Just a Couple of Dentists

How a General Dentist Did 35 Ortho Starts in One Day (ft. Dr. Arvind and Jaime Petrie)

After running multiple practices, Alex realized checklists only work if there’s real accountability behind them.So she built Milo — an app that keeps everything organized and makes sure nothing falls through the cracks.Check it out → startmilo.com
In this episode of Just a Couple of Dentists, Eric and Alex sit down with Dr. Arvind Petrie and Jaime Petrie to break down the exact playbook they used to generate 35 clear aligner starts and over $134,000 in a single day.
They cover:
How they structured their “Love Your Smile Day”
Internal marketing strategies that actually worked
Why they avoided expensive outside advertising
The role team buy-in played in case acceptance
How they created urgency without sounding salesy
What most dentists get wrong about clear aligners
Why patient experience mattered more than discounts
The biggest lessons they learned after multiple events
They also dive into profitability, aligner company selection, workflow systems, treatment coordination, and how they added over $500K in annual ortho revenue to their practice.
If you’ve ever thought about adding more clear aligners into your office but felt overwhelmed by the process, this episode breaks down exactly how they did it.
Sponsors
Darkhorse Tech
Your dental office IT shouldn’t stop at 5pm.Darkhorse Tech provides proactive IT support, cybersecurity, backups, and monitoring specifically for dental offices.
First month free for JACD listeners.
🌐 https://www.darkhorsetech.com
nadapayments
Tired of losing thousands every year to credit card fees?
nadapayments helps dental offices legally and compliantly offset processing costs with surcharging.
Offer for JACD listeners:$25/month + 1.5% + $0.25 per debit transaction. No other fees.
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What You NEED To Look For When Hiring An Associate (ft. Sari Schiff)

👉 Get the 7 checklists Alex used to keep her front office organized and in control Download them HERE!
We’re hiring an associate right now, so this episode is us working through it in real time.
Our current doctor is heading to endo residency, which leaves us needing to replace him. Instead of guessing, we brought on Sari Schiff from Office and Practice Solutions. She works with both owners and associates, so she sees where things actually break down.
We talked through what associates are like coming out of school today, what they’re looking for, and how that lines up with what owners expect. That gap is where most issues start.
We also got into what matters once they’re in the chair—how they make decisions, how they present treatment, and how much support they need early on.
In this episode, we cover:
What to look for when hiring an associate
Red flags during interviews
What associates actually care about right now
How to think about hygiene %, procedure mix, and unscheduled treatment
Why treatment planning confidence matters early
If you’ve hired before, you’ve probably seen some of this play out. If you haven’t, this will give you a better idea of what to expect.
Sponsors
Darkhorse TechIf you’re still relying on a “call us if something breaks” IT company… that’s the problem. Most dental offices don’t realize how exposed they are until something actually goes wrong.
Darkhorse is built for dental. They’re monitoring your systems 24/7, not just during business hours, and they actually understand the software we use every day.
You don’t want to be figuring this out after you get hit.
Check them out: https://www.darkhorsetech.comOffer: Mention Just a Couple of Dentists and get your first month free.
nadapaymentsCredit card fees add up fast, especially as your practice grows. Nadapayments helps you pass those fees along in a compliant way without making it a headache for your team or your patients.
It’s simple:
$25/month
1.5% + $0.25 per debit transaction
No other fees
If you’re not doing this, you’re just eating the cost.
Check them out: https://www.nadapayments.com

Why Thinking Outside of the Box Actually Pays Off (ft. Dr. Jason Tubo)

👉 If you downloaded the front office checklists…this is the other half! 6 back office checklists Alex used to keep everything running smoothly Download them now HERE!
SHOW NOTES
Ever thought about building your own dental lab?
Jason Tubo, owner of FIXT Dental Lab, did exactly that…after buying a practice from his boss, going fee-for-service when everyone said not to, and launching a scratch startup implant center in Boston.
In this episode, we get into:
Why he walked away from a potential partnership (and bought the practice instead)
What actually happens when you go fee-for-service
Startup vs acquisition (and why he’d choose differently now)
How FIX was built from scratch
Why he decided to build his own in-house lab
The biggest mistake dentists make trying to be “everything to everyone”
And the Delorean marketing story
🤝 Sponsors
nadapayments
If you’re still eating credit card fees, this is worth looking at.
Nadapayments helps practices pass those fees on (the right way), instead of losing thousands every year.
💡 $25/month + 1.5% + $0.25 per debit transaction. No other fees.
👉 https://www.nadapayments.com
Darkhorse Tech
Most offices don’t realize how exposed they are until something breaks (or gets hacked).
Darkhorse Tech handles IT, security, backups…all the stuff you don’t want to think about.
They’re also offering a free month of service for listeners of the podcast.
👉 https://www.darkhorsetech.com

How to Actually Motivate Hygienists (ft. Allison Norris)

👉 Get the 7 checklists Alex used to keep her front office organized and in control Download them HERE!
🎙️ Episode Description
One of the biggest challenges we had with our two practices was keeping hygienists.
We probably went through 10 of them in about 5 years… which at the time felt insane. Then we started talking to other offices and realized we weren’t even close to alone.
So we brought on Allison Norris (founder of The Dentele Group) to talk through what’s actually going on with hygiene right now—and why it feels so different than it used to, especially after COVID.
We get into:
What changed after COVID (and why it still hasn’t normalized)
Why just paying more doesn’t fix the problem
The shift in leverage (and how it affects everything)
Temp hygienists… and why the temp platforms are making things worse
Mistakes we made as owners
And what actually seems to get hygienists to buy in
By the end of the episode, we officially solved the hygiene problem 😅
🤝 Sponsors
Darkhorse TechWe use them for IT. They actually understand dental offices and don’t overcomplicate everything.
They’re offering a free month if you mention the podcast:https://www.darkhorsetech.com
NadapaymentsWe switched over a year ago and it’s been a big win.
They handle credit card fees the right way and make it simple.
Listener deal:$25/month + 1.5% + $0.25 on debit(no extra fees)
https://www.nadapayments.com

How He Saved a Dentist $1,000,000 in 12 Hours (ft. Tommy Morales)

👉 Alex was sick of laminated checklists… and having to redo them every time something changed or someone left.So she built Milo—a digital home that stores all your checklists in one place and keeps your team accountable.Check it out here and join the waitlist HERE 
 
Episode Description
We brought Tommy Morales back on because I needed help with something happening in our own office.
Our floors in a few ops are literally starting to separate, which led to a bigger conversation about dental construction, bad material choices, where builds go sideways, and how dentists end up paying for mistakes they never saw coming.
Tommy’s been around this world forever, and he broke down what actually happened in our office, why certain materials fail in dental settings, how contractors and designers can quietly push costs up, and why it helps to have somebody in your corner who actually knows what to look for. We also got into a story where he helped one dentist save more than $1 million on a build in about 12 hours just by digging in and asking the right questions.
We talked about floating floors, moisture issues, finishes that look great but don’t hold up, the little decisions that turn into expensive problems later, and why asking more questions during a build is almost always worth it.
If you’re building a practice, expanding, or reworking your space, this is one of those episodes that could save you a lot of money and a lot of headaches.
Sponsor Support
Darkhorse Tech**Dental IT is one of those things you don’t think about until something breaks, goes down, or gets hacked. Darkhorse Tech works specifically with dental practices and helps with all of it: IT, cybersecurity, backups, compliance, phone systems, and the stuff most offices don’t want to deal with.
Offer: Get your first month of service free.👉 https://www.darkhorsetech.com
nadapaymentsThis is what we use in our offices for merchant services. They help practices cut down on processing costs, stay compliant, and make the whole thing way less confusing than most processors do.
Offer: $25/month and 1.5% + $0.25 per debit transaction, with no other fees.👉 https://www.nadapayments.com

Is Dentistry Screwed in the Future? (ft. Dr. Alan Mead)

👉 Want a better way to manage office checklists, accountability, and team follow-throughs? Join the Milo waitlist HERE
We brought Alan Mead back on and decided to do something a little different… Instead of talking about what’s happening in dentistry right now, we tried to fast forward 20+ years and figure out what this profession actually looks like in 2050. After much deliberation we came to the conclusion that we are all f***** 😅
We got into:
Whether dentistry is still even a “good” profession in the future
If student debt is quietly changing how dentists diagnose and treatment plan
What happens to DSOs as more and more pop up If hygiene as we know it even exists anymore
AI running the business side of a practice (and maybe more)
Why insurance might be the biggest thing holding everything back
And whether we’d actually want our kids going into dentistry 🤝
 
Sponsor Support
Big thanks to the companies that support the podcast:
nadapayments
If you’ve ever looked at your merchant statement and thought “what the hell am I actually paying?”… you’re not alone. Nadapayments helps you cut those fees way down with compliant surcharging.
👉 $25/month + 1.5% + $0.25 per debit transaction. No other junk fees https://www.nadapayments.com
Darkhorse Tech
If you’re not thinking about IT/security in your practice… you probably should be. We’ve seen what happens when things go wrong, especially after getting hacked 6 months into our start up. Darkhorse handles IT, cybersecurity, backups… all of it. And they actually understand dental.
👉 First month free when you mention Just a Couple of Dentists https://www.darkhorsetech.com
If you got something out of this episode, please help us out and share it with someone else in dentistry. We really appreciate it!

Don’t Get Caught With Your Pants Down...and other HR horror stories (ft. Kara Kelley)

👉 Want a better way to manage office checklists, accountability, and team follow-throughs? Join the Milo waitlist HERE
📝 Episode Notes
Eric’s first time firing someone didn’t go exactly how he expected…
He brought the employee in early, tried to handle it professionally and ended up getting called a “p****” to his face, having a keyboard slammed on his desk, and having to explain to a patient why his office manager was just called a "backstabbing b****" in front of everyone.
That’s the part of owning a practice no one really prepares you for.
We brought Kara Kelley, founder of Clinical HR, on to talk through situations like this and what you’re supposed to do when it happens.
We get into:
how to handle situations where employees cross the line
what actually counts as misconduct vs something that’s just awkward
why documenting things in the moment matters
how to approach firing someone (and what most people get wrong)
who to have in the room with you when letting someone go
🤝 Sponsor Support
If you’ve gotten anything from the podcast, checking these amazing sponsors out helps us keep doing it.
💳 nadapayments
If you’re still paying full credit card processing fees, it’s worth taking a look.
aNdapayments helps you pass on credit card fees the right way, and most offices end up saving a solid amount each year.
Offer for listeners:$25/month + 1.5% + $0.25 per debit transactionno other fees
👉 https://www.nadapayments.com
💻 Darkhorse Tech
Most IT companies are 9–5.
Darkhorse is monitoring your systems around the clock so you’re not dealing with problems come Monday morning. We've used them personally for over 5 years and have had a great experience. Check them out!
Offer for our listeners:
First month free!
👉 https://www.darkhorsetech.com

What ACTUALLY Separates Average vs Profitable Dental Practices (ft. Dr. Spencer Greer)

👉 If you downloaded the front office checklists…this is the other half!
6 back office checklists Alex used to keep everything running smoothly.Download them Here!
https://bo.checklists.startmilo.com/
 
Most dentists think producing more just means doing more dentistry.
That’s not really how it works.
In this episode, Eric and Alex bring Spencer Greer back on to talk through what actually makes a practice run well and produce more without everything feeling chaotic.
Spencer runs multiple high-producing practices, and what’s interesting is he’s not tracking a million things or micromanaging every detail. He’s focused on a few core levers that actually move the needle.
They get into what changed for him as he went from being in the weeds to running offices that don’t need him there all day, the leadership mistakes he made early on, and how he thinks about managing a team now.
They also talk through bonuses, team buy-in, hygiene production, and why a lot of dentists are probably focusing on the wrong things.
What We Cover
• The difference between managing in the office vs from a distance• Why tracking everything usually backfires• The few numbers that actually matter• How Spencer structures bonuses (and what didn’t work at first)• Why bonuses can create tension in an office• The leadership mistakes most owners don’t realize they’re making• How to figure out what actually matters to your team• Simple ways to improve hygiene production• The difference between a “busy” day and a “crazy” day• Hiring people you actually want to work with
Sponsors
Darkhorse Tech
If you’ve ever had tech issues shut your office down for even half a day, you know how frustrating that is.
Darkhorse Tech handles IT and cybersecurity specifically for dental practices, so you’re not dealing with that kind of stuff in the middle of your day.
They’re offering the first month free for listeners of the podcast.
Learn more at:https://www.darkhorsetech.com
nadapayments
Most practices are paying more than they need to in credit card fees—they just don’t realize it.
Nadapayments is built specifically for dental offices and helps bring those costs down without making things more complicated for your team.
The offer for listeners:$25/month + 1.5% + $0.25 per debit transaction. No other fees.
Check them out here:https://www.nadapayments.com
If you enjoy the podcast, the best way to support us is simple:
Follow the show, leave a review, and share it with another dentist.

The EXACT Playbook We Used to Train New Hires in Our Practice

👉 Get the 7 checklists Alex used to keep her front office organized and in controlDownload them HERE!Hiring in dentistry is hard.
Training them might be even harder.
In this episode, Eric and Alex break down the exact system they used to train new team members inside their own practice. This is the same framework that helped them bring assistants and front office team members up to speed quickly while keeping the entire office running smoothly.
They walk through their 3-3-3 training system, what new hires should learn in the first 3 days, first 3 weeks, and first 3 months,  and the systems they used to make sure things actually stuck.
They also talk about why most dental offices struggle with training, how to avoid overwhelming new team members, and why tying raises to skill development completely changed how their team learned.
If you’ve ever felt like you’re constantly starting over every time you hire someone new, this episode lays out a simple playbook that actually works.
What We Cover
• The 3-3-3 training system used in Eric and Alex’s practice• What every new hire should understand in their first 3 days• The key skills assistants should master by week 3• How to train assistants to support treatment acceptance• Why most dental practices overcomplicate training• The intraoral camera habit that helps patients say yes to treatment• How tying raises to skills instead of time improves team performance• Why systems make hiring and onboarding dramatically easier
Sponsors
Darkhorse Tech
If you’ve ever dealt with slow IT support, outdated computers, or random tech issues that shut your office down for the day, you know how frustrating dental technology can be.
Darkhorse Tech specializes in IT and cybersecurity specifically for dental practices, and they’ve built their entire company around helping dentists avoid the tech disasters that seem to happen at the worst possible time.
They’re offering the first month free for listeners of the podcast.
Learn more at:https://www.darkhorsetech.com
nadapayments
Most dental offices are still paying way too much in credit card processing fees.
Nadapayments is a payment platform built specifically for dental practices that helps reduce those costs while keeping things simple for your team.
The offer for listeners:$25 per month and 1.5% + $0.25 per debit transaction with no other fees.
Check them out here:https://www.nadapayments.com
If you enjoy the podcast, the best way to support us is simple:follow the show, leave a review, and share the episode with another dentist.
It helps more than you think.

Should You Give Your Team Equity to Scale Faster? (ft - Dr. Jason Tanoory)

Should you give associates equity in your dental practice?
Some owners think it’s crazy. Others think it’s the only way to scale.
In this episode, Eric and Alex sit down with Jason Tanoory, who has built an 8-practice dental group in upstate New York using a model that allows both associate dentists and key non-clinical staff to earn equity in the organization.
We break down how the model works, the mistakes Jason made along the way, and when something like this actually makes sense for a practice owner.
Topics we cover:
• Why Jason chose an equity model instead of traditional partnerships• How associates earn equity without writing a check• The production hurdle system used to allocate shares• Vesting schedules and how ownership grows over time• What happens if an associate leaves the organization• Why equity isn’t always the right incentive for team members• The difference between equity, phantom equity, and bonuses• How this model helped Jason grow to 8 practices and 25 associates
If you’ve ever wondered whether giving equity to associates or staff actually works, this episode walks through a real-world example of someone doing it.
Subscribe to the Podcast
If you enjoy the show, follow Just a Couple of Dentists so you never miss an episode.
🎧 Spotifyhttps://open.spotify.com/show/5mxdS8Bx8zN7XxrKZ6QcZj
🍎 Apple Podcastshttps://podcasts.apple.com/us/podcast/just-a-couple-of-dentists/id1782713047
Sponsors
nadapayments
Most dentists don’t realize how much they’re overpaying in credit card processing.
Nadapayments created a pricing model specifically for dental practices that’s simple and transparent.
The offer for JACD listeners is:
• $25 per month• 1.5% + $0.25 per debit transaction• No other fees
If you want to see how much your practice could save, check them out here:https://www.nadapayments.com
Darkhorse Tech
If your IT company only shows up when something breaks, you’re doing it wrong.
Darkhorse Tech specializes in dental-specific IT support, cybersecurity, backups, and compliance — all designed for how dental offices actually run.
JACD listeners get their first month of service free.
Learn more here:https://www.darkhorsetech.com