Office Hours For Practice Owners

Justin Marti
  • 5.0 (9)
  • Entrepreneurship

Office Hours for Practice Owners is the go-to podcast for healthcare practice owners who want to start, grow, protect, and eventually exit their businesses with more clarity and confidence. Hosted by attorney and healthcare business advisor Justin Marti, the show breaks down the legal and strategic issues that matter most to practice owners — from ownership, compliance, and contracts to scaling, buying, selling, and structuring a practice for long-term success. If you want practical insights that make law simple and help you make smarter business decisions, listen to Office Hours for Practice Owners.

  1. Aug 4

    How to Buy a Dental Practice Without Losing the Deal

    Many of our podcast episodes discuss healthcare practice deals from the seller’s perspective, but this one flips to the buyer's side of the table. Justin Marti sits down with Kathy Ells, founder of Next Step Dental Consulting and a buyer's advocate with more than three decades in dental practice transitions, financing, and accounting, including years inside dental lending. Kathy has supported more than 1,500 dental practices, and she now guides dentists through startups and acquisitions: evaluating opportunities, assembling an advisory team, running due diligence, coordinating financing, and preparing for day one. For any resident or younger dentist weighing ownership, it is a practical look at what an advocate does before you sign, how lenders decide to fund you, why the lease so often decides a deal, and how to tell your staff about a sale without sending everyone to look for new jobs. What You'll Learn in This EpisodeThe four jobs a buyer's advocate covers before you sign: financial, operations, clinical, and legalWhat lenders actually check before they pre-approve a practice loan, including how much cash they want to seeWhy the lease, not the purchase price, is often the thing that sinks a dental dealHow to introduce a new owner to the staff so the team does not panic and start job huntingWhere AI helps in a practice purchase, and where trusting it still costs you Timestamps [00:00] Intro: Meet Kathy Ells, the buyer's advocate [02:21] From 35 years in dental lending to a retirement that did not stick [06:10] The four jobs your advocate does before you sign [11:29] Red flags or opportunity: when not to kill the deal [15:50] The three passes every first time buyer makes [17:47] What lenders check before they pre-approve you [19:03] Why the LOI matters more than buyers think [28:58] The 60 second bank quiz: rate is not the whole story [31:35] Why the lease can sink the entire deal [34:57] Telling the staff without spooking them [39:14] Where AI helps, and where it still costs you [40:40] Where to find Kathy Resources MentionedNext Step Dental Consulting (nextstepdentalconsulting.com)Provide (dental lending)Henry Schein One (referenced from the earlier Office Hours episode with Allie Hyatt)Marti Law Group due diligence checklistChatGPT (mentioned in the context of buyers drafting their own purchase agreements) Connect with Kathy EllsWebsite: nextstepdentalconsulting.comPhone: 508-864-2113Email: kathy@nextstepdentalconsulting.comLinkedIn: https://www.linkedin.com/in/kathy-ells-bb9211a/ Connect with Justin MartiLinkedIn: https://www.linkedin.com/in/justinmartiEmail: justin@martilawgroup.comWebsite: martilawgroup.com

  2. Jul 21

    Why the Right Buyer Beats Top Dollar in a Dental Practice Sale with Dr. Anthony Stefanou

    Justin Marti welcomes Dr. Anthony Stefanou, founder of Connect the Dents and a practicing dentist for 39 years, for a candid look at how dental practices are really valued, sold, and matched with buyers. After two decades chairside, Dr. Stefanou moved into dental M&A, appraisals, and the psychology of the deal. Today, he runs a dental-specific valuation method and a one-at-a-time DSO matching program. In this discussion, he explains why the highest bid rarely produces the best outcome, how outdated “percentage of collections” formulas can shortchange a seller by hundreds of thousands of dollars, and why the same one-million-dollar practice can be valued at $750,000 by one method and $1.2 million by another. The conversation covers when to get appraised (far earlier than most owners think), why a single well-matched DSO beats a drawn-out bidding war that ends in deal fatigue, and why protecting a practice’s legacy (its patients, its team, and the name on the door) can matter as much as the check at closing. For any practice owner weighing growth, exit timing, or life after the sale, it is a grounded, colleague-to-colleague roadmap. What You’ll Learn in This Episode Why the right buyer (fit, alignment, and life after the deal) often matters more than the highest bidHow outdated “percentage of collections” valuations can quietly cheat sellers and leave buyers overpayingThe hidden $500,000 swing: why the same practice can be worth $750,000 or $1.2 million depending on how it’s valuedWhy one well-matched DSO beats a chaotic bidding war that ends in deal fatigue and broken trustWhen to get your practice appraised (hint: years before you plan to sell) and why checking every couple of years pinpoints your peak valueHow shifting market multiples make “my buddy got 12X” a dangerous benchmark [00:00] Intro: Why fit beats price in dental M&A [01:57] From 20 years chairside to dealmaking [04:01] The consolidation wave reshaping dentistry [06:19] More buyers, more options, more confusion [07:17] Protecting the legacy of a practice built over decades [09:26] The problem with outdated, embellished valuations [13:20] The stand-alone appraisal with no strings attached [15:40] Inside the one-at-a-time DSO matching program [22:44] Why the wrong attorney can kill the right deal [25:08] How to Valuate Dental Practices: the two-day workshop [31:03] The truth about shifting multiples and “12X” claims [33:59] When to get appraised and why quarterly tracking wins Resources Mentioned Connect the Dents: connectthedents.comHow to Valuate Dental Practices, two-day workshop hosted in New York CityDental-specific practice valuation methodology (fair market value and EBITDA based) referenced throughoutOne-at-a-time DSO matching program (Connect the Dents) Connect with Dr. Anthony Stefanou Title: Founder & CEO, Connect the Dents (Dental M&A Advisor, Certified Business Intermediary)LinkedIn: linkedin.com/in/tonydmdCompany: Connect the Dents: connectthedents.comWorkshop: How to Valuate Dental Practices (two-day, in person) Connect with Justin Marti LinkedIn: linkedin.com/in/justinmartiEmail: justin@martilawgroup.comWebsite: martilawgroup.com

  3. Jul 7

    Advisors First, Attorneys Second: Meet the Team That Closes Your Deal

    In this special episode of Office Hours, host Justin Marti of Marti Law Group pulls back the curtain on his own team, the people who move healthcare and dental deals from open to close. He is joined by Caryna Vilela, an M&A attorney, Shana Robinson, paralegal, and Ashley Roth, who leads operations at Marti Law Group. Together they reveal the business, emotional, logistical, and human side of buying and selling a practice. Dive into the personalities, the panic, the 11th hour renegotiations, and the war stories clients never see. If you have ever assumed the legal work is just paperwork, this conversation will change how you think about the entire process. What You'll Learn in This Episode Why selling a practice is as much an emotional journey as a legal one, and how the right team manages bothThe buyer and seller personality types that show up in every deal, and how to spot yours earlyWhat actually happens during closing week, from lender checklists to chasing signatures across time zonesHow a deal can nearly die at the 11th hour when settled terms resurface, and how a strategic team keeps it aliveWhy culture, communication, and an entrepreneurial mindset separate a boutique advisory firm from big law Timestamps [00:00] Intro: Meet the Team Behind the Deals [04:49] The Emotional Side: Why Clients Really Hire Lawyers [06:47] Reading the Room: The Personalities in Every Deal [10:01] Why Buyers and Sellers Are Never Aligned [13:46] Closing Week: The Chaos Clients Never See [17:15] When Deals Nearly Die at the 11th Hour [18:18] Inside a Deal: From Open to Close [27:41] What Justin Is Really Like on Closing Week [44:25] War Stories: Envelopes, Doormats, and Five Dollars Cash [48:44] Why the Team Is Bigger Than the Name Connect with the Marti Law Group Team Reach the team through Marti Law Group at martilawgroup.comCaryna Vilela, M&A and Securities Attorney at Marti Law GroupShana Robinson, Paralegal at Marti Law GroupAshley Roth, Operations Manager at Marti Law Group Connect with Justin Marti LinkedIn: https://www.linkedin.com/in/justinmartiEmail: justin@martilawgroup.co

  4. Jun 23

    Not All Capital Is Created Equal: Inside Princeton Medspa Partners

    Not All Capital Is Created Equal: Inside Princeton Medspa Partners with CEO Matt Slaine In this episode of Office Hours, host Justin Marti of Marti Law Group sits down with Matt Slaine, who joined Princeton Medspa Partners as CEO in 2025. Matt brings more than 20 years across financial services, retail, hospitality, and health and wellness, and a track record of building at scale. He previously led OT Growth Partners, one of the largest private equity-sponsored Orangetheory Fitness operators in the country (60 studios and over 20,000 members across four states), and Quality Restaurant Group, a multi-brand platform spanning roughly 350 restaurants in 15 states. He started his career in finance at Deutsche Bank and Goldman Sachs and holds a B.A. from Dartmouth College and an MBA from NYU Stern. That blend of operator and investor experience shapes his central message: not all capital is created equal, and the wrong money can magnify problems rather than solve them. For practice owners weighing a partnership, this is a practical look at why private equity is chasing med spas, how to get ready, and how to choose the right partner, not just the biggest check. What You'll Learn in This EpisodeWhy "not all capital is created equal," and how the wrong money can magnify the problems in your business instead of fixing themHow to read the private equity boom in medical aesthetics, and what is actually driving the wave of investmentThe land grab trap: why opening unit after unit can quietly cannibalize the locations that already workWhat a med spa readiness scorecard looks like, and the questions to answer before you ever go to marketWhy the equity rollover may be the most overlooked wealth builder in a deal, and how cultural fit can make or break a partnership Timestamps (Audio) [00:00] Intro [01:46] From Dartmouth to the Trading Floor [06:27] Why Operators Make Better Advisors [09:09] Not All Capital Is Created Equal [11:03] The Consumerization of Healthcare [14:24] Keeping Local Trust at National Scale [17:48] The Private Equity Fear, Reframed [19:37] The Land Grab Trap [24:08] Are You Actually Ready to Partner? [26:30] What It Feels Like to Lose Your Name [29:18] Big Slice or Bigger Pie: The Equity Rollover [35:03] The Airplane Test for Choosing a Partner Resources MentionedPrinceton Medspa Partners (PMP): national med spa platform led by CEO Matt SlaineMarti Law Group: Justin Marti's firm advising healthcare and practice ownersOT Growth Partners: one of the largest private equity-sponsored Orangetheory Fitness operators, previously led by MattOrangetheory Fitness: the membership-based fitness brand from Matt's multi-unit operating backgroundQuality Restaurant Group: multi-brand restaurant platform Matt previously led, spanning roughly 350 restaurants in 15 statesDartmouth College: Matt's undergraduate alma materNYU Stern School of Business: where Matt earned his MBADeutsche Bank and Goldman Sachs: where Matt began his finance careerIdeal Image: cited as an early attempt at a national aesthetics platform in laser hair removalMed Spa Readiness Scorecard: PMP's self-assessment tool for owners weighing a partnershipCorporate Practice of Medicine: the legal doctrine shaping how aesthetics businesses must be structured Connect with Matt SlaineWebsite: princetonmedspapartners.com LinkedIn: linkedin.com/in/mattslaine You can also submit a message through the Princeton Medspa Partners website and it will reach Matt directly. Connect with Justin MartiLinkedIn: linkedin.com/in/justinmarti Email: justin@martilawgroup.com Website: martilawgroup.com

  5. Jun 16

    What 70,000 Dental Practices Reveal About Retention, Case Acceptance, and AI

    What 70,000 Dental Practices Reveal About Retention, Case Acceptance, and AIwith Ali Hyatt of Henry Schein One Justin Marti welcomes Ali Hyatt, Chief Customer and Growth Officer at Henry Schein One, for a data-rich look at what’s actually happening inside dental practices today. Ali oversees growth and customer experience across the entire organization (sales, marketing, onboarding, implementation, training, customer success, and account management), giving her a rare, end-to-end vantage point into how modern dental organizations operate. A UPenn graduate with an MBA from Dartmouth’s Tuck School of Business, she built her career at the intersection of healthcare innovation, growth strategy, and emerging technology, including years in telehealth at Amwell. Drawing on Henry Schein One’s Catalyst Index, built from roughly 5,000 practices and visibility into nearly 70,000 nationwide, Ali unpacks a counterintuitive finding: no-show and cancellation rates are improving, yet patient retention is slipping. The conversation digs into where emerging DSOs should focus, how AI is reshaping the front desk and the operatory, and why the path to growth almost always starts at the clinical moment. What You’ll Learn in This EpisodeWhy falling cancellation rates can mask a retention problem, and what the top 10% of practices do differentlyHow standardized scheduling and confirmation workflows quietly protect revenue at scaleThe collection-rate gap (95% vs. 98%) that decides whether your hard work actually gets paidWhy patients “delay what they don’t understand”: how to close the case-acceptance gap between 45% and 75%Where AI is already earning its keep: ambient voice notes, second-opinion imaging, and front-desk scheduling agentsThe 2–3 focus areas emerging DSOs should prioritize before trying to do everything at once Timestamps — Audio (+13s offset)[00:00] Intro [01:58] From Telehealth to Dental: Ali’s Path [04:32] Inside the Catalyst Index: Data From 70,000 Practices [06:12] The Retention Paradox [07:18] Why Schedule Reliability Wins [09:15] Holding SOPs Together at Scale [10:49] Getting Paid: The Image Verify Edge [13:19] Why Patients Delay Treatment [16:07] Closing the Case Acceptance Gap [17:26] AI in the Operatory and at the Front Desk [23:21] Where Emerging DSOs Should Focus [24:53] The MCP Layer and What Comes Next [31:19] Where to Find the Catalyst Index Resources MentionedHenry Schein One — HenryScheinOne.comDentrix Ascend — DentrixAscend.comHenry Schein One Catalyst Index — 2026 Catalyst Index for DSOs (annual practice-performance report) — View reportImage Verify (claim-readiness imaging tool via Dentrix Ascend)Ambient AI voice notes / clinical documentationMCP layer in Dentrix Ascend (production-focus AI, in beta)CareCredit (patient financing)Amwell (telehealth — Ali’s prior company)Thrive Live (Henry Schein One annual event)Claude by Anthropic (AI assistant referenced)Curodont (referenced in audio as a non-drill caries treatment — product name approximate; flag for verification) Connect with Ali HyattTitle: Chief Customer and Growth Officer, Henry Schein OneLinkedIn: linkedin.com/in/alirobbinshyattCompany: Henry Schein One — HenryScheinOne.comPractice management platform: DentrixAscend.comCatalyst Index report: 2026 Catalyst Index for DSOs Connect with Justin MartiLinkedIn: https://www.linkedin.com/in/justinmartiEmail: justin@martilawgroup.comWebsite: martilawgroup.com

  6. Jun 9

    DSO or Doctor-to-Doctor? How to Exit Your Dental Practice the Right Way — with Matt Sutton & Andrew Kobylski of McLerran & Associates

    Host Justin Marti of Marti Law Group sits down with Matt Sutton and Andrew Kobylski of McLerran & Associates, one of the country's leading dental-specific sell-side brokerages. Matt brings over 20 years in the dental space as a banker, broker, and former VP of Business Development for a fast-growing, PE-backed orthodontic DSO, while Andrew — a former healthcare-focused wealth advisor and CFP — leads valuation and transition advisory work across both the private and DSO markets. Together they unpack the real difference between selling to a fellow dentist and affiliating with a DSO, why the “why” behind your exit matters as much as the dollars, and what today's market is actually rewarding. If you're a practice owner who wants to exit on your terms — not leave money (or your sanity) on the table — this conversation is your roadmap. What You'll Learn in This EpisodeWhy the smartest sellers get a valuation three to five years before they plan to exit — and what that head start lets you fixHow DSO deals and doctor-to-doctor sales really differ across valuation, work-back expectations, and tax treatmentThe reason a headline multiple can be deeply misleading — and why your true, defensible EBITDA matters far moreWhat's driving today's seller's market on the private side, and what cooled the DSO gold rush after 2023How to spot a deal structure padded with unattainable earn-ups before you sign the letter of intent Timestamps[00:00] Intro [01:28] Two operators, one mission: meet Matt & Andrew [04:24] Why McLerran keeps everything in-house [08:03] Selling with the end in mind: the fiduciary approach [13:05] The half of your exit nobody talks about — your “why” [16:07] Equity structures and the power of optionality [17:50] Why the private market has never been stronger [20:37] The valuation you should've gotten three years ago [24:07] After the gold rush: the DSO “hangover” [32:45] Multiples lie. EBITDA doesn't. [34:34] The $17M offer that wasn't [40:22] How to work with McLerran Resources MentionedMcLerran & Associates — DentalTransitions.com Connect with Matt Sutton & Andrew KobylskiWebsite: https://dentaltransitions.com/ Matt Sutton on LinkedIn: linkedin.com/in/contactsutton Andrew Kobylski on LinkedIn: linkedin.com/in/andrew-kobylski Email: matt@dentaltransitions.com | andrew@dentaltransitions.com Free discovery calls are available daily through the McLerran website. Connect with Justin MartiLinkedIn: linkedin.com/in/justinmarti Email: justin@martilawgroup.com Website: martilawgroup.com

  7. Jun 2

    Inside the Med Spa M&A Boom: How to Maximize Your Exit with Chris Hubble of Lux Med Transition Strategies

    In this episode of Office Hours, host Justin Marti of Marti Law Group sits down with Chris Hubble, Founder and CEO of Lux Med Transition Strategies, an M&A advisory firm dedicated to the medical aesthetics and wellness space. With a 20-year career in healthcare , including senior operational roles at Med Synergies and a multi-year run building a speciality dental DSO — Chris brings a rare perspective shaped by sitting on both the buyer and seller sides of the table. Together, Justin and Chris unpack what aesthetic and wellness practice owners need to know about today's buyer landscape, the operational and financial metrics that drive valuation, and the costly missteps that can quietly erode a deal. If you own a med spa, plastic surgery practice, or wellness business , or you're even three to five years out from a potential exit , this conversation is a strategic playbook for getting ready the right way. What You'll Learn in This Episode The real difference between selling to a family office vs. private equity , and why the source of capital changes how you'll be managed post-closeThe operational, compliance, and financial KPIs aesthetic practice owners should be tracking now to protect (and grow) their multipleWhy introducing a buyer to your team too early can cost you a million dollars at the eleventh hourHow to evaluate whether you're actually ready to go to market , or whether you need a 2–3 year runway to fix structural issues firstWhy partnership fit, not just price, determines whether your exit becomes a legacy win or a long, painful "marriage" Timestamps (Audio Version) [00:00] Intro [01:50] What Lux Med actually does for sellers in the aesthetics space [02:48] From hospital MSOs to dental DSOs: Chris's path through healthcare consolidation [07:17] Why medical aesthetics looks like dental did 10 years ago [10:26] Family office vs. private equity: the distinction sellers miss [17:02] The operational and financial metrics buyers actually care about [21:35] Why going it alone almost always leaves money on the table [24:48] The $1M lesson: what happens when you introduce the buyer to your team too soon [28:48] Selling in 5 years vs. selling tomorrow: how to prepare either way [33:17] Inside Julia AI: the first AI-powered buyer–seller matching tool in M&A [35:31] How to get a no-obligation valuation from Lux Med Resources Mentioned Lux Med Transition Strategies: https://luxmedtransition.comProfessional Transition Strategies (PTS): https://professionaltransition.comJulia.ai (PTS/Lux Med's proprietary AI-powered buyer–seller matchmaking tool): https://professionaltransition.com/julia-ai/Kyle Francis (Founder & President, Professional Transition Strategies): https://www.linkedin.com/in/kylewfrancis/MedSynergies (acquired by Optum in 2014): https://www.optum.com/business/about/news/optum-to-acquire-medsynergies.htmlOptum (UnitedHealth Group): https://www.optum.comAuthority Magazine — Chris Hubble interview: https://medium.com/authority-magazine/chris-hubble-of-luxmed-transition-strategies-five-things-you-need-to-know-to-succeed-in-the-modern-112469feeb77 Connect with Chris Hubble Website: https://luxmedtransition.com (Contact Us page)Company LinkedIn: https://www.linkedin.com/company/luxmed-transition-strategies Connect with Justin Marti LinkedIn: https://www.linkedin.com/in/justinmartiEmail: justin@martilawgroup.comWebsite: martilawgroup.com

  8. May 26

    From One Tiny Room to a Concierge Powerhouse: How Aesthera MedSpa’s Founders Scaled the Right Way

    In this episode of Office Hours for Practice Owners, host Justin Marti of Marti Law Group sits down with two of his own clients and longtime collaborators: Shonra Weiss, Co-Founder and CEO of Aesthera MedSpa, and Dr Megan Malzone, Co-Founder and COO. Shonra is a board-certified nurse practitioner and Certified Aesthetic Nurse Specialist with more than two decades of clinical experience, while Dr Malzone is a board-certified internal medicine physician who brings a whole-patient approach to aesthetics. Together, they built Aesthera. A self-funded, one-room operation launched in the middle of the 2020 pandemic into a full-service concierge med spa with eight treatment rooms, fifteen employees, and a second location. This conversation goes deeper than the usual growth-metrics talk. They explore the emotional reality of partnership, the discipline necessary in aesthetic practice, to treat the practice as a serious business rather than a physician’s side hustle, and the systems that made disciplined scaling possible. What You’ll Learn in This EpisodeWhy treating a med spa as a “side gig” almost guarantees burnout, and what full commitment actually requiresHow to structure a multi-partner business so that disagreements, retirements, and exits don’t blow it upThe hiring philosophy that led Aesthera to turn away seasoned providers in favor of culture fitsWhy a fractional CFO may be one of the highest-leverage hires an aesthetic practice can makeHow to resist chasing shiny equipment and trends, and invest only when the data and patient base justify it Timestamps[00:00] Intro [02:04] Two unlikely paths into aesthetics [04:55] Where the Aesthera vision was born [08:03] Launching a business in the middle of COVID [10:29] The scrappy “one-room” beginning [13:39] Partnership as a marriage, and the prenup that protects it [18:42] “Assigned to everyone is assigned to no one”: owning your roles [19:53] Why a med spa can’t survive as a side gig [23:08] The human side: trust, vulnerability, and going dark for a week [28:52] The fractional CFO that became a “proxy MBA” [36:35] What’s next: a second location and integrative wellness [37:54] Hiring for core values over a full book of patients Resources MentionedAesthera MedSpa — Concierge medical aesthetics practice in Pismo Beach, CA. Website: https://www.aestheramedspa.com/ Instagram: @aesthera.aesthetics Contact: 931 N Oak Park Blvd, Ste 101, Pismo Beach, CA 93449 · (805) 574-4037 Maven Financial Partners — Fractional CFO firm specializing in med spas, dental, and aesthetic practices; referenced as the pivotal early hire that gave the founders their "proxy MBA." https://www.mavenfp.com/EOS / "Traction" (Entrepreneurial Operating System) — The "rocks" and accountabilities framework the team uses for quarterly goal-setting. Based on the book Traction by Gino Wickman. https://www.eosworldwide.com/ Connect with Shonra WeissWebsite: aestheramedspa.com/about/our-team/shonra-weissLinkedIn: linkedin.com/in/shonra-weiss-msn-npCompany: aestheramedspa.com Connect with Dr Megan MalzoneWebsite: aestheramedspa.com/about/our-team/dr-megan-malzoneLinkedIn: linkedin.com/in/megan-malzone-mdCompany: aestheramedspa.com Connect with Justin MartiLinkedIn: linkedin.com/in/justinmartiEmail: justin@martilawgroup.comWebsite: martilawgroup.com

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5
out of 5
9 Ratings

About

Office Hours for Practice Owners is the go-to podcast for healthcare practice owners who want to start, grow, protect, and eventually exit their businesses with more clarity and confidence. Hosted by attorney and healthcare business advisor Justin Marti, the show breaks down the legal and strategic issues that matter most to practice owners — from ownership, compliance, and contracts to scaling, buying, selling, and structuring a practice for long-term success. If you want practical insights that make law simple and help you make smarter business decisions, listen to Office Hours for Practice Owners.

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