

Sage Dental | LinkedIn

https://www.linkedin.com/company/sage-dental-southeast-florida/

Sage Dental | Website

https://mysagedental.com/

Heidi Arndt

https://www.linkedin.com/in/heidirarndt/

Evolve Dental Advisors | LinkedIn

https://www.linkedin.com/company/evolve-dental-advisors/

Evolve Dental Advisors | Website

https://www.evolvinggroupdentistry.com/

CareCredit

https://www.carecredit.com/

Patient Prism

https://www.patientprism.com/

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#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth

Data dashboards aren’t enough — growth today requires actionable insights delivered to the people doing the work. In this episode, hosts Amol Nirgudkar and A.J. Peak welcome Elliot Zibel, Founder and CEO of ClariFi Health, and Mick Janness, CEO of Oakpoint, to explore how modern DSOs can move from static reports to real-time decision-making. Together, they break down the tools, strategies, and KPIs that move the needle and explain why solving data infrastructure early can unlock EBITDA and drive long-term scalability.

Key Takeaways:

(04:37) Multiple PMS systems make it hard to standardize processes across practices.

(11:20) Data needs to be clear, focused, and actionable for those driving outcomes.

(20:02) Real intelligence means turning data into action, not just showing the past.

(25:02) AI is less about hype and more about supporting smarter, prioritized decisions.

(32:58) Without proactive data, many DSOs are flying blind each month.

(36:17) Phones and unscheduled treatment are key to filling open slots.

(40:56) Simplifying data helps front desk teams focus on what truly matters.

(45:17) Strong morning huddles directly boost team performance and daily outcomes.

(50:27) The right data, paired with context and coaching, drives efficiency and accountability.

(54:25) More X-rays fuel better AI, diagnostics, and treatment acceptance.

Resources Mentioned:

Amol Nirgudkar

https://www.linkedin.com/in/amolnirgudkar/

A.J. Peak

https://www.linkedin.com/in/ajpeak/

Elliot Zibel

https://www.linkedin.com/in/elliot-zibel-cfa-58858728/

ClariFi Health | LinkedIn

https://www.linkedin.com/company/clarifihealth/

ClariFi Health | Website

https://www.clarifi.health/

Mick Janness

https://www.linkedin.com/in/mick-janness/

Oakpoint | LinkedIn

https://www.linkedin.com/company/oakpoint/

Oakpoint | Website

https://oakpoint.us/

Domo

https://www.domo.com/

HEDIS Standards

https://www.ncqa.org/hedis/

Patient Prism

https://www.patientprism.com/

Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes.

#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth

Regulatory mistakes don’t just slow deals — they can kill them. In this episode, Amol Nirgudkar and AJ Peak sit down with Brian Colao, Member and Director of the Dental Service Organizations Industry Group at Dykema, to unpack the legal foundations every DSO operator must get right before thinking about a 10X exit. With three decades of experience and over 1,700 deals under his belt, Brian shares how to avoid costly compliance pitfalls and prepare your organization for a successful transaction.

Key Takeaways:

(02:01) Every DSO must nail three pillars: structure, agreements, and implementation.

(04:38) Non-dentists owning dental practices in restricted states is a deal killer.

(11:18) No matter your funding or plans, growth is limited if you can’t hire enough dentists.

(14:16) In 95% of cases, dentists must be classified as W-2 employees.

(19:50) Lawsuits or investigations can crater deals or cause major holdbacks.

(24:59) Sell-side QofE avoids major surprises in expected vs. actual EBITDA.

(30:45) Success often comes down to one thing — picking the right partner.

(33:24) Selling your life’s work deserves more than a quick LOI decision.

Resources Mentioned:

Brian Colao

https://www.linkedin.com/in/brian-a-colao-303619122

Dykema | LinkedIn

https://www.linkedin.com/company/dykema-gossett-pllc/

Dykema | Website

http://www.dykema.com

Amol Nirgudkar | LinkedIn

https://www.linkedin.com/in/amolnirgudkar/

AJ Peak | LinkedIn

https://www.linkedin.com/in/ajpeak/

Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes.

#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth

Procurement often feels like a cost center, but when approached strategically, it becomes a powerful lever for growth. In this episode, Amol Nirgudkar and AJ Peak examine how procurement evolves when doctors are included in the conversation. Leigh Feenburg, CEO of Advanced Dental Brands, and Mark Greenstein, EVP and Chief Growth Officer of Heartland Dental, share insights shaped by both startup-style scaling and enterprise-level optimization.

Key Takeaways:

(03:41) Doctor-designed formularies ease adoption and cut supply costs.

(09:57) Tapping into the emotional treasure of doctors drives formulary alignment.

(14:58) Partnering with vendors and using tech unlocks savings and flexibility.

(20:32) Market intelligence fuels long-term savings and smarter supply choices.

(25:38) Lab success relies on experience, communication, and trusted partners.

(31:08) Digital dentures reduce lab variation and bring more doctors onto the formulary.

(35:09) Investing in digital tech lowers costs, improves quality, and strengthens core services.

(40:12) Scanner costs are offset by savings on impression material and shipping.

Resources Mentioned:

Leigh Feenburg

https://www.linkedin.com/in/leigh-feenburg-1bba10aa/

Advanced Dental Brands | LinkedIn

https://www.linkedin.com/company/teamadb/

Advanced Dental Brands | Website

https://teamadb.com/

Heartland Dental | Website

https://heartland.com/

"Nudge" by Richard H. Thaler and Cass R. Sunstein

https://www.amazon.com/Nudge-Improving-Decisions-Health-Happiness/dp/014311526X

Amol Nirgudkar | LinkedIn

https://www.linkedin.com/in/amolnirgudkar/

AJ Peak | LinkedIn

https://www.linkedin.com/in/ajpeak/

Thank you for listening to “Healthcare 100.” Be sure to leave us a review and subscribe so you don’t miss out on any episodes.

#FutureOfHealthcare #AIInHealth #HealthcareInnovation #DigitalHealth