The Dental Truth Project

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

  1. 1d ago

    The Dentist Preference Problem in Dental Assistant Training (E.49)

    Kevin Henry, a dental journalist for 27 years and Editor-in-chief for DrBicuspid.com, exposes one of dentistry’s biggest missed opportunities: your dental assistants may be capable of far more than you’re letting them do. From staffing shortages and poor training to practices losing great assistants because they see no path forward. Kevin reveals why the problem isn’t always finding better people—it’s learning how to develop, empower, and retain the people already on your team. Revelations: The Untapped Power of Your Dental Assistants One Dentist’s Way Isn’t the Industry Standard: An assistant may be trained to work exactly the way one dentist prefers, but that doesn’t necessarily prepare them to walk into another practice and meet a different dentist’s expectations. Your Assistant Could Be Your Practice’s Biggest Productivity Multiplier: In states with expanded scopes of practice, properly trained assistants can take on more responsibilities and free dentists to focus on higher-value procedures. Give Your Assistants a Future: Training, certification, increased responsibility, and a clear path for growth can turn dental assisting from a “stepping stone” into a long-term career.   💡 The “Ask Ken” Question:  “When should I stop doing my own finances and bring in real financial leadership?” Ken’s answer: If you’re not trained as an accountant, start handing off your finances now. You don’t have to transform everything overnight or have every number perfectly reconciled from day one. But getting professional financial leadership—and becoming educated about the financial side of your business—can make you a better operator and set your practice or dental group up for greater success over time. Top 3 Episodes of The Dental Truth Project. Listen Now! (E.43)  Why DSOs Keep Losing Their Best People - Frank Clayton, RedThread Solutions (E.6) Are Dentists Selling Out Their Entire Industry? - Mike Baid, Accelerate Dental (E.30) "Can't You Just Do It?" — The Question Every Dentist Needs to Be Ready For - Dr. Jan Bublik, Bublik Dental Implant and Surgical Center NEW BOOK - COMING SOON Get early access to Roll the Equity: How Smart Dental Founders Sell Their DSOs Join the insider's list here 👇 https://resources.accrudent.com/roll-the-equity-insider-list    Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  2. Aug 5

    The Mistakes That Built AccruDent (E.48)

    AccruDent turns two, but this episode isn’t about celebrating the wins alone. For the first time, Ken and Dallin Kaufman take over the podcast to share the real story behind building AccruDent: the original business idea that was far too broad, the painful client failure that changed how they operate, and the realization that ultimately forced them to niche down. From trying to solve every problem inside a DSO to becoming the financial partner for emerging dental groups with 5–20 locations, their journey was anything but linear. Revelations: The failures have been just as important as the successes The original AccruDent business model was so broad that early client engagements could turn into hours of meetings — and ultimately forced them to rethink their entire approach. Saying “yes” to too much led to missed deadlines, under-delivery, and the loss of a client — a failure that became one of their most important business lessons. AccruDent discovered that accrual-based accounting was a major unmet need among emerging DSOs. Niching down to dental groups with 5–20 locations became a defining moment for the company.   💡 The Big Takeaway: Building a business isn’t about avoiding failure. It’s about becoming resilient enough to learn from it, improve, and keep moving forward. Ken and Dallin reflect on the clients they’ve helped, the commitments they couldn’t fulfill, the lessons that reshaped their company, and why they believe resilience is one of the most valuable traits an entrepreneur can develop. Top 3 Episodes of The Dental Truth Project. Listen Now! (E.1) How Outsiders Invaded Dentistry and Destroyed Billions - Brian Colao, Dykema (E.29) The Business Skills Every Dentist Needs (But Was Never Taught) - Dr. Rehan Shahid, Practice Success Academy (E.12) Niche Down or Burn Out: Why Top Dentists Do Less and Earn More - Alex Sharp - Shared Practices Group NEW BOOK - COMING SOON Get early access to Roll the Equity: How Smart Dental Founders Sell Their DSOs Join the insider's list here 👇 https://resources.accrudent.com/roll-the-equity-insider-list    Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  3. Jul 29

    Stop Treating Dentists Like Employees (E.47)

    Andy Steuerman, Vice Chairman at Golub Capital, and Dr. Victoria Yu, CEO & Chief Dental Officer of Elite Dental Partners, challenge one of dentistry's biggest assumptions: that dentists must choose between being lifelong employees or taking on crushing debt to become owners. They reveal why the traditional DSO model is broken, why new graduates are trapped by six-figure student loans, and how a disruptive equity model could redefine the future of dental practice ownership. Along the way, they unpack why the best-performing practices don't just focus on dentistry—they build leaders, entrepreneurs, and healthier communities. Key Revelations: The DSO Model Is Due for a Reset The employer-employee model is failing dentists—and partnership may be the future. Ownership doesn't have to require massive debt or buying your own practice. High-performing practices are built when clinicians think like entrepreneurs, not employees. Leadership, financial literacy, and communication are the missing skills holding practices back.   💡 The "Ask Dallin" Question: "Little things keep disrupting our monthly financials—doctor absences, equipment repairs, weather closures. Our partners get frustrated because it feels like there's always another excuse. How do we explain these one-time setbacks?" Dallin's answer: Not every unexpected expense reflects poor performance. True one-time costs can often be documented as add-backs when presenting financials, helping investors understand the practice's real operating performance. And if these disruptions happen consistently, build them into your operating targets instead of pretending they'll never happen. Great financial management isn't about expecting perfection—it's about planning for reality.   Top 3 Episodes of The Dental Truth Project. Listen Now! (E.45) How to Profit Without Dropping Insurance - Angie Hopper, Premier Dental Center (E.6) Are Dentists Selling Out Their Entire Industry? - Mike Baird - Accelerate Dental (E.3) How Associate Mismanagement Is Bankrupting Dental Groups - Eric Roman, Dental Associate Growth NEW BOOK - COMING SOON Get early access to Roll the Equity: How Smart Dental Founders Sell Their DSOs Join the insider's list here 👇 https://resources.accrudent.com/roll-the-equity-insider-list    Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

    Stop Treating Dentists Like Employees (E.47)

  4. Jul 22

    Has AI Made Your DSO Marketing Team Obsolete? (E.46)

    Adrian Lefler, CEO of My Social Practice, reveals why most dental organizations are already falling behind, and they don't even know it. AI isn't just changing marketing tactics; it's completely rewriting how marketing teams should be built. While many DSOs are still hiring yesterday's roles, the companies winning tomorrow are replacing repetitive work with AI automations and creating entirely new positions that didn't exist six months ago.   If your marketing department still looks the same as it did a year ago, this conversation may explain why your growth is slowing while others are accelerating.   Key Revelations: The Double Blind Killing DSO Marketing Teams AI has fundamentally changed dental marketing in the last six months, and most organizations haven't adjusted their team structure. Executives face a dangerous "double blind" problem: leaders don't know what's possible with AI, while marketing teams don't know what skills they're missing. Many marketing teams are spending months learning AI tools when specialized AI engineers could build the same systems in weeks. The biggest threat isn't AI replacing marketers; it's companies failing to redesign roles around automation. 💡 The "Ask Ken" Question: "Why do my financials feel off, even though my CPA says everything is fine?" Ken's answer: Your CPA's job is tax compliance, not helping you run a better business. If you're using cash-basis accounting, your financial statements can hide what's really happening inside your practice. Accrual accounting aligns revenue and expenses to when they actually occur, giving you a much clearer picture of profitability, cash flow, and operational performance so you can make confident business decisions. Top 3 Episodes of The Dental Truth Project. Listen Now! (E.16) Will AI allow me to fire my RCM team? - Jonas & Luis, Kaylie.ai (E.44) The AI Tool That Grows Revenue Without More Patients - Vinni Singh, DentScribe (E.41) He Stole From Us. Here's How We Let It Happen. - Dr. Hardik Chodavadia, Enamel Dentistry NEW BOOK - COMING SOON Get early access to Roll the Equity: How Smart Dental Founders Sell Their DSOs Join the insider's list here 👇 https://resources.accrudent.com/roll-the-equity-insider-list    Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  5. Jul 15

    How to Profit Without Dropping Dental Insurance (E.45)

    Angie Hopper, Chief Operating Officer of Premier Dental Center, breaks the industry's favorite rule: go fee-for-service or lose out. While the loudest voices in dentistry preach dropping insurance to protect margins, Premier Dental Center did the opposite — went deeper in-network — and grew one location from 4 operatories to 12, added a 10-op and a 6-op site, and now runs on 80% insured patients. The catch: smaller margins mean zero room for sloppy operations.  This episode challenges one of dentistry's biggest assumptions: You don't have to choose between serving more patients and building a profitable practice. With the right systems, operational discipline, and financial strategy, you can do both.   Key Revelations: Growing Bigger by Taking Less Per Patient Why choosing to serve more patients instead of maximizing profit per patient created a stronger culture, accelerated growth, and built a more resilient dental organization. How negotiating directly with insurance companies, manufacturers, and financing partners unlocked savings that most dental groups never realize are available. Why 80% of their patients are in-network—and how that decision fueled the growth from one small practice into four thriving locations without sacrificing profitability. The overlooked billing mistake that slows cash flow for growing practices—and why outsourcing revenue cycle management became one of their smartest business decisions. 💡 The "Ask Dallin" Question: "How do I know if I'm spending too much on staff?"   Dallin's answer: Staff costs should always be measured as a percentage of revenue—not by dollar amount. Around 20% is best-in-class, 25% is typical, and anything significantly above that is a signal to either improve production per employee or rethink staffing levels. Always calculate using fully loaded payroll, including taxes and bonuses.   Top 3 Episodes of The Dental Truth Project. Listen Now! NEW BOOK - COMING SOON Get early access to Roll the Equity: How Smart Dental Founders Sell Their DSOs Join the insider's list here 👇 https://resources.accrudent.com/roll-the-equity-insider-list    Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  6. Jul 8

    The AI Tool That Grows Revenue Without More Patients (E.44)

    Dr. Vinni Singh, founder of DentScribe and practicing dentist reveals why many dental practices are chasing the wrong growth strategy. While owners pour money into attracting new patients, they're overlooking the biggest revenue opportunity already sitting in their chairs. She explains how overlooked clinical notes, forgotten patient conversations, and inefficient workflows quietly cost practices thousands in production every year—and how AI is helping dentists deliver better care while increasing case acceptance without adding more staff.   Key Revelations: The Money You're Forgetting You Already Made AI-powered clinical notes do more than document visits—they build a psychological buying profile that helps your team present treatment in the way each patient is most likely to accept. The biggest revenue opportunity isn't attracting more new patients—it's identifying the treatment opportunities already hidden within your existing patient base. Smart documentation becomes a coaching tool, helping new dentists recognize treatment opportunities, improve case presentation, and gain confidence much faster. Patients are more likely to accept treatment when their dentist remembers previous conversations, concerns, and goals—something AI makes effortless.   💡 The "Ask Ken" Question: "What's the one number I should look at every week if I want to stay out of financial trouble?" Ken's answer: Watch your cash flow every week. Cash is the lifeblood of your practice, and a simple cash forecast gives you visibility into what's ahead. When you know whether you're generating or burning cash, you can avoid surprises, make confident decisions, and, as Ken puts it, create your own "sleep at night" report. Top 3 Episodes of The Dental Truth Project. Listen Now! (E.34) The 5 Pillars of a Thriving DSO - Ash Toub, Smile Data and Ponce Dental Studio  (E.38) Roll the Equity or Take the Cash and Walk Away? - Mark Haddad, Specialty1 Partners | ScoutIQ (E.15) We Pulled Insurance Duty From Our Front Desk - Revenue Jumped 30% - Francesca Pregano, Smile Makers Dental Center NEW BOOK - COMING SOON Get early access to Roll the Equity: How Smart Dental Founders Sell Their DSOs Join the insider's list here 👇 https://resources.accrudent.com/roll-the-equity-insider-list    Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  7. Jul 1

    Why DSOs Keep Losing Their Best People (E.43)

    Frank Clayton, CEO & Founder of RedThread Solutions, Former Practice Owner and PE Advisor — de novo practice founder turned DSO insider — spent 23 years building a high-performing practice, sold to a DSO, and then watched the machine from the inside during a two-year earnout. What he saw confirms what many DSO operators quietly suspect: the people problem is the real operational crisis, and most PE groups are managing spreadsheets while their best employees quietly walk out the door. Post-acquisition, the moment a key employee leaves, they take with them 15 years of patient relationships, clinical knowledge, and the invisible systems that no SOP manual can capture — and DSOs are losing hundreds of thousands of dollars before they even see the smoke.   Key Revelations: The Hidden Cost of Losing Your Key People A single key employee exit can cost a practice six figures in lost production, recruiting, and ramp-up time — before you factor in patient attrition Dental practices aren't plug-and-play factories; high-performing offices are built on relationships that move your multiple higher — and don't show up on a spreadsheet until they're gone DSOs squabbling over a $1/hour raise for a 15-year hygienist are making a six-figure mistake hiding in plain sight The top-down mandate approach doesn't work in dentistry — bottom-up leadership and support for the people who actually generate your revenue is the operational edge most groups are ignoring   💡 The "Ask Dallin" Question: "How often should I be looking at my financial statements?" Dallin's answer: Monthly is the absolute bare minimum — and that means P&L, balance sheet, and statement of cash flows. The CEOs of the largest public companies in the world don't delegate this, and neither should you. If you're thinking about expansion, consolidation, or an exit, what you don't know about your own numbers will cost you. 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.18) Why Half Your DSO Budget Is Disappearing Into Toxic Culture - Gabriel Hofmann, The Dental Efficiency Guy (E.26) You Keep Losing Dental Team Members. Have You Asked Yourself Why? - Bonnie Thompson, Forest Family Dentistry NEW BOOK - COMING SOON Get early access to Roll the Equity: How Smart Dental Founders Sell Their DSOs Join the insider's list here 👇 https://resources.accrudent.com/roll-the-equity-insider-list    Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

  8. Jun 24

    DSO: Economies of Scale Is a Myth (E.42)

    George Hariri, Chief Financial Officer and Co-Founder of Shared Practices, exposes why most multi-location dental groups are quietly bleeding value: the "economies of scale" pitch is a fallacy once you factor in higher debt costs and bloated central teams, centralizing functions just moves expenses around instead of cutting them, and the GP acquisition model has an identity crisis — everyone's buying the same eight-op, $2M+ practice with no real plan to add value once they own it.   Key Revelations: Why Bigger Isn't Always Better Multi-location debt is more expensive — DSOs pay higher interest and carry a full executive layer on top of practice-level costs "Maturation means centralization" is a trap — pushing work to a central team doesn't eliminate practice-level costs, it just duplicates them Most General Practice acquisition groups buy the exact same practice profile, which means they all give private equity the exact same answer to "what makes you different?" The old playbook — buy low, sell high, change nothing — is dead. Private equity now wants proof you add value, not just collect logos   💡 The "Ask Ken" Question: "How do you know if your associate dentists are actually profitable?" Ken's answer: Most dental groups never measure production in terms of hours worked — that's the first blind spot to fix. Track doctor hours alongside procedures, and you'll get real traction on true profitability, even before you tackle the harder allocation questions like supplies, lab costs, and overhead. Top 3 Episodes of The Dental Truth Project. Listen Now! (E. 2) Why High-Multiple Exits Are Bankrupting Dental Practices - AJ Peak, Health Wealth Capital (E.5) The DSO Valuation Crash No One Talks About - Gareth Petsch, pH Partners (E.38) Roll the Equity or Take the Cash and Walk Away? - Mark Haddad, Specialty1 Partners | ScoutIQ NEW BOOK - COMING SOON Get early access to Roll the Equity: How Smart Dental Founders Sell Their DSOs Join the insider's list here 👇 https://resources.accrudent.com/roll-the-equity-insider-list    Got a burning question about dental finance? Submit your question, and it could be featured in a future episode. Ask Ken Form: https://resources.accrudent.com/ask-ken-form-the-dental-truth-project

    DSO: Economies of Scale Is a Myth (E.42)
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About

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

Information

  • Creator
    The Dental Truth Project
  • Years Active
    2025 - 2026
  • Episodes
    49
  • Rating
    Clean
  • Copyright
    © Copyright 2025 All rights reserved.
  • Show Website
    The Dental Truth Project

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