Dental Unscripted | Getting into Ownership and Practice Management Insights

“You’re slammed three weeks out, your team’s running full speed, and there’s still no money in the account.” Dental practice profitability drops the moment you add a fourth clinical day without the patient flow to fill it. Mike Dinsio and Paula Quinn break down the five most common reasons dental practices stay busy but never build real profit and what to change about each one.

• Why adding another clinical day almost always kills your margins instead of improving them
• The magic 1-1-1 formula and how multiple Next Level Consultants clients hit $1.5M on just three days a week
• The $150/hr vs. $500/hr mistake dentists make when they refuse to hire a hygienist
• How 121 out of 257 new patients disappeared from one practice’s schedule in a single year and what that costs
• Marketing dependency: when $60–100K in annual ad spend is masking a retention leak
• The “house broke” trap when your rent requires $2M in production and you’re doing $1M
• Why bringing on associates too early drains exactly the profit you’re trying to protect
• Block scheduling, operatory strategy, and the clinical systems that compress more production into fewer days

Perfect for practice owners, dental startups, and any dentist wondering why production looks fine but the bank account doesn’t.

Busy is a feeling. Profit is math. The gap between them is almost always a systems problem, not a volume problem.

🎙 Subscribe and watch on YouTube: https://www.youtube.com/@DentalUnscripted
🌐 https://dentalunscripted.com
🌟 Love the show? Rate and review! It helps other practice owners find us 🫶

About the Hosts:
Michael Dinsio, MBA & Paula Quinn, BSDH - Next Level Consultants
Dental practice startups, acquisitions, and practice management consulting. https://nxlevelconsultants.com
https://www.instagram.com/nxlevelconsultants/

Topics on this podcast:

dental practice profitability, running a dental practice, dental business, dental overhead, practice management, growing a dental practice, dental practice growth, dental startup, dental practice management, dental practice finances, dental practice challenges, buying a dental practice, dental practice operations, dental practice efficiency, dental entrepreneurship

Production by © Dental Unscripted 2026
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

"Your dental marketing strategy from 18 months ago is already outdated and it shifted again this week."

SPECIAL GUEST ON THIS EPISODE:
Guido Tebano — CMO, Market My Market
https://marketmymarket.com

Mike Dinsio and Guido Tebano break down why 2026–2027 is the best window in a decade to open or acquire a dental practice. Apple Maps just launched ads, ChatGPT is running beta ad placements for dental categories, and Google now surfaces AI-driven price justification in search results. Established practices have thousands of Google reviews but zero on Apple Maps — for startups, that's a level playing field.

- Why Apple Maps ads change the cost-per-lead equation for dental startups
- The two Google review thresholds (33 and 100) that actually move the algorithm
- How ChatGPT aggregates your review responses into its patient recommendations
- Why your website content (not its design) determines whether AI can find you
- Five website CTAs that drive patient conversions: insurance, new patients, language, in-house plans, financing
- Three action items for this week: claim Apple Maps, apply for ChatGPT ads, pull a demographic study

Perfect for dental startup owners, dentists in acquisition mode, and established practice owners wondering why their marketing stopped working.

If the next 12 months are a marketing window, this episode lays out the playbook. Guido's three-step action list — claim Apple Maps, apply for ChatGPT ads, pull a demographic study — is a starting point any practice can act on this week.

🎙 Subscribe and Watch
YouTube: https://www.youtube.com/@DentalUnscripted
Website: https://dentalunscripted.com

🌟 Love the show? Rate us on Apple Podcasts and Spotify — it takes 30 seconds and helps other dentists find Dental Unscripted 🫶

Keywords: dental marketing, dental seo, dental startup, dental practice growth, apple maps ads, chatgpt ads, growing a dental practice, dental business, google maps optimization, dental consulting, dental practice startup, dental entrepreneurship, buying a dental practice, dental solutions, how to run a dental practice

Production by © Dental Unscripted 2026
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Most dental practice owners take home 30% and call that real profit, but if an associate can in and costs you the same percentage, the practice itself earned nothing. Essentially you are breaking even! That's the math Omar Virjee runs with every one of his 600+ dental clients, and it changes how owners see their own P&L overnight.

SPECIAL GUEST ON THIS EPISODE:
Omar Virjee, CPA - CEO & Founder, Virjee Consulting
Dental and medical CPA serving 600+ practices nationwide
14 years specializing in dental practice financial planning and tax strategy. Entrepreneur since age 14, exited his first business at 21
Active real estate investor and practice profitability advisor

What you'll discover in this episode:

• Why depreciation and amortization inflate your expenses and hide what you actually made
• The difference between tax income and real income, and why your CPA tracks both
• How mid-year tax planning between August and September unlocks $40K–$60K that April filing misses
• Why 25% EBITDA means your own practice outperforms the S&P 500 as an investment
• The QBI/Section 199A deduction and the income threshold that makes it free money
• How to build the three-legged stool, practice value, real estate, index funds
• What "golden handcuffs" actually look like on a dental P&L
• Why saving $100K/year for 10 years generates enough passive income to cover half your family's expenses

Perfect for dental practice owners, associate dentists planning to buy, and any dentist who reads their P&L and doesn't trust what it says.

The wealth conversation dental school never had, and the one number that tells you whether you own a business or just a high-paying job.

Love the show?
Subscribe and watch on YouTube:
https://www.youtube.com/@DentalUnscripted

Learn more about Next Level Consultants:
https://nxlevelconsultants.com

🌟 Leave a 5-star rating and review on Apple Podcasts, it takes 30 seconds and helps more dental practice owners find us. 🫶

Topics covered on this podcast:
dental practice finances, dental practice profitability, dental tax planning, dental financial planning, dental CPA, dental practice ownership, profitability in dentistry, dental EBITDA, dentistry and finance, dental practice financial tips, dental business, dental practice management, building wealth in dentistry, dental entrepreneur advice, dental practice expenses

Production by © Dental Unscripted 2026

The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Your dental team's burnout isn't about workload, it's about four leadership failures you can fix starting today. We break it down so that it makes perfect sense.

Mike Dinsio and Paula Quinn explain why dental teams burn out. From tolerating unreliable employees out of fear to micromanaging without systems to back it up, this episode names the patterns that destroy morale and gives you the reset framework.

- Why keeping one bad employee burns out every good one watching you tolerate it
- The "CEO effect", how business education creates micromanagement your team wasn't prepared for
- How a 4-person team produced $800K at 50% profitability with tight systems
- Why recognition done at the wrong time enables bad behavior instead of fixing it
- The difference between rescuing employees and actually recognizing them
- How to reset expectations and accountability without being a tyrant
- Why most offices aren't understaffed, they're disorganized

Perfect for dental practice owners, associate dentists considering ownership, and office managers navigating team performance and daily operations.

Burnout doesn't get fixed by self-care weekends. It gets fixed when the owner takes accountability for the culture they've allowed and makes the hard staffing decisions they've been avoiding.

🔗 Watch on YouTube: https://www.youtube.com/@DentalUnscripted
🔗 https://nxlevelconsultants.com

🌟 Love the show? A quick rating and review helps other dental professionals find us 🫶

Keywords: dental practice leadership, leadership in dentistry, dental team optimization, running a dental practice, dental practice management, dental business, dental practice challenges, practice management, dental practice operations, dental practice profitability, dental coach, dental practice efficiency, dental consulting, dental burnout, team retention

Production by © Dental Unscripted 2026.
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Earning 30% as an associate means zero equity. Practice ownership is the retirement move that changes everything when done the right way of course. Michael Dinsio and Paula Quinn deliver this 2-minute breakdown of what associates are really leaving on the table. Paula shares how buying a practice (even while paying a dentist 30% and carrying a loan) catapulted her retirement from way behind to back-on-track in about three years. Plus: Why dental startups in areas growing 15–20% year over year are hitting $1M in year one.
Get the FREE "First Steps of A Startup" from Michael & Paula Here: https://nxlevelconsultants.com/wp-content/uploads/2026/02/Starting-Up-E-Book.pdf

• Why 30% production pay will never build real wealth
• How dental practice equity accelerated retirement by years, not decades
• The location strategy behind $1M first-year dental startups
• What 15–20% year-over-year growth looks like in underserved markets
• Why picking where patients need you most is the #1 startup decision

Perfect for dental associates weighing ownership, dentists exploring a dental startup, and anyone serious about building net worth through dental practice ownership.

The opportunity cost of waiting isn't getting a raise every year as an associate, it's another year of equity you'll never get back.

🌟 Love the show? Rate and review Dental Unscripted it helps other dentists find us! 🫶

Subscribe on YouTube: https://www.youtube.com/@DentalUnscripted
Website: https://dentalunscripted.com
Instagram: https://www.instagram.com/nxlevelconsultants/

Keywords: owning a dental practice, dental startup, dental practice ownership, starting a dental practice, dental entrepreneurship, practice ownership journey, dental practice startup, dental practice profitability, dental business, growing a dental practice, dental practice growth, dental startup tips, dental practice finances, running a dental practice

Production by © Dental Unscripted 2026
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

You're taking on a lot as an associate, the clinical liability, production quotas, the team drama, the no-shows, AND you're only keeping 30% of production. The other 10–20%... That's going to the owner of the practice. That's also equity you are building for someone else every year you wait to get into ownership.

Michael Dinsio and Paula Quinn lay out the five 'Opportunity Costs' that keep dentists stuck as associates when they should be building wealth through a dental practice startup. Paula Quinn shares how three years of ownership took her from "I'm going to be 100 before I can retire" to getting financially ahead of the curve, even paying another dentist 30% and servicing her business loan.

What we will discover:

• Why the equity "cream" above your 30% paycheck is where real wealth starts, and why associates never see it
• How 5 NLC startup clients hit $1M in year one by choosing high-growth locations most dentists overlook
• The $100K marketing play: save on buildout, spend on patients, and why $30K isn't enough
• How one Colorado startup spent $10K/month on mailers and pulled 120 new patients monthly
• Why quitting your associate job at breakeven is a "double-double" mistake that costs you twice
• The milling machine trap and other equipment decisions that drain startup budgets
• Why $1,000/month invested at 35 beats $18K/year crammed in at 55 (Mike tells the story about his dad).

Perfect for associate dentists considering ownership. This episode gets into dental practice startup and managing the buildout, marketing, and working as an associate to give you the roadmap to successfully hitting 1 Million dollar Year One in a dental practice startup.

The real cost isn't what it costs to do a startup, it's the $2–4M net worth you'll never build by staying an associate. Every year you wait, compounding works against you instead of for you.

🎥 Watch the full episode on YouTube
https://www.youtube.com/@DentalUnscripted

Visit Our website Next Level Consultants, where Mike and Paula provide services to dentists who want to own or already own.
🌐 https://nxlevelconsultants.com

🌟 Love the show?
Rate and review on Apple Podcasts or Spotify, it takes 10 seconds and helps other dentists find us! 🫶

This show covers in depth these topics:
dental startup, starting a dental practice, dental practice startup, owning a dental practice, dental practice finances, dental entrepreneurship, dental marketing, dental business, dental startup tips, practice management, dental practice profitability, dental practice ownership, running a dental practice, dental practice growth, dental startup advice, practice ownership journey, dental practice revenue, dental coach

Production by © Dental Unscripted 2026
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Your broker pulled the reports and your CPA checked the financials but neither of them dig into the practice operationally at the ground level, you know where the reality of how a practice operates is hiding in plain sight. This episode breaks down "the chart audit that actually protects dental buyers." Michael Dinsio, MBA and Paula Quinn, BSDH walk through the due diligence layer, the operational chart audit that reveals whether a dental practice acquisition will support or sink its new owner after closing day.

What you'll discover:

• Why a broker reported 1,500 active patients but the real number was closer to 1,000
• The 18-month rule for separating true hygiene patients from inflated software counts
• How pre-appointment rates predict whether your schedule will be full or empty in six months
• Why $200K in ortho revenue became a liability for a buyer who couldn't do the procedures
• How transition plans quietly eat cash flow when nobody re-runs the projections
• What procedure code clusters reveal about complex cases you may not be able to replicate
• Why AR reports and collection protocols expose front office problems before you close
• The difference between validating broker data and auditing real operational risk

Perfect for dentists in the acquisition process, first-time buyers navigating due diligence, and anyone focused on dental practice profitability before and after the close.

The real risk in buying a dental practice isn't in the numbers your CPA already checked, it's in the operational patterns nobody examined. This episode gives you the framework to audit what actually matters before you sign.

Subscribe and watch on YouTube: https://www.youtube.com/@DentalUnscripted
Website: https://dentalunscripted.com

🌟 If this episode helped you feel more prepared for your acquisition, leave a rating and review, it helps other dentists find us. 🫶

Keywords: dental practice profitability, buying a dental practice, dental practice acquisition, dental practice management, practice acquisition, dental practice operations, dental practice finances, dental practice challenges, owning a dental practice, practice ownership journey, dental business, dental practice tips, dental practice hacks, running a dental practice, dental coach

Production by © Dental Unscripted 2026
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Most dentists close on a practice, lock in the business overhead policy, and assume they're fully covered. But that policy pays your staff, your lease, your equipment loans, and after all of that, there's nothing left for your mortgage, car payment, or family expenses. Michael Dinsio and Paula Quinn break down the insurance gap that catches practice owners off guard and the two-policy setup that closes it.

What you'll discover: why business overhead insurance leaves your personal income completely exposed, the surprising stat, dentists face nearly the same disability risk as construction workers, how relying on one policy leaves you short on both sides, the two-policy action plan every buyer and startup owner should lock in before closing day, and why personal disability coverage is the piece most docs skip until it's too late.

Perfect for dentists buying a dental practice, planning a dental startup, or already running a dental practice without both policies in place.

Here's the reality: disability risk doesn't care that you went to dental school. The physical demands of clinical work, awkward positioning, fine motor repetition, neck and shoulder strain, add up fast. Owning a dental practice means protecting it and yourself, and the time to get both policies locked in is before you close, not after. Head to nxlevelconsultants.com to book a consultation.

Subscribe on YouTube: https://www.youtube.com/@DentalUnscripted
Website: https://dentalunscripted.com

If this episode helped you rethink your coverage, leave a rating and review. It helps other dentists find the show. 🌟🫶

Keywords: owning a dental practice, starting a dental practice, running a dental practice, dental practice finances, dental startup, dental practice expenses, dental financial planning, dental practice financial tips, practice ownership journey, dental entrepreneur advice, buying a dental practice, dental practice ownership, dental practice challenges, dental practice operations

Production by © Dental Unscripted 2026.
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Your lender may not require insurance for disability or life anymore, but skipping them could cost you your practice, your estate, and your family's financial security. Michael Dinsio and Paula Quinn sit down with Stephanie Pearson, MD, FACOG (Pearson-Ravitz / Earned Wealth), a former OBGYN whose own career-ending injury turned her into one of the leading insurance advisors for dentists and physicians.

LISTEN TO DISCOVER:
Why 1 in 4 professionals file a disability claim and dentists carry injury risk comparable to construction workers, the critical difference between personal disability insurance and business overhead insurance and why you need both, what business overhead actually covers (associate salaries, leases, equipment, up to 3 loans — but not your paycheck), how much emergency savings practice owners should really have (hint: more than two months), why women pay roughly double for disability and should lock in coverage before family planning, the fire sale scenario that happens when an owner dies without life insurance on the practice loan, how convertible term life insurance locks in your health class forever, and the residency discount that stays on your policy for life.

SPECIAL GUEST ON THIS EPISODE:
Stephanie Pearson, MD, FACOG - Managing Director of Insurance at Pearson-Ravitz (Earned Wealth). Former OBGYN turned insurance specialist after a career-ending shoulder injury. Co-founded Pearson-Ravitz, now part of Earned Wealth's integrated financial platform for healthcare professionals.
https://www.earned.com/insurance

Perfect for dentists buying a practice, dental startup owners, associates planning for ownership, and anyone navigating dental practice finances and dental practice ownership decisions.

KEY TAKEAWAY:

• Lenders relaxing their insurance requirements doesn't mean you don't need protected, it means you're more exposed!
• Personal disability, business overhead, and life insurance aren't optional line items.
• These three policies keep your income flowing, your doors open, and your family's assets out of the bank's reach.

Subscribe on YouTube: https://www.youtube.com/@DentalUnscripted
Visit our Website: https://dentalunscripted.com

Rate and review the show!
it helps us reach more dentists on the ownership journey! 🌟 🫶

Production by ©Dental Unscripted 2026.
The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Topics we cover on this show:
dental practice ownership, disability insurance dentist, business overhead insurance, life insurance dental practice, buying a dental practice, dental practice finances, dental financial planning, dental startup, dental practice expenses, owning a dental practice, dental entrepreneurship, dental practice challenges, practice management, dental practice profitability, dental startup advice

Starting a dental practice sounds expensive, until you see the actual numbers. The real financial trap isn't the startup. It's chasing acquisition cash flow. Mike Dinsio breaks down the thought process behind dental startups and why the fear of a startup is holding most dentists back. He explains how the break-even point with a lean team makes more sense than buying a practice. Sometimes buying quietly turns into a big investment you never expected.

EBOOK!
https://nxlevelconsultants.com/wp-content/uploads/2026/02/Starting-Up-E-Book.pdf

Think a dental startup means no income? The real financial trap is chasing acquisition cash flow.

Mike Dinsio and Paula Quinn break down the real math behind dental startups and why the financial fear is almost always worse than the reality.

What you'll discover:

• clients break even timeline - industry average is 6-8 months
• The 2-employee, 3-day lean model that controls overhead without sacrificing patient experience
• How $80-100K first-year income + your associate pay matches what most dentists are already earning
• The "startup inside an acquisition" trap – Visionary dentists keep falling into this trap
• Why startup owners learn every piece of their business and scale faster

Perfect for associate dentists considering ownership, startup-curious dentists stuck on the financial fear, and anyone debating acquisition vs building from scratch.

Chasing cash flow is doing a deal with the devil. If you know what kind of practice you want to build, a startup isn't the risky path, it's the only one that doesn't compromise your vision.

Subscribe on YouTube: https://www.youtube.com/@DentalUnscripted
Website: https://dentalunscripted.com

🌟 Love the show? Rate and review on Apple or Spotify - it helps other dentists find us! 🫶

TOPICS WE COVER ON THIS SHOW:

dental startup, starting a dental practice, dental practice startup, buying a dental practice, dental startup tips, dental practice ownership, owning a dental practice, practice ownership journey, dental entrepreneurship, dental business, dental practice management, dental consulting, dental startup advice, practice management, dental practice challenges

Production by © Dental Unscripted 2026.
The content provided is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Most dental practices blame marketing for low patient flow, but the real problem is an internal one - "How to audit and fix your front office conversion leakage!" Mike Dinsio and Paula Quinn sit down with Guido Tebano, CMO of Market My Market, to explore the #1 thing nobody is paying attention to: What happens inside your practice when a lead calls.

This is part 3 of a marketing deep dive revealing why office execution (not just lead generation) determines your practice growth and profitability.What you'll discover in this episode:

• Why most dental offices lose 70% of incoming leads before they ever schedule
• The art of phone answering and why it's the highest-ROI skill in your practice
• How to identify your best phone closer and strategically route calls to them • Why tracking call metrics exposes the real bottleneck (front office vs. marketing vs. dentist)
• The customer service failures that kill conversions (and how to build a playbook to fix them)
• How AI and call recording can pinpoint exactly where callers drop off
• Why patient experience starts at "hello"—and how tone of voice impacts case acceptance

Perfect for practice owners scaling to $1.5M+, startup dentists optimizing their front office, and anyone frustrated with marketing ROI who hasn't measured their internal conversion rate.

SPECIAL GUEST ON THIS EPISODE:

Guido Tebano is CMO and founder of Market My Market, specializing in data-driven patient acquisition and practice profitability analysis. His demographic studies help dentists determine whether their market can support their growth goals, and if their internal systems can close those leads. Visit https://marketmymarket.comto get more info about working with them.

Marketing is only half the equation. Your practice's real competitive advantage lives in how your team converts the opportunities that walk through the door. This episode gives you the framework to audit, measure, and fix your biggest revenue leak.

Subscribe to Dental Unscripted:
YouTube: https://www.youtube.com/@DentalUnscripted
Website: https://dentalunscripted.com

🌟 Rate and review the show on Apple Podcasts and Spotify 🫶 It helps us reach more practice owners.

growing a dental practice, dental practice growth, practice management, dental business, practice efficiency, dental practice leadership, patient experience, dental practice challenges, conversion optimization, dental startup tips, practice acquisition, dental entrepreneurship, practice profitability, patient conversion, front office management

Production by © Dental Unscripted 2026.

The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Should you drop PPO insurance or negotiate harder for fee-for-service rates? The 60% rule tells you when a write-off crosses into insulting territory. But it only makes sense if you can answer these 3 questions:

#1. Is your chair full?
#2. What is your patient experience like?
#3. What is your plan for patients with no 'out-of-network' benefits?

Get an informal and informative review of your practice's insurances!
Reach out to Paula Quinn and her front office team!
https://nxlevelconsultants.com/contact/

Most dental startups guess at their marketing budget and end up either starving for patients or wasting money. Guido Tebano of Market My Market breaks down real numbers for SEO, ads, and mailers.

In this episode of the Marketing Series, Michael Dinsio and Paula Quinn sit down with Guido Tebano to answer the question every startup dentist asks: how much should you actually spend on marketing, and where should that money go? They cover the real difference between SEO and paid ads, how long a new dental website takes to start ranking, what a qualified implant lead actually costs, whether direct mail still works in 2026, and the calls to action that convert new patients on a website or mailer.

• Why a marketing budget can’t be copied from another office
• The real timeline for SEO and organic ranking Cost per lead and cost per patient, broken down by platform
• Are dental directories like ZocDoc worth the markup
• Do direct mail campaigns still work?
• The five calls to action that actually convert new patients
• General budget benchmarks for a dental startup by market type
• Why the first 90 days matter most

CHAPTER MARKERS

0:00 Intro: budgeting for marketing
1:04 Meet Guido Tebano
2:13 Why budgets can’t be cookie cutter
3:18 SEO vs paid ads timeline
5:38 How long a website takes to rank
8:23 Cost per new patient compared
9:46 Are directories worth the markup
11:24 Cost per implant lead and ROI
13:00 Do mailers still work
16:04 Why mailer messaging matters
18:01 5 CTAs that convert patients
21:35 Promotion vs production costs
23:51 General budget benchmarks
26:01 Spending your first $3,500/mo
28:15 When to turn ads on
29:35 Why your first 90 days matter

Learn more about Guido Tebano and Market My Market at https://marketmymarket.com

This episode is part of our Marketing Series for dental startups.
Catch Part I, our episode on dental startup demographics, wherever you listen.

Visit Our Podcast's Website:
https://dentalunscripted.comInstagram: https://instagram.com/dentalunscripted
Facebook: https://www.facebook.com/DentalUnscripted/https://dentalunscripted.com
Check out Next Level Consultants:
https://nxlevelconsultants.comCheck out Next Level Consultants for personalized dental practice consulting services

Michael Dinsio, MBA

Paula Quinn, BSDH

Production by © Dental Unscripted 2026

The content provided in this episode is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

In this episode, Michael Dinsio and Paula Quinn sit down with Stafani Sandoval, billing and credentialing expert at Next Level Consultants, to tackle the biggest question in the industry right now: "Should I drop my insurance?" They break down the massive differences between lease networks and direct contracts, when it is time to aggressively negotiate your fees, and why jumping out of network without a strategic plan can absolutely tank your dental practice revenue.

What You'll Find Out:

• Why you should never drop an insurance plan if your schedule isn't completely full
• The 60% rule: How to know exactly when an insurance fee schedule becomes insulting
• Why updating your UCR fees to the 90th percentile is critical before attempting dental insurance negotiation
• The hidden financial dangers of DIY dental credentialing and submitting blind PPO applications
• How to retain your patient base using in-house membership plans when transitioning to fee for service
• The essential 90-day patient communication playbook for going out of network seamlessly

Perfect for: Startup dentists, established practice owners, front office managers, and anyone focused on dental billing strategies, increasing profitability in dentistry, and mastering dental practice management.

Special Guest on Today’s Show: Stefani brings years of specialized experience to the table as the Billing & Credentialing Lead and Front Office Coach at Next Level. She specializes in navigating archaic insurance algorithms, maximizing practice fee schedules, and guiding dental teams through safe, profitable out-of-network transitions without losing their patient base. Special Promotional Offer and Connect: https://nxlevelconsultants.com/dental-consulting/

Key Takeaways:
You no longer have to be a victim to stagnant insurance reimbursements.
By fully updating your UCRs, mastering upfront patient communication, and strategically evaluating your clinical capacity, you can confidently take back control of your practice's financial future.
Finally, a realistic and actionable roadmap to escape the PPO trap!

Stay Connected to Get More Topics Covered by Dental Unscripted:
dental insurance negotiation, fee for service dentistry, dropping PPOs, dental credentialing, dental billing, UCR fees, dental practice management, successful dental practice, dental consulting, buying a dental practice, running a dental practice, dental practice revenue, growing a dental practice, dental entrepreneurship, dental industry advice, dental solutions, profitability in dentistry, dental practice tips, how to run a dental practice, business of dentistry, out of network dentist

Most dental practice owners eventually hit a breaking point and ask the exact same question: "Should I drop my insurance?" But jumping straight out of network without a bulletproof strategy can absolutely tank your revenue. Michael Dinsio and Paula Quinn sit down with Stafani Sandoval, Billing and Credentialing Lead at Next Level Consultants, to explain the critical data and preparation needed before you ever send a termination letter. We reveal the exact framework top dental offices use to hold insurance companies accountable, update their UCRs, and successfully navigate the FFS (Fee-For-Service) transition.

If you are starting up, growing a dental practice, or simply exhausted by stagnant insurance reimbursements dictating your dental practice profitability, this episode is exactly why we created Dental Unscripted. We partner with Stefani to get granular on what most doctors get wrong about dental insurance negotiation, DIY credentialing, and patient retention.

WHAT YOU'LL LEARN IN THIS EPISODE
→ Why you should absolutely never drop an insurance plan if your schedule isn't completely full
→ How to leverage the "60% Rule" to know exactly when a fee schedule becomes insulting
→ Why updating your UCR fees to the 90th percentile is the mandatory first step before any negotiation
→ The hidden financial dangers of DIY dental credentialing and submitting blind PPO applications
→ The real difference between leased umbrella networks and direct contracts (and how to use them to your advantage)
→ How to retain your patient base using in-house membership plans when transitioning out of network
→ The essential 90-day patient communication playbook to prevent a mass exodus

TIMESTAMPS
0:00 Introduction: The biggest question in the dental industry—should I drop my insurance?
2:15 The "Fill Up First" rule before changing your insurance capacity
4:45 When and how often you should be negotiating your dental insurance fees
8:30 Why your UCR fees must be updated to create negotiation leverage
11:15 The 60% Rule: Knowing when to walk away from a bad contract
14:20 Leased networks vs. direct contracts explained
16:50 The massive mistakes doctors make with DIY dental credentialing
21:30 The out-of-network playbook: Preparing your front office and your AR
24:45 Retaining patients through communication and in-house membership plans
28:10 Understanding the true marketing cost of dropping a PPO network

ABOUT OUR GUEST Stefani Sandoval
Billing & Credentialing Lead, Next Level Consultants Stefani brings years of specialized experience to the table, helping dental practice owners navigate archaic insurance algorithms. She specializes in maximizing practice fee schedules, restructuring network participation, and guiding dental teams through safe, profitable out-of-network transitions without losing their patient base.

ABOUT YOUR HOSTS
Michael Dinsio, MBA and Paula Quinn, BSDH are the founders of Next Level Consultants, the dental industry's leading advisory firm for practice startups, acquisitions, and ownership coaching. With 30+ years of combined experience and hundreds of successful practice launches, Mike and Paula bring unfiltered, real-world expertise to every episode of Dental Unscripted. Work with Mike and Paula: https://nxlevelconsultants.com/dental-consulting/dental-practice-management/

Visit the show website: https://dentalunscripted.com

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PRODUCTION INFORMATION: © 2026 Dental Unscripted. All rights reserved. The content provided in this video is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Dental practice finances just got a serious upgrade. Bert Smith, SVP of Healthcare Lending at Live Oak Bank - the #1 SBA lender in America, reveals the brand-new SBA Express Loan: up to $350,000 in working capital, funded in 2-4 weeks, with no real estate collateral required.

Whether you're buying a dental practice, navigating a startup that didn't ramp the way you planned, or carrying high-interest debt that's killing your cash flow, this conversation rewrites everything dentists think they know about SBA lending. Hosts Michael Dinsio and Paula Quinn dig into why SBA is NOT just the backup plan when big banks say no — and how the new Express program changes the financing game for dental practice owners.

⏱ KEY MOMENTS:
03:50 - What the SBA Actually Is (And Why Dentists Should Care)
06:45 - Why Dental Practice Financing Is Different From Every Other Industry
11:55 - The SBA 7(a) Loan & 75% Government Guarantee Explained
14:00 - Preferred Lender vs. Generic SBA Bank: Why It Matters
18:00 - The Real Truth About SBA Loans for Buying a Dental Practice
23:10 - NEW: SBA Express Loan — $350K in Working Capital
25:30 - Express Loan Terms: 10-Year, No Prepayment, No Real Estate Lien
26:30 - How Struggling Startups Use Express Loans to Get Back to Profitability
29:20 - 680 FICO Minimum & Express Loan Qualification Rules
30:10 - Why Dental-Specific SBA Lending Beats Credit Unions

💡 WHAT YOU'LL LEARN:
✓ How the SBA 7(a) program lets banks approve deals big banks reject
✓ Why 100% real estate financing is available for existing practice owners
✓ How dental practice owners can consolidate credit card debt with SBA Express
✓ When pro forma underwriting helps new dental practice owners qualify
✓ How to recognize the difference between a "fairway" loan and an SBA opportunity

🔗 RESOURCES & LINKS:
🏦 Live Oak Bank (Healthcare Lending): https://www.liveoakbank.com
🦷 Next Level Consultants — Dental Practice Coaching & Consulting: https://nxlevelconsultants.com
🎙 Dental Unscripted Podcast: https://dentalunscripted.com
📲 Instagram: @dentalunscripted

📢 ENJOYING DENTAL UNSCRIPTED?
If this episode helped you think differently about dental practice finances, please rate and review on Apple Podcasts.
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#DentalPracticeFinances #BuyingADentalPractice #SBALoans #DentalUnscripted #DentalPracticeOwnership #DentalBusiness

PRODUCTION INFORMATION:
© 2026 Dental Unscripted. All rights reserved.
The content provided in this video is for informational purposes only and does not constitute legal, financial, or tax advice. Always consult with a qualified professional regarding your specific situation.

Choosing the wrong entity structure before buying or starting a dental practice can cost you valuable time. Most dentists don't find out until it's crunch time on a deal or they talk to an attorney about it. Thats why Tyler Jones of Helsell Fetterman joins Mike Dinsio and Paula Quinn to break down everything dental practice owners need to know about entity formation. From the LLC vs. S-Corp confusion to the exact timing for startups and acquisitions. This is the stuff you should know to talk to a CPA or attorney before you start filing online.

3:57 LLC vs. S-Corp: What's the actual difference?
5:11 Why most dentists should start as an LLC (not S-Corp)
7:00 PLLC vs. LLC: Does your state require it?
15:06 Startups: Exactly WHEN to form your entity
20:20 Acquisitions: Why timing is more accelerated than you think
18:03 Can you reuse your old LLC from associate days?
22:28 Who should form your entity - Attorney, CPA, or DIY?
26:14 What entity formation actually costs (and what to bundle)
29:00 Operating agreements and EINs: What you need and when
31:56 Partnerships & multi-practice: When these rules change entirely

KEY TAKEAWAYS:

✅ Your LLC and your S-Corp election are two separate things, most dentists confuse them
✅ In most states, LLC and PLLC are functionally the same, just a naming distinction
✅ For acquisitions, form your entity early, deals now close in 30-60 days, not 90-120
✅ Reusing an old associate LLC is possible, but a fresh start usually wins with banks
✅ DIY entity setup is possible, but fixing mistakes costs far more than doing it right
✅ Your entity costs only ~$70/year to renew, don't let timing anxiety paralyze you
✅ Always have your operating agreement and EIN ready, banks and landlords will ask

ABOUT THE GUEST:

Tyler Jones, Attorney, Helsell Fetterman

• Dental and veterinary practice transaction specialist
• Nationwide entity formation, acquisition, and startup legal services
• Based in Washington State; serves dental professionals across the country
• Works alongside dental-specific CPAs and advisors on complex deal structures

🔗 Connect with Tyler:
https://www.helsell.com/helsell-attorney/tyler-jones/
CONNECT WITH MIKE & PAULA:
Michael Dinsio, MBA and Paula Quinn, BSDH are the founders of NEXT LEVEL CONSULTANTS, a dental-specific advisory firm that guides dentists through practice acquisitions, startups, and operational growth. If you're serious about ownership, they're the team you want in your corner. https://nxlevelconsultants.com/

FOLLOW DENTAL UNSRIPTED:
https://dentalunscripted.com

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

🔔 Subscribe for new episodes on:
✔ Dental practice acquisitions & startups
✔ Practice ownership finances and legal strategy
✔ Tax planning and entity structure for dentists
✔ Team building, operations, and profitability
✔ Real talk from dental industry experts

#DentalUnscripted #BuyingADentalPractice #DentalStartup #DentalPracticeOwnership #DentalBusiness #PracticeAcquisition #DentalEntrepreneur #DentalPodcast #DentistPodcast #DentalManagement

Dental Practice Management | Dental Practice Growth | Running a Dental Practice

Stop hiding the scoreboard and wondering why your team isn't winning. Learn how to transition from a stressed boss to an intentional CEO by leveraging the power of financial transparency with Mike Dinsio and Paula Quinn.

EPISODE OVERVIEW In this episode of Dental Unscripted, Mike Dinsio and Paula Quinn tackle one of the most controversial topics in dental practice ownership: Should your team know the numbers? If you’ve ever felt like you’re carrying the financial weight of the practice alone while your team operates in manual chaos, this conversation is for you. Mike and Paula break down why keeping your dental practice metrics a secret is actually killing your positive team culture and how sharing the "why" behind the data can transform your staff into high-level producers.

WHAT YOU'LL LEARN

• Why 9 out of 10 owners fail to share numbers (and what it’s costing them)
• The Gen Z Factor: Why "purpose" is the primary driver for the new workforce
• Dental practice management hacks for daily huddles that actually move the needle
• The 3x Wage Rule: How to determine if your hygiene department is truly profitable
• Why your case acceptance is likely stuck at 39% and how to fix it
• Tracking "Active Perio" vs. "Old Perio" to ensure a high standard of care
• Front office goals: Chasing $30 insurance claims vs. filling the schedule

KEY TAKEAWAY Numbers are just a story of how well you are caring for your patients. When you give your team a scoreboard, you turn a job into a mission, eliminating dental practice challenges and driving financial success in dentistry.

WORK Michael and Paula at NEXT LEVEL CONSULTANTS
Website: https://www.nxlevelconsultants.com
Instagram: https://www.instagram.com/dentalunscripted
YouTube:https://youtu.be/Xqs6V67yGWQ

STAY CONNECTED TO DENTAL UNSCRIPTED:
dental practice management, dental practice growth, running a dental practice, dental industry insights, dental practice metrics, hygiene revenue, dental case acceptance, dental practice ownership, dental consulting, dental coach, how to run a dental practice, dental leadership, dental team culture, dental office coach, dental profitability.

PRODUCTION INFORMATION
© 2026 Dental Unscripted | Next Level Consultants. All rights reserved.
Disclaimer: The information provided in this video is for educational and entertainment purposes only and does not constitute legal, financial, or clinical advice.

3 Steps to Getting REAL Dental Practice Growth

Are you tired of stalled revenue, team turnover, and managing your clinic based purely on a "feeling"? Discover how to transform your clinic into a highly profitable, self-managing business. In this episode of Dental Unscripted, Mike Dinsio and Paula Quinn break down the exact leadership framework required for real dental practice growth. Practice owners can no longer rely on the outdated model of simply clocking in and treating patients; today, you must establish a structured business foundation to succeed.

In this episode, we break down the three critical steps to stopping revenue leaks and empowering your team:

• Step 1: Team Agreements. Establish clear behavioral and cultural expectations first, so your entire team commits to a unified practice vision and a positive attitude.
• Step 2: Job Descriptions. Stop the "we all do it" mindset that leads to forgotten tasks. Assign single-point accountability for specific tasks—like schedule auditing or insurance verification, to ensure one exact employee owns the outcome.
• Step 3: Systems. An assigned task without dedicated time is not a system. Learn how to provide the specific tools and proactive time blocks required for your team to execute their jobs properly.

Only after you have these three elements in place can you successfully hold employees accountable, close the 20% operational gap that costs practices thousands, and objectively determine if you need to get a toxic employee off your "energy bus".

Ready to take the next step? Reach out to Next Level Consultants for a no-obligation, low-pressure call that delivers a practice review/analysis. It's a fresh perspective on your practice's metrics and performance!

Michael Dinsio & Paula Quinn hosts of Dental Unscripted founded NEXT LEVEL CONSULTANTS. Get more info about the services they offer dentists helping them startup – buy – run and successful dental practice!

https://nxlevelconsultants.com/contact