Publisher & Editor
Glenn L. Vo, DDS CEO, Dental LifestylesPublishing
Managing Editor
Ethan Webb
Project Manager
Hanna Garcia
Art Director
Jess Beltran
Editorial Board
Dr. Christopher Hoffpauir
Dr. Brittany Vo
Nick Pavlidis
Contributors
Minal Sampat, RDH
Katrina Klein, RDH
Dr. Jeff Anzalone
Brannon Moncrief
Dr. Kathryn Alderman
Stephanie Baker, RDH
Dr. Ankur Gupta
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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.
Dental Lifestyles Publishing Group
Issue No. 2 2023
Dr. Ali Jhaver has dedicated much of his professional career to helping Dentists and other Dental professionals—but he didn’t set out to do that. Initially, Ali set out to solve business problems, but the pull of the dental industry was too strong for him to ignore. page 4
Dental
instead of letting everything pile up in the sink.
Dirty dishes aside, everyone has habits that make up their everyday routines, and you have so many opportunities to habit-stack throughout your day. For example, whenever I go to the gym, I lift weights. However, I wanted to start incorporating cardio into my workout. So, what I do now is stack cardio as part of my gym routine. After I lift weights, I jump on the treadmill and do a two-mile run.
that often go on the back burner.
Overall, this year, I urge you to begin with the end in mind. As we go into 2023, I want you to think about what you want your life to look like a year from now. From there, you can start to reverse-engineer getting to where you want to be by creating the right habits to improve every facet of your daily life.
A wise man once told me the true benefit of achieving a goal is not the achievement itself, but the lifelong habits you’ve created to achieve your goal.
So, as we go through this new year, let’s not just make resolutions—let’s create habits to shape our future. The problem with New Year’s resolutions is that they are often too vague and require more specific, measurable goals. Furthermore, resolutions are often made with an “all or nothing” mentality, which can lead to feelings of failure and defeat. This is why so many of us fall short of the goals we lay out for the new year.
But what if we approached the new year differently? What if we focused on building new habits instead of making generalized resolutions? Habits are the foundation upon which our lives are built. They shape our thoughts, our behaviors, and our actions. And unlike resolutions, habits are formed through consistent, daily effort.
Too many people go through life with what I call the “shotgun” approach. They have too wide of an aim. When they fall short, they get frustrated and blame everything but themselves. Oftentimes, the issue is that they’ve set the wrong goals and haven’t focused on developing good, consistent habits.
But where do we start in our “Habit Creating” journey? I’m a big fan of Habit-Stacking, something I read about in James Clear’s book, Atomic Habits. Here’s how it works: If there’s a habit you want to adopt, stick it to an existing habit. It could be as small as washing your dishes after eating dinner
Another positive habit I’ve developed is making sure I devote the first few items of the day to myself—I focus on body, mind, and spirit. An early morning workout, while listening to an audiobook, and reading scripture as I cool down. This allows me to take care of myself first so I can take care of others.
Too many entrepreneurs get so fixated on improving their businesses that their health begins to suffer both mentally and physically. They forget about tried-andtrue, commonly-known tactics to better their health—such as sleeping eight to nine hours a night, eating healthy, exercising regularly, and so on. And, even if they do all that, there are still poor habits they can replace with healthier ones.
For example, maybe you have a habit of playing video games when you get stressed out. Maybe you like to collect legos and put together some masterpieces with them (I’m too afraid of stepping on them to claim the same!). Those are certainly worthwhile endeavors—especially if they help you to de-stress—but make sure you’re not letting those hobbies become vices instead of recreational activities.
A work-life balance is super important, and this is especially the case as an entrepreneur. When it comes to the “life” piece, it’s worth leading a life that’s conducive to our work mindset. Perhaps you could replace fifteen minutes of watching “Gilmore Girls” with meditating. Maybe you could hire a personal development coach and meet with them for an hour every week. Maybe you could start doing therapy to make sure you’re not bottling up emotions. The list goes on; just don’t forget to prioritize those personal needs
I recently caught up with Ali Jhaver, the founder of Adit. Ali has dedicated much of his professional career to helping dentists and other dental professionals. But he didn’t set out to do that. He set out to solve business problems, but the pull of the dental industry was too strong for him to ignore. And today, he’s created software that supports dental practices on multiple levels.
Dr. Vo: I’m super excited to be speaking with you. I want to talk with you about your journey to serving dentists and dental team members. But first tell me a little about Adit, so readers can understand how deeply involved you’ve become in the dental industry.
Ali Jhaver: Well, first of all, thank you so much for having me. Basically, Adit is dental software that helps dentists streamline and bring together their phone system, patient communication, operations, and practice metrics/analytics, and more all into one software. We help practices run their business and grow their practice.
Dr. Vo: Thank you. I like to tell people that Adit does a little bit of everything, but all that “little bit of everything” adds up to massive support not only to the practice but to the team members as well. That’s the thing I hear all the time — that team members love Adit and frequently comment about how much easier it makes their jobs. Let’s just go back in time a little bit to your journey into entrepreneurship and the dental industry to begin with because, as you know, the dental industry is a unique one.
Ali Jhaver: Well, Adit started in about 2013. I had put together a development team because I wanted to build another product that failed. I needed to figure out how to pay their salaries because I couldn’t just let them down, so I had them work with me to help businesses with digital marketing. I wasn’t focused on the dental industry at the time but some of my first clients were two doctors, an optometrist, and a dentist, who each used software to record calls. I listened to their calls to identify which patients booked appointments from my services, so I could prove the value of our services and they were impressed because most marketers typically pitch website visitors or clicks, which don’t mean much to practices. I focused on appointments booked, which just seemed logical to me.
I’ve always been in the business of transparency because that helps me sell. I can easily sell from the heart if it’s something I believe in. So my concept was to put aside the smoke show and sell what doctors wanted: Patients who actually book appointments. I put my money where my mouth was, too, telling them I would not charge them during any month that I didn’t produce a minimum number of patients.
From five customers, I quickly grew to about 700 over the course of seven or eight years, which is when we pivoted Adit to focus on and provide even more support for dental practices.
Dr. Vo: Tell me about that pivot and what made you decide to go so deep into helping dental practices achieve a measurable ROI.
Ali Jhaver: As I grew my team, I was not directly involved with every practice, so it became difficult for me to ensure every dental practice got the same experience from ad services only, so I realized I needed to adjust our services to something where we could be more confident that practices could get consistent results without me having to be involved with every one of them.
Glenn
There were too many variables that had been making it difficult for us always to drive results. More patients started no showing. Practices got fewer reviews. Offices missed phone calls. Google and other online platforms changed their algorithms. The list went on.
So the biggest problem I ran into was churn. How do you scale a business without churn going out of control? That’s when I started to realize I needed to help practices succeed not just by getting them patients but by streamlining everything they’re doing.
Having been serving dentists for years, I had learned many of the aspects of running a dental practice that could be optimized using software, so I introduced online scheduling, appointment reminders, text messages for missed phone calls, reporting that shows missed calls, metrics that show how much you generate from new patients, patient retention rates, online review software, and more.
Essentially, we just observed and listened to our customers and built services that could help them. And that’s what’s made Adit so successful.
Dr. Vo: It’s funny how things work out, because Adit, the platform that it is today, essentially grew out of a necessity. Your customers needed help in several areas and you needed help adding value in ways that didn’t require your direct involvement if you wanted to scale, right?
Ali Jhaver: Exactly. It was a true win-win-win. My
customers win because their businesses become more profitable and their lives become easier. I win because I can help more people and scale my business. And my team members win because they get to help more people by doing exciting work that makes a meaningful impact on our customers’ lives.
Dr. Vo: Very true. I’d love to talk with you more as an entrepreneur about how you overcame obstacles. Obviously, we all face obstacles. And you’ve told us about how your first product failed and your challenge when first scaling your business. Can you share a little more as an entrepreneur how you handle obstacles?
Ali Jhaver: Sure. When someone joins Adit as a team member, the first thing we try to instill in them in the first 90 days is that we want them to fail. Failing is part of success. When people get afraid to fail, they stop thinking and act scared. And anytime you act scared, you’re going to fail. We like to encourage them that failing is not a bad thing and, so long as you’re not making the same mistake over and over again, you’re going to succeed over the long term. You also learn a lot from your mistakes. So, for me, mindset is really the issue. Getting into the mindset that small failures are a good thing makes obstacles much less stressful.
Dr. Vo: So true. Okay, last question: As the founder of a company, as a CEO of the company, you must be looking at the
future and not just the present or the past. Talk to me about some of the things you can disclose that are coming up with Adit and what makes you really excited about the future of dentistry.
Ali Jhaver: Dentistry is an interesting space where it’s often years behind in adopting technology because a lot of the software that we’re using is usually locked by bigger players. In the last two to three years, however, a lot of software has broken the shackles. Because of that, they’ve made dentistry to be a more open environment, just like normal software is in other verticals.
That’s a good thing and a bad thing. It’s good because it means more innovators are coming in but can be bad because it means big corporations like private equity firms are also coming in and consolidating the market as well. That means dentistry could become like
even smaller practices to have basically the same systems, support, and information available as larger organizations so they can compete effectively with corporate practices and others. For example, we built this amazing software that helps dentists recall patients. Still, 60% to 80% of dentists lose the people in charge of recall at least once in a year. That means the person in charge of making sure patients don’t leave your practice is, on average, leaving your practice 60% to 80% of the time. That’s a huge problem and one our software is helping alleviate.
The second and third people with significant turnover are treatment coordinators and the people who handle billing and collections. That turnover is very hard on a practice. So what we’re trying to do at Adit is create software that automates as much of those roles as possible so turnover in those positions is not as problematic for the
optometry, where 70% to 80% of practices are owned by corporate America. Or it could stay the way it is.
What we’re doing to support dental practices is to make Adit the type of software that allows
practice using simple software solutions. We’re also evaluating how AI can help alleviate some tasks to support those team members and the practice even more.
I understand what it means to be in debt. After completing dental school and a period residency from LSU, I owed $300,000 in student loans. Two weeks before graduation, my job offer fell through, leaving my wife and I with a two-month-old and no clue what to do. In order to provide for the family, I started a practice from scratch and became debt free after seven years. Many new dentists find themselves overwhelmed by credit card debt, student loans, and other consumer debt that can be difficult to pay off. If you're looking for ways to reduce your debt in 2023, here’s 5 steps to
1
The first step to getting out of debt is to know where your money is going. Budgeting makes it easier by recording your earnings and expenses. This allows you to identify ways to save in order to pay off debt with more money.
2
When using this method, simply arrange your debts from smallest to largest excluding your mortgage. Next, pay the minimum on each debt plus extra (the most you can
afford) on the one with the smallest balance. Once it’s paid off, pay extra on the next lowest. Repeat until you’re debt-free. The advantage of using this strategy is that you’ll reduce your monthly payments (each time you pay off a debt) and save money on future interest by not paying for the full term of your loans. Then, you can use extra money each month to invest or even pay off your mortgage!
3
By refinancing your debt to a lower interest rate, you can potentially save in interest to pay off debts faster.
You can refinance a variety of debts, including mortgages, auto loans, personal loans, and student loans. One way to do this is through a debt consolidation loan, which combines multiple debts into a single loan with a lower interest rate. Another option is to transfer your debt to a balance transfer credit card, which offers a 0% APR for a promotional period, usually between six and 18 months. Refinancing can provide a lower interest rate, predictable monthly payments, and a set loan term, helping you achieve your financial goals more quickly.
4
To free up more money to pay off debt, focus on increasing your income. If a raise or promotion isn't possible,
consider finding ways to earn extra cash starting a side hustle. I personally
love investing in real estate (i.e., syndications) to provide additional income streams besides my dental income. These investments are “hands off” allowing me to focus on growing my active income to invest for passive income.
5
It takes time to get out of debt which can make it easy to lose motivation along the way. Tracking your progress at
regular intervals, such as weekly or monthly check-ins, will help you stay focused.
Maintaining a spreadsheet or a visual progress tracker will serve as a reminder of your accomplishments and the objectives you still have left to complete.
Dr. Jeff Anzalone is a periodontist in the great state of Louisiana, author and founder of DebtFreeDr.com. His focus is on helping dentists create passive income from real estate so that they can STOP trading their time for money.
Several years ago, Dr. Sarah J. Morris was living her dreams. Sixteen years prior, Sarah took a leap and became a practice owner after finishing dental school. She poured her blood, sweat, and tears into steadily building up her new practice—Sarah J. Morris and Associates—and it blossomed into everything she once envisioned. She was working with a loyal patient base and a hard-working team committed to the same mission.
But things suddenly changed. Sarah dealt with an active draining ear infection nearly every month. It became debilitating— she couldn’t perform in the operatory like she used to. Her clarity and balance were compromised, and she missed days of work at a time. On the days she came in, Sarah pushed through and acted as if everything was fine. But, as soon as she left the room or stood up, she needed to grasp a wall to stay upright. There were many days Sarah didn’t feel it would be safe to practice, so she was forced to stay home and pray for healing.
Sarah had her first surgery on her ears when she was only three years old. At the time of this article being written, Sarah has had her ears operated on a whopping 12 times.
In 2020, Sarah decided to do another surgery after realizing the effect her hearing challenges were having on herself, her family, and her ability to socialize. It was scheduled for March 27th, 2020, right as the world descended into utter chaos with the emergence of the Covid-19 pandemic. After some delays, Sarah got her surgery but, unfortunately, she received a defective cochlear device. Reluctantly, she decided to go back and get a replacement surgery.
After running into the aforementioned draining ear infection, a new doctor helped resolve the issue, but Sarah was left with permanent hearing loss. Now, due to chronic infections and burst eardrums, her ear bones are no longer functional on one side. And the “good” side has a perforated tympanic membrane to this day.
As detrimental as this seems, Sarah believes this physical condition has brought her closer to her patients. They offered her sympathy and showed emotional support. It led to conversations which strengthened their connection by creating deeper understanding of one another —especially for those patients with hearing challenges themselves. And while Sarah must work extra hard to understand their needs, she believes the added effort makes her
patients feel more valued and heard.
All in all, Sarah believes her disability reminds her to slow down, stop, and be in the moment. She’s grateful that so many avenues of communication are available, and resources abound for the hearing impaired. On that note, gratitude is something Sarah is passionate about. Whenever disappointment and frustration creep up, she takes a step back and realizes we all have our challenges. She focuses on her many blessings, and that helps change her perspective from negative to thankful.
Sarah reminds herself daily to keep pushing and always makes the conscious habit of expressing appreciation for things big and small.
Maybe it’s her perseverance, willpower, and admirable mindset that keep Sarah’s practice as strong as it ever was. She’s still living the dream and sees it as a privilege to provide exemplary, innovative, and effective dental care in a compassionate and comfortable environment. But Sarah couldn’t do it without her hard-working team, who aspire to promote a culture of inspiration, motivation, and love to all those they serve.
While Sarah finds dentistry extremely fulfilling, she has made a point to dial the hustle back and pour into her family more. Being the best mom she can be has filled her heart “unlike anything she ever expected.” Even better, she has the best partner in crime she could ask for: her college sweetheart and husband, Matthew.
Their two daughters, Lillian, 12, and Hannah, 9, are the light of their lives. They keep Sarah and Matthew busy with their activities, sports, and silliness—for Sarah, “each day is a new day.” She has found herself at more school events, particularly those related to volleyball. Sarah and Matthew opened a volleyball club and helped
open a volleyball gym in their hometown of Aledo in April 2022.
When Sarah isn’t practicing in the office, bringing her children to sports, coaching volleyball games, or going to church and community events, she’s an avid continuing education supporter. This year, Sarah acquired her Master in the Academy of General Dentistry and is currently pursuing her Lifelong Learning and Service Recognition award.
Last but not least, Sarah has some advice for dentists: for one, dental practices are loud places, and it wouldn’t hurt to invest in some filtration ear pieces to help salvage your hearing. But, on a more emotional level, Sarah urges her fellow dental professionals to never give up nor feel alone. She believes there is power behind joining a community of dentistry, and seeking fellowship with your peers or finding a mentor can go a long way.
In Sarah’s words: “The accountability, support, and challenges will grow you beyond what you could ever expect. It takes being meek and understanding that you don’t have to have all the answers all the time. Relying on others in the dental community is crucial when you feel like you are on an island and struggling. There are phenomenal resources to help affirm and carry you through your struggles.”
Dual cure resin cements are making it easier for me to feel like a good dentist.
CE courses are annoying.
The person up there on stage always seems to have it better than me. Their composite restorations somehow never result in sensitivity, their extractions never result in infection or dry socket, and their crowns all have beautiful margins, occlusal anatomy, and never come off.
Returning home to my practice, with my mediocre clinical skills, when patients would agree to treatment of any kind, there was always a small voice in the back of my head, reminding me of that one patient, a few weeks ago, who can’t chew on that new crown, and that other patient from a few months ago, who shreds their floss around that new class II restoration that I worked so hard on.
I truly wanted to be the best possible dentist, but reality was annoyingly standing in the way.
Zirconia crowns have created a revolution in general dentistry. They are so strong, so durable, and often, quite beautiful. When I first became a dentist in the early 2000s, my material choices for long term indirect restorations all seemed to have limitations. Many of those have been eliminated with the incredible growth in the advent of zirconia. There was only one problem: While they wouldn’t break, they would come off more often than the PFMs that they replaced. Patients would quickly forget about the fact that their new crown didn’t have a dark line near the gingiva, or that their new crown could be hit with a hammer without breaking, or that I
didn’t need to hyper-reduce the occlusal surface of my prep, or that the anatomy was so pretty.
They would remember, however, how this is the second time that the new crown has come off in less than a year. A big reason for this was because I was using traditional cementation techniques from dental school, and hadn’t yet heard of the incredibly beneficial long-term features of dual cure adhesive resin cements, like the Visalys CemCore products from Kettenbach.
It was time to reach out to those annoying dentists. The ones who did full arch cases on a daily basis. The ones who owned those really expensive cameras and actually used them. The same annoying CE dentists who took pictures of their amazing houses and beautiful families and their six-pack abs and somehow interwove their superiority in dentistry and life into the content of their lecture slides. It was time for me to ask them, in no un-certain terms, what they were doing that I wasn’t.
Here is a very limited list of everything they said:
• Selective etch
• Use bioactive composites
• Rubber dam everything, every time, as much as possible
• Use the Gow-Gates method to anesthetize the mandible
• Drill less, air abrade more
• Use your intra-oral camera for greater magnification and to identify areas you might have missed
• Quit being so whiney
Ok, ok, but what about my zirconia crowns that come off, especially 18 and 31, where I really can’t prep more retentive walls without violating biologic width? (Here is where I would add a photo of a very short prep)
The answer, while not simple, was consistent, and it wasn’t at all what I was already doing. Utilizing a dual-cure adhesive resin, like the Visalys CemCore from Kettenbach, creates a system to consistently do the following:
1. Try on the crown and do whatever adjustments and polish are needed
2. Air-abrade/sand-blast the inside of the crown
3. Use a crown detergent like IvoClean or BisClean to remove impurities and residual sand from the inside of the crown. Make sure to scrub it in as recommended, and rinse it off well
4. Dry the inside of the crown
5. Dry the tooth
6. (Optional, but I do this especially if the tooth has been endodontically treated) - etch the tooth, especially any enamel at the margins
7. Apply Visalys restorative primer to the inside of the Zirconia crown, scrub it in, and dry
8. Apply Visalys tooth primer to the tooth, scrub it in, air dry, and cure
9. Then (finally), mix the Visalys dual-cure resin cement, CemCore, apply to the inside of the crown, and seat it
10. Cure for a couple seconds
11. Remove the excess cement (this is very easy and quite satisfying with this type of cement)
12. Fully cure
Is this necessary for all cementation? No. Often, ideal prep’s retentive design require no crafty highly evolved cementation technique and technology. However, as you know, dentistry is messy, and rarely ideal.
After using this technique for a while, I noticed another wonderful quality of certain dual cure resin cements. The fact that CemCore is made with resin particles means that their cured chemical make-up closely resembles that of a core buildup. This has provided benefit in two key ways. First, when removing the temporary crown, either a bit of the original core buildup or a piece of the tooth sometimes comes with it. Knowing that the CemCore will fill in that gap provides me with a lot more reassurance. Second, there are times in which we determine that the tooth requires endodontic therapy after it has been prepped for a crown and a final impression or scan has been done. This leaves us with a finished crown from the lab, but a rather large void inside the original scanned build-up where the endodontic access was prepped. Using CemCore by Kettenbach allows me to fill in the gap without feeling like I am taking some sort of short cut.
Dentistry continues to provide difficult, messy, and unpredictable clinical episodes, but happily, crowns needing re-cementation no longer are a part of that list. Now if only I can figure out how to eliminate all the others. . .
“Welcome to paradise!”
It’s not a common greeting you hear at most CE & business conferences. But it’s an impactful one.
What comes to mind when you hear the word “paradise?”
For many, it’s the feeling of the salty breeze that embraces you like a warm hug. Maybe it’s the way the turquoise blue water kisses your sand-covered toes. Regardless of the images you conjure up; it’s safe to say that your memories of being in “paradise” are vivid, cherished, and detailed.
Being brought up in St. Thomas, U.S. Virgin Islands, I had a vision to merge the two. The concept wasn’t a common one. Learning growth & marketing strategies with a tropical drink in hand and toes in the sands of the world’s best beaches around the globe? No way! I thought immediately. But then again…
The human brain has an easier time remembering remarkable things. It’s why we remember our last vacation in fuller detail than we remember the conferences we attend throughout the year.
Thus, CE on The Beach™ was born.
1. Bring it back to what drives you
If you are starting something new, bring it back to why you’re doing it in the first place. Turning your dreams into fruition isn’t the easiest thing to do. But if you’re connected to a larger mission and goal, nothing will stop you.
2. Always give value
Root your idea in providing value. What transformation can your audience accomplish? What will they experience? How will their lives and businesses change in just a few short days? Simplify these things.
As entrepreneurs, we’re prone to have ideas that feel unachievable. We get caught up in self-doubt, thinking there is no way we can do this. After years of entrepreneurship, I’ve found that the only person in your way is yourself. Here are tips to remember when you have an idea you think there’s no way you could possibly pull it off.
3. Share your reason
In the digital age, everyone is used to putting their best foot forward with filters and photoshopped pictures. But the magic of sharing something near and dear to your heart is one that can’t be falsified. For me, CE on The Beach™ came about because I couldn’t stop thinking
about sharing my Caribbean home with the world.
While I can’t convince 8 billion people, I know that with the right value-added benefits, transformation, and transparency, a handful of people would fall in love with the islands the same way I did.
No dream is too big to accomplish. It’s just a matter of persistence, perseverance, and passion. How long of a journey are you willing to go on to turn your vision into reality? If you believe in it, no length of time will scare you away. And if you’re really lucky, it might just be a plane ride to the world’s best beaches.
About Minal Sampat, BA, RDH Minal Sampat is a best-sellin g author, speaker, marketing strategist, social media coach, dental hygienist, and an enthusiastic shoe lover! She is the founder of CE on The Beach.
Have you ever wondered if you could travel the world (for free), host small intimate gatherings where you can facilitate
By Karan Nijhawanbe recognized as the top expert in your field? If so, you should consider hosting your own private retreats, and this article will breakdown how you can add $100K to your annual income with these small events.
People are starving for connection. The last few years of video calls have left people feeling burnt out and they are ready to shake hands, break bread, and travel the world (especially if they can make it a business expense).
This is where retreats come in: small, 5-15 person events, where you create meaningful growth and transformation for a small group of humans that have a specific problem and goal, that you just so happen to have the solution for.
Imagine your audience flying in from all over the world, to a beautiful luxurious villa in the mountains, where your private chef serves an unforgettable welcome dinner for your group, as you thank your guests for attending your retreat.
Let’s say you like this idea,
The key is to find a niche that you are passionate about and that caters to a specific audience. This could be anything from yoga and meditation to a specific dental procedure that you incredible at. Nothing is a “bad” idea - I’ve worked with dentists selling spiritual coaching and laughter yoga - in fact, the more niche the idea, the better.
Once you have a topic and niche in mind, next comes finding the perfect location for the transformation you’re looking to create. This could be a beach in Jamaica, mountain villa in Mexico, remote cabin in Los Angeles, or a bustling city like New York - the options are endless. Consider the type of experience you want to create and choose a location that aligns with that vision.
Now the fun part - “how the heck do I price this thing?” After hosting over 200+ events myself, the answer is quite simple: it depends. How many people do you want there? What
are your costs? How much revenue and profit are you looking to make? All of these factors will play a role in pricing and as a rule of thumb, I generally suggest taking your costs, adding a 200% mark-up, and that’s your starting price. So if your cost is $1000 per person, price your retreat at $3,000 and with just 1-3 retreats a year, depending on your pricing, you can hit $100K.
In addition to being fulfilling and profitable, hosting retreats can also be a great way to build your reputation and expertise in your field. As you host more retreats and receive positive feedback from attendees, you can use that experience to build your brand and establish yourself as a leader in your niche. And if you’d like to learn the full A to Z blueprint on hosting profitable retreats, join our next live training at https://karannijhawan.com/profitableretreats and enter code “NIFTY” for a special discount!
My name is Harsh Patel, and I am a CPA and the owner of HMP Consultants, a full-service accounting firm. We perform the whole nine yards between bookkeeping/keeping payroll, advisory services, income tax prep, tax estimates, tax planning, and more.
Overall, we have an extensive and successful history working with dental practice owners. While our firm originated to aid all general practitioners, we have now narrowed our scope of services to focus solely on dental practices. Throughout my years of experience, I have come to see the pleasure dentists obtain from keeping their patients happy, healthy, and smiling. However, the same cannot be said once tax season comes around and dentists are expected to pay more than their fair share.
If it sounds like I’m talking about you, it’s a good thing you’re reading this. With inflation skyrocketing, saving on your taxes is more important than ever. So, let’s get to it: What are five ways you can save on taxes in 2023?
1. Choose the right business structure.
Several of my new clients had no problem running top-of-theline dental practices. They were performing great dental work, changing lives, and impacting many patients. However, they had never received the appropriate guidance on building a sound, strong structure for their business. As a result, they ended up overpaying on taxes, having liability problems, and other backend issues.
There are so many business structures to choose from, and that’s half of the battle. The right structure might come in the form of a local proprietorship, partnership, LLC, corporation, S-corp, DSOs—the list goes on. While S-corp is one that my
By Harsh Patel, CPAcolleagues and I particularly advise, every situation is different.
The point is, as you grow your practice, you cannot avoid this nuance. The right business structure will ensure you are on top of the numbers you need to monitor and remain on the right track.
2. Choose the right retirement plan.
Everyone has unique needs when it comes to retiring and no two plans are the same. Furthermore, setting up retirement plans isn’t just about you—it can be a great way to increase retention and loyalty within your staff.
My job revolves around advising, consulting, educating, and developing strategies to help clients reach their end goals— whether that means 401k plans, profit-sharing plans, etc.
For example, some dentists prefer to invest their savings directly back into their offices, so I help them implement certain strategies for that specific goal. Choosing the right plan ultimately depends on how your company is structured. While this may sound simple, it requires more than a cookie-cutter approach. No matter the industry, it is difficult to keep up with all the small moving parts that go into your retirement plan. That’s why it’s best to work with experts who can keep up with all pieces of the puzzle that may otherwise be overlooked.
3. Have children? Make them practice owners.
Giving your children ownership in your practice might sound a bit surprising, but it’s a great way to save on taxes. Not only that, but it also sets your children up for success in the future as you put them on payroll, give them administrative duties, and so on.
Of course, this strategy would not apply if your children are babies. But if they’re of age, you
can hire them and assign them to marketing, business management, or other relevant roles. If they’re under 18 years old, you’ll save money on payroll and income taxes, while also receiving deductions on your business. You can then take those savings and reinvest that money into an IRA. It’s a nice way to help your children earn some money, learn responsibilities, and start their retirement plans. If you’re going to be giving them an allowance anyway, why not help the business out?
4. Implement proactive tax planning.
“Proactive tax planning” is an umbrella term for conducting accurate month-to-month financial reporting, running benchmarks against others within your industry (e.g., comparing your numbers to dentists in the region), measuring KPIs to see how far along you are on your set goals, and so on.
When you know where you stand in terms of taxation throughout the year, you can capitalize on savings. For example, if you want to purchase equipment before year-end and you’re not sure on whether you should do it in December or January of next year, you can take advantage of certain depreciation methods and find tax loopholes right before year-end.
A common issue I see will occur when clients are doing their own financials, bookkeeping, etc. It takes them at least four months to catch up, and by the time they do, they don’t know what their tax situation will be at the end of the year. When the time rolls around, they end
up vastly overpaying taxes. Sometimes dentists don’t even budget for these taxes and up being overwhelmed when they realize how much they owe.
5. Capitalize on a qualified business income deduction. Believe it or not, dentists can receive a 20% direct deduction on their business income. However, it is beneficial to work with a seasoned pro because there are certain requirements and income limits to this deduction. My team and I work with clients to help them receive whatever they can get. It starts by reducing your taxable income and taking advantage of certain retirement deductions. Then, when your income level is down, you can apply this last-minute QBI deduction and receive an additional 20% of deductions.
I’m inspired by how dentists make their patients so much happier and truly impact their quality of lives. While I can’t make that same impact directly, I know I can pitch in by helping practice owners improve patient care through their top-of-theline tax savings plans.
If you want more help, please reach out to my team and I over at HMP consultants. Request a consultation for free at https:// www.hmpconsultants.com/contact.php
As a nationwide leader in dental practice sales, our team at McLerran & Associates is responsible for staying on top of industry trends as they relate to practice valuations and transitions. In this article, we discuss current market conditions for both doctor-to-doctor practice transitions and DSO transactions and explain how changing economic factors are expected to impact the dental practice sales ecosystem.
A confluence of unique factors resulted in a record level of M&A activity in the dental industry over the past 24 months.
From a supply perspective, more practices were offered for sale as a result of the baby boomer generation reaching retirement age, younger dentists choosing to exit practice ownership earlier in their career to obtain better work/life balance and alleviate the burden of management (which has increased dramatically in recent years in large part due to the challenging labor market), and large practice owners choosing to liquidate the equity in their businesses at premium valuations driven by private equity’s continued consolidation of the dental market. Along with an increase in the availability of acquisition opportunities came a surge in demand from buyers, driven by steady demand from private buyers looking to pursue practice ownership combined with a massive increase in demand from DSO/Private Equity buyers after dentistry proved (once again) to be a remarkably resilient industry following its quick recovery from the pandemic. Many DSOs were also looking to deploy as much capital as possible in a low interest rate environment and/or re-capitalize prior to entering a more challenging economic climate. All these factors led to a substantial increase in practice
valuations, especially for larger practices (revenue of $1.5 million+) that are acquisition targets for DSO/Private Equity buyers.
The current market for doctor-to-doctor transactions remains stable and is still a seller’s market to some degree, as there continues to be a surplus in demand from buyers compared to the supply of quality private practice acquisitions opportunities available in major metro areas. As a result, strong practices (revenue of $750,000+) located within 3060 miles of a desirable metro area typically sell very quickly and are trading for premium valuations. Conversely, we have seen demand for smaller practices (revenue of less than $500,000) and/or offices located in rural markets decline over the past 24 months, resulting in a longer sales cycle and lower valuations. We are happy to report that several experienced nationwide dental lenders and multiple regional banks continue to provide buyers with conventional loans featuring 100% financing plus working capital, 10-15-year loan terms, and attractive interest rates, making private practice ownership possible for most dentists with 2+ years of experience, good credit, and a modest level of liquidity.
We expect the rising interest rate environment and the threat of an upcoming recession to have a limited impact on doctor-to-doctor practice sales. While rising interest rates will have an adverse effect on cash flow and some less confident and/or qualified buyers may put their plans to pursue practice ownership on hold until the economy stabilizes, there are ample confident and qualified buyers ready
and able to pursue their dream of practice ownership. Therefore, we expect demand and valuations for solid private practice acquisition opportunities to remain steady for the foreseeable future.
As previously noted, practice valuations from a DSO/Private Equity perspective have ratcheted up substantially in the past 24 months and are currently hovering at all-time highs, leading many successful practice owners to consider affiliating with a DSO. While we expect demand from DSO buyers to remain steady in 2023, DSOs will likely be more selective regarding the practices they choose to acquire moving forward.
As a result, quality assets (established practices located in attractive geographic markets with a history of strong financial performance) will continue to garner the attention of multiple bidders and trade for premium valuations while practices with more transitional risk (less attractive geography, single doctor offices, high production/ patient, etc.) will likely see less interest from DSO buyers and possibly trade for lower multiples. As we transition into a more challenging economic environment, some DSOs (at the request of their banking partners) will be forced to enter a holding pattern where they focus less on growth via acquisition and more on efficiently operating the practices within their network (same store sales growth). That said, we are less concerned about rising interest rates than the availability of capital. Given these factors, it is more important than ever for sellers to create a highly competitive environment for their practices and vet the buyers at
the table to ensure they have the operational and financial fortitude to close on the purchase and successfully reach a future re-capitalization event.
The Greek philosopher Heraclitus is credited with saying “The Only Constant in Life is Change.” This holds true in all aspects of life and is certainly applicable to how rapidly the dental industry (and broader economy) has evolved over the past few years. The good news is that with change comes opportunity. While 2023 will likely present some challenges, we have no doubt that the dental industry is well positioned to weather the storm and the practice transition marketplace will remain viable for many years to come.
Brannon Moncrief McLerran & Associates Principal - Chief Executive Officer
2022 was a big year for many reasons. On one hand, I managed to figure out the magic formula for successfully running multiple dental practices. By connecting the dots in this way, I got to see all seven of my locations flourish financially, even in spite of the recession, post-COVID 19 recovery, and labor shortages.
On the other hand, however, I also realized what my biggest mistake had been, one that many other dental professionals can relate to: focusing too much on dentistry, and not enough on self-care.
Many professionals make this mistake too, and while they might be putting in more hours, they are actually holding themselves back. Chances are, when overworking yourself, you will find it far more difficult to reach the success you deserve. Being successful at your maximum capacity can absolutely be achieved while still prioritizing self-care. When I discovered that I was guilty of making this error myself, I corrected it – instead of overworking myself, I gave myself time to rest. Doing this allowed me to achieve the best year of running my multi-location practice without any burnout or stress.
How self-care and good business strategy relate to one another
As dentists, we take care of both our patients and our teams. We perform tedious procedures that require lots of attention and focus, and then in between those procedures, we have to find the time to take care of the business responsibilities as well. At the end of the day, we are rightfully tired, but for many of us we have yet another job waiting at home: our families, which require their own care and attention. The amount of energy that we spend taking care of people is consuming, and when we fail to prioritize taking care of ourselves on top of it, we feel drained and burnt out. When we don’t prioritize self-care, several other things become harder too:
• Being the best leader we can be
• Being creative, and finding the best solutions to our problems
• Remaining physically and emotionally strong
• Making good business decisions
• Remaining healthy and vibrant
What does self-care entail?
On a basic level, self-care can be as simple as treating yourself to healthy, tasty meals instead of always resorting to takeout and greasy fast food. It also means sleeping well, making time for exercise, looking after your physical health and nutrition, and maintaining a healthy work-life balance where you can still find time to do everything you love, and take care of the people you love, while working. Self-care might also mean going to Mexico for two weeks and drinking piña coladas when things become too much. On a more serious note, it could mean getting your blood work done every three months. Regardless of how you do it, self-care is a way to hack into your potential by taking better care of your own health. You have more power when you are healthy and fulfilled. By making sure to recharge your batteries properly, you will make better decisions overall, show up as your best self for your patients and your team, and do a far better job of leading others.
Due to my own experiences I have come to view self-care as the “secret formula” which will exponentially propel a business owner’s success. Through self-care, you can begin to clear your mind, gain mastery over your own emotions and much more.
My personal story, and how I finally stopped making this mistake
I came to the United States as a poor immigrant, hungry for both food and success. Due to what I had experienced leading up to that point in my life, I was willing to work non-stop to become successful, and to never be hungry again. After completing dental school, I decided that my ultimate goal would be to develop a multi-location dental practice.
I juggled all of the pieces that typically went into running a successful dental practice: marketing, HR, paying overhead and other business-centered responsibilities, while simultaneously performing highly complex dental procedures all day long, with no time for lunch or anything else in-between.
I was also hustling and bustling back home – I had a teenager and two babies to take care of, after all. Sometimes, that care became a two-way street: there were days when I would sit in the parking lot, crying, left with no option but for my teenager to pick me up because I was too tired to drive myself home.
Unsurprisingly, I found myself extremely tired and unhappy at the end of each day. While my problems at the time weren’t simple, they all derived from one common denominator: a lack of focus on myself and my own health. I had instead been prioritizing production, how much I could fit on my schedule, and everything else that would ensure that I achieved the success that I had once so eagerly dreamed about.
This unforgiving lifestyle didn’t just affect my health and my home life, however – it also affected the success of my practice. My deep, chronological exhaustion led to lackluster business decisions. I am sure that I wasn’t the easiest person to work with, either. I knew that if I wanted a responsible and engaged team that was just as motivated as I was, I had to set an example. In this burnt-out and exhausted state that I describe, that simply was not possible. I realized that it had to change, and believe it or not, I was finally able to make that change once I made the decision to take care of myself better. The things that I began to prioritize were:
• Getting enough sleep at night.
• Getting enough rest, too – this doesn’t just mean sleep!
• Taking the correct vitamins and supplements.
• Working out daily.
• Taking time out of each day to do the things that I love.
• Surrounding myself with supportive people.
• Eating lots of clean food and lots of vegetables.
• Keeping myself hydrated with plenty of water.
• Keeping better track of my health with routine blood work.
• Making sure to stop working by 6pm each day.
When I fixed this business mistake, I was amazed at the results. Not only did I feel better, but my success improved exponentially, in multiple ways. The results of prioritizing self-care are amazing, and no matter who you are or what stage you are at in your own dental career, taking better care of yourself will help you see far greater results.
With proper self-care, you will find it far easier to:
• Provide better and stronger leadership.
• Create a positive business culture at your practice.
• Create better business systems for your practice.
• Develop better business operations.
• Come up with more creative, more successful marketing strategies.
• Make better business decisions overall.
• Find more creative solutions to the problems that you and your practice face.
• Stay healthy, vibrant, and physically strong.
• Both feel and look great future problems.
• Find creative HR solutions to both existing and
If the answer to that question is yes, I implore you to center your plan for 2023 around ensuring that self-care is a part of your daily routine. You will be more successful at work and reach better decisions and results.
We all need time to properly recharge our batteries. Protect your energy levels, and instead of running out of steam, make sure that you stay recharged so that you can become the best version of yourself. It is crucial to make this non-negotiable, and to refuse to let anybody take it away from you – not even your kids, your spouse, or your best friend. Because, the truth is, every one of those people will benefit greatly from you bettering yourself. In my opinion, self-care is even more important than taking business classes, working extra hours, or surrounding yourself with a great team. In fact, I believe that self-care is the “business decision” that you absolutely need to make.
By doing so, your business will have a great leader, you, that will no doubt lead them to the next level.
About Dr. Kathryn Alderman:
Dr. Kathryn Alderman is the CEO and Founder of Progressive Practice Solutions, and Nebraska Family Dentistry, which has seven different locations. Her Progressive Practice Solutions agency provides support for running multi-location practices. Dr. Kathryn Alderman has extensive experience in marketing, leadership, and business development. Her goal is to simplify the business of dentistry. She often says: “I believe in living your best life, and owning a business allows me to do that. Owning a business is not to make my life more challenging, but richer, more rewarding and with a bigger purpose.
By Dr. Glenn Vo
Few businesses are as fastpaced as a dental practice. Naturally—at some point or another—every dentist finds themselves racing around more than they want to, hustling and bustling from chair to chair, trying to cram one patient after the next into their hectic day. And on those quieter days—some of us have more than others—we’re still busy managing all the other pieces of the puzzle between marketing, leading a team, managing HR, and more.
Whether you chose to be an entrepreneur or an intrapreneur, you likely knew the grind would be inevitable—it comes with being a dentist. However, what you probably didn’t account for is when the chaos starts adding up, and you’re stuck constantly plugging holes in your bucket or putting out fires in your business. Even if that’s all in order, there’s a silent killer that runs rampant amongst our people: losing a grip on our foundational pieces, not proactively scaling, and—perhaps worst of all—not capitalizing upon the nuances of our finances.
When coaching other dentists and entrepreneurs in this last area, I like to use the example of a Chick-fil-A sandwich. You’re probably thinking, “Glenn, what the heck? You had me at the ‘realizing nuances of finances’—why are we talking about a chicken sandwich?” Well, hear me out.
From the time that Chick-fil-A opens and closes, a sandwich is made minute by minute, hour by hour, day after day (minus Sundays). This happens all across the country, from the Pacific to the Atlantic, with
happy customers far and wide. Most importantly, their chief product—the chicken sandwich—is always the same: two buns, a fried chicken breast, and two pickles (getting hungry yet?).
Step back for a minute—stop drooling over that sandwich— and think about Chick-fil-A’s supply chain. Their worst nightmare is telling an eager customer they’ve run out of chicken sandwiches. Depending on how many sandwiches Chick-fil-A wants to sell, they know precisely how many buns to order, how many chicken breasts to order, and how many pickles to order. If they sell a hundred sandwiches, they know they’re down 100 chicken breasts—and they know precisely how many they need to replenish their supply.
Again, you’re probably wondering: how does this relate to dentistry? You’ll see soon enough.
For the sake of this article, we’re going to pretend that your equivalent of a chicken sandwich is a composite filling—your bread-and-butter procedure (pun intended) is drilling/removing a cavity. So, what makes up the good ol’ drilling-and-filling treatment plan? Those buns, chicken breasts, and pickles are the same as anesthetic carpules, various adhesives to be used
as bonding agents, matrix bands, micro brushes, and other basic materials.
So, let’s get technical: If you use two carpules of anesthetic per filling and you did 100 fillings, then you’d know you used at least 200 carpules. If you use six cotton rolls per filling, and you did 100 fillings, then you’d know you used at least 600 cotton rolls. The list goes on, but the point remains.
Are you seeing where I’m going with this? By keeping track of the number of items you’ll be using per procedure, it’ll be easier for you to predict what you need to order in the future when it comes to your setups. Just like Chick-fil-A has set numbers that come with their sandwich recipe, you can standardize your setups, so you know exactly how your supply chain is flowing.
It goes beyond realizing the nuances of finances in your supply chain. Having a standardized setup will also help you become aware of the cost of your procedure. This is important because it lets you know how much you need to charge and keep track of your overhead.
Let’s say, for example, that it takes you an hour to finish a filling. When you look at your clinical setup, you’ll see that it costs you $18 an hour to pay
your dental assistant. You also see that it costs you $0.20 a piece for your 330 carbides, $0.47 for your polisher, $0.20 for your bond and etch, $0.20 for your composite, and $0.25 a piece for your disposables. When you put it all together, you find that it costs you $19.32 to perform a filling. That’s helpful information when you’re calculating the costs of marketing, leading a team, managing HR, and so on.
Now that you understand what the cost of your procedure is, you’re in a better spot. Going back to Chick-fil-A, they know exactly how much their pickles, buns, and chicken breasts cost. Because they know the costs, they know how to set the price. Likewise, if we know our costs per procedure, then we know what we need to charge to make the profit we want to make.
If we can’t step back and look behind the scenes, much of our hard work may be for naught. Standardizing your clinical set-up won’t only help you to predict future needs—it’ll also let you know how much a particular procedure costs to do. Take it from me: this strategy is a “Winner, winner, chicken dinner!”
Coming out of dental school in 2017, Dr. Adam Vega was looking for a practice with which he could settle down. As a recent graduate, Adam didn’t have a lot of business or clinical experience—but he was ready to find something to gain his wings. He knew what he was looking for and he was prepared to enter the next stage of his dental career.
Soon enough, Dr. Vega stumbled upon a broker who claimed he knew of an affordable practice that had just been put on the market. Sure enough, Adam went to scope the practice out—but the broker didn’t even show up. So, Adam was left sitting there alone with the doctor, who was so desperate to sell his practice that he asked Adam to make him an offer then and there.
While Adam had never owned a practice, he knew what condition that practice was in. With due respect, Adam offered what he thought to be a fair price. The doctor accepted his offer immediately. The two of them ended up going through that same absent broker—who, let’s just say, wasn’t the best guy for the job—and Adam thus became the owner of Mountain Smiles Dentistry in Colorado Springs, CO. Adam knew there would be a lot of work to get this practice up and running to its full potential, but he was determined.
Fast forward to the present, and Adam is well on his way. That’s why Glenn Vo sat down with him to get a few pointers on the practice acquisition process. Here are three tips Dr. Vega has for any dentist thinking about acquiring a practice instead of taking the startup route.
Before Adam started looking for a practice to acquire, he took a course taught by Keith Cunningham who gave him a valuable lesson: Most businesses fail within the first three years. Cunningham pointed out that you don’t have to go through
the risk of those initial three years s if you can just skip the hardpart and plug into a business that’s already been up and running. Adam figured that if he could cut out all of those early struggles—developing a patient base, putting together a good team, building loyalty with patients, discerning whether it’s a good location, etc.—then a lot of that hard work would already be done. Plus, he’d extend his runway once the financing got in order. While there would be a ton of updating required with this practice, Adam knew the foundation was already placed.
On one hand, Adam decided to acquire the practice during a not-so-great season of his life—his wife was still in the process of graduating.
On another hand, Adam got the practice at such a good price that he was able to invest in the clinical aspects and technological components he needed to update.
While he was able to make those investments right off the bat at a good pace, he didn’t account for the lag between making those investments and seeing results. While he was able to buy top-of-the-line computers and software, he needed to wait two months before he could have them shipped, installed, and set up to help with patient management. Although his engine was revving to start working right away, the other pieces of the puzzle weren’t there yet. Worse, since this wasn’t a startup situation, he had to shut down his practice for some time just to get everything set up. As he closed his doors and took measures to get everything up to speed, he left a good amount of money on the table with patients who would already be coming in. With a startup, you have more time than you need—you can dedicate more to the setup process.
Adam has a big tip for anyone who’s thinking about acquiring a practice: You must know where you want to go—literally and figuratively. You must have those big goals in mind and a clear vision of what you want.
Adam never saw himself buying a practice that would take a lot of time and energy to build up. That said, he knew where he wanted to go. He had a vision for the long-term. Thus, he saw the opportunities that came with the strife. He was therefore able to jump in, get his feet wet, and get the wheels turning with confidence.
Because he was clear on his goals, every step he’s taking with this practice is working in tandem with his vision. He’s intentional about what he’s investing in now—even though they’re a huge cost—because he knows they’ll pay off in a few years. If he didn’t know where he wanted to be, it’d be impossible to have confidence in his current choices.. But he knows he’s putting things in place for later on down the line.
Dentistry is a unique profession. Hustling and bustling from chair to chair to perform complex, life-changing procedures on a daily basis is already something most people aren’t willing to do. But some of us go even further and decide to pursue the daunting hemisphere of entrepreneurship. Whether you’re a start-up owner or looking to acquire a practice, give yourself a pat on the back—most people aren’t wired to be as hard-working and daring as you. Just remember that with risk comes reward, and you’re playing a game that few have the ambition to play.
If a practice has lasted at least three years then, chances are, the business will succeed.
You’ll probably need to put the business on pause after first acquiring the practice— which can be problematic.
Doctors Ken Nwankwo and Leslie Powell knew they wanted to settle down together in two ways: in a home, and in a practice. As husband and wife, they knew they were already great partners in one sense. They were sure to succeed as business partners, too.
Instead of acquiring a practice, Ken and Leslie decided to take the startup route. They wanted a business they could really call their own and form a culture reflective of their core values. Having gone to dental school in the Dallas area, the two knew they wanted to stick around the same location. Specifically, they wanted to situate themselves in an area that could sustain them not only in the short-term, but also five or ten years down the line. Soon enough, they found a spot near communities where they had already established themselves. Here, the couple opened ConfiDent Smile Studio down the street from their beloved church.
Now, it’s smooth sailing for Ken and Leslie—but it wasn’t always that way. The pair had to go through a due process of trial and error before they were able to accomplish their dreams. And, during those ups and downs, they learned plenty. Now, they want to share five tips with you about starting up a dental practice.
If Ken and Leslie could go back in time, they would be more hands-on with their finances—specifically TI. For those of you who don’t know, TI stands for “Tenant Improvement.” In simple terms, it’s an allowance that the landlord pays to help build out a space.
When they were just starting out with their business, TI created a stressful situation for Ken mentally, emotionally, and spiritually. Leslie was his rock,
By Dr. Glenn Voreminding him that they were in God’s hands. Bills were delayed and, while they were eventually paid off, the experience gave Ken some humbling reminders. They were paying out of pocket to fund their startup (with the help of loans from the bank), and getting wiggle room from their landlord was something they struggled with.
On that note, Ken and Leslie would advise anyone in a startup situation to interview their landlord. While your landlord might not be around all the time, they’re like a specter that hovers above you. At the first of every month they reappear— unless they’re using a management company and someone else shows up altogether. As for Ken and Leslie, they never got a chance to even meet their landlord, as he ran everything this way.
If Ken and Leslie had the ability to first discuss topics like rent, triple net income, etc. with their landlord, then they may have ended up going with someone else. Either way, it would have provided them with peace of mind to be on the same page. Like the TI situation, asking more questions would’ve reduced stress for both of them.
Six weeks before Ken and Leslie opened their doors, they put content on Instagram and Facebook telling people they’d
love to help patients on what they call their “smile journey.” By the time the first day rolled around, they had a list of about 100 people. Those 100 people were immediately able to start treatment from the moment ConfiDent Smile Studio opened for business.
On top of that, Ken and Leslie worked with seasoned doctors— like myself—to discuss business strategies and learn tips on how to create a greater impact. They contacted marketing agencies to bring awareness to their business. The point is, they were taking measures to further their business long before they were sitting patients down in their chairs.
In Leslie’s words, “your mind has to be willing and ready to walk through the trenches.” The startup grind won’t always look like sunshine and roses, and you can’t let that deflate or alter your posture. More importantly, you need to hop out of the mindset of comparisons. It doesn’t serve you to look at another practice and think about how shiny and beautiful it is—to think the grass is greener—and become frustrated about how your practice isn’t in the same state.
When you’re jumping through hoops, signing stacks of documents, and meeting with tons of people it’s easy to ask, “Why
do I have to do all of this?” But you need to strip away expectations and be willing and ready to just go for it. You signed up for this, after all, and it might not feel too great right now, but you need to realize that you’re investing in your future and all of this hard work will pay off.
Ken and Leslie would advise any aspiring dental entrepreneur— especially a new grad—to get some money under their belt before trying to start a practice. Most of us already have debt from dental school during our first years of getting out into the “real world.” If you’re still paying off loans rather than generating savings, then practice loans will just add onto that debt. So, Ken and Leslie believe it’s super important to save a good deal of cash so that you aren’t drowning in finances.
Often times people have no clear grip on their identity before they start the entrepreneur process, and it bites them in the butt. Ken and Leslie would advise you to have a long look in the mirror and refine your identity. Think about who you are, as well as who, where, and how you want to serve. Writing that out will make running a business so much easier because you’ll have a foundation to lean upon.
By Stephanie Baker RDH BS
There are movers, shakers, and rule breakers. Dentistry is abundant in all three. The truly remarkable person, however, is the change-maker who seeks paradigmatic transformation.
A paradigm shift is, “An important change that happens when the usual way of thinking about or doing something is replaced by a new and different way.”
Meet Morris Mugo, dental hygienist and citizen of the Republic of Kenya. While he is currently licensed to practice in Washington DC, Maryland, & Virginia, he aspires to do more than clean teeth and treat periodontal disease. Growing up in an orphanage in Kenya, Morris experienced the disparity in medical and dental care firsthand.
Arising from a passion to change and touch as many lives as possible, Safari N Smiles was born. By merging epic safari experiences with dental mission trips, travelers could experience the beauty of his country, while giving back to the inhabitants of his homeland. Mugo set out to educate, separating the myth of the media’s portrayal of his country, from what he calls, the real Africa.
Realizing it would be difficult to make an impact by himself,
tea farms. Visitors learn about the agricultural aspects of farming, harvesting, drying, and processing popular African coffees.
The next, and most life-changing part of the journey, involves working in the orphanages. This is a chance to share more than clinical skills. It is an opportunity to change lives forever. Interacting with local children leaves an indelible mark on participants by creating lifelong bonds, and reminding us that not everyone is as blessed as Americans.
scheduled for November, which will be a Safari & Outreach. While plans continue to develop, a mission is ongoing to Ghana in March 2024. Payment plans are available, and a $100 discount is being offered to Nifty Thrifty followers. Families and non-dental friends are welcome.
As for imminent and future plans, Mugo is actively pursuing the finalization of becoming a non-profit organization, and dreams of a full time clinic in Kenya, complete with permanent teams on location. Let’s pray this dream becomes a reality. he began sharing his passion for dentistry and the people of Kenya. He recognized the challenges would be great: transporting equipment, licensing, supplies, and organizing travel arrangements, but found his purpose met by charitable dental professionals who wanted to give back. Doctors and hygienists began to offer their help, their equipment, their hands, and hearts.
A Safari N Smiles trip involves many facets that tickle the senses, and tug at the heart. The first aspect involves a safari; animals in their natural habitat as they reside in magnificent native scenery. Next is the cultural aspect. Travelers trek across villages and regions, meet and interact with Maasai villagers, and visit coffee and
Finally, choice speakers present continuing education on an array of topics at the forefront of our dynamic profession. This affords doctors and practice owners the ability to write off expenses for additional tax benefit. In addition, it gives dental professionals the ability to earn continuing education while making an impact on communities a world away.
Trips are scheduled at various times throughout the year, and the itinerary is evolving. At press time, there are three trips scheduled for 2023. In June, a trip is scheduled to Kenya for a Dental Mission & Safari. Late summer (August), a Wildebeest Migration Safari & Charity Outreach will take place. The final trip of the year is
one-and-a-half-year-old—so she needs to budget her time as efficiently as possible.
Her husband is more into the backend stuff, like finance, IT, but everything has become much easier with time. All of the small moving parts have transformed into a routine, and life is busier than it has been in the past. For Sara and her partner, the biggest challenge has been finding good employees.
every entrepreneur holds different capacities. No matter what, one thing remains the same: dentists are especially adept at wearing different hats. And, with that said, none of us should ever feel locked into our professions. If you didn’t choose to own a dental practice, what kind of business would you run? Maybe it’s something on the fringes—like a jazz club. Maybe it’s something more stable—like a finance firm. Who knows, perhaps you like the idea of a spin studio of your own?
Drs. Sara and Ali Golshani always wanted a second business.
Five years prior to CYCED, Dr. Ali Golshani was coming up with all sorts of business ideas— like a second dental office (something Sara wasn’t too keen on). But, when he brought up the idea of opening a spin studio, Sara was on board.
Why? Well, four years before, Sara Golshani started teaching cycle classes at a local gym. There, she fell in love with the idea of beat-based challenges that ignite your soul and pull your body into the rhythm, one pedal at a time. And, while she loved the aspect that came with teaching at a bigger gym, Sara found herself craving work at a boutique fitness studio.
When her husband offered the idea of opening a cycling studio only a mile down from their dental office, it was like music to her ears. Even better, the reaction from family was just as sound. They were inspired by the pair’s creativity.
Since that idea, Drs. Sara and Ali Golshani opened their spin studio on January 1, 2023, and have seen success already. They own all of it: the branding, the trademark, you name it. In their words, “It’s our new baby.”
They’re not surprised to hear controversy about starting a business hand-in-hand, letalone a spin studio. Despite the naysayers, their business decisions have led to their patients becoming more comfortable. For Sara, it’s fun when patients realize that she teaches spin— but, that said, Sara prefers to separate the two.
Nowadays, Sara practices dentistry Monday, Wednesday, Friday and is teaching at the spin studio Monday evenings, Tuesday/Thursday mornings, and Saturday mornings. She’s found that this schedule splits her time evenly. After all, she has two young kids—a threeyear-old and a
CYCED was built to bring people together. It serves as a “head space” to clear your mind, and a “heart space” where you’ll fall in love with the feeling that “clipping in” gives you over and over again.
You’re a dentist. You’re a visionary. Like Dr. Golshani, you have the potential to launch any sort of show you want to be responsible for. What’s in the books for you?
Sara’s advice? If you’ve been dreaming of a second business.
GO FOR IT! It’s okay to be passionate about something else besides dentistry. Wear different hats. Meet new people. Become an even better version of yourself. Just be prepared to commit more time and money into it than you think.
As local dentists and cycling enthusiasts, Sara and Ali have created a space they knew the community would crave. A place where we lift each other up, strangers become friends, and CYCED becomes family.
In the end, dentists are entrepreneurs.
As time went on and experience grew, Sara came to know that
Body fat management is one of the most difficult tasks that Americans struggle with. According to a recent study, “Roughly two out of three U.S. adults are overweight or obese (69%) and one out of three are obese (36%)”. The struggle is real! As a competitive bodybuilder, I know the difficult task of living with being hungry… for months at a time! In the fitness industry, we call it leaning out because the goal is never to lose mass. The goal is to lose body fat while retaining as much muscle as possible in order to achieve a specific look by a specific date. The deficit can be grueling and is one reason many people don’t get on a stage in a tiny bikini and ask to be judged against other athletes!
Reducing body fat is generally a result of being in a calorie deficit. Other factors influence the process (thyroid disease, hormonal imbalances, etc.), but for the majority, it comes down to how much and what kind of food we put in our mouths. The most common symptom of losing body fat is hunger, which is uncomfortable and distracting depending on how much of a deficit the person stays in on a daily basis. Who isn’t comfortable with extra reserves in the bank, the cupboard, the gas tank, etc.?
Since we cannot outrun the fork, ignoring the diet is an exercise in futility. We all have a Basal Metabolic Rate, the number of calories used to perform basic life functions (eating, sitting, breathing, digesting, etc.). That number is based on age, height, gender, and weight and changes over time as those factors change. Physical activity, such as cardiovascular exercise or resistance training, contributes to the further caloric deficit during a given day and increases the amount of hunger a person might feel. High levels of intense activity and steep caloric deficit result in a lot of hunger versus a slight caloric deficit, and mild activity levels render a lesser amount of hunger.
The beauty of body fat management is that we can control how fast we get results and how much hunger we experience. Studies across the board show that long-term success is found in a gradual loss of 1-2 lbs a week (10% deficit). It’s just easier to be a little hungry and a little more active – but the hunger is still there. The key is to get ok with being a little hungry. Here are some strategies I use for my clients:
Drink water to aid in satiety/feeling full Substitute for nutritious low-calorie foods
Mentally repeat “it’s ok to be a little hungry”
Shut the kitchen down when not eating a meal
Hang a “goal” outfit in daily sight
Take pictures/measurements to track gradual success
Stay off the scale that only gives mass, not health or body fat %
A support system to help with those temptations
All of these things can help achieve body fat reduction goals, but always remember to give yourself grace. Perfection does not exist and happiness is an inside job.
Katrina Klein, RDH
Katrina is a 15 year registered dental hygienist, national speaker, author, competitive bodybuilder, certified personal trainer, certified ergonomic assessment specialist and biomechanics nerd. She’s the founder of ErgoFitLife, where ergonomics and fitness are a lifestyle to prevent, reduce or eliminate pain.
I like the culture, history, and architecture.
The remoteness, and the hiking/ scenery. Also, the glacier is melting and will not be there forever
Here are the places that members of Nifty Thrifty Dentists community vacationed at and their thoughts. good, clear water, and laid back atmosphere
Besides our honeymoon venue, we got a great weekday rate from SundayFriday. We flew from Ohio down to Miami, and then a very short flight over to Nassau. We went on a really cool excursion to Eleuthera, swimming with the pigs and the sea turtles.
Dr. Ankita Desai
Founder and Dentist at Dental Smiles of West Loop
Richard William
The snorkeling!!!!
Senior Partner Manager at Mango Voice
Gr
Dr. Minerva Patel Thomas
The food. The people. The sunset.
Maui
CEO, Matthew P. McMasters, DDS Family, Implant & Cosmetic Dentistry
Founder of D-Tech Billing
Westchester Pediatric Dentistry
Dr. Melissa Shutt Scaggs
Josey Lane Dentistry
Dr. Brian James Waggle
I use to live in Paris so it was great to be back and share it with my family.
Costa Rica is so clean feeling compared to the Mexico and Cancun scene. This place was more in the nature and away
We are big outdoors people. The hikes were amazing. I’m also a big fly fisherman and there were many streams to fish and catch brook trout.
Dayspring
Natural beauty everywhere you go. Mountains, snow, ponds/lakes, glaciers, waterfalls, animals within the communities. May/June was a great time to go.
President and Co-founder at Complete Specialty Solutions
It was so easy to get around and interact with the locals because English is commonly spoken. The outdoor beauty is unmatched! It kind of feels like being on a different planet with its rugged terrain. We hiked and/or soaked in natural hot springs everyday. We went deep sea fishing for cod off of the northern coast, which was one of the most fun experiences. And we even did a cold water "swim" (plunge) into the ocean. The food is also phenomenal; we enjoyed whale, puffin, horse, and fermented shark. I just love Iceland!
Owner/Dentist, Willow Spring Family Dentistry
The general beauty of its natural areas, and visiting with friends
To experience, with my family, the raw beauty of this amazing place.
Outerb k NC
Wild deer and wild horses. Dolphin pods. Most excellent surf fishing.
Dr. Josh Fowler Benchmark Dental Dr. Matt Bickel Wh e mountains in New Hampshire Dentist/Co-Owner at Dr. Michelle Rowe Dr. Alane Furlotte Holliday Dr. Beggxis LiebergThis White Chicken Chili is hearty, warming, creamy and perfectly comforting. It’s a great alternative to traditional beef chili and makes a simple, yet completely delicious dinner! Makes about 8 cups.
Servings: 6 servings
Ready in: 50 minutes
Monica Cappelli Director Revv Billing Systems
1 1/4 cup frozen or fresh corn
2 (15 oz) cans cannellini beans
Ingredients:
1 small yellow onion, diced
1 tbsp olive oil
2 cloves garlic, finely minced
2 (14.05 oz) cans low-sodium chicken broth
1 (7 oz) can diced green chilies
1 1/2 tsp cumin
1/2 tsp paprika
1/2 tsp ground coriander
1/4 tsp cayenne pepper
Salt and freshly ground black pepper, to taste
1(8 oz)aka Neufchatel cheese (aka light cream cheese), cut into small cubes
2 1/2 cups shredded cooked rotisserie or left-over chicken*
1 Tbsp fresh lime juice
2 Tbsp chopped fresh cilantro, plus more for serving
Tortilla chips or strips, Monterey Jack cheese, sliced avocado for serving (optional)
Instructions
1. Heat olive oil in a large pot over medium-high heat. Add onion and sauté 4 minutes. Add garlic and sauté 30 seconds longer.
2. Add chicken broth, green chilies, cumin, paprika, oregano, coriander, cayenne pepper and season with salt and pepper to taste. Bring mixture just to a boil then reduce heat to medium-low and simmer 15 minutes.
3. Drain and rinse beans in a fine mesh strainer or colander then measure out 1 cup. Set whole beans aside, transfer 1 cup beans to a food processor along with 1/4 cup broth from soup, puree until nearly smooth**.
4. Add Neufchatel cheese to soup along with corn, whole beans and pureed beans and stir well. Simmer 5-10 minutes longer.
5. Stir in chicken, fresh lime juice and cilantro. Server with Monterrey Jack cheese, more cilantro, avocado slices and tortilla.
Ingredients:
- 4 lb boneless beef chuck roast
- Olive Oil
Rub:
Black and Pink Pepper Corn (coarse)
Minced Garlic
Instructions
Nutmeg
Cinnamon
Powdered Dark Chocolate
A pinch of Cardamom
1. First, bring the meat to room temperature. Then using Extra virgin oil spray coat the meat on all sides. The olive oil makes everything stick.
2. Cook at 500 (broil) for 15 minutes per side for a nice Medium Rare. ( flipping to a different side every 15 minutes)
3. When you are in the last 15 minute period, spray another coating of olive oil over everything after draining any juices from the pan. ( You may want to save this to make a gravy)
4. Finish roasting and let rest for 5-7 minutes before cutting. (Meat will continue to cook for a while)
If someone wants more well done pieces, slice off their portion before resting and return to the oven at 500 degrees until desired doneness is achieved.
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