Securing the perfect location for your dental practice isn’t just about finding space... It’s a strategic decision that can make or break your business.

In this episode, Michael sits down with Max Burrows from Practice Real Estate Group to unravel the unique challenges dental tenants face on their path to establishing successful practices. Max, whose firm exclusively represents healthcare clients, arms listeners with clear guidance on navigating the sometimes overwhelming process of site selection, contrasting the approaches taken by first-time startup owners and multi-site groups. He reveals actionable insights that empower new practice owners to adopt the data-driven mindset typically reserved for seasoned groups, stressing that investing in an A+ location is non-negotiable, even if it means paying a little more in rent.

Max and Michael also dig into the make-or-break details of co-tenancy and why your neighbors matter as much as your square footage. Learn why being adjacent to a grocery store could turn your practice into a local destination or how picking the wrong neighbor can create endless headaches. As the episode wraps, Max shares why engaging a tenant representation broker early is the secret weapon that costs clients nothing, yet can save them from costly pitfalls. He finishes with his hard-won advice on resilience, innovation, and managing the financial curveballs that come your way, making this episode a must-listen for anyone serious about launching their practice.

What You’ll Learn in This Episode:

• The essential differences between site selection for startups versus established practice groups
• How to think like a multi-location group when opening your first practice
• Why prime real estate locations are worth the investment for long-term growth
• The impact of co-tenancy and what to look for in neighboring businesses
• Strategic tips to avoid common real estate pitfalls that plague dental startups
• The value of hiring a tenant representation broker (at no extra cost to you)
• Crucial lease terms that protect you from competitors and costly mistakes
• Max’s proven strategies for managing working capital and unexpected expenses
• The importance of consistent effort and creative problem-solving in business
• How to access Practice Real Estate Group’s exclusive tools, like their startup cost calculator

Ready to uncover the real estate strategies that set successful dental practices apart? Hit play and take your first step toward a smarter, more profitable practice location!

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Sponsors:‍

Practice Real Estate Group: healthcare real estate experts with over a century of experience in medical real estate across hundreds of transactions. Visit their site and mention "The Dental Marketer" for a FREE demographic and competition study for your new location! https://practicerealestategroup.com/

Guest: Max Burrows

Business Name: Practice Real Estate Group

Check out Max's Media:‍

Website: https://practicerealestategroup.com/

Max's LinkedIn: https://www.linkedin.com/in/max-burrows-b086351a2/

Practice Real Estate Group's LinkedIn: https://www.linkedin.com/company/thepracticecompanies/

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Are you missing out on the 70% of new movers ready to switch dentists?

Moving to a new city is both exciting and overwhelming for families, and the decisions they make about healthcare providers often hinge on who they know and trust. In this episode, Michael shares the game-changing strategy of collaborating with real estate agents to secure dental patient referrals. He breaks down why realtors hold unique influence: nearly 70% of movers switch healthcare providers within six months of relocating. Instead of relying on impersonal postcards or blanket marketing, Michael explains how realtors’ endorsements create an authentic sense of belonging and trust (essentials for converting newcomers into long-term patients.)

You’ll hear about three actionable partnership approaches: the heartfelt Welcome Gift Model, the visibility-focused Preferred Partner Model, and community-building Agent Appreciation Event Model. Michael details a step-by-step roadmap for launching these collaborations, from identifying the right realtors to employing value-driven scripts and maintaining strong, ongoing connections. Plus, you’ll learn the crucial missteps to avoid and how hospitality, rather than hard-sell tactics, is the true secret to building both lasting relationships and a thriving dental practice.

What You’ll Learn in This Episode:

• Why realtors are essential connectors for acquiring new patients
• The critical mistakes most dental practices make with local partnerships
• How to implement the Welcome Gift, Preferred Partner, and Agent Appreciation Event models
• A five-step framework for executing successful realtor partnerships
• Scripts and templates to start value-added conversations with realtors
• The follow-up formula to keep relationships warm and productive
• Why tracking results and ongoing engagement matter more than one-time efforts
• How to align your outreach with what motivates real estate agents
• Key ways to replace generic marketing with genuine hospitality
• How this referral system can transform your patient base and practice growth

Don’t miss this episode if you’re ready to build real, lasting relationships that grow your dental practice!

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Sponsors:‍

Net32: Founded by a dentist, for dentists. Net32 is the leading online marketplace for dental supplies, helping dental and medical professionals save on high-quality products for over 25 years. Start saving today at: https://www.net32.com/dentalmarketer

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Learn More About the Ground Marketing Course Here:

Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Imagine carving out a dental practice that puts principles and patient well-being above insurance red tape.

That’s exactly what Dr. Kristen Self set out to do in New Braunfels, Texas, building her pediatric dental clinic from the ground up (outside the confines of traditional insurance models.) In this episode, Dr. Self opens up about the emotional rollercoaster and practical challenges of staying independent, describing how she crafted a thriving, holistic, and minimally invasive practice tailored to families who value prevention, transparency, and genuine care.

Discover the pivotal decisions that shaped the fate of her business, from navigating a licensing hurdle that forced a rebrand to leveraging local storytelling for powerful, trust-building marketing. Dr. Self gets candid about the financial uncertainty and the payoff that comes with running a values-driven clinic, all while developing strong team foundations and a unique patient experience. You will walk away with actionable insights on authentic leadership, transparent communication, and creative marketing that connects deeply with your community!

What You’ll Learn in This Episode:

• How to establish a successful out-of-network, holistic dental practice
• The pros and cons of rejecting traditional insurance-based care models
• Ways to use local storytelling and authentic content for impactful marketing
• Building and maintaining transparent communication with both patients and staff
• Strategies for facing business setbacks and staying aligned with your ethics
• Systems that support a calm, reliable, and values-based dental environment
• The importance of community connection for patient engagement and loyalty
• Tools and ideas for effective local advertising and branding
• How adaptability and authenticity drive growth in independent practices
• Leadership lessons for nurturing a resilient, dedicated team culture

Tune in to uncover how authentic vision and creative strategy could be your next step to success!

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Sponsors:‍

Practice Real Estate Group: healthcare real estate experts with over a century of experience in medical real estate across hundreds of transactions. Visit their site and mention "The Dental Marketer" for a FREE demographic and competition study for your new location! practicerealestategroup.com

Guest: Dr. Kristen Self

Practice Name: River Smiles Dental

Check out Kristen's Media:‍

Website: riversmilesnb.com

Email: kristenkself@gmail.com

Kristen's Free Downloads: stan.store/DrSelf

Practice Instagram: instagram.com/riversmilesnb

Practice TikTok: tiktok.com/@riversmilesnb

Kristen's Instagram: instagram.com/kristenkself

Kristen's TikTok: tiktok.com/@kristenkself

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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What if becoming your town’s trusted dentist had less to do with technical skill and more with being the first name on everyone’s lips when dental questions arise?

This episode uncovers the real secret behind becoming the community’s go-to practice: building unmistakable authority where it matters most. Drawing from real-life examples and actionable strategies, we'll zero in on how public recognition, social mentions, and word-of-mouth from local leaders shape your reputation, often before patients even step foot in your office.

From nailing down your unique message to showing up on the right stages, online and in-person, we break down the four essential pillars of authority: clarity, visibility, education, and consistency. You’ll learn how to teach rather than promote, leverage collaborative partnerships, and roll out educational initiatives that make you a household name. Discover five quick-start authority plays you can implement today and follow a step-by-step 90-day action plan designed to transform your practice into a trusted resource for your entire community. Bottom line? Trust, built through education and presence, determines who gets the call when dental needs arise (not just the flashiest ad or fanciest equipment.)

What You'll Learn in This Episode:

• The four pillars dentists must establish to command community authority
• How to clarify your niche and message so patients know what you stand for
• Best practices for getting visible in local events, digital channels, and collaborating with area influencers
• Why teaching, not just promoting, builds trust and cements your reputation
• Five fast-track strategies to increase word-of-mouth and public recognition
• An actionable 90-day plan to boost your standing and become top-of-mind
• Tips for developing partnerships with other trusted local experts
• Ways to create signature offerings, like community classes or myth-busting series, that position you as a thought leader

Press play and discover how to make your dental practice the community’s first choice (without relying on endless promotions or noisy ads.)

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Learn More About the Ground Marketing Course Here:

Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

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What if you could reach your biggest practice goals in half the time you planned, without sacrificing your well-being along the way?

In this episode, Dr. Justin Baik reveals how he rapidly transformed his vision of dental practice ownership into reality, smashing his five-year plan in just two and a half years. Driven by the weight of student debt, Dr. Baik didn't wait for the "perfect moment." Instead, he seized unique opportunities presented during the COVID-19 pandemic, optimizing financial strategies and decisively launching his practice in a prime retail location outside Chicago.

Dr. Baik shares the blueprints behind his accelerated success, from leveraging low-interest rates and student loan refinancing to painstaking demographic research and data-driven site selection. He opens up about the practical sacrifices, the value of focusing on growing income (not just saving) and why prioritizing staff satisfaction and operational efficiency are non-negotiable for long-term success. Through honest reflection, Dr. Baik demonstrates how calculated risks, meticulous planning, and adaptable leadership can not only jumpstart your professional journey but also create space for a healthier work-life balance down the line.

What You'll Learn in This Episode:

• Smart strategies for paying off student loans in record time
• How to leverage economic cycles and low-interest rates for financial growth
• The step-by-step process of using data and demographics to select a winning practice location
• Why increasing income outperforms simply cutting expenses for rapid debt payoff
• Tactics to boost staff happiness and retain top talent
• The importance of relentless operational improvement
• Navigating the mental challenges and sacrifices of early practice ownership
• Creating robust systems that eventually give you more personal freedom
• The mindset shifts needed for sustainable, accelerated growth
• Practical resources Dr. Baik used to get ahead

Hit play to discover Dr. Baik’s proven path to achieving dental practice success, faster and smarter!

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Sponsors:‍

Net32: Founded by a dentist, for dentists. Net32 is the leading online marketplace for dental supplies, helping dental and medical professionals save on high-quality products for over 25 years. Start saving today at: net32.com/dentalmarketer

Guest: Dr. Justin Baik

Practice Name: Fox Pediatric Dentistry

Check out Justin's Media:‍

Website: foxpediatricdentistry.com

Email: justinbaik88@gmail.com

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

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Are your ground marketing events driving real results or just foot traffic with no follow-through?

Let's learn the secret to transforming your dental practice’s ground marketing efforts by focusing on the numbers that truly matter. In this episode, we unravel the common traps that derail dental teams, like mistaking positive interactions for meaningful impact or tracking a flood of metrics that don’t actually move the needle. Instead, we break down the five essential numbers every team should measure: contacts captured, same-day appointments booked, 24-hour conversions, show rate, and 30-day revenue. You’ll learn why your marketing events should function as mini-labs, designed to capture data, test new tactics, and fine-tune your approach for maximum patient growth.

We’ll guide you step-by-step through capturing leads more effectively, creating urgency for same-day bookings, and turning opportunities into real appointments within 24 hours. Discover practical language tweaks and reminder systems that boost your show rate and ensure new patients walk through your door. Plus, find out how to track 30-day revenue so you know which efforts yield actual ROI—and when it’s time to double down or walk away from a partnership. You’ll leave with a proven framework for assessing, adjusting, and amplifying your ground marketing strategies (all rooted in actionable data and smart experimentation.)

What You’ll Learn in This Episode:

• Why focusing on five core metrics outperforms tracking vanity data
• The step-by-step system for capturing quality leads at every event
• How to create urgency and book more same-day appointments
• Techniques for converting leads within 24 hours for higher success
• Scripts and strategies to improve your show rate dramatically
• How to tie each event to measurable, 30-day revenue outcomes
• Diagnosing weak spots (what your data tells you about your marketing gaps)
• The formula for running controlled, effective marketing experiments
• How to run productive team meetings for ongoing ground marketing success
• Clear benchmarks for deciding when to invest in or drop partnerships

Tune in now to turn your ground marketing events into real, revenue-generating engines for your practice!

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Learn More About the Ground Marketing Course Here:

Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

Ever felt that awkward moment when it’s time to talk dollars and cents with a patient, only to watch their interest in treatment vanish on the way to the front desk?

In this episode, we’re tackling one of the biggest bottlenecks in dental practice efficiency, "the dreaded financial discussion," and why it’s time to get your entire clinical team fluent in handling money conversations.

Michael is joined by dental efficiency expert Susan Leckowicz to unpack strategies that empower dental assistants and hygienists to confidently handle treatment costs and scheduling right in the operatory. Susan shares why cross-training staff and implementing standardized financial agreement forms can dramatically cut down on patients changing their minds post-consult, while also making life easier for your team. Hear how direct, early, and clear financial conversations (supported by scripts, flexible payment options, and simple forms) remove uncertainty for patients, build trust, and foster more accepted treatment plans. If you’ve struggled with lost revenue or team discomfort when discussing finances, this episode is packed with practical, step-by-step solutions!

What You'll Learn in This Episode:

• Why relying solely on a treatment coordinator can hinder case acceptance
• Step-by-step tips for cross-training dental assistants and hygienists to discuss finances
• How to create and leverage a standardized, auto-populated financial agreement form
• Effective scripts your team can use for confident financial conversations with patients
• How to seamlessly present payment options like CareCredit and upfront discounts
• Strategies for building trust and increasing patient commitment to treatment plans
• Ways to reduce patient drop-off between operatory and front desk
• Training methods to help your team feel comfortable discussing money
• The positive impact of streamlined processes on patient experience and productivity

Hit play now to discover actionable ways to simplify money talks and boost confidence in your treatment plans for your team and your patients!

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Sponsors:‍

CallRail: Never miss a call again! Voice Assist answers and qualifies every inbound call 24/7, so you capture every new patient. Try the 14 day free trial for our listeners at: sta.mx/m2wx

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Guest: Susan Leckowicz

Business Name: Dental Coaches

Check out Susan's Media:‍

Website: dentalcoaches.com

Email: susan@dentalcoaches.com

Book a Call with Susan! calendly.com/susan-dentalcoaches/podcast-fa-form

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

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Is there a one-size-fits-all way to build genuine relationships in both bustling cities and close-knit small towns?

This episode reveals how authentic, face-to-face interactions can weave your practice into the fabric of both urban and rural communities.

Instead of relying on impersonal ads or digital campaigns, we explore how presence, repetition, and genuine connection in everyday spaces build trust that no billboard can match. In urban environments, you’ll learn how to naturally fit into the rhythm of busy lives—showing up at the gym, the coffee shop, and even apartment complexes, always with a friendly smile and zero sales pressure. For rural areas, it’s about heartfelt gestures and authentic participation in community events—think local school gatherings, farmers’ markets, and neighborly thank-yous. Throughout, we’ll highlight practical ways to be recognized not as a promoter, but as a vital part of the community, while measuring your impact with metrics that actually matter.

What You'll Learn in This Episode:

• How ground marketing transforms practices into familiar, trusted faces
• Differences between urban and rural ground marketing (and why they matter)
• Real-life tactics for showing up in busy city spaces without being intrusive
• Ways to connect meaningfully at rural events and schools
• The importance of reciprocity and creating genuine value for your community
• How to use thoughtful gestures, from appreciation bags to local spotlights
• Designing engaging community walls and offers using QR codes
• Steps to begin your ground marketing journey, one location at a time

Ready to become a part of your community, not just another practice? Press play to learn the best way to promote your practice in urban and rural settings!

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Learn More About the Ground Marketing Course Here:

Website: thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

‍

Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

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