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, AccruDent Co-Founder, 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. Hiring Entitled Dental Grads Nobody Talks About (E.27)

    2D AGO

    Hiring Entitled Dental Grads Nobody Talks About (E.27)

    Dr. Anushka Gaglani & Dr. Abhishek Nagaraj of Aero Dental Group exposes the uncomfortable truth about what's really breaking dental groups from the inside — and it starts the moment you make your first hire. Two dentists who grew from a single struggling $200K practice to a multi-location group share what they've learned the hard way: the new associate entitlement crisis is real, it's wrecking your cash flow, and most DSOs are too afraid to say it out loud. Key Revelations: Hiring Mistakes That Cost You Years Most are walking into interviews asking about bonuses and guarantees before ever discussing how to get better clinically Want to make $300K? You need to produce close to $900K–$1M — a number most new grads have never heard and aren't prepared for Sign-on bonuses aren't gifts — if you don't perform, the group finds a way to get it back. Every time. DSOs competing for D4 students with perks are creating a false sense of leverage before they've treated a single real patient 💡 " The "Ask Ken" Question: "Why do DSOs still run out of cash even when revenue is going up?" Ken's answer: Growth is a cash killer before it's a cash creator. The moment you scale — more payroll, more supplies, more overhead — your working capital cycle goes negative before it recovers. Protect the cash first, celebrate the revenue later. Cash isn't just king. It's the whole kingdom. Top 3 Episodes of The Dental Truth Project. Listen Now! (E.21) Why Your DSO Exit Strategy Is Probably Worthless: Vince Dilley, Platinum Dental Services (E.23) AI Is Killing Patient Loyalty in Dentistry: JW Oliver - SupportDDS (E.12) Niche Down or Burn Out: Why Top Dentists Do Less and Earn More: Alex Sharp - Shared Practices Group 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

    24 min
  2. You Keep Losing Dental Team. Have You Asked Yourself Why? (E.26)

    MAR 4

    You Keep Losing Dental Team. Have You Asked Yourself Why? (E.26)

    Bonnie Thompson, COO of Forest Family Dentistry and 37-year dental industry veteran, delivers an uncomfortable truth that no AI vendor wants you to hear: the biggest crisis in dentistry isn't technology — it's that leaders have forgotten how to lead people. While inboxes overflow with AI pitches promising to "fix" your practice, Bonnie exposes why practices keep burning through staff, why change management keeps failing, and why blaming "nobody wants to work anymore" is the laziest — and most dangerous — thing a dental leader can say. Key Revelations: The People Problem No Software Can Solve Employees don't quit companies — they quit leaders who roll out changes without buy-in or training Managing a Gen Z team member looks nothing like managing a Gen X or Boomer — and most leaders have no idea what to do differently Turnover isn't a "them" problem. If your team keeps leaving, the first question a real leader asks is: what could I have done better? The difference between ego and insecurity — and why confusing the two is costing you your best people   💡 The "Ask Dallin Question: "Why does my profitability change so much each month on my financial statements?" Dallin's answer: In dentistry, revenue and expenses almost never land in the same month. You might be paid before or after the work is done, and supplies and payroll hit before the production does. That mismatch is why your P&L looks like a roller coaster — and why what you think is a profitability problem might just be a timing problem. (Ask us about accrual accounting if you want the real fix.)   Top 3 Episodes of The Dental Truth Project. Listen Now! (E.3) How Associate Mismanagement Is Bankrupting Dental Groups - Eric Roman, Dental Associate Growth (E.9)  Dentist vs. Dentist - What I know, You Know! - Josey Sewell, Dental Associate Growth (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

    20 min
  3. The PMS Data Gatekeeping Scandal in Dentistry (E.25)

    FEB 25

    The PMS Data Gatekeeping Scandal in Dentistry (E.25)

    Jake Larsen and Clint Berry, Co-Founders of Kolla, exposed the dental industry's data hostage crisis: While Google made Gmail free to capture YOUR data and built an empire worth hundreds of billions, dental practice management systems are charging YOU to access YOUR OWN patient data - and in the age of AI, it's getting worse. The dirty secret? Some PMS providers are locking down data not because of costs, but because they've found a "clear path to revenue" by holding practices hostage.   Key Revelations: The Data Gatekeeping Scandal Formerly open-source systems now charge third-parties for write access after closing their code On-premise PMS providers actively lock doctors out of databases on hardware THEY OWN Cloud-based systems charge up to $100/month PER LOCATION just to access your own data via API PMS providers set arbitrary API prices with "no relation to actual costs" - it's pure profit extraction, not cost recovery   💡 The "Ask Ken" Question: "I'm afraid of my financial statements every month. I fear the worst. How can I overcome this?" Ken's answer: You have Financial Disassociation - a diagnosable condition where you either avoid financials completely or obsess destructively. The cure? Force yourself into structured monthly/weekly reviews with a financial teammate. Create the pattern, follow the pattern, and the fear dissolves. This especially hits doctors transitioning from chairside clinician to practice leader.   Top 3 Episodes of The Dental Truth Project. Listen Now! (E.3) How Associate Mismanagement Is Bankrupting Dental Groups - Eric Roman, Dental Associate Growth (E.2) Why High-Multiple Exits Are Bankrupting Dental Practices - AJ Peak, Health Wealth Capital (E.7) Contaminated Water Lines Are Bleeding Your Practice Dry - Steve Craig,  Solmetex 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

    25 min
  4. Why Your Associate's Professional Insurance Won't Save Your DSO (E.24)

    FEB 18

    Why Your Associate's Professional Insurance Won't Save Your DSO (E.24)

    Herb Ford, VP at Risk Strategies Dental Practice (Brown & Brown Company) and longtime insurance industry insider, exposes the silent killer of emerging dental groups: catastrophic insurance gaps that owners don't discover until the lawsuit arrives. While multi-location practices celebrate growth and expansion, they're unknowingly operating with fractured liability coverage - associates control the protection for million-dollar corporations, general agents miss dental-specific risks, and one credit card decline can leave an entire DSO completely exposed to financial ruin. Key Revelations: The Professional Liability Disaster Waiting to Happen Thinking "my associate has their own coverage" means you've handed control of YOUR practice's protection to someone else Group professional liability policies give you control over protection + group discounts, yet most multi-location owners don't even know they exist 70% of emerging DSOs keep using the same insurance structure from their single-location days - it doesn't scale and creates massive gaps When lawsuits hit, attorneys don't sue the associate - they sue the corporation (the one with deep pockets: YOU)   💡 The "Ask Ken" Question: "Should I hire an in-house CFO or use a fractional one?" Ken's answer: Timing is everything. Hire too early and they're bored; too late and you've already left millions on the table. Most DSOs need 10-20+ locations before a $250K-$300K strategic CFO makes sense. Until then? Fractional CFO who's hands-on coaching your team - not just showing up to meetings. Define the outcomes you need, then structure the role around that. Top 3 Episodes of The Dental Truth Project. Listen Now! (E.15) We Pulled Insurance Duty From Our Front Desk - Revenue Jumped 30% - Francesca Pregano, Smile Makers Dental Center  (E.1)  How Outsiders Invaded Dentistry and Destroyed Billions - Brian Colao, Dykema (E.19)  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

    26 min
  5. AI Is Killing Patient Loyalty in Dentistry (E.23)

    FEB 11

    AI Is Killing Patient Loyalty in Dentistry (E.23)

    JW Oliver, Founder of SupportDDS with 40 Years in Dentistry, Reveals Why Your Labor "Solution" is Making Things Worse: The dental industry's obsession with AI and automation is backfiring spectacularly - practices are hemorrhaging the human connection patients crave while throwing technology at problems that don't need tech fixes. Key Revelations: The AI Hype vs. Reality Check The question isn't "Can AI do it?" but "Should AI do it?" - and practices are finally asking the right question Initial phone calls from new/existing patients - 90% of callers frantically demand a real person within 30 seconds when greeted by AI Treatment consultation conversations - Patients spending $700-$50K on dental work want empathy, compassion, and a human voice they can trust Appointment scheduling with questions - Bots can't read emotional cues or address anxiety that keeps patients from booking 💡 The "Ask Ken" Question: "My accountant says my numbers are fine, but why do I still feel broke?" Ken's answer: "Fine" means tax compliant - it doesn't mean you're maximizing cash flow. You can have clean books and still be flying blind. The solution? Implement a cash flow forecast (4-13 weeks out) so you can see what's coming. When you can forecast three months ahead, the nervousness evaporates because you have time to solve any payroll crunch or cash hiccup before it becomes a crisis. Taxes and cash flow compete - especially at year-end - so stop confusing compliance with optimization. Download Free Resource:  13-Week Cash Forecast - https://resources.accrudent.com/accrudent_13_week_cash_forecast    Top 3 Episodes of The Dental Truth Project. Listen Now! (E.19)  The Pay-to-Play Dental Conference Problem  -  Matthew McGaw, DSO Compass (E.20)  Fake Codes, Hidden Fraud & The Accounting Nightmare  -  Paul Lowry, Dental Menu (E.6)  Are Dentists Selling Out Their Entire Industry?  -  Mike Baird, Accelerate Dental 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

    23 min
  6. The DSO Leaders' Imposter Syndrome Epidemic (E.22)

    FEB 4

    The DSO Leaders' Imposter Syndrome Epidemic (E.22)

    Thomas Passalacqua, dental leadership coach and former educator, reveals the uncomfortable truth about dentistry's hidden crisis: While practices obsess over financial metrics and operational systems, they're ignoring the emotional tsunami drowning their leaders—resulting in chronic overthinking, executive paralysis, and the industry's staggering attrition epidemic that no salary increase can fix. Key Revelations: The Emotional Crisis Destroying Dental Practices From the Inside Out First-time CEOs and executives are drowning in self-doubt but hiding behind the façade of success Acquisitions fail not because of P&L issues—they fail because DSOs ignore the emotional shift Without trust, transparency, and relationship-building with associates, managers, and support teams, you get lawsuits, broken promises, and mass attrition The antidote: Build relationships FIRST, then discuss equity—culture fit beats financial fit every time 💡 The "Ask Ken" Question: "What's the biggest financial mistake growing dental groups make?" Ken's answer: Growing faster than your financial infrastructure. You're adding locations, taking on debt, hiring people—but using the same weak reporting systems. If your finance function doesn't mature before growth, your business will hit a wall. Invest in financial infrastructure at the same pace you grow—or prepare for disaster. 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

    20 min
  7. Why Your DSO Exit Strategy Is Probably Worthless (E.21)

    JAN 28

    Why Your DSO Exit Strategy Is Probably Worthless (E.21)

    Vince Dilley, Founder & CEO of Platinum Dental Services (bootstrapped DSO since 2012), drops truth bombs about dentistry's ticking time bomb: succession planning through private equity-backed DSOs.  While everyone chases valuation multiples and arbitrage plays, doctors are sleepwalking into retirement disasters - discovering too late that their 40% equity rollover is now worthless, the new operators can't maintain performance, and investors expect them to keep working years beyond their planned exit. Key Revelations: The Succession Planning Crisis Doctors drive the ship, DSO provides support - not the other way around Doctors fixate on upfront valuations but ignore the fine print: rolling 40% equity forward with ZERO guarantee it maintains value New DSO operators often underperform original owners, destroying that rolled equity Associates are the key to organic growth, yet many DSOs don't align incentives for them to become partners 💡 The "Ask Ken" Question "Is cash basis accounting actually hurting my practice or my DSO?" Ken's answer: Absolutely yes. Cash basis only shows where money went, not what you actually produced or the value you delivered to patients. Most owners don't realize the damage until it's too late. If you're not on accrual basis, you need to fix this NOW. 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

    22 min
  8. Fake Codes, Hidden Fraud & The Accounting Nightmare (E.20)

    JAN 21

    Fake Codes, Hidden Fraud & The Accounting Nightmare (E.20)

    The Membership Plan Trap: Why 88% of Your Cash Patients Disappear (And How Bad Accounting Is Killing Your Practice) Paul Lowry, CEO of Dental Menu, reveals the brutal truth about dental membership plans: Most practices are accidentally running discount Groupons instead of sustainable membership programs - farming PPO patients while hunting cash pay, watching 88% of uninsured patients vanish within 5 years, and unknowingly creating accounting disasters that pit hygienists against the plan and destroy practice valuations. Key Revelations: The Discount Plan Death Spiral Practices create fake procedure codes (999) and adjustment codes, making daily production never match collections Study of 250,000 new patients proves: Without prepaid benefits, patients delay until pain, then disappear out the back door Most "membership plans" are actually annual Groupons that patients buy to close treatment, then abandon Write-offs disguise fraud: Office managers put friends/family on plans, and no one catches it 💡 The "Ask Ken" Question: "What's one way to improve EBITDA fast without cutting staff?" Ken's answer: Renegotiate your supply vendors. Prices and relationships change regularly - there's usually 5-10% savings available if you get organized with the right vendor. It won't be a huge EBITDA boost, but it's the fastest move that doesn't require staffing changes. 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

    32 min
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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, AccruDent Co-Founder, 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
    27
  • Rating
    Clean
  • Copyright
    © Copyright 2025 All rights reserved.
  • Show Website
    The Dental Truth Project