The Dental Marketer

Can a year’s worth of hard-won ground marketing lessons help you escape inconsistent patient numbers for good?This episode challenges everything you think you know about ground marketing. Michael unpacks why true, sustainable growth isn’t about charming scripts or one-off tactics, it’s about building an external operating system for your practice. Discover how moving from random “hit or miss” outreach to a structured model transforms conversations into appointments, and appointments into loyal patients. Drawing on a year’s worth of lessons, you’ll learn how systems, psychology, and the right ecosystems can form the backbone of a repeatable, team-driven patient acquisition process.We go beyond the basics, revealing the psychology that makes potential patients feel genuinely safe and understood, no matter their background or setting, from bustling cities to close-knit small towns. Learn how to turn “no” into valuable data, adapt your strategies to fit your unique local environment, and integrate authentically with community hubs like gyms, schools, or senior centers. Plus, we break down actionable ways to empower your team, assign clear marketing roles, and track your progress so you can become the practice everyone in your area trusts. If you’re ready to replace random acts of marketing with a reliable system that builds real authority, this episode is for you!What You'll Learn in This Episode:Why ground marketing is a system, not a handful of sales tactics.How to implement a flywheel approach for consistent patient flow.The psychological foundations of trust and rejection in marketing outreach.Steps to transition from random outreach to repeatable, data-driven processes.How to leverage schools, gyms, and local hubs to grow your practice.Assigning team roles to create accountability and measurable results.Ways to adapt your ground marketing to urban vs. rural environments.Tracking, reviewing, and improving each stage for predictable growth.Turning every patient interaction into a community-building opportunity.Start your journey to sustainable new patient growth with the best lessons we've learned in a year of ground marketing!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

Launching your own dental practice in a competitive market takes more than just clinical skill: it demands vision, grit, and a willingness to challenge convention.In this episode, Dr. Conor Perrin shares his candid journey from being a young dentist without connections, facing skepticism in the industry, to establishing his own thriving dental practice in Irvine, California. The path wasn’t easy: after plans to acquire an existing clinic fell through, Dr. Perrin made the bold decision to build his practice from the ground up, navigating over a year of buildout, significant investments, and the constant pressure of starting something entirely new.Dr. Perrin delves into the strategies and principles that anchor his approach: putting patient relationships first, practicing conservative dentistry, and designing systems that uphold the highest standards of care. He opens up about the personal and financial challenges of entrepreneurship, balancing business demands with personal well-being. You’ll hear how he steered his practice through marketing experiments, learned from failures, and ultimately found success with targeted mailers and eye-catching branding. If you’re curious about building sustainable growth, hiring the right team, and creating a patient experience that stands out, Dr. Perrin’s story offers insights you won't want to miss!What You'll Learn in This Episode:The major obstacles faced when acquiring or launching a new dental practiceHow Dr. Perrin’s values shaped his patient-centered business modelStrategies for effective practice marketing (from digital ads to direct mail)Key lessons from hiring and team-building to foster a positive office cultureThe importance of conservative dentistry and open communication with patientsInsights on balancing financial realities, stress management, and personal lifeTips for maintaining high standards through organized systems and mentorshipHow to pivot marketing tactics based on what truly attracts quality patientsWhy branding and design matter in attracting and retaining your clienteleSteps to move from general to cosmetic dentistry while maintaining practice stabilityTune in now for a real-world roadmap to building a dental practice that reflects your vision, challenges, victories, and all!(This episode originally aired on September 28th, 2023)‍Guest: Conor PerrinPractice Name: The Tooth Co.Check out Conor's Media:Website: https://thetoothco.com/Instagram: https://www.instagram.com/the.tooth.co/‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!‍

Are you ready for seismic shifts in your 2026 new patient acquisition?In this episode, Michael breaks down the three crucial levers of ground marketing that will shape successful practices in 2026. These strategies go far beyond generic tips. Learn how to tap directly into the places where trust and engagement already exist, and transform the way your practice connects with communities.Discover how to find and leverage the right ecosystems (trust, identity, and access) to fast-track your outreach efforts. Michael challenges the old-school approaches, urging us to lead with generosity by providing valuable, non-marketing offers that genuinely contribute to local organizations. But he doesn't stop there: Learn why capturing contacts instead of just conversations is the real game-changer. With actionable tactics for follow-ups and efficient appointment scheduling, you’ll see how these fundamentals create lasting, measurable patient growth.What You'll Learn in This Episode:How to identify trust, identity, and access ecosystems in your cityThe power of non-marketing offers that add value to communitiesWhy traditional brochures and sponsorships miss the mark in 2026The critical process of capturing contact information for long-term resultsTiming strategies for follow-ups and appointment conversionTips for building authentic connections without feeling salesyThe mistakes most businesses make in ground marketing (and how to fix them)Ready to discover the exact strategies for turning community connections into real patient growth in 2026? Hit play now!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

When big dental chains focus on numbers and efficiency, what happens when patients crave genuine connection instead?In this episode, Dr. Whitney and Steve Sebree share their journey building a private dental practice in Surprise, Arizona, known for its warm, personalized approach. They discuss the importance of community connection, how they foster long-term patient relationships, and why putting Dr. Whitney’s face front and center in their marketing helps attract retirees seeking attentive, nonjudgmental care (often in contrast to experiences at larger DSOs.)Dr. Whitney and Steve dive deep into the realities of running a small private practice in a DSO-saturated area, revealing how quality care and trust win over patients despite competitive pricing challenges. They openly discuss the impact of team changes on their systems, the lessons learned from these challenges, and how adapting with better processes and hiring has made their practice stronger. The conversation wraps up with actionable wisdom on compassionate communication, the crucial role of mentorship, and why giving yourself grace is essential when building a practice (and a life) together.What You'll Learn in This Episode:How to create a community-focused, patient-first dental practiceSmart marketing tactics that resonate with retirees and new patientsAdvantages and challenges of practicing among Dental Service OrganizationsThe power of free second opinions to establish credibility and trustWhy longer consultations can transform patient relationshipsLessons learned from staff turnover and operational hiccupsHow process-driven hiring improves practice managementSimple strategies to boost new patient conversion over the phoneBalancing business partnership and marriage in a high-touch practiceAdvice for new dentists on embracing mistakes and enjoying the journeyHit play to uncover practical, heartfelt strategies for building a dental practice focused on people, not just numbers.‍Sponsors:‍Net32: Founded by a dentist, for dentists. Net32 is the leading online marketplace for dental supplies, helping dental and medical professionals save on high-quality products for over 25 years. Start saving today at: https://www.net32.com/dentalmarketerGuest: Dr. Whitney and Steve SebreePractice Name: Breez DentalCheck out Whitney and Steve's Media:‍Website: https://breezdental.com/‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!‍

What if your next raffle didn’t just collect names, but actually filled your practice schedule?This episode debunks the myth that any raffle will attract new patients, revealing why most fall flat and what truly works to grow your patient base. Dive into the four common pitfalls that sabotage traditional raffle efforts, from off-the-mark prizes to a lack of follow-up, and discover why simply collecting names isn’t enough to fill your chairs.Instead, learn about the GOLD framework: Give, Observe, Leverage, and Deliver: a proven system designed to turn community engagement into real appointments. You’ll hear practical strategies and actionable examples on designing raffles with enticing, relevant prizes, crafting entry forms that spotlight true prospective patients, and nurturing leads with smart follow-up messaging. Whether you’re a dentist or practice manager, you’ll leave armed with fresh ideas and a clear plan to host raffles that actually generate new patients.What You'll Learn in This Episode:The top four reasons most dental raffles fail to deliver new patientsWhy prize relevance is critical to attracting potential patientsHow to design entry requirements that highlight genuine buyer intentThe psychology behind reciprocity and how to trigger it in rafflesThe importance of outlining an effective follow-up plan for participantsHow the GOLD framework (Give, Observe, Leverage, Deliver) ensures raffle successCreative examples of experience-driven and partner-powered prizesSteps to position your practice as the “hero” in your communityHow to craft follow-up messages that convert participation into booked appointmentsPress play to unlock the blueprint to patient-generating raffles!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

The difference between good care and unforgettable care often comes down to one thing: personal touch.In this episode, Michael brings on Dr. Kris Bano to unpack the revolutionary strategies behind his standout fee-for-service practice in southwest Michigan. Dr. Bano reveals how his team works in harmony, crafting a seamless, “high-touch” patient experience that starts with the initial phone call and extends well beyond the treatment room.Dr. Bano’s journey is deeply personal, rooted in his passion for art and transforming smiles through cosmetic dentistry. Here, he shares the bold decision to eliminate all insurance contracts, putting personalized care above volume, and dives into the systems his practice uses to set itself apart: from detailed communication workflows and an innovative “triangle” approach to patient care, to smart tech adoption for marketing and call tracking. Hear Dr. Bano’s candid reflections on building a team based on empathy and continuous learning through coaching and how he balances being a leader, entrepreneur, and family man. He proves it’s possible to design a practice that is financially robust, patient-focused, and personally fulfilling.What You'll Learn in This Episode:How a team of dentists with varied specialties collaborates for comprehensive careWhy dropping insurance contracts can elevate patient relationships and practice visionThe secret behind Dr. Bano’s “triangle” approach to personalized patient careBest practices for high-touch communication and efficient patient intakeThe key personality traits to look for when hiring exceptional team membersHow data-driven tools like CallRail enhance marketing and monitor patient callsInsights into choosing the right coaching or marketing agency for your practiceStrategies for maintaining work-life balance as a dental practice ownerThe role of consistent vision and trust in building patient loyaltyActionable steps to becoming a high-performing, fee-for-service dental practiceTune in now to discover how you can create a patient-focused dental practice (and a more balanced life) straight from Dr. Bano’s playbook!‍Sponsors:‍CallRail: Call tracking + AI that turns calls into campaigns that convert, quality patients, and cost savings. Click our link to start a free trial today! https://www.callrail.com/dentalmarketerClick here for a special offer!Guest: Dr. Kris BanoPractice Name: Centreville Family DentistryCheck out Kris's Media:‍Website: https://www.smilecentreville.com/Instagram: https://www.instagram.com/kbdentistry/YouTube: https://www.youtube.com/@ClinicalClimbTikTok: https://www.tiktok.com/@drkrisbano‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!‍‍

Imagine if every patient story could become your most persuasive marketing tool, without a single sales pitch.Too many dental practices rely on generic promises of care, but in today’s world, heartfelt testimonials and genuine success stories make all the difference. In this episode, we unpack exactly how practices can move beyond merely collecting reviews to strategically leveraging patient stories that spark trust and attract more of the right patients. Through practical examples and scripts, you’ll discover how to turn ordinary interactions into story-worthy moments and make your practice the obvious choice in a crowded market.We’ll walk through five proven systems designed to make testimonials your marketing secret weapon. From capturing reviews at “micromoments” of relief to showcasing emotional transformations on your Witness Wall, these approaches show how every step of the patient journey can provide unique, relatable proof of your care. Plus, you’ll learn how to tag and repurpose reviews for maximum impact, create new leads with experiential outreach, and measure what actually moves the needle. Whether you’re looking to boost word-of-mouth or refresh your entire referral engine, this episode reveals exactly how authentic patient voices can drive your practice’s growth.What You'll Learn in This Episode:The five essential systems for capturing and capitalizing on impactful patient testimonials.Why timing and emotion are critical for gathering the most persuasive reviews.Conversational scripts staff can use to naturally request reviews at peak moments.Creative ways to generate story-worthy experiences outside the dental chair (and why it matters.)How to build and leverage a review bank that supercharges your marketing materials.Techniques for displaying reviews to highlight emotional transformations and attract ideal patients.The most important metrics for understanding your review strategy’s true impact.Strategies to convert one-time testimonials into a sustainable stream of new patients.Listen now to discover how real patient stories can become your dental practice’s most powerful source of growth and trust.‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!‍

Ashley Whinery, an experienced dental practice manager at Lux White Dental Group, discusses how to transform your practice's scheduling strategies. She emphasizes the dangers of double-booking and promotes quality patient interactions for better trust and referrals. Ashley shares her methods for structuring the day effectively, balancing appointment types for efficiency, and using technology, like Dentrix Ascend, to enhance rather than detract from human connections. Discover how to foster a more sustainable and patient-centered practice.

In a competitive dental landscape, standing out means forming genuine community connections. The discussion focuses on the concept of 'psychological gravity,' where practices foster trust through thoughtful gestures and partnerships. Listeners learn about essential skills like owning a unique identity and creating recurring community touchpoints. From engaging local businesses with personalized gifting to utilizing storytelling for engagement, the strategies outlined aim to build loyalty and make dental practices indispensable in their neighborhoods.

Securing the perfect location for your dental practice isn’t just about finding space... It’s a strategic decision that can make or break your business.In this episode, Michael sits down with Max Burrows from Practice Real Estate Group to unravel the unique challenges dental tenants face on their path to establishing successful practices. Max, whose firm exclusively represents healthcare clients, arms listeners with clear guidance on navigating the sometimes overwhelming process of site selection, contrasting the approaches taken by first-time startup owners and multi-site groups. He reveals actionable insights that empower new practice owners to adopt the data-driven mindset typically reserved for seasoned groups, stressing that investing in an A+ location is non-negotiable, even if it means paying a little more in rent.Max and Michael also dig into the make-or-break details of co-tenancy and why your neighbors matter as much as your square footage. Learn why being adjacent to a grocery store could turn your practice into a local destination or how picking the wrong neighbor can create endless headaches. As the episode wraps, Max shares why engaging a tenant representation broker early is the secret weapon that costs clients nothing, yet can save them from costly pitfalls. He finishes with his hard-won advice on resilience, innovation, and managing the financial curveballs that come your way, making this episode a must-listen for anyone serious about launching their practice.What You’ll Learn in This Episode:The essential differences between site selection for startups versus established practice groupsHow to think like a multi-location group when opening your first practiceWhy prime real estate locations are worth the investment for long-term growthThe impact of co-tenancy and what to look for in neighboring businessesStrategic tips to avoid common real estate pitfalls that plague dental startupsThe value of hiring a tenant representation broker (at no extra cost to you)Crucial lease terms that protect you from competitors and costly mistakesMax’s proven strategies for managing working capital and unexpected expensesThe importance of consistent effort and creative problem-solving in businessHow to access Practice Real Estate Group’s exclusive tools, like their startup cost calculatorReady to uncover the real estate strategies that set successful dental practices apart? Hit play and take your first step toward a smarter, more profitable practice location!‍Sponsors:‍Practice Real Estate Group: healthcare real estate experts with over a century of experience in medical real estate across hundreds of transactions. Visit their site and mention "The Dental Marketer" for a FREE demographic and competition study for your new location! https://practicerealestategroup.com/Guest: Max BurrowsBusiness Name: Practice Real Estate GroupCheck out Max's Media:‍Website: https://practicerealestategroup.com/Max's LinkedIn: https://www.linkedin.com/in/max-burrows-b086351a2/Practice Real Estate Group's LinkedIn: https://www.linkedin.com/company/thepracticecompanies/‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!‍