The Dental Truth Project

The Dental Truth Project
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The Dental Truth Project No fluff. No spin. Just bold, unfiltered conversations about what’s really happening in the dental industry. Hosted by Ken Kaufman and Dallin Kaufman, AccruDent Co-Founders, this podcast dives into the mistakes, wins, and truths that DSO leaders, clinicians, and consultants usually avoid. Expect real talk, raw insights, and answers to the questions no one else is asking.

  1. 3d ago

    Your Patients Feel It When Your Team Is Stressed (E.59)

    Doug Fettig of TopCard Payment Solutions and Catherine Fettig of Dental Dollars & Sense, reveal a dental truth many practice owners overlook: the health of your practice may depend just as much on how you lead and care for your team as it does on the dentistry you provide. Doug, a CPA and leadership speaker, and Catherine, a master’s-prepared nurse focused on wellness, patient anxiety, and team well-being, unpack what happens when dentists are expected to be clinicians, CEOs, and leaders—without ever receiving formal leadership training.  From anxious patients and team stress to burnout, mindset, and profitability, this conversation explores the hidden connections between your team’s experience, your patients’ experience, and your practice’s financial performance. Revelations: Your Practice Has a Leadership Problem, Not Just a Production Problem Investing in leadership can influence the team, patient experience, and practice performance. Without leadership skills, the dentist can become the bottleneck for the entire practice. A better patient experience can translate into fewer no-shows, higher productivity, and improved profitability. Dental teams aren't just managing clinical work—they're also dealing with patient anxiety, business pressures, and leadership demands. Recognizing early signs of exhaustion and setting boundaries can help prevent stress from becoming chronic.   Resources:  Wellness | American Dental Association ADA 2026 Wellness Flyer 💡 The "Ask Ken" Question: "When is the right time for a dental practice to consider a Fractional CFO?" Ken's answer: If you're running one, two, or even three practices, you may not need a Fractional CFO yet. But once you're reaching five or six practices—or you're growing rapidly and opening several new locations—financial leadership can become increasingly valuable in helping you navigate that growth. 📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E.22) The DSO Leaders' Imposter Syndrome Epidemic - Thomas Passalacqua, Ascend Professional Pathways, LLC (E.15) We Pulled Insurance Duty From Our Front Desk - Revenue Jumped 30% - Francesca Pregano, Smile Makers Dental Center (E.29) The Business Skills Every Dentist Needs (But Was Never Taught) - Dr. Rehan Shahid, Practice Success Academy Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  2. Oct 14

    AI, Robotics, and the Future of Dental M&A (E.58)

    Kevin Cumbus, President and Founder of TUSK Practice Sales, shares what he’s seeing across the dental M&A market—and why practice owners may need to rethink what their business is actually worth. After more than $1.5 billion in dental transactions, Kevin discusses what buyers, lenders, private equity groups, and distressed DSOs are looking for—and explains why simply waiting for interest rates to fall may not bring the old market back. But the biggest disruption may not come from the M&A market at all. Kevin paints a provocative picture of a future where AI, robotics, and new technology could completely change how dental hygiene is delivered—and potentially reshape the value of traditional dental practices. Revelations: The Dental M&A Market Has Changed The Changing Dental M&A Market - The days of $2M EBITDA businesses commanding 10–11x multiples with 70% cash at close may be gone. Buyers are increasingly focused on deal structure—not just the headline multiple. AI, Robotics & the Disruption of Dental Hygiene - What happens if technology can deliver standardized, predictable care at a dramatically lower cost? And how could that impact traditional dental practice economics? What Buyers Really Want - Sustainable growth, scalable operations, and a business with a strong economic engine, not just impressive EBITDA. Preparing for What's Next - Why dental leaders must build adaptable businesses rather than relying on assumptions about the next 10–15 years.   💡 The "Ask Dallin" Question: "Are the collections in my practice management software supposed to match my bank deposits? What do I do if they don't?" Dallin's answer: Yes—they should match. If they don't, first look for timing differences, such as payments recorded in the PMS before they hit the bank. But if the numbers don't reconcile over time, there may be an issue with how payments are being recorded. Virtual credit card fees, patient financing fees, or simple data-entry errors can all create discrepancies. The key is to reconcile your collections to your bank deposits every month so small discrepancies don't turn into bigger financial problems. 📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E.5) The DSO Valuation Crash No One Talks About - Gareth Petsch, pH Partners (E.6) Are Dentists Selling Out Their Entire Industry? - Mike Baird, Accelerate Dental (E.16) Will AI allow me to fire my RCM team? Jonas & Luis, Kaylie.ai Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  3. Oct 7

    4 out of 10 Vendor Invoices Have Errors — And DSOs Are Paying For It (E.57)

    Matthew Godley, CEO and co-founder of Spendly and the son of a dentist and dental hygienist, exposes the uncomfortable truth about where DSO profits are quietly disappearing: 4 out of 10 vendor invoices contain billing errors, practice owners are overpaying on nearly every operating expense without knowing it, and the leak compounds silently for years - yet almost no one has the time, bandwidth, or expertise to catch it before it costs them at the exit table. Revelations: The Hidden Profit Leak in Your Vendor Bills 4 out of 10 vendor invoices have an error - overcharges, hidden fees, or outdated pricing on essentials like payroll, tech, telecom, and merchant services The top three biggest opportunities: lab fees, tech agreement & invoices, and merchant services ("legal loan sharking" hiding in plain sight) Accrual accounting is your early-warning system - because it recognizes lab costs when the work is delivered (not when it's paid), errors surface as a real-time pulse check instead of hiding until the bill clears One five-location DSO uncovered approximately $120,000 in annual savings, which contributed to a sale price that was more than $1 million higher. 💡 The "Ask Ken" Question: "When should I expect my books to be closed each month?" Ken's answer: Ideally, monthly financial statements should be completed and delivered by the middle of the following month so owners, board members, and other stakeholders have timely financial information. If you're in a temporary crunch and the business is relatively stable, Ken says an estimate based on consistent historical performance can be used as a short-term shortcut—but it shouldn't become the standard process. 📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E.35) The Hard Truth About AI Vendors in Dentistry - Randa Seif, CaliDental (E.1) How Outsiders Invaded Dentistry and Destroyed Billions - Brian Colao, Dykema (E.5) The DSO Valuation Crash No One Talks About - Gareth Petsch, pH Partners Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  4. Sep 30

    Before You Drop Your PPOs, Build This First (E.56)

    Jordan Comstock, founder and CEO of BoomCloud, challenges one of dentistry’s most common revenue models: PPO dependency. He reveals how patient membership programs can create predictable recurring revenue, help practices reach break-even faster, increase treatment acceptance, and give owners a financial safety net before transitioning away from insurance. But there’s a catch—getting the numbers right isn’t enough. Your team has to believe in the strategy, too. Revelations: Are PPOs Holding Your Dental Practice Back?  Patient membership programs offer an alternative to dental insurance, with patients paying a monthly or annual subscription in exchange for benefits and savings. Predictable recurring revenue can help practices reach their break-even point faster and reduce the uncertainty of relying on collections from traditional PPO patients. Jordan explains why practices shouldn't necessarily drop PPOs overnight: build the membership program and financial safety net first, then strategically transition away from selected PPO plans. The transition isn't just a financial decision. If the doctor embraces the membership model but the team doesn't understand or support the vision, implementation can hit a wall. 💡 The "Ask Ken" Question: "Why is knowing your break-even point so powerful for a dental practice owner?" Ken's answer: Break-even tells you exactly when your practice has covered all of its operating costs. Once you know that number, you can track how quickly you're reaching it each day and understand what happens when revenue falls short because of cancellations or other changes in patient volume. The goal is to know your break-even point across the business so you can make better financial decisions. 📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E45) How to Profit Without Dropping Insurance - Angie Hopper, Premier Dental Center (E34)The 5 Pillars of a Thriving DSO - Ash Toub, Smile Data and Ponce Dental Studio  (E19) The Pay-to-Play Dental Conference Problem - Matthew McGaw, DSO Compass Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  5. Sep 23

    Your Dental Tech Isn't Broken. Your Implementation Is. (E.55)

    Dave Salciccioli, Co-Founder of Relay and a dental technology veteran, pulls back the curtain on one of dentistry’s biggest—and most overlooked—problems: the technology isn’t necessarily the problem. How the industry buys, implements, and adopts it is. Dental organizations have access to better technology than ever before, from AI to emerging SaaS solutions. Yet many DSOs are struggling to turn those tools into real operational results. Failed implementations, overlapping software, ballooning costs, disconnected systems, and exhausted teams are creating an expensive gap between buying technology and actually making it work. Revelations: The Hidden Reason Your Tech Investments Keep Failing The dental industry may have better technology than ever—but lacks the implementation infrastructure to use it effectively. The biggest hidden cost may be something you can't put on a software invoice: your team's goodwill toward change. Before buying something new, have you fully diagnosed what is broken—and whether you're already underusing tools you own? Vendors that enter dentistry with humility, listen to customers, and adapt to feedback may have a better chance of finding true product-market fit.     💡 The “Ask Dallin” Question: “My AP process feels like a disaster. What can I do to get it working?” Dallin's advice? Start by creating one centralized place for every invoice, establish appropriate vendor payment terms, batch approvals instead of chasing them individually, and build controls so one person can't create, approve, and pay fraudulent invoices. It's not about finding a quick “tip or trick.” A strong AP process requires structure, discipline, and proper controls—and it can have a major impact on the health of your finance operation.     📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E35) The Hard Truth About AI Vendors in Dentistry - Randa Seif, CaliDental (E30) "Can't You Just Do It?" — The Question Every Dentist Needs to Be Ready For - Dr. Jan Bublik, Bublik Dental Implant and Surgical Center (E16) Will AI allow me to fire my RCM team? - Jonas & Luis, Kaylie.ai   Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  6. Sep 16

    Bank Lender vs. Growth Partner: What DSOs Get Wrong (E.54)

    Josh McSpadden, Mid Market Healthcare Group Banker at U.S. Bank, reveals why DSOs don’t just need a lender—they need a banking partner who understands the strategy behind their growth.  After working with dental groups since 2015, Josh exposes a costly mistake many emerging DSOs make: choosing financing based on the lowest rate instead of building the right financial infrastructure from the beginning. The result? Complicated debt, inefficient cash management, and expensive cleanup when the DSO finally hits its next stage of growth.   Revelations: The Banking Mistake That Can Follow Your DSO for Years The cheapest loan isn't always the best financing strategy—your banking structure needs to support your growth plan. DSOs can avoid costly debt "cleanup" by bringing the right banking partner into the strategy early. A strong banking platform can help with more than lending—including treasury management, fraud prevention, associate ownership, and real estate. As DSOs grow, financial responsibilities should move beyond individual office managers and become centralized and systemized. The right financial partners don't just provide capital—they bring a network of experts who can help DSOs scale.   💡 The "Ask Ken" Question: "What's the most common mistake DSOs make right before trying to sell?" Ken's answer: They fail to clearly define and communicate their vision for the business. Buyers want to see why a DSO is positioned for future growth—not just how much EBITDA it produces today. Instead of simply trying to squeeze more EBITDA out of the business, leaders should build the systems, infrastructure, and strategy that create long-term value and make the organization attractive to potential buyers. 📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E.2) Why High-Multiple Exits Are Bankrupting Dental Practices - AJ Peak, Health Wealth Capital (E.6) Are Dentists Selling Out Their Entire Industry? - Mike Baird, Accelerate Dental (E.45) How to Profit Without Dropping Insurance - Angie Hopper, Premier Dental Center Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

    Bank Lender vs. Growth Partner: What DSOs Get Wrong (E.54)

  7. Sep 9

    Behind the Scenes of Creating Roll the Equity (E.53)

    Ken Kaufman and Ashley Penny pull back the curtain on the creation of their second book, Roll The Equity: How Smart Dental Founders Sell Their DSOs, revealing what inspired them to write it and how they worked together to turn complex dental finance and private equity concepts into an engaging story.  Their collaboration builds on the success of their first book while taking readers deeper into the decisions dental leaders face when growing, selling, or partnering with private equity.   Revelations: How Roll the Equity Came to Life Why the success of their first book inspired Ken and Ashley to tackle the next financial challenge facing growing dental organizations. Why Roll the Equity goes beyond financial tools to explore private equity, acquisitions, mergers, recapitalizations, and different paths to growth. Why every DSO deal is different—and how different decisions can lead to very different outcomes. How the financial tools from the first book—accrual accounting, annual budgets, and 12-month rolling forecasts—can prepare dental organizations for bigger strategic decisions. 📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E.38) Roll the Equity or Take the Cash and Walk Away? - Mark Haddad, Specialty1 Partners | ScoutIQ (E.1) How Outsiders Invaded Dentistry and Destroyed Billions - Brian Colao, Dykema (E.5) The DSO Valuation Crash No One Talks About - Gareth Petsch, pH Partners Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  8. Sep 2

    Free EFT Exists—Why Are Dental Practices Still Paying for It? (E.52)

    Sam Rockwood, Founder & CEO of Woods and former actuary, exposes the hidden inefficiencies behind insurance payments. With roughly 70% of dental insurance payments still being paper-based, practices are stuck dealing with checks, virtual credit cards, hidden processing fees, and hours of manual work. And the biggest surprise? Free EFT is available—but many practices don't know how to access it.   Revelations: The Insurance Payment Trap Most Dental Practices Never Question HIPAA requires insurance companies to offer a free EFT option—but many practices don’t know how to access it and may be directed toward paid alternatives unless they specifically ask for the free option. 70% of insurance payments are still paper-based—even in 2026. Virtual credit cards can cost practices 3–5% per payment through merchant processing fees. Getting paid electronically isn't enough—if EOBs aren't posted correctly, your AR can grow while your financial statements become inaccurate. The real problem isn't just getting off checks. With 15–20 insurance companies, practices need a system for enrollment, payment processing, and finding EOBs.   💡 The "Ask Dallin" Question: "How much should I be spending on my accounting each month?"   Dallin's answer: Budget roughly 1-1.5% of total revenue on bookkeeping and financial record-keeping. If a bookkeeping service is charging north of $800-900 per location, you've outgrown outsourcing — it's time to build an internal team. For a finance lead, expect to pay around $100K base plus incentives on the smaller end, climbing to $120-130K if they're also taking on operations. And once you cross roughly 20 locations, it's time to think about a full-time CFO — accounting complexity scales up with size, it doesn't get cheaper. Top 3 Episodes of The Dental Truth Project. Listen Now! (E.45) How to Profit Without Dropping Insurance - Angie Hopper, Premier Dental Center  (E.19) The Pay-to-Play Dental Conference Problem - Matthew McGaw, DSO Compass (E.16) Will AI allow me to fire my RCM team? - Jonas & Luis, Kaylie.ai NEW BOOK - COMING SOON Get early access to Roll the Equity: How Smart Dental Founders Sell Their DSOs Join the insider's list here 👇 https://resources.accrudent.com/roll-the-equity-insider-list    Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

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About

The Dental Truth Project No fluff. No spin. Just bold, unfiltered conversations about what’s really happening in the dental industry. Hosted by Ken Kaufman and Dallin Kaufman, AccruDent Co-Founders, this podcast dives into the mistakes, wins, and truths that DSO leaders, clinicians, and consultants usually avoid. Expect real talk, raw insights, and answers to the questions no one else is asking.

Information

  • Creator
    The Dental Truth Project
  • Years Active
    2025 - 2026
  • Episodes
    59
  • Rating
    Clean
  • Copyright
    © Copyright 2025 All rights reserved.
  • Show Website
    The Dental Truth Project

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