The Dental Truth Project

Epizode

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  AI, Robotics, and the Future of Dental M&A (E.58) 14.10.2026 21min

  Kevin Cumbus, President and Founder of TUSK Practice Sales, shares what he’s seeing across the dental M&A market—and why practice owners may need to rethink what their business is actually worth. After more than $1.5 billion in dental transactions, Kevin discusses what buyers, lenders, private equity groups, and distressed DSOs are looking for—and explains why simply waiting for interest rates to fall may not bring the old market back. But the biggest disruption may not come from the M&A market at all. Kevin paints a provocative picture of a future where AI, robotics, and new technology could completely change how dental hygiene is delivered—and potentially reshape the value of traditional dental practices. Revelations: The Dental M&A Market Has Changed The Changing Dental M&A Market - The days of $2M EBITDA businesses commanding 10–11x multiples with 70% cash at close may be gone. Buyers are increasingly focused on deal structure—not just the headline multiple. AI, Robotics & the Disruption of Dental Hygiene - What happens if technology can deliver standardized, predictable care at a dramatically lower cost? And how could that impact traditional dental practice economics? What Buyers Really Want - Sustainable growth, scalable operations, and a business with a strong economic engine, not just impressive EBITDA. Preparing for What's Next - Why dental leaders must build adaptable businesses rather than relying on assumptions about the next 10–15 years.   💡 The "Ask Dallin" Question: "Are the collections in my practice management software supposed to match my bank deposits? What do I do if they don't?" Dallin's answer: Yes—they should match. If they don't, first look for timing differences, such as payments recorded in the PMS before they hit the bank. But if the numbers don't reconcile over time, there may be an issue with how payments are being recorded. Virtual credit card fees, patient financing fees, or simple data-entry errors can all create discrepancies. The key is to reconcile your collections to your bank deposits every month so small discrepancies don't turn into bigger financial problems. 📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E.5) The DSO Valuation Crash No One Talks About - Gareth Petsch, pH Partners (E.6) Are Dentists Selling Out Their Entire Industry? - Mike Baird, Accelerate Dental (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 
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  4 out of 10 Vendor Invoices Have Errors — And DSOs Are Paying For It (E.57) 07.10.2026 16min

  Matthew Godley, CEO and co-founder of Spendly and the son of a dentist and dental hygienist, exposes the uncomfortable truth about where DSO profits are quietly disappearing: 4 out of 10 vendor invoices contain billing errors, practice owners are overpaying on nearly every operating expense without knowing it, and the leak compounds silently for years - yet almost no one has the time, bandwidth, or expertise to catch it before it costs them at the exit table. Revelations: The Hidden Profit Leak in Your Vendor Bills 4 out of 10 vendor invoices have an error - overcharges, hidden fees, or outdated pricing on essentials like payroll, tech, telecom, and merchant services The top three biggest opportunities: lab fees, tech agreement & invoices, and merchant services ("legal loan sharking" hiding in plain sight) Accrual accounting is your early-warning system - because it recognizes lab costs when the work is delivered (not when it's paid), errors surface as a real-time pulse check instead of hiding until the bill clears One five-location DSO uncovered approximately $120,000 in annual savings, which contributed to a sale price that was more than $1 million higher. 💡 The "Ask Ken" Question: "When should I expect my books to be closed each month?" Ken's answer: Ideally, monthly financial statements should be completed and delivered by the middle of the following month so owners, board members, and other stakeholders have timely financial information. If you're in a temporary crunch and the business is relatively stable, Ken says an estimate based on consistent historical performance can be used as a short-term shortcut—but it shouldn't become the standard process. 📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E.35) The Hard Truth About AI Vendors in Dentistry - Randa Seif, CaliDental (E.1) How Outsiders Invaded Dentistry and Destroyed Billions - Brian Colao, Dykema (E.5) The DSO Valuation Crash No One Talks About - Gareth Petsch, pH Partners 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
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  Before You Drop Your PPOs, Build This First (E.56) 30.09.2026 21min

  Jordan Comstock, founder and CEO of BoomCloud, challenges one of dentistry’s most common revenue models: PPO dependency. He reveals how patient membership programs can create predictable recurring revenue, help practices reach break-even faster, increase treatment acceptance, and give owners a financial safety net before transitioning away from insurance. But there’s a catch—getting the numbers right isn’t enough. Your team has to believe in the strategy, too. Revelations: Are PPOs Holding Your Dental Practice Back?  Patient membership programs offer an alternative to dental insurance, with patients paying a monthly or annual subscription in exchange for benefits and savings. Predictable recurring revenue can help practices reach their break-even point faster and reduce the uncertainty of relying on collections from traditional PPO patients. Jordan explains why practices shouldn't necessarily drop PPOs overnight: build the membership program and financial safety net first, then strategically transition away from selected PPO plans. The transition isn't just a financial decision. If the doctor embraces the membership model but the team doesn't understand or support the vision, implementation can hit a wall. 💡 The "Ask Ken" Question: "Why is knowing your break-even point so powerful for a dental practice owner?" Ken's answer: Break-even tells you exactly when your practice has covered all of its operating costs. Once you know that number, you can track how quickly you're reaching it each day and understand what happens when revenue falls short because of cancellations or other changes in patient volume. The goal is to know your break-even point across the business so you can make better financial decisions. 📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E45) How to Profit Without Dropping Insurance - Angie Hopper, Premier Dental Center (E34)The 5 Pillars of a Thriving DSO - Ash Toub, Smile Data and Ponce Dental Studio  (E19) 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 
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  Your Dental Tech Isn't Broken. Your Implementation Is. (E.55) 23.09.2026 21min

  Dave Salciccioli, Co-Founder of Relay and a dental technology veteran, pulls back the curtain on one of dentistry’s biggest—and most overlooked—problems: the technology isn’t necessarily the problem. How the industry buys, implements, and adopts it is. Dental organizations have access to better technology than ever before, from AI to emerging SaaS solutions. Yet many DSOs are struggling to turn those tools into real operational results. Failed implementations, overlapping software, ballooning costs, disconnected systems, and exhausted teams are creating an expensive gap between buying technology and actually making it work. Revelations: The Hidden Reason Your Tech Investments Keep Failing The dental industry may have better technology than ever—but lacks the implementation infrastructure to use it effectively. The biggest hidden cost may be something you can't put on a software invoice: your team's goodwill toward change. Before buying something new, have you fully diagnosed what is broken—and whether you're already underusing tools you own? Vendors that enter dentistry with humility, listen to customers, and adapt to feedback may have a better chance of finding true product-market fit.     💡 The “Ask Dallin” Question: “My AP process feels like a disaster. What can I do to get it working?” Dallin's advice? Start by creating one centralized place for every invoice, establish appropriate vendor payment terms, batch approvals instead of chasing them individually, and build controls so one person can't create, approve, and pay fraudulent invoices. It's not about finding a quick “tip or trick.” A strong AP process requires structure, discipline, and proper controls—and it can have a major impact on the health of your finance operation.     📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E35) The Hard Truth About AI Vendors in Dentistry - Randa Seif, CaliDental (E30) "Can't You Just Do It?" — The Question Every Dentist Needs to Be Ready For - Dr. Jan Bublik, Bublik Dental Implant and Surgical Center (E16) 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 
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  Bank Lender vs. Growth Partner: What DSOs Get Wrong (E.54) 16.09.2026 19min

  Josh McSpadden, Mid Market Healthcare Group Banker at U.S. Bank, reveals why DSOs don’t just need a lender—they need a banking partner who understands the strategy behind their growth.  After working with dental groups since 2015, Josh exposes a costly mistake many emerging DSOs make: choosing financing based on the lowest rate instead of building the right financial infrastructure from the beginning. The result? Complicated debt, inefficient cash management, and expensive cleanup when the DSO finally hits its next stage of growth.   Revelations: The Banking Mistake That Can Follow Your DSO for Years The cheapest loan isn't always the best financing strategy—your banking structure needs to support your growth plan. DSOs can avoid costly debt "cleanup" by bringing the right banking partner into the strategy early. A strong banking platform can help with more than lending—including treasury management, fraud prevention, associate ownership, and real estate. As DSOs grow, financial responsibilities should move beyond individual office managers and become centralized and systemized. The right financial partners don't just provide capital—they bring a network of experts who can help DSOs scale.   💡 The "Ask Ken" Question: "What's the most common mistake DSOs make right before trying to sell?" Ken's answer: They fail to clearly define and communicate their vision for the business. Buyers want to see why a DSO is positioned for future growth—not just how much EBITDA it produces today. Instead of simply trying to squeeze more EBITDA out of the business, leaders should build the systems, infrastructure, and strategy that create long-term value and make the organization attractive to potential buyers. 📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs 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.6) Are Dentists Selling Out Their Entire Industry? - Mike Baird, Accelerate Dental (E.45) How to Profit Without Dropping Insurance - Angie Hopper, Premier Dental Center 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 
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  Behind the Scenes of Creating Roll the Equity (E.53) 09.09.2026 18min

  Ken Kaufman and Ashley Penny pull back the curtain on the creation of their second book, Roll The Equity: How Smart Dental Founders Sell Their DSOs, revealing what inspired them to write it and how they worked together to turn complex dental finance and private equity concepts into an engaging story.  Their collaboration builds on the success of their first book while taking readers deeper into the decisions dental leaders face when growing, selling, or partnering with private equity.   Revelations: How Roll the Equity Came to Life Why the success of their first book inspired Ken and Ashley to tackle the next financial challenge facing growing dental organizations. Why Roll the Equity goes beyond financial tools to explore private equity, acquisitions, mergers, recapitalizations, and different paths to growth. Why every DSO deal is different—and how different decisions can lead to very different outcomes. How the financial tools from the first book—accrual accounting, annual budgets, and 12-month rolling forecasts—can prepare dental organizations for bigger strategic decisions. 📖 Want to gain more financial clarity? Read Roll the Equity for practical financial tips, strategies, and insights to help you navigate growth, acquisitions, private equity, and the financial decisions that can shape the future of your DSO. Read the book here 👉 Roll The Equity: How Smart Dental Founders Sell Their DSOs Top 3 Episodes of The Dental Truth Project. Listen Now! (E.38) Roll the Equity or Take the Cash and Walk Away? - Mark Haddad, Specialty1 Partners | ScoutIQ (E.1) How Outsiders Invaded Dentistry and Destroyed Billions - Brian Colao, Dykema (E.5) The DSO Valuation Crash No One Talks About - Gareth Petsch, pH Partners 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
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  Free EFT Exists—Why Are Dental Practices Still Paying for It? (E.52) 02.09.2026 20min

  Sam Rockwood, Founder & CEO of Woods and former actuary, exposes the hidden inefficiencies behind insurance payments. With roughly 70% of dental insurance payments still being paper-based, practices are stuck dealing with checks, virtual credit cards, hidden processing fees, and hours of manual work. And the biggest surprise? Free EFT is available—but many practices don't know how to access it.   Revelations: The Insurance Payment Trap Most Dental Practices Never Question HIPAA requires insurance companies to offer a free EFT option—but many practices don’t know how to access it and may be directed toward paid alternatives unless they specifically ask for the free option. 70% of insurance payments are still paper-based—even in 2026. Virtual credit cards can cost practices 3–5% per payment through merchant processing fees. Getting paid electronically isn't enough—if EOBs aren't posted correctly, your AR can grow while your financial statements become inaccurate. The real problem isn't just getting off checks. With 15–20 insurance companies, practices need a system for enrollment, payment processing, and finding EOBs.   💡 The "Ask Dallin" Question: "How much should I be spending on my accounting each month?"   Dallin's answer: Budget roughly 1-1.5% of total revenue on bookkeeping and financial record-keeping. If a bookkeeping service is charging north of $800-900 per location, you've outgrown outsourcing — it's time to build an internal team. For a finance lead, expect to pay around $100K base plus incentives on the smaller end, climbing to $120-130K if they're also taking on operations. And once you cross roughly 20 locations, it's time to think about a full-time CFO — accounting complexity scales up with size, it doesn't get cheaper. Top 3 Episodes of The Dental Truth Project. Listen Now! (E.45) How to Profit Without Dropping Insurance - Angie Hopper, Premier Dental Center  (E.19) The Pay-to-Play Dental Conference Problem - Matthew McGaw, DSO Compass (E.16) Will AI allow me to fire my RCM team? - Jonas & Luis, Kaylie.ai 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 
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  How DSO Transitions Are Breaking Dental Teams (E.51) 26.08.2026 19min

  Christine Diehl, a dental hygienist with 30+ years of experience, shares the uncomfortable truth about what happens when a dental practice transitions to a DSO—and why the biggest risk may not be the financial deal itself. When teams feel ignored, patients can follow them out the door. When buyers rush to change everything, they can destroy the trust and culture that made the practice successful in the first place. And losing just one hygienist could cost a practice anywhere from $30,000 to $120,000. Christine reveals why the first 90 days after a transition can make or break the future of the practice—and why sometimes the best strategy is to change nothing. Revelations: The People Side of Every DSO Deal Losing a single hygienist during a transition can cost a practice $30,000-$120,000 in lost patients, recruiting, and temp coverage Teams go through an actual grief process post-sale — and most buyers never account for it "In-house" transition teams report to corporate, not to the team — creating a trust gap only an unbiased outsider can close The first 90 days should be about listening, not changing — the fastest way to lose trust is to walk in guns blazing   💡 The "Ask Ken" Question:  "How much debt is too much for a growing DSO?" Ken's answer: Watch your Debt Service Coverage Ratio (DSCR) — net operating income divided by debt service. A ratio at zero means no cash cushion after debt payments, and banks won't touch that. Lenders typically want to see 1.25x to 2x coverage. Walk into any lending conversation already knowing your number, and you instantly signal you're a operator worth trusting. Top 3 Episodes of The Dental Truth Project. Listen Now! (E.26) You Keep Losing Dental Team Members. Have You Asked Yourself Why? - Bonnie Thompson,  Forest Family Dentistry (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   
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  Would You Budget for Theft? Some Dental Practices Do. (E.50) 19.08.2026 21min

  Courtney Staiger, Certified Fraud Examiner at Prosperident, reveals one of dentistry's most overlooked threats: 70% of dental practices will experience embezzlement, yet most owners don't have fraud prevention systems in place because they assume it won't happen to them. The real danger? It's rarely obvious cash theft—it's hidden in reports, refunds, insurance payments, and everyday processes that practice owners often overlook.   Revelations: The Truth About Embezzlement Every DSO Leader Needs to Hear  70% of dental practices will experience embezzlement—yet only a handful of DSOs have fraud controls in place. The biggest red flags aren't missing cash—they're employees who control every financial process, refuse oversight, and insist they're the only ones who can do the job. A sudden spike in Accounts Receivable, unexplained refunds, or unusual P&L trends could signal something much bigger than poor collections. Cash, checks, EFTs, and credit cards are all vulnerable—no payment method is immune without proper controls. The simplest defense? Separate duties, reconcile payments daily, and perform regular audits. Prevention costs a fraction of what a fraud investigation does.   💡 The "Ask Dallin" Question: "How much should I be spending each month on marketing?"   Dallin explains why there's no universal marketing percentage for every practice. Some thriving practices spend just 1%, while growing DSOs may intentionally invest 10–20% to accelerate patient acquisition. For the average established practice, around 3% of revenue is a healthy benchmark—but your ideal number depends on your growth strategy, not a generic rule. Top 3 Episodes of The Dental Truth Project. Listen Now! (E.41) He Stole From Us. Here's How We Let It Happen. - Dr. Hardik Chodavadia, Enamel Dentistry (E.15) We Pulled Insurance Duty From Our Front Desk - Revenue Jumped 30% - Francesca Pregano, Smile Makers Dental Center (E.29) The Business Skills Every Dentist Needs (But Was Never Taught) - Dr. Rehan Shahid, Practice Success Academy 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 
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  The Dentist Preference Problem in Dental Assistant Training (E.49) 12.08.2026 18min

  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 
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  The Mistakes That Built AccruDent (E.48) 05.08.2026 23min

  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 
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  Stop Treating Dentists Like Employees (E.47) 29.07.2026 22min

  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 
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  Has AI Made Your DSO Marketing Team Obsolete? (E.46) 22.07.2026 21min

  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 
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  How to Profit Without Dropping Dental Insurance (E.45) 15.07.2026 27min

  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 
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  The AI Tool That Grows Revenue Without More Patients (E.44) 08.07.2026 21min

  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 
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  Why DSOs Keep Losing Their Best People (E.43) 01.07.2026 24min

  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 
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  DSO: Economies of Scale Is a Myth (E.42) 24.06.2026 23min

  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
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  He Stole From Us. Here's How We Let It Happen. (E.41) 17.06.2026 25min

  Most dental leaders only share their wins. Dr. Hardik Chodavadia, Co-Founder of Enamel Dentistry, does the opposite — and that's exactly what makes this episode required listening.  A highly capable, deeply trusted team member stole a significant amount of money from Enamel Dentistry — and the worst part? They saw the warning signs and couldn't act because he was too embedded to remove.  From a trusted team member who stole from the business to the AI technology quietly transforming how his teams perform, Dr. Hardik gives you the unfiltered version of what building a DSO really looks like.   Key Revelations: When "Indispensable" Becomes a Liability Embezzlement in dental is far more common than anyone admits. Most operators only hear about it after it happens to them Never let one person hold the keys to everything — access, relationships, systems, and finances should never all live in the same hands If removing someone feels impossible, that's the signal — not a reason to wait, but a reason to restructure now Build in redundancy across critical roles so you retain the ability to make personnel moves without the business falling apart   💡 The "Ask Dallin" Question: “What is unearned revenue — and why does it matter before a transaction?” Unearned revenue is the opposite of AR: the patient has already paid you, but you haven't done the work yet. It shows up in your practice management software as a negative credit balance and lives on your balance sheet as a liability. Common in high-ticket cases like All-on-4, where payment is collected before the procedure is complete.   Top 3 Episodes of The Dental Truth Project. Listen Now! (E. 17) Serial Embezzlers Are Job-Hopping Through Dental Practices—Is Yours Next? - David Harris, Prosperident Inc. (E.20) Fake Codes, Hidden Fraud & The Accounting Nightmare - Paul Lowry, Dental Menu (E.24) Why Your Associate's Professional Insurance Won't Save Your DSO - Herb Ford, Risk Strategies Dental Practice   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 
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  Why New Grad Dentists Still Need Mentorship (E.40) 10.06.2026 24min

  Secure Dental CEO and working clinician Dr. Nazish Jafri has sat across from enough new graduates to see the pattern clearly: the clinical skills aren't the problem. It's everything nobody taught them — how to talk to a patient, how to read a treatment plan, how to understand what they actually need to earn just to survive. They're not failing because they're incapable. They're failing because no one ever had their back. Hundreds of new dentists graduate every few weeks — armed with textbook knowledge, mannequin experience, and a social media feed full of full-arch implant cases and veneer galleries. They walk into their first job expecting Day 1 to look like a highlight reel. Nobody told them it wouldn't.   Key Revelations: What Happens When New Dentists Have No One to Call? New grads are being shaped by social media "gurus" — expecting full-arch implant cases and veneer galleries on Day 1 Most can't answer: "What are your monthly expenses?" — yet they're negotiating salaries and signing contracts Dental schools now test final exams on mannequins, not real patients — leaving grads dangerously underprepared for the chair Sign-on bonuses sound like gold to hungry new grads — but the hidden clauses are "holding them by the neck"   Connect with Dr. Nazish Jafri: 📧 [email protected] 🔗 LinkedIn & Facebook: Secure Dental   💡 The "Ask Dallin" Question: "Do you recommend off-the-shelf analytics platforms like Dental Intel or Jarvis?" Dallin's answer: It depends on one thing — how standardized is your organization? If you're running multiple practice management systems or complex workflows, build in-house or you'll be frustrated constantly. If you're tight, standardized, and lean on tech resources, off-the-shelf gets you up fast. Don't let the perfect be the enemy of the operational.   Top 3 Episodes of The Dental Truth Project. Listen Now! (E. 9) Dentist vs. Dentist What I know, You Know! - Josey Sewell, Dental Associate Growth (E.27) Hiring Entitled Dental Grad Nobody Talks About - Dr. Anushka Gaglani & Dr. Abhishek Nagaraj, Areo Dental Group (E.29) The Business Skills Every Dentist Needs (But Was Never Taught) - Dr. Rehan Shahid, Practice Success Academy   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
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  IQ Gets the Job. EQ Gets the Patients. AQ Makes You Last. (E.39) 03.06.2026 26min

  Dave Gaspar, CEO of Smile Partners USA, exposes the hiring blind spot that's quietly killing dental careers: practices have obsessed over clinical skill and chairside personality for decades — but nobody's testing for the one quality that actually predicts whether a dentist survives the hard days.  When the CBCT crashes, the assistant calls out sick, and patients are walking out the back door, IQ and EQ won't save you. Dave calls it the Adversity Quotient (AQ) — and he argues that until the industry starts screening for it, recruiting will keep failing doctors, practices, and patients alike.   Three scores that predict a dentist's success:  IQ — The Clinical Score Can they perform the procedure? Do they have the technical skills? This dominated hiring conversations for decades.  EQ — The People Score Can they connect with patients? Can they lead a team? This became the next frontier of great hiring.  AQ — The Adversity Quotient Can they handle a bad day? Do they take ownership when things go wrong? This is the score nobody is testing for — and the one that decides everything. Key Revelations: The Hiring Formula Is Broken A high-AQ dentist who thrives under pressure is your best candidate for a turnaround office — but placing a low-AQ doctor there is setting everyone up to fail. Even after selling a practice, doctors can't fully abdicate — Smile Partners still needs you to be a leader, not just a provider. Culture isn't a mission statement on the wall — it's what happens when the day falls apart and everyone still knows exactly what to do Most struggling practices don't have a process problem — they have a people problem, and no marketing budget or DSO support system fixes a team that can't handle adversity   💡 The "Ask Ken" Question:  Why do some DSOs grow revenue fast but never improve margins? Ken's answer: Growth mode means more expenses — more people, more marketing, more infrastructure. Margins don't disappear; they're just buried under expansion costs. The key is watching cash flow during the sprint, not profits. When growth levels out, real margins surface. But if you keep adding headcount and spending without discipline, you might never find out where you actually stand.   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