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!

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Learn More About the Ground Marketing Course Here:

Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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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 practice
• How Dr. Perrin’s values shaped his patient-centered business model
• Strategies for effective practice marketing (from digital ads to direct mail)
• Key lessons from hiring and team-building to foster a positive office culture
• The importance of conservative dentistry and open communication with patients
• Insights on balancing financial realities, stress management, and personal life
• Tips for maintaining high standards through organized systems and mentorship
• How to pivot marketing tactics based on what truly attracts quality patients
• Why branding and design matter in attracting and retaining your clientele
• Steps to move from general to cosmetic dentistry while maintaining practice stability

Tune 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)

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Guest: Conor Perrin

Practice Name: The Tooth Co.

Check out Conor's Media:

Website: https://thetoothco.com/

Instagram: https://www.instagram.com/the.tooth.co/

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Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

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Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!

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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 city
• The power of non-marketing offers that add value to communities
• Why traditional brochures and sponsorships miss the mark in 2026
• The critical process of capturing contact information for long-term results
• Timing strategies for follow-ups and appointment conversion
• Tips for building authentic connections without feeling salesy
• The 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!

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Learn More About the Ground Marketing Course Here:

Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/

‍

Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

‍

Love the Podcast? Let Us Know How We're Doing on Apple Podcasts!