//ASHLEY LATTER - DISCUSSING FEES (PART 2) E154

Podcasts
Written By Michelle Hyde
 

This week we welcome back Ashley Latter, author and experienced business trainer/coach, delve deeper into the topic of dentists discussing fees with their patients, previously touched upon in his first episode (episode 131, released in Feb 2024).

In this episode, Ashley explores whether dentists value themselves and examines the potential link between self-worth and the ease of discussing fees.

He discusses if there is a standard process that can make the 'money conversation' more comfortable, identifies who in a practice is best suited to discuss fees, and addresses the gap between public perception and the actual cost of dentistry. Additionally, he considers the impact of the NHS's positioning on this issue.

Finally, Ashley highlights the importance of training and the necessary skills for discussing fees within a dental practice. He also questions whether there is enough tenacity in dental practices to handle objections effectively or if there is a tendency to quickly move on to the next patient.

Topics:

-          Do dentists value themselves?

-          Does there need to be a link between valuing yourself and others to be comfortable discussing fees?

-          Is there a standard process to follow which makes the ‘money conversation’ easier?

-          Who is the best person in a practice to discuss fees?

-          Is there a disconnect between public perception and the actual cost of dentistry?

-          Does the positioning of the NHS help?

-          Are there other areas of life that getting comfortable with fees positively impact?

-          Is there enough tenacity in dental practices to handle objections or is there a tendency to move on to the next patient?

-          How important is training to be informed enough to discuss fees?

-          Is there a fine line between hard sales tactics vs ethical sales?

Featured
//GEORGE VERNON - FIGHTING FIT E170
//GEORGE VERNON - FIGHTING FIT E170

In this podcast episode, hosts Andy and Chris talk with health and wellness coach George Vernon about his journey becoming a boxing enthusiast and ultimately a health coach.

They explore the importance of holistic health, the impact of burnout, and the challenges of changing mindsets in the fitness industry.

George chats about the need for a comprehensive approach to health that includes physical fitness, nutrition, and mental well-being, while also sharing personal experiences that shaped his understanding of optimal health.

He emphasises the importance of balancing work and home life, finding one's niche, and the significance of resistance training.

Finally, the conversation touches on common traits among dentists, important skills for entrepreneurs, and ways to overcome barriers to health and fitness.

Topics:

-          Was there a time you can look back on your childhood and say this is why I am the person I am today?

-          What was the driver to box – was it fitness, protection, fighting, energy outlet?

-          How did you find the niche of dentistry?

-          Burnout is a real issue in dentistry, how did this build manifest itself for you?

-          Tell us more about your comprehensive approach to health. Can you just focus on one area?

-          How can dentists help themselves on a day-by-day basis?

-          In life we have a knack of finding time for the things we want to do so why do we find it so hard to prioritise time for our health?

-          Do dentists have specific needs to get on track and stay there?

-          What are the most important skills for an entrepreneur to have?

//SORABH PATEL - LIFTING OTHERS E169
//SORABH PATEL - LIFTING OTHERS E169

In this episode, Dr. Sorabh Patel (Principal Dentist and lead clinician at Dental Beauty Blackheath and Dental Beauty Lee) chats to hosts Chris and Andy about his journey becoming a dentist and practice owner. He discusses his childhood, the challenges faced by his family, the impact of his upbringing on his work ethic, and the pivotal moments that led him to choose dentistry as a career.

He chats about his time at dental school and the motivations behind his decision to enter a partnership in practice ownership, emphasising the importance of real-world experience over formal education and his decision to partner in a dental practice.

Finally, he reflects on the daily challenges of running a practice, the sacrifices he has made for success, and the lessons learned along the way.

 

Topics:

-          Can you set the scene for us and let us know what your childhood was like?

-          What did you see in these few weeks that made you want to join the profession?

-          Do we still have this early-stage opportunity for youngsters to get this experience?

-          What was dental school like?

-          Was it always your career plan to own a practice?

-          Why did you choose the partnership route instead of going it alone?

-          What does your day to day work look like?

-          When you started in dentistry who was kind to you?

-          Are soft skills important communication skills getting left out at dental school?

-          What is the cost of your success?

-          Has anything been left behind for this success?

-          If you can take only one learning from your entrepreneurial journey- what is it?

//ED CALVERT - STRAIGHT TALKING E168
//ED CALVERT - STRAIGHT TALKING E168

In this episode, hosts Andy and Chris chat to Ed Calvert about his journey from a background in physiotherapy to a successful career in medical sales within the dental industry. The discussion delves into the importance of networking, the challenges of facing personal health issues, and the transformative experience of travelling the world.

Ed reflects on how his upbringing and career choices shaped his perspective on sales and personal growth, emphasising that everyone is in sales in some capacity. The conversation highlights the significance of building relationships and adapting to various situations in both personal and professional realms.

He goes on to talk about the innovative services offered by Dental Monitoring, the role of technology and AI in modern dentistry, and the challenges of changing established practices. Finally, he reflects on the future of dental treatment and the importance of legacy.

Topics:

-  Was there a time you can look back on your childhood and say this is why I am the person I am today?

- Your time at university studying physiotherapy

- How did you get into medical device sales and what devices were they?

- Tell us about your early midlife crisis in 2017-2018

– how did this manifest itself?

- What did you learn about yourself travelling for a year?

- When did you join Dental Monitoring?

- Was the pandemic a boom period for Dental Monitoring?

- Is there a general acceptance of AI linked tech in dentistry or are we still in the early adoption phase?

- Where is AI going in the future for dentistry?

//ANDY & CHRIS - KEY LEARNINGS FROM 24 YEARS OF BUSINESS OWNERSHIP E167
//ANDY & CHRIS - KEY LEARNINGS FROM 24 YEARS OF BUSINESS OWNERSHIP E167

In this episode, hosts Chris and Andy reflect on their 24 years of business ownership, sharing key lessons learned along the way.

They emphasise the importance of celebrating successes, building a strong team, staying focused on the original purpose, and maintaining open communication. Continuous learning, patience, nurturing relationships, and prioritising mental health are also highlighted as essential components for long-term success in business.

Listen now to hear how these lessons have helped them navigate challenges and maintain success over the years, and how they continue to apply them as they look to the future.

//RIAZ SHARIF - SUCCESS HAS MANY FACES E166
//RIAZ SHARIF - SUCCESS HAS MANY FACES E166

In this episode of the Dentology Podcast, Chris and Andy chat to private cosmetic dentist Dr Riaz Sharif.

Riaz talks about his childhood and explains how early life experiences have shaped the person he is today. From a challenging upbringing to boxing at the famous York Hall in Bethnal Green, Riaz reflects on how all these experiences have guided his decisions and career path so far.

He explains how dentistry wasn’t his first choice of career and how he initially pursued biomedical sciences at the University of Birmingham before heading to Hungary to study dentistry.

He talks about some of the challenges and obstacles he’s faced and the coping mechanisms he’s developed to use when trauma comes his way.

After qualifying as a dentist in Slovakia and moving back to the UK, Riaz shares his journey since qualifying, including his experience in the mentorship programme with MyDentist. He discusses the importance of mentorship, fitness, health, and mindset, all factors which help him stay resilient and focused.

Looking ahead, Riaz talks about his future ambitions in dentistry, including the possibility of owning his own practice one day.

Topics:

-          Tell us about your childhood

-          As a youngster you boxed, at the famous York Hall in Bethnal Green – what was the appeal of boxing?

-          You didn’t start out with dentistry in mind and pursued biomedical sciences at the University of Birmingham - Was this a passion or just a degree?

-          Heading to Hungary to study dentistry

-          Do you seek out difficult things to prove yourself?

-          What coping mechanisms do you use when trauma comes your way?

-          How long did it take you to qualify as a dentist?

-          What’s your journey been like since qualifying?

-          Tell us about the mentorship programme with MyDentist – how has this helped you?

-          How important has your own fitness, health and mindset been to keep control of what you can been?

-          What are your future ambitions in dentistry?

-          Do you plan to own a practice one day?

//NICKI ROWLAND - THE MAGIC DENTIST E165
//NICKI ROWLAND - THE MAGIC DENTIST E165

In this episode, Chris and Andy are delighted to be joined once again by Nicki Rowland, a well-known figure in dentistry and a previous guest back in August 2022 (episode 53).

Nicki is the co-founder of The Exceptional Leadership Academy (ELA), a consultancy that supports dental businesses in thriving and growing, and the founder of The Magic Dentist, a charity with a mission to educate children about the importance of good oral health.

In this episode, Nicki talks about The Magic Dentist, a unique initiative aimed at equipping parents, teachers, and professionals with tools to engage children and help them understand the benefits of maintaining oral health, while also preparing them for visiting the dentist.

Nicki talks about the importance of early oral health education, the activities and events The Magic Dentist organises, how children’s media and films can often portray dentists negatively and whether children are given enough information so they know what to expect at a first dental visit.

She shares more about what she’s learnt so far in setting up a charity and what her goals and plans are for The Magic Dentist in 2025.

Finally, she talks about her daughter Izzy's involvement as the illustrator behind The Magic Dentist’s book and characters.

Topics:

-          Explain more about The Magic Dentist

-          How big is the problem of oral health among young children?

-          What sort of events and activities do you undertake through the project to help educate children about the importance and positive impact of good oral health?

-          What are your views on how dentists are often portrayed negatively in children’s media and films?

-          Is there enough information available about what to expect at the first visit to the dentist?

-          What is the ultimate aim of The Magic Dentist?

-          What initiatives are planned for 2025?

-          What have you learned about setting up a charity?

-          What is your daughter Izzy’s involvement?

//PAUL EBERT - MONEY MADE SIMPLE E164
//PAUL EBERT - MONEY MADE SIMPLE E164

In this episode, Chris and Andy are joined by Paul Ebert, the CEO and Founder of Tabeo, a platform revolutionising patient financing by bringing payment plans, loans, and card services together in one place.

Paul shares how growing up in a small village in Germany helped shape his entrepreneurial journey, which led him from investment banking to fintech, and eventually into the world of healthcare payments.

He chats about how a chance meeting with a London based venture capitalist guided him toward the dental industry, and what inspired him to create Tabeo.

Paul also discusses the need for simplifying payments in primary care and how Tabeo's integrated platform is streamlining administrative tasks for healthcare providers.

Plus, he explains more about his passion for nature and the most important lesson he’s learned from his entrepreneurial journey so far.

Topics:

-          Was there a time you can look back on your childhood and say this is why I am the person I am today?

-          What is the one activity you do that makes you the happiest?

-          How did you end up in dentistry by chance?

-          Explain your career journey to day

-          What was the inspiration for founding Tabeo?

-          What problem did you set out to solve?

-          In what way do payments need to be simplified?

-          How important is data in modern day financing and can this also be fed back into the practices to improve performance?

-          What does Tabeo offer?

-          Is reporting appreciated and by practice owners to the extent it could / should be?

-          When you say plans, how do they differ from the incumbents in this space?

-          Where does your love of nature come from?

-          If you can take only one learning from your entrepreneurial journey, what is it?

//ANDY & CHRIS - 5 BIGGEST MISTAKES WHEN SELLING A DENTAL PRACTICE E163
//ANDY & CHRIS - 5 BIGGEST MISTAKES WHEN SELLING A DENTAL PRACTICE E163

In this special episode of the Dentology Podcast, hosts Andy and Chris dive into the top five critical mistakes dentists often make when selling their practice.

Whether you're considering selling now or in the future, understanding these pitfalls can save you time, money, and a lot of headaches.

Chris and Andy discuss why not getting a proper valuation and letting the buyer set the price can cost you dearly, the dangers of dragging your feet on due diligence, and the common misconception that your landlord will be quick to help.

Plus, they explore the importance of planning well in advance and why using a non-dental solicitor might not be the money-saver you think it is.

Take a listen to this episode for more insight into these key issues and help to ensure you navigate the sales process successfully.

//ANDY & CHRIS - 4 BIGGEST MISTAKES WHEN BUYING A DENTAL PRACTICE E162
//ANDY & CHRIS - 4 BIGGEST MISTAKES WHEN BUYING A DENTAL PRACTICE E162

In this special episode of the Dentology Podcast, hosts Andy and Chris talk in depth about the four biggest mistakes dentists often make when buying a practice.

If you're thinking about buying a dental practice, this episode is a must-listen.

Andy and Chris explore why buying a practice just because a friend has one could be a costly error, the risks of choosing a practice in the wrong location, and the importance of educating yourself on business fundamentals like leadership, financial management, and people management before taking the plunge.

Lastly, they discuss the misconception that you'll instantly earn more money—because while increased earnings are possible, they don't happen overnight.

//SHAMEEK POPAT - THE TOOTH ANGEL E161
//SHAMEEK POPAT - THE TOOTH ANGEL E161

In this episode, Andy and Chris welcome Shameek Popat, a dental professional with an incredible journey and passion for dentistry and CEO/Founder of Tooth Angel. They take a trip down memory lane to explore Shameek's childhood and the importance of family in his life, especially his close-knit connection to his uncle, who inspired him with a career in dentistry.

 

Shameek’s joyful outlook on life reflects his positive approach to both personal and professional challenges. He discusses his qualifications, from graduating from Guys in 1993 to earning an MSc in Sports Dentistry and an ICD Fellowship in recent years. He shares insights into the niche field of sports dentistry and explains what some of the key issues.

 

As a former dental practice owner for 18 years and now working as an associate, Shameek talks about the transition and overcoming owner fatigue. With connections in the dental world, both in the UK and abroad, he chats about his experiences mentoring at the Kois Center in Seattle and how dental education compares between the UK and the US.

 

Finally, he talks about the story behind Tooth Angel, the innovative dental care product company he founded and shares the inspiration behind the brand and why it’s set to make a big impact on dental practices.

 

Topics:

-          Your childhood: where did you grow up?

-          What was family life like for you?

-          Were you close as an extended family?

-          Explain about your dental career to date, from graduating to earning an Msc in Sports Dentistry

-          Is sports dentistry a niche?

-          What are the specific issues present in sports, from a dentistry perspective?

-          Tell us about being a practice owner for 18 years

-          Did you suffer ‘owner fatigue’?

-          How did you find the transition from owner to associate?

-          Explain about your dental connections in the US & how dental education in the US is different to the UK

-          Tooth Angel – what’s the story behind the brand and the inspiration?

 
Michelle Hyde
Previous

//LUKE HUTCHINGS - GETTING GOOD OVER TIME E155
Next

//ROY BENNETT - KEEPING CALM E153