Dental Practice Growth | Dental Practice Management | Dental Startup
Avoid the "hot mess" and dental practice management confusion. Learn how specific job descriptions eliminate errors and drive revenue with Mike Dinsio and Paula Quinn. In this episode, Michael Dinsio and Paula Quinn break down the essential role of job descriptions in dental practice operations. They reveal why missing the "eggs and butter" of daily tasks leads to empty schedules and how to hold your team accountable through clear dental management strategies.

Why job descriptions are the "predictability" your team needs in a reactive environment.

• How to avoid the $100k working capital drain caused by poor insurance verification and late statements.
• The "Startup vs. Established" shift: Redefining roles as your dental business scales.
• Why the front office is the engine of your practice revenue and patient acquisition.
• Strategies for cross-training and floaters to survive the modern labor market.
• Using KPIs and quarterly check-ins to replace "blah blah" meetings with actual results.

Perfect For:
Startup dentists, practice owners looking to scale, and anyone focused on dental practice efficiency, dental team optimization, and long-term practice growth.

Key Takeaway:The domino effect of poor roles is the #1 reason practices fail to grow. Transition from being just a "doer" to a leader by being intentional with your team's responsibilities and priorities.

Stay Connected to Get More Topics Covered by Dental Unscripted:
dental practice growth, dental practice management, dental startup, dental practice operations, practice ownership journey, dental business, dental practice efficiency, dental management, running a dental practice, dental industry advice, dental solutions, profitability in dentistry, dental practice tips, how to run a dental practice, business of dentistry, dental team optimization, dental coach, practice management insights, successful dental practice, dental industry experts.

Connect With Next Level Consultants:
Website: https://nxlevelconsultants.com
YouTube: https://www.youtube.com/@DentalUnscripted
Facebook: https://www.facebook.com/nxlevelconsultants/
Instagram: https://www.instagram.com/nxlevelconsultants/

This podcast explores the business, leadership, and clinical realities of modern dentistry. Through candid conversations with practice owners, clinicians, and industry professionals, we focus on operations, patient experience, team development, and long-term practice growth. The podcast is intended for educational and informational purposes only. Guest perspectives are their own and do not constitute endorsements or recommendations by the hosts or their affiliated businesses.

Thinking about buying a dental practice? Before you close the deal, you need to understand the truth about accounts receivable (ARs) that most brokers won't tell you. In this episode NEW EDITION of Dental Unscripted - 2 Minute Drill, Mike Dinsio breaks down the hidden challenges of dental practice acquisition, specifically, the chaos that happens when you don't buy the ARs or when sellers continue billing post-close.

• Why patient AR is drastically different (and riskier) than insurance AR
• How to value accounts receivable during dental practice acquisition negotiations
• The critical steps to protect yourself if you don't purchase the ARs
• Post-close collection strategies that prevent front office chaos
• Why you should negotiate a 90-day payment holdback with sellers
• How to avoid starting your ownership journey by threatening collections

Whether you're working with buyer rep / dental consulting professional or navigating practice ownership on your own, this episode provides essential dental practice financial tips and practical advice for running a dental practice successfully from day one.

Free Resource: Download our comprehensive guide "5 Things That WILL Happen Post-Close & How to Prepare for a Successful Transition" at https://nxlevelconsultants.com/wp-content/uploads/2026/02/Buyers-Rep-eBook.pdf

Perfect for dentists considering practice acquisition, dental entrepreneurs, and anyone in the dental industry looking to strengthen their dental practice operations and avoid costly mistakes during the buying process.

Keywords: buying a dental practice, dental practice acquisition, dental consulting, practice management, dental practice financials, owning a dental practice, dental entrepreneurship, dental business, financial advice for dentists, dental practice operations

Accounts Receivable | Dental Practice Acquisition | Dental Billing
Stop the post-sale cash flow crunch. Learn how to navigate the "hot mess" when transitioning ARs. Protect your new practice from the #1 cause of post deal lawsuits. We discuss with billing expert Stafani Sandoval, Front Office Consultant at NEXT LEVEL CONSULTANTS.

Episode Overview
In this episode, hosts Mike Dinsio and Paula Quinn sit down with Stafani Sandoval, to break down the technical chaos of accounts receivable during a dental practice acquisition. We reveal why brokers often avoid the truth about AR's and the value and how a "First In, First Out" (FIFO) software default can accidentally drain your working capital within the first 30-60 days of ownership.

What You’ll Get From This Episode:

• The #1 Lawsuit Trap: Why AR disputes are the primary reason for post-sale litigation and how to avoid them.
• 7 Payment Streams: How to track everything from virtual credit cards and EFTs to CareCredit and merchant services.
• The 90-Day Cash Hack: A strategic framework for holding seller funds to subsidize your initial practice cash flow.
• Software Hacks: Technical tips for Dentrix and Open Dental to ensure accurate provider allocation post-close.
• Neutral Party Solutions: Why a third-party biller eliminates the "loyalty conflict" between your new team and the old seller.
• Patient vs. Insurance AR: How to value different aging buckets during your final negotiations.

Perfect For:
Acquisition buyers, and anyone focused on practice transitions, and dental practice ownership

Special Guest on Today's Show:
Stefani Sandoval brings years of specialized dental billing experience to the table. As the Front Office Consultant & Billing Department Manager at Next Level Consultants, she manages outsourced revenue cycles for hundreds of acquisitions, startups, and private practice owners across the country. Connect with Stafani: https://nxlevelconsultants.com/front-office-support/remote-dental-billing/

Key Takeaway:
The transition of money is the most volatile part of a dental sale. Success isn't just about clinical production; it’s about mastering the meticulous tracking of every dollar to ensure your business remains profitable from the moment you take the keys.

Stay Connected to Get More Topics Covered by Dental Unscripted:
accounts receivable, dental practice acquisition, dental billing, dental practice management, practice transition, dental cash flow, dental lawsuits, buying a dental practice, dental broker secrets, dental financial tips, next level consultants, michael dinsio, paula quinn, startup dentist, dental entrepreneurship .

In the current dental market, DSOs (Dental Support Organizations) have shifted their acquisition strategies to mitigate financial exposure, a move described as "de-risking". This shift has significant implications for dentists looking to sell their practices, particularly regarding how much cash they receive at the closing table.

The End of the "Heyday"

Previously, dental transitions were often "home runs" for sellers, who could expect to receive significantly more at closing than they would from a private buyer. During the "fast and furious" pre-COVID era, money was cheap, and private equity-backed groups were buying practices aggressively.

However, this market has undergone a correction:

• Vanishing FOMO: The "Fear Of Missing Out" that drove sellers has largely disappeared as market conditions have tightened.
• Expensive Capital: Money is no longer "cheap," causing private equity funding to dry up for many groups.
• Margin Pressures: Rising costs for hygienists and dental assistants have squeezed profit margins, making it harder for DSOs to service debt.

DSOs are now focusing on de-risking by pushing more of the transaction's financial risk onto the selling doctor.

• Decreased Cash at Closing: While sellers used to expect roughly 80% of the enterprise value in cash at closing, that figure has frequently dropped to between 50% and 60%.
• Rollover Equity Risks: A larger portion of the practice value is being held back as equity in the parent company. Attorneys note that some DSOs have recently informed partners that their internal shares currently have "zero value".
• Stock-Based Earn-Outs: Future payouts (earn-outs) that were previously paid in cash are now often being structured as 50% cash and 50% stock.
• Unique Holdbacks: Buyers are implementing new types of holdbacks, such as those for Accounts Receivable (AR), that were not common in previous years

Shifting Payout Structures

DSOs are now focusing on de-risking by pushing more of the transaction's financial risk onto the selling doctor.

• Decreased Cash at Closing: While sellers used to expect roughly 80% of the enterprise value in cash at closing, that figure has frequently dropped to between 50% and 60%.
• Rollover Equity Risks: A larger portion of the practice value is being held back as equity in the parent company. Attorneys note that some DSOs have recently informed partners that their internal shares currently have "zero value".
• Stock-Based Earn-Outs: Future payouts (earn-outs) that were previously paid in cash are now often being structured as 50% cash and 50% stock.
• Unique Holdbacks: Buyers are implementing new types of holdbacks, such as those for Accounts Receivable (AR), that were not common in previous years.

Increased Retention Requirements

To further de-risk the acquisition, DSOs are requiring sellers to stay on as providers for longer periods.

• Clinical Stability: A practice is considered a safer acquisition as long as the seller remains on-site to maintain patient and team stability.
• Longer Commitments: While three-year stay-on periods were standard, many DSOs now require five-year commitments from the selling doctor.
• Team Continuity: DSOs fear that if the owner leaves too soon, the dental team—and the patients—will follow.

The Private Buyer Advantage

Because DSOs are offering less cash upfront and requiring longer work commitments, the gap between corporate and private offers has narrowed. Private practice buyers now have a solid chance to compete by appealing to the seller's desire to protect their staff and legacy, offering a simpler transition compared to complex DSO equity structures.

Buying a Dental Practice | Selling a Dental Practice | Dental Practice Acquisition

Stop gambling with your retirement. Learn why 7 separate DSOs just told partners their shares are worth zero and how to protect your equity in the current market correction with titans Ali Oromchian and David Cohen.

In this episode, Michael Dinsio and Paula Quinn sit down with dental attorneys Ali Oromchian (DM Counsel) and David Cohen (Cohen Law Firm, PLLC) to discuss the shifting dental industry. As the era of "cheap money" vanishes, our guests reveal how DSOs are de-risking by offering less cash at closing and pushing more risk onto dental practice ownership through complex rollover equity.

What You'll Find Out:

DSO Red Flags: How to spot clinical interference and financial opacity before signing an LOI.
Equity Realities: Why "rollover equity" can plummet to zero and how to evaluate recapitalization.

Vetting Secrets: The "Random Call" strategy for performing true due diligence on potential buyers.

Market Correction: Why cash at closing has dropped from 80% to 50-60% in current dental transitions.

Private Advantage: How individual dentists can outmaneuver DSOs when buying a dental practice.

Special Guests:Ali Oromchian, JD, LL.M., co-founder of DM Counsel, specializes in dental transitions and employment law, providing expert dental industry advice to thousands of practitioners. David Cohen, JD, founder of Cohen Law, is a leader in dental practice acquisition and high-stakes DSO partnerships across the East Coast. Connect at: https://www.dmcounsel.com and https://cohenlawfirmpllc.com/

Key Takeaway:DSO partnerships are no longer a guaranteed "home run." Success in the modern practice ownership journey requires moving past FOMO to conduct rigorous, data-driven due diligence on your future partner's EBITDA and operational support.

Perfect for: Startup dentists, established owners planning a 7-figure exit, and anyone focused on dental practice financial tips and strengthening dental practices.

Stay Connected to Get More Topics Covered by Dental Unscripted:buying a dental practice, dental business, dental consulting, dental industry, dental practice acquisition, dental tips, dentist journey, dental practice management, selling a dental practice, dental startup, dental practice financials, dental practice revenue, running a dental practice, dental industry advice, dental solutions

Is your team running the show while your grinding away to pay the bills? In this episode, Mike Dinsio, MBA and Paula Quinn, BSDH sit down with Jill Hasselman to expose the silent killers in dental ownership. If you are afraid to correct staff or rely too much on an outdated and generic employee handbook, you are exposing yourself to risk. This episode breaks down the exact dental practice operations needed to protect your license, fire toxic staff safely, and finally sleep at night. Stop being held hostage and avoid toxic situations. And why the "Document or Didn't Happen" strategy prevents lawsuits from sinking your practice.

WHAT YOU'LL LEARN

• Why "borrowing" a colleague's handbook is actually legal suicide for your practice.

• The psychological "Popup" trick that stops employee tardiness immediately.

• Why fighting unemployment claims often triggers expensive wage and hour lawsuits.

• How to document performance issues without being a "jerk."

• The "Document or Die" framework: Why if it isn't written down, it didn't happen.

• Understanding the massive gap in EPLI insurance that leaves most dentists exposed.

PERFECT FOR: Dental practice owners feeling held hostage by their staff, dental startup doctors establishing culture, and anyone seeking dental entrepreneur advice on navigating labor laws and dental teams.

SPECIAL GUEST Special Guest on Today’s Show:
Jill Hasselman is the Chief Growth Officer for HR for Health. With nearly 12 years of experience protecting doctors, she specializes in customized HR compliance and software solutions specifically for the dental industry.
HR for Health was founded by an employment attorney to help doctors prevent lawsuits before they happen.

🔗 Connect with HR for Health: https://www.hrforhealth.com

KEY TAKEAWAY Consistency is your best defense. HR isn't just about following rules; it's about regaining your freedom. By implementing consistent documentation and state-specific policies, you stop being a hostage in your own business and build a dental practice culture that respects your leadership.

STAY CONNECTED FOR MORE INFO ON:
dental practice management, dental business, dental team optimization, dental practice leadership, dental practice operations, running a dental practice, dental practice ownership, dental startup, dental hr, dental entrepreneur advice, dental practice challenges, dental industry insights, dental practice protection, dental leadership

DENTAL UNSCRIPTED:
Website: https://nxlevelconsultants.com/resources/dental-podcast/

WORKING WITH MICHAEL & PAULA:
Michael Dinsio, MBA and Paula Quinn, BSDH are dental practice consultants specializing in startups, acquisitions, and practice management optimization. Their proven frameworks help dentists navigate ownership, improve profitability, and build sustainable practices everywhere!
Website: https://nxlevelconsultants.com

Facebook: https://www.facebook.com/nxlevelconsultants/
Instagram: https://www.instagram.com/nxlevelconsultants/

PRODUCTION
Dental Unscripted
Hosted by Mike Dinsio, MBA & Paula Quinn, BSDH
©2025 NEXT LEVEL CONSULTANTS. All Rights Reserved.

Stop letting outdated front office practices like unchecked voicemails and messy sticky notes cost your dental practice thousands in lost new patients. Richard May of Mango Voice reveals how implementing an AI receptionist and standardized notes solves the massive 35% missed call crisis facing the average practice.

In this interview episode of Dental Unscripted, hosts Mike Dinsio and Paula Quinn talk to Richard May about the future of dental VoIP systems and how Mango Voice uses AI to capture leads and streamline front-office operations. This discussion is critical for any dental startup or established practice focused on reducing overhead and achieving higher profitability in dentistry.

What You’ll Learn to Boost Your Dental Practice Revenue:

• The painful truth: The average dental practice is still missing around 35% of their calls.

• Why voicemails are "dying"; only 27% of missed calls actually leave a message, and they are typically less than fifteen seconds long.

• How the Margo AI receptionist converts missed opportunities by engaging callers in conversations longer than three minutes 92% of the time.

• How AI Notes standardize conversation summaries (eliminating the need for sticky notes) and log them directly into your Practice Management Software (PMS).

• Gaining powerful call analytics, including a score (positive/negative/neutral) and transcripts, to coach your team on phone skills.

• Why Mango Voice provides free phone numbers and service for dental startup credentialing, avoiding critical upfront costs.

• Insights into the future of AI in dentistry, focusing on outbound solutions like recall scheduling and insurance verification.

Guest Expert: Richard May from Mango Voice.
Richard discusses how Mango Voice offers comprehensive voice over IP (VoIP) service, hardware, and innovative AI components designed specifically to enhance the front office experience for dental practices. His company is dedicated to solving real problems in the dental industry by focusing on efficiency and support, not replacement.

00:30 Introduction to Mango Voice: VoIP, Overheads, and Startup Solutions
07:23 Eliminating Sticky Notes: AI Notes, Standardization, and Multilingual Support
12:32 The 35% Missed Call Crisis: Why Voicemail Is Failing vs. AI Receptionist Margo
18:28 Automation and Team Support: Front Office Burnout & In-Efficiencies
26:33 The Visual Advantage: A "Drag-and-Drop" Call Funnel & New Marketing Funnel Tracking
34:28 Shark Byte Prediction: The Future of AI in Outbound Motions (Recall & Verification)

Dental startup owners and Established dentists seeking lower front office overhead, dental entrepreneurship focused on lead capture, and anyone interested in dental software and new technology solutions that fight front office burnout.

Links: 🔗 Learn more about Mango Voice:
https://get.mangovoice.com/nextlevelconsultants

🎙️ Subscribe to Dental Unscripted:
https://dentalunscripted.com/#sign-up

ABOUT THE HOSTS:

Mike Dinsio and Paula Quinn

Together focus on consulting the practice ownership journey. Their podcast covers vital aspects of a practice's lifecycle, including starting up, buying, and running a successful dental practice. They are the founders of NEXT LEVEL CONSULTANTS. FInd out more about working with them here: https://nxlevelconsultants.com

Topics Explored on This Podcast: dental practice management, AI receptionist, dental VoIP, dental business, growing a dental practice, dental software, dental practice hacks, dentist tips, future of dentistry, profitability in dentistry, dental startup, dental ownership, dental solutions, missed calls, sticky notes, front office burnout, dental industry, dental practice revenue, business of dentistry, dental accounting strategies, phone systems, practice management

AI Perio Charting achieves 8x ROI in 30 days with voice-activated technology. Shelley Mendoza reveals how Denti AI eliminates manual charting, reduces hygienist burnout, and boosts production.

Voice-activated AI technology is transforming dental practice management by solving the periodontal charting crisis that's plagued hygienists for decades. Shelley Mendoza, VP of Enterprise Solutions at Denti AI with 25+ years of clinical and DSO experience, shares how practices complete full perio charts in 3-5 minutes instead of 20-30 minutes while achieving unprecedented financial returns. Discover how automated staging, grading, and clinical documentation are reducing overtime costs, improving insurance claims approval rates, and keeping hygienists in the profession longer.

02:21 The periodontal charting problem costing dental practices money
04:02 Voice-activated AI perio charting: complete charts in 3-5 minutes
07:07 Training and implementation: navigational commands for hygienists
08:00 Achieving 8x ROI within first 30 days of implementation
10:24 Automated staging and grading eliminates manual calculations
14:18 Ergonomics and cross-contamination solutions for dental hygiene
16:22 AI scribe technology: real-time clinical documentation
17:56 Auto-charting integration with practice management software
19:13 Financial impact: reducing overtime and improving staff retention
21:42 Insurance claims approval through visual documentation
24:32 Future of dentistry: AI transformation predictions for next 2 years

Subscribe to Dental Unscripted on Apple Podcasts and Spotify for weekly insights on dental practice ownership, technology implementation, and business growth strategies. Leave a 5-star review on Apple Podcasts to help more dental professionals discover actionable solutions for their practices. Join our community on Instagram @dentalunscripted and share your biggest takeaway from this episode!

Related Episodes:

• Dental AI Phone Management Systems: https://share.transistor.fm/s/c50703ca
• Cloud Software Integration Strategies: https://share.transistor.fm/s/8cb6cee9
• Staff Retention Solutions for Dental Practices: https://share.transistor.fm/s/bc7c1cc2

Discussion Questions for Engagement:

1. What percentage of your hygiene appointments currently include full periodontal charting?
2. How much overtime are your hygienists working to complete clinical documentation?
3. What's your current insurance claims approval rate for periodontal therapy?
4. How has technology adoption impacted staff retention in your practice?
5. What AI solutions are you currently considering for your dental practice?

RESOURCES & LINKS:

Denti AI Demo: https://denti-ai-demo.gr-site.com/
Contact Shelley Mendoza for exclusive Dental Unscripted listener demos and special pricing

VISIT NEXT LEVEL CONSULTANTS: https://nxlevelconsultants.com
Expert dental practice consulting for startup, acquisition, and practice optimization

Dental Unscripted: https://dentalunscripted.com
Weekly episodes on practice ownership, management, and growth strategies