The Marketing 32 Show Podcast Por Brett Allen arte de portada

The Marketing 32 Show

The Marketing 32 Show

De: Brett Allen
Escúchala gratis

This is the Marketing 32 Show, a show that connects with leading dentists, influencers, and experts to explore strategies and innovations that help dental practices grow and thrive.The Marketing 32 Show (c) 2024 Economía Gestión y Liderazgo Liderazgo Marketing Marketing y Ventas
Episodios
  • Why Lottery Winners Return to Baseline Happiness (And What Dentists Can Learn From It)

    Why Lottery Winners Return to Baseline Happiness (And What Dentists Can Learn From It)
    Feb 10 2026
    What if the problem isn't that you need to achieve more—but that you're chasing achievement in the first place? Dr. Martin Mendelson, founder of Metamorphosis Coaching and former Spear Education resident faculty member, has worked with thousands of dental professionals who are working harder every year but not moving forward. In his groundbreaking book "One Move Makes All the Difference," he reveals a startling truth backed by research on 275,000 people worldwide: satisfaction and happiness don't come from achievement, but from the people you're with and the journey that got you there. This changes everything for an industry built on achievement ladders—dental school, boards, first job, first practice—that leave practitioners asking "now what?" when they reach each rung. In this powerful conversation, Martin unpacks the concept of hedonic adaptation (why lottery winners spike in happiness then return to baseline), introduces the TEAM framework (thoughts drive emotions that create actions that manifest results), and reveals why dentists are 17 times more likely to take their own lives than the general population. If you've ever felt stuck, burned out, or wondered whether you hate dentistry or just hate certain things about running a practice, this episode will fundamentally shift how you think about success, fulfillment, and what truly moves the needle. Dr. Martin Mendelson returns as the Marketing 32 Show's first-ever repeat guest to dive deep into his book "One Move Makes All the Difference"—a labor of love that readers say resonates on every single page. The foundation of Martin's work addresses a crisis in dentistry: professionals working harder every year but not moving forward, feeling stuck despite achievement after achievement. The problem, as Martin explains, is that dentists work IN their practices rather than ON them. The first "one move" is deceptively simple but profoundly difficult: schedule uninterrupted time to ask yourself where you want to go in the future, where you are now, and what needs to change to bridge that gap. If you don't have a vision of where you want to go, how do you expect to get there? It's like trying to book an airline ticket without knowing your destination. For those who genuinely don't know where they want to go, Martin offers an alternative: write out your ideal day in extraordinary detail—from waking up in your dream house to the types of cases you're doing in practice. When he revisited his own 2016 ideal day exercise in 2024, he was shocked by how many details had come true. The deeper issue plaguing dentistry is rooted in what researchers call hedonic adaptation—the phenomenon where lottery winners experience a spike in happiness then return to their baseline level. Sean Acor's work in "The Happiness Advantage" introduced Martin to research involving 275,000 people worldwide that revealed a stunning truth: satisfaction and happiness don't come from achievement, but from the people you're with and the journey that got you there. This is devastating for an industry built entirely on achievement ladders: getting into dental school, graduating, passing boards, getting first job, buying first practice. The goalposts keep changing, and when you reach each milestone asking "now what?"—clinical depression can follow. The problem isn't achieving goals; it's focusing exclusively on achievement rather than enjoying the nights, weekends, blood, sweat, and tears that facilitate reaching those goals. Martin demonstrated this at the Seattle Study Club symposium when he told the audience he wasn't happy about being invited to speak—he was happy about the financial risk he took for certifications, the business risk of going full-time, and the nights and weekends spent learning that resulted in the invitation. That mindset shift evens out the manic highs and lows of achievement-focused living. Martin introduces two powerful frameworks that transform how dental professionals approach life and leadership. TEAM is an acronym for Thoughts drive Emotions that create Actions that Manifest results—based on Victor Frankl's quote that between stimulus and response, there's a space where our freedom to choose lies. Everything that happens is neutral; it's your thought that gives it power. While TEAM is often linear, powerful stimuli can kick emotions or actions into motion immediately (like rolling your eyes at a late team member). The companion tool is NBCA: Notice you're getting squirrely in thought/emotion/action, Breathe and take a minute, Choose an action between your ears, then Act upon it. The secret: just because you think something doesn't mean you do it—choosing and acting are separate steps. For dentists who feel trapped or stuck, Martin's first diagnostic question is crucial: Is it dentistry you don't want to do anymore, or things IN dentistry you don't want to do? Often the answer isn't clinical—it's team management, payroll, ordering supplies, or ...
    Más Menos
    32 m
  • "I'm Happy to Discuss Our Fees": The 3-Word Phrase That Transforms Price Objections Into Consultations

    "I'm Happy to Discuss Our Fees": The 3-Word Phrase That Transforms Price Objections Into Consultations
    Feb 3 2026
    What happens when a secondary education teacher who "didn't do good science" accidentally gets recruited into dentistry and spends decades discovering that most practices are losing patients before they ever get scheduled? Debra Engelhardt-Nash has witnessed the damage firsthand: front desk staff creating so many "gates and barriers" that potential patients would need to "bring in a magic show and a dog that does tricks" just to book an appointment. As an internationally recognized consultant, past president of both the Academy for Private Dental Practice and the Academy of Dental Management Consultants, and recipient of the Gordon Christensen Top Lecturer Award (plus short-listed for the 2026 Denobie Award), Debra has spent her career teaching one foundational truth: build the relationship first, and the transaction will follow. In this game-changing episode, she reveals why saying "we don't quote fees over the phone" instantly kills your conversion, how a $60,000 case can turn into three $22,000 payments with one simple question, and why telling patients what they "need" is sabotaging case acceptance. If your team is still running through checklists asking for social security numbers before finding out what inspired the patient to call, this conversation will revolutionize your entire approach. Debra Engelhardt-Nash never planned to enter dentistry. With a degree in secondary education and a geology science credit (because she didn't want to cut into a frog), she was substitute teaching in the Pacific Northwest when bond issues failed and liberal arts teachers weren't getting hired. Her dentist recruited her, and despite her protests about not being good at science, he told her something profound: "It is a science, but before the science comes the people. And you have got some really innate people skills." After having her take a Myers-Briggs assessment, he trained her as a certified dental assistant in Washington state. Debra eventually moved to the front desk—the role she truly loved—and from there managed a unique four-man "solo group" (four independent practices under one roof). One of those doctors told her prophetically: "Someday you're going to outgrow my practice." While attending continuing education meetings, she was recruited from an audience by Pride Institute to become their Pacific Northwest consultant for Washington, Oregon, Northern California, and Idaho. In 1985, Debra left Pride (along with about nine other consultants in a six-month period) to start her own independent company. By 1987, she and other consultants founded the Academy of Dental Management Consultants because while they wanted independence, they also craved collaboration—asking each other "Has this happened to you? What did you do in this situation?" This was back when consultants were generalists handling everything from OSHA to HIPAA to technology, not the specialists we see today. What drove Debra then and drives her now is making a difference in the lives of people she touches—whether through her volunteer work against human trafficking or her dental consulting work helping dentists serve patients better. She's passionate about creating the win-win-win: client wins, she wins because her client wins, the patient wins, and the team wins. But she's also witnessed devastating marketing failures, like practices spending $55,000 on loss-leader $49 cleaning promotions when they're actually fee-for-service cosmetic practices—completely incongruent strategies that attract patients who don't stay. The program "Excuse Me, Doctor, Your Team is Showing" was born from a nightmare Debra witnessed in a Pacific Northwest office where the receptionist put up so many gates, barriers, rules, requirements, and restrictions that patients would practically need to bring a magic show and a dog doing tricks just to qualify for an appointment. The kicker: "After you do all this, call me back and I'll make that appointment." When the doctor complained about not getting new patients, Debra had to explain they were getting them—but losing them at the phone because of how they were being treated. The foundational problem: teams run through checklists asking about social security numbers and sexually transmitted diseases before ever finding out what inspired the patient to call. Debra's approach transforms this: get permission first ("May I ask you a few questions?"), then ask the magic opener ("What inspired you to call today?"). The patient who wants teeth cleaned needs a different conversation than the one wanting veneers or seeking insurance acceptance. When patients ask about fees, most offices kill the conversion with "We can't quote fees over the phone"—but Debra's three-word game-changer is "I'm happy to discuss our fees with you." Before quoting, ask why they chose you, then qualify: "If you're looking for the dentist with the lowest fee possible, we may not be the dentist you choose because that's not typically why ...
    Más Menos
    33 m
  • "I'm Just the Dental Assistant": Why the Industry's Most Undervalued Role Holds the Key to Patient Trust

    "I'm Just the Dental Assistant": Why the Industry's Most Undervalued Role Holds the Key to Patient Trust
    Jan 13 2026
    What happens when a sports publicist loses his job and accidentally stumbles into dental journalism—then spends 25 years becoming the industry's most vocal advocate for dental assistants? Kevin Henry's journey from covering small college athletes to editing Dental Economics and launching the Dental Assistant Nation podcast reveals a career built on championing the underdog. With more than a quarter-century in dental publishing and experience as editor-in-chief for DrBicuspid.com, Kevin has witnessed firsthand the critical gap: dental assistants are the ones patients turn to when the doctor leaves the room to ask "Do I really need that crown?"—yet they're still introducing themselves with "I'm just the dental assistant." In this powerful conversation, Kevin exposes the two biggest pain points facing assistants (lack of pay and lack of respect), reveals why Colorado doesn't even have a state dental assistant association, and introduces a revolutionary "Jeffersonian Dinner" format coming to the Rocky Mountain Dental Convention. Kevin Henry never planned to spend his career in dentistry. As a born-and-raised Tulsa sports publicist working with small college athletes in 1999, he loved his job—until his boss announced the company was relocating to Kansas City. With a three-month-old daughter who was the only grandchild, Kevin knew his parents would kill him if he moved their granddaughter away. So he left the sports world and, needing a job, landed the managing editor position at Dental Economics. Publisher Lyle Hoyt told him something that would shape his entire career: "We can teach you dentistry. I want you to be a good journalist." Over 13 years at Dental Economics, Kevin learned the industry inside and out. He only left when they refused to let him work remotely so he could move to Colorado with his now-wife Dayna—fortunately, Dental Products Report said yes to remote work, and he found both Colorado and the love of his life. While at Dental Economics, Kevin noticed a critical gap: dentists had their publication, hygienists had the powerhouse RDH magazine, but dental assistants had nothing. He launched the Dental Assisting Digest e-newsletter reaching over 28,000 assistants monthly. In 2005, the Oregon Dental Assistant Association reached out asking him to speak at their meeting, noting there weren't many people focusing on assistants. Kevin hasn't stopped since—speaking at Chicago Midwinter, Hinman, and Rocky Mountain Dental Convention, hosting the Dental Assistant Nation podcast, and now introducing a revolutionary format at RMDC 2026. Inspired by Thomas Jefferson's dinner parties where eight people from different backgrounds answered one question each without interruption, Kevin is launching "Jeffersonian Dinners" for dental assistants. The opening question: "Are you more concerned today about your health, your career, or your relationships?" Connecticut and Florida state meetings are already adopting the format because assistants desperately need these peer learning opportunities. The two biggest challenges Kevin hears from assistants: lack of pay and lack of respect. He constantly encounters assistants who introduce themselves with "I'm just the dental assistant"—a devastating self-image problem compounded by the fact there's no national dental assistant association and states like Colorado don't even have state associations. Unlike hygienists who often work in teams, most assistants are solo in their practices with no peer support system. Practice management systems don't even have columns to track assistant financial contributions to the bottom line. Yet Kevin knows the critical truth: when doctors leave the room, patients turn to assistants and ask "Do I really need that crown?" Assistants close cases, drive acceptance conversations, and build the patient trust that determines whether treatment gets scheduled. Kevin's work with DISC personality assessments in practices reveals transformational moments—like the Oregon hygienist who pointed at her dentist after the assessment and said "That's why you act that way!" Understanding these personality differences (Kevin is a quiet S married to Dayna's strong D) changes everything about team communication. His golden nugget: understand how valuable every team member is, embrace your differences, and stop the eye rolls. Because at the end of the day, we're all just people on this marble floating through space together. This episode is brought to you by Marketing 32—the only dental marketing team with a performance guarantee where if you're not growing, you don't pay. It's that simple. Marketing 32 truly invests in every practice they work with, proving measurable value and impact through new patient acquisition and getting existing patients back into the chair. If you need help with growth or marketing, reach out at marketing32.com to schedule a quick conversation and see if you're a great fit to work together.
    Más Menos
    25 m
Todavía no hay opiniones