https://youtu.be/yFdg1JGjgq8?si=TT0Qhm1ei4vHbPuq




Welcome back to another engaging episode of the Jameson Files! Today we dive deep into the world of dental practice compliance and infection control with expert, Tia Hunter. Join us as we explore practical steps to ensure that your practice is not only compliant but also operates seamlessly.



Meet Tia Hunter: Your Infection Control Expert



For those unfamiliar with Tia, you're in for a treat. With an impressive background as a speaker, educator, and trainer in the dental industry, Tia focuses on infection control and has a deep-seated passion for aiding dental assistants across the nation. Her work is pivotal in helping practices maintain compliance and improve their operational standards through customized infection control solutions.



Understanding the Compliance Landscape



Tia emphasizes the importance of avoiding complacency in dental practice management. Many practices often overlook tasks like documentation, resulting in potential compliance issues. She highlights the necessity of thorough documentation—not just for patient chart notes but also for areas like OSHA, HIPAA, and equipment maintenance. Alarmingly, more than 50% of practices neglect proper documentation of Hepatitis B vaccinations, which should be completed within ten days of hiring clinical personnel.



Steps to Improve Practice Compliance



Consistent documentation and maintaining a well-organized compliance system can protect your practice from potential compliance breaches. Tia advocates for actions such as appointing staff members to manage specific areas like OSHA, infection control, and HIPAA compliance. This delegation reduces pressure on single individuals and ensures thorough, consistent attention to critical details.



Utilizing SOPs and Compliance Calendars



Standard Operating Procedures (SOPs) and a compliance calendar are invaluable tools. Tia assists practices in creating these resources, ensuring that tasks like routine equipment checks and waterline testing are performed timely. To ease the burden further, her digital compliance calendar helps practices track key compliance tasks systematically.



Addressing Common Compliance Myths



Tia dismisses common misconceptions about generic online OSHA and HIPAA training, emphasizing the necessity of practice-specific training. Accessibility to a knowledgeable trainer for clarifying doubts is crucial. For ongoing support, consider more interactive learning tools that offer customized solutions for your practice.



The Role of Culture and Onboarding



Effective onboarding not only meets compliance requirements but also integrates new employees into the practice culture. A robust onboarding process ensures staff members understand what's expected and how their roles contribute to the success and compliance of the practice.



Take Your Practice to the Next Level



Collab Con is an exciting upcoming event offering practices the opportunity to enhance their learning curve. Scheduled for November 14th and 15th in Nashville, this conference gathers dental professionals from various specialties to collaborate and drive forward practice improvements in a unified manner.



Concluding Thoughts



The journey from good to great—and then to better—involves intentional commitment to compliance and practice growth. Start by designating responsibilities, invest in customized training resources, and continuously engage in professional development opportunities, such as Tia's upcoming Collab Con event.

https://youtu.be/QAOFNTZeuqg?si=bWxnKPcXqEtwr4cT




In this episode, the conversation centers on the unique challenges and opportunities facing dental practice owners, with a special focus on intentional planning for the future. The discussion explores the concept of a “family office” approach to financial and business planning, traditionally reserved for the ultra-wealthy, and how this model can be adapted to serve dental professionals at any stage of their careers.



Learning from the Past: The Importance of Proactive Planning



A powerful story is shared about a family member who, despite being a successful orthodontist with multiple practices, faced financial hardship due to a lack of proactive planning and coordination among advisors. This experience underscores the need for dental professionals to think beyond day-to-day operations and consider long-term strategies for wealth, legacy, and personal fulfillment.



The Family Office Model: Teamwork and Collaboration



The family office model brings together a team of experts—accountants, attorneys, insurance advisors, and more—to work collaboratively for the client’s benefit. This approach relieves practice owners from the burden of coordinating between different professionals, allowing them to focus on what matters most: their patients, teams, and personal lives. By having a comprehensive checklist and regular reviews, practice owners can ensure that every aspect of their business and personal finances is aligned and optimized.



The Roadmap Conversation: Defining Goals and Values



A central theme of the episode is the “roadmap conversation,” a process that helps dental professionals and their families clarify their goals, values, and vision for the future. Rather than focusing solely on numbers or reactive problem-solving, this approach encourages practice owners to define what financial freedom and success mean to them personally. The conversation often reveals that, once basic needs are met, many professionals aspire to give back to their communities and create a lasting legacy.



Aligning Values with Business Decisions



The podcast emphasizes the importance of aligning business decisions with personal values. When practice owners are clear about what matters most—whether it’s family, community, or personal growth—they can make better choices about investments, team building, and practice management. This clarity also helps in communicating vision and expectations to the team, fostering a positive culture and improving retention.



Proactive vs. Reactive: The Power of Planning Ahead



Many of the challenges faced by dental professionals stem from reactive decision-making—responding to crises rather than planning ahead. The episode advocates for regular, proactive check-ins with advisors to anticipate issues like taxes, retirement, and practice transitions. By starting early and staying organized, practice owners can maximize the value of their business and avoid costly surprises.



Empowering Teams and Building Culture



Attracting and retaining great team members is a hot topic in the dental industry. The discussion highlights the value of engaging with team members about their personal and professional goals, helping them grow alongside the practice. This investment in people not only improves morale but also drives the overall success of the business.



Getting Started: The Complimentary Roadmap Session



For those interested in taking the first step, the episode describes a complimentary “roadmap” session offered by the advisory team. This session helps practice owners and their families...

https://youtu.be/Nn2jG4yHOXk?si=N6WZOUoDjyCu92OK




Introduction



Welcome to this week’s edition of the Jameson Files recap, where we delve into the latest episode with Carrie Weber and her esteemed guest, Rachel Wall. Rachel is the CEO and founder of Inspired Hygiene, a leading consultancy dedicated to enhancing hygiene departments in dental practices. In this engaging episode, Carrie and Rachel explore the pressing issues facing the dental industry today, including staffing challenges, compensation trends, and strategies for improving practice capacity and efficiency.



Understanding the Current Challenges



The dental industry, like many others, is grappling with significant challenges. At the forefront are staffing shortages, particularly in hygiene departments, and the resulting capacity issues practices face. Rachel discusses the pressures of reconciling competitive hygiene compensation with the economic sustainability of a practice. Additionally, there is a persistent need for strategies to manage patient flow effectively, ensure diagnosis time, and ultimately improve patient retention.



Expanding Capacity and Enhancing Practice Efficiency



Addressing the backlog and scheduling issues is paramount. Practices are encouraged to explore creative solutions such as expanding hygiene hours, considering assisted hygiene, and evaluating insurance participation. By doing so, practices can potentially ease capacity constraints and improve overall operational efficiency. Rachel suggests practices conduct brainstorming sessions to identify innovative ways to expand the hours available for patient care.



Aligning Compensation with Value Delivered



As the discussion unfolds, it becomes clear that aligning hygiene compensation with the value provided is crucial. Rachel emphasizes that the gap between requested compensation and delivered value often fuels legislative debates around dental hygiene education and licensing. She advises hygienists to work to the full capacity of their licenses, enhance their diagnostic skills, and involve themselves deeply in patient education and treatment planning. This not only elevates their role but also justifies compensation levels.



Embracing a Culture of Continuous Improvement



Rachel and Carrie discuss the importance of fostering a culture that encourages continuous improvement and celebrates team achievements. Whether it's through leadership in standardizing care practices or exploring adjunct services to offer patients, hygienists can significantly impact patient care quality and practice success. The concept that "a rising tide lifts all ships" is highlighted, illustrating how collective performance improvements benefit the entire practice.



Resources for Further Learning



Rachel generously shares resources from Inspired Hygiene. These include a downloadable standard of care worksheet available at their website, which can aid practices in identifying and standardizing best care practices. Additionally, Rachel invites listeners to explore their YouTube channel for webinars, particularly one focusing on assisted hygiene, which can provide further insights into implementing effective hygiene practices.



Conclusion



In conclusion, the conversation between Carrie and Rachel brings to light the necessity for dental practices to adapt, innovate, and invest in their hygiene departments to thrive in today’s challenging climate. By strategically addressing capacity issues, aligning compensation with performance, and fostering a culture of collaboration and continuous improvement, practices can not only overcome current obstacles but also ex...

https://youtu.be/e7CDTKrPPCo?si=L5NGlh5t-n6Mh_nJ




Introduction



Welcome to another engaging edition of the Jameson Files! I'm your host, Kerry Weber, and I'm thrilled to introduce you to a new friend and outstanding guest, Andrew Johnston. Andrew is not just any guest—he's the co-founder of the influential podcast, A Tale of Two Hygienists, and the VP of Hygiene Operations for an emerging Dental Service Organization (DSO) in the Southeastern United States. Today, we'll delve into his insights on success in dental practice, the importance of hiring, the value of diagnostics, and building a thriving team culture.



Finding Success in Dental Hygiene Practice



Andrew shares an inspirational journey of growth and leadership in dental hygiene. Beginning with his entry into podcasting in 2015, he has consistently demonstrated the value of clear vision and team collaboration. His experience shows how a well-structured approach using established best practices can deliver outstanding results even in today's competitive environment.



The Power of the Right Team



Andrew emphasizes one key element above all: the importance of hiring the right people. Ensuring that new hires align with the practice's culture is crucial. Andrew discusses how they look for hygienists who are self-starters and aim to provide top-quality care. This practice ensures that motivated individuals join the team, bringing a positive change and a commitment to excellence.



Diagnostic Excellence as a Foundation



Partnering closely with doctors is paramount. When hygienists and doctors co-diagnose and set accurate treatment plans together, patient outcomes drastically improve. Andrew highlights the need for team synergy, where everyone from the administration to the clinical staff plays a vital role in elevating patient care standards.



Motivation and Engagement in the Workplace



What drives Andrew’s team forward is more than just financial. It's about a commitment to doing what's right for patients. He shares an initiative where the team is involved in selecting products, ensuring that everyone's voice is heard and valued. This engagement fosters a culture where each team member feels like an integral part of the practice's success.



Maintaining a Learning Mindset



As a true student of the profession, Andrew advocates for ongoing learning and development. He believes in mentorship and creating environments where team members can grow continuously. The establishment of anchor hygienists or lead roles within practices is a significant part of nurturing new talent and ensuring sustainable development across the board.



Conclusion



Andrew Johnston's journey through the dental hygiene profession offers invaluable insights for any practice leader looking to thrive. From hiring the right people to maintaining a patient-centered approach through accurate diagnostics, Andrew's strategies are a blueprint for excellence in the dental industry. For more extensive insights into the field of dental hygiene and operations, don't miss the A Tale of Two Hygienists podcast—a treasure trove of knowledge for every dental professional.



Subscribe to the Jameson Files



Thank you for joining us on this enlightening episode. Be well, and we look forward to our next engaging conversation on the Jameson Files. Until next time!

https://youtu.be/96LiB-C9QKc?si=4j3k-FOXtTCfueyf




Understanding the Power of Culture



Welcome to The Jameson Files. Today, I'll be exploring a topic that deeply resonates with me and is gaining prominence in discussions worldwide: culture. As a practice leader, understanding how to cultivate a meaningful work culture is more vital than ever. In the past few years, I’ve had numerous conversations with doctors and practice leaders who feel overwhelmed by team turnover and lack of engagement. Creating a culture that counts is essential in our quest to motivate teams beyond mere minimal performance to embrace their roles wholeheartedly. According to Gallup polls, as of May 2025, employee engagement worldwide is declining, with 79% of employees feeling disengaged at work. This disengagement translates into a lack of initiative, emotional withdrawal, and a phenomenon known as "quiet quitting."



The Challenge of Disengagement



Disengagement is a significant challenge, especially when trying to develop a thriving practice. When nearly 80% of employees start their workdays disengaged, striving for an ideal practice vision becomes an uphill battle. Our efforts to create a positive culture must overcome this hurdle. Our focus today is on crafting an intentional, high-performing culture from the ground up.



Creating a Culture by Design



As leaders, we must decide whether our culture is created by default or by design. Are you living with the results of an unintentional culture, or are you building one purposefully? To foster an environment where your practice's vision thrives, it's crucial to approach leadership with intention. The pandemic has impacted employee engagement levels significantly, and it is critical to evaluate how you led your practice during those challenging times. Your team members today reflect the seeds you planted back then. However, it's never too late to start anew. Culture building is a marathon, requiring clarity, intention, communication, and consistency in leadership.



Communicating Vision and Expectations



A successful culture aligns with your practice's purpose, vision, and values. Leaders must communicate with transparency and regularly engage with their teams. According to Gallup, only two out of ten employees feel connected to their company's culture. This disconnect indicates a lack of communication and the assumption that employees understand their roles without explicit discussions. The cornerstone of a vibrant culture is clarity in expectations and vision. Being transparent about these aspirations will help establish a team that is committed to growing and achieving your practice's ideals. Remember, assumption is not communication.



Cultivating Professional Maturity and Communication Skills



Professional maturity and effective communication are integral to a healthy culture. A team must be open to coaching, personal growth, and understanding the dynamic elements each generation brings to the table. This commitment to diversity and understanding will fuel innovation and team cohesion.



Setting the Foundation of a Successful Culture



To create a healthy culture, evaluate these elements within your practice:



1. Leadership Alignment: Ensure that practice leaders are united in their vision to prevent mixed signals.



2. Purpose, Mission, and Vision Leadership: Lead your team with a clear understanding of your purpose, what you want to achieve, and where you're headed.



3. Values-Driven Decisions: Reflect and measure decisions and relationships against core values.



4.

https://www.youtube.com/watch?v=2V49eixVsUE&t=5s




In the latest episode of the "Jameson Files," host Carrie Weber sits down with special guest Anne Duffy, the driving force behind Dental Entrepreneur Woman (DEW). In a conversation brimming with inspiration and passion, they delve into Anne's journey and her remarkable initiative aimed at empowering women in the dental industry.



A Legacy Born from Passion



Anne Duffy's journey in dentistry is nothing short of extraordinary. Starting as a dental hygienist, Anne has dedicated over 46 years to the profession. Her journey included ownership and editing of the Dental Entrepreneur Magazine, setting the stage for what was to come. In 2016, she launched Dental Entrepreneur Woman, a community and organization that aims to support and uplift women in dentistry. Despite the challenges faced by women in the field, Anne has created a thriving community of professional women, eager to develop and support one another.



Building a Community of Empowerment



The core of Anne's mission is to build a strong community where women in dentistry can gather, grow, and thrive. As Carrie Weber highlights, the advisory board of DEW reads like a hall of fame of extraordinary dental professionals, consultants, and leaders. Within this community, members are encouraged to overcome head trash, step out of their comfort zones, and embrace their unique strengths and talents. Anne believes that every woman has the potential to be a leader, regardless of their role or experience.



Challenges and Opportunities in Dentistry



Despite progress, women in dentistry still face notable challenges, such as underrepresentation at major conferences. Anne passionately advocates for women to step into leadership roles and support one another. She emphasizes the importance of taking responsibility for one's career and unlocking personal potential. By fostering environments of encouragement and empowerment, Anne and DEW aim to break down barriers and foster lasting positive change in the industry.



The Power of Vision and Connection



A significant takeaway from the conversation is the idea of creating a personal vision. Much like setting a vision for a dental practice, individuals can craft a personal vision to guide their career path. This forward-thinking approach helps professionals at every level determine the steps needed to achieve their goals. Anne and Carrie stress the importance of personal connection and community. By going beyond surface-level interactions and establishing genuine connections, professionals can build the relationships that are essential for personal and professional growth.



A Call to Action for Women in Dentistry



Anne Duffy's message is clear: don't wait for opportunities to come to you. Women in dentistry should actively seek out opportunities for growth, connection, and leadership. Whether it's through participating in DEW events, finding mentors, or simply embracing new challenges, women have the power to transform their careers and the industry as a whole. Anne's enthusiasm, commitment, and dedication to the cause make her a beacon of inspiration for anyone looking to make their mark in the world of dentistry.



For more information on Anne Duffy and Dental Entrepreneur Woman, visit DEW's official website, DEW.life, where you can find resources, events, and a welcoming community ready to support and empower you in your professional journey.

https://www.youtube.com/watch?v=T87C_BPcR4c




In recent years, the buzzword "Artificial Intelligence" (AI) has permeated various sectors, including dentistry. In a recent episode of the Jameson Files, host Carrie Weber had an enlightening conversation with dental expert Laura Nelson, who is spearheading the integration of AI in dental practices. Here’s a comprehensive look at their discussion and what AI holds for the future of the dental profession.



The AI Journey in Dentistry



The conversation began with an overview of how AI has become more than just a technological advancement; it's a tool poised to transform dental practices. Laura Nelson, a trailblazer in the dental industry, shared insights on how AI can enhance efficiency, especially within the dental business team. AI's integration is not about replacing jobs but optimizing tasks, allowing team members to focus on patient interaction and customer service.



AI's Role and Impact



A significant highlight from the conversation was how AI is moving past its early adoption phase to being widely accepted. Laura emphasized that AI in dental practices can revolutionize how tasks such as radiograph analysis, appointment scheduling, and patient follow-ups are handled. By reducing mundane tasks, AI can empower dental teams to dedicate more time to areas that require human touch, such as patient care and communication.



Overcoming Concerns and Embracing Change



Despite the promising benefits of AI, there's an underlying fear among dental professionals about job security. Laura addressed these concerns, reassuring that AI will not replace jobs but rather redefine them. The key is embracing these changes and leveraging AI as a tool to improve overall practice efficiency.



Training and Communication



One vital area highlighted was the importance of training and communication around AI tools. AI’s potential is fully realized only when teams are properly trained to use these technologies to enhance patient interaction. Laura shared gripping examples from her personal experiences, showcasing how effective communication around AI tools can change patient perceptions and improve treatment outcomes.



Preparing for the Future



As AI technology in dentistry continues to evolve, the conversation highlighted the importance of staying informed and being open to change. Engaging with reputable AI companies and dental experts is crucial in ensuring the correct integration of AI tools in practices. Laura advised practitioners to seek information and demo available tools to understand their functionality better.



Conclusion: A Call to Action



As we look to the future, embracing AI in dentistry is less about the fear of change and more about the opportunities it presents. The shift to AI-powered practices promises a future where dental professionals can focus more on patient care and building relationships. It’s a cultural change that requires adaptation and a willingness to explore new horizons in dental care.



AI in dentistry isn't just a technological advancement; it’s a change maker. Practitioners are encouraged to stay connected with industry leaders like Laura Nelson, who are at the forefront of this transformation, ensuring they are informed and prepared for what lies ahead.



For more insights into AI in dentistry and Laura Nelson's work, keep an eye out for her latest developments and contributions to this ongoing evolution. Together, let's embrace this exciting era and revolutionize dental care for a better tomorrow.

https://www.youtube.com/watch?v=70IBGeLJ778




Welcome to our exploration of dental service organizations (DSOs) and their evolving role within the dental community. In a recent episode of the Jameson Files podcast, host Carrie Weber sits down with two remarkable leaders, Jennifer Vickery, Chief Operating Officer of Ocean Dental, and Brandy Williams, Chief Growth Officer at Catalyst Dental Allies. Their insights highlight the growth, challenges, and opportunities within DSOs, particularly in Oklahoma, where these organizations are making significant strides.



Celebrating Leadership in DSOs



Jennifer and Brandy have charted inspiring paths in dental service organizations. Both have dedicated themselves not only to their company’s growth but also to fostering community and leadership within the dental industry. Jennifer is a medical school dropout who discovered a passion for the business side of dentistry, while Brandy started in dentistry in a straightforward role and found herself captivated by the evolving opportunities within DSOs.



The Rise of DSOs: A New Norm



DSOs have often faced skepticism due to the stigma of being "corporate." However, as Jennifer points out, what was once considered unconventional is now becoming a norm. The duo emphasizes that DSOs are not one-size-fits-all; instead, they offer a variety of structures and models tailored to different needs and markets. This diversity enables DSOs to support practices and professionals alike, providing avenues for professional growth and patient care enhancements.



Cultural Shifts and Leadership Challenges



An integral part of their discussion is the cultural shift in workplace dynamics and employee expectations. Jennifer and Brandy recognize the need to adapt leadership approaches to meet the motivations of a younger workforce. They talk about embracing flexibility, listening actively, and prioritizing engagement through cultural development initiatives. Whether it’s through company newsletters or annual summits, their efforts aim to connect employees, fostering a sense of belonging and purpose.



Emphasizing Training and Development



A recurrent theme in their conversation is the crucial role of training in ensuring success within DSOs. Both leaders highlight the importance of consistent communication, targeted training, and developing managers to lead effectively. By focusing on growth opportunities and building confidence among their leaders, they strive to create an environment where every team member feels equipped and empowered to excel in their roles.



Finding the Right Fit in DSOs



When looking at potential DSO partnerships, Jennifer and Brandy advise that understanding the "why" behind a transition is essential. Compatibility between a practice and a DSO is akin to a matchmaking process—where philosophical alignment and shared goals are key to successful collaborations. They recommend prospective partners thoroughly inquire about a DSO's priorities, leadership models, and development opportunities to ensure a good fit.



Contributing Beyond DSOs: A DOM Involvement



In addition to their extensive work within DSOs, Jennifer and Brandy actively contribute to A DOM, an organization offering support and resources for dental professionals. Their commitment to fostering an educational and supportive community aligns perfectly with their personal mission to "leave the ladder down" for others aspiring to rise in the industry.



Conclusion



The discussion with Jennifer Vickery and Brandy Williams is a testament to the dedication and innovative thinking within DSOs today.

https://www.youtube.com/watch?v=A-oaYnApC1k




In this solo session from the Jameson Files podcast, host Carrie Weber dives into a vital topic for dental professionals: How to strategically plan for 2025 to lead your practice to greater success. Whether you're a dental team member, practice owner, or business leader, this guide offers actionable insights to navigate the common challenges facing the dental industry. Here, we'll break down the podcast session into a comprehensive blog post, exploring key strategies and providing practical steps for future planning.



Reflect on Your 2024



Before embarking on a new year's plan, take a moment to evaluate your journey over the past year. How did 2024 unfold for you? Did you accomplish your goals? Understanding what worked well, and what areas need improvement, will set the stage for your 2025 strategy. Remember to ask yourself:




How did the year end up for you and your team?



What worked well and what could be improved?



What is your focus for the coming year?




Understanding the State of the Industry



Strategic planning requires awareness of the broader industry context. The American Dental Association's Health Policy Institute offers valuable insights into emerging issues via surveys and reports. The most recent report identified three top concerns for 2025:




Staffing (62%): Finding the right team members remains a prevalent issue, with supply not meeting demand.



Insurance Management (58%): Navigating insurance complexities continues to challenge practices.



Rising Overhead Costs (45%): This aligns with shrinking profitability and rising salaries.




Let's delve into these concerns and explore strategies to address them in your practice.



Addressing Staffing Challenges



Building a strong team is crucial, especially when the market is competitive. Consider the following steps:




Revise your job ads to stand out and reflect your practice's unique culture and values.



Maximize the efficiency of your current team through clear roles, responsibilities, and cross-training.



Create an exceptional onboarding experience to ensure team members understand your practice and excel in their roles.




Navigating Insurance Complexities



Streamlining your insurance processes can alleviate burdens on your practice. Some suggestions include:




Define clear roles for staff responsible for insurance management.



Consider outsourcing aspects of your revenue cycle management, if beneficial.



Evaluate your relationship with insurance plans by assessing profitability and patient acceptance rates.




Enhancing Profitability Amid Rising Costs



Improving your financial health involves increasing production, adjusting fees, and cutting costs:




Increase production through improved patient acquisition strategies and treatment acceptance.



Perform a fee analysis to ensure competitive pricing.



Review inventory control, marketing investments, and overall spending to cut unnecessary costs.




Crafting Your Vision and Strategy for 2025



Crystalizing your practice’s vision is a vital step toward success. Start by asking yourself, "What does right look like?" and manifesting a clear vision across various practi...

https://www.youtube.com/watch?v=RHy0h5zu5Jw




Introduction: New Year, New Goals



Welcome to the Jameson Files! As we step into a new year, many of us are focused on strategizing and setting goals for our practices. Marketing plays a crucial role in these plans, and today, Carrie Weber and her teammate Nate Porter explore this ever-evolving world and how to enhance your marketing efforts.



Understanding Marketing Trends and AI



January is a time when many practice and business owners strive to redefine their strategies. Often, the buzz words and shiny new approaches, like artificial intelligence (AI), dominate the conversation. While AI-driven strategies hold potential, it’s essential to approach them with caution. AI can assist with idea generation and structuring content but cannot create original works. Instead of solely relying on trends, find ways AI can complement your existing efforts.



The Importance of Internal Marketing



In today's competitive market, traditional approaches continue to generate solid results. Looking at practices nationwide, the American Dental Association states that approximately 60% of new patients are gained through internal referrals. Hence, focusing on internal marketing remains essential.



1. Personal Outreach: Utilize resources and communication tools to engage current patients, enhancing your relationship and fostering loyalty.



2. Analyzing Reports: Delve into practice management reports to identify which treatments have been prescribed but not yet accepted, and which patient groups could be targeted for follow-up.



3. Consistency and Repetition: Repetition is key. Consistent outreach and marketing efforts ensure your message resonates with patients, thus encouraging reactivation. ---



Creating a Roadmap for Success



Marketing success lies in having a strategic roadmap. At Jameson, we offer a Dental Marketing Bootcamp designed to equip practices with the necessary skills and strategies to implement effective marketing plans.



Event Focus:



Communication Workshops: Enhance verbal skills and learn how to sequence conversations with patients effectively.



Photography Sessions: Improve content quality with better practice documentation.



Social Media Planning: Develop a yearly strategy with our templates and guidelines. By attending, your team will have a tailored plan ready to implement, driving practice growth from the ground up.



Sustainability through Proven Approaches



Success is often rooted in practices that have stood the test of time. While trends like AI may offer new methods, integrating them with proven strategies will yield the best outcomes. Relationships and consistent communication are central to achieving growth from within.



Conclusion: Plan, Execute, and Grow



As we launch into 2025, remember that marketing is fluid yet foundational. Consistency in your efforts, guided by a comprehensive plan, will ensure sustained growth. Embrace both new trends and time-tested strategies to achieve the vision you have for your practice. Join us at the Jameson Dental Marketing Bootcamp, and let's make 2025 a transformative year for your practice. Stay connected with the Jameson Files community, share our podcast, and continue learning and growing with us. Here's to a successful year ahead!

https://www.youtube.com/watch?v=g-i2iy-XEYY




In the dynamic world of dentistry, integrating new services into your practice can be both an exciting opportunity and a significant challenge. Whether you're considering adding orthodontics, introducing new technology, or expanding your practice's range of services, preparation and planning are crucial. As highlighted in a recent episode of the Jameson Files podcast featuring McKenzie Webb, successful integration involves much more than just acquiring new skills. It requires a comprehensive strategy that involves the entire team.



1. Embracing a Unified Vision



The first step in successfully implementing new services is ensuring that your entire team is aligned with the practice's vision. This means having open conversations about what the new services are, why they are being introduced, and how they will benefit the practice and patients. It's essential that every member of the team understands the goals and feels invested in the new direction. **



2. Comprehensive Training for the Entire Team



While acquiring the clinical expertise is vital, it's equally important that both the clinical and business teams are thoroughly trained. McKenzie Webb emphasizes that effective implementation requires everyone to be competent and confident, from the receptionists handling phone inquiries to the assistants supporting orthodontic procedures. This includes understanding new coding requirements and having rehearsed verbal skills to discuss treatments with patients.



3. Developing Effective Systems and Processes



Creating clear systems and processes is crucial for ensuring smooth operations. This involves planning how to execute the new clinical services and developing case presentation skills and financial arrangements. The objective is to make sure that everyone in the practice is prepared and knows their role, which in turn helps minimize disruptions and maintains efficiency.



4. Marketing the New Services



Introducing a new service requires more than just internal preparation—it also involves marketing it effectively. McKenzie Webb notes the importance of promoting the new offerings both externally to the broader community and internally to your existing patient base. This includes updating your website, using social media, and having visible promotions within your practice to raise awareness.



5. A Collaborative Approach to Implementation



Successful integration of new services is truly a team effort. It involves a shared understanding of the practice's objectives and a commitment to thorough planning and execution at every level. By following these best practices, you can ensure that new services not only integrate smoothly but also become a valuable addition to your practice. In conclusion, expanding your dental services is a substantial undertaking, but with the right strategy and collaboration, it can lead to great success and growth for your practice. If you're looking for tailored guidance to refine your skills or expand your services, consider exploring resources such as Jameson's Grow Coach online virtual coaching program, which provides personalized coaching and learning tools to support your journey. For more insights and guidance, listen to the full episode of the Jameson Files podcast with McKenzie Webb. Continue to stay informed and proactive in your approach to practice growth and service integration for a successful future in dentistry.

https://youtu.be/YKCatslzGRQ?si=bWpe2Tjj81Ok1DKC




This transcript with our Jameson Files host Carrie Webber has been lightly edited for flow. To enjoy the audio, you can watch on YouTube or listen to our podcast on iTunes, Google Play, or Spotify.



Jameson Hygiene Coaches Discuss Pain Points in Your Practice



Carrie:



Welcome to the Jameson Files. I'm your host, Carrie Webber, and I am so excited today because I have more members of the Jameson team as guests with me. I have Becky Spear and April Welker. Both are Jameson advisors, both business and clinical advisors for the Jameson team. And so, thank you ladies for being with me.



Becky and April:



Thank You.



Carrie:



Absolutely. We are here together at the Jameson offices doing work on our own personal skills and development, just like we do with all of our clients, helping you to be better and better every day. We do the same thing. So we gather together, and we meet, and we work through areas that we can improve so that we're bringing our very best to our clients across the country. 



And the cool thing about Becky and April is, like I said, they're business and clinical advisors. So these ladies are both hygienists that have worked clinical and dental practices. April's actually still a working hygienist out in the world. And so they bring to the table in their work with our clients, not only the perspective of those business systems that are so important, but the clinical systems and how to truly have a high performing clinical team and hygiene team in your practices. So what I really wanted to talk about today is from your perspective in the work that you do with practices across the country and what you're seeing in the industry as a whole, what are the trends in hygiene specifically, what are the pain points that you feel like practices are struggling with, and where are those opportunities that practices need to perhaps put some attention on that could really help improve their practices from that perspective?



The New Periodontal Classification System Helps Patients Understand the Value of Care



Becky:



Right now, I think one of the big things that we are teaching in many of the practices that we go to is staging and grading, which is the new periodontal classification system. It's not a new periodontal classification system, but we are finally starting to get that into our practices, getting the documentation to be correct, because we know how important documentation is. And it also is a system that is creating some urgency, and it's more understandable, I think, for the patients, and I think that's why they came up with this. 



Carrie:



I like that. So it really plays a role in educating patients on the need for treatment and that focus on their ongoing health.



Becky:



Right. You know, we could say stage one to four in the past, you know, you’re stage one, stage two, or I shouldn't say stage, it was class, class one to class four, but now when you tell somebody stage 1, 2, 3 or four, we're used to hearing stages in the medical world. And so I think that's what they've done by bringing the staging and grading into dentistry. Now people who are already familiar with that terminology are hearing that in the dental office as well.



Carrie:



Such a great point. And any opportunity to help patients see the urgency of the need for treatment and the disease that's happening in their mouths is helpful. Do you find that when you're practicing, does it make a difference in terms of patient education?

https://youtu.be/sqC6Wr8kr3Q?si=LoCrgVydl3GGlK1T




This transcript with our Jameson Files host Carrie Webber has been lightly edited for flow. To enjoy the audio, you can watch on YouTube or listen to our podcast on iTunes, Google Play, or Spotify.



Carrie:



Welcome back to the Jameson Files. I'm your host, Carrie Webber, and it's always so great to have our Jameson Files community joining in. Wherever you're viewing the podcast, you may be watching us on YouTube or on Facebook, or you may also be listening to us through iTunes or Google Play. Whatever you do, thank you for being a part of the community. And if you have friends in the dental industry that could benefit from the conversations we have here, please share and help us spread the word and grow our community. I'm really excited today because we're here at the Jameson offices in Oklahoma City, Oklahoma, and we have members of the Jameson coaching team here, which is awesome because we're all over the country, and we always look forward to those times when we can come together, and just like we encourage dental practices to do, work on our skills, work on the business together, improve our efforts, and grow and develop together.



And so that's what we've been doing today. And so in this episode, I have two members of the Jameson coaching team, Brenda Wittenbauer, and Suzanne Wardell, both of which are business advisors for Jameson, and have their own incredible history in dentistry. Something I always love to say is that the members of our coaching team all come from dental backgrounds and have that direct experience and empathy for all of you and the work that you do day after day after day. And so, thank you ladies for joining me for the episode. 



Brenda:



Happy to be here. 



Suzanne:



Yeah. Excited.



Leadership Lessons for a Successful Practice



Carrie:



So this is for business coaching. We wanted to take this opportunity to talk about on the business team, or in the leadership of the practice, what the pain points are that we are finding over and over and over again right now- the trending pain points, I guess we could say, that we're seeing in practices and then give you all some insights and hopefully some helpful tips on ways that you can address these areas in your practice if they're pain points for you as well. So, which one of you would like to take this on. What are you seeing in the trends of the practices that you work with, and what are the opportunities for practices to really put in some effort to improve? What are you seeing and recommending?



Holding Team Members Accountable



Brenda:



Okay. So hot points in my practices that I've been working with my teams all year–accountability or lack thereof. And how do we hold team members accountable? How do we not feel powerless in our own practice to hold people accountable for fear they'll leap. And that's the theme repeated in practices. It doesn't matter where you are, the pool for talented team members is so limited right now,  or so it seems, and they are settling for mediocre–afraid to hold people accountable– and it's a difficult situation and not one I want to see my doctors or my office managers in.



Carrie:



Yeah. And when you think about accountability and the lack thereof, how's that showing up in practices? Where are they finding the struggle when people are not being held accountable or that mediocrity is starting to rule the day? What’s that looking like?



Suzanne:



I see it so much in time management. It's always,

https://youtu.be/499eBRMKtv4?si=4Ly36FNrI-hRQ34y




This transcript with our Jameson Files host Carrie Webber has been lightly edited for flow. To enjoy the audio, you can watch on YouTube or listen to our podcast on iTunes, Google Play, or Spotify.



Carrie:



Welcome to the Jameson Files. I'm your host, Carrie Webber, and it's always so great to be with the Jameson community introducing you to amazing people in our profession that are doing amazing things for dentists and teams.  I'm really happy to have Geri Gottlieb on my podcast today. Geri, if you don't know Geri and, and her company, GG Practice Coaching and Development.... Did I get it right, Geri? 



Geri Gottlieb:



You did.



Carrie:



…she's doing amazing things and has been in the dental industry for, goodness, almost 30 years.



Geri Gottlieb:



32



Carrie:



Over 30 years. So doing great things throughout that history.



Geri Gottlieb:



Started in ortho.



Carrie:



Oh, wow. So, this is a woman that if you don't know this person, you need to know this person, if for nothing else, then if you need a good dose of energy in your life, Geri's the person to bring it to you. So, Geri, thank you for being with me today. I appreciate you.



Geri Gottlieb:



My pleasure. My pleasure. As soon as I got the invitation, I said, of course, I would spend time with Carrie. You kidding?



Carrie:



I have a feeling this conversation may go off the rails at least three times, but I'm gonna love every minute of it. 



Geri Gottlieb:



Exactly.



Geri Gottlieb’s Beginning in Dentistry



Carrie:



So obviously I need to learn a little bit more about your story into dentistry, too. So let's start there. Tell me a little bit about how you started, how you found yourself where you are today. I'm sure there's a lot of interesting stuff in that journey.



Geri Gottlieb:



So, I was recruited into my first dental practice, which was an ortho practice, while I was in college pursuing a degree in psychology with a minor in music.



Carrie:



Oh my gosh.



Geri Gottlieb:



I know Miss. Singer,  we're twins, like, we're spirits.



Carrie:



Okay, keep going. 



Geri Gottlieb:



So I was, and I was working full-time for Macy's. It wasn't Macy's at the time. So I'm from Seattle area, and at the time it was actually called the Bon Marché, and then Macy's bought them out. But I was managing a Clinique cosmetic counter and going to school, and one day I was helping a gentleman with skincare products, and he said, “I want you to come work for me.” And I said, “What do you do?” And he said, “Well, I'm a dentist.” And do you know that little Christmas story cartoon thing where the little elves and the one little elf that wants to be the dentist? And then he says that at the table and everybody goes, “Ah dentist!”



This is what's happening in my brain. And I'm like, I have teeth. I go to the dentist. Never, never had it ever been a thought in my brain of possible career choices or jobs that I would look to have. And he said “You know, I’m an orthodontist and I'm opening a practice, and I could train you on to be an assistant and  e...

https://www.youtube.com/watch?v=_0Yb_CctyvU




My Jameson Journey: Milestones and Metrics with Dr. Jarod Johnson



Carrie Weber:



Welcome to the Jameson Files. It's so great to have all of you tuning in once again. As part of the Jameson Files community, I'm Carrie Weber as always, and I'm your host. Today I am really happy to be joined by a Jameson client, an amazing pediatric dentist from Iowa, Dr. Jarod Johnson of Arctic Dental. Dr. Johnson, thank you so much for joining me today.



Dr. Jarod Johnson:



Yeah, Carrie, I'm really excited for this opportunity. I know we've had to push things off a little bit, but we finally got a time we could connect. I'm super excited to be with your listeners today.



Carrie Weber:



We made it happen. You know, if there's anything about you and I, we're persistent. We're not going to give up. You know, I think it was my husband, Jess, that actually asked if you want to be on the podcast. And I'm so glad that he connected those dots because we connected and had our first conversation a little over a year ago now. That's kind of hard to believe. I think it was spring of last year, am I right?



Dr. Jarod Johnson:



Yeah, I think it was. I think we started with Jameson in July of last year, and we got started figuring out how to make that happen in the early part of spring.



Dr. Johnson’s Beginnings as Pediatric Dentist



Carrie Weber:



And as I was preparing to meet with you for this recording, I was thinking back on that in our conversation and something that really stuck with me was how refreshing it is when you get to talk to doctors and practice owners that really understand the benefit of continuous development and learning. Something that I recognized about you in the past year and even when we were first talking was that you were so genuinely interested and curious and ready for guidance and mentorship and everything that we do. You just take it and you run with it. It's just amazing. And I think that's kind of a part of your nature, too, because you're also an educator. So I'd love to give you a chance as we start off to just share a little bit about your dental journey and what caused you to fall in love with dentistry. You’re a pediatric dentist, so pediatrics especially. And what is it that really drives you from that educational and continuous learning side of things? Would that be all right?



Dr. Jarod Johnson:



Yes, so both my parents are dentists and my uncle is a dentist. They're all retired now. But they really got me involved in dentistry early and it was a big part of my growth as a kid. I would go to all the dental conferences with them on trips. It was just an exciting time to learn about. 



And then in high school, I always made a point to take one art class, even though I was very strong with my science and my math, I made a point to take that class every semester and I really enjoyed working with my hands. So they kind of fit together. 



I ended up applying to dental school and got into that and was interested in pediatrics. And I wasn't sure if I could deal with really little kids because behavior can be one of the most challenging parts of pediatric dentistry. But I had the opportunity to be a coach at the junior high for basketball and football during my time in undergrad. And that kind of got my interest. And when I got into dental school, the rotation didn't seem as bad. And personally, I love pediatric dentistry because it's different every day. You get to tell jokes. You don't have to be as serious. And I think one of the things that is really rewarding...

https://www.youtube.com/watch?v=svdwh5G5MNk




Kevin Henry and His Role as a Dental Assistant Supporter



Carrie Weber:



Welcome back to the Jameson Files. I'm so glad to have all of you with me. Thank you for being a part of our Jameson Files community and staying connected and engaged and looking to improve your professional lives every single day. We're so glad you're here and you're in for a big treat today because my guest is none other than Kevin Henry. Kevin is a good friend. 



I was saying when I was speaking with Dana, your better half, in her interview on the Jameson files that I've known her for several years, but you and me go way back into the depths of time. I think I've known you as long as I've been in the industry. That's been 24 years. Am I right?



Kevin Henry:



You're right, because I've been in it 25. So we kind of came in together, which is a really cool thing. I love that.



Carrie Weber:



It's really cool. And so for those of you that might not know Kevin, he has an amazing history in dentistry. Kevin is the former editorial director of Dental Products Report, and the former managing editor of Dental Economics, and currently is still tapping into his incredible gift in journalism for dentistry as the editor in chief of DrBicuspid.com. In addition to that, Kevin has really blazed the trail and his passion for supporting the dental assistants in our profession and has an amazing podcast, Dental Assistant Nation, that I encourage all of you to go check out and follow and subscribe to. 



But Kevin, you've not only been stepping out to support assistants, but you really have become a prominent figure in the speaking arena for dentistry. Our paths cross frequently on the lecture circuit. And so continue to be so happy and proud of the things that you're bringing to our profession. And I'm so grateful you're with me today, so thank you.



Kevin Henry:



I'm glad to be here. And I'm always glad when our paths cross out there no matter where that may be, even if it's online like this. So I think it's great.



Carrie Weber:



Thank goodness for technology, right?



Kevin Henry:



Amen to that.



Recognizing a Need for Support for Dental Assistants



Carrie Weber:



Today, I think, our conversation is probably going to veer in a lot of directions. We tend to do that when we're having conversations, but our primary focus is going to be maximizing the talents of dental assistants in our practices. I know that's where your heart really lies in our profession. 



I'd love to start with how that came to pass for you– 25 years in dentistry, 25 years on editorial teams of our most premier publications in media in dentistry. I'm sure you've been exposed to a great deal of insights and information. What landed you in this place of wanting to support dental assistants the way you do?



Kevin Henry:



I'll be perfectly honest. I fell into it. Back when I was managing editor for Dental Economics– I have such fond memories of working with John and Kathy during that time whenever they were right for dental economics, getting to know them, going down to the ranch, all that good stuff. It was about six years into my journalism there at Dental Economics that I realized we had Dental Economics Magazine, and we had RDH magazine, but we didn't have anything for dental assistants. And so I started a publication, it was all online. It was called Dental Assisting Digest,

https://www.youtube.com/watch?v=o8218sVLg_Q




Daily, Weekly, and Monthly Workflows for Maximum Efficiency



Carrie Weber:



Welcome to the Jameson Files. I'm your host, Carrie Weber, and it's so great to be back with you as we have an amazing guest with us. Dana Johnson is with us today. Dana is a good friend of mine. We've known each other for several years now, right, Dana?



Dana Johnson:



Many, yes.



Dana Johnson and Novonee Consulting



Carrie Weber:



And you know when you're all in the same realm in dentistry and in consulting and working with dental practices, you can't help but become friends when you're on the road speaking in consulting. For those of you that may not be familiar with Dana, Dana has a consulting company called Novonee. And Dana's background is pretty incredible as a Dentrix trainer moving into consulting. Some of your accolades are Dentrix Trainer of the Year and Top 25 Women in Dentistry. So it's a real honor to have you on as a guest. Dana, thank you so much for being with me.



Dana Johnson:



Well, thank you for having me. When you were talking about me being on the Jameson files when we were at Hinman, I'm like, oh my gosh, that sounds so fun. And I am super excited to share some experiences with all your audience.



Carrie Weber:



Yes. And you know, for those of you that are wondering, “What's Novonee?” There are times when I'm talking with practices and their specific need is around getting team onboarded and utilizing Dentrix in a maximized way, and becoming more efficient, more effective in their work, especially in the business side of the practice with their practice management software. And boy, that's when your name comes up a lot, Dana, because you excel in your expertise and in your ability to give instruction that's not only helpful for the team to learn, but you also help them know how to apply it and implement it, which is the key. 



So that leads us to today's conversation. Something that you've been talking about a little bit more and more recently is workflows and what that means in dental practices, what practices are struggling with. So as we step into that conversation, which I'm actually really excited about, I'd love to hear what's led to this element of what you're instructing and teaching practices. What is it that you're finding in the dental practices today that has really put an emphasis on helping them build out workflows in the practice?



Why Proper Workflows are Important



Dana Johnson:



Yeah, thank you. There have been three layers that I've been noticing across our industry– new team members coming into dentistry for the very first time. I have several practices, and so do you, probably, with new team members who are coming from retail or they're coming from medical or they're coming from another industry and they have no idea how to work the front desk in a dental practice. And so a lot of times what happens is you hire this new team member and you kind of throw them out to the sharks with no training, no onboarding. And they're wondering what to do. So these new team members are really looking for help. They're looking for onboarding, they're looking for training and that. So that's the first layer I'm seeing a lot of.



And then we're also seeing a lot of team members, whether they're a dental assistant moving up to the front desk, or maybe somebody that started out as an amazing receptionist and now she's being promoted to a treatment coordinator, and she's asking, “What is this job supposed to do? Help me.” 

https://www.youtube.com/watch?v=V6sMK06djfw




Leading Change with Confidence



Carie Weber:



Welcome to the Jameson Files. I'm your host, Carrie Weber, and today I'm flying solo. I’m going to give you some thoughts and some interesting considerations as you try, in your very best way possible, to lead change in your practice or in your organization. This is something that we at Jameson have helped practices do for over 30 years, and I'm finding myself teaching and working through this with doctors and leaders more and more this year. I believe a lot of great decisions and refocusing of vision and changes are being made and introduced into practices to help those practices and those doctors and business owners thrive and be healthier and happier in their professional lives, which is what is most important to us to help doctors and practice leaders do. 



So, let's talk today in this episode about change, about why people resist change, and about what we as leaders need to consider as we are leading change in our practices and in our businesses.



I believe we'll find that when we get hit with resistance, when those obstacles come our way, chances are we are at a point where we need to make decisions to pursue and persist, re-clarify, and continue to lead forward even when it's hard. So, how to lead change even when it gets difficult. Let's go. 



Why do People Resist Change?



So first, as we talk about this, we want to think about why do people resist change in the first place? Why is change so difficult in practices? Perhaps it hasn't been that difficult for you, but perhaps you have struggled with incorporating something new into your practice or helping your team adapt to change. And there are a lot of reasons why people resist change, or why practices and teams resist change, or perhaps even the leaders resist change. Your overall busyness and overwhelm can be a determining factor. When we're already very overwhelmed with the workload, the idea of incorporating one more new thing into our day-to-day can be a little stressful at best. And so you can find that people resist.



It also may be that they're not against the idea, but their speed of change is very slow because they're busy doing other things, they're distracted, or they're generally overwhelmed and can't handle the idea of taking on one more thing.



Lack of respect for the leader can be one of the reasons. Fear of personal loss or fear of failure. The tradition of how it's always been can really help put a roadblock in front of you in terms of that change. The requirement of additional commitment and narrow-mindedness is going to thwart the acceptance of new ideas. The rewards don't match the effort required. These are all just a version of some of the reasons why you may be met with resistance. The fear of the unknown. It won't happen when people are engaged in negative thinking. All of these are reasons why change is resisted. 



And then of course, there are the two primary reasons why people resist change. And that's, we've always done it this way, or we've never done it that way. I'm sure all of you can appreciate that that is a primary deterrent for change for many people. 



How do we Help our Team Overcome these Mental Roadblocks?



So how do we help our teams overcome those mental roadblocks and become more open-minded and willing to not only explore the idea of doing something in a new way or integrating something new into our workflow, but actually implementing that change to where it becomes a habit? I’d like to have everyone visualize a rubber band and visualize yourself as that rubber band. And when we need to use that rubber band,

https://www.youtube.com/watch?v=9y8GKSDy354




Questions to Ask Before Seeking Financing for Dental Startup or Acquisition



Carrie:



Welcome to the Jameson Files. I'm your host, Carrie Weber, and it's so great to have all of you back in the Jameson Files community today. We're excited. We have a very special guest who has come to the Jameson offices to be in person with us for this interview. This is Tom Angeloni, the National Sales Director of Bank of America. We were talking earlier, Tom, we've both been in the industry for about the same amount of time. It's been over 20 years for you. 



Tom Angeloni:



Like a quarter century. I have to date myself.



The Future of Dentistry



Carrie:



Well, a lot has come and gone. I'm really excited and very grateful that you've come by to spend some time with us because, for those of you out there, whether you are a young dentist starting out, looking to get footing into your own practice ownership situation or whether you're a practicing dentist and have been practicing for some time and are looking for opportunities to expand, you may have a lot of questions about financing and what things you need to be considering. What is the environment like today and what things can you plan for? So, Tom, I'd really love to have a conversation about that. I’d love to start out with just giving your perspective on where things have come, after all of this time. From your perspective, where do you see things right now in the dental industry? In the dental environment? 



Tom Angeloni:



Honestly, it's driven demographically.  There have been a lot of states, different territories that were heavily driven by startups. Over the years, depending on where you're at, that has moved more towards acquisitions. Overall, we still find that the dental economy is still very strong. Dental spend is up year over year.  The last stat I saw from the ADA is that between 2021 and 22, there was an increase, not a huge increase, but about 1.2% increase in graduates. And then over a five year span, there's been about a 7% increase in graduates. So you still have a lot of graduates coming out. And the trick is to keep pace with who's retiring, right? That's always the trick. So the projections, again, ADA and some different consultants are really looking at it and say that over the next eight to 10 years, so 2031, they say that there's going to be a shortage of about 30,000 dental professionals. So you can look at that as, you know, very optimistic and an opportunity. There are still, as it stands right now, about level or a little bit more graduates compared to those that are retiring.



Starting a Dental Practice from Scratch or Acquisition



Carrie:



Wow.  And I don't know why that feels surprising to me, but, you know, that gives a lot of opportunity to these young dental graduates. You do a lot with dental students and with those new dentists in trying to educate them on what their options are. And they think they know the direction, but I don't know that they've done a lot of due diligence in terms of how to make the best decisions for the start of their professional career. Some of you have, but some of you may still be really unclear about how you get from here to there. What are some of the questions that you get asked a lot from these dentists starting to explore purchasing or even starting up a practice from scratch?



Tom Angeloni:



I'll tell you the most common question in all the lecturing that we do at different dental schools across the country.  Almost 80% of the time we do this, the question comes up,

https://www.youtube.com/watch?v=fBSxnl4wTvk




How EndoConnect Can Improve Endodontic Care for Both Practices and Patients



Carrie:



Welcome back to the Jameson Files. I'm your host, Carrie Weber. Dr. Randy Middleton, of Dallas, Texas, thank you so much for joining me today. 



Dr. Randy Middleton is an endodontist in the Dallas Fort Worth area, and he has started a new company called EndoConnect. He is on a mission to help make the referral process of the endo needs in a general practice as easy as possible by providing a service that makes that in-house for general practices. Dr. Middleton, I'd love to learn a little bit more about your services through EndoConnect, but before we do that, let's back up a little bit and would you mind telling the listeners and viewers a little bit about your backstory? What led you to endodontics and what ultimately led you to the path that you're on today in your professional career?



The Beginning of EndoConnect



Dr. Middleton:



So I found endodontics actually in dental school. It was something I was drawn to– the actual work itself, the meticulous nature of doing the actual procedures attracted me. So I just ran with it from there. That was probably my second or third year in dental school, so I had a lot of time to reflect on what practice life looks like. It never seemed right to me to duplicate everything that a general dentist has, an office, the chairs, the staff. Everything is literally a carbon copy, but down the street, and it just didn't seem right. I thought there's a better way for this. Patients don't like traveling. It's hard to collaborate on cases when you're down the street. So I always thought this would be something I did, and it's slowly building, so I'm excited for the future. 



Carrie:



So exciting! For some time, you've been doing this on your own. You’ve been going into the practices, you bring your assistance, you bring all of the equipment that you need, and you basically are collaborating and partnering with these practices, providing your endodontic services however many days a month that they need you there, correct?



Dr. Middleton:



That's right. It's interesting that it can grow organically, you know, just vendors and assistants and dentists. Everybody you know knows 10 more people, and it's really grown bigger than I thought it would without a whole lot of advertising, at least so far.



Carrie:



Yes. What's interesting to me is when this started taking off, had you known about this model before or is this something that you took the lead on and said, why don't I just come to you? How did this really begin?



Dr. Middleton:



Well, I kind of conceptualized it loosely in dental school and then residency. Then I was actually connected with a DSO, which had the same model. And I thought that I would just link up with them. And then as I got my footing there and learned the business side of it– things that I like and things that I can do better. And then it grew in parallel. It started with vendors, and I've found connections through hygienists that I've met. Word of mouth is very powerful.



The Advantages of Formal Marketing Over Word-of-Mouth



Carrie:



That leads me to something interesting. You said just a minute ago that this has really started pretty organically. You made one connection, and then the word got out about you and that this was something that you would provide. You had mentioned that to this point it's been organic, but you are definitely a forward thinker in terms of all aspects of...