In this episode, host Bill Schulz is joined by Colorado dental broker Marie Chatterley for an inside look at the growing trend of practices moving away from insurance participation. Marie shares real-world stories of dentists who have strategically transitioned to fee-for-service models, often doubling their net income while gaining greater control over how they practice. Together, Bill and Marie break down why insurance is more of a limited benefit program than true coverage, how to plan and communicate with patients during the shift, and why autonomy and fair compensation lead to a stronger business and a more fulfilling career in dentistry.
(00:00:49) Navigating Generational Transfer in Family Business
(00:05:03) Financial Benefits of Transitioning Off Insurance Plans
(00:05:26) Empowering Dentists Through Fee for Service
(00:07:56) Boosting Net Income Through Insurance Decisions
(00:11:30) Strategic Insurance Transition for Increased Net Income
(00:17:32) Enhancing Dental Practice through Insurance Transition
Learn more about Marie’s business: https://ctc-associates.com/
Welcome back to the Business of Dentistry! Today, host Bill Schulz dives into what it really takes for young dentists to step into practice ownership with confidence. From navigating the lure of DSO bonuses to understanding the true value of smaller practices with loyal staff and patients, Bill breaks down the financial and personal benefits of ownership. He explains how banks cover 100% of practice valuations, why cash flow and staff retention outweigh flashy equipment, and how owning real estate can be a game-changing tax shelter. Most importantly, Bill emphasizes that success requires more than clinical skill, it takes guts, business acumen, and the courage to make your own calls.
(00:01:01) Acquiring Dental Practices: Supporting Young Dentists
(00:02:39) Bonuses and Efficiency in Dental Practice Management
(00:07:18) Dentistry Business Model for Young Professionals
(00:12:28) Leveraging Bank Loans for Dental Practice Acquisition
(00:18:25) Real Estate Impact on Dental Practice Ownership
(00:25:35) Developing a Unique Business Belief System
In this episode, Bill Schulz picks up where he left off—diving deeper into the reality of dental practice brokerage. He breaks down the value of efficiency, the importance of knowing your role in a transition, and what actually makes a deal successful for both sellers and buyers.
Bill shares how he built Commonwealth Transitions with a tech-savvy, relationship-driven approach, why being “all in” is the only way to thrive in this business, and how working with both sides of a deal has taught him that a successful transition always requires trust, planning, and alignment—not just a paycheck.
Whether you're selling your practice, buying one, or just trying to understand how this space works, this episode is packed with real talk and rare insight.
What you'll hear in this episode:
The difference between representing sellers vs. building win-win deals
Why most sellers need to start planning years earlier
Bill’s take on DSOs vs. private practices
How to avoid bad deals and align with the right team
Why trust—not just data—is the real currency in this business
In this first episode, Bill Schulz shares the real, winding path that led him to launch Commonwealth Transitions—a dental brokerage firm born from hard lessons, strong mentorship, and a relentless drive to work for himself. From selling dental supplies out of a thick catalog to designing dental offices and ultimately brokering million-dollar practice deals, Bill walks us through the pivotal moments that shaped his journey.
He opens up about getting fired at the peak of his career, the mentors who believed in him, and why working for himself was the only way forward. Whether you're in dentistry, sales, or just navigating your own entrepreneurial path, this origin story sets the tone for a podcast that’s all about business, ownership, and betting on yourself.
