Dental Lifestyles Magazine - 10th Issue: Honoring Dr. Robert Pick and Dentistry's Game Changers

DENTAL

“And in the end, the love you take is equal to the love you make.”

DENTAL LIFESTYLES

Publisher & Editor

Glenn L. Vo, DDS

CEO, Dental Lifestyles Publishing

Managing Editor

Ethan Webb

Project Manager

Hanna Garcia

Art Director

Jess Beltran

Editorial Board

Dr. Adam Vega

Dr. Brittany Vo Nick Pavlidis

Contributors

Dr. Glenn Vo

Dr. Catrise Austin

Dr. Farokh Jiveh

Dr. Dar Radfar

Ethan Webb

Advertising Inquiries info@dentallifestyles.com

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Dental Lifestyles Publishing 2450 Lakeside Pkwy Suite 150-107 Flower Mound, Texas 75022

Dental Lifestyles is published quarterly by Dental Lifestyles Publishing Group. Advertisers may sponsor some articles and/or content. Opinions expressed in articles or advertisements do not necessarily reflect the publisher’s opinion. Dental Lifestyles is not responsible for omissions or information misrepresented to the magazine. Advertisers and their agencies assume all liability for advertising content. No part of this publication may be reproduced or transmitted without written permission from the publisher.

Publisher’s Note

Nifty Thrifty: A Way of Life, Not Just a Name.........................

Marketing Life

Build A Celebrity Brand: The Ultimate Strategy for Dentists Who Want Premium Patients, Top talent, and a Protibale Exit.”..

CE Life

Dr. Tyler Brady Brings Veneer Expertise to Nifty CE Series.....

Mindset Life

The Journey Within: My 10-Step Playbook to Authentic and Purposeful Living....................

Mindset Life From Childhood Trauma to Compassionate Care:How Mindset Can Transform Your Dental Practice.......................................

Practice Life

Handpiece Maintenance: The Critical Component Your Dental Practice Can’t Afford to Overlook..................................

Marketing Life

The DSO Market in 2025: Why Dental Practice Owners Should Consider Selling Now............

Mindset Life

“Kujichagulia”: The Swahili Secret to Self-Determination in Dentistry and Life...................

Business Life

The Implant Advantage: How Dr. Noel Liu Built a Dental Empire Through Specialized Care......

Business Life

The Fractional Executive: How Ian Miller is Revolutionizing Dental Business

Nifty Thrifty: A Way of Life, Not Just a Name

They say a community reflects the heart of its founder. If that’s true, then Nifty Thrifty Dentists isn’t just a Facebook group—it’s a reflection of my life’s journey. And now, Dental Lifestyles Magazine is the continuation of that journey—a platform to celebrate the real, raw, and remarkable dental professionals who make this industry so special.

I didn’t grow up in a household of dentists. My father was an electrician, and my mother worked in a bakery. Both were hardworking, blue-collar immigrants from Vietnam, doing their best to raise five kids while chasing the American Dream. Things weren’t always easy, but I learned early what it meant to be resourceful. I still remember my mom clipping “Buy One, Get One Free” coupons for McDonald’s Big Macs when we were struggling to put food on the table. That’s when I first realized: where there’s a will, there’s a way.

When my parents split during my college years, my sister—a newly minted dentist—took on the responsibility of supporting our family. It wasn’t fair, but she did what had to be done. And

that inspired me to step up as well. I worked two jobs—dental assistant by day, waiter by night—to put myself through school. And when I finally made it to dental school, I spent every break waiting tables to stay afloat. Life wasn’t always fair, but I learned to make the most of every situation.

In school, my classmates nicknamed me “Old Tests” because I had a knack for collecting previous exams and notes from upperclassmen. I tracked down extracted teeth from local dentists, gathered supplies from graduating students, and leaned on the smartest people in the room for tutoring sessions. It wasn’t about taking shortcuts— it was about leveling the playing field through hustle and heart.

After graduating, I joined a corporate dental office—not because it was glamorous, but because the paycheck was what my family needed. My sister had carried us for years; now it was my turn. Was it ideal? No. But I learned. I grew. And I realized some of life’s best lessons come when you’re doing what others won’t.

Then came 2009—my first step into practice ownership. Right in the middle of a recession. Not exactly a great time to start anything. But we figured it out. We didn’t complain or make excuses. We got creative, stayed frugal, and pushed forward. That’s when I realized that you can thrive—not by following the status quo—but by rewriting the rules.

I’m not sharing all this for sympathy or applause. We’ve all had our uphill climbs. I’m sharing it because the term “Nifty Thrifty” isn’t just a catchy name—it’s a mindset. It’s a lifestyle. It’s a belief that no matter your starting point, you can rise above—if you stay resourceful, collaborative, and committed.

That same mindset is why I created Dental Lifestyles Magazine. It’s a continuation of what Nifty Thrifty Dentists started. It’s a space to highlight the scrappy, spirited, and standout dental professionals who make this community amazing—not because they have the fanciest credentials, but because they’ve got grit, creativity, and heart.

So, no—you won’t catch me complaining about what’s wrong with dentistry. You’ll see me finding solutions. You’ll see me building bridges. You’ll see me championing the underdog and spotlighting the changemakers. Whether it’s through a Facebook group or a magazine column, my mission remains the same: to be a resource, a supporter, and a challenger of the status quo.

We may not be the biggest group in dentistry. And Dental Lifestyles Magazine may be the new kid on the block. But when the going gets tough, I know this community rises up. And I couldn’t be more proud to be part of that.

Welcome to Nifty Nation.

In 2025, being a great clinician isn’t enough. I’ve seen it firsthand—if you want to grow a wildly successful dental practice, attract high-value patients and top-tier team members, and eventually secure a premium acquisition deal, you need a brand that builds trust, turns heads, and positions you as the go-to expert in your niche.

That’s why I developed The Celebrity Branding Blueprint, a proven system I’ve used to help dentists and doctors across the U.S. transform into recognizable authorities in their industries.

From attracting premium media coverage to launching monetizable content, my Celebrity Branding Blueprint gives dental professionals a roadmap to create visibility, credibility, and multiple streams of income— without burning out or selling out.

The Fame Formula – How Dentists Can Win Like Celebrities

As someone who’s worked with celebrities and become one in the dental world, I can tell you this truth: Celebrities don’t just get lucky. They follow a system. That same system, when applied to dental professionals, can generate career-changing results.

My FAME Formula breaks down into 4 essential pillars:

F – Foundation: Define your brand identity, core values, and signature message. Are you the smile transformation expert? The wellness-driven dentist? The CEO behind the next big DSO? Get clear—or stay invisible.

A – Authority: Build your positioning through press features, podcasts, social proof, and education-based content. This turns your reputation into revenue.

M – Monetization: Diversify income through digital products, courses, speaking, brand partnerships, and affiliate deals—without relying solely on chair time.

E – Exposure: Expand your reach using social media, video, SEO content, and PR. Amplify your presence across multiple platforms so the world knows your name.

This formula isn’t theory—it’s what celebrities use. And now, it’s optimized for dentists ready to play in a bigger league.

Why This Matters at Every Stage of Practice Growth

Whether you’re just starting your dental career or managing a multi-location DSO, I’ve seen how personal branding plays a crucial role at every level.

For new dentists, building a brand early helps differentiate you in a crowded marketplace, land coveted associateships, and grow an audience that sticks with you throughout your career.

If you’re a DSO owner, I recommend using celebrity branding to elevate your doctors into influencers. I’ve helped many DSO clients boost the perceived value of their organization while improving recruitment and retention.

And if you’re a private practice CEO eyeing an exit, let me be clear: a strong personal brand ensures buyers aren’t just acquiring financials—they’re buying your reputation, media presence, and influence, which can significantly increase your exit multiple.

For dental influencers like myself, having a strategic brand

foundation lets you monetize beyond sponsorships, turning followers into loyal customers and generating long-term revenue.

Real ROI: How This Trans-

lates

to Practice Value

A celebrity-level brand gives you a competitive edge in the market:

- Higher case acceptance from pre-sold patients

- Premium pricing because you’re positioned as the best - Increased media coverage and podcast bookings

- More offers from brand partners and corporate buyers

- Easier staff recruitment (especially for hygienists, specialists, and high-performers)

- Exit multipliers when it’s time to sell your practice or DSO

Your personal brand becomes an appreciating asset. That’s real equity.

Next Steps: How to Build Your Celebrity Brand Today

If you’re ready to implement the Celebrity Branding Blueprint, here’s how to start:

1. Clarify Your Brand: Define your brand type (celebrity doc, founder, innovator, or content expert), and align your voice, message, and mission.

2. Audit Your Online Presence: Is your website, social media, and public bio doing the heavy lifting—or holding you back?

3. Start Telling Your Story: Use video, blogs, and media interviews to connect emotionally and build trust.

4. Launch One Signature Offer: This could be a paid course, branded whitening kit, membership, or ebook—something that monetizes your expertise.

5. Work With an Expert: Don’t waste time on guesswork. Visit

www.celebritybrandingusa. com to book a Brand Clarity Call with Dr. Austin and get your roadmap to becoming the celebrity face of your niche.

Dr. Catrise Austin, known as “The Queen of Smiles,” is a best-selling author, award-winning cosmetic dentist, and the founder of Celebrity Branding,

PLLC, a branding and PR agency that helps dentists, doctors, and experts grow their authority, audience, and income. A media favorite, Dr. Austin has been featured on The Today Show, Dr. Oz, ABC, BET, and more. She built her personal brand from scratch—first becoming a trusted dentist to stars like Cardi B, Boxer Claressa Shields, and

music legend Isaac Hayes, then launching a branding firm to help others do the same. Her Celebrity Branding Blueprint is now the go-to system for dentists and CEOs who want to stop being the industry’s best-kept secret—and start getting booked, seen, and paid like the experts they are. cy that helps dentists, doctors, and experts grow their

Brings Veneer Expertise to Nifty CE Series

By Dr. Glenn Vo, Editor-in-Chief of Dental Lifestyles Magazine

“I struggled so much at the beginning of my career knowing what courses to take, what I needed to learn, how to run a business,” he confessed. “There’s so much that goes into running and owning, especially a cosmetic practice, and I wanted to be able to give this to new grads, people just coming out of school or people who are just wanting to change the trajectory of their career.”

Plus, there’s the community aspect. “Having a virtual support system where no matter where you go, you’re going to have your group of people that you can work with, I think is more and more valuable,” Tyler emphasized.

When you take his course, you’re joining a network of like-minded dentists committed to upping their game.

I

’m so pleased to introduce you to the newest addition to our Nifty CE Series lineup—Dr. Tyler Brady. If you haven’t encountered Tyler in our Nifty Thrifty Dentists Facebook group, you’re in for a treat. This June, he’s bringing his veneer expertise to our hands-on workshop—and trust me, you don’t want to miss it.

My podcast partner, Dr. Adam Vega, recently chatted with Tyler, and I was blown away by the thriving practice he’s built. At Haven Dental in Southlake, Texas, he’s creating smile transformations that have patients traveling from all over to see him. And after hearing about his approach to cosmetic cases, I just knew we had to get him teaching in our CE Series.

From Dental-Phobic Kid to Veneer Virtuoso Here’s something I love about Tyler’s story—he started out as a kid who hated going to the dentist! Can you relate?

“I was one of those kids who never brushed my teeth, so I always had cavities,” Tyler told

Adam during their podcast conversation. “My uncle was my dentist, so I would go visit him, and he would give me shots and drills... I dreaded it.”

But instead of running away from what scared him, young Tyler ran toward it. “I wanted to control it more,” he explained. His uncle opened an assisting school while Tyler was in high school, and that early exposure changed everything. “I just fell in love with dentistry. I wanted to do something where I could help people and still be home with my kids later on.”

That passion carried him through BYU Idaho and Tufts University, where he graduated in 2016. After a brief stint with a DSO in Dallas (we’ve all been there, right?), he took the leap and opened Haven Dental in February 2018. Fast forward to today, and he’s created something pretty special.

Why I’m So Excited About Tyler’s Veneer Course

When Tyler gave his “why” for wanting to teach in our CE Series, I could feel his genuine desire to help fellow dentists.

His course, “The Veneer Blueprint: Step-by-Step to Stunning Smiles,” is happening on June 6, 2025, right in Southlake, TX. This isn’t some lecture where you’ll doze off after lunch— Tyler’s designed an intensive, hands-on day covering everything from that crucial first consultation to the final cementation.

What makes me particularly excited is his focus on being minimally invasive. As Tyler put it, “Being able to teach dentists that you only have to take off this much to get these results instills a lot of confidence in them.” In a world where patients are more educated than ever (thanks, internet!), being conservative with prep is something they truly appreciate.

Tyler Has the Vision—the “Dual Vision,” Actually Look, I’ve seen plenty of cosmetic courses come and go. What sets Tyler’s approach apart is what he calls “dual vision”—seeing both the big picture (the whole face and smile) and the tiny details (those margins and embrasures) simultaneously.

Don’t Miss Your Chance to Learn from Tyler! This course is going to fill up fast, no doubt about it. Tyler’s “Veneer Blueprint” workshop on June 6, 2025, is limited to a small group to ensure plenty of hands-on attention. You’ll walk away knowing how to communicate effectively with patients about cosmetic procedures, understand different veneer prep types, create temporaries like a pro, and nail your cementation process every single time.

With the training you’ll get in this course, you’ll be better equipped to handle those challenges and take your cosmetic dentistry to heights you probably haven’t even imagined yet. So, what’re you waiting for? Head over to https://ceseries. niftythriftydentists.com/veneer-course to secure your spot right now (and don’t forget to use promo code Nifty for $100 off!).

The Journey Within: My 10-Step Playbook to Authentic and Purposeful Living

By Dr. Farokh Jiveh

In the demanding world of dentistry, stress levels can reach unprecedented heights, and burnout and unhappiness due to over-fixation on work are all too common. Finding your true purpose becomes not just desirable but essential.

We have two choices: we can work from a place of purpose by focusing our professional and personal lives around a strong “why,” or we can work from a place of pushing and chasing— the latter making life feel like punishment.

As a cosmetic dentist who has experienced both the depths of professional burnout and the heights of personal transformation, I’ve made it my mission to help others find their authentic “why.” My goal is to guide them toward a work and personal lifestyle that enables joy and abundance.

Embracing your authentic self is a foundation for true balance. It aligns how you live, work, love, and lead others with

purpose, abundance, and connection. This is self-leadership. When you operate from this place, the over-fixation on the “how” naturally stops. A higher vision for life and contribution drives every thought, emotion, and action.

Discovering my “why”.

My story begins with a wakeup call that forever altered my trajectory. You either realize that you need to make a change through self-awareness, or something happens—a trauma—that wakes you up. For me, it was the latter—a profound life event that forced me to reevaluate everything.

I was overweight, grumpy, and any little challenge at the office would trigger me. I honestly don’t think I would be alive today had I continued down that path. That wake-up call led me to shed 55 pounds and, more importantly, heal from the emotional baggage I’d been carrying for decades.

Today, my fee-for-service cosmetic dental practice thrives not through conventional business strategies but through an approach rooted in authenticity and energy management. A year ago, I would present a case to a patient and be so nervous, thinking about the money. Now, I don’t care if patients say yes or no. I just go out there with my humble posture of service—I’m here for them. And they feel it. My health, my love life, my family and social life,

and my finances—all have shifted due to my inner work and transformation. The results? I can’t recall a single person not accepting my treatment options since I adopted this mindset.

Drawing from my transformation, I’ve developed what I call my “10-Step Playbook to Purposeful Living”—principles that have guided my journey from survival to thriving. Here’s my wisdom distilled:

Dr. Jiveh speaking about heart-based leadership at NWDDA , a Florida Dental Association chapter in Destin, Florida.

01

Everything you've been through was meant to shape who you're becoming.

Whatever has happened in your life—even and especially the negative and challenging stuff—it's perfect. It has brought you to this point of being in your power —to realize who you are as the amazing, powerful person that you are. As Coldplay puts it: "Under this pressure, under this weight, we are diamonds, taking shape.

02 Everything you need to advance your life is already inside of you.

We have boundless potential that we don't even know about—we don't even know our own power. The key is to be guided and coached, accessing what's already there by quieting the mind.

03 You must go on the journey to discover who you are.

Self-discovery requires intentional solitude. As I write this, I have a hotel booked for two days just to find a relationship with myself. I'm meditating the entire time. You need to spend time with yourself. Be with yourself. Find yourself. Overall, less doing, more feeling. Learn how to "be."

04

Real change begins the moment you choose to evolve.

Be intentional. Make that decision, act upon it, and stick with it. Be genuine with yourself; your "integral domain" should be solid—doing what you said you would do.

05 06

Move everything from your mind to your heart—the gateway to your spirit.

That's when you go from fear to love, from victimhood to creator, from weak to absolute pure power—not power with overwhelming force, but power of love. Think and act with your heart, and disallow your mind to put any doubt or fear in your heart!

Train your body and nervous system to create the energy and release the tension and fear that will exponentially produce results. It all starts with a healthy body, a strong nervous system, and an expanded heart. Mindset won't cut it—it will only lead to more overthinking, force, and stress.

07

Your soul awakens when you connect to your heart.

Our true self emerges when we silence the ego and operate from the heart. Ego is darkness. That's what you've got to kill. The ego sabotages your heart's true purpose.

08

Your dream must be so vivid that nothing can stop you.

My vision is clear: To save so many offices and lives... To allow and guide people the opportunity to awaken from what society is calling "normal" (at times, societal "norms" are the absolute opposite of normal!).

Dr. Farokh Jiveh

a key.

Don't seek success in others—build your success inside you first.

So many people seek validation from external sources—the title, the money, the typical relationship blueprints. Much is outdated. And the blueprint for your true, heartfelt success is you. Your heart is the north star, and your nervous system is the enabler. The only validation you need is from your heart and your soul.

09

What's happening externally is a direct reflection of what's happening inside you.

When enlightened and crystal clear without any fear, false expectations, or shame on the inside, the outside will look completely different. The people you once thought, "Why does she hate me?"—you begin to see them in a new light, thinking, "Wow, she's the one who needs love."

How do we get rid of the clouds—which is the ego, which is wanting, the fear, the doubt? How can we move beyond outdated concepts of a professional and lifestyle Matrix that was never meant to liberate and nourish us? You clear that up, and you start to see life in a completely different way.

Start Your Journey Within

Like many of my colleagues, I've experienced how a patient can take their stress or pain out on us, and it can be hard not to take it personally. And we drag that stress and hurt into our family lives, compromising our health and our abundance. However, I've learned over time that this response only adds to our stress.

What has helped me is practicing emotional awareness. When I feel triggered, I try to pause before reacting. It's not about being perfect —it's about recognizing those moments when our emotions might cloud our judgment and giving ourselves space to respond thoughtfully.

If my experiences resonate with you, I'm humbled to share that my partner Katrin and I are developing Eminent Leadership, a coaching and healing practice with the goal of aligning energy, leadership, and growth for a thriving practice and a fulfilled personal life in the key areas of learning to refine and level up love, health, and financials for dentists, their team, and health professionals. Learn more about it at https://www.emanateleadership.com. We also love speaking on or workshopping around these subject matters that change lives and offices.

My hope is that by sharing these practices that have helped me, others might find their own path to greater fulfillment and peace. If you'd like to continue this conversation, please feel free to reach out at smilesbyjiveh@gmail.com or visit https://www.emanateleadership.com.

You are "The One."

all "Neo." It's within all of us. We can do whatever we put our mind to. It's just learning how to access and unlock it—like

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Celebrating the

Legacy of

Dentistry's Purple Cow: Dr. Robert Pi

Every once in a while, our dental community is blessed with someone truly special—a person who doesn't just fix teeth, but changes lives and inspires everyone around them. Dr. Robert "Bob" Pick

was

such a force.

As we dedicate this 10th edition of Dental Lifestyles Magazine to celebrating his remarkable life, I find myself reflecting on a friendship I’ll forever cherish: his Purple Cow uniqueness, his “kick some butt” energy, and the way he made everyone around him—including me—believe that dentistry could be both exceptional and joyful.

Bob was more than just a colleague; he was a dental rockstar who embodied what he called “super coolio awesome” energy in everything he did. Whether he was pioneering laser techniques, revolutionizing practice management, fighting back from a devastating cancer diagnosis, or mentoring thousands of dental professionals worldwide, Bob approached life with an infectious enthusiasm that made his journey one that deserves not just recognition, but reverence.

I had the privilege of interviewing Bob for my “People of Dentistry” series not long before his unexpected passing. Little did I know that those moments we shared would become some of the most treasured final insights into the mind and heart of dentistry’s beloved Purple Cow. Today, I share with you not just the story of an extraordinary dental professional, but the legacy of a man who taught us that in the middle of every difficulty lies opportunity.

“In the middle of every difficulty lies opportunity.”

Bob’s life changed forever on August 28, 1998, at 5:05 AM. “I fell to the floor,” he told me, describing the moment when pain suddenly dropped him to the ground in his home. In classic Bob style, his first thought wasn’t fear—it was frustration: “’I don’t have time for this today,’ I thought. ‘I have a big case in the office!’”

What followed would alter the course of his life forever. After undergoing surgery for what was presumed to be appendicitis, Bob found himself facing the surgeon, the Pathology Chairman, and the Oral Pathology Chairman, walking solemnly down the hospital hallway toward his room. The diagnosis was devastating: a very aggressive adenocarcinoma of his appendix—so rare that his medical team had never encountered it before.

“You have less than six months to live,” they told him. “My heart is broken. I don’t know what to do.”

For most, such a prognosis would be paralyzing. For Bob, it became catalytic. Through his connections at Northwestern University Hospital—where he proudly served on staff—he was referred to oncologist Dr. Al Benson. Before the internet era made medical research accessible with a few clicks, Dr. Benson and two colleagues spent a full week in the library studying Bob’s condition.

The resulting treatment plan was experimental and grueling: 14 months of chemotherapy never before attempted on a human, three months of radiation with different treatments each month, and a chemo catheter that delivered medication continuously for 90 days. The physical toll was severe—Bob lost 35 pounds and all body hair except, inexplicably, that on his head, which simply turned gray overnight.

But what makes Bob’s story truly extraordinary is what he did during those 14 months. He never missed a day of work except for hospital stays. He maintained his practice. He began reimagining his professional life. As he told me during our interview, “I signed off on 41 potential side effects. I said to myself, I’m not ready to go. It’s not my time.”

Bob embraced Einstein’s philosophy that “in the middle of every difficulty lies opportunity.” During his treatment, he realized that his practice partnership wasn’t aligned with his vision. As soon as he completed chemotherapy, he bought out his partner and implemented transformative practice management systems that would eventually become the foundation for his renowned Pick Business Retreat (PBR).

“I started focusing like there’s no tomorrow,” Bob explained. “And within 18 months, I developed systems that people had never seen before.”

We could all benefit from adopting Bob’s “Purple Cow” philosophy. Long before “standing out” became a marketing buzzword, Bob embodied the concept of being a “Purple Cow”—something so remarkable it demands attention. This philosophy permeated everything he did, from his practice management approaches to his personal interactions.

he heard his own voice “as if it were Mickey Mouse speaking,” and though he initially battled depression after losing the ability to hear himself play guitar, he found ways to adapt and continue sharing his gifts with the world.

“The moral of the story,” as Bob would say, “is don’t let anything get you down, ever, because you can find a way out of it.”

“Pick Business Retreats” Bob’s journey into practice management was unexpected, even to him. “I never thought I’d be in practice management,” he once told me, “but my awesome friends Linda Miles and Roger Levin called it 20 years ago. I told them they were cuckoo, but they were spot on.”

gifts, praise, and knowledge. He took his team on a shopping spree every year to thank them.”

Though, as many of us know, Bob’s generosity extended far beyond his immediate circle. After the COVID-19 pandemic, he began a daily broadcast called “Bob Pick Monday Morning Kick Some Butt!” which he recorded from his car on the way to work. These free sessions were designed to give dental professionals “more energy than the Energizer Bunny.” He also hosted weekly Sunday night livestreams offering valuable practice management insights—again, completely free of charge.

Bob’s Purple Cow philosophy was rooted in a simple yet profound understanding: in a field where technical skills are abundant, distinctiveness comes from creating exceptional experiences. For dental practices, this meant developing systems that prioritized the “best patient experience ever.” For Bob personally, it meant showing up with unmatched enthusiasm and positivity daily.

Each week on social media, Bob would share “Thumbs Up Tuesday” posts—pictures of himself with colleagues, friends, and mentees, all giving the signature thumbs-up gesture. These simple posts embodied his approach to life: no matter what challenges you face, maintain optimism and share your positive energy with others.

Even after suffering two of the 41 potential side effects from his cancer treatment—losing his mobility and requiring a cane seven years ago, then going completely deaf overnight and requiring a cochlear implant—Bob refused to let these limitations define him. Though his hearing loss meant

His unique approach to practice management was informed by an unlikely source: Fortune 500 companies. During his work pioneering laser techniques, Bob had opportunities to meet with executives from major corporations interested in dental applications. “I’ll never forget meeting Jack Welch at GE,” he recalled. “I started taking these agendas... Remember, people, there’s a reason Fortune 500 companies are Fortune 500. Imitate those that are successful and put your own spin on it.”

This insight led to the development of the Pick Business Retreat (PBR), a comprehensive approach to dental practice management that emphasized vertical growth through strategic planning. “We went vertical, and we go vertical every year from it,” Bob explained. “Most dental practices don’t think about it. You’ve got to have a mission, you’ve got to have a vision, you’ve got to have a culture, you’ve got to do a business watch, you’ve got to hire the right team members.”

The effectiveness of his methods was evident in the devotion of his own team, many of whom stayed with him for decades.

As Dr. Alan Stern noted in his tribute, “He was beloved by his team... He showered them with

Bob’s willingness to share knowledge freely set him apart in an industry where consultants often closely guard their expertise. His Purple Cow Wow Facebook page became a hub for dental professionals seeking wisdom, inspiration, and community.

Bob didn’t just teach knowledge—he transferred passion.

What made Bob truly special wasn’t just what he taught but how he taught it. When Bob spoke about building exceptional dental practices, his enthusiasm was contagious. Even as he battled physical limitations, his energy never dimmed.

Dr. Parul Dua Makkar captured this impact perfectly in a Facebook post: “Some people leave an impact so deep that their guidance stays with us long after they’re gone. Losing a mentor feels like losing a guiding light. Their advice, their encouragement, the way they saw potential in us—it all leaves a mark that time can’t erase.”

For thousands of dental professionals worldwide, Bob was that guiding light. He saw potential where others saw challenges. He encouraged excellence wrapped in ethics. Most importantly, he modeled what it meant to overcome adversity while maintaining positivity.

He taught important life lessons as well. During our interview, Bob shared a financial insight he wished he’d learned earlier: “Start investing now, young dentists, and you can do it at any age. I started very late at age 43, and when I look at compound interest calculators and see what I’ve lost, I’m frustrated... I can never make up for lost time.”

This willingness to share even his mistakes and regrets made Bob’s mentorship authentic and incredibly valuable. He wasn’t interested in presenting a perfect image; he wanted to help others avoid the pitfalls he had experienced.

Bob’s legacy lives on in all of us.

On February 29, 2024, our community lost Dr. Robert Pick to a sudden cardiac event. The outpouring of grief and gratitude that followed was overwhelming, with thousands of tributes from around the world flooding social media. As Dr. Alan Stern observed, “The response to Bob’s passing has been overwhelming, from Chicago to Australia!”

In the wake of this tremendous loss, Dr. Stern and other leaders in the dental community have established a memorial fund through Northwestern Memorial Hospital’s Cancer Center— the institution that saved Bob’s life and to which he devoted his

time as an attending physician. The goal is to raise $1,000,000 for life-saving cancer research programs, helping make Bob’s dream of curing cancer a reality.

This initiative perfectly captures Bob’s approach to life: transforming difficulty into opportunity, creating lasting positive impact, and bringing people together for a greater purpose. Just as he turned his own cancer diagnosis into a catalyst for helping others, this memorial fund will turn our collective grief into hope for future patients.

But perhaps the most significant aspect of Bob’s legacy isn’t institutional—it’s personal. It lives in the countless dental professionals who incorporate his teachings into their practices daily. It thrives in those who remember to maintain positivity despite challenges. It flourishes in the teams who experience the benefits of his practice management wisdom.

As Dr. Stern beautifully expressed, “There will never be another Bob Pick, but we can use the lessons of his amazing life to make ourselves better, to preserve his legacy, and to be Super Coolio Awesome in our own way.”

Let’s carry the Purple Cow torch.

As founder of the Nifty Thrifty Dentists community, I’ve had

the privilege of connecting with many extraordinary individuals in our profession. None embodied the spirit of genuine service and enthusiasm quite like Bob Pick. His participation in our community was characterized by the same generosity and wisdom he showed in every aspect of his life.

The lessons Bob leaves us are timeless:

• Find opportunity in every difficulty

• Create exceptional experi ences for patients and team members

• Stand out as a Purple Cow—be remarkable in everything you do

• Share knowledge generously

• Maintain positivity despite challenges

• Invest early and wisely

• Express gratitude and appreciation frequently

Perhaps most importantly, Bob taught us to cherish each interaction. As Dr. Stern reflected after his passing, “ALWAYS take the time to express love, gratitude, respect, or any other word of positivity. Do it as close to 100% of the time as possible. Bring joy to those you encounter.”

In losing Bob, our profession has lost a titan. Yet in the immense impact he made on countless lives, his legacy

endures. The next time you face a seemingly insurmountable challenge, remember Bob’s example. The next time you have an opportunity to mentor someone, share knowledge with the same generosity Bob showed. The next time you’re tempted to blend in, dare instead to be a Purple Cow.

In Bob’s own words: “Don’t let anything get you down, ever, because you can make something out of it.”

That’s a legacy worth carrying forward. That’s a life worth celebrating. That’s our friend, Dr. Robert “Bob” Pick—forever “super coolio awesome.”

This 10th edition of Dental Lifestyles Magazine is dedicated to the memory of Dr. Robert M. Pick, whose contributions to dentistry and impact on our community will continue to inspire generations of dental professionals.

Use this QR code to donate “Super Coolio Awesome” help in honoring the memory and legacy of Dr. Bob Pick:

https://drrobertmpickmemorial. org/

From Childhood Trauma to Compassionate Care: How Mindset Can Transform Your Dental Practice

Iwas six years old when I experienced my childhood trauma. On a moonlit night, my family and I escaped the mountains of Iran on horseback, fleeing persecution. As we made our way toward Turkey, I was tasked with a mission that no child should bear: scout ahead with one of our guides to ensure no snipers or armed guards were waiting to intercept us.

“Don’t fall asleep,” the guide warned me as we rode through the darkness. “If you fall asleep, you’ll fall off the horse and the cliff and die.”

Those words—”don’t fall asleep”—echoed in my mind for decades, manifesting as sleep issues throughout my life. In 2009, at age 32, those issues culminated in a terrifying incident when I fell asleep at the wheel and crashed my car into a tree. The diagnosis that followed was life-changing: I had sleep apnea.

When prescribed a CPAP mask that I couldn’t tolerate, I created a mouthpiece for myself. That experience catalyzed my mission—I’ve since treated

By Dr. Dar Radfar

over 3,000 sleep apnea patients and trained more than 3,500 dentists worldwide on incorporating sleep medicine into their practices.

But my journey revealed something equally profound: the connection between our past traumas, our mindset, and our ability to practice dentistry with true compassion and purpose.

The Compassion Connection

My journey from childhood trauma to sleep medicine expert has taught me that technical excellence alone isn’t enough—true healing requires compassionate connection.

Many of us in the dental profession carry invisible wounds— childhood traumas, academic failures, bullying experiences, or personal losses. These experiences don’t just fade with time; they become embedded in our nervous systems, affecting how we respond to stressful situations in our practices, how we interact with challenging patients, and even how we perceive our own success.

What emotions surface in you when the internet goes down in your practice, when staff call in sick, or when patients express their hatred of dental visits?

If you find yourself triggered, burning with frustration, or feeling a rush of cortisol—that’s your past speaking through your present.

The good news? These moments of trigger are actually opportunities for profound personal growth.

Awareness: The First Step to Transformation

Personal development begins with awareness—recognizing your triggers and understanding their origins. The next time you feel that familiar burn of frustration when a patient complains or when technology fails you, pause and reflect:

• What exactly am I feeling right now?

• What past experience might this be connected to?

• What is this protecting me from?

This simple act of pausing disrupts the automatic emotional

response and creates space for a different choice.

In my seminars, I incorporate teachings from thought leaders like Dr. Joe Dispenza, Peter Crone, and principles from the Kabbalah Center to help dental professionals transform their relationship with these emotional triggers. The goal isn’t to eliminate triggers— they’re a normal part of human experience—but to develop the emotional maturity to process them differently.

Forgiveness Without Apology

One of the most powerful concepts I’ve embraced is forgiveness without apology—the ability to forgive those who have hurt you without requiring them to acknowledge their wrongdoing.

When I reflect on my escape from Iran, I could harbor resentment toward the government that persecuted my family or the circumstances that forced a six-year-old to fear for his life. Instead, I’ve chosen to understand that those who caused suffering were likely

acting from their own trauma, their own limited understanding of the world.

This same principle applies in your dental practice. When a patient expresses anxiety or mistrust, rather than taking it personally, consider what past dental experiences might have shaped their response. Their reaction isn’t about you—it’s about their story.

From Craving to Purpose

Many dental professionals I meet are trapped in a cycle of craving—more production, more recognition, more success. Yet even when they achieve these external markers, fulfillment remains elusive.

I’ve consulted with multimillionaire dentists who have “perfect” lives on paper but struggle with depression, anxiety, and even suicidal thoughts. Why? Because they’re chasing goals rooted in proving others wrong rather than expressing their authentic purpose.

True fulfillment comes when you shift from craving to purpose—when your practice becomes an expression of service rather than a means of validation. This shift doesn’t just benefit you; it transforms the experience of everyone around you, including your patients and team.

Meditation: Closing the Windows

Imagine your mind as a computer with 73 windows open simultaneously. How effectively can you process information? How clearly can you respond to challenges? The scattered thoughts, the background anxiety, the constant planning— these are all windows competing for your attention.

Meditation allows you to close these mental windows systematically. Even five minutes of focused breathwork can create remarkable clarity. The practice isn’t about achieving some mystical state but developing the practical skill of mental focus.

When you meditate consistently—even just three or four times a week—you develop the ability to close distracting mental “windows” more quickly in daily life, returning to equilibrium with greater ease. This skill is invaluable in a profession that demands both technical precision and emotional intelligence.

Leading from the Heart in Sleep Medicine

In my RAD Seminar program, I teach dentists not just the clinical aspects of sleep medicine but how to approach patients from a place of heart-centered compassion. Sleep apnea conversations differ fundamentally from discussions about crowns or fillings—they’re emotionally charged, touching on intimate aspects of patients’ lives.

When I tell a patient about potential sleep issues, it’s not a simple clinical observation—I’m opening a conversation about their quality of life, their relationships, and potentially life-threatening health conditions. This requires emotional intelligence and genuine empathy.

By addressing my own past traumas and developing compassion for myself, I’ve become better equipped to have these sensitive conversations with patients. I can recognize fear

or resistance not as rejection but as a natural protective response, and I can meet it with understanding rather than defensiveness.

Transforming Your Practice Through Mindset

Integrating personal development work will make you a happier person—and it will also make you a more effective clinician. When you operate from a place of emotional maturity:

• You take fewer things personally

• You communicate more effectively with anxious patients

• You handle practice challenges with greater resilience

• You make treatment recommendations from genuine concern rather than financial interest

• You create a practice culture of compassion that patients can feel

This approach doesn’t require sacrificing clinical excellence or business success. On the contrary, when patients sense your authentic concern, they’re more likely to accept treatment recommendations and become advocates for your practice.

The Menergy Experience

Understanding the critical importance of mindset in dental practice success, Dr. Farokh Jiveh and I co-founded the Menergy group—a community dedicated to transforming the personal and professional lives of dental professionals through intentional personal development.

Our Menergy retreats are threeday immersive experiences focused on three vital aspects of life: your soul, your relationships, and your finances. Unlike typical dental continuing education, these experiences create space for profound personal breakthroughs in a supportive community of like-minded professionals.

The retreat is limited to 15 participants to ensure an intimate,

transformative experience. Through meditation, breathwork, and guided self-discovery exercises, participants learn to clear the “clouds” of ego, fear, and limiting beliefs that block access to their authentic selves.

You’re Invited

Through Menergy retreats and my RAD Seminar coaching program, I’ve created a turnkey system for dentists to incorporate sleep apnea treatment into their practices while leading from the heart. When you approach sleep medicine with emotional intelligence and genuine concern, patients respond differently than they do to routine dental treatments. This heart-centered approach not only improves patient outcomes but also creates a more fulfilling practice experience.

As dental professionals, we can be healing presences in our patients’ lives—not just for their oral health but as examples of compassion in action. This begins not with new technology or techniques, but with the transformational work of developing our own emotional maturity.

Dr. Dar Radfar is a sleep medicine expert, speaker, and founder of the RAD Seminar coaching program, which helps dentists incorporate sleep apnea treatment into their practices. He is also co-founder of the Menergy group with Dr. Farokh Jiveh, offering transformational retreats for dental professionals. The next Menergy retreat takes place November 13-16 with space for 15 participants. To learn more about his turnkey system for sleep apnea treatment or the Menergy experience, visit radseminar.com. For information about the Menergy retreat, visit themenergygroup.com. To invite Dr. Radfar to speak at your event on sleep medicine, mindset, or personal development, contact him directly at DarRadfar@ gmail.com.

Handpiece Maintenance: The Critical Component Your Dental Practice Can’t Afford to Overlook

By Dr. Glenn Vo, Editor-in-Chief of Dental Lifestyles Magazine

In the bustling world of dental practice management, we often focus on patient experience, staff training, and advanced technologies. Yet sometimes, it’s the seemingly minor details that can make or break our clinical success. As I’ve learned from my years of practice and from building the Nifty Thrifty Dentists community, maintaining the everyday tools we rely on is just as critical as investing in the latest innovations.

That’s why I was particularly excited to sit down with Richard “Dicky” Ball, founder of Summit Handpiece Express, to discuss an often-overlooked aspect of practice management: handpiece maintenance. Our conversation revealed not just the technical aspects of proper handpiece care, but also the significant impact it can have on patient safety, practice liability, and your bottom line.

The Story Behind Summit Handpiece Express

When Dicky Ball and his wife Kelly founded Summit Handpiece Express in Denver, Colorado in 2009, they were

responding to a genuine need they had identified in the dental community.

“We started as a home-based business after hearing countless complaints from dentists about the lack of affordable options for handpiece repair,” Dicky explained. “The big companies were charging premium prices, and repairs were taking too long. We thought, ‘How can we do this better?’”

This question became the foundation of their business model: providing high-quality handpiece repairs with faster turnaround times at a fraction of the cost of major manufacturers. Today, Summit Handpiece Express has built a reputation for excellence, with Dicky emerging as a respected educator on handpiece maintenance—even speaking at major dental conferences such as the Florida Dental Convention.

Quality Parts Don’t Have to Break the Bank

One common misconception Dicky encounters is that lower prices must mean lower quality. In reality, Summit uses the same high-grade components

as the major manufacturers but without the markup.

“Here’s something many dentists don’t realize,” Dicky revealed. “The manufacturers don’t even make their own bearings most of the time. There are two major bearing manufacturers in the world, and I work with both of them.”

This insider knowledge allows Summit to provide OEM-quality repairs at 40-50% less than what dentists would pay sending their handpieces back to the manufacturer. The difference isn’t in the quality of parts—it’s in the business model and overhead costs.

Dicky compares it to musical instruments: “If you’re a musician, you’ll pay more for quality strings because they sound better. The same principle applies to handpieces—quality matters, but that doesn’t mean you need to overpay.”

The Ceramic Revolution

In recent years, handpiece technology has evolved significantly, with ceramic bearings becoming the industry standard.

Summit Handpiece Express stays ahead of this curve.

“Around 2016, we made the switch to using exclusively ceramic bearings when applicable,” Dicky noted. “The technology has moved away from stainless steel because ceramic bearings far exceed the life expectancy of traditional bearings.”

Approximately 90% of the repairs Summit performs now utilize ceramic bearings, which offer superior performance, quieter operation, and extended longevity. Most quality handpieces manufactured today come with ceramic bearings standard—a reflection of this industry-wide shift toward better materials.

The Catch-22 of Modern Materials

While discussing the evolution of handpieces, Dicky pointed out an interesting paradox in newer models. Many manufacturers have shifted from stainless steel to titanium components, similar to how car manufacturers have moved from steel to aluminum bodies.

“This older style tool has a stainless steel shell and head,” Dicky demonstrated, holding up a handpiece. “You could throw it on your wood floor, and it would dent the floor before hurting the handpiece.”

While titanium offers certain advantages, it presents unique challenges when damaged. “If a stainless steel head gets dented, I can usually heat it, work it, and reshape it. With titanium, that’s nearly impossible—the material isn’t malleable in the same way.”

This creates a maintenance dilemma for practitioners. Modern handpieces with titanium components offer certain benefits but can be significantly more difficult and expensive to repair if damaged. It’s a tradeoff dentists should be aware of when purchasing new equipment.

The Hidden Dangers of Cutting Corners

Perhaps the most sobering part of our conversation came when Dicky shared stories about the consequences of using substandard handpieces or neglecting proper maintenance.

“I’ve seen practices buying handpieces from places like eBay—ten handpieces for $120. Do the math,” Dicky warned. “These units aren’t regulated for use in this country, which creates a serious liability issue.”

He recounted a sobering example where a patient suffered a second-degree burn from an improperly maintained handpiece. The subsequent investigation revealed the practice was using unregulated, imported handpieces. The dentist ultimately lost their license, andtwelve staff members lost their jobs.

“It’s not worth it,” Dicky emphasized. “When you combine cheap handpieces with poor maintenance protocols, you’re creating a ticking time bomb in your practice.”

Cutting corners on your handpieces leads to more than equipment failure—it’s about patient safety, practice liability, and professional reputation. The small savings from purchasing bargain-basement equipment can lead to catastrophic costs down the line.

Education Is the First Step

Beyond repairs, Dicky has made education a cornerstone of his business philosophy. He regularly speaks at dental conventions about proper handpiece maintenance.

“I’m giving a two-hour class on handpiece maintenance at the Florida Dental Convention in June,” Dicky mentioned. “My whole premise isn’t just quality repairs—it’s emphasizing how important maintenance is.” He compared proper handpiece

care to bicycle maintenance: “If you have flat tires and a rusty chain, you’re not going anywhere. The same applies to handpieces—you can’t perform quality procedures without proper maintenance.

Dicky’s certainly dedicated to helping practices avoid problems in the first place, and I think that says a lot of good things about his priorities. Rather than viewing his service as transactional, he sees himself as an extension of the practices he serves—sharing knowledge, solving problems, and helping dentists achieve better clinical outcomes.

“We want to be advocates for education in the industry,” Dicky emphasized. “When I work with a practice, I’m not just fixing their handpieces—I’m helping them understand how to get the most life and performance out of their equipment.”

This collaborative spirit extends to his willingness to assess problematic handpieces and offer honest advice, even when that means telling a client their equipment isn’t salvageable.

“Sometimes I get handpieces that are beyond repair—the eBay specials. I have to be straightforward and tell the dentist there’s nothing I can do. It’s better to invest in quality equipment than to waste

money trying to salvage inferior products.”

The Bottom Line

As a practice owner and founder of the Nifty Thrifty Dentists community, I’ve always emphasized smart investments over cutting corners. Summit Handpiece Express exemplifies this philosophy by providing quality repairs at accessible prices without compromising on the excellence our patients deserve.

Whether you’re dealing with handpiece issues, looking to optimize your maintenance protocols, or seeking education for your team, I highly recommend connecting with Dicky and his team at Summit Handpiece Express. Their combination of technical expertise, quality components, and educational approach makes them a valuable partner for any dental practice.

To learn more about Summit Handpiece Express or to discuss your handpiece maintenance needs, you can contact Dicky Ball directly via email at rick@ summithpx.com or visit https:// summithandpieceexpress.com.

The DSO Market in 2025: Why Dental Practice Owners Should Consider Selling Now

By Dr. Glenn Vo, Editor-in-Chief of Dental Lifestyles Magazine

For this edition’s feature, I had the opportunity to sit down with David Cohen, a renowned expert in dental practice transitions and the owner of Cohen Law Firm. Our conversation revealed why 2025 may be an opportune moment for practice owners to consider selling to Dental Service Organizations (DSOs), and why having specialized legal representation during this process is critical.

As both a dentist and the founder of the Nifty Thrifty Dentists community, I’ve witnessed firsthand the evolving landscape of practice transitions. The decision to sell your practice—often your life’s work and legacy—is deeply personal and complex. With DSOs becoming increasingly prominent players in the industry, understanding your options has never been more important.

A Law Firm Built for Dentists—By Someone Who Understands Dentistry

David’s connection to dentistry runs deep—his father is a periodontist who founded Seattle Study Club, a prominent continuing education group. Growing up around dental professionals, David developed an appreciation for the industry, though he knew early on that he wanted to support dentists in a different capacity.

“I wanted to work with dentists because that’s what I had known and who I had been around for throughout my life,” David explained. This connection led him to establish Cohen Law Firm in 2010, specializing in dental practice transitions.

Today, his firm handles over 300 practice transitions annually nationwide, working with both private doctor-to-doctor sales and DSO acquisitions. Their concierge approach sets David’s firm apart—clients have direct access to their attorneys’ cell phones, ensuring responsive communication throughout the process. They also typically work on a flat-fee basis, creating transparency from the outset.

Why Consider a DSO?

When it comes to selling to DSOs versus private buyers, David emphasized that “DSO deals are great for some and not as great for others.” However, he believes all practice owners should at least evaluate this option, as the benefits can be substantial.

Two primary advantages stand out:

1) Superior Economics

“In almost every case, the economics for a doctor are going to be better,” David noted. This includes not only a higher initial purchase price but also potential ongoing benefits:

• Equity in the DSO that can grow in value

• Performance-based earnouts that provide additional income

• Overall financial packages that typically exceed what private buyers can offer

2) Freedom from Non-Clinical Burdens

“DSOs provide bonafide non-clinical services to practices,” David explained. “Many dentists like doing dentistry, but they don’t necessarily like

doing all of the non-clinical business things.”

DSOs can lift administrative burdens from a dentist’s shoulders while allowing them to continue practicing. Since the DSO has invested significantly in the practice, they have a strong incentive to provide effective management support.

For doctors who want to “take chips off the table” financially while continuing to practice, DSOs often present an attractive option. Most DSO arrangements require the selling doctor to continue working for approximately five years postsale—something that wouldn’t typically occur with a private buyer.

Why Now Is the Time

While David doesn’t suggest it’s “now or never,” he does see compelling reasons why 2025 represents a particularly favorable window:

“For the last year and a half or two, the volume of DSO deals had diminished mainly due to the economy, interest rates, and the market,” David explained. “Now we’re seeing a lot more action in the DSO realm. Many are hungry and have the capacity to take on new deals.”

This creates several advantages for sellers:

• Rising Demand: With DSO activity increasing after a slower period, practice owners can potentially benefit from greater competition for quality practices.

• Strong Valuations: “The values that we’re seeing out there are still very strong,” David observed, noting that specialist

practices in particular are commanding premium valuations as more DSOs expand beyond general dentistry.

• Market Opportunity: When asked why dentists shouldn’t wait, David pointed to market cyclicality: “We saw it back in 2021 when DSO deals were massive. There were doctors that could have chosen to take advantage of it and didn’t, and missed out on some opportunistic values.”

The current upswing presents a similar window of opportunity that may not remain open indefinitely.

The Importance of Specialized Legal Representation

For many dentists, selling their practice represents the largest financial transaction of their career. Despite this, David sees a concerning trend of practice owners attempting to navigate complex DSO deals without proper legal guidance.

“Unfortunately, we often see doctors try to do it themselves,” David shared. “While I think very well of DSOs, they are backed by private equity typically, and the legal documents can be favorable to the DSO if not reviewed properly.”

This often leads to problems down the road. “We definitely get calls from doctors who tell us they partnered with a DSO, and they’re running into issues. When we ask who they worked with on their deal, they tell us they didn’t work with an attorney.”

A specialized dental attorney brings several critical advantages:

• Understanding Document Interrelationships:

“You can’t just look at one document and assume that document tells the entire story,” David explained. “Many documents in a DSO deal are linked to each other.” For instance, an earnout provision might be contingent on employment terms defined in a separate agreement. If the employment can be terminated at any time, the doctor might

unknowingly jeopardize their earnout opportunity.

• Healthcare Regulatory Expertise: “In most states, a non-dentist cannot own a dental practice,” David noted. Understanding the complex regulatory structures that allow DSOs to operate legally requires specialized knowledge beyond what even experienced business attorneys might possess.

• Efficiency Through Relationships: David’s firm has established relationships with attorneys representing major DSOs, allowing them to navigate challenges more efficiently than attorneys new to these transactions.

Making the Right Decision

While David advocates for considering DSO offers, he acknowledges this path isn’t for everyone. Practice owners who strongly value autonomy and control may struggle with the transition.

“Their practice is their baby, and it’s difficult for them to relinquish control,” David observed. “Unfortunately, some doctors talk themselves into believing they can relinquish that control until it actually happens, and then it kind of hits them.”

The key is being fully educated about what DSO partnership entails before making a decision. “I think the way to get in front of that is just being as

educated as possible,” David advised.

The Next Step

For dental practice owners considering their exit strategy, now is an excellent time to explore DSO options. The market is active, valuations remain strong, and the right partnership could provide both financial security and professional satisfaction.

If you’re interested in learning more about dental practice transitions or want to discuss your specific situation, David welcomes your call or email. You can reach him directly at (206) 919-9060 or David@ CohenLawFirmPLLC.com.

For ongoing discussions about practice transitions in a judgment-free environment, consider joining David’s Facebook group, “Practice Transitions Revolution,” where dentists share experiences and advice about both private and DSO sales.

Amid the unforgiving concrete and narrow possibilities of Philadelphia’s toughest streets, a small flame was kindled in a young girl’s heart—a single Swahili word that would illuminate her path through darkness. Like a seed planted in unlikely soil, this concept took root, grew, and blossomed into a philosophy that carried her beyond the shadows of her childhood.

Today, as a successful practice management consultant who guides dental professionals through their own labyrinths of challenge and change, Monica Hough Cappelli shared with me this powerful concept that has transformed countless lives— including her own.

Kuji-HUH?

“Kujichagulia.” It flows from her lips with practiced ease, though most people have never heard it before. The word—pronounced koo-jee-cha-goo-LEEah—means “self-determination” in Swahili and represents a profound philosophy: To define ourselves, name ourselves, create for ourselves, and speak for ourselves.

“My grandmother and mother used pithy little sayings to correct or inspire us,” Monica explained. “As soon as my mother heard this one at a summer camp, she was like, ‘That works.’”

Rising Above Circumstances

The youngest of seven children raised by a single mother and grandmother in what she now recognizes was the Philadelphia ghetto, Monica’s upbringing was anything but easy. Yet, remarkably, her entire family defied the odds.

“My mother was the most gentle person you’d ever want to meet, but also tough as nails,” Monica recalled. “She set expectations and boundaries that kept all seven of us in line in a situation that could have been disastrous.”

That structure included a 7:30 PM curfew—year-round, regardless of season—and a high value placed on education. Monica and her siblings attended alternative schools instead of their neighborhood schools, which often required lengthy commutes—sometimes even facing ridicule and harassment from other children in the neighborhood who resented their ambition.

“My mother cleaned our elementary school on the weekends so we could afford tuition at a private school for a while,” Monica shared. “We ate split pea soup and sardines often for five years, but she was determined to give us opportunities.”

Her early exposure to the Kujichagulia mindset shaped how Monica approached every challenge. When private school

Her early exposure to the Kujichagulia mindset shaped how Monica approached every challenge. When private school was no longer an option, she and her sister chose public schools far from their neighborhood, requiring them to take two buses and eventually the subway to get there. They even used a relative’s address to gain access to better education, walking to their aunt’s house after school as fifth- and sixth-graders and staying until dark before making the journey back to their neighborhood by bus and then walking another five blocks back home.

The Power of Self-Determination in Practice

For dental professionals facing their own unique challenges— whether it’s struggling with insurance pressures, team management issues, or the physical demands of the profession— Monica believes Kujichagulia offers a powerful framework for navigating difficult times.

“Being a dentist is an entrepreneurial endeavor,” she noted. “When you hang that little shingle out, you don’t know what the world will throw at you. Clinically, you might be fantastic, but dealing with the public is hard. Dealing with the public in pain is hard. Having a team is hard. It’s one of the hardest careers I can think of to go into right out of college.”

Monica emphasized that Kujichagulia isn’t about ignoring difficulties but changing how

we respond to them: “Life is bumpy, and it can be bumpy going upward or downward. Kujichagulia helps you navigate those bumps as you go upward because it keeps your focus up and out, away from yourself. It helps to redirect your focus off of your circumstances and puts it on your goals and who you want to be.”

From Theory to Practice

Monica has seen the transformative power of this philosophy throughout her life. On one hand, her husband, a dentist, is “... one of the most amazing men you’ll meet—he’s just like the little engine that could. He keeps going no matter what comes his way.”

However, perhaps most movingly, she witnessed it change the trajectory of a young boy’s education. As a teacher in a classical homeschool co-op, she taught the Swahili concept to her third-grade students, including a boy who couldn’t read.

“To this day, that mother tells me this was one of the biggest turning points in her child’s life,” Monica shared. The shy boy, newly empowered by the concept of self-determination, decided that the first book he wanted to read would be “Harry Potter”—an ambitious choice for a non-reader.

“Everybody was like, ‘Seriously, are you sure you want to read that for your very first book?’ But I said if he likes it, he’ll

learn how to read it because he’s interested. And he did. He taught himself to read by reading ‘Harry Potter’!”

5 Steps to Kujichagulia For dentists feeling overwhelmed by the pressures of practice ownership, team management, and clinical excellence, Monica offers practical ways to embrace Kujichagulia:

1. Define your vision: “Ask yourself what you want to be doing on a Tuesday and on a Saturday in two years, five years, and ten years,” Monica suggested. “Tuesday has to pay for Saturday. That’s your inspiration.”

2. Focus on who you want to be: “Shoot for the kind of person you want to be instead of the things you want to have,” she advised. “Self-development, if it’s on an upward trajectory, is the best way to bless the world and the people around you.”

3. Set clear boundaries: “Just make sure that the things you bring into your life that you can control fit your values and propel you on your way,” Monica emphasized. “Say no to the things that don’t fit your values nor propel you on your way to where you want to be.”

4. Embrace challenges as growth opportunities: “Kujichagulia helps you grow mental muscles when you’re challenged,” Monica noted. “Life is not easy, and it’s not supposed to be easy. If life is easy, then you won’t ever grow.”

5. Maintain the high road: As Monica’s husband often says, “You always have a choice. Just take the high road.”

Be Happy Bravely Monica’s approach to leadership in dental practices follows the same principle. “Cast the vision for your team, tell them what your expectations are. Make sure they have the tools and training to accomplish it. Provide accountability—check in, see how it’s going, see if they

need more help and support or training—and then provide the rewards. That’s pretty much all it takes.”

Now, Monica applies these principles in her practice management consulting business and her newest venture with her daughter Christina—Blue Poppy, an AI voice assistance company designed to help dental practices manage phone calls, scheduling, and more.

In fact, perhaps the most beautiful distillation of Kujichagulia comes from a phrase Monica borrowed from her daughter’s friend: “Be happy bravely.”

“Being happy takes courage,” Monica explains. “You have to be willing to say no to a lot of things. You may have to stand alone in a lot of ways.” However, by embracing self-determination, defining who you want to be, and making choices aligned with that vision, you can live with integrity, transform obstacles into opportunities, and create the practice— and life—you truly desire.

To learn more about incorporating Kujichagulia into your practice or how AI voice assistance can reduce stress while improving patient experience, reach out to Monica at Monica@revv-systems.com.

As the founder of the Nifty Thrifty Dentists community— now 60,000 members strong— I’ve connected with countless dental professionals who are changing the game. But few have mastered both the clinical and business sides of dentistry quite like my friend Dr. Noel Liu. Through sheer hustle, smart business moves, and an eye for opportunity, Noel has built an incredible operation spanning 11 thriving practices across the Midwest.

What’s impressive isn’t just the number of practices, but how methodically he’s grown them by combining top-notch clinical skills with serious entrepreneurial know-how. For any dentist looking to level up their practice with specialized care, Dr. Liu’s journey offers a masterclass worth studying.

From Family Legacy to Personal Passion

Like many of us, Noel’s entry into dentistry wasn’t entirely his own choice. As the son of a dentist, he initially pursued the profession to fulfill his father’s dream and meet cultural

expectations. “With Asian parents, everybody wants their kids to become a doctor or a lawyer,” he told me with a smile. I had to laugh—being Vietnamese myself, I know that pressure all too well! My folks had the exact same dream for me, and I’m guessing quite a few readers are nodding along right now.

“I took that vision for him and ran with it,” Noel continued. Before long, what began as an obligation transformed into a genuine passion. After working as an associate for nearly five years, Noel and his wife (also a dentist) opened their first practice in Peoria, Illinois in 2012. They gradually expanded, adding approximately one location per year, until they realized that sustainable growth required more than just clinical skills.

The Leadership Difference

By the time they reached their sixth or seventh location, the Lius hit an inflection point. “Little did I understand about people, little did I understand about HR and leadership,” he reflected. “Sometimes you have to get to the bottom of the barrel to meet your other self and

understand all these aspects to become a better version of yourself.”

This realization prompted Noel to invest heavily in his personal development. He began reading leadership books daily and applying principles from authors like John Maxwell. “When we increase our own leadership lid, we start attracting bigger talents,” Noel explained, referencing Maxwell’s “Law of the Lid” concept.

Noel’s leadership philosophy currently centers on what he calls the “PPF Goals”—and it’s absolutely brilliant in its simplicity: “I focus on three things with every team member—their Personal goals, Professional ambitions, and Financial targets. Most leaders make the mistake of thinking everyone’s motivated by the same things. They’re not.”

What makes Noel’s approach special is how thoroughly he investigates these dimensions. He sits down with each team member individually and asks pointed questions: “What’s happening in your

personal life? Want to put your kid through college? Looking to move from dental assistant to lead assistant? What income are you targeting this year?”

This intentional clarity lets him customize rewards in ways that deeply resonate. For one team member, flexible scheduling to attend a child’s activities might be more valuable than a bonus. For another, mentorship toward a promotion matters more than money.

“Once we understand each other,” Noel told me with a smile, “I can say ‘You help me hit this target, I’ll help you hit yours.’ That’s when the magic happens.”

The results speak for themselves. His retention rates are exceptional, and productivity continues to climb across his locations. As he put it, “When our visions align, everything falls into place like hand in glove.”

Noel views his organization through the lens of an army, with different roles for different team members: “There are foot

soldiers, there are commanders, and then there are generals. Everyone has a different role.”

His focus remains on those who demonstrate hunger and drive—the ones who, in his words, “smash the results.” This approach has particularly helped him navigate the challenge of rural versus urban practices: “In the city, it’s easy to get doctors but very hard to get loyal patients. In rural areas, it’s very easy to get patients but very hard to get providers.”

Touchdowns in a Field of Tackles

While he excels in leadership and practice management, Noel’s “secret sauce” is undeniably dental implants. Although his practices handle everything from fillings to cleanings, offering implants and full-arch reconstruction has become a major differentiator for his business.

As any of my friends know, I’m a sports guy through and through, so when Noel started talking football, he was speaking my language! “I always treat implants as bonuses,” Noel said. “It’s like in football—we’re tackling every single day. That’s exactly what bread-and-butter dentistry does for you. You’ve got to have that base. But those implants and high-ticket items? They’re your long passes and touchdowns!”

I loved how he extended the metaphor: “Imagine you’re at the 50-yard line and you launch that perfect throw for a touchdown. That’s your fixed full arches right there.” I could almost hear the crowd roaring as he described it, because that’s exactly what happens when you transform a patient’s smile and life in a single treatment.

“The Waterfall Effect” Even better, by focusing marketing efforts on those “touchdown” high-value implant services, Noel creates what he poetically calls a “waterfall effect.”

Picture standing at the top of a magnificent cascade, where the marketing dollars are initially invested. “If you can spend that money up there on the top of the waterfall,” he explained, “anything that’s coming down— those patients coming in from the lead generation calls—they are going to be converting into something.” Even if patients don’t commit to implant treatment initially, the natural flow carries them to other services downstream.

“If the money is going to be spent, you might as well spend it on the high-ticket item,” Noel advised. “What ends up happening is that if that high-ticket item is not converted to implants, they will trickle down to something else—maybe a denture, a partial, extractions— it’s always going to be some sort of a win.”

This waterfall metaphor can be applied to practice building as well. While many practitioners focus on building relationships from simple cleanings up toward implants, Noel suggests the reverse can be more efficient: “Somebody coming from the top, coming from implants, coming down to cleaning and then going anything in between, that’s a lot faster in terms of ROI versus somebody coming just for cleaning.”

Cultivating Your Garden: Three Steps to Implant Success

For dentists looking to add implant services to their practice, Noel recommends a three-step

approach, which I’ve come to think of as cultivating a garden:

1. Plant the Vision Seeds: Understand both who you are as a provider and who your ideal patients are. “You’ve got to be known for something,” Noel emphasized. Whether it’s implants, aesthetics, TMJ treatment, or another specialty, differentiation is crucial. Know which flowers you want to bloom in your garden.

2. Prepare the Soil: Before marketing implant services, ensure your team is properly trained and your systems are in place. From clinical skills to sales training for treatment coordinators, every aspect must be aligned. “You can’t just start planting seeds and expect flowers or bushes to grow if your soil is bad,” he cautioned. “You’ve got to do that landscaping first. Pull out the weeds, set up nice mulch, and get your soil ready.”

3. Create Your Waterfall: With your vision clear and foundation solid, focus your marketing on those high-value services. Start planting those bushes and trees, reaching out for high-ticket items that will become the waterfall feeding your entire garden. Be patient with results—Noel recommends giving any marketing initiative 90-120 days to bear fruit, comparing it to the stock market: “You must wait your entire lifetime, almost, to get that return.”

Looking Forward

Noel was recently honored with the naming of an implant program at NYU College of Dentistry—now known as the Liu Advanced Clinical Fellowship in Implant Dentistry—and remains passionate about mentoring the next generation of implant dentists. However, he also finds deep fulfillment in the emotional impact of providing treatment firsthand: “When the end product is in a patient’s mouth and the patient looks in the mirror, and then they start crying... that is something I really cherish.”

Today, Noel’s practices span multiple states, including Illinois, Indiana, and Tennessee. His expansion strategy balances the needs of both patients and providers: “We have two sets of customers—one is our team, which is our associate doctors, and the other is patients.”

For dentists at any stage of their career, Noel’s journey offers valuable lessons about leadership, specialization, and strategic growth. Whether you’re considering adding implants to your practice or looking to expand your existing implant services, the principles that guided his success can help illuminate your path forward.

Dr. Noel Liu welcomes conversations with fellow dentists interested in implant dentistry or practice growth. While he doesn’t offer formal consulting services, he’s happy to connect and share insights. Reach out through his website to start a conversation.

The Fractional Executive: How Ian Miller is Revolutionizing Dental Business Management

By Dr. Glenn Vo, Editor-in-Chief of Dental Lifestyles Magazine

Let me tell you something— when it comes to running a dental company, having the right leadership can make or break your success. As someone who has built a community of over 60,000 dental professionals with my Nifty Thrifty Dentists group, I have seen firsthand the struggles that dental entrepreneurs face when trying to scale their businesses.

That’s why I was absolutely blown away when I sat down with Ian Miller, founder and owner of Dental Mutuality, based in Montreal, Canada. Ian has introduced something virtually unheard of in our industry—the concept of a “Fractional Chief Revenue Officer” (CRO). Unlike the tech world, where fractional executives have gained some traction, this model is revolutionary in dentistry. It’s a game-changer that’s allowing dental companies to access C-suite talent without the C-suite price tag.

From Fashion to Fractional: An Unlikely Journey into Dentistry

Now, you might be wondering how someone ends up becoming a fractional executive for dental companies. Trust me,

Ian’s path wasn’t what you’d expect! After college with his entrepreneurship degree in hand, he cut his teeth working in his family’s clothing business while moonlighting as a stand-up comedian. He even performed alongside Jim Carrey at one point—quite an impressive accomplishment for someone balancing multiple career tracks.

When the 2008-2009 recession hit, Ian saw the beginning of the end in the apparel business and started to plan his exit strategy. He could have gone in any direction, but as luck would have it, his brother-in-law—a dentist with an entrepreneurial streak—recognized Ian’s business savvy and pulled him into our world.

“I never thought dentistry would be my thing,” Ian told me when I interviewed him for this edition. “But my brother-inlaw needed help launching this cool company with toothpaste that showed where plaque was hiding in your teeth.” That first dental venture was a home run, with the brand eventually getting sold. And just like that, Ian found his sweet spot as a part-time executive in the dental space.

The Fractional Executive Model: Maximum Impact, Minimum Cost

Let me break down why this fractional model is such a big deal for our industry. Many dental companies—especially startups and growing businesses—often can’t afford (or justify) a full-time executive salary. But they desperately need that high-level expertise. That’s the gap Ian fills perfectly.

As a Fractional CRO, Ian currently serves seven different dental companies simultaneously. And these aren’t just any companies—these are the innovators pushing boundaries in our industry! We’re talking virtual headsets that distract patients during uncomfortable procedures, specialized toothbrushes for pets (yes, even dental care for cats!), and other cutting-edge technologies that make me excited about where dentistry is headed.

Thanks to Dental Mutuality, these companies get C-suite talent without the eye-watering cost of a full-time executive. But the benefits go beyond just saving money. Since Ian works across multiple dental ventures, he brings a unique perspective

that a traditional executive simply couldn’t offer. He’s seeing what works (and what doesn’t) across the industry in real-time and can apply those insights to each business he touches. It’s like having a secret weapon!

A Full Suite of Revenue-Generating Services

Now, don’t think for a second that Ian is just some consultant who drops in with a few suggestions and disappears. The range of services he provides through Dental Mutuality is seriously impressive. We’re talking about:

• Creating rock-solid go-tomarket sales strategies

• Handling all the headaches of trade show selection, coordination, and staffing

• Managing deals and negotiations (the stuff most dental entrepreneurs hate dealing with)

• Connecting companies with the right distributors, GPOs, DSOs, and DPOs

• Getting products listed on all the relevant marketplaces

• Setting up communication technologies that actually work

• Building and managing high-performing sales teams

• Developing those all-important KOL and brand ambassador programs

• Navigating e-commerce on platforms like Shopify and Amazon

• Facilitating M&A deals and securing venture capital (not for the faint of heart!)

• Managing P&L, budgeting, and pricing (the boring but crucial stuff)

What this means in real terms is that dental innovators can focus on what they’re passionate about—creating amazing products and services—while Ian handles all the business heavy lifting that drives revenue. As someone who’s built businesses myself, I can tell you that this kind of support is priceless.

Giving Back: Business Success with a Purpose

Here’s something that really resonated with me about Ian: the guy has heart. Beyond all his business smarts, he’s deeply committed to giving back. In fact, he’s actually in the Guinness World Records for participating in a grueling 96-hour softball game to raise funds for a children’s hospital! Most players were catching Z’s in the dugout between innings, but the payoff was worth every blister and pulled muscle.

“You know what made it all worthwhile?” Ian told me, his eyes lighting up. “When those kids from the hospital came out to watch the final hours, they ran onto the field for autographs. That moment changed everything for me. I still get choked up just thinking about it.”

I love that Ian brings this charitable mindset to every dental company he works with. He makes giving back a non-negotiable part of each business strategy. It often creates winwin scenarios where companies do good while also benefiting from tax deductions. That’s the kind of smart, values-driven thinking our industry needs more of!

Why the Fractional Model Works for Dental Companies

I’ve seen the financial pressures that weigh on dental entrepreneurs. Let me tell you exactly why this fractional model is such a perfect fit for our industry:

1. It preserves precious capital: Let’s be real—dental startups need to pour money into product development and marketing. The fractional model lets them access executive brainpower without draining their bank accounts.

2. Dental requires specialized know-how: Our industry has unique

regulatory hoops, distribution channels, and market quirks that generic business executives just don’t understand. Ian gets dentistry from the inside out.

3. It flexes as you grow: As dental companies scale, their needs shift dramatically. With the fractional model, they can dial executive time up or down as needed without awkward hiring and firing cycles.

4. You get instant network access: Ian brings connections that would take a new company years to build on their own. In our industry, who you know matters as much as what you know.

The Future: Scaling Fractional Leadership

So what’s next for Ian? Trust me, he’s not resting on his laurels. He’s already expanding Dental Mutuality to include Fractional CFOs, CMOs, and other executive positions. Basically, he’s building out a complete fractional C-suite that dental companies can tap into as needed.

“I want to give dental innovators a complete executive team experience without the crippling financial commitment of hiring full-timers,” Ian told me. And I’ve got to say, this approach is brilliant—it makes high-level business expertise accessible to dental entrepreneurs who previously couldn’t afford it.

The Bottom Line

Look, I’ve been in the dental world long enough to know we can be a pretty change-resistant bunch. That’s why innovators like Ian Miller are so valuable—they bring fresh thinking to an industry that sometimes gets stuck in its ways.

The beauty of what Dental Mutuality offers is that it removes barriers for innovative dental products to reach the market. Too many great dental innovations never see the light of day because their creators lack the business expertise to scale. Ian’s model fixes that problem.

For my fellow dental entrepreneurs who are trying to grow without drowning in overhead costs, I can’t recommend this fractional approach enough. It’s the perfect middle ground between going it alone and taking on the massive expense of a full executive team. And as Ian continues to expand his services and team, I’m convinced his approach is going to reshape how successful dental companies are built.

Want to learn more about how a Fractional CRO could take your dental business to the next level? Reach out to Ian directly at ian@dentalmutuality.com or visit www.dentalmutuality.com. Tell him Glenn sent you—you won’t regret it!