The Educated Associate Podcast

Dr. Tony Schicktanz & Dr. Alex Besmer

The Educated Associate Podcast is the go-to podcast for associate dentists with a vision that extends far beyond the operatory. Built for clinicians who feel a pull toward ownership—even if they’re early in their careers—this show exists to demystify the path from employee to entrepreneur. Whether you’re dreaming of your first startup, evaluating a practice to buy, navigating a transition, or preparing to eventually sell your own practice one day, this podcast gives you the honest, practical, and unfiltered guidance you wish dental school had provided. Ownership isn’t just a career move—it’s a mindset shift. It’s the moment when you stop thinking of dentistry as a job and begin viewing it as a vehicle for autonomy, financial growth, and a practice built around your clinical values. But the journey is filled with unknowns: contracts, valuations, lending, leadership, team culture, insurance dynamics, and the emotional weight of stepping into responsibility. Our mission is to bring clarity to those unknowns by giving associate dentists a trusted place to learn, think, and grow. Each episode features conversations with practice owners, industry experts, and associates currently navigating the transition into ownership. We explore the stories behind their successes—and their failures—because real lessons come from both. We’ll discuss what they wish they knew earlier, what surprised them most, and the strategies that shaped their careers. From startup dentists who built their dream practice from scratch, to seasoned owners who have expanded, sold, or reinvented their business model, every interview provides actionable insight you can apply immediately. But this podcast isn’t just about the numbers or the logistics of buying a practice. It’s also about the human side of ownership—leadership, burnout prevention, cultivating vision, building a memorable patient experience, managing team dynamics, and finding your identity as a dentist-owner. We go beyond surface-level advice to explore the mindset, confidence, and clarity required to step into ownership feeling prepared, not overwhelmed. On The Future Practice Owner Show, no topic is off-limits. We’ll break down: How to evaluate whether a practice is truly worth buying The red flags that signal you should walk away How to negotiate associate agreements and compensation structures Startup vs. acquisition: which path fits your personality and goals What banks really look for when financing your ownership journey The systems that make an owner’s life easier—and the ones that create chaos How to build a thriving team and a profitable practice without losing yourself in the process Whether you’re 6 months out of residency or 6 years into associate life, this podcast is designed to shorten your learning curve and fast-track your ownership readiness. Our goal is to empower you with the knowledge, confidence, and vision to build the practice—and the career—you’ve always imagined. If you’re an associate with a passion for ownership, welcome home. This is your show. theeducatedassociate.substack.com

Episodes

  1. He Applied to 50+ Jobs, Heard Back from 5, and Bought a Practice by 30 | Mark Pugliese, DMD

    5 DAYS AGO

    He Applied to 50+ Jobs, Heard Back from 5, and Bought a Practice by 30 | Mark Pugliese, DMD

    He was running an Aspen Dental office solo by month 4. Two years later, his banker called him first about a practice that hadn't even hit the market. Dr. Mark Pugliese went from BU grad to practice owner by 29 — and the path wasn't what you'd expect. This is Part 1 of our conversation — covering dental school, the DSO decision, corporate systems, and exactly how he found and acquired a 39-year family practice in New Hampshire. WHAT YOU'LL LEARN: - The DSO "floor/ceiling" framework that reframes the entire corporate vs. private debate - Why applying to 50+ jobs with a "shotgun method" led to the only 5 callbacks that mattered - How his mentor quitting after 1 month became the best training he never planned for - The exact confirmation and callback systems Aspen uses (decoded for private practice) - Howard Farran's "buy the biggest, baddest practice" rule — and Mark's 2 filters for every listing - Why he toured practices he planned to reject — and how that strategy won him first dibs - The due diligence mistake that cost $15K in expired supplies (and why it didn't matter) - The insurance loophole (AVS) that lets him charge premium while staying in-network - How a premium lab with 10x crown costs actually became his biggest selling point KEY TIMESTAMPS: 0:14 - Alex's intro: why Mark had the ideal path to ownership 2:55 - "Get their Instagram, not their phone number" — the networking rule 9:34 - Why Mark chose Maine (high need, low dentist saturation) 12:12 - The super GP who made Mark want to do it all 13:32 - The DSO floor/ceiling framework 14:10 - His mentor quit month 1 — trial by fire begins 17:44 - Running someone else's office: the dials that change production 23:59 - Aspen's systems decoded: callbacks, confirmations, walk-in policy 32:22 - The 2-year practice search and the banker relationship that changed everything 36:30 - The seller blocked all other buyers after one meeting 39:43 - Due diligence: what matters, what doesn't, what cost him $15K 44:26 - Northeast Delta + Added Value Service Agreements explained 46:46 - Why he talks money with every patient in the chair Your contract, reviewed by dentists — not lawyers. Submit at theeducatedassociate.com or DM @the_educated_associate on Instagram. Guest: Dr. Mark Pugliese (@pugliese_dmd) | Wall Street Dental Group, Concord NH Follow: @the_educated_associate | @dr.besmer Subscribe: theeducatedassociate.substack.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    51 min
  2. He Almost Failed Med School. Now He Has $2M at 40 and Quit a $700K Business

    15 APR

    He Almost Failed Med School. Now He Has $2M at 40 and Quit a $700K Business

    He was ranked 103 out of 119 in medical school. Today he has $2M+ at 40, hosts a podcast with millions of downloads, and walked away from a $700K/year business because it was eating his life. This episode will change how you think about money, patients, and your career. Dr. Jimmy Turner is a practicing anesthesiologist, host of Money Meets Medicine, and entrepreneur who held nothing back in this conversation. Here’s what you’ll learn: - The psychology study that changed 85% of patient decisions with 3 words (and how to use it with your next treatment plan) - Why he has $2M at 40 and has never budgeted a single dollar - His 10-second test to know if your business idea is real - The disability insurance mistake that permanently ruined his ability to get coverage - How to tell if you should quit your side hustle or double down - The Instagram strategy that grew him from 2K to 30K in 15 weeks - A marriage hot take that will either inspire you or make you hit skip Whether you’re a dental student, a new associate, or a doctor with a side hustle — you’ll walk away from this hour with at least 3 things you can use immediately. TIMESTAMPS: 0:00 - The #1 financial mistake you can make 1:20 - Who is Dr. Jimmy Turner? 4:50 - Dyslexia, ADHD, and the "Dory" nickname 8:10 - The 10-second business idea test 12:10 - Why he became a doctor 16:37 - 103 out of 119 in med school 20:43 - "Sales isn’t sleazy. Sales is service." 21:14 - 90% survival vs. 10% death (the framing study) 26:10 - "Just launch. Stop perfecting." 31:27 - Disability insurance horror story 37:12 - Why he quit a $700K business 40:00 - "I hate budgeting" — the $2M alternative 43:12 - Faith and identity 48:14 - HOT TAKE: Marriage priorities 51:10 - The math of divorce 52:54 - Keep your business simple 56:15 - 2K to 30K followers in 15 weeks 58:00 - Final thoughts ——— About to sign a dental contract? A dentist reviews your contract — not a lawyer. We find what’s costing you money before you sign. Submit at theeducatedassociate.com or DM @the_educated_associate on Instagram. Subscribe: theeducatedassociate.substack.com Follow: @the_educated_associate | @dr.besmer Guest: Dr. Jimmy Turner | @moneymeetsmedicine | jimmy@moneymeetsmedicine.com This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    1hr 1min
  3. "You Are Not Your Productivity" — Mental Performance for Dentists w/ Gabriel Rocha, MS (Fighter Pilot & Athlete Coach)

    25 MAR

    "You Are Not Your Productivity" — Mental Performance for Dentists w/ Gabriel Rocha, MS (Fighter Pilot & Athlete Coach)

    What would a mental performance coach for USAF fighter pilots and professional athletes tell a young dentist about handling stress, staying calm when procedures go sideways, and not letting a bad case ruin the rest of your day? That’s exactly what we found out. Gabriel Rocha, MS is a Cognitive Performance Specialist who works with fighter pilots in the USAF’s pilot training pipeline and coaches professional athletes and business owners through his private practice. In this episode, he breaks down the exact mental frameworks that keep pilots composed in the cockpit — and shows us how to apply them chairside. TIMESTAMPS: 0:00 — Cold open: "You are not your productivity" 0:27 — Episode intro 1:12 — Getting to know Gabriel + blue light blockers 2:26 — "I wanted to be a fighter pilot" — Gabriel’s origin story 4:20 — What Gabriel actually does for fighter pilots and athletes 6:07 — When your dream career doesn’t happen — how to deal 9:00 — The real cost of becoming a dentist nobody talks about 10:52 — "I was promised a bill of goods" — when reality doesn’t match expectations 17:09 — "Utterly dedicated, utterly detached" — the mindset framework 21:08 — How to stay calm when a procedure goes wrong 23:02 — ANC: Aviate, Navigate, Communicate — the fighter pilot stress protocol 27:47 — Tony’s "sometimes the best medicine is time" strategy 29:55 — Why stepping away is strength, not weakness 33:42 — Perfectionism is killing your dentistry 35:47 — One bad filling is one data point, not your identity 40:20 — How to set a high standard without destroying yourself 43:37 — Role vs. identity — how to leave work at the door 49:05 — How to sustain excellence over a 30+ year career 49:34 — Gabriel’s own struggle balancing business + relationship 54:56 — "Kobe Bryant seasons" — how to communicate with your partner 1:01:25 — The path to excellence: staying curious and winning the margins 1:06:36 — Applying excellence to practice ownership 1:11:42 — Sleep, nutrition, recovery — the foundation dentists ignore 1:15:23 — "Don’t underestimate the compound effect of doing little things well" 1:17:53 — Where to find Gabriel + closing thoughts Whether you’re a dental student, associate, or early-stage practice owner — this episode is a free mental performance coaching session. Follow Gabriel: @rocha_sportpsych on Instagram | grochaempc@gmail.com Follow the show: @the_educated_associate on Instagram Follow Dr. Besmer: @dr.besmer on Instagram This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    1hr 23min
  4. Howard Farran, DDS, MBA - The Godfather of Dental Media Tells Young Dentists the TRUTH

    18 MAR

    Howard Farran, DDS, MBA - The Godfather of Dental Media Tells Young Dentists the TRUTH

    The Godfather of Dental Media sat down with us for 3 HOURS. Dr. Howard Farran is the founder of Dentaltown (250K+ member dentists), host of Dentistry Uncensored (1,700+ episodes, 8M+ downloads), and has been named one of the most influential people in dentistry for multiple years running. WHAT WE COVER: AI replacing dental consultants, coding, and practice management DSO truth bombs from someone who has watched them for 37 years Why your $500K student loan debt is a privilege The Singapore one-chair model making $190K on $275K revenue "Showtime Baby" - acting your way to patient trust Contract horror stories (a $75K liability signed in 4 minutes) Non-competes: enforceable or not? (Depends on your state) Why the smartest professionals make the worst business decisions TIMESTAMPS: 0:00 - Pre-show: Howard on AI rewriting Dentaltown from the ground up 10:03 - Official start: Introductions and why Howard came back to podcasting 14:00 - The $500K student loan reality check 17:00 - Why life goes on and dentistry keeps changing 20:00 - Insurance companies: the lion and the lamb 24:00 - DSO scaling: why most die between location 2 and 4 31:00 - AI as the great democratizer of dental practice management 35:00 - Communication vs. STEM: the skill dental schools never taught 39:00 - "Showtime Baby" - the Tom Cruise philosophy for dentists 44:00 - Yomi robots: 40,000 implants and counting 1:01:00 - The one-chair model: why you only need one location to hit $100M 1:08:00 - DSO roll-ups vs. roll-outs: the math that kills 1:11:00 - Why Singapore DSOs eliminated hygienists entirely 1:31:00 - Stock picking for dentists: "If Costco got you, that is your stock" 1:35:00 - "If all you do is bleaching and veneers, you are not a doctor" 1:42:00 - Using AI (Claude/Opus 4.6) as your dental practice consultant 1:44:00 - AI will burn every business model to the ground 2:01:00 - ADA vs. international dentists: the cartel conversation 2:09:00 - Staff management: "Why do you pay people you hate?" 2:15:00 - Decision-making paralysis: the smartest people problem 2:31:00 - Howard's Delta Dental CEO lunch story 2:38:00 - "Stop living in fear" - closing message to young dentists 2:45:00 - The Educated Associate brand overview and contract review horror stories 2:53:00 - Online toxicity, mental health, and why Howard left Facebook FOLLOW US: The Educated Associate: @the_educated_associate (Instagram) Dr. Alex Besmer: @dr.besmer (all platforms) Howard Farran: @howardfarran (Instagram) | Dentaltown.com SUBSCRIBE to our podcast for full episodes SUBSCRIBE to our substack for all of our content Leave us a review on Apple Podcasts and Spotify - it helps more than you know. #dentist #dentistry #dentalstudent #associatedentist #dentaltown #howardfarran #podcast #dentalpodcast #practiceownership #DSO #AI #dentistlife This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    2h 58m
  5. 16 Practices, 17 Years: The Blueprint from the Dental Growth Coach

    11 MAR

    16 Practices, 17 Years: The Blueprint from the Dental Growth Coach

    She's opened 16 practices in 17 years. This is the dental business masterclass you didn't get in school. Dr. Nikki (@dentalgrowthcoach) started as a $11/hour front desk employee and built a dental empire. In this episode, she breaks down: • The embezzlement scams happening in dental offices right now (including credit card refund fraud you've never heard of) • Why the "timid dentist" is the best practice to buy • The business operations gap that leaves million-dollar practices in the hands of untrained staff • Why associates should pull the trigger on ownership sooner • Her honest comparison: buying vs. building from scratch Whether you're pre-dental, an associate, or already own—this is essential listening. Follow Dr. Nikki: @dentalgrowthcoach 0:00 - Intro 1:48 - Portable credit card terminal scam 1:59 - Credit card refund embezzlement scheme 5:38 - The Hermès heir story ($15B lost) 6:55 - The danger of depending on one person 7:43 - "Office manager is amazing, can't survive without her" 8:28 - "Million-dollar business, high school education" 10:41 - "I've opened 16 practices in 17 years" 13:45 - Associate hierarchy in practices 15:43 - DSOs vs private practices 18:19 - First steps to buying a practice 21:59 - "Buy from the timid dentist" 25:49 - Buying vs. building from scratch 27:45 - Custom cabinets vs. Patterson/Schein 29:44 - A-to-Z business ops course coming soon 31:09 - Based in Los Angeles 32:35 - Why Tony hasn't bought yet 34:05 - Associate-run practice model 34:58 - "The sooner you own, the better" 36:06 - $11/hour front desk origin story 37:36 - "I want to hire the specialist" 39:23 - The struggles behind the Instagram 40:16 - Coaching thriving practices with hidden problems 41:02 - "The office is running, but they don't know how" This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    41 min
  6. @dentistrywithsteven | The $0 Paycheck That Changed Everything w/ Dr. Steven Lu (General Dentist & Creator)

    4 MAR

    @dentistrywithsteven | The $0 Paycheck That Changed Everything w/ Dr. Steven Lu (General Dentist & Creator)

    He got a $0 paycheck. He pulled over and cried on the side of the road. And then he changed his entire life. Dr. Steven Lu (@dentistrywithsteven) is a general dentist working in Medicaid pediatric dentistry in central California — and he’s one of the happiest, most successful associates we’ve ever talked to. Steven’s first associateship was a fee-for-service office with a mentor who held him to an impossibly high standard. He voluntarily reduced his own daily rate. His boss made it retroactive. His next paycheck was $0. He told his boss he wasn’t meant for this. His boss responded: “You wouldn’t be here if I thought you were average.” So Steven pushed through. He stayed late. He practiced crown preps on weekends. He relearned dentistry from the ground up. And when that chapter ended, he did something no one expected — he walked into a Medicaid pediatric office, a setting he’d sworn he’d never work in, and thrived. Today, Dr. Lu has single-handedly replaced two pediatric dentists at his practice — without ever completing a residency. He earns more than some practice owners. He’s consulting specialists. And he’s building a course to teach other dentists how to master bread-and-butter dentistry. In this episode, we get into: • The $0 paycheck and the brutal first associateship that almost broke him • How he went from “I’ll NEVER see kids” to replacing two pediatric dentists • The 3 AM alarm that launched his pediatric career • Why same-day post-op X-rays made his clinical growth exponential • His 3 life mantras (and the $8 book behind them) • How he gets parents to say yes without ever pushing treatment • “Provide value first” — his strategy for becoming irreplaceable as an associate • The injection distraction technique that makes moms love him • Training emotional intelligence chairside • Why he bought a manual BMW M2 before knowing how to drive stick • His advice for dentists who want to break into pediatric dentistry as a GP Whether you’re a dental student figuring out your path, a new associate in a tough environment, or a dentist who thinks Medicaid = low quality — this conversation will challenge what you believe. Book mentioned: The Happiness Advantage by Shawn Achor Connect with Dr. Steven Lu: Instagram: @dentistrywithsteven Connect with The Educated Associate: Instagram: @the_educated_associate Email: theeducatedassociate@gmail.com Hosts: Dr. Alex Besmer & Dr. Tony Schicktanz Connect with Dr. Alex Besmer:Instagram: dr.b3sm3r 0:00 “Dude, moms love me” — cold open 1:04 Where does Steven’s energy actually come from? 2:16 The Happiness Advantage — the book that rewired his brain 3:03 Top 3 books for dentists (and the self-help trap) 4:16 The turning point: deciding to change his life 5:04 Set an alarm for 3 AM — took a last-minute pediatric shift and crushed it 6:04 “I replaced two pediatric dentists with one of myself” 6:44 “Every kid is an opportunity” — behavior management philosophy 8:08 “I said I’d NEVER see kids” — the traumatic first experience 8:58 Why Medicaid clinics accelerate learning faster than anything 9:26 The first associateship: a strict fee-for-service mentor 10:16 THE $0 PAYCHECK — retroactive pay reduction, crying on the road 11:12 Why the harsh standard was actually worth it 13:16 “He felt like my dad shaking his head at me” 14:35 “Your work looks like Western Dental” — the RCT story 15:45 “You wouldn’t be here if I thought you were average” 17:04 Are you pausing your life as an associate? 17:58 Toxic relationships: how work parallels your personal life 19:26 Was Steven always this positive? High school Steven vs. now 23:00 From totally shy to pre-dental society president 23:28 The feedback loop: how success builds your identity 24:18 Same-day post-ops — the secret to exponential clinical growth 26:10 “My growth wasn’t linear — it was exponential” 27:02 CE philosophy: Buchanan’s endo course, learning by doing 28:03 Back spasms, PT, and staying healthy as a dentist 30:42 “Provide value first” — making yourself irreplaceable 32:04 Does he want to own? “I make more than some owners” 32:51 Medicaid myth-busting: quantity AND quality can coexist 33:54 The bread-and-butter dentistry course he’s building 36:35 Wanted to be a cosmetic dentist — realized you can change lives differently 38:30 Respect, ego, and Maslow’s hierarchy in dentistry 41:18 Patient psychology: how to get parents to say yes without pushing 45:15 TikTok is bringing PPO patients into a Medicaid office 46:19 “Dude, moms love me” — the injection distraction technique 47:25 Emotional intelligence is the most important skill in dentistry 51:21 How to break into pediatric dentistry as a GP 54:46 “I know I’ll be successful anywhere” 57:38 Bought a manual BMW M2 before knowing how to drive stick 59:25 Does Steven believe in God? His grandma’s legacy 1:00:14 Grandma’s lesson + Tom Brady / Kobe work ethic 1:02:04 Dr. Lu’s mantras: attitude, discomfort, consistency 1:04:31 The ONE book every dentist should read (it’s $8) 1:05:53 Alex’s closing: “If Steven can do it, why can’t you?” 1:07:43 Steven’s shoutout + outro 1:08:19 BONUS: Steven’s content creation camera setup (DJI Action 5 Pro, $300) This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    1hr 10min
  7. "I Started Lying on My CV to Land a Job" — A Foreign Dentist's Unfiltered Truth About Making It in America

    11 FEB

    "I Started Lying on My CV to Land a Job" — A Foreign Dentist's Unfiltered Truth About Making It in America

    He moved his entire family from Russia — parents, grandparents, wife — gave up everything. All so he could become a dentist in America. Then reality hit. • 15 interviews → 3 positions → two-day-a-week jobs • Maxed credit cards to pay for dental school • No FAFSA, no citizenship, no safety net • Works 6 days a week across 3-4 offices Dr. Artem (@Dr.Artem.Newyork) is going viral for posting what no one else will — the perforations, the mid-crown preps, the honest math of being a new grad. In This Episode: • Why "go rural to make money" failed him • The foreign dentist licensing nightmare • Credit card debt dental schools won't tell you about • How posting failures built 18K followers in 2 months • Russian vs. American dental systems — the real difference • The $20 intraoral camera every new grad needs • Why he's dreaming of "Honest Dental" — a second opinion practice ⏱️ TIMESTAMPS: 0:00 — "I started lying on my CV to land a job" 0:47 — Introduction 1:11 — Working 3-4 dental jobs at once 1:54 — Why he moved rural (and why he left) 3:41 — Why full-time associate jobs don't exist in saturated markets 7:09 — Graduating dental school in Russia 8:08 — How hard it is for foreign dentists in America 10:07 — The family pressure no one talks about 13:38 — "Money will come but I can't help them then" 14:13 — The credit card debt story 18:12 — From dental assistant to hygienist to dentist 19:10 — Finding a cosigner as a non-citizen 20:06 — Maxing out credit cards to finish school 22:07 — Learning English while in dental school 23:25 — Russian dental exams vs. American exams 26:23 — Why he started @Dr.Artem.Newyork 27:18 — 15 interviews and lying on his CV 29:34 — How honesty went viral 31:38 — Posting failures and what classmates think 34:30 — "If you're hungry enough, you'll find an idea" 37:38 — Work-life balance is a myth 42:13 — How he films content without getting fired 43:39 — The freedom of multiple jobs 46:12 — Russian vs. American dental systems 49:27 — Fee-for-service in Russia vs. insurance in the US 50:06 — Has social media brought patients or job offers? 52:40 — Does he want to own a practice? 54:13 — The Dr. Apa / Epstein files story 57:21 — Patient communication with English as a second language 58:23 — The $20 intraoral camera hack 1:00:19 — How intraoral photos make you a better dentist 1:01:30 — His message to struggling dentists Follow Dr. Artem: @Dr.Artem.Newyork Follow us: @the_educated_associate Email: theeducatedassociate@gmail.com Dr. Besmer: @b3sm3r This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    1hr 5min
  8. The Dentist Who Failed His Way to a Legendary Career

    28 JAN

    The Dentist Who Failed His Way to a Legendary Career

    Dr. Steve Rasner graduated near the bottom of his class at Penn Dental School — ranked #165 out of 172 students. Professors didn't know his name. He dropped chemistry three times before finally passing. 45 years later, he's trained thousands of dentists and built a legendary relationship-based practice. In this episode, you'll learn: Why Dr. Rasner says "You don't have to be a superstar to be a superstar — you just have to outwork everyone else" The story of getting a 94 on his first Penn exam and still being below the class average Why oral sedation is "the most powerful tool you will ever acquire" — and his exact protocol How a random trip to rural Texas launched his speaking career The billionaire patient who fired him after 44 years of practice (and why it "crippled" him) How "Mrs. Green" — a patient who never accepted treatment — became his biggest referral source The timeline for transitioning from in-network to fee-for-service (hint: it's not 5 years) His "8 Things I Would Do If I Started Over on Monday" framework The raw, honest "never give up" message every struggling dentist needs to hear. 0:00 - Introduction & Dr. Rasner congratulates Tony and Alex 1:34 - "I don't think I'm a very good clinician" — Tony's confession 1:46 - "You don't have to be a superstar to be a superstar" 2:34 - The 1979 story: Jimmy Carter, Walkman, and Penn Dental 3:26 - THE REVEAL: Ranked #165 out of 172 in his class 3:38 - Alex relates: throwing a bur in SimLab out of frustration 4:39 - Dr. Rasner's childhood struggles (got a C in handwriting) 5:10 - "I dropped chemistry 3 times" 5:59 - Penn Dental culture shock: "Those guys were crazy talented" 6:59 - Got a 94 on first exam — still below average 7:08 - "The professors treat you differently based on your rank" 7:28 - Self-esteem "in the toilet" — no residency offers 8:05 - Starting in his dad's old office with a pump chair 9:02 - "What would you tell yourself in your first 5-10 years?" 9:22 - THE #1 ADVICE: Invest in live CE immediately 10:19 - How Dr. Rasner found mentors before the internet 11:17 - Writing letters to authors, flying to meet successful dentists 12:30 - "You can design your own specialty" — dentistry's advantage 14:16 - Dr. Rasner's live surgery institute 15:14 - The billionaire patient story (and getting fired) 17:50 - "It's a hard profession — you get out what you put in" 18:49 - What kept him going: owning your own business 20:18 - Taking on All-on-X at age 69 (after proving himself wrong) 21:15 - Still booking trips to Brazil & Portugal at 71 to learn 21:46 - "I think it's really cool to be amazing at something" 22:18 - Why live CE beats online learning 23:16 - "Being at the bottom of my class pushed me" 23:46 - Bill Stroup: the first mentor who believed in him 24:22 - "He called me the Tiger Woods of dentistry" in his newsletter 25:21 - Carl Misch, Frank Spear, John Kois — the CE journey 25:49 - Financial mistakes: "Don't follow me on that part" 26:31 - Justifying expensive cars: "That's two more crowns" 27:28 - "Do not put yourself in a position where you have to practice to pay your bills" 29:22 - The 3 advisors every dentist needs: Financial, Accountant, Life Coach 30:22 - Dr. Rasner's experience with life coaches 32:23 - Tony's story: Dad took him to Tony Robbins as a high schooler 33:03 - "You'll get to a point where it stalls — take a break, then get back in" 33:36 - THE SEDATION SECRET: Get an oral sedation permit 35:46 - Why sedation is the most powerful tool you'll ever acquire 36:45 - "60-70% of my patients are sedated — it extended my career" 37:23 - Tony's story: Army patient grabbed his hand during implant surgery 39:24 - Dr. Rasner's oral sedation protocol (triazolam + benadryl + atarax) 41:06 - Why patients refer sedation dentistry (but not veneers) 41:36 - "I don't charge for sedation — it's advertised as free" 42:49 - "28 years, 10,000+ patients, zero 911 calls" 44:22 - Dental school professor said "you will kill somebody" — wrong 46:25 - Alex asks about the lecture circuit and ego 47:35 - How Dr. Rasner's speaking career started 48:36 - The Earl Estep story: flying to rural Texas on 2 days notice 50:55 - "He called me the Tiger Woods of the next millennium" 52:55 - First big speech: 2,500 people, terrified, wanted to pay $100K to escape 54:23 - "The ovation I got was bigger than the opening speaker" 54:51 - The $28,000 video that launched his career (won a Tele Award) 56:22 - Alex: "People think speakers had it set up for them" 57:48 - How he organized CE: 300 hours/year, folders of mail courses 1:03:14 - "Google the work ethic of Kobe Bryant or Michael Jordan" 1:04:18 - Goal-setting: professional goals, personal goals, immediate goals 1:04:57 - "I got divorced — probably very much my fault. I was in love with learning." 1:05:21 - Case acceptance is about confidence 1:06:39 - The 84-year-old who complained about $245 x-rays, then paid $28K for All-on 1:07:27 - "Never walk into a room with any expectations" 1:08:18 - Alex: "When I needed them to say yes, they said no" 1:10:14 - "Take a breath and get to know your patient" 1:11:15 - "Read the temperature of the room" 1:13:03 - The "Mrs. Green" philosophy: referrals from non-buyers 1:14:25 - "Leave them with a good taste in their mouth about us" 1:14:58 - Goal: Get out of network / fee-for-service 1:15:14 - "That's not a 5-year goal — more like 10 years" 1:16:23 - Freedom of being out of network 1:16:53 - FINAL MESSAGE: "Never give up" 1:18:33 - Dr. Rasner offers his email for free resources 1:18:58 - "8 Things I Would Do If I Started Over on Monday" 1:19:21 - "You're way ahead of me at this stage. Keep it up." 1:19:28 - Alex's closing: "You don't know what struggles people are going through" This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    1hr 21min
  9. 14 JAN

    His Associates Make $700K/Year

    Dr. Spencer Greer went from making $40K in a down year selling door-to-door to building a dental practice where his associates earn $500K-$700K annually. In this episode, he breaks down the exact psychology, scripts, and systems that separate high-producers from the rest. Spencer doesn't teach marketing. He doesn't teach business ops. He teaches ONE thing: production. And he's the only coach in dentistry who specializes exclusively in helping dentists present more treatment and get more "yes" responses—without feeling salesy. Whether you're an associate stuck at $6K/day or an owner wondering why your team can't close, this conversation will change how you think about case acceptance forever. 🔥 IN THIS EPISODE: - Why the best dental "salespeople" don't sell at all - The "Crown or Nothing" philosophy that transformed Spencer's production - How fear of loss beats desire for gain in treatment acceptance - Why most dentists undersell because they can't afford a crown themselves - The door-to-door sales lesson every dentist needs to hear - Why Spencer tells some clients "no" (and the 2 traits he requires) - His associate's $700K/year compensation—and how he did it in 4 days/week - The ONE question that eliminates buyer's remorse instantly 📚 CONNECT WITH DR. SPENCER GREER: Website: https://highleveldentists.com Instagram: highlevel_dentalproducers Sprint Course: 3-hour intensive ($700) that helped one doc go from $80K to $160K/month Dash Course: 6-CE comprehensive production training 🎧 SUBSCRIBE FOR MORE: Apple Podcasts: Spotify: Substack: #DentalProduction #DentistLife #DentalCoaching #PracticeOwnership #DentalSales #HighLevelDentists #FuturePracticeOwner This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    1hr 4min
  10. You Don't Need $750K to Open a Dental Practice

    31/12/2025

    You Don't Need $750K to Open a Dental Practice

    “You need $750,000 to open a dental practice.” We’ve all heard it. From brokers. From Schein reps. From Ideal Practices seminars. From dental school classmates who “did the research.” And then we talked to Dr. DeAngelo Webster. DeAngelo opened his dental practice as a dental school project. His thesis wasn’t about MB2 canals or periodontal bacteria — it was “How to Own and Operate a Dental Office.” He spent four years visiting practices around Michigan, sitting with receptionists, reviewing financial books, and building a playbook. Then he actually did it. Total cost: $82,000. Now, through Practice Biopsy, he’s helped over 200 dentists become practice owners. Some of the numbers he shared with us: → $50,000 startup in Scottsdale, Arizona → $70,000 startup in Arizona (doing $70K/month production within 6 months) → $60,000 acquisition in San Diego (owner took home $350K year one) → One dentist got quoted $750,000 from Henry Schein. DeAngelo helped him do it for $150,000. Savings: $600,000. So why does everyone think you need $750K? DeAngelo’s theory: “The banker and the broker and the equipment people are all friends. They all know how much you can get approved for. And magically, you always end up spending however much you’ve been approved for.” The dental cabinetry example hit hard. Dental suppliers quote $100,000+ for cabinets. DeAngelo went to Home Depot. $4,200 for his entire office. Same cabinets. A tenth of the price. The mindset shift that matters: You don’t choose startup OR acquisition. You get educated on BOTH — and you take the best opportunity that shows up in your target geography. DeAngelo knew he wanted to live in Ann Arbor. He learned how to do either. A startup opportunity came first. He took it. And here’s the part that stuck with us: he didn’t quit his associate job right away. He worked 3 days at his startup, 3 days at his associate gig. He stayed longer than he financially needed to because he liked the people. The startup was profitable month one — but he built in the safety net anyway. The bigger picture: DeAngelo talked about why dentists are depressed despite having the “#1 job in America.” His philosophy isn’t just about business efficiency — it’s about designing a practice where you actually want to show up. He works 5 days a week, but half those days he’s home by noon. Picks up his kids. Works out. Lives. “If I won the lottery for $100 million tomorrow, I would be at work the next day prepping an MOD.” That’s the goal. His book “You Don’t Know What You Don’t Know” is 800 pages and free digitally at practicebiopsy.com. His Practice Launch Continuum is a 22-hour CE course that costs a fraction of what we expected. This conversation made us both ready to pull the trigger. Listen on Spotify, Apple Podcasts, or right here. — Connect with Dr. DeAngelo Webster: * Website: practicebiopsy.com * Facebook Group: Practice Biopsy (5,000+ dentists) * YouTube: Practice Biopsy * Book: “You Don’t Know What You Don’t Know” (free digital download) Connect with your hosts: * Alex Besmer: @alex.besmer * Dr. Tony Schicktanz: @dr.tonyschicktanz Follow The Educated Associate: * Instagram: @the_educated_associate * YouTube: The Educated Associate This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    1hr 6min
  11. Why Your Clinical Skills Don't Matter

    29/12/2025

    Why Your Clinical Skills Don't Matter

    Here’s the thing nobody tells you as a new dentist: Your clinical skills matter less than you think. At least when it comes to attracting patients. That’s not us saying it — that’s Zac Orender, who’s spent nearly a decade building brands for the top cosmetic dentists in the world. In Part 2 of our conversation, we stopped talking about why you need to build a personal brand and started talking about how. Specifically: what do you actually post when you don’t have amazing before-and-afters yet? Zac broke down the psychology: The Ambiguity Bias. People avoid decisions when they don’t know what the experience will look like. Most patients assume going to the dentist will suck — because that’s all they’ve ever known. Your content needs to show them otherwise. What does a day in your office actually look like? Who will they meet? What’s the vibe? The Halo Effect. When you educate someone first, you become their trusted authority. That patient who learns something from your content before ever walking in? They already trust you more than the dentist down the street. Experience Beats Product. Here’s the uncomfortable truth: patients can’t tell the difference between “good” and “great” clinical work. Zac’s film school analogy hit hard — the average person isn’t analyzing your margins. They’re asking: do I like this person? The quote that stuck with us: “Some of the best investors in the world invest in the founder, not exactly what they’re doing. It’s the same thing with a prospective patient.” You might not have the before-and-afters. You might not have years of experience. But you have you. And if you can lead with that, you’ll get to where you want to be faster than you think. This episode changed how we think about content. Hope it does the same for you. Listen on Spotify, Apple Podcasts, or right here. — Connect with Zac: * Instagram: @cosmeticsocialclub * Instagram: @pasted.studio * Website: getpasted.com Connect with your hosts: * Alex Besmer: @b3sm3r * Dr. Tony Schicktanz: @the_educated_associate Follow The Educated Associate: * Instagram: @the_educated_associate * YouTube: The Educated Associate Missed Part 1? Go back and listen — we covered why clinical photos alone won’t grow your practice and how to get comfortable on camera. This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    25 min
  12. 23/12/2025

    What Top Cosmetic Dentists Know About Social Media (That You Don't)

    EPISODE SUMMARY: Zac Orender from Cosmetic Social Club and Pasted Studio shares the personal branding strategies he's used to build brands for the world's top cosmetic dentists — and how associates and new practice owners can apply them today. TIMESTAMPS: (00:00) Introduction — Meet Zac Orender (01:08) What is Pasted Studio? Going global with elite dentists (01:26) Sports jersey day at the office (yes, really) (02:33) Zac's background: From music to dental marketing (03:00) The 360-degree approach to dental branding (04:11) Why dental school doesn't prepare you for practice ownership (05:24) Communication skills: What dental school missed (05:51) How Zac connected with Dr. Alan Clarke (08:28) The visual representation problem in dentistry (11:25) "You can't just be a good dentist" — Why marketing matters (13:07) What makes cosmetic patients choose you? (15:25) Jon Marashi's philosophy: Obsession at every level (17:12) The trust gap: Why patients need to see YOU (19:43) Cinematic storytelling for dental practices (20:28) Getting started when you can't afford professional help (21:35) Why Alex already has a clear personal brand (22:46) The artist's dilemma: Productizing yourself (23:13) "Your closest people support you the least" — Why that's okay (25:21) Your duty to future patients (26:08) Balancing clinical content with personal content(26:34) The "audience of one" mindset (26:45) Closing & Part 2 preview KEY TAKEAWAYS: Clinical photos alone won't differentiate you Your friends and family are watching, even if they don't engage Patients may watch your content for 2+ years before booking Vulnerability on social media builds trust Start posting what you love, even if it feels vain You have a duty to future patients to put yourself out there CONNECT WITH ZAC ORENDER: Cosmetic Social Club: @cosmeticsocialclub Pasted Studio: @pasted.studio CONNECT WITH YOUR HOSTS: Alex Besmer: @b3sm3r Dr. Tony Schicktanz: @the_educated_associate FOLLOW THE SHOW: Instagram: @the_educated_associate YouTube: The Educated Associate Substack: The Educated Associate This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit theeducatedassociate.substack.com

    27 min

About

The Educated Associate Podcast is the go-to podcast for associate dentists with a vision that extends far beyond the operatory. Built for clinicians who feel a pull toward ownership—even if they’re early in their careers—this show exists to demystify the path from employee to entrepreneur. Whether you’re dreaming of your first startup, evaluating a practice to buy, navigating a transition, or preparing to eventually sell your own practice one day, this podcast gives you the honest, practical, and unfiltered guidance you wish dental school had provided. Ownership isn’t just a career move—it’s a mindset shift. It’s the moment when you stop thinking of dentistry as a job and begin viewing it as a vehicle for autonomy, financial growth, and a practice built around your clinical values. But the journey is filled with unknowns: contracts, valuations, lending, leadership, team culture, insurance dynamics, and the emotional weight of stepping into responsibility. Our mission is to bring clarity to those unknowns by giving associate dentists a trusted place to learn, think, and grow. Each episode features conversations with practice owners, industry experts, and associates currently navigating the transition into ownership. We explore the stories behind their successes—and their failures—because real lessons come from both. We’ll discuss what they wish they knew earlier, what surprised them most, and the strategies that shaped their careers. From startup dentists who built their dream practice from scratch, to seasoned owners who have expanded, sold, or reinvented their business model, every interview provides actionable insight you can apply immediately. But this podcast isn’t just about the numbers or the logistics of buying a practice. It’s also about the human side of ownership—leadership, burnout prevention, cultivating vision, building a memorable patient experience, managing team dynamics, and finding your identity as a dentist-owner. We go beyond surface-level advice to explore the mindset, confidence, and clarity required to step into ownership feeling prepared, not overwhelmed. On The Future Practice Owner Show, no topic is off-limits. We’ll break down: How to evaluate whether a practice is truly worth buying The red flags that signal you should walk away How to negotiate associate agreements and compensation structures Startup vs. acquisition: which path fits your personality and goals What banks really look for when financing your ownership journey The systems that make an owner’s life easier—and the ones that create chaos How to build a thriving team and a profitable practice without losing yourself in the process Whether you’re 6 months out of residency or 6 years into associate life, this podcast is designed to shorten your learning curve and fast-track your ownership readiness. Our goal is to empower you with the knowledge, confidence, and vision to build the practice—and the career—you’ve always imagined. If you’re an associate with a passion for ownership, welcome home. This is your show. theeducatedassociate.substack.com