Dental Leaders Podcast

Often disguised with euphemisms like ‘case acceptance’, sales can feel like one of dentistry’s biggest taboos.   In this week’s episode, Prav sits down for a chat with his friend, occlusion nerd, and host of the excellent Protrusive Dental Podcast, Jaz Gulati for a chat about getting to grips with sales.   The pair chat about building trust, using video presentations to boost case acceptance, and why sales shouldn’t be a dirty word.   The podcast was originally aired as episode 38 of Jaz’s Gulati’s Protrusive Dental Podcast on May 4th, 2023.   Enjoy! In This Episode 01.35 - Introduction and background 08:43 - Sales and dentistry 12:29 - Free consultations - managing expectations 17:36 - The art of communication 23:42 - Front-stage and back-stage processes 25:45 - OBAB—interlude 28:30 - Building trust 32:12 - Treatment plans and video About Jaz Gulati Jaz Guklati is a London-based dentist with an interest in ortho-restorative treatments and occlusion. His Occlusion: Basics and Beyond (OBAB) training is considered to be among the most authoritative and accessible occlusion courses available. Jaz is also the host of The Protrusive Dental Podcast.    

In Episode 182, Payman sat down to chat with Stuart Campbell and Hatem Algraffee—hosts of the fantastic One in the Chair and Two Waiting podcast. This week, Payman reconnects with Stuart to turn the tables and find out about Desert Island Discs, ideas for NHS reform and Stuart’s motivation for running gruelling ultra-marathons. The pair also touch on politics, socialism, and Scottish independence. Enjoy!       In This Episode 01.58 - Vintage football shirts 11.59 - Backstory 15.55 - Dental school 24.40 - Specialising and practice ownership 31.06 - Excellence 35.03 - Teaching and communication 46.20 - Referral work 49.42 - Management, strengths and weaknesses 56.01 - Practice marketing and podcasts 01.04.24 - Best and worst days 01.07.38 - VT Trainer 01.09.45 - Determination, marathons and ultra-marathons 01.23.29 - NHS reform 01.29.48 - Scottish independence 01.46.43 - Dental influences 01.39.11 - Desert Island Discs 01.43.41 - Fantasy dinner party 01.51.06 - Last days and legacy   About Stuart Campbell Stuart Campbell is a specialist prosthodontist and principal dentist at an Edinburgh-based multidisciplinary referrals clinic.  He is an examiner for the Royal College of Surgeons of Edinburgh, an expert witness for the GDC and co-hosts of One in the Chair and Two Waiting dental podcast.

When Violeta Claus sat down to eat at Luxembourg’s Last Supper restaurant in 2009, she knew the grand building in which it’s situated would make an ideal location for a luxury clinic.   The stars aligned for Violeta, and her Vio Life clinic is among the most impressive around.    In this week’s episode, Violeta tells Payman and Prav how it all began, discussing the highs and lows of practice in one of the EU’s smallest countries and her no-nonsense management style.   Enjoy!  In This Episode 02.01 - Sociability 04.42 - Leaving Bucharest, discovering dentistry 16.57 - Vio Life 22.17 - Highs and lows 29.55 - Leadership 40.13 - Regulatory challenges 46.08 - Patient journey 59.23 - A-ha moments 01.04.50 - Curiosity and development 01.08.26 - Branding 01.10.55 - Black box thinking 01.17.49 - Plans 01.22.25 - Last days and legacy 01.25.53 - Fantasy dinner party About Violeta Claus Dr Violeta Bartalis Ép. Claus is the founder and principal dentist at Luxembourg’s luxury Vio Life Smile Design clinic. She is the chair of the European Society of Cosmetic Dentistry (ESCD) Study Club in Luxembourg and also leads a dental training academy.  

The title of this episode is taken from the first report card of Mille Morrison’s university orthodontic training.   But within a year of graduating, Millie proved the tutors wrong—and then some—when she was invited to become an Invisalign trainer by Invisalign and offered a prestigious position by the legendary Chris Orr.   In this week’s episode, Mille recounts how it all happened—despite her penchant for partying.      She also talks about the impact of clinical mentors like Chris Orr, reveals her black box moments, and discusses why she’ll never be a practice owner.   Enjoy! In This Episode 02.17 - Success and work ethic 15.29 - The year out 17.03 - Deciding on dentistry 21.09 - The Best of Birmingham 27.26 - Vocational training 31.42 - Giving advice 37.54 - Teaching 49.16 - Chris Orr and mentors 58.12 - Invisalign and complex cases 01.06.41 - Blackbox thinking 01.24.56 - Training Vs practice ownership 01.29.05 - A-ha moments and unfair questions 01.36.23 - Fantasy dinner party 01.41.13 - Last days and legacy About Millie Morrison Millie Morrison graduated from Birmingham Dental School and now divides her time between under the Dr Mille moniker and training and mentoring fellow dentists.   She is a committee member of the British Academy of Cosmetic Dentistry.   

The tables turn this week as Dental Leaders host Payman turns podcast guest in a chat with Stuart Campbell and Algraffee —hosts of the brilliant One in the Chair and Two Waiting podcast.   Payman tells the history of Enlighten and how attending a dental show brought the brand back from the brink of disaster in its early days. He discusses innovation in whitening and dentistry, reveals his best and worst days, and speculates on what the future may have in store for dentistry’s next generation.   This wide-ranging conversation was originally aired as an episode of One in the Chair and Two Waiting in March 2023.            Enjoy! In This Episode 02.15 - Podcasting 06.01 - The Enlighten story 23.47 - Product evolution and innovation 34.44 - Impressions and alginate 38.38 - Whitening protocols 47.42 - Leadership, culture and perfectionism 58.07 - Dentistry Vs business 01.05.08 - Mini Smile Makeover training 01.13.59 - Best days, worst days 01.19.01 - The next generation of dentistry and dentists 01.33.02 - NHS dentistry and work-life balance 01.39.07 - The Richard Kiel prize 01.41.14 - Desert Island Discs

If you’re a regular conference-goer, today won’t be the first time you’ve heard Yasmin George—a regular and engaging voice on the lecture circuit.   This week, Yasmin chats with Payman about her journey so far. She reveals what it’s like to study and teach at the legendary Pankey Institute and how working with the institute has shaped her approach to patient communication.   Enjoy!   02.11 - Backstory and education 12.03 - Schools and social standing 18.05 - Choosing and studying dentistry 24.04 - Gen Y and Gen Z 28.35 - First job 33.44 - Entering private practice 36.41 - Pankey and communication styles 55.09 - Patient retention and treatment longevity 01.01.01 - Ortho journey 01.04.41 - Orthopaedic orthodontics 01.07.53 - Curiosity, perfectionism and development 01.12.16 - COVID and reassessing commitments 01.14.57 - Darker days 01.24.48 - Blackbox thinking 01.31.36 - Different roles 01.36.13 - Fantasy dinner party 01.38.17 - Last days and legacy 01.39.47 - Fantasy podcast guest About Yasmin George Yasmin George graduated from Guy’s Hospital Dental School in 1988. She is a teacher at The Pankey Institute in Florida, US, and a former member of the Panel of Examiners for the Certificate in Dental Sedation for Nurses. She was also involved in the development of the orthodontics for general dentists with Dr Derek Mahoney and the City of London Dental School.  

Around half of the UK population have dental phobia, and 12% have severe anxiety. Few clinicians understand this as keenly as this week’s guest, Laleh Sharifian, who now spends her time as a sedationist.   Laleh recounts her journey pursuing a lifelong vocation into dentistry and sedation from being an early entrant at Guy’s, aged just 17.    She lets us in on the experiences that promoted her to decide that practice ownership wasn’t for her, discusses a day in the life of a sedationist and talks about her love of scents and fragrances.    Enjoy!  In This Episode 02.20 - Patient management 10.23 - Favourite practices 15.28 - Focusing on sedation 19.38 - Heavy duty Vs shorter treatments 23.04 - Introducing sedation to patients 27.26 - ICS Guidelines 31.15 - Sedation for children and young people 33.45 - Medical histories, contraindications and complications 39.11 - Challenging scenarios 48.00 - Blackbox thinking 53.52 - Backstory 01.00.49 - Why dentistry 01.03.57 - Parents, flavour and fragrances 01.09.40 - Guy’s and London 01.14.55 - Student life 01.17.21 - Specialising 01.20.20 - VT, first practice, ownership and beyond 01.31.37 - Regrets and failures 01.34.37 - Instagram and spirits 01.36.56 - Fantasy dinner party 01.45.21 - Last days and legacy   About Laleh Sharifian  Laleh Sharifian graduated from Guy’s Hospital in 1999, where her final year of research working on sedation and dental anxiety won the Malleson prize.   She completed a postgraduate diploma in sedation at GKT in 2002 under Drs  David Craig and Carole Boyle.   Laleh is part of the faculty of the Society for Advancement of Anaesthesia in Dentistry (SAAD) and practices sedation under the Ivy Sedation brand.  

Liza Benting took ownership of her first practice after arriving in the UK from Cape Town, South Africa, in 2000—but life had other plans.   In this week’s episode, Liza describes her path from practice owner to associate and how feeling confined by the clinic's four walls led to an exciting new career as a negotiator for one of the country’s leading dental clinic sales and acquisition specialists.   Enjoy! In This Episode 02.01 - Coming to the UK 05.00 - From owner to associate 16.02 - Rapport building and treatment longevity 23.15 - Joining Pluto Partners 44.27 - Values and value 49.42 - Dentistry Vs business 53.53 - A week in the life 56.44 - Last days and legacy 59.47 - Fantasy dinner party About Liza Benting Liza graduated from the University of Stellenbosch in Cape Town, South Africa, in 2000. She now divides her time between clinical practice in the Midlands and acting as a negotiator for the dental M&A specialist, Pluto Partners.  

Limber up! This week Prav sits down for a chat with dentist-cum-fitness coach Rohan Verna.   Rohan reveals how finding fitness helped him overcome anxiety to discover a new lease of life. Now dividing his time between dentistry and fitness coaching for fellow clinicians, Rohan discusses the importance of self-care inside and outside the profession, revealing his top five fitness and wellness for busy GDPs.   Enjoy!     01.09 - Self-care 13.51 - Finding fitness 18.56 - Dental career 22.43 - The client journey 26.52 - Nutrition 33.18 - Top five tips 37.10 - Dentistry Vs coaching 43.13 - Bloodwork and supplements 49.29 - Last days and legacy 53.00 - Fantasy dinner party About Rohan Verma Roha Verma graduated from Bristol University and has practised in Surrey, Buckinghamshire, and Central London.    He now divides his time between dentistry and online fitness coaching for dental professionals.  

On Saturday, March 11th, over 1000 dentists and 138 exhibitors and 85 guest speakers will gather at Manchester Central for the North of England Dentistry Show.   In the first part of this special episode, Payman chats with FMC’s managing and marketing directors and event organisers, Craig Welling and Laurie Glover as they prepare for one of the biggest events in the dentistry calendar.   But that’s not all. We also hear Prav’s rapid-fire conversation with specialist periodontist Manish Bose, recorded in December 2022 at Neodent’s community event, also in Manchester.              Enjoy! In This Episode 03.30 - Craig Welling and Laurie Glover 15.45 - Manish Bose 17.13 - Practice purchase 22.26 - Blackbox thinking 28.23 - Referrals, goodwill and support 29.32 - Last days and legacy 31.51 - Fantasy dinnerparty About the Guests Craig Welling and Laurie Glover are managing and marketing directors at FMC, the dental communication company behind the North of England Dentistry Show held at Manchester Central on March 11th.   Manish Bose is a specialist periodontist and the owner of IKON, a specialist-led dental practice in Ealing, West London.