Dental Success: Beyond Chairside

Michelle Pritchard

Welcome to Dental Success: Beyond Chairside – the podcast for dental professionals looking to strengthen their practice. Join us as we talk with industry experts and share practical insights on HR, marketing, business strategies, and emerging tools like AI. Whether you run a general or specialist practice, this podcast offers real-world advice to help you run a more efficient, patient-focused, and profitable business.

  1. Jun 5

    S5 EP2 Build Patient Trust that Converts, Communication that Patients Remember | Dr Sugz Maha

    In this episode, Michelle Pritchard speaks with Dr Sugz Mahalingam, a general dentist and communication strategist, about the critical role of patient trust in dental practice. Dr Sugz emphasises that while patients may not remember every detail of their visit, they will always recall how they felt during their appointment. He shares insights from his experience in both clinical dentistry and persuasive psychology, highlighting the importance of understanding patients' underlying motivations for seeking treatment. By asking open-ended questions and tailoring treatment options to individual needs, dentists can foster a more trusting and engaging environment. The conversation delves into practical strategies for improving patient communication, such as the 'problem-agitate-solution' framework, which helps dentists articulate the consequences of inaction while providing clear treatment options. Dr Sugz also discusses the importance of active listening and avoiding preconceived notions about patients' needs. He encourages dentists to focus on one big idea at a time when presenting treatment plans, ensuring that patients feel guided rather than overwhelmed. This episode is a valuable resource for dental professionals looking to enhance their communication skills and build stronger relationships with their patients. Timestamp: 00:00 Introduction to Patient Trust 01:51 Building Trust Through Understanding 04:59 Tailoring Treatment Options 07:55 The Balance of Informed Consent 10:53 Active Listening in Dentistry 12:46 Sales vs. Service in Dental Care 13:31 Practical Communication Strategies 17:36 The One Big Idea Concept 19:08 Conclusion and Key Takeaways Takeaways - "Patient trust is everything, and yet it's often the hardest thing to build." - "Not everybody wants the same thing; we need to uncover the drivers behind treatment." - "You can't paint everyone with the same brush; understanding individual motivations is key." - "Patients often feel railroaded when recommendations lack a clear basis." - "Focus on one big idea rather than overwhelming patients with multiple treatment options." For more information about Dr Sugz and his book, The Core Conversion Principles, see his social media profiles below: Website: https://theconversioncollective.kit.com/tccp Instagram: https://www.instagram.com/drmaha.dental/ LinkedIn: https://www.linkedin.com/in/dr-sugz-maha-106336131/ Send us Fan Mail Helping Dental & Specialist Practice Owners Build Systems That Work—So You Can Focus on Dentistry. Not sure where your practice stands financially? Take our FREE 5-Minute Practice Profitability Audit and uncover hidden profit leaks and quick-win strategies to boost revenue. ✔ Get your Profitability Score – Low, Medium, or High ✔ Identify inefficiencies that may be costing you money ✔ BONUS: Free copy of The Ultimate Guide to Practice Management Take the audit now: https://tinyurl.com/alignedbc-freeaudit Need expert advice? Book a complimentary 30-minute virtual coffee chat:  Connect with me: https://linktr.ee/alignedbusinessconsulting  Email: michelle@alignedbusinessconsulting.com.au Enjoying the podcast? Subscribe to our YouTube channel for more expert insights! https://www.youtube.com/@michellepritchard-alignedb9302 Stay tuned for more episodes from Dental Success: Beyond Chairside!

    18 min

  2. May 22

    S5 EP1 The Power of Hello - Turning Phone Calls into Patient Connections | Julie Parker

    In this episode, Julie Parker discusses the critical role of effective communication in dental practices, particularly during the first patient interaction. She emphasises the importance of building trust, enhancing phone interactions, and training receptionists to improve patient engagement. Key strategies include increasing energy when answering calls, speaking slowly for clarity, and actively listening to patient needs. The conversation highlights the significance of these elements in creating a positive patient experience and the overall success of a dental practice. Timestamps: 00:00 The Importance of First Impressions 02:53 Training for Effective Communication 05:54 Building Trust Through Communication 12:04 Key Strategies for Receptionists 18:06 The Role of Receptionists in Patient Experience Takeaways: - The first phone call is crucial for new patient consultations. - Building trust starts with effective communication. - Receptionists should be trained to enhance their phone interactions. - Energy and enthusiasm can significantly impact patient calls. - Going slow during conversations ensures clarity and understanding. - Using the patient's name fosters rapport and connection. - Listening actively to patients is essential for understanding their needs. - Triage questions can help deepen the connection with patients. - Practice and repetition are key to improving communication skills. - Creating a positive experience can make dental visits more enjoyable. For more information about Julie Parker and Dental Business Mastery, see the links to her social media profiles below: Website: https://dentalbusinessmastery.com.au/ Julie Parker LinkedIn: https://www.linkedin.com/in/julie-parker-01428412/ Send us Fan Mail Helping Dental & Specialist Practice Owners Build Systems That Work—So You Can Focus on Dentistry. Not sure where your practice stands financially? Take our FREE 5-Minute Practice Profitability Audit and uncover hidden profit leaks and quick-win strategies to boost revenue. ✔ Get your Profitability Score – Low, Medium, or High ✔ Identify inefficiencies that may be costing you money ✔ BONUS: Free copy of The Ultimate Guide to Practice Management Take the audit now: https://tinyurl.com/alignedbc-freeaudit Need expert advice? Book a complimentary 30-minute virtual coffee chat:  Connect with me: https://linktr.ee/alignedbusinessconsulting  Email: michelle@alignedbusinessconsulting.com.au Enjoying the podcast? Subscribe to our YouTube channel for more expert insights! https://www.youtube.com/@michellepritchard-alignedb9302 Stay tuned for more episodes from Dental Success: Beyond Chairside!

    20 min

  3. May 8

    S4 EP12 Sustainable Solutions For Infection Control in Dentistry | Jurgen Kuhefuss

    In this episode of Dental Success Beyond Chairside, Michelle Pritchard interviews Jurgen Kuhefuss, the Director of Bio Hygiene, about the importance of sustainable infection control in dental practices. They discuss the impact of chemicals used in dental hygiene, the benefits of biodegradable products, and the health risks associated with traditional disinfectants. Jürgen emphasises the need for dental teams to be aware of the products they use and their environmental impact, while also providing insights into navigating equipment warranties and marketing sustainability to attract patients. The conversation highlights the innovations in eco-friendly cleaning solutions and encourages dental practices to consider their carbon footprint. Timestamp 00:00 Introduction to Sustainable Infection Control 02:52 The Importance of Biodegradable Products 05:09 Chemical Safety and Health Impacts 07:57 Navigating Equipment Warranties and Disinfectants 10:34 Innovations in Eco-Friendly Cleaning Solutions 13:28 Marketing Sustainability in Dental Practices 16:21 Conclusion and Call to Action Takeaways - Bio Hygiene products are 100% biodegradable and TGA registered. - Chemical residues in dental practices can pose health risks. - Pregnancy disruptors in disinfectants are a concern for dental staff. - Reading material safety data sheets is crucial for safety. - Most dental equipment in Australia is out of warranty, allowing for product choice. - Plant-based wipes are a sustainable alternative to traditional wipes. - Transporting disinfectants from overseas creates a large carbon footprint. - Sustainability can be a competitive advantage for dental practices. - Younger generations are more aware of environmental issues. For more information about Jurgen Kuhefuss and Bio Hygiene, please see the link below: Website: https://biohygiene.com.au/ LinkedIn: https://www.linkedin.com/company/bio-hygiene-pty-ltd/ Send us Fan Mail Helping Dental & Specialist Practice Owners Build Systems That Work—So You Can Focus on Dentistry. Not sure where your practice stands financially? Take our FREE 5-Minute Practice Profitability Audit and uncover hidden profit leaks and quick-win strategies to boost revenue. ✔ Get your Profitability Score – Low, Medium, or High ✔ Identify inefficiencies that may be costing you money ✔ BONUS: Free copy of The Ultimate Guide to Practice Management Take the audit now: https://tinyurl.com/alignedbc-freeaudit Need expert advice? Book a complimentary 30-minute virtual coffee chat:  Connect with me: https://linktr.ee/alignedbusinessconsulting  Email: michelle@alignedbusinessconsulting.com.au Enjoying the podcast? Subscribe to our YouTube channel for more expert insights! https://www.youtube.com/@michellepritchard-alignedb9302 Stay tuned for more episodes from Dental Success: Beyond Chairside!

    18 min

  4. Apr 24

    S4 EP11 Eco Dentistry - A Sustainable Future | Akshee Shah

    In this episode of Dental Success Beyond Chairside, Dr Ash Shah discusses the integration of sustainability into dental practices. From reducing waste through innovative materials to creating eco-friendly patient care packs, Dr Shah shares her journey and the positive impact on both the environment and her practice's bottom line. The conversation highlights the importance of aligning business values with environmental responsibility and the potential for financial savings through sustainable practices. Takeaways - Sustainability is a current and relevant topic in dentistry. - Personal values can drive business culture and practices. - Reducing single-use plastics can significantly lower waste. - Innovative alternatives exist for traditional dental supplies. - Creating branded, eco-friendly patient care packs enhances patient engagement. - Community involvement is crucial for sustainability efforts. - Sustainable practices can lead to financial savings for dental practices. - Staff alignment with sustainability values improves retention. - Global outreach projects can connect local practices with broader communities. - Starting with small changes can lead to significant impacts. Connect with Dr Ash Shah and Shenton Park Village Dental: Website: https://www.shentonparkvillagedental.com.au/ Facebook: https://www.facebook.com/ShentonParkVillageDental01 Instagram: https://www.instagram.com/shentonparkvillagedental/ Dr Ash Shah - LinkedIn: https://www.linkedin.com/in/akshee-shah/ ------------------------------------------------------------------------------------ Send us Fan Mail Helping Dental & Specialist Practice Owners Build Systems That Work—So You Can Focus on Dentistry. Not sure where your practice stands financially? Take our FREE 5-Minute Practice Profitability Audit and uncover hidden profit leaks and quick-win strategies to boost revenue. ✔ Get your Profitability Score – Low, Medium, or High ✔ Identify inefficiencies that may be costing you money ✔ BONUS: Free copy of The Ultimate Guide to Practice Management Take the audit now: https://tinyurl.com/alignedbc-freeaudit Need expert advice? Book a complimentary 30-minute virtual coffee chat:  Connect with me: https://linktr.ee/alignedbusinessconsulting  Email: michelle@alignedbusinessconsulting.com.au Enjoying the podcast? Subscribe to our YouTube channel for more expert insights! https://www.youtube.com/@michellepritchard-alignedb9302 Stay tuned for more episodes from Dental Success: Beyond Chairside!

    18 min

  5. Apr 10

    S4 EP10 Maximising Your Dental Practice's Sale Value | Brad Potter

    In this episode, Michelle interviews Brad Potter, a seasoned business broker specialising in healthcare practices. They discuss the essential steps practice owners should take to maximise the value of their dental practice before selling. Key topics include understanding buyer preferences, the importance of practice presentation and equipment, systemising operations for smooth transitions, and navigating relationships with associates regarding goodwill. The conversation emphasises the significance of preparation and strategic planning in the sale process, as well as recognising the right time to sell. Takeaways Practice owners should start planning for sale well in advance.The average age of buyers is getting younger, shifting market dynamics.A well-presented practice can significantly increase sale value.Investing in modern equipment is crucial for attracting buyers.Systemising operations can ease transitions and enhance practice value.Goodwill can be a contentious issue when selling to associates.Mentoring associates is essential for their development and practice profitability.Understanding buyer preferences can help tailor the practice for sale.The right time to sell often comes after a significant life event.Dentists often enjoy the clinical aspect more than the business management. To learn more about Brad Potter and The Health Linc, visit his website: Website: https://www.thehealthlinc.com.au/ Send us Fan Mail Helping Dental & Specialist Practice Owners Build Systems That Work—So You Can Focus on Dentistry. Not sure where your practice stands financially? Take our FREE 5-Minute Practice Profitability Audit and uncover hidden profit leaks and quick-win strategies to boost revenue. ✔ Get your Profitability Score – Low, Medium, or High ✔ Identify inefficiencies that may be costing you money ✔ BONUS: Free copy of The Ultimate Guide to Practice Management Take the audit now: https://tinyurl.com/alignedbc-freeaudit Need expert advice? Book a complimentary 30-minute virtual coffee chat:  Connect with me: https://linktr.ee/alignedbusinessconsulting  Email: michelle@alignedbusinessconsulting.com.au Enjoying the podcast? Subscribe to our YouTube channel for more expert insights! https://www.youtube.com/@michellepritchard-alignedb9302 Stay tuned for more episodes from Dental Success: Beyond Chairside!

    19 min

  6. Mar 27

    S4 EP9 From Practice To Profits - Reimagining Dental Exits | Craig Keegan

    In this episode, Michelle Pritchard interviews Craig Keegan from M&A Profits, who discusses innovative exit strategies for dental practices, particularly focusing on a cooperative model that allows dentists to maintain control and trust while preparing for a successful exit. Craig outlines the importance of building a scalable business with 13 essential pillars. He explores various exit strategies, emphasising the need for planning and preparation from the moment a practice is acquired. Chapters 00:00 Introduction to Dental Practice Exits 02:06 Craig Keegan's Background and Co-op Model 03:57 Building Trust in Dental Exits 07:42 Exploring 11 Exit Strategies 11:34 Cooperative Roll-Up Strategy Explained 14:23 Scaling Practices and Career Development 16:01 Sales and Marketing in Dental Practices 17:13 Foundations of Successful Exits Takeaways - There are multiple ways to exit a dental practice, not just selling to an associate or broker. - The co-op model allows dentists to maintain control and trust during the exit process. - Building trust is crucial for a successful exit strategy in dental practices. - A dental practice should cover 13 essential pillars to be attractive to buyers. - Scaling a business should only be done once all processes are in place. - The cooperative roll-up strategy differs from traditional roll-ups by prioritising the well-being of staff and practices. - Dentists can sell their business multiple times through strategic planning. - Sales and marketing are essential components of a successful dental practice. - Career development opportunities can arise from cooperative models in dental practices. - Planning for an exit should start the day a practice is acquired. Connect with Craig Keegan and M&A Profits” Website: http://www.MAProfits.com/Dental Facebook: http://www.C-Keegan.com/Facebook Instagram: http://www.C-Keegan.com/Instagram Craig Keegan - LinkedIn: www.C-Keegan.com/LinkedIn Send us Fan Mail Helping Dental & Specialist Practice Owners Build Systems That Work—So You Can Focus on Dentistry. Not sure where your practice stands financially? Take our FREE 5-Minute Practice Profitability Audit and uncover hidden profit leaks and quick-win strategies to boost revenue. ✔ Get your Profitability Score – Low, Medium, or High ✔ Identify inefficiencies that may be costing you money ✔ BONUS: Free copy of The Ultimate Guide to Practice Management Take the audit now: https://tinyurl.com/alignedbc-freeaudit Need expert advice? Book a complimentary 30-minute virtual coffee chat:  Connect with me: https://linktr.ee/alignedbusinessconsulting  Email: michelle@alignedbusinessconsulting.com.au Enjoying the podcast? Subscribe to our YouTube channel for more expert insights! https://www.youtube.com/@michellepritchard-alignedb9302 Stay tuned for more episodes from Dental Success: Beyond Chairside!

    20 min

  7. Mar 13

    S4 EP8 The Future of Dental Practice Management Software | James Mani

    In this episode of Dental Success: Beyond Chairside, Michelle Pritchard chats with James Mani from Carestack about the key role practice management systems play in running a modern dental practice. James shares lessons from his journey in the dental tech space, showing how well-integrated digital tools can improve patient care and streamline daily operations. They also discuss how AI is helping practices strengthen communication, boost clinical efficiency, and stay ahead in a fast-changing industry. Takeaways - Your practice management system could be the brain of your entire operation. - Carestack is a dominant product in the Australian dental landscape. - Digital workflows in dentistry are often fragmented and need integration. - There are three pillars of practice management: commercial, operational, and clinical excellence. - A PMS should act as a centralised hub connecting all relevant tools. - AI tools can enhance patient communication without replacing human interaction. - The integration of AI can significantly reduce administrative burdens for clinicians. - Building trust and relationships with patients is crucial for practice success. - Innovation in dental technology is essential for improving patient care. - The orthodontic space is ripe for innovation and digital integration. For more information about James Mani and CareStack, please see the link below: Website: https://carestack.com/en-AU Facebook: https://www.facebook.com/CareStackAustralia Instagram: https://www.linkedin.com/in/jamesmani/ James Mani LinkedIn:https://www.linkedin.com/in/jamesmani/ Send us Fan Mail Helping Dental & Specialist Practice Owners Build Systems That Work—So You Can Focus on Dentistry. Not sure where your practice stands financially? Take our FREE 5-Minute Practice Profitability Audit and uncover hidden profit leaks and quick-win strategies to boost revenue. ✔ Get your Profitability Score – Low, Medium, or High ✔ Identify inefficiencies that may be costing you money ✔ BONUS: Free copy of The Ultimate Guide to Practice Management Take the audit now: https://tinyurl.com/alignedbc-freeaudit Need expert advice? Book a complimentary 30-minute virtual coffee chat:  Connect with me: https://linktr.ee/alignedbusinessconsulting  Email: michelle@alignedbusinessconsulting.com.au Enjoying the podcast? Subscribe to our YouTube channel for more expert insights! https://www.youtube.com/@michellepritchard-alignedb9302 Stay tuned for more episodes from Dental Success: Beyond Chairside!

    22 min

  8. Feb 27

    S4 EP7 Balancing Numbers And Patient Experience In Orthodontics | Sunil Purba

    In this episode of Dental Success Beyond Chairside, Michelle Pritchard interviews Sunil Purba, Founder of the Integrated Executive, a chartered accountant and healthcare executive, about the financial metrics that orthodontic practices should analyse to ensure growth and sustainability. Sunil shares his journey in the industry, the challenges faced by practices post-COVID, and the importance of understanding key performance indicators. He emphasises the need for tailored strategies based on individual practice goals and highlights the significance of patient experience in a competitive landscape. Sunil also discusses economic indicators that suggest a more favourable business environment in the coming year and encourages practice owners to start planning for future success. Timestamp: 01:00 Introduction to Financial Metrics in Orthodontics 03:36 Sunil Purba's Journey and Industry Insights 06:12 Challenges in the Orthodontic Industry Post-COVID 09:03 Key Metrics for Practice Performance 11:04 The Importance of Patient Experience 13:47 Navigating Competition in Orthodontics 14:25 Looking Ahead: Economic Indicators and Planning Takeaways - Understanding financial metrics is crucial for practice owners. - Every practice has different goals and priorities. - Post-COVID, orthodontic practices face unique challenges. - Consumer spending habits have changed significantly. - Key metrics include treatment conversions and cost of sales. - Patient experience is a key differentiator in competition. - Practices need to adapt to increased competition from GDPs. - Economic indicators suggest a better year ahead. - Planning for the future is essential for practice success. - Consulting can provide valuable outside perspectives. For more information about Sunil Purba and The Integrated Executive, follow their social media accounts: Website: https://www.theintegratedexec.com/ LinkedIn: https://www.linkedin.com/in/sunil-purba-21aa1021/ Send us Fan Mail Helping Dental & Specialist Practice Owners Build Systems That Work—So You Can Focus on Dentistry. Not sure where your practice stands financially? Take our FREE 5-Minute Practice Profitability Audit and uncover hidden profit leaks and quick-win strategies to boost revenue. ✔ Get your Profitability Score – Low, Medium, or High ✔ Identify inefficiencies that may be costing you money ✔ BONUS: Free copy of The Ultimate Guide to Practice Management Take the audit now: https://tinyurl.com/alignedbc-freeaudit Need expert advice? Book a complimentary 30-minute virtual coffee chat:  Connect with me: https://linktr.ee/alignedbusinessconsulting  Email: michelle@alignedbusinessconsulting.com.au Enjoying the podcast? Subscribe to our YouTube channel for more expert insights! https://www.youtube.com/@michellepritchard-alignedb9302 Stay tuned for more episodes from Dental Success: Beyond Chairside!

    17 min
See All (54)

About

Welcome to Dental Success: Beyond Chairside – the podcast for dental professionals looking to strengthen their practice. Join us as we talk with industry experts and share practical insights on HR, marketing, business strategies, and emerging tools like AI. Whether you run a general or specialist practice, this podcast offers real-world advice to help you run a more efficient, patient-focused, and profitable business.

Information

  • Creator
    Michelle Pritchard
  • Years Active
    2024 - 2026
  • Episodes
    54
  • Rating
    Clean
  • Copyright
    © 2026 Dental Success: Beyond Chairside
  • Show Website
    Dental Success: Beyond Chairside