Dental Practice Acquisition | Profitability in Dentistry | Selling a Dental Practice
Dentists desire to get the most out of their practice when putting it on the market is common! But today we are starting to focus on what truly matters: the bottom line. Learn rules of valuation with CTC Associates expert Marie Chatterley.

Are you a buyer chasing after high collections number and number of ops only to find out the net profit is lacking? In this episode of Dental Unscripted, host Michael Dinsio sits down with Marie Chatterley, owner of CTC Associates, to debunk the myth that a practice’s worth is simply a percentage of its top-line revenue. With experience in the dental industry since 1988, Marie explains why EBITDA and adjusted profit are the true North Stars for any dental practice acquisition or transition.

Whether you are a first-time buyer navigating dental practice financials or a veteran owner preparing for a successful dental practice exit, this conversation reveals the technical "add-backs" and operational secrets that drive a premium valuation in 2026.

What You’ll Find Out:

• The Collections Trap: Why two practices with $1M in revenue can have vastly different sale values.
• The "Profit Multiple" Secret: Why the standard "70% of collections" rule is dead and what has replaced it.
• Inventory & Analysis: A look at the dental practice management reports that buyers and banks scrutinize most.
• The DSO Reality Check: How to compare private buyer offers against corporate "strings-attached" deals.
• Insurance vs. Freedom: Why transitioning to a fee-for-service model could be the fastest way to increase practice value today.
• Attrition Myths: Why the "20% patient loss" fear is often overblown and how to maintain loyalty.
• Debt & Anxiety: Strategic dental industry advice for younger buyers managing high student debt while acquiring.

Perfect For:

This episode is essential for dentists who need help understanding clinical practice management, those navigating the dentistry journey toward ownership, and established owners looking for profitability in dentistry.

Special Guest: Marie Chatterley

Marie Chatterley has been a leading force in dental transitions since 2003, having facilitated thousands of successful sales and associateships. As the owner of CTC Associates, she covers the Rocky Mountain region—including Colorado, Utah, and Montana—providing expert dental consulting and valuation services.

Connect with CTC Associates: https://ctc-associates.com/

Visit Dental Unscripted: https://dentalunscripted.com/
Visit Michael & Paula at https://nxlevelconsultants.com

Key Takeaway:

Dental practice valuation isn't about the amount of work you do; it's about the money that stays in the business.
Focus on profitability in dentistry and operational efficiency to ensure your practice is a salable asset, not just a high-volume job. Dental consultants can help you solve the missing pieces of this equation.

Stay Connected to Dental Unscripted for more great content on...
buying a dental practice, dental business, dental consulting, dental industry, dental management, dental podcast, dental practice acquisition, dental practice financials, dental practice revenue, dentist, dentistry journey, growing a dental practice, profitability in dentistry, running a dental practice, selling a dental practice, successful dental practice.

Is your team running the show while your grinding away to pay the bills? In this episode, Mike Dinsio, MBA and Paula Quinn, BSDH sit down with Jill Hasselman to expose the silent killers in dental ownership. If you are afraid to correct staff or rely too much on an outdated and generic employee handbook, you are exposing yourself to risk. This episode breaks down the exact dental practice operations needed to protect your license, fire toxic staff safely, and finally sleep at night. Stop being held hostage and avoid toxic situations. And why the "Document or Didn't Happen" strategy prevents lawsuits from sinking your practice.

WHAT YOU'LL LEARN

• Why "borrowing" a colleague's handbook is actually legal suicide for your practice.

• The psychological "Popup" trick that stops employee tardiness immediately.

• Why fighting unemployment claims often triggers expensive wage and hour lawsuits.

• How to document performance issues without being a "jerk."

• The "Document or Die" framework: Why if it isn't written down, it didn't happen.

• Understanding the massive gap in EPLI insurance that leaves most dentists exposed.

PERFECT FOR: Dental practice owners feeling held hostage by their staff, dental startup doctors establishing culture, and anyone seeking dental entrepreneur advice on navigating labor laws and dental teams.

SPECIAL GUEST Special Guest on Today’s Show:
Jill Hasselman is the Chief Growth Officer for HR for Health. With nearly 12 years of experience protecting doctors, she specializes in customized HR compliance and software solutions specifically for the dental industry.
HR for Health was founded by an employment attorney to help doctors prevent lawsuits before they happen.

🔗 Connect with HR for Health: https://www.hrforhealth.com

KEY TAKEAWAY Consistency is your best defense. HR isn't just about following rules; it's about regaining your freedom. By implementing consistent documentation and state-specific policies, you stop being a hostage in your own business and build a dental practice culture that respects your leadership.

STAY CONNECTED FOR MORE INFO ON:
dental practice management, dental business, dental team optimization, dental practice leadership, dental practice operations, running a dental practice, dental practice ownership, dental startup, dental hr, dental entrepreneur advice, dental practice challenges, dental industry insights, dental practice protection, dental leadership

DENTAL UNSCRIPTED:
Website: https://nxlevelconsultants.com/resources/dental-podcast/

WORKING WITH MICHAEL & PAULA:
Michael Dinsio, MBA and Paula Quinn, BSDH are dental practice consultants specializing in startups, acquisitions, and practice management optimization. Their proven frameworks help dentists navigate ownership, improve profitability, and build sustainable practices everywhere!
Website: https://nxlevelconsultants.com

Facebook: https://www.facebook.com/nxlevelconsultants/
Instagram: https://www.instagram.com/nxlevelconsultants/

PRODUCTION
Dental Unscripted
Hosted by Mike Dinsio, MBA & Paula Quinn, BSDH
©2025 NEXT LEVEL CONSULTANTS. All Rights Reserved.

Stop letting outdated front office practices like unchecked voicemails and messy sticky notes cost your dental practice thousands in lost new patients. Richard May of Mango Voice reveals how implementing an AI receptionist and standardized notes solves the massive 35% missed call crisis facing the average practice.

In this interview episode of Dental Unscripted, hosts Mike Dinsio and Paula Quinn talk to Richard May about the future of dental VoIP systems and how Mango Voice uses AI to capture leads and streamline front-office operations. This discussion is critical for any dental startup or established practice focused on reducing overhead and achieving higher profitability in dentistry.

What You’ll Learn to Boost Your Dental Practice Revenue:

• The painful truth: The average dental practice is still missing around 35% of their calls.

• Why voicemails are "dying"; only 27% of missed calls actually leave a message, and they are typically less than fifteen seconds long.

• How the Margo AI receptionist converts missed opportunities by engaging callers in conversations longer than three minutes 92% of the time.

• How AI Notes standardize conversation summaries (eliminating the need for sticky notes) and log them directly into your Practice Management Software (PMS).

• Gaining powerful call analytics, including a score (positive/negative/neutral) and transcripts, to coach your team on phone skills.

• Why Mango Voice provides free phone numbers and service for dental startup credentialing, avoiding critical upfront costs.

• Insights into the future of AI in dentistry, focusing on outbound solutions like recall scheduling and insurance verification.

Guest Expert: Richard May from Mango Voice.
Richard discusses how Mango Voice offers comprehensive voice over IP (VoIP) service, hardware, and innovative AI components designed specifically to enhance the front office experience for dental practices. His company is dedicated to solving real problems in the dental industry by focusing on efficiency and support, not replacement.

00:30 Introduction to Mango Voice: VoIP, Overheads, and Startup Solutions
07:23 Eliminating Sticky Notes: AI Notes, Standardization, and Multilingual Support
12:32 The 35% Missed Call Crisis: Why Voicemail Is Failing vs. AI Receptionist Margo
18:28 Automation and Team Support: Front Office Burnout & In-Efficiencies
26:33 The Visual Advantage: A "Drag-and-Drop" Call Funnel & New Marketing Funnel Tracking
34:28 Shark Byte Prediction: The Future of AI in Outbound Motions (Recall & Verification)

Dental startup owners and Established dentists seeking lower front office overhead, dental entrepreneurship focused on lead capture, and anyone interested in dental software and new technology solutions that fight front office burnout.

Links: 🔗 Learn more about Mango Voice:
https://get.mangovoice.com/nextlevelconsultants

🎙️ Subscribe to Dental Unscripted:
https://dentalunscripted.com/#sign-up

ABOUT THE HOSTS:

Mike Dinsio and Paula Quinn

Together focus on consulting the practice ownership journey. Their podcast covers vital aspects of a practice's lifecycle, including starting up, buying, and running a successful dental practice. They are the founders of NEXT LEVEL CONSULTANTS. FInd out more about working with them here: https://nxlevelconsultants.com

Topics Explored on This Podcast: dental practice management, AI receptionist, dental VoIP, dental business, growing a dental practice, dental software, dental practice hacks, dentist tips, future of dentistry, profitability in dentistry, dental startup, dental ownership, dental solutions, missed calls, sticky notes, front office burnout, dental industry, dental practice revenue, business of dentistry, dental accounting strategies, phone systems, practice management