Ever felt that awkward moment when it’s time to talk dollars and cents with a patient, only to watch their interest in treatment vanish on the way to the front desk?

In this episode, we’re tackling one of the biggest bottlenecks in dental practice efficiency, "the dreaded financial discussion," and why it’s time to get your entire clinical team fluent in handling money conversations.

Michael is joined by dental efficiency expert Susan Leckowicz to unpack strategies that empower dental assistants and hygienists to confidently handle treatment costs and scheduling right in the operatory. Susan shares why cross-training staff and implementing standardized financial agreement forms can dramatically cut down on patients changing their minds post-consult, while also making life easier for your team. Hear how direct, early, and clear financial conversations (supported by scripts, flexible payment options, and simple forms) remove uncertainty for patients, build trust, and foster more accepted treatment plans. If you’ve struggled with lost revenue or team discomfort when discussing finances, this episode is packed with practical, step-by-step solutions!

What You'll Learn in This Episode:

• Why relying solely on a treatment coordinator can hinder case acceptance
• Step-by-step tips for cross-training dental assistants and hygienists to discuss finances
• How to create and leverage a standardized, auto-populated financial agreement form
• Effective scripts your team can use for confident financial conversations with patients
• How to seamlessly present payment options like CareCredit and upfront discounts
• Strategies for building trust and increasing patient commitment to treatment plans
• Ways to reduce patient drop-off between operatory and front desk
• Training methods to help your team feel comfortable discussing money
• The positive impact of streamlined processes on patient experience and productivity

Hit play now to discover actionable ways to simplify money talks and boost confidence in your treatment plans for your team and your patients!

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Sponsors:‍

CallRail: Never miss a call again! Voice Assist answers and qualifies every inbound call 24/7, so you capture every new patient. Try the 14 day free trial for our listeners at: sta.mx/m2wx

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Guest: Susan Leckowicz

Business Name: Dental Coaches

Check out Susan's Media:‍

Website: dentalcoaches.com

Email: susan@dentalcoaches.com

Book a Call with Susan! calendly.com/susan-dentalcoaches/podcast-fa-form

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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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Is there a one-size-fits-all way to build genuine relationships in both bustling cities and close-knit small towns?

This episode reveals how authentic, face-to-face interactions can weave your practice into the fabric of both urban and rural communities.

Instead of relying on impersonal ads or digital campaigns, we explore how presence, repetition, and genuine connection in everyday spaces build trust that no billboard can match. In urban environments, you’ll learn how to naturally fit into the rhythm of busy lives—showing up at the gym, the coffee shop, and even apartment complexes, always with a friendly smile and zero sales pressure. For rural areas, it’s about heartfelt gestures and authentic participation in community events—think local school gatherings, farmers’ markets, and neighborly thank-yous. Throughout, we’ll highlight practical ways to be recognized not as a promoter, but as a vital part of the community, while measuring your impact with metrics that actually matter.

What You'll Learn in This Episode:

• How ground marketing transforms practices into familiar, trusted faces
• Differences between urban and rural ground marketing (and why they matter)
• Real-life tactics for showing up in busy city spaces without being intrusive
• Ways to connect meaningfully at rural events and schools
• The importance of reciprocity and creating genuine value for your community
• How to use thoughtful gestures, from appreciation bags to local spotlights
• Designing engaging community walls and offers using QR codes
• Steps to begin your ground marketing journey, one location at a time

Ready to become a part of your community, not just another practice? Press play to learn the best way to promote your practice in urban and rural settings!

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Learn More About the Ground Marketing Course Here:

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

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Why do some dental practices have teams that go the extra mile while others struggle with high turnover and mediocre results?

In this episode, Dino Watt unveils the secrets behind building a vibrant practice culture that doesn’t just improve patient experience—it transforms every facet of your business. Drawing from an extraordinary journey that started in Hollywood and led to dental practice consulting, Dino shares unique strategies grounded in business principles, storytelling, and real-world experience, illustrating how practice owners can foster tighter-knit teams and higher-performing offices.

From crafting vision statements to living out core values, Dino explains why successful cultures don’t happen by accident (and how dentists can intentionally shape theirs for long-term success.) You’ll discover actionable tips on hiring the right people (and letting go of the wrong ones), providing feedback that strengthens rather than divides, and creating a magnetic workplace where every team member feels essential. Whether you’re grappling with tough conversations, looking to boost morale, or striving to attract and retain top talent, Dino’s practical wisdom will equip you to cultivate a dental practice where patients and staff alike genuinely want to stay.

What You'll Learn in This Episode:

• The essential elements of a practice vision and how it attracts the right team members.
• Why core values are non-negotiable for building high standards and unity.
• How to approach tough conversations and give constructive feedback that motivates change.
• Ways to foster a culture where every employee feels needed, valued, and engaged.
• The importance of being inquisitive rather than accusatory in team dynamics.
• How to improve hiring practices for lasting team success.
• Strategies to quickly address problematic behavior before it impacts culture.
• Steps to create a magnetic work environment that both retains and attracts talent.

Press play to discover Dino Watt’s proven strategies for turning your dental practice into a place where both patients and team members truly want to be.

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Sponsors:‍

CallRail: Never miss a call again! Voice Assist answers and qualifies every inbound call 24/7, so you capture every new patient. Try the 14 day free trial for our listeners at: sta.mx/m2wx

‍

Guest: Dino Watt

Business Name: Dino Watt Consulting

Check out Dino's Media:‍

Consulting Website: dinowattconsulting.com

Speaking Website: dinowatt.com

Dino's Books:

The Practice Rx: Second Edition

The Magnetic Culture Equation

Instagram: instagram.com/dinowatt

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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

‍

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