The Dental CEO Podcast

Dr. Dan Auprix sees patients just two hours a day, and his practice is on track for $6.8 million.

In this episode of The Dental CEO Podcast, Dr. Scott Leune sits down with Dan, a 36-year-old dentist in Ottawa, Canada, who bought a three-operatory practice collecting $450,000 a year and grew it into a seven-operatory practice trending toward $6.8 million, while cutting his overhead from 57% to 42%.

The turning point? Cutting his clinical schedule to 14 hours a week. Dan explains why stepping out of the operatory made him more productive, and how he used the extra time to finally fix the business side of his practice.

You’ll learn:

• How cutting supply costs from 12% to under 4% took just one month and one simple rule
• Why most practice owners have no idea how many calls they’re missing
• How preventive hygiene and hybrid hygienist pay turned hygiene into a profit center
• Why paying your team more can actually lower your overhead

If you’re stuck in the operatory with no time to grow your business, this episode is your blueprint for leading like a CEO.

In this episode:

• 03:54 From associate to two-practice owner
• 06:02 Buying a $450K practice
• 09:27 The 2-hour schedule that changed everything
• 11:54 Inside Dan’s 14-hour clinical week
• 15:47 How he cut overhead from 57% to 42%
• 17:06 Slashing supply costs from 12% to under 4%
• 20:12 Turning hygiene into a profit center
• 21:01 Fixing the phones and tracking missed calls
• 22:33 Why paying your team more pays off

Links:

• Scott Leune Education: http://scottleune.com/
• Listen and subscribe: http://dentalceopodcast.com/

Enjoyed this episode? Subscribe and leave a review. It helps more dentists find the show.

Only 15 to 20% of dental practices are on the cloud. Curve Dental CEO Dave Cormack explains why the rest may be about to fall behind.

In this episode of The Dental CEO Podcast, Dr. Scott Leune sits down with Dave Cormack, CEO of Curve Dental, chairman and majority owner of Scotland’s Aberdeen Football Club, and a 44-year software veteran who has built and sold multiple companies.

Dave explains why he believes the dental software industry is heading into a “death spiral” that not every company will survive, and why Curve is investing $200 million more into its platform. He also shares why practices on old server-based systems may miss out on the biggest benefits of AI, how a properly executed data conversion can uncover money hiding in your old AR, and why “one throat to choke” beats juggling six or seven software vendors.

Plus, Dave opens up about growing up with no running water, buying his hometown soccer club, and the philanthropy he and his wife lead around the world.

In this episode:

• 03:36 Dave’s 44-year journey in software
• 07:10 Why only 15–20% of practices are on the cloud
• 10:29 All-in-one platforms vs. “taped together” software
• 17:16 The $200M investment and the software “death spiral”
• 21:22 Why the cloud matters for AI
• 24:09 Owning Aberdeen Football Club
• 29:14 How data conversion can uncover hidden revenue
• 33:49 Philanthropy and building a life with purpose

Links:

• Curve Dental: [http://curvedental.com/]
• Scott Leune Education: http://scottleune.com/
• Listen and subscribe: http://dentalceopodcast.com/

Enjoyed this episode? Subscribe and leave a review. It helps more dentists find the show.

The rules of dental student loans just changed, and most dentists have no idea what it means for them.

The One Big Beautiful Bill Act capped federal student loans at $200,000 for dental students, down from a system that previously allowed borrowers to cover the full cost of attendance. For dental schools that cost $600,000 to $1,000,000 to attend, that means the gap now has to be filled with private loans at rates as high as 18%, requiring co-signers and offering zero forgiveness options. In practical terms, the Big Beautiful Bill just made dental school twice as expensive for most incoming students.

In this episode, Scott Leune sits down with Dan Rooker, founder of Grad Loan Advice and one of the country's few Certified Student Loan Professionals, to break down exactly what changed and what every current dentist and dental student needs to know.

Dan and Scott cover:

• Why the $200,000 federal loan cap will change the financial trajectory of every dentist graduating from 2026 forward
• The difference between federal and private loans and why private loans are now the biggest debt burden
• The Repayment Assistance Program strategy that can reduce your first-year payment to $10 per month
• How to use tax filing timing to eliminate an entire year of interest accrual
• Why forgiveness exists on federal loans but not private, and what that means for your career decisions
• The specific circumstances where filing married-filing-separately can save borrowers thousands
• Public Service Loan Forgiveness (PSLF) opportunities most dentists never consider
• The one-time-only 1% autopay discount deadline that could save $6,000+ on a $600K loan
• Why every new dentist needs a student loan consultant on their team alongside their CPA and financial planner

Whether you're a dental student, a new graduate carrying debt, or a practice owner still working through your own loans, this episode delivers the tactical, timely information most dentists never get.

Learn more about Dan Rooker and Grad Loan Advice: http://gradloanadvice.com/

Special offer for Dental CEO Podcast listeners: Dan is extending a discounted rate on his one-hour student loan consultation for anyone who mentions the show.

🎧 Listen and subscribe wherever you get your podcasts: http://dentalceopodcast.com/

Selling your dental practice to a DSO? Some dentists who took part of their payout in DSO equity may end up with nothing to show for it.

In this episode, Scott Leune sits down with Kevin Cumbus, founder and president of Tusk Practice Sales, to break down what's really happening in the DSO market today and how to protect yourself before you sell. Kevin's firm has completed about $1.5 billion in dental practice transactions over the last decade, exclusively representing dentists who are selling.

Of the roughly 150 private equity-backed DSOs today, about half have stopped acquiring practices. One prominent attorney in the space believes 30–40% of them won't recover, which means the equity dentists rolled into those DSOs could be worthless.

In this episode, you'll learn:

• What happened to the DSO market, and why lower interest rates alone won't fix it
• How valuations have shifted: a $1M EBITDA practice that traded at 8–9x in 2021 is closer to 6–7x today
• Why smaller groups ($1M–$3M EBITDA) are holding their value while larger groups are penalized for risk
• What private equity looks for in a platform, and how that differs from selling to an existing DSO
• How deal structures have changed, from 80% cash at close to 70/30 or 60/40 cash-to-equity
• The difference between HoldCo equity and joint venture (JV) equity, and why it matters for your payout
• Management fees of 3–8% of revenue, and what they can do to your distributions
• How to keep growing and share in the upside after you sell
• Why the highest offer isn't always the right one

Whether you own one practice or a growing group, this episode will help you understand your options before a DSO comes calling.

⏱️ Timestamps

• 00:00 Intro
• 02:09 Meet Kevin Cumbus of Tusk Practice Sales
• 04:45 What happened to the DSO market
• 06:38 Why 30–40% of DSOs may not recover
• 09:52 Why five-year employment agreements are now a problem
• 11:57 DSO 1.0, 2.0 and 3.0: the rise of JV equity
• 13:53 Valuations then vs. now
• 16:29 How multiples change by EBITDA size
• 18:16 Multiple arbitrage and "growing down" your multiple
• 22:18 What private equity looks for in a platform
• 24:23 Deal structures: private equity vs. DSO
• 31:38 The truth about management fees
• 37:26 Selling while still growing
• 41:28 Choosing the right partner, not just the highest offer
• 46:11 A message of hope for private dentists

🔗 Connect with Kevin Cumbus and Tusk Practice Sales: [TUSK WEBSITE]

💰 This episode is sponsored by the Private Dental Alliance, helping private dentists get DSO-level pricing on equipment, supplies, and lab fees. Text SAVINGS to 48659 to see how much you could save.

🎧 Listen and subscribe: https://dentalceopodcast.com/

Available on Apple Podcasts, YouTube, and Spotify.

Dr. Divya Patel was two years out of dental school when she made a decision most dentists take a decade to make: open her own startup instead of buying an established practice.

In this episode, Scott sits down with Dr. Patel to unpack why she walked away from Toronto's acquisition market and built Pearl Dental Studio from the ground up instead. They break down the real math behind "buying a practice twice," once to acquire it, and again to actually fix it into your vision, and why that math made a startup the lower-risk path for her, not the riskier one.

In this episode:

• Why acquiring an established practice can cost more long-term than building one from scratch
• What it actually costs to open a five-op startup in Toronto today, and how Canadian dentists access funding
• How Dr. Patel built a patient experience around comfort and quality instead of volume and insurance-driven case mix
• What it's like to bet on yourself as a young dentist, before a spouse, before kids, before "waiting until you're ready" starts costing you years
• Her 2-3 year vision for the practice, including plans for a second location

Learn more about Pearl Dental Studio: pearldentalstudio.ca | pearl.dental.studio

If you enjoyed this episode, subscribe to the Dental CEO Podcast and leave a review, it helps other dentists find these conversations.

🎧 Listen now: www.dentalceopodcast.com

ChatGPT just rolled out ads for small businesses, and dentists are already testing it, often with no idea what they're doing.

In this episode, Scott Leune sits down with Bill Donato, founder of http://dentalmarketing.com/, to break down what's actually working in dental marketing right now: ChatGPT ads, Google Ads, AI-powered SEO, and a channel most dentists have written off as outdated: direct mail.

Bill has spent over a decade running marketing for dental practices across the U.S. and Canada, and he pulls back the curtain on where new opportunity actually lives versus where dentists are wasting budget.

In this episode, you'll learn:

• Why ChatGPT ads are in their "early Google Ads" phase right now, and what that means for cost per click while the window is open
• The tracking problem almost no one is talking about: why your ChatGPT campaign might show zero conversions when it's actually working
• What a "conversion event" really is, and why setting it up correctly matters more than your ad copy or budget
• Why direct mail is quietly outperforming digital ads on a cost basis: one mail piece can cost the same as a single Google click, but reach 20 households
• The "new mover" mail strategy top practices use to reach families before they've even started searching for a dentist
• Why mailers boost your SEO and Google rankings, even when the recipient never calls
• How to build a marketing strategy that layers AI-enabled SEO, Google Ads, direct mail, and ChatGPT ads instead of betting everything on one channel
• What to do differently if you're opening a new practice versus scaling an existing one, including why marketing should start 3-6 months before your doors open

Whether you're evaluating a new marketing channel or auditing whether your current one is actually delivering, this episode gives you a clear, practical framework for where to invest next.

Connect with Bill Donato:
Website: http://dentalmarketing.com/ (free marketing analysis available)
Email: bill@dentalmarketing.com

🎧 Listen now: http://dentalceopodcast.com/
🔔 Subscribe so you never miss an episode: http://dentalceopodcast.com/

Last week's episode challenged the traditional path to retirement. This week, Scott Leune gets tactical: what should you actually be doing in dentistry, right now, at your specific age, to make that philosophy real?

In Part 2 of this series, Scott walks through the exact practice models that align with the semi-retire-twice framework, breaking down what each decade of a dental career should look like and why.

Scott breaks down:

• Why age 26 to 35 should be about high income and low costs, and why becoming a practice owner as fast as possible is the single biggest lever for building wealth in this decade
• Why the highest-earning associates usually make even better-earning owners, and why staying an associate too long can quietly cap your ceiling
• Two specific ways to structure a practice so you can drop to part-time in your late 30s and 40s without losing income, including dropping insurance plans for fee-for-service and building a "big case only" schedule
• How replacing yourself with associates the right way can get your personal overhead down to 10%, letting you take home the majority of what you produce on just one clinical day a week
• Why age 46 to 65 can become your highest-earning, highest-impact decade, and how adding practices during this phase builds both income and a business worth selling
• What it actually looks like to reach 65 without burnout, with a healthy family, a nest egg, and a new chapter built around passion instead of retirement

If you've ever wondered whether you're in the right decade doing the right things, or whether you need a complete reset, this episode gives you the specific dental practice models to actually make the shift.

🎧 Listen and subscribe: https://dentalceopodcast.com/

What if the traditional retirement plan, work hard for 40 years and finally retire at 65, is actually the reason so many dentists end up burned out, broke on experiences, and full of regret?

In Part 1 of this two-part series, Scott Leune revisits a post he wrote 16 years ago that challenged everything he'd been taught about building wealth and retiring. Instead of one big retirement at the end of a career, Scott lays out a philosophy of semi-retiring twice: once during the years your kids need you most, and again once you've built enough wealth to slow down for good.

Scott breaks down:

• Why the traditional "work hard, save, retire at 65" path leads to the most common regrets he's heard from wealthy people, again and again
• The four life phases (18-25, 26-35, 36-45, 46-65) and what your income, savings, and schedule should look like in each one
• Why your 20s and early 30s should be about high income and low costs, not lifestyle upgrades
• How to structure your practice so you can drop to two or three days a week during the years your family needs you most
• Why your late 40s through 60s can become your highest-earning, highest-impact years, if you've set yourself up correctly
• How this philosophy applies directly to practice ownership, associateships, and the timing of buying, building, or selling a practice

This episode lays the groundwork for a bigger conversation. In Part 2, Scott will get tactical, walking through the specific dental practice models that make semi-retiring twice actually possible at each stage of your career.

If you've ever felt like the traditional path to retirement doesn't match the life you actually want to live, this episode will change how you think about your career, your family, and your money.

Episode 80: There's a good chance you've never heard of DHP. While Schein, Patterson, Darby, and Benco dominate the conversation around dental equipment and supplies, DHP has quietly built a 35-plus-year, privately held, family-owned business that Scott says delivers strong pricing and personal service, without the brand recognition to match.

Scott sits down with Dale Roberts, DHP's founder and CEO, and Nick Roberts, COO, to unpack what makes the company different, across both equipment and everyday supplies. Rather than steering dentists toward a narrow list of premium brands, DHP shows the full range of options, from budget-friendly to premium, and lets the dentist decide what's actually right for their practice. That same $15,000 "workhorse" chair some distributors recommend often has a $4,000-$5,000 equivalent that performs just as well, and DHP is the company willing to show dentists that option exists.

They also get into how tariffs have driven up pricing on gloves and other everyday supplies over the past year, squeezing dentist margins at the same time patients have less to spend, and how DHP's service model, real technicians' dentists can call directly rather than an impersonal dispatch system, extends across both equipment repair and ongoing supply relationships. Dale and Nick share what they're seeing across the industry right now: flat patient volume since 2009, new tariff-driven pricing pressure, a slowdown in DSO growth tied to higher interest rates, and why private practice ownership is still thriving despite it all.

In this episode:

• Who DHP is, and how a privately held, family-owned company built a 35-plus-year track record across equipment and supplies
• Why DHP shows dentists a full range of equipment options across different price points
• How tariffs have driven up pricing on everyday supplies like gloves, and what that's done to dentist margins
• How DHP handles repair and service, with real technicians dentists can call directly
• The real price difference between a premium patient chair and one that performs just as well
• How DSO pricing structures compare to what private dentists typically see
• What's really happening with dental industry trends: patient flow, tariffs, and DSO growth
• Scott's strategy for financing equipment like CBCTs and scanners separately from your startup loan

Learn more: http://dhpsupply.com/

🎧 Listen now: http://www.dentalceopodcast.com/
🔔 Subscribe: http://www.dentalceopodcast.com/

Episode 79: In 2019, a 22-year-old flew from Dublin to Texas to take three of Scott's courses back-to-back, so eager to learn he came back a second time just to finish the one he missed. Eight years later, that same dentist has built Truly Dental into Europe's largest full arch implant group, 15 locations across Ireland and the UK, on pace to cross $100 million in annual revenue. Now he's setting his sights on the U.S., and he says he can do it cheaper, and just as good.

In this episode, Scott sits down with Mo Shirin to unpack exactly how. Truly manufactures its own implants and prosthetics in-house, down to the submicron level, cutting out the markup baked into nearly every implant sold in the U.S. Mo explains that the actual manufacturing cost of an implant is under 10 cents, yet dentists are routinely charged $200-$250 a piece. Some of his early U.S. patients were flying to Ireland after being quoted 600% more at home for the same procedure, and Truly was still making a healthy margin at a fraction of that price.

This isn't a race to the bottom. Mo walks through how vertical integration, owning the lab, the manufacturing, and the training, lets Truly deliver full arch care at a dramatically lower cost without cutting corners on quality, and why he believes that combination is what will let Truly compete directly with, and outperform, U.S. incumbents once they officially enter the market.

In this episode:

• How Mo went from Scott's seminar room at 22 to founder of Europe's largest full arch group
• Why Truly manufactures its own implants and prosthetics, and how that cuts cost without cutting quality
• The real manufacturing cost of an implant versus what dentists are typically charged
• Why U.S. patients were flying to Ireland and paying less, even after travel
• How Truly scaled from a single Dublin practice to 15 locations across Ireland and the UK
• The pivot from general dentistry to full arch implants, and why it changed everything financially
• Mo's plan, and reasoning, for entering the U.S. market to compete directly with incumbents
• Mo's philosophy on ego, mentorship, and betting on yourself before you feel ready

Learn more about Mo and Truly Dental: http://trulydental.ie/
Surgical training facility: http://livepatientdubai.com/
Implant manufacturing lab: https://borislabs.ie/

🎧 Listen now: http://www.dentalceopodcast.com/
🔔 Subscribe: http://www.dentalceopodcast.com/

Episode 78: Scott sits down again with Justin Warcup, a pediatric dentist in Dallas-Fort Worth, to break down the numbers behind pediatric airway dentistry and the system he built to scale it, called the BRĒTH Method. Cases run $4,000 to $9,000, case acceptance sits at 52%, and in just three months of focused marketing, Justin scaled from 4–5 cases a month to averaging $130K+ a month, increasing his profit by an estimated $1.4 million on top of his existing practice revenue.

They dig into the real math: why the procedure costs so little to deliver, and why Justin says it's simpler clinically than routine cases most general dentists already do every day.

In this episode:

• The exact fee range behind this procedure ($4,000–$9,000 per case)
• The case acceptance numbers: 52%
• How averaging $130K+ a month in new case starts breaks down to roughly 90% profit
• What the clinical treatment actually looks like, and why it's simpler than most dentists assume
• Who can realistically add this to their practice (pediatric dentists, general dentists, and orthodontists)
• Info on Justin's upcoming BRĒTH Method training event in Dallas-Fort Worth (September 18–19)

Learn more about the BRĒTH Method: http://justinwarcup.com/

If you enjoyed this episode, subscribe to the Dental CEO Podcast and leave a review, it helps other dentists find these conversations.

🎧 Listen now: http://www.dentalceopodcast.com/

Episode 77: Is there ever really a "right time" to start a practice? In this episode of the Dental CEO Podcast, Scott sits down with Dr. Stamatis Kouniaris and his wife Katarina, a practicing attorney, to talk about one of the boldest timing decisions a young family can make: launching a dental startup in Canada while raising three kids under five, including a newborn just one month old.

Just a month after opening Ilios Dentaire, Stamatis and Katarina are already booked out three to four weeks, adding a hygienist, and hiring a second assistant, all while juggling final construction details, working capital, and the everyday chaos of a young family. They open up about why they chose a startup over an acquisition, how financing and insurance structures shaped their decisions, what it's really like when one spouse is a dentist and the other is navigating life alongside the build, and why they believe waiting for the "right time" often means waiting forever.

Whether you're weighing a startup against an acquisition, wondering how kids factor into the timeline, or just want an honest look at the first month of practice ownership, this conversation is a real, unfiltered look at building a business and a family at the same time.

Topics covered: startup vs. acquisition decisions, financing and lending strategy, insurance and fee structures, balancing parenthood with practice ownership, and the value of coaching during a startup build.

See photos and videos of Ilios Dentaire on Instagram: @ilios.dentaire

If you enjoyed this episode, subscribe to the Dental CEO Podcast and leave a review, it helps other dentists find these conversations.

Scott Leune sits down to give young dentists the advice he wishes someone had given him. He breaks down the four numbers every associate should be tracking, why a high-income associateship matters more than a signing bonus, and why waiting to feel "ready" for ownership is usually the exact reason people never get there. It's a blunt, no-fluff take on why so many careers stall out in mediocrity, and what it actually takes to avoid it. Whether you're a dental student, a new associate, or years into your career, this episode is a reset on what success in dentistry should really look like.

Radiologic AI was just the beginning. In this episode, Scott sits down with Ophir Tanz, founder and CEO of Pearl, to unpack how AI has evolved from a single feature into an entire layer running underneath the modern dental practice, handling everything from CBCT analysis and ambient charting to claims, insurance verification, and scheduling. They get into where this is headed next: a world where AI doesn't just assist your team, it becomes the operating system your practice runs on. If you haven't engaged with AI in your practice yet, this episode makes the case for why now, not later, is the moment to start.

$4 million in debt. A business partner who walked away. That's the position Dr. Omar Virani was in, and it would have ended most people's dental careers right there. Instead, he turned it into a thriving two-location practice in Vancouver, Canada, one with 19 operatories, associates who actually want to work there, and the kind of balanced schedule most owners only dream about. In this episode, Omar walks through exactly how he rebuilt from rock bottom, and Scott and Omar break down what U.S. dentists can learn from Canada's very different approach to associate pay and insurance. This is what it actually looks like to lose everything and build something better.

Virtual administrative teams are already helping thousands of dental practices handle insurance verification, billing, claims, and phones, and now AI copilots are layering on top of that support to speed up claim resubmissions, improve call conversion, and lift overall work quality without adding any burden to your onsite team. This episode breaks down how task-specific AI copilots rewrite denied-claim narratives, surface the right attachments before resubmission, and coach calls in real time, plus why a human-in-the-loop still matters even as automation improves. If you've wondered whether AI can help your practice run leaner without dumping more work on your front desk, this conversation shows exactly what that looks like today.

Why do some associate dentists produce five times more than others seeing the exact same number of patients? In this episode of The Dental CEO Podcast, Scott Leune breaks down the four numbers that actually drive associate production, exam volume, diagnostic percentage, treatment plan size, and case acceptance, and shares the national averages versus top-performer benchmarks for each. He walks through exactly how owners should report these numbers to associates on a weekly and monthly basis, so performance gaps become obvious without triggering defensiveness, and how to respond when an associate blames the team, the schedule, or the practice instead of their own numbers. Whether you're an owner trying to build a healthier associate relationship or an associate looking to understand what's really capping your income, this episode gives you a clear, trackable system for closing the gap.

In this solo episode of The Dental CEO Podcast, Scott Leune reads three real profit and loss statements line by line and shows you exactly where practice profit hides. Watch a "respectable" 1.8-million-dollar practice find roughly 160,000 dollars in EBITDA and nearly a million in sale value, and a two-practice owner uncover about 650,000 dollars a year in cash flow and 4.2 million in equity at sale, all without a single clinical change. Scott breaks down the six expense categories, the target percentages every owner should know, and the quick "rent test" for whether you're too small or simply overspending. His bottom line: disciplined cost control, not reckless growth, is what actually builds wealth. Grab a pen and paper.

A dentist got an unsolicited $9.8M offer to sell his practice — and on paper it looked incredible. So why is walking away the smarter move? Scott Leune breaks down the real offer line by line and runs the actual math, exposing the traps most dentists never see: the cash up front, the "rollover equity," the multi-year stay requirement that quietly erases years of owner profit, and the "hopium" of future multiples that rarely pay out. He shows how selling now nets roughly $9.4M while transitioning out first nets up to $14M+, and what to do instead if your practice is struggling. Whether you plan to buy, sell, or advise someone who will, this could save you millions. Subscribe for new episodes weekly.

After 33 years of marriage and 33 years practicing side by side in 700 square feet, Dr. Elisa Mello and Dr. Ramin Tabib could have coasted to the finish line. Instead, at 61, they bet on themselves again and moved into a 2,500 square foot space built around a brand they just trademarked: The Smile Code. Scott Leune sits down with the New York City couple to talk about holding the line on fee-for-service when the pressure to take insurance felt relentless, what it really takes to work with your spouse for three decades without losing your marriage, and why the heart of a great practice is not the marketing, it is being able to say clearly who you are before you ever try to sell it. If you have ever wondered whether it is too late to reinvent your career, whether you could practice without insurance, or how to build a brand the world actually responds to, this conversation is for you.