The Raving Patients Podcast

Dr. Len Tau
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The Raving Patients Podcast, where reputation matters! Get ready to learn not only how to revitalize your dental practice's online reputation, but also increase your visibility and credibility on Google and how to use the power of your happy patients to market your practice online with The Reviews Doctor himself, Dr. Leonard Tau! For more information visit: https://www.drlentau.com/

  1. 1 day ago

    Scripts Don't Close Cases, Trust Does

    What if the reason patients aren't saying yes to treatment has less to do with price and more to do with trust? In this episode of the Raving Patients Podcast, Dr. Len Tau sits down with Greg Essenmacher, CEO of GNA Consulting, to discuss what it really takes to improve case acceptance, especially for full arch implant practices. They explore why rigid scripts can make patient conversations feel transactional, how genuine empathy helps teams connect with patients, and why understanding a patient's personal vision matters more than simply presenting treatment options and fees. Greg also breaks down the importance of uncovering concerns before the consultation, creating a smoother doctor-to-treatment-coordinator handoff, and helping the entire team communicate the value of treatment with confidence. From lead conversion to financial conversations, this episode offers practical insights into building trust throughout the patient journey and helping more patients move forward with the care they need. What You'll Learn Why scripts alone don't close cases and how conversation frameworks help teams build more authentic patient connections. The difference between empathy and sympathy, and how to connect with patients through their feelings and experiences. Why price isn't always the real objection and how to uncover the personal vision behind a patient's treatment goals. How to make financial conversations more effective by understanding a patient's expectations and knowledge before the consultation. Why the doctor-to-treatment-coordinator handoff is critical to maintaining patient trust and authority. How to avoid overexplaining clinical details and tailor communication to each patient's needs. Why improving the lead conversion process can help practices turn more inquiries into consultations that show up prepared. How a unified team approach to capturing, converting, and closing patients can improve case acceptance. — Key Takeaways 00:00 Introduction 03:40 Meet Greg Essenmacher 06:14 Why Scripts Don't Close Cases 09:04 Building Patient Connections 10:45 Empathy in Treatment Conversations 12:40Understanding Patient Objections 17:24 Addressing Concerns Without Being Pushy 21:34 Navigating Patient Budgets 26:27 Improving Full Arch Lead Conversion 30:24 The Handoff That Builds Trust 32:48 Common Consultation Mistakes 36:37 One Change to Build Trust 39:03 Connect With Greg Essenmacher — Connect With Greg Want to improve case acceptance and help more patients move forward with treatment? Connect with Greg Essenmacher and the GNA Consulting team to learn more about their consulting, coaching, and training services for dental practices and groups. Website: Dental Consulting 4 U   — Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com. This podcast is sponsored by Dental Intelligence. Learn more here. This podcast is sponsored by CallRail, call tracking & lead conversion software for dentists. Find out more here. Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

  2. 16 Oct

    Culture Is What Your Team Experiences: Building a Practice Where People Want to Win

    What does your dental practice actually feel like to your team and your patients? In this episode of the Raving Patients Podcast, Dr. Len Tau sits down with Deanna Zost, founder and CEO of Illuminating Your Practice, to talk about the connection between leadership, team culture, accountability, and the patient experience. Deanna shares why culture isn't simply what a doctor says it is. It's what the team experiences every day. From addressing difficult employees and creating open communication to properly training new hires and understanding what motivates each team member, Deanna explains how strong leadership can transform a practice. She also shares a powerful reminder for practice owners: you cannot system your way out of a people problem. If your practice has team turnover, communication issues, tension, or a culture that doesn't feel the way you want it to, this episode offers practical ways to reset, refocus, and finish strong. What You'll Learn Why culture is defined by what your team experiences, not what you say How one difficult team member can negatively impact an entire practice Why practice owners need to be willing to have difficult conversations How anonymous team feedback can reveal problems doctors may not see The difference between a systems problem and a people problem Why regular one-on-one meetings build trust and communication How to become a stronger and more coachable leader Why hiring for attitude and training people properly can reduce turnover How accountability should continue after team members are trained How to identify what motivates each individual team member Why money isn't always the strongest motivator How team culture directly affects the patient experience Why patients can sense the "vibe" of a practice How to create a culture that lasts beyond a team meeting or retreat How to reset and refocus your team before the end of the year — Key Takeaways 00:00 Culture Is What Your Team Experiences 02:13 Illuminating Your Practice 04:15 The Importance of Leadership and Accountability 05:59 Creating Honest Team Feedback 07:45 What Culture Really Means 10:22 When One Team Member Affects the Entire Practice 12:03 Handling Difficult Conversations 14:55 Building Trust Through One-on-Ones 15:40 People Problems vs. Systems Problems 18:14 Becoming a Better Leader 19:43 Why Dental Teams Have So Much Turnover 22:09 Hire for Attitude and Train for Success 24:27 Finding What Motivates Your Team 28:43 How Team Culture Impacts Patient Experience 32:09 Building a Culture That Lasts 33:15 Finishing 2026 Strong and Preparing for 2027 35:03 Connect with Deanna Zost   — Connect With Deanna Email: deanna@illuminatingyourpractice.com Website: illuminatingyourpractice.com Learn more about how Deanna helps dental practices strengthen their culture, develop confident leaders, build effective systems, and create a better experience for their teams and patients. — Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com. This podcast is sponsored by Dental Intelligence. Learn more here. This podcast is sponsored by CallRail, call tracking & lead conversion software for dentists. Find out more here.   Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

  3. 9 Oct

    Doing the Dentistry You Love While Building a Life You Love

    What happens when you stop building your dental practice around what you have to do and start creating more space for the dentistry you genuinely love? In this episode of The Raving Patients Podcast, Dr. Len Tau talks with cosmetic dentist Allie Frounfelter about finding your passion in dentistry, transitioning into comprehensive cosmetic dentistry, implementing digital workflows, empowering your team, and creating a practice that supports the life you want outside the office. Allie shares how bringing her team into continuing education, slowing down to implement new systems, embracing digital smile design, and learning to delegate helped her build a thriving, team-driven practice while making more time for her family. She also discusses burnout, prioritizing your schedule, and why success can ultimately be measured by the amount of time you have available. What You'll Learn How Allie discovered her passion for cosmetic and comprehensive dentistry Why bringing your team to CE can make implementation easier How to identify the procedures that energize you—and build more of them into your practice How digital smile design and 3D printing can improve case acceptance and patient confidence Why "slowing down to speed up" can help practices implement meaningful change How to empower your team and delegate without holding onto unnecessary control How to grow from a small practice into a larger, team-driven practice Strategies for creating more productive schedules and fewer, better-planned visits How to prioritize family time while continuing to grow your dental career Why finding mentors and like-minded dentists can help you make meaningful changes — Key Takeaways 02:14 Introduction & Meet Allie Frounfelter 04:00 Building an All-in-One, Team-Driven Dental Practice 06:01 Finding a Passion for Cosmetic Dentistry 08:29 Turning CE Education Into Action 12:10 Finding the Dentistry That Energizes You 14:02 Building Your Specialty Focus as a Smaller Practice 15:15 The Mindset Shift From "I Have To" to "I Get To" 17:55 How Digital Technology Is Transforming Smile Design 21:28 Empowering Your Team Through Leadership 23:57 Delegation and Growing a Dental Practice 25:29 Balancing Dentistry, Business, and Family 28:00 Creating a More Productive Schedule 29:48 Breaking Out of the Practice You've Built 31:20 Managing Family Time and the Guilt of Missing Out 33:02 Allie's 3D Digital Smile Design Course 34:37 Lightning Round Q&A 37:20 Defining Success by Time 38:13 How to Connect With Allie — Connect With Dr Allie Instagram: dralliefrounfelter Email: allison.frounfelter@gmail.com Learn more about Allie's 3D Digital Smile Design Course through 3D Dentists. The 2027 course is scheduled for February 11–12 in Nashville, Tennessee. — Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.   This podcast is sponsored by Dental Intelligence. Learn more here.   This podcast is sponsored by CallRail, call tracking & lead conversion software for dentists. Find out more here.   Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

  4. 2 Oct

    People + AI: The New Dental Team Advantage

    What if AI isn't here to replace your dental team, but to help your best people do more? In this episode of Raving Patients, Dr. Len Tau sits down with Cory Pinegar, founder of REACH, to explore how dental practices can combine great human talent with AI to work more efficiently without losing the personal connection patients value. Staffing continues to be one of the biggest challenges facing dental practices, while AI is rapidly changing the way practices handle everything from patient communication to administrative work. Cory shares how virtual team members can take on important tasks such as insurance verification, recare, unscheduled treatment, and missed calls, giving in-office teams more time to focus on the patients in front of them. The conversation also dives into AI and why Cory believes the future isn't about choosing between people and technology. Instead, the real opportunity is using AI to amplify good people, improve their performance, and help practices get more done. Cory also shares how REACH uses AI for call coaching and insurance claims, what practices often get wrong when bringing on a virtual team member, and why culture, communication, and personality can be just as important as previous experience. Looking ahead, Cory and Dr. Len discuss what the dental practice of the future could look like and why, as automation becomes more common, the human connection may become one of the most valuable parts of the patient experience. What You'll Learn How virtual team members can support a modern dental practice Which tasks are a good fit for remote team members Where virtual staffing can have the biggest impact on practice revenue How AI and human team members can work together Why AI can be an amplifier rather than a replacement for people How AI is being used for call coaching and insurance claims Why culture and communication can be more important than previous experience when hiring What practices need to do to successfully onboard a virtual team member Common mistakes practices make when adopting AI and remote staffing What the dental practice of the future could look like Why the human connection with patients may become even more valuable as technology advances — Key Takeaways 01:56 People + AI: The New Dental Team Advantage 02:52 The Story Behind Cory Pinegar and REACH 07:05 What Is a Virtual Team Member? 09:25 Which Tasks Are Best Handled Remotely? 12:29 Where Virtual Staffing Can Drive Revenue 13:45 AI vs. Human Talent 16:41 What Makes REACH Different? 20:24 Hiring for Culture, Communication, and Fit 23:25 How AI Is Changing Dental Workflows 26:55 Combining Virtual Team Members With AI 28:10 Common Mistakes Practices Make 30:35 The Future of the Dental Practice 33:03 The Opportunity Behind People + AI 34:25 Connect With Cory and REACH

  5. 25 Sept ·  Video

    Get Found by Patients and AI: The New Rules of Dental Visibility

    Your next patient may not find your dental practice through a traditional Google search. They may ask AI who the best dentist is, and what AI says about your practice will depend on the digital story you're building right now. In this episode of the Raving Patients Podcast, Dr. Len Tau welcomes back Rita Zamora, founder of Connect90 and author of Get Found, Get Liked, Get Patients, to discuss how AI is changing the way patients discover, evaluate, and choose dental practices. Rita explains why your website, reviews, social media, online listings, and other digital assets can no longer be treated separately. Together, they form an online ecosystem that helps both patients and AI determine whether your practice is credible, relevant, and worth recommending. Rita and Dr. Len also break down the growing importance of review consistency, strategic social media content, online scheduling, and authentic photos and videos. They discuss why practices need to be intentional about what they want to be known for online, how AI is interpreting digital signals across multiple platforms, and why generic or heavily AI-generated content may actually work against your practice. If you want your practice to stay visible as AI-assisted search becomes part of the patient journey, this episode gives you practical steps to start preparing now. What You'll Learn How AI is changing the way patients find and choose dentists Why your online reviews are foundational to AI visibility What an online ecosystem is and why every part of it matters Why review consistency, volume, and quality all influence credibility How social media content is becoming part of your evergreen reputation Why practices should post more strategically about the services they want to be known for How authentic photos and videos strengthen your digital presence Why online scheduling could become essential as AI agents evolve How to create a stronger digital story for both patients and AI Why a content calendar can help practices stay consistent without overwhelming the team One simple step practices can take now to strengthen their online visibility — Key Takeaways 02:03 Get Found by Patients and AI 02:48 Meet Rita Zamora 04:16 AI, Reviews, and the Future of Patient Trust 06:35 Building Your Practice's Online Ecosystem 08:44 How AI Is Changing Patient Discovery 11:53 Reviews as Trust Signals for Patients and AI 14:40 Review Velocity and Avoiding Incentivized Reviews 17:55 Social Media's New Role in Dental Visibility 21:04 Creating Consistent Digital Signals 25:39 Online Scheduling and AI-Assisted Patient Acquisition 28:17 Building a Stronger Digital Story for Your Practice 31:34 Common AI and Online Presence Mistakes 32:58 How Often Should Dental Practices Post? 34:00 Using a Content Calendar for AI Visibility 35:50 One Simple Change to Strengthen Your Online Presence 37:22 Connect with Rita Zamora   — Connect With Rita Rita helps dental practices strengthen their online ecosystem through strategic social media, consulting, and speaking, with a growing focus on preparing practices for AI-driven patient discovery and visibility. Website: https://connect90.com/ Social Media: Search for Rita Zamora across major social media platforms. Rita also offers a free on-demand webinar with Teresa Duncan and Malika Azargun covering AI visibility, revenue cycle management, practice management, and team management. The webinar is available under the Resources section of the Connect90 website.   — Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com. This podcast is sponsored by Dental Intelligence. Learn more here. This podcast is sponsored by CallRail, call tracking & lead conversion software for dentists. Find out more here. Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

  6. 18 Sept

    The Associate Trap: Why Waiting Too Long to Own Can Cost Dentists a Fortune

    Waiting until you "feel ready" to own a dental practice could be one of the most expensive decisions of your career. In this episode of the Raving Patients Podcast, Dr. Len Tau sits down with Brian Hanks, founder of Dental Buyer Advocates and author of How to Buy a Dental Practice, to talk about why younger dentists are waiting longer to become practice owners and what that delay could really cost them. Brian shares the numbers behind associate versus owner earnings, why student loan debt shouldn't automatically keep dentists from ownership, and what the data actually says about the growth of DSOs. Brian also breaks down how to evaluate a dental practice before buying, including the two simple questions every potential buyer should ask. He explains why a cheaper practice isn't necessarily a better opportunity, how practice valuations work, and why paying above the national average can still be a smart investment. Plus, he shares what dentists who can't seem to find the "right" practice may be overlooking. What You'll Learn Why younger dentists are waiting longer to become practice owners How delaying ownership can affect your long-term earning potential Why student loan debt doesn't necessarily mean you should avoid ownership What the data says about DSOs and the future of private dental practices Why ownership gives dentists more control over their careers The two questions to ask before seriously considering a dental practice Why buying a small practice with plans to "turn it around" can be risky How dental practices are valued based on collections and profitability Why paying above the average valuation doesn't necessarily mean you're overpaying How relationships can help you uncover better practice acquisition opportunities Why dentists should be intentional about who they listen to for career advice — Key Takeaways 02:04 The Associate Trap: Why Waiting Too Long to Own Can Cost Dentists a Fortune 02:47 Meet Brian Hanks 03:17 Helping Dentists Become Practice Owners 04:35 Dr. Len's Journey From Associate to Owner 06:09 Why Younger Dentists Are Delaying Ownership 09:30 The Million-Dollar Cost of Waiting 12:35 Associate Comfort vs. Practice Ownership 13:15 Are DSOs Really Taking Over Dentistry? 17:25 What to Look for When Buying a Dental Practice 17:55 Two Questions Every Practice Buyer Should Ask 23:48 How Dental Practices Are Valued 27:20 When Paying More for a Practice Makes Sense  28:40 Why You Haven't Found the Right Practice Yet 32:50 Brian's Advice for Associate Dentists 33:55 Lightning Round 38:55 How to Connect With Brian Hanks    — Connect With Brian Website: Dental Buyer Advocates Email: brian@dentalbuyeradvocates.com Book: How to Buy a Dental Practice  Brian is also offering Raving Patients Podcast listeners a free 30-minute practice evaluation for dentists who are currently considering a practice purchase. — Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.   This podcast is sponsored by Dental Intelligence. Learn more here.   This podcast is sponsored by CallRail, call tracking & lead conversion software for dentists. Find out more here.   Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

  7. 11 Sept

    Beyond Keywords and Bids: What Really Drives PPC Results

    Spending more money on Google Ads does not automatically mean more new patients. In fact, what happens after someone clicks your ad may matter just as much as the campaign itself. In this episode of the Raving Patients Podcast, Dr. Len Tau sits down with Michael Lyjak, former Google trainer and founder of Efficiency Marketing, to break down what really drives PPC performance for dental practices. Having managed more than $16 million in dental advertising since 2019 and worked with over 100 practices, Michael explains why successful paid advertising goes far beyond choosing the right keywords and setting a budget. Michael shares how AI is changing Google Ads, why branded campaigns can actually help when structured correctly, and how reviews and a practice's overall digital footprint are becoming increasingly important to both paid and AI-driven search. He also explains quality score, budgeting based on market competition, and why Google leads typically cost more than Meta leads. But getting the lead is only half the battle. Michael and Dr. Len discuss one of the biggest places dental practices lose marketing dollars: poor lead handling. Missed calls, slow response times, weak follow-up, and a lack of conversion tracking can turn even a well-performing ad campaign into wasted money. Michael explains why practices need a strong feedback loop between their marketing and front desk if they want to know what's actually generating appointments and revenue.   What You'll Learn Why Google Ads are no longer just about keywords, bids, and budgets How AI and machine learning are changing PPC for dental practices Whether dentists should bid on their own branded keywords Why DIY Google Ads can cost practices more than they realize How Google reviews and your digital footprint can influence visibility Why smaller advertising budgets are becoming harder to compete with How to determine the right PPC budget based on your market and procedures Why missed calls and slow lead response can destroy your advertising ROI What Google Ads quality score means and how it affects your cost per click Why Google Ads cost more than Meta Ads and how patient intent changes lead quality How to track leads from click to booked appointment Why a strong feedback loop between your marketing team and dental practice matters How AI search could change the way prospective patients discover your practice — Key Takeaways 02:15 Beyond Keywords and Bids: What Really Drives PPC Results 03:48 Meet Michael Lyjak 04:40 From Google Trainer to Dental Marketing Expert 06:25 What Really Determines PPC Success? 08:25 Should You Bid on Your Own Practice Name? 10:20 How to Structure Branded Campaigns 12:45 Why DIY Google Ads Are So Difficult 15:09 How Reviews Impact Ad Performance 17:14 How AI Is Changing Search and PPC 19:53 How Much Should a Dental Practice Spend on Ads? 22:55 The Hidden Cost of Missed Calls 24:30 Understanding Google Ads Quality Score 26:40 How to Know If Your Ads Are Actually Working 27:58 Google Ads vs. Meta Ads 30:59 Why Leads Aren't Turning Into Appointments 34:25 Should Your Marketing Company Handle the Calls? 35:40 The One PPC Action Dentists Should Take Now 36:20 Connect With Michael and Get a Free PPC Audit — Connect With Michael Email: mike@makeitefficient.com Website: https://makeitefficient.com/ Michael is offering Raving Patients listeners a free PPC audit along with 10% off monthly management services. Mention the Raving Patients Podcast or Dr. Len Tau when reaching out.  — Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.   This podcast is sponsored by Dental Intelligence. Learn more here.   This podcast is sponsored by CallRail, call tracking & lead conversion software for dentists. Find out more here.   Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

  8. 4 Sept

    Your Front Desk Is Not Your Biller: The Hidden Revenue Leak Killing Independent Practices

    Your practice can be producing plenty of dentistry and still be leaving a surprising amount of money on the table. In this episode of the Raving Patients Podcast, Dr. Len Tau sits down with Ori Bekerman, founder of Practice Alpha, to uncover one of the most overlooked revenue leaks in independent dental practices: the billing process. After building, operating, and selling a multi-location dental group himself, Ori saw firsthand how easily revenue can get stuck in aging claims, inaccurate patient estimates, denied claims, and overloaded front desk workflows. Ori breaks down the numbers every practice owner should be watching, including insurance and patient aging reports, collections, and claims over 90 days old. He explains why simply seeing claims go out and money come in doesn't mean your billing is healthy, and why accountability and consistent reporting are critical for identifying problems before they become expensive. Dr. Len and Ori also discuss why asking your front desk to handle phones, scheduling, patient checkout, and billing at the same time can create costly mistakes. Ori shares how practices can evaluate whether billing should stay in-house or be outsourced, why EFT payments can improve cash flow, and how better revenue cycle management can help independent dentists protect profitability without constantly chasing more new patients. What You'll Learn How to tell if your dental practice has a billing or collections problem The key insurance and patient aging numbers every practice owner should monitor Where revenue leakage can begin before treatment is even performed Why inaccurate insurance verification can lead to incorrect patient balances Why having your front desk handle billing along with multiple other responsibilities can put revenue at risk The importance of clean claim submission and proper documentation Why accountability and reporting matter just as much as sending claims The difference between flat-rate and percentage-based billing models Why EFT payments can improve security, organization, and cash flow Three questions to ask when deciding whether to keep billing in-house or outsource it How stronger revenue cycle management can help practices protect their bottom line — Key Takeaways 01:50 Your Front Desk Is Not Your Biller 03:12 Meet Ori Bekerman 04:50 The Hidden Cost of Bad Billing 06:50 Key Billing Benchmarks to Watch 10:45 How the Dental Revenue Cycle Works 13:25 Where Revenue Leakage Begins 15:18 Why Your Front Desk Shouldn't Do Everything 18:20 Flat-Rate vs. Percentage-Based Billing 21:51 Dental Billing Myths and Faster Payments 26:10 In-House vs. Outsourced Billing 31:45 Lightning Round 36:42 Connect With Ori and Free RCM Sanity Check — Connect With Ori Email: ori@practicealpha.io Website: practicealpha.io Ori is also offering Raving Patients listeners a free RCM sanity check checklist with guided instructions for reviewing billing and revenue cycle performance based on the practice's PMS.    — Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com. This podcast is sponsored by Dental Intelligence. Learn more here. This podcast is sponsored by CallRail, call tracking & lead conversion software for dentists. Find out more here. Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

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About

The Raving Patients Podcast, where reputation matters! Get ready to learn not only how to revitalize your dental practice's online reputation, but also increase your visibility and credibility on Google and how to use the power of your happy patients to market your practice online with The Reviews Doctor himself, Dr. Leonard Tau! For more information visit: https://www.drlentau.com/

Information

  • Creator
    Dr. Len Tau
  • Years Active
    2020 - 2026
  • Episodes
    455
  • Rating
    Clean
  • Copyright
    © 2023 The Raving Patients Podcast, Dr. Leonard Tau | All Rights Reserved
  • Show Website
    The Raving Patients Podcast

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