The Tooth Sleuth Podcast

Greg Essenmacher
  • 5.0 (2)
  • Business
  • Updated Weekly

The Tooth Sleuth podcast is hosted by Greg Essenmacher, Principal at GnA consult. "Helping Dentists and Dental Professionals Maximize Their Potential"—From vision to execution-creating business strategies that work! Want to Grow Your Full Arch Practice? -Book a Discover Call here: www.DentalConsult4u.com Or email: Greg@DentalConsult4u.com

  1. Aug 19

    Stop Treating Supplies Like a Set-It-and-Forget-It: The Procurement Playbook for Growing Dental Groups | Ep. 167 | Brad Freeman

    Industry average for supply spend is five to six percent of collections. Most growing groups are running eight, nine, ten. And once it compounds, it is very hard to reel back.   That's the problem Brad Freeman built Source Club to solve - and he is one of the few people in dental who actually came up in the supply chain before he started selling into it.   Brad Freeman is the founder and owner of Source Club, a hybrid GPO and outsourced procurement solution serving around 600 dental practices across the country - from single-location private practices to multi-site emerging groups. In this episode, he and Greg Essenmacher break down what procurement discipline actually looks like at the practice level, why formulary compliance is the wrong goal, what the real number is, and how Source Club helps smaller groups compete on pricing against the largest DSOs in the country.   They discuss: - Why dental supply spend is quietly running 8-10% of collections at many growing groups - and why that number is so hard to fix once it gets out of hand - The difference between a formulary and an ordering list - and why an 8,000-line-item formulary at a 40-location group is just a list with a different name - Why the goal is never formulary compliance - it is budgetary compliance, and how that reframe changes how groups manage procurement entirely - The pricing discrepancy between a 1-2 location practice and a 250-location DSO - and how Source Club gives smaller groups access to the same leverage - How to standardize composite purchasing across a 3-location group and save $40-50k a year in the process - and why most practice owners don't have that conversation with their doctors - The two-to-three-million-dollar threshold: when it makes sense to hire a dedicated procurement manager, and why Source Club's clients are choosing to keep them on even after crossing it - Why Source Club charges a membership fee and takes zero commission on products - and what that means for the advice they can give - How the ordering frequency alone - going from twice a week to twice a month - can clean up a practice's cash flow and inventory management - The acquisition-growth challenge: why practices growing through acquisition inherit purchasing chaos, and how formulary strategy has to adapt when doctors get to keep their clinical preferences   The bottom line: supply spend goes directly to your bottom line when you save it. No marketing funnel, no conversion rate, no show rate. Every dollar saved is a dollar kept. Most practices are not treating it that way.   ABOUT THE GUEST   Brad Freeman is the founder and owner of Source Club, a hybrid group purchasing organization and outsourced procurement management company serving approximately 600 dental practices across the United States. Before starting Source Club in 2020, Brad spent nearly a decade inside dental supply chain and procurement - including a role managing procurement for a 200-location DSO on the West Coast. He is a self-described supply chain nerd, not a dental product salesman, and built Source Club specifically to give private practices and small emerging groups access to the pricing leverage and procurement infrastructure that previously only existed at the DSO level.   Brad is known for his no-nonsense, operator-to-operator communication style and his willingness to show practices exactly what they would save before asking them to sign anything. Source Club offers a free savings analysis to any practice or group considering membership and is reachable at sourceclub.io.   LINKS & NEXT STEPS   Learn more: https://www.dentalconsult4u.com Book a call: https://api.leadconnectorhq.com/widget/booking/du9K0a2re1K4eBBk8fI7   Contact Brad Freeman directly: bfreeman@sourceclub.io Source Club website: https://sourceclub.io

  2. Aug 5

    Reviews, Rankings, and the Rules That Just Changed: Dr. Len Tau Returns | Ep. 166

    Seven hundred reviews and convinced you're ranking. You're not. You're just looking at yourself on your own Wi-Fi. That's one of the most expensive misconceptions in dental online reputation - and it's one Len Tau has been correcting for years across 11,000 practices. He's back on the Tooth Sleuth for a second time, and this episode is sharper than the first. Dr. Len Tau is a dentist, speaker, author, host of the Raving Patients podcast, and dental division lead at BirdEye. He is also the founder of Supercharge, the fastest-growing team-and-business focused dental event in the country. In this episode, he and Greg Essenmacher dig into the Google review rule changes that just hit in April 2025, what practices are still doing wrong, the velocity metric that matters more than volume, and what it actually takes to build an event that sells out vendor slots years in advance. They discuss: - The biggest myth in dental reputation management: why review count does not equal ranking - and what actually moves the needle on Google Maps - Why velocity beats volume - and the three-month-old practice with 42 reviews that was outranking an established practice with 500 - The April 2025 Google rule changes that most practices don't know about yet: why team member name-dropping in reviews is now a red flag, and why tap devices in the office need to go in the drawer permanently - Why reviews done inside the physical office are now a liability - and how to get reviews done at home instead - The Yelp loophole that still works in California - and why Meta reviews are essentially irrelevant - The negative Google review removal service Len launched in February: 300 reviews removed, $450 per removal, no charge unless it comes down - Supercharge: what the event is, why it's team-and-business focused with zero clinical content, and what's coming September 25-27 in Fort Lauderdale - including an eighties-themed concert and a yacht party that came back - Two standout products Len can't stop recommending: First In for scheduling and Sinch Pay for practice payment infrastructure - Len's personal health journey - the daily 5K walking habit, a bone-on-bone hip diagnosis at 52, and what staying active looks like when the body starts pushing back The bottom line: the rules around Google reviews just changed. If you haven't updated your strategy, you're not just falling behind - you may be actively getting yourself penalized. ABOUT THE GUEST Dr. Len Tau is a dentist, speaker, author, and the dental division lead at BirdEye, the reputation management platform used by over 11,000 dental practices across the US, Canada, and Mexico. He is the host of the Raving Patients podcast and the founder of Supercharge, a business and leadership-focused dental event now in its fourth year. After 23 years in private practice, Len retired from clinical dentistry in 2022 and shifted his full focus to helping practices build the reputation infrastructure and business systems that drive sustainable growth. He also runs reviewsdoctor.com, a negative Google review removal service that operates on a pay-per-removal model. Len is known for translating complex reputation and marketing strategy into immediately actionable practice advice - and for building one of the most in-demand events in dental, where vendor spots regularly sell out years in advance. He is a return guest on the Tooth Sleuth Podcast. LINKS & NEXT STEPS Learn more: https://www.dentalconsult4u.com Book a call: https://api.leadconnectorhq.com/widget/booking/du9K0a2re1K4eBBk8fI7 Supercharge event registration (use code RAVING to save $100): https://superchargedentalpractice.com Negative Google review removal: https://reviewsdoctor.com

  3. Jul 22

    Competing Against Yourself: How Dr. Simon Oh Thinks About Full Arch, Follow-Up, and What It Actually Means to Change a Life | Ep. 165

    Most full arch surgeons measure success at final restoration delivery. Simon Oh is still seeing the same patients eight years later.   That long view - what it actually reveals about complication patterns, outcomes, and clinical truth - is what separates the chest pounders from the operators who are genuinely trying to get better.   Dr. Simon Oh is a full arch and All-on-X surgeon, co-founder of ORCAA, co-founder and surgical lead at Smart Arches, and one of the most grounded voices in implant dentistry. In this episode, he and Greg Essenmacher go deep on the clinical mindset behind real full arch mastery, the mental health dimension of edentulism that most practices never address, the life-altering impact of what this surgery actually does for patients, and what it means to compete against yourself instead of the surgeon next to you.   They discuss: - Why full arch case volume numbers at conferences are almost always inflated - and what the mindset behind the chest-pounding culture actually costs surgeons long-term - The two buckets of people in full arch: those competing against others and those competing against themselves - and why Simon is firmly in the second - How eight years of long-term follow-up has made Simon a better surgeon than any single technique or training course could - The mental health and comorbidity dimension of edentulism that is almost never discussed: depression, dental phobia, social isolation, and the "dental orphan" patient population - Why full arch is life-altering and not just life-changing - and the patient who came in that day not to look better, but just to be able to keep up with his friends at dinner - How COVID accelerated patient isolation and what that means for the full arch patient population showing up to consults today - The Smart Arches model: six locations across Pennsylvania, New Jersey, and Maryland - and what the first three years have looked like building a surgical group from the ground up - What Simon tells every doctor entering full arch: be responsible, be self-critical, and know that you are holding your patient's livelihood in your hands   The bottom line: full arch surgery done right is not a volume play. It is a long game - and the surgeons who understand that are the ones worth listening to.   ABOUT THE GUEST   Dr. Simon Oh is a full arch and All-on-X surgeon, co-founder of ORCAA, and co-founder and surgical lead at Smart Arches, a multi-location full arch practice group operating across Pennsylvania, New Jersey, and Maryland. With approximately eight years of full arch experience, Simon has built his clinical reputation not on volume claims but on long-term patient follow-up, honest self-assessment, and a commitment to understanding what actually works over time. He is also active on Instagram with over 30,000 followers, where his feed reflects the same unfiltered, authentic approach he brings to clinical practice.   Simon is known for his grounded, competition-against-self philosophy in a specialty often dominated by performance posturing. He brings a rare combination of surgical depth and intellectual humility to the full arch conversation - and his work at Smart Arches reflects a deliberate effort to build a surgical group on a foundation of clinical integrity rather than speed to scale.   LINKS & NEXT STEPS   Learn more: https://www.dentalconsult4u.com Book a call: Click here

  4. Jul 8

    The Lead Management Gap: Why Full Arch Practices Lose Cases Before the Consultation | Ep. 164 | Tim Hines

    The marketing didn't fail. The lead management did. That's the conversation most full arch practices never have - because it's easier to blame the ad spend than to look at what happens after the lead comes in. Tim Hines is the founder and president of Brightline Dental Lead Management and a four-time entrepreneur. His company sits in the gap between lead capture and consultation booked - providing dedicated patient advocates who work full arch and big case leads until they convert or go cold. In this episode, he and Greg Essenmacher break down exactly where practices are losing cases they've already paid to generate, and what a human-first lead management model actually looks like inside a high-volume full arch operation. They discuss: - Why the biggest area of attrition in full arch is not marketing or closing - it's the lead management stage in between, where most practices have no real system - The "director of first impressions" model: how Brightline trains patient advocates to conversationally sell the consult in a single 10 to 15 minute phone call - Why Brightline runs a one-to-one advocate-to-practice model rather than a call center - and what a patient actually experiences when they always reach the same person - How AI is being used inside Brightline to remove manual friction from call notes and scheduling - freeing advocates to focus on the human side of the conversation - The three-tier AI spectrum: mechanical AI, thinking AI, and feeling AI - and why full arch lead management belongs firmly in the human-first category - Why practices default to blaming their marketing partner when cases aren't converting - and what the data actually shows about where the ball gets dropped - The volume and touch-point reality of full arch lead management: multiple attempts, multiple platforms, and the speed-to-lead window that decides whether the lead ever converts - What it means to do things that don't scale - and why Brightline has built its entire model around the belief that this one thing cannot be automated The bottom line: you can have great marketing and a great closer. If the gap between them is unmanaged, you're losing cases you already paid for. ABOUT THE GUEST Tim Hines is the founder and president of Brightline Dental Lead Management, a company specializing in dedicated patient advocate services for full arch and big case dental practices. A four-time entrepreneur, Tim entered the dental industry through his wife's two-decade career in dental office administration and built Brightline around a simple belief: the lead management stage is where full arch cases are won or lost, and that stage requires real humans, not bots. He is also the author of The Marketing Starter and host of the Marketing Starter Podcast, focused on entrepreneurial thinking across industries. Tim is known for his position that high-value, high-trust cases cannot be managed by automated systems - and for building a company structure that operationalizes that belief at scale. His one-to-one patient advocate model is a direct challenge to the call center approach, and his team comes exclusively from dental backgrounds to ensure they can represent a practice credibly from the first call. Learn more: https://www.dentalconsult4u.com

  5. Jun 24

    What Doctors Don't Know Is Costing Them Millions: The Sell-Side Truth About Practice Valuation | Ep. 163 | Ben Ellis

    Most dental practice owners only sell once. That's exactly why they lose.   The information gap between a prepared buyer and an unprepared seller is where practice value disappears — and it's a gap most brokers have zero incentive to close.   Ben Ellis is a former investment banker, M&A executive, and founder of Ellis & Associates, a sell-side advisory firm focused on helping dental practice owners get deals they actually deserve. With a career spanning capital raising, corporate acquisitions inside large PE-backed dental platforms, and investment banking at major institutions, Ben now sits exclusively on the doctor's side of the table — and he has seen every angle of how these deals go wrong.   They discuss: - How a group of 70 doctors sold for $50 million when the buyer would have paid $100 million — and what those doctors never knew about their own valuation - The four things most practice owners never do before going to market: proper profit calculation, buyer underwriting knowledge, competitive process, and non-headline term negotiation - How adding a single full arch case per week translates to a 30-40% increase in practice sale value through EBITDA multiples - Why the support structure around a selling doctor matters as much as the deal terms — and what straight, honest counsel actually looks like in an M&A process - The "control freak" operator pattern: how owners unknowingly shut down their teams' feedback loops and what that costs them at the table - Why secrecy is almost always necessary in a sale process and how to navigate it without destroying team trust - The desire and execution equation: why there's no magic formula for building practice value, just want and work - Why Ben left two decades of corporate finance to go independent — and what he'd tell anyone sitting on the fence about doing the same   The bottom line: you get one swing at selling the practice you've spent a career building. Show up prepared.   ABOUT THE GUEST   Ben Ellis is the founder of Ellis & Associates, a sell-side advisory firm that helps dental practice owners prepare for and execute the sale of their practices. His background spans all three sides of the transaction — as a capital raiser, a buyer running M&A departments inside large DSO and private equity platforms, and as an investment banker at major institutions. He comes from a family of clinicians and has channeled that background into advocacy for the doctors who are most often the least prepared person at the closing table.   Ben is known for bringing institutional-grade deal perspective to independent practice owners who would otherwise have no access to it. His work centers on closing the information gap between what buyers know and what sellers don't — covering valuation preparation, competitive process management, and the real terms that determine deal quality beyond the headline number.   LINKS & NEXT STEPS   Learn more: https://www.dentalconsult4u.com Book a call: https://api.leadconnectorhq.com/widget/booking/du9K0a2re1K4eBBk8fI7

  6. Jun 10

    TTS-162 - The Human Side of the Handoff: Guiding Teams Through Practice Transitions | Christine Diehl

    When a dental practice sells, the numbers get handled. The people don't. That gap — between what brokers and lawyers manage and what actually determines whether a transition succeeds — is exactly where Christine Diehl works. Christine Diehl is a dental hygienist of over 30 years, published author of The Heart of the Handoff, podcaster, and founder of Dynamic Team Transitions. In this episode, she and Greg Essenmacher dig into the emotional and operational reality of dental practice transitions — what buying doctors get wrong, what selling doctors overlook, and why the first 90 days define everything. They discuss: - Why most dental team members experience a practice acquisition as a grief process — and why new owners need to understand that before making any moves - The critical difference between a smooth transition and a chaotic one: having an interpreter for the human side of the deal - How Christine works with both the selling and buying doctor before day one — and why the selling doctor's role in the handoff is more important than most realize - The real cost of firing and replacing a dental team: up to 15% patient base attrition and a breakdown of the trust patients have with the practice - Why the first 90 days should be about listening, not restructuring — and what happens when buying doctors move too fast - How confidential one-on-ones and structured team surveys surface the real culture of a practice before problems compound - The LEAD and BRIDGE frameworks from The Heart of the Handoff and how they give new owners a practical lens for conflict, communication, and culture - The "don't trust too early" principle: why sharing your plans with the wrong person before trust is established can unravel an entire team overnight The bottom line: the human infrastructure of a dental practice is its most undervalued asset — and the most expensive to lose. ABOUT THE GUEST Christine Diehl is a registered dental hygienist with over three decades of clinical experience and the founder of Dynamic Team Transitions, a consulting practice focused on helping dental teams and practice owners navigate acquisitions and ownership changes. She is also the author of The Heart of the Handoff, a practical guide for buying and selling doctors on managing the people side of practice transitions. She hosts The DSO Hygienist podcast and continues to practice clinically. Christine is known for her ability to bridge the gap between the business mechanics of a dental acquisition and the emotional reality experienced by the team. She brings a ground-level clinical perspective to high-stakes transitions — one that brokers, lawyers, and PE-backed operators rarely account for. Her work centers on the belief that the team you inherit is an asset, not an obstacle. LINKS & NEXT STEPS Learn more: https://www.dentalconsult4u.com Book a call: https://api.leadconnectorhq.com/widget/booking/du9K0a2re1K4eBBk8fI7

  7. May 27

    TTS-161 - When the CEO Role Almost Cost Him Everything | Ep. 161 | Dr. Richard Low

    Some doctors build empires on paper while everything behind the scenes is falling apart -- Dr. Richard Low lived it and chose to talk about it.   What happens when the biggest opportunity of your life becomes the thing that's destroying you.   Dr. Richard Low went from podcasting in his closet to CEO of 35 denture and implant offices -- not by ambition, but by circumstance. In this episode, he sits down with Greg Essenmacher to talk about what it actually cost him: his marriage, his mental health, his faith -- and what it took to walk away and rebuild.   They discuss: - The reality of scaling a full arch DSO to 35 offices in two years and why growth that fast creates more fires than it solves - Hdow ADHD and an executive function disorder collided with the CEO role at the worst possible time - Why the "successful doctor" identity makes it harder, not easier, to admit you're struggling - The Thanksgiving morning at 4am when Dr. Low realized he was starting to respect himself again - Why a fitness program became a broken mariage and mental health lifeline - How Next Level Fathers -- now 60 dentists -- pulls men out of silent struggle through accountability and vulnerability - What self-awareness actually means when you're the visionary in the wrong role - Greg's framework for answering "How are you?" -- mentally, physically, spiritually, emotionally   The dental industry doesn't talk enough about what it costs to build -- this episode is the conversation that fills that silence. ABOUT THE GUEST   Dr. Richard Low is a dentist, former CEO of Shared Practices Group -- a chain of 35 denture and implant offices across the US -- and founder of Next Level Fathers, a men's accountability and performance group built specifically for male dentists. He is also the original host of the Shared Practices podcast, which he launched from his closet during dental school.   Dr. Low is known for living his story publicly -- including the parts most doctors hide. His vulnerability around burnout, marriage, mental health, and faith has built a community of dentists who are done pretending everything is fine and ready to do the real work. LINKS & NEXT STEPS   Learn more: https://www.dentalconsult4u.com Book a call: https://api.leadconnectorhq.com/widget/booking/du9K0a2re1K4eBBk8fI7 TAGS dentist burnout, mental health in dentistry, dental group practice, full arch implants, DSO growth, ceo mindset, self-awareness leadership, mens wellness, next level fathers, dental podcast, work life balance dentistry, practice ownership, ADHD entrepreneur, vulnerability in leadership, Greg Essenmacher

  8. May 16

    TTS-160 Why Full-Arch Fails Without Human Connection (Lead → Close Systems) | Ep.160 | Naiara Wireman & Sarah Bogard"

    Why Full-Arch Fails Without Human Connection (Lead → Close Systems) | Sarah Bogard & Naiara Wireman | TTS #160   Most practices don't have a lead problem. They have a conversion system problem. In this episode of Tooth Sleuth, Greg sits down with two of the core operators inside GnA Consulting: Naiara Wireman – Lead Call & Conversion Systems Sarah Bogard – Case Acceptance & Closing Strategy This is not theory. This is the real breakdown of what actually happens between lead → consult → close, and why most practices lose cases before the patient ever sits in the chair. Key themes: Why AI cannot replace human connection in full-arch The difference between transactional vs relational lead handling How poor communication creates "micro fractures of trust" Why most teams don't understand their own differentiation The role of authority and clarity in the doctor's consult Why empathy (done correctly) increases show rate and case acceptance How misaligned messaging destroys conversion across the patient journey If you are running full-arch marketing and not seeing consistent case acceptance, this episode will show you exactly where things are breaking. AI can support systems, but it cannot replace emotional intelligence in high-ticket decisions Most practices lack alignment between marketing, lead call, and consult Patients need to feel understood before they are willing to move forward Empathy is not "feeling bad" — it is entering the patient's reality and guiding them out Inconsistent messaging creates doubt and lowers case acceptance Doctors must lead with clarity, not overwhelm with options Teams need to understand the practice's true differentiation to communicate value Full-arch success is built on trust, not just clinical capability     About the Guests Sarah Bogard leads the closing division at GnA Consulting, specializing in case acceptance strategy, treatment coordinator training, and patient communication systems. Naiara Wireman leads the lead conversion division, focusing on turning inbound leads into qualified, committed consultations through structured human-first communication. Together, they manage the most critical part of the full-arch funnel: conversion.     Links & CTA 🌐 Learn more: https://www.dentalconsult4u.com 📅 Book a strategy call: https://www.dentalconsult4u.com/consulting-session     Tags full arch dentistry, case acceptance, dental marketing, dental conversion, lead call training, treatment coordinator, dental consulting, patient experience, dental sales, GnA Consulting, dental systems, full arch implants, dental leadership

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About

The Tooth Sleuth podcast is hosted by Greg Essenmacher, Principal at GnA consult. "Helping Dentists and Dental Professionals Maximize Their Potential"—From vision to execution-creating business strategies that work! Want to Grow Your Full Arch Practice? -Book a Discover Call here: www.DentalConsult4u.com Or email: Greg@DentalConsult4u.com

Information

  • Creator
    Greg Essenmacher
  • Years Active
    2024 - 2026
  • Episodes
    167
  • Rating
    Clean
  • Copyright
    © 2025 The Tooth Sleuth Podcast
  • Show Website
    The Tooth Sleuth Podcast