He renamed his own academy mid-conversation and it says everything about how he picks partners, trains surgeons, and decides who gets access to his cell phone number.

Real partnership isn't about filling a room, it's about matching philosophy before you match calendars.

Greg sits down with Dr. Rick Kapitan, oral maxillofacial surgeon and founder of the Clinicians Implant Academy (CIA), to unpack what separates a real educational partnership from a transactional one. Rick shares his "risk before reward" filter for choosing collaborators, his approach to building an academy around ongoing mentorship instead of one-off lectures, and the personal journey that reshaped why he gives back both in his Charlotte practice and on mission trips abroad.

They discuss:

- Why Greg suggested Rick rename his program from Clinicians Implant Academy to Connections Implant Academy

- The "risk first vs. reward first" filter Rick uses to decide which companies and platforms are worth partnering with

- Why one-off lectures create "data transmission" but not real education and how a curriculum-based academy changes that

- How consistency across a whole team (not just the founder) signals a partnership is built to last

- Rick's shift from viewing mission work as a "penance" to doing it from a place of joy

- What his cadaver lab partnership with Endurance Experience Anatomy looks like behind the scenes

- CIA's 2027 roadmap: more course offerings, live patient participation, and regional roadshows

- Why Rick puts his personal cell phone and email on every slide he presents

Bottom line: the practices and partners who last are the ones who choose relationship over transaction, every time.

ABOUT THE GUEST

Dr. Rick Kapitan is an oral maxillofacial surgeon based in Charlotte, North Carolina, and the founder of the Clinicians Implant Academy (CIA), a hands-on training program for oral surgeons and clinicians. He also serves as director of the Carolinas Center for Cleft Lip and Palate Surgery and is a new partner of GnA Consulting.

Rick is known for building education around long-term mentorship rather than one-off lectures, and for a partner-selection philosophy rooted in shared values over shared logos. Outside the OR, he's spent years doing cleft-palate surgical mission work internationally, including recent trips to Guatemala.

LINKS & NEXT STEPS

- Learn more: https://www.dentalconsult4u.com

- Book a call: https://api.leadconnectorhq.com/widget/booking/du9K0a2re1K4eBBk8fI7

Patients don't choose org names. They choose people.

And yet most dental groups are building brand equity at the organization level while leaving their individual doctors invisible online.

In this episode of Tooth Sleuth, Greg sits down with Sam Gaynes, Enterprise Account Executive at rater8, for a sharp conversation on online reputation, AI search, and why the way DSOs think about doctor visibility is costing them new patients and full arch cases they don't even know they're losing.

They discuss:

- Why DSOs under-invest in individual doctor profiles and why that's a strategic mistake

- The 10-20% of patients who search specifically for a provider -- not a location -- and what happens when that doctor is invisible online

- How rater8's algorithm automatically distributes patient reviews across multiple platforms to match where they're most needed

- Why AI is now reading Healthgrades, WebMD, Vitals, and verified listings -- not just Google -- and what that means for practices

- The shift from Google as a search engine to Google as an answer engine, and how AI overviews are changing where patients land

- How sentiment signals across the web -- not just star ratings -- determine what AI recommends to prospective patients

- Why 95% of patients rate five stars but only the unhappy 1-2% are motivated enough to leave a review without being asked

- The order of operations in healthcare marketing: reviews are not a final step, they are the foundation everything else builds on

This episode is a clear-eyed look at what dental groups are missing in their online strategy -- and the practical framework to fix it.

ABOUT THE GUEST

Sam Gaynes is an Enterprise Account Executive at rater8, a healthcare reputation platform that helps dental practices and DSOs build provider visibility, generate consistent patient reviews, and increase discoverability across both traditional and AI-driven searches. Based in Venice, CA, Sam has spent over a decade in healthcare technology, holding roles from sales to VP of Partnerships at rater8, giving him a ground-level view of how online reputation is built, lost, and recovered at scale across multi-location dental groups.

Sam is also a videographer, which shapes how he thinks about storytelling and how providers present themselves to the world. He brings a rare combination of operational understanding and marketing insight to a topic most dental groups underestimate until it starts costing them cases.

LINKS & NEXT STEPS

Learn more: https://www.dentalconsult4u.com

Book a call: https://api.leadconnectorhq.com/widget/booking/du9K0a2re1K4eBBk8fI7

Learn more about rater8: https://www.rater8.com

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

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

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

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

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

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