The Dental Marketer

Hosted by Michael Arias

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Episodes

100

Latest episode

Aug 2026

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EN-US

About the show

dental marketing ideas and strategies to attract quality patients to dentist.

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60 recent

October 1, 2026

Less Dentistry Is the Best Dentistry: Standing Out in a 52 Dentist Building | Dr. Jennifer Haddad | 627

What if the strongest growth strategy in dentistry is knowing when NOT to treat? In this episode of The Dental Marketer Podcast , Dr. Jennifer Haddad shares how she built a small, referral-based practice in one of the most saturated dental markets imaginable: a medical building with 52 dentists on the border of West Hollywood and Beverly Hills. Instead of seeing nearby dentists as competition, she views them as collaborators and has carved out a clear identity through biomimetic dentistry, a conservative approach focused on preserving tooth structure and creating results that look and feel natural. Jennifer opens up about why “less dentistry is the best dentistry” is more than a philosophy. It shapes how she treatment plans, communicates, delegates, designs her patient experience, and protects her own time as a practice owner and mother of two. From using AI tools to improve patient education and reduce admin burden, to saying no to cases outside her scope, this conversation is a grounded look at building a modern practice rooted in trust, precision, and long-term thinking. What You'll Learn in This Episode: How a conservative dentistry philosophy can still support a successful practice. Why a clear niche helps patients remember, trust, and refer you. How to stand out in a highly saturated dental market without competing on volume. Why nearby dentists can become collaborators instead of threats. How biomimetic dentistry changes case selection and treatment planning. Why saying no to aggressive elective treatment can strengthen patient trust. How longer new patient visits create better relationships and better case acceptance. Ways digital scans, AI radiographs, and visual education improve communication. How AI tools can reduce documentation time and staffing pressure. Why practice design and patient experience matter beyond clinical care. How delegation supports better dentistry, better leadership, and better health. What it takes to balance part-time ownership with a high-trust practice model. Listen now to learn how a smaller, more intentional dental practice can grow through trust, clarity, and conservative care. Sponsors: ‍ Oryx: All-In-One Cloud-Based Dental Software Created by Dentists for Dentists. Patient engagement, clinical, and practice management software that helps your dental practice grow without compromise. Click or copy and paste the link here for a special offer! https://thedentalmarketer.lpages.co/oryx/ Click here for a special offer! ‍ Guest: Dr. Jennifer Haddad Check out Jennifer's Media: Website: https://www.drjenniferhaddad.com/ Instagram: https://www.instagram.com/drjenniferhaddad/ TikTok: https://www.tiktok.com/@drjenniferhaddad Email: drjenniferhaddad.manager@gmail.com ‍ Mentions & Links: Organizations & Tools Pearl Pacific Dental Invisalign People Mentioned ‍ Dr. Pascal Magne ‍ Host: Michael Arias Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/ ‍ Join this podcast's Facebook Group: The Dental Marketer Society ‍ Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

September 28, 2026

How Better Dental Visits Drive Word-of-Mouth Referrals | Dr. Delaney Spaulding | MMM

The best referral strategy in dentistry may be the one patients feel before they ever talk about it. In this Monday Marketing Move, Dr. Delaney Spaulding shares how her practice earns word-of-mouth referrals by creating a patient experience built on trust, consistency, and genuine care, especially for people who come in with dental anxiety. Rather than relying only on online marketing, Dr. Spaulding explains how long-term team relationships, extra listening time, detailed patient notes, and judgment-free conversations help patients feel known and safe. She also shares how tools like Pearl AI, digital X-rays, and scans make treatment planning more visual, collaborative, and easier for patients to understand. What You'll Learn in This Episode: Why word-of-mouth referrals often start with how patients feel in the chair. How consistent staffing can become a powerful practice differentiator. Why anxiety-focused care attracts loyal patients and strong referrals. Simple ways newer practices can build trust, even without decades of history. How listening longer can uncover patient fears, preferences, and past experiences. Why detailed notes help the entire team personalize future visits. How to involve patients in treatment decisions without overwhelming them. Ways AI can support patient education, team confidence, and diagnosis clarity. How visual tools help explain treatment needs like deeper cleanings. Why kindness and consistency can become your strongest marketing move. Listen now to learn how a more personal, patient-centered experience can turn everyday appointments into lasting referrals. ‍ Guest: Dr. Delaney Spaulding Check out Delaney's Media: Ross Bridge Dentistry: https://rossbridgedentistryhoover.com/ Instagram: https://www.instagram.com/rossbridgedentistry/ Facebook: https://www.facebook.com/RossBridgeDentistry TikTok: https://www.tiktok.com/@rossbridgedentistry Dental Practice Matchmaker: https://practicematchmaker.com/ ‍ Listen to the Full Episode with Dr. Delaney Spaulding Here! https://thedentalmarketer.site/podcast/626 ‍ Host: Michael Arias Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/ ‍ Join this podcast's Facebook Group: The Dental Marketer Society ‍ Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

September 24, 2026

Your Hygienists Want More Than a Raise: What Your Team Actually Wants | Dr. Delaney Spaulding | 626

What if the benefit your team values most isn’t a raise, a bonus, or a 401k? In this episode, Dr. Delaney Spaulding of Ross Bridge Dentistry shares why keeping great team members can be just as powerful as attracting new patients. When your team stays, patients stop “meeting strangers” at every visit, trust builds faster, treatment conversations feel more natural, and word-of-mouth becomes easier to earn. Dr. Spaulding also opens up about buying a practice at 27, navigating the pressure to prove herself, and learning that leadership credibility is built over time through real decisions. She shares how flexibility, open communication, fast hiring decisions, and even on-site childcare helped her protect the team culture that supports patient loyalty. This conversation reframes retention as a practical growth strategy, not just a feel-good workplace idea. What You'll Learn in This Episode: Why team retention directly impacts patient trust and referrals. How long it really takes to earn credibility with inherited staff. Why explaining with photos, scans, and AI can help younger owners build confidence. How to shift from “proving yourself” to leading with self-belief. Why team flexibility around real-life issues can strengthen loyalty. How cross-training helps practices support employees without chaos. When to quickly fire a poor-fit hire before they damage team culture. Why your existing team’s feedback is critical during hiring. How on-site childcare can help retain hygienists and working parents. Why owners should ask employees which benefits actually matter to them. Listen now to rethink retention as one of the smartest, most human ways to grow your dental practice. Sponsors: ‍ Oryx: All-In-One Cloud-Based Dental Software Created by Dentists for Dentists. Patient engagement, clinical, and practice management software that helps your dental practice grow without compromise. Click or copy and paste the link here for a special offer! https://thedentalmarketer.lpages.co/oryx/ Click here for a special offer! ‍ Net32: Founded by a dentist, for dentists. Net32 is the leading online marketplace for dental supplies, helping dental and medical professionals save on high-quality products for over 25 years. Start saving today at: https://www.net32.com/dentalmarketer Click here for a special offer! Guest: Dr. Delaney Spaulding Check out Delaney's Media: Ross Bridge Dentistry: https://rossbridgedentistryhoover.com/ Instagram: https://www.instagram.com/rossbridgedentistry/ Facebook: https://www.facebook.com/RossBridgeDentistry TikTok: https://www.tiktok.com/@rossbridgedentistry Dental Practice Matchmaker: https://practicematchmaker.com/ ‍ Mentions & Links: Organizations & Programs ADHP Program (Alabama Dental Hygiene Program) — an apprenticeship-style program where dental assistants can train to become hygienists in-office. ‍ Host: Michael Arias Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/ ‍ Join this podcast's Facebook Group: The Dental Marketer Society ‍ Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod ‍

September 21, 2026

How to Fix Your Case Acceptance Rates This Week | Dr. Jerry Burns | MMM

If patients keep stalling on bigger treatment plans, the issue may not be the dentistry. It may be the way the conversation is structured. In this Monday Marketing Move, Dr. Jerry Burns shares a practical way to improve dental case acceptance by auditing how you present treatment, especially larger, higher-cost cases. He explains why recording consultations, with permission when needed, can help you and your team spot moments where the conversation jumps too quickly from diagnosis to treatment without first creating emotional urgency and clarity. You’ll learn why simple dentistry can often be discussed chairside, while complex cases deserve a more structured process: give the patient initial findings and a ballpark investment, let them process at home, then bring them back for a focused 20–30 minute consultation. This approach reduces “shock and awe,” gives spouses or family members a chance to be involved, and helps patients make confident decisions through a clear step-by-step recap, stronger urgency, and well-presented options. What You'll Learn in This Episode: Why case acceptance often drops when dentists move too quickly from diagnosis to treatment. How recording consultations can reveal gaps in delivery, body language, and patient connection. Why your team should help review consultations to identify missed opportunities. The difference between presenting simple chairside treatment and complex, high-value cases. Why patients need time to process larger treatment plans before making a decision. How a second consultation can reduce confusion and improve follow-through. Why giving a ballpark cost early can prevent sticker shock later. How to involve spouses or family members in the decision-making process. A step-by-step recap method for rebuilding urgency and presenting options clearly. How better consultation structure can lead to more confident patient decisions. Listen now to learn how a simple consultation audit can help your patients understand, value, and accept the care they truly need. ‍ Guest: Dr. Jerry Burns Check out Jerry's Media: Website: https://www.5stepstoyes.com/ Instagram: https://www.instagram.com/5stepstoyes/ Facebook: https://www.facebook.com/profile.php?id=61579100326562 ‍ Listen to the Full Episode with Dr. Jerry Burns Here! https://thedentalmarketer.site/podcast/625 ‍ Host: Michael Arias Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/ ‍ Join this podcast's Facebook Group: The Dental Marketer Society ‍ Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod ‍

September 17, 2026

Why Patients Say No Before You Present Treatment | Dr. Jerry Burns | 625

Low case acceptance may have less to do with your treatment presentation and more to do with everything that happened before it. In this episode, Dr. Jerry Burns explains why case acceptance should be viewed as the amount of diagnosed treatment a patient schedules at the time of presentation, not simply whether they schedule anything at all. He breaks down how trust is built through every touchpoint in the patient journey, from your marketing and phone call to the welcome, office tour, exam, hygiene visit, and consultation. When those moments feel intentional and consistent, patients are more prepared to say yes to the care they need. Dr. Burns also shares why dentists often assume “money” is the main objection, when the real issue may be a lack of trust, urgency, time, or perceived need. He offers practical ways to improve chairside communication, including asking better questions, narrating the exam, avoiding over-explaining, and creating truthful urgency based on what matters emotionally to each patient. You’ll also hear how to structure follow-up for unscheduled treatment and why the entire team must be aligned to prevent small inconsistencies from creating doubt. What You'll Learn in This Episode: Why low case acceptance often starts before the consultation. A better definition of case acceptance for dental practices. How every patient touchpoint builds or weakens trust. What makes an office tour feel memorable instead of routine. The five reasons patients hesitate: money, time, trust, urgency, and need. Why “money” should usually be considered last, not first. How to create truthful urgency without pressuring patients. Why patients make emotional decisions and justify them with logic. How to avoid over-talking during treatment presentations. Simple questions that help patients share what really matters. Why a narrated, thorough exam increases patient confidence. When dentists should discuss cost and when to involve a treatment coordinator. How to follow up on unscheduled treatment without sounding pushy. Why one inconsistent team interaction can derail case acceptance. Listen now to learn how small communication shifts across your entire patient experience can lead to stronger trust, better decisions, and more complete treatment acceptance! Sponsors: ‍ CallRail: Call tracking + AI that turns calls into campaigns that convert, quality patients, and cost savings. Click our link to start a free trial today! https://sta.mx/vz69 Click here for a special offer! ‍ Oryx: All-In-One Cloud-Based Dental Software Created by Dentists for Dentists. Patient engagement, clinical, and practice management software that helps your dental practice grow without compromise. Click or copy and paste the link here for a special offer! https://thedentalmarketer.lpages.co/oryx/ Click here for a special offer! Guest: Dr. Jerry Burns Check out Jerry's Media: Website: https://www.5stepstoyes.com/ Instagram: https://www.instagram.com/5stepstoyes/ Facebook: https://www.facebook.com/profile.php?id=61579100326562 ‍ Mentions & Links: Organizations, tools, & services mentioned CEREC ChatGPT Mercedes Host: Michael Arias Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/ ‍ Join this podcast's Facebook Group: The Dental Marketer Society ‍ Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

September 14, 2026

What a $45K/Month Marketing Budget Teaches Us About Active Patient Count | Dr. Blake Hamblin | MMM

A big marketing budget can bring patients in, but active patient count tells you whether your practice is actually growing. In this Monday Marketing Move, Dr. Blake Hamblin shares why the number he watches most closely is not ad spend, new patient leads, or even monthly production. It is active patient count. For Blake, growth starts by building a “snowball” that gets bigger over time: more patients, better experience, stronger culture, more reviews, and a team aligned around clear standards. But he also makes it clear that volume alone is not enough. If patients are leaving out the back door as quickly as they come in the front, the practice has a deeper problem. Blake breaks down why practice owners need to identify the one issue that is irritating them most, address it directly, and communicate with humility while assuming the best in their team. What You'll Learn in This Episode: Why active patient count may be the most important growth metric in your practice. How to think about the “front door” and “back door” of patient growth. Why patient experience and culture are essential to sustainable volume. What to do Monday morning if your marketing budget is limited. How daily annoyances can reveal the problems you need to solve first. Why clear standards help your team grow without creating conflict. How to have direct conversations with team members while assuming the best. Why volume can solve many practice challenges, but only when paired with great systems. Listen now to learn the Monday metric that can sharpen your focus and help your practice grow with more clarity! ‍ Check out Blake's Media: Podcast "My Dental Playbook": https://mydentalplaybook.com/ My Dental Playbook Mastermind: https://mydentalplaybook.com/my-dental-playbook-mastermind/ Instagram: https://www.instagram.com/_blakehamblin/ ‍ Host: Michael Arias Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/ ‍ Join this podcast's Facebook Group: The Dental Marketer Society ‍ Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod ‍

September 10, 2026

Building a $10M Practice Without Losing Your Freedom | Dr. Blake Hamblin | 624

Scaling a dental practice sounds exciting until it starts testing your leadership, your identity, your team, and the freedom you were trying to build in the first place. In this episode, Dr. Blake Hamblin opens up about his choice to “build in public” while pursuing a $10M–$12M vision, and why growth is about far more than top-line revenue. He shares how his real business education came from working inside a fast-scaling Dallas practice, where he saw how hours, patient volume, culture, and leadership standards shape what a practice can become. Instead of starting from scratch, he bought a practice for immediate cash flow and clarity, then intentionally built a lifestyle-driven model that protected his 7–4 schedule instead of chasing growth at any cost. You’ll also hear the practical systems and hard leadership lessons behind his growth, from making tough team decisions to solving new patient flow, improving phone scripting, using third-party financing, and separating “price” from “affordability” in treatment conversations. Dr. Hamblin shares why he fired half his team on day one, how he distinguishes training issues from character issues, and why becoming an effective leader often means letting go of the need to be right. For practice owners who want to grow without becoming trapped by the business they built, this conversation is full of honest insight and usable frameworks. What You'll Learn in This Episode: Why scaling a practice pressures leadership, identity, relationships, and systems. How buying a practice can create faster clarity and cash flow than starting from scratch. Why team turnover may be necessary when standards and culture do not align. The difference between “omission” problems and “commission” problems in team performance. How to lead more effectively by shifting from being right to being useful. Why traditional morning huddles may not be the best meeting structure for every practice. How monthly one-on-ones and weekly operations meetings can improve team alignment. What caused a high-$2M practice plateau and how new patient flow helped break it. How stronger phone scripting can keep the practice in control of scheduling. Why “Do you take my insurance?” is not the same as “Are you in-network?” How third-party financing can increase treatment acceptance without discounting care. How coaches, masterminds, and peer communities help owners avoid distraction. What it looks like to build a practice worth selling without being forced to sell. Listen now if you’re ready to grow your practice with stronger systems, better leadership, and a clearer path to freedom! Sponsors: ‍ CallRail: Call tracking + AI that turns calls into campaigns that convert, quality patients, and cost savings. Click our link to start a free trial today! https://sta.mx/vz69 Click here for a special offer! Guest: Dr. Blake Hamblin Check out Blake's Media: Podcast "My Dental Playbook": https://mydentalplaybook.com/ My Dental Playbook Mastermind: https://mydentalplaybook.com/my-dental-playbook-mastermind/ Instagram: https://www.instagram.com/_blakehamblin/ ‍ Mentions & Links: Organizations, tools, & services mentioned SMC National — marketing company (led by Gary Bird) that helped scale Blake's new-patient numbers DSI (Dental Success Institute) — coaching group Blake is part of and now coaches within, led by Dr. Mark Costes 3D Dentist mastermind — group led by T-Bone and Sully Bulletproof Dental Practice — coaching/summit group (Dr. Craig Spodak and Dr. Peter Boulden) Cherry — primary third-party patient financing company used in his practice Sunbit HFD CareCredit Delta Dental People mentioned Dr. Chris Phelps — communication/sales training influence (referenced Cialdini principles) Robert Cialdini — referenced via "Cialdini principles" Nick Saban — referenced for a quote on high achievers vs. low achievers Dr. Collin Myrick — friend/dentist in Northwest Florida with four practices Dr. Andrew Vallo — dentist friend, heavy marketing spender, referenced as a past podcast guest Elon Musk — referenced as an example of doing uncommon things Gary Bird — owner of SMC National, Blake's podcast co-host Dr. Colin Lathrop — Blake's personal mentor in Houston ("Dr. Lathrop") Dr. Mark Costes — DSI leader, mentioned for building/selling dental practices and giving back via free dentistry abroad Alex Hormozi — referenced for time-blocking advice Books referenced "Exactly What to Say " by Phil M. Jones , recommended by Blake's mentor and credited with changing his patient communication approach ‍ Host: Michael Arias Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/ ‍ Join this podcast's Facebook Group: The Dental Marketer Society ‍ Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod ‍

September 7, 2026

Stop Waiting for the “Right Time” to Own a Practice | Brian Hanks | FF

Sometimes the push you need does not feel like courage at first. In this Fail Forward episode, Brian Hanks shares the honest story behind starting Dental Buyer Advocates and the fear that kept him from entrepreneurship for nearly eighteen years. After walking into a meeting expecting to ask for a raise and leaving without a job, Brian was forced to confront the delay, self-doubt, and avoidance that had held him back. His story is a candid reminder for dentists who want ownership but feel stuck waiting for the “right time.” What You'll Learn in This Episode: Why fear of ownership often lasts until action breaks the cycle. How waiting too long can become its own kind of failure. Why discomfort in an associate role can be a powerful signal. What Brian’s firing taught him about readiness, honesty, and risk. How personal failure shaped his passion for helping dentists buy practices. Why you may be more prepared for ownership than you think. Listen now if you have been waiting for a sign to take practice ownership seriously. ‍ Listen to Brian's Other Episodes Here: 364: Brian Hanks | How to Sell Your Practice or Buy an Existing Dental Practice That Your Happy With – The Dental Marketer Podcast ‍ Host: Michael Arias Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/ ‍ Join this podcast's Facebook Group: The Dental Marketer Society ‍ Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

September 3, 2026

When Growth Stops Being the Goal in Dentistry | Dr. Ashley Joves | 623

What happens when the practice you built is forced to stand without you? In this powerful reunion episode, Michael reconnects with Dr. Ashley Joves nearly 10 years after her startup journey began with Smile & Co still in the dream stage. Ashley reflects on how her definition of success has changed from building a standout dental brand, hosting events, creating unforgettable patient experiences, and growing a loyal community, to recognizing the person she has become through the hard seasons of business, marriage, motherhood, and leadership. Ashley also opens up about the health crisis that reshaped everything: discovering an oral cancer lesion on her husband, Brian, after what first seemed like a simple tongue irritation. She shares how self-advocacy, a second biopsy, and trusting her instincts made all the difference, then explains how her team, systems, and culture kept the practice running when she had to step away. This conversation is a deeply honest look at ambition, resilience, leadership, and building a dental practice that supports your life instead of consuming it. What You'll Learn in This Episode: Why Ashley’s definition of success has shifted after nearly a decade in practice ownership. How a missed oral cancer diagnosis reinforced the importance of screenings and patient advocacy. What practice owners can learn from building systems before a crisis hits. How strong team leads, associates, and clear roles can protect the patient experience. Why culture is built through hiring, boundaries, and difficult conversations. The “low-cost” loyalty driver that matters more than decor or amenities. How to rethink growth when bigger no longer feels better. Why dentistry should fund your life, not become your entire life. How to create a backup plan that gives you more freedom and flexibility. Why finding a supportive dental community can make ownership feel less isolating. Listen now for an honest, grounding conversation on building a practice, protecting your people, and redefining success on your own terms. ‍ Sponsors: ‍ Net32: Founded by a dentist, for dentists. Net32 is the leading online marketplace for dental supplies, helping dental and medical professionals save on high-quality products for over 25 years. Start saving today at: https://www.net32.com/dentalmarketer ‍ Click here for a special offer! Guest: Dr. Ashley Joves Check out Ashley's Media: Ashley's Instagram: https://www.instagram.com/ashleyjovesdds/ Smile & Co. Instagram: https://www.instagram.com/smileandcompany/ The Making Of Instagram: https://www.instagram.com/themaking.of/ Facebook Community: https://www.facebook.com/groups/themakingof Podcast "The Making of a Dental Startup": https://pod.link/1474094399 Practice "Smile & Co. (locations in Folsom, CA and Roseville, CA)": https://www.smileandcompany.com/ Mentions & Links: People: Alex Hormozi (entrepreneur/podcaster referenced for insights on success and reps) Organizations, Products & Tools Net32 (dental supply ordering platform) Patterson (dental supply company) Henry Schein (dental supply company) Studio 8E8 Disney Host: Michael Arias Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/ ‍ Join this podcast's Facebook Group: The Dental Marketer Society ‍ Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

August 31, 2026

The Simple Phrase That Improves Treatment Acceptance | Dr. Sachin Soni | MMM

If patients leave unsure about the plan, treatment acceptance has already started slipping. In this Monday Marketing Move, Dr. Sachin Soni breaks down one of the most overlooked moments in the treatment conversation: making a clear recommendation, then giving the patient space to respond honestly. Instead of asking narrow questions like “Do you want to go ahead?” he suggests using more human language like, “So tell me, what are your thoughts?” to uncover hesitation around cost, fear, pain, or timing while the patient is still in front of you. He also shares how dentists can confirm true understanding by creating a partnership where patients know exactly what treatment is being done, why it matters, what it costs, and what to expect at each appointment. What You'll Learn in This Episode: Why unclear recommendations quietly lower treatment acceptance The simple phrase that opens up better patient conversations How to check whether patients truly understand their treatment plan Why “no pressure” conversations often build more trust How to uncover barriers like cost, fear, or uncertainty early Why patients should feel like partners in their treatment How starting small can lead to stronger long-term acceptance Listen now to learn how one simple shift in your treatment conversations can help patients feel clearer, safer, and more ready to move forward! ‍ Check out Sachin's Media: Website: https://www.thedentistmentor.co.uk/ Email: sachin@thedentistmentor.co.uk Instagram: https://www.instagram.com/thedentistmentor/ LinkedIn: https://www.linkedin.com/company/the-dentist-mentor/ ‍ Host: Michael Arias Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/ ‍ Join this podcast's Facebook Group: The Dental Marketer Society ‍ Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod