『Office Hours For Practice Owners』のカバーアート

Office Hours For Practice Owners

Office Hours For Practice Owners

著者： Justin Marti
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Office Hours for Practice Owners is the go-to podcast for healthcare practice owners who want to start, grow, protect, and eventually exit their businesses with more clarity and confidence. Hosted by attorney and healthcare business advisor Justin Marti, the show breaks down the legal and strategic issues that matter most to practice owners — from ownership, compliance, and contracts to scaling, buying, selling, and structuring a practice for long-term success. If you want practical insights that make law simple and help you make smarter business decisions, listen to Office Hours for Practice Owners.Copyright 2026 Justin Marti マネジメント マネジメント・リーダーシップ リーダーシップ 経済学
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  • What 70,000 Dental Practices Reveal About Retention, Case Acceptance, and AI

    What 70,000 Dental Practices Reveal About Retention, Case Acceptance, and AI
    2026/06/16
    What 70,000 Dental Practices Reveal About Retention, Case Acceptance, and AIwith Ali Hyatt of Henry Schein One Justin Marti welcomes Ali Hyatt, Chief Customer and Growth Officer at Henry Schein One, for a data-rich look at what’s actually happening inside dental practices today. Ali oversees growth and customer experience across the entire organization (sales, marketing, onboarding, implementation, training, customer success, and account management), giving her a rare, end-to-end vantage point into how modern dental organizations operate. A UPenn graduate with an MBA from Dartmouth’s Tuck School of Business, she built her career at the intersection of healthcare innovation, growth strategy, and emerging technology, including years in telehealth at Amwell. Drawing on Henry Schein One’s Catalyst Index, built from roughly 5,000 practices and visibility into nearly 70,000 nationwide, Ali unpacks a counterintuitive finding: no-show and cancellation rates are improving, yet patient retention is slipping. The conversation digs into where emerging DSOs should focus, how AI is reshaping the front desk and the operatory, and why the path to growth almost always starts at the clinical moment.What You’ll Learn in This EpisodeWhy falling cancellation rates can mask a retention problem, and what the top 10% of practices do differentlyHow standardized scheduling and confirmation workflows quietly protect revenue at scaleThe collection-rate gap (95% vs. 98%) that decides whether your hard work actually gets paidWhy patients “delay what they don’t understand”: how to close the case-acceptance gap between 45% and 75%Where AI is already earning its keep: ambient voice notes, second-opinion imaging, and front-desk scheduling agentsThe 2–3 focus areas emerging DSOs should prioritize before trying to do everything at onceTimestamps — Audio (+13s offset)[00:00] Intro[01:58] From Telehealth to Dental: Ali’s Path[04:32] Inside the Catalyst Index: Data From 70,000 Practices[06:12] The Retention Paradox[07:18] Why Schedule Reliability Wins[09:15] Holding SOPs Together at Scale[10:49] Getting Paid: The Image Verify Edge[13:19] Why Patients Delay Treatment[16:07] Closing the Case Acceptance Gap[17:26] AI in the Operatory and at the Front Desk[23:21] Where Emerging DSOs Should Focus[24:53] The MCP Layer and What Comes Next[31:19] Where to Find the Catalyst IndexResources MentionedHenry Schein One — HenryScheinOne.comDentrix Ascend — DentrixAscend.comHenry Schein One Catalyst Index — 2026 Catalyst Index for DSOs (annual practice-performance report) — View reportImage Verify (claim-readiness imaging tool via Dentrix Ascend)Ambient AI voice notes / clinical documentationMCP layer in Dentrix Ascend (production-focus AI, in beta)CareCredit (patient financing)Amwell (telehealth — Ali’s prior company)Thrive Live (Henry Schein One annual event)Claude by Anthropic (AI assistant referenced)Curodont (referenced in audio as a non-drill caries treatment — product name approximate; flag for verification)Connect with Ali HyattTitle: Chief Customer and Growth Officer, Henry Schein OneLinkedIn: linkedin.com/in/alirobbinshyattCompany: Henry Schein One — HenryScheinOne.comPractice management platform: DentrixAscend.comCatalyst Index report: 2026 Catalyst Index for DSOsConnect with Justin MartiLinkedIn: https://www.linkedin.com/in/justinmartiEmail: justin@martilawgroup.comWebsite: martilawgroup.com
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    33 分
  • DSO or Doctor-to-Doctor? How to Exit Your Dental Practice the Right Way — with Matt Sutton & Andrew Kobylski of McLerran & Associates

    DSO or Doctor-to-Doctor? How to Exit Your Dental Practice the Right Way — with Matt Sutton & Andrew Kobylski of McLerran & Associates
    2026/06/09

    Host Justin Marti of Marti Law Group sits down with Matt Sutton and Andrew Kobylski of McLerran & Associates, one of the country's leading dental-specific sell-side brokerages. Matt brings over 20 years in the dental space as a banker, broker, and former VP of Business Development for a fast-growing, PE-backed orthodontic DSO, while Andrew — a former healthcare-focused wealth advisor and CFP — leads valuation and transition advisory work across both the private and DSO markets. Together they unpack the real difference between selling to a fellow dentist and affiliating with a DSO, why the “why” behind your exit matters as much as the dollars, and what today's market is actually rewarding. If you're a practice owner who wants to exit on your terms — not leave money (or your sanity) on the table — this conversation is your roadmap.

    What You'll Learn in This Episode
    1. Why the smartest sellers get a valuation three to five years before they plan to exit — and what that head start lets you fix
    2. How DSO deals and doctor-to-doctor sales really differ across valuation, work-back expectations, and tax treatment
    3. The reason a headline multiple can be deeply misleading — and why your true, defensible EBITDA matters far more
    4. What's driving today's seller's market on the private side, and what cooled the DSO gold rush after 2023
    5. How to spot a deal structure padded with unattainable earn-ups before you sign the letter of intent

    Timestamps

    [00:00] Intro

    [01:28] Two operators, one mission: meet Matt & Andrew

    [04:24] Why McLerran keeps everything in-house

    [08:03] Selling with the end in mind: the fiduciary approach

    [13:05] The half of your exit nobody talks about — your “why”

    [16:07] Equity structures and the power of optionality

    [17:50] Why the private market has never been stronger

    [20:37] The valuation you should've gotten three years ago

    [24:07] After the gold rush: the DSO “hangover”

    [32:45] Multiples lie. EBITDA doesn't.

    [34:34] The $17M offer that wasn't

    [40:22] How to work with McLerran


    Resources Mentioned
    1. McLerran & Associates — DentalTransitions.com



    Connect with Matt Sutton & Andrew Kobylski

    Website: https://dentaltransitions.com/

    Matt Sutton on LinkedIn: linkedin.com/in/contactsutton

    Andrew Kobylski on LinkedIn: linkedin.com/in/andrew-kobylski

    Email: matt@dentaltransitions.com | andrew@dentaltransitions.com

    Free discovery calls are available daily through the McLerran website.

    Connect with Justin Marti

    LinkedIn: linkedin.com/in/justinmarti

    Email: justin@martilawgroup.com

    Website: martilawgroup.com
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    42 分
  • Inside the Med Spa M&A Boom: How to Maximize Your Exit with Chris Hubble of Lux Med Transition Strategies

    Inside the Med Spa M&A Boom: How to Maximize Your Exit with Chris Hubble of Lux Med Transition Strategies
    2026/06/02
    In this episode of Office Hours, host Justin Marti of Marti Law Group sits down with Chris Hubble, Founder and CEO of Lux Med Transition Strategies, an M&A advisory firm dedicated to the medical aesthetics and wellness space. With a 20-year career in healthcare , including senior operational roles at Med Synergies and a multi-year run building a speciality dental DSO — Chris brings a rare perspective shaped by sitting on both the buyer and seller sides of the table.Together, Justin and Chris unpack what aesthetic and wellness practice owners need to know about today's buyer landscape, the operational and financial metrics that drive valuation, and the costly missteps that can quietly erode a deal. If you own a med spa, plastic surgery practice, or wellness business , or you're even three to five years out from a potential exit , this conversation is a strategic playbook for getting ready the right way.What You'll Learn in This EpisodeThe real difference between selling to a family office vs. private equity , and why the source of capital changes how you'll be managed post-closeThe operational, compliance, and financial KPIs aesthetic practice owners should be tracking now to protect (and grow) their multipleWhy introducing a buyer to your team too early can cost you a million dollars at the eleventh hourHow to evaluate whether you're actually ready to go to market , or whether you need a 2–3 year runway to fix structural issues firstWhy partnership fit, not just price, determines whether your exit becomes a legacy win or a long, painful "marriage"Timestamps (Audio Version)[00:00] Intro[01:50] What Lux Med actually does for sellers in the aesthetics space[02:48] From hospital MSOs to dental DSOs: Chris's path through healthcare consolidation[07:17] Why medical aesthetics looks like dental did 10 years ago[10:26] Family office vs. private equity: the distinction sellers miss[17:02] The operational and financial metrics buyers actually care about[21:35] Why going it alone almost always leaves money on the table[24:48] The $1M lesson: what happens when you introduce the buyer to your team too soon[28:48] Selling in 5 years vs. selling tomorrow: how to prepare either way[33:17] Inside Julia AI: the first AI-powered buyer–seller matching tool in M&A[35:31] How to get a no-obligation valuation from Lux MedResources MentionedLux Med Transition Strategies: https://luxmedtransition.comProfessional Transition Strategies (PTS): https://professionaltransition.comJulia.ai (PTS/Lux Med's proprietary AI-powered buyer–seller matchmaking tool): https://professionaltransition.com/julia-ai/Kyle Francis (Founder & President, Professional Transition Strategies): https://www.linkedin.com/in/kylewfrancis/MedSynergies (acquired by Optum in 2014): https://www.optum.com/business/about/news/optum-to-acquire-medsynergies.htmlOptum (UnitedHealth Group): https://www.optum.comAuthority Magazine — Chris Hubble interview: https://medium.com/authority-magazine/chris-hubble-of-luxmed-transition-strategies-five-things-you-need-to-know-to-succeed-in-the-modern-112469feeb77Connect with Chris HubbleWebsite: https://luxmedtransition.com (Contact Us page)Company LinkedIn: https://www.linkedin.com/company/luxmed-transition-strategiesConnect with Justin MartiLinkedIn: https://www.linkedin.com/in/justinmartiEmail: justin@martilawgroup.comWebsite: martilawgroup.com
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    40 分
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