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38 minutes | Jan 14, 2022
131: Aligning the Associate Mindset and the DSO Mindset to Create Great Partnerships
Join host Ken Kaufman as he interviews JD Stacey, Chief Growth Officer at Community Dental Partners, on how to get associates and DSOs to understand each other, align, and build great partnerships. Ken and JD discuss the concept of an “associate mindset” vs the “DSO mindset”, why they sometimes clash, and how each side can improve to create amazing partnerships. JD reflects on the lessons learned from being part of the creation and optimization of different types of associate partnerships along the way. If you have associates, this episode is for you with ample takeaways to improve your associate/DSO partnerships.
41 minutes | Dec 23, 2021
130: Using Finance as Your Strategic Lens
Join host Ken Kaufman as he interviews T Hughes and Austin Moffat from DSO CFO, a company that offers financial solutions for multi-practice and/or single practitioners who want to become multi-practice. They discuss how to use your financial information to drive strategic and operational growth in your organization. Austin and T share how to use finance as a strategic lens into your business to help you figure out what to improve, where to grow and what your challenges are. They touch on industry trends, as well as challenges and opportunities in accounting, financial institution relationships, cash flow, fractional CFOs, associate compensation, acquisitions and de Novos, as well as many other topics.
32 minutes | Dec 7, 2021
129: Preparing Doctor Owners Emotionally
In this episode, Emmet hosts Chelsea Myers, Founder, and CEO, Dental Life Coach. They discuss why emotional intelligence and vulnerability are crucial to advance the leadership development of not only your team and associates but you. Chelsea and Emmet cover the “human” experience of running a business; emotional intelligence and awareness; self-development; the discomfort of change; emotional strength; going from anxiety to confidence; delegation; viewing your leadership role through an "inside out" lens; and more. Listen to learn how to approach personal and leadership development with authenticity and vulnerability.
34 minutes | Dec 3, 2021
128: Adding Specialties to Your Thriving General Dentistry
Ken Kaufman hosts Santosh Patel, MBA, President, and co-founder, Complete Specialty Solutions. Santosh has 14 years+ of large-scale operations and development experience in both the medical and dental industry, and specializes in helping DSO/group/solo offices thrive through comprehensive in-house dental care. Ken and Santosh discuss some of the unique opportunities and challenges faced when introducing one or more specialties into a general dentistry practice. They reflect on why adding specialties is an accelerating trend. Santosh walks Ken step by step through what struggles - and opportunities - one should consider when deciding if adding specialties is the right move for your dental organization.
21 minutes | Nov 19, 2021
127: Marketing Digital in Today's world
Emmet Scott hosts this episode and welcomes Ted Kozel, Chief Revenue Officer, SMC National. They discuss “all things” digital marketing — why it’s at the heart of every dental organization — being the primary way to first connect with patients. Using and defining marketing/business jargon such as leads, customer acquisition cost, cost per opportunity, lifetime value of a patient, conversion, referrals, pay-per-click, ad words, and many more terms, Ted and Emmet offer best practices and innovative ways to put marketing (specifically digital marketing) to work in growing your dental organization.
29 minutes | Nov 8, 2021
126: Best Practices for Collecting All Your Accounts Receivable (AR)
In this episode, Ken Kaufman hosts Kimberlee Mulkay, Sales & Customer Success Manager, Abella AR. They discuss “all things AR/financing”. Kimberlee share tips and tricks that that dental groups are employing to effectively and successfully collect and create the best outcomes. Kimberlee and Ken touch on the importance of incorporating convenience, a variety of payment options, and payment plans to patients. Technology and software’s role in AR is also discussed as well as many other financing topics and challenges including how to streamline methods when scaling with de novos and acquisitions.
30 minutes | Sep 21, 2021
125: Real Estate Update and Trends: TI, Rent, Acquisitions, Facility Costs & More with Austin Hair
In this podcast, Emmet hosts Austin Hair, Managing Partner, Leaders Real Estate, for an update on what’s new in the real estate market and how to handle its fluxes while growing your dental organization. Austin gives an inside view in to the commercial real estate landscape and offers advice on “med-tail” (retail healthcare); the importance of site selection; marketing; how to leverage technology and analytics for your location search; the value of paying attention to what the competition is doing; ideal grocery store/large retail center anchors; ways to think strategically when planning for expansion and much, much more. This real estate trends discussion with Emmet and Austin will help you with your current scaling plans.
38 minutes | Sep 16, 2021
124: A Banking Industry Insider’s View: Financing Growth Through Debt with Robert Papenbrock, VP Finance, Guardian Dental
In this episode, Ken Kaufman hosts Robert Papenbrock, VP of Finance at Guardian Dentistry Partners. To help listeners better understand the debt markets, Robert discusses his experiences working in the past as a Credit Officer for different banks. He also details his jump into a DSO leadership role including how his day-to-day work life has changed. Discussing Guardian’s DSO model with Ken, Robert shares how he helped Guardian raise $100mm of debt for growth. They discuss tips for groups who are considering financing growth through debt. Plus, Robert offers advice gained from his unique perspective working in both banking and group dentistry. Take a listen to hear their discussion on these financing topics and more.
36 minutes | Sep 14, 2021
123: The Unique Scaling Model of an Ortho DSO with Nick Korhonen, CFO, Corus Orthodontists
In this episode, Ken Kaufman hosts Nick Korhonen, CFO of Corus Orthodontists. They discuss the history of Corus, a unique growing orthodontic partnership network that provides support and autonomy for orthodontic specialists. Nick shares the details of Corus’s growth trajectory to 40 practices, 50 doctors, and over 700 team members. Highlighting the Corus model’s financial structure, Ken and Nick discuss rapid growth challenges; M&A and integration activities; equity; capitalization; partnership; financing; negotiating; plus culture, patient care, Corus “study clubs”, and much more. Listen to learn about Corus’s distinctive approach and gain intel to apply to your DSO’s growth plans.
33 minutes | Sep 7, 2021
122: Maximize Your DSO’s Potential: Consider Integrating Specialties
In this episode, Emmet Scott hosts Dr. Tarek Aly and Dr. Dustin Roden-Johnson Co-Founders of OrthoDent Management LLC & Modern Smiles. They discuss the integration of specialties into dental organizations: the pros and cons, what to consider, and more. Dr. Aly and Dr. Roden-Johnson share the challenges, mistakes, and successes OrthoDent faced when integrating specialties. Emmet and Drs.’ Aly and Roden-Johnson agree the key is thinking from the consumer vantage point first: patients value convenience above all else, “a one-stop-shop”. Jumping off from here they evaluate the opportunities: why not maximize the real estate, the potential, and the skills of your team to see more patients and provide more quality care? Listen to this episode to help you determine if integrating specialties is right for your dental organization.
26 minutes | Aug 31, 2021
121: How To Scale in Multiple Areas with Sarah Sharfstein, VP Category Development & Strategy, Aspen Dental
In this episode, Emmet welcomes Sarah Sharfstein, Vice President, Category Development & Strategy at Aspen Dental. They discuss how to scale in multiple areas simultaneously — what’s needed to support both clinicians and at the practice level to be successful. Sarah gives an inside view into the strategies Aspen is using to scale. She and Emmet dig deep into the challenges, potential solutions, and opportunities that come with adding specialties to any dental organization. Before joining Aspen’s leadership, Sarah spent about 12 years at Invisalign in a variety of different roles. From her experience, it was a natural transition into her role at Aspen to help develop their orthodontic category, driving its utilization in a scalable way to deliver good clinical outcomes.
50 minutes | Aug 10, 2021
120: How to Not Hire a Problem: Learn from the Experts at Prospiderent, The Dental Embezzlement Investigation Firm
In this episode host Ken Kaufman, CFO of Community Dental Partners is joined by dental fraud experts from Prospiderent, the world’s oldest and largest dental embezzlement investigation firm. He speaks with Prospiderent’s Founder and CEO David Harris; Supervising Fraud Examiner for the Orthodontic Industry Wendy Askins, BS, MBA, CFE; and Senior Fraud Examiner Amber Weber. They discuss the unique and different fraud vulnerabilities inherent in hiring for the DSO industry. From their discussion, Ken uncovers ways the industry can do a better job of background checks (including Google and credit reports), how to handle these issues in the face of the current hiring shortage and more. As the DSO industry grapples with an “employee’market” David, Amber and Wendy remind listeners to not take hiring shortcuts! Listen to this episode for all the recommendations and timely advice.
69 minutes | Jul 30, 2021
119: Garrett Beedle Interviews Emmet Scott on Entrepreneurship
In this episode, the roles are reversed and Emmet Scott is interviewed by Garrett Beedle, a student studying accounting and finance at Brigham Young University-Idaho. Garrett goes deep, covering Emmet’s entrepreneurial journey. They discuss the college experience, value of education, making an impact, technology and business, innovation, marketing, business financing, the entrepreneur mindset, and much, much more. Check out this episode to get to know DSO Secrets host, the illustrious Emmet Scott!
45 minutes | Jul 27, 2021
118: Taming the DSO Audit with CFO Hollie Williams
In this episode, Ken Kaufman hosts Hollie Williams, CFO, Rodeo Dental and Orthodontics. Previously Hollie was CFO of Choice Cancer Care for over 10 years and held several CFO roles prior to that. She has been a CPA since 1994 and was an Audit Professional at Deloitte Touche Tohmatsu, LLC for 6 years. Ken and Hollie discuss “all things” DSO audits including what to expect when being audited, how to prepare, the transparency needed for banking audits, what challenges DSOs may face for a successful audit, and much more.
24 minutes | Jul 16, 2021
117: How To Mitigate The Big Compliance Risk Inherent in Dentistry
Emmet hosts Danielle McKinley, Director of Partner Relations, PCIHIPPA, a leader and compliance and patient data protection with a focus on preventing catastrophic losses caused by regulatory non-compliance, data breaches, and human error. Emmet and Danielle discuss the dangers and contingencies around planning for ransomware, data breaches, preparing for compliance and more. Danielle shares her expertise on how to handle the big compliance risks inherent in dentistry as well as steps to take to mitigate them.
37 minutes | Jul 14, 2021
116: PPP Loan Update with Ben Hernandez
In this episode, Ken Kaufman hosts Ben Hernandez, Founding Partner at Skytale Group, which specializes in high-level financial management and M&A Consulting, primarily in the dental and med spa spaces. They discuss “all things” PPP loans: Round 1 forgiveness; Round 2 funds utilization and forgiveness; and how unforgiven PPP loans can complicate your M&A strategies. Ben emphasizes that the forgiveness rate is tremendous right now if you apply correctly, and how banks can help guide you. Listen to Ken and Ben take a deep dive into all you need to know about PPP loans.
40 minutes | Jul 8, 2021
115: Employee Benefits Tips & Tricks with Justin Miller
Ken Kaufman hosts Justin Miller, VP of Employee Benefits, USCI Insurance Services, to discuss the key issues and items DSO leaders should consider when setting up their employee benefit plans. They touch on strategies for making benefit plans competitive in the employee marketplace. Justin shares what benefits offer the biggest ROI for employee recruitment and retention. Together they address the complexities and rewards of all things benefits related to successfully scaling a DSO.
25 minutes | Jul 6, 2021
114: Partnering with a Larger Group
In this episode, Emmet hosts Tarek Aly, COO, CFO, and Co-Owner, OrthoDent Management LLC; and Co-Owner, Modern Smiles LLC. They assess the pros and cons for a smaller/ emerging dental group to partner with a larger dental group to scale. Tarek discusses what to evaluate when approaching this decision, breaking the process down into 4 parts: 1. strategic aspect to assess alignment; 2. the resulting change and evolution of leadership and team roles; 3. the finances, both business and ROI; and 4. the feeling/emotions behind the decision to partner. If you are considering partnering with a larger group, this is the episode for you!
40 minutes | Jun 23, 2021
113: Behind the Scenes of Raising Debt Financing with Mike Montogomery
In this episode, Ken Kaufman hosts Mike Montgomery, VP of Healthcare Middle Market Lending and Sponsor Finance, Live Oak Bank. They discuss raising debt financing including the dichotomy between debt and equity: when you're financing growth with debt, it means you get to keep your equity. Ken and Mike deliberate the limitations and restrictions of debt and when it's time for private equity. They discuss strategies to make your DSO look more favorable in the eyes of the bank so you have more opportunities for financing and much more.
43 minutes | Jun 18, 2021
112: What Can DSOs Learn from the Larger Healthcare Industry
In this episode, Ken hosts Mike Yates, CFO, Spring Dental. With his strong financial, operational, and technological background, Mike has an advanced and comprehensive understanding of the financial and operational aspects of group dentistry. Ken taps his knowledge about how to make the best use of available financial resources. They also discuss the lessons DSOs can learn from other areas of the healthcare industry.
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