Thinking about selling your dental practice? Let me ask you this: do you want to walk away with just a fair deal—or the best deal possible?

If that sounds like a no-brainer, you’re in the right place. In today’s episode, I sit down with Elijah Desmond, a trailblazer in the dental industry, to uncover exactly how to do just that. From understanding your practice’s true value to creating a roadmap for a seamless transition, we dive into everything you need to know to prepare for this life-changing decision.

Whether you’re considering a DSO, private buyer, or just exploring your options, this episode is packed with practical tips and fresh perspectives to help you secure the best deal possible—and enjoy the process along the way.

Ready to Get Started? Let’s Dive In!

• Maximizing Your Practice’s Value: Elijah explains how to time your sale strategically and make sure your practice is ready to command top dollar.

• Understanding Your Worth: I learned why having a Quality of Earnings Light is critical to knowing the true value of your practice before entering negotiations.

• Planning Ahead: Elijah emphasizes that selling 3–5 years before retiring is the key to securing better offers and smoother transitions.

• A Fun and Unique Selling Process: Elijah shared his innovative approach to making the sales process not only effective but enjoyable, incorporating music, relationship marketing, and personal interviews with buyers.

• DSOs vs. Private Buyers: We also talked about the pros and cons of different types of buyers and how to find the one that aligns with your goals.

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Introduction to the Podcast and Guest (00:00)

Elijah Desmond's Journey and Current Focus (02:45)

The Birth of Dental Pitch Brokerage (06:55)

Building Relationships in the Dental Industry (10:44)

Advantages of Using Dental Pitch Brokerage (15:27)

Advice for Dentists Looking to Sell (19:43)

Understanding Practice Valuation and Selling Strategies (24:01)

Advice for Lower Revenue Practices (29:05)

Lightning Round Q&A (30:28)

Conclusion and Contact Information (35:25)

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Connect with Elijah:

Instagram

Facebook

LinkedIn

• Visit Dental Pitch Brokerage: dentalpitchbrokerage.com

• • Don’t miss their free eBook on EBITDA—a must-read for anyone thinking of selling their practice.

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Learn proven dental marketing strategies and online reputation management techniques at: https://www.drlentau.com

This podcast is sponsored by Dental Intelligence. Learn more at: https://www.dentalintel.com/

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more at: https://www.docsites.com/

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Thinking about starting a dental practice or renewing your lease? You could be leaving thousands of dollars—or your dreams—on the table. In this episode, I sit down with Brian Mills, founder of Roam Commercial Realty, to uncover the hidden pitfalls and golden opportunities in dental real estate. From debunking myths about retail locations to sharing strategies for building long-term wealth, this conversation is essential for dentists who are ready to take charge of their future.

Whether you’re planning a startup, considering ownership, or just exploring your options, you’ll leave this episode with actionable advice and a newfound sense of confidence.

Here’s what Brian and I cover in this episode:

• The Importance of Proper Representation: Why you should never rely on listing brokers and how tenant-focused representation works to your advantage.

• Lease Renewals Done Right: How to avoid costly mistakes, renegotiate terms, and save thousands.

• Startup Success Secrets: Why dental startups have a 99.6% success rate and how to overcome the fear of taking the leap.

• Renting vs. Owning: The pros and cons of each option and when it’s time to invest in property.

• The Retail Myth: Why retail locations aren’t always the best choice and how marketing often trumps location.

• Using Real Estate for Wealth Building: How to leverage real estate as an asset for long-term financial freedom.

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Key Takeaways:

Building a Legacy: Brian Mills’ Role in Dental Real Estate (01:28)

Understanding Representation: Advocating for Dental Professionals in Real Estate (04:09)

Buy or Rent? Making the Right Real Estate Decision for Your Practice (07:57)

Conquering Fear: Why Starting a Practice Is Worth the Leap (12:28)

Real Estate as a Wealth-Building Strategy for Dentists (17:34)

Navigating the Post-Election Real Estate Market (20:35)

Leveraging Negotiation: Securing Better Terms in Lease Renewals (24:17)

The Retail Location Myth: Choosing the Best Space for Your Practice (28:34)

Lightning Round Q&A: Insights, Favorites, and Personalities of Brian Mills (32:57)

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Connect with Brian:

Instagram: https://www.instagram.com/roamcommercialrealty/

Website: https://www.roamcommercialrealty.com/

Special Offer for Listeners:
Free lease evaluation and market analysis. Email your lease to:

• brian@roamcommercialrealty.com

• info@roamcommercialrealty.com

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Is sales really a "dirty word"? Not for Cathy Hazen, and this episode will show you why embracing the power of "no" is key to getting more "yeses." Dr. Len Tau sits down with Cathy, a seasoned expert with over 30 years of sales and management experience, to explore the secrets to boosting case acceptance and empowering your dental team. From managing orthodontic practices to creating virtual office manager services, Cathy’s passion for team development and patient-centered sales strategies shines.

In this episode, Cathy and Len discuss:

• Why every member of your dental team is a salesperson (even if they don’t realize it).

• Strategies to create a successful sales department within your practice.

• The importance of consistent processes for presenting treatment plans.

• How to overcome the fear of hearing "no" and why it leads to more "yeses."

• Tactics to follow up effectively with patients who don’t commit immediately.

Key Takeaways:

How Cathy Hazen Helps Practices Thrive (02:08)

Changing the Stigma Around Sales in Dentistry (05:57)

Should Dentists Take on the Sales Role? (12:09)

The Importance of a Dedicated Sales Department (14:06)

Who on Your Team Needs Sales Training? (16:57)

Getting Your Team on the Same Sales Page (17:08)

Mastering the Close: From Finances to Commitment (20:26)

Follow-Up Strategies to Close the Deal (24:37)

How Often Should You Follow Up? (27:50)

Lightning Round Q&A with Cathy Hazen (29:23)

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Connect with Cathy:

Website

Special Offer for Listeners:

• Complimentary 1-hour consultation to discuss opportunities for improving your practice’s sales process.

• Reduced consulting fee of $850/month for the first quarter.

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

If you’re struggling to keep your front desk running smoothly, then believe me, you don’t want to miss this episode.

You see, ever since COVID hit, the dental industry, like every other industry, has been facing unprecedented staffing challenges.

This, in turn, has made remote staffing a very attractive option—and if you’re feeling the same, and looking to hire VAs to make your job easier, then this is the episode for you.

In it, I sit down with Cory Pinegar. Cory is the CEO of Utah-based company Reach, a groundbreaking dental service startup helping dental practices increase patient engagement and revenue.

With a workforce of close to 200 employees, Reach has been named one of the fastest growing companies by Inc. 500 and has been recognized repeatedly by the Salt Lake Tribune as one of the best places to work.

In 2021, Cory founded the remote staffing company Team which helps simplify hiring and allows businesses to circumvent domestic staffing issues and find qualified talent without worrying about complicated research to understand legalities, fair compensation, and the like.

In this episode, Cory and I will be discussing how virtual assistants can enhance your team, how VAs can help bring life back to your broken front desk, why AI and remote staffing can help optimize dental practices without compromising human connection, and much more.

Are you ready to take your practice to the next level?

Then tune in now!

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Key Takeaways:

Introduction (00:00)

How Reach helps dental practices (03:29)

Why you need a VA (06:58)

How a VA can help your practice (10:11)

What your VA can’t do (11:39)

How much does it cost to hire a VA? (18:44)

Let’s talk about your EBITDA (20:57)

Should you use AI? (22:54)

Time for our lightning round questions (26:18)

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Connect with Cory:

Facebook

LinkedIn

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Are you leaving money on the table? My guess is, probably! And in this episode, you’ll learn how NOT to do that by enhancing your practice—while still making a difference.

You see, dentists are some of the few (if not only) doctors and health practitioners that can diagnose people through their mouths, and by taking advantage of that skill, they can add up to $200K to their practice annually by offering additional services.

“This is all nice to hear, but how can I even start implementing that?” you might ask, and I’ve got the answer for you… or at least, my guest on the podcast this week does!

In this episode of the Raving Patients Podcast, I sit down with Dr. Dar Radfar, also known as Dr. Rad.

Dr. Rad is an international speaker on sleep apnea, snoring, low level laser therapy, marketing, medical billing, and much more. A practice dentist of 22 years, he has a passion for speaking that includes personal development and strategies that help anyone manifest the life of their dreams.

In this episode, Dr. Rad will be discussing the types of treatments you can add to your dental practice to add to your EBITDA and boost your profit. Some of the treatments he speaks of today are:

• Sleep apnea treatment

• Low-level laser therapy

• DNA testing

• Supplements for oral health

… and more.

Are you ready to take your dental practice to the next level?

Then tune in now.

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Key Takeaways:

Introduction (00:00)

Meet Dr. Rad (02:48)

More about sleep apnea (06:02)

Financial increase brought from sleep apnea treatment (13:39)

Let’s talk about low-laser therapy (19:41)

DNA testing services (21:45)

Time for our Q&A (29:20)

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Connect with Dr. Rad:

Instagram 1

Instagram 2

Facebook

LinkedIn

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Could the design of your dental practice be the reason why you’re not getting enough patients?

As we all know, today, your patients’ experience starts before they even sit on the dental chair, and I mean way before—it starts on your website or your Google page or your social media accounts, where they get to see what your practice looks like.

This is why your office’s design is now more important than ever.

But don’t take it from me, instead, listen to the expert I’ve interviewed on today’s episode of the Raving Patients Podcast, Greg Marinelli.

Greg is an interior architect and visionary from Newport Beach, California, with expertise in hospitality and healthcare design.

Greg’s work and passion are all about creating incredible dental spaces that not only look great, but help elevate your practice to a new level. Since 2014, he has been traveling all over the US as a designer, industry expert, and motivational speaker, touting the importance of the patient experience in the healthcare environment.

In this episode, Greg and I will be discussing why you need to work on your online branding, how patients remember the ambiance of a dental office more than the procedures they get there, the best design choices for your practice, and so much more.

Are you ready to breathe new life into your office?

Then tune in now!

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Key Takeaways:

Introduction (00:00)

Meet Greg (02:10)

Don’t overlook your space (07:57)

Why you need to redesign your space (13:22)

How much does it cost to design your space? (24:20)

Busting design myths (27:37)

Time for the Q&A (33:17)

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Connect with Greg:

Instagram

Facebook

Website

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

Transparency in dental marketing, especially when supported by real results and guarantees, always builds trust and helps dental practices achieve measurable success.

And to be able to do this, you need to find a marketing agency that actually gets you the results you want.

Easier said than done, right?

Well, if you’re tired of paying marketing agencies for dental marketing services that never deliver results, then this is the episode for you!

In it, I sit down with Spencer McCutchen, a business development executive at Media NV. With over seven years of experience in the dental industry, Spencer specializes in helping dental professionals supercharge their digital marketing to bring in new patients on demand.

Today, he and I will be discussing why marketing transparency is so important, how call tracking and data-driven coaching can significantly improve patient acquisition, why you need to use websites designed to convert visitors into booked appointments, and so much more.

Want to learn more?

Then tune in now!

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Key Takeaways:

Introduction (00:00)

Meet Spencer (01:56)

Transparency in marketing (05:47)

The importance of call tracking (11:27)

Let’s talk about call coaching (18:30)

Media NV’s patient promise program (20:30)

You need a website that converts (25:46)

Time for our Q&A (26:51)

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Connect with Spencer:

Instagram

Facebook

—

Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

If you’re relying on marketing alone to bring in new patients, then you’re missing a HUGE piece of the puzzle: lead conversion.

Lead generation and lead conversion are two completely different things, and this means they need completely different strategies.

To discuss this in more depth, I’ve invited an expert on this week’s episode of the Raving Patients Podcast.

His name is Jake Goates and he is the founder of GOAT Marketing Consultants and a seasoned expert in dental marketing and sales strategy.

In the last decade, Jake has helped countless practices turn simple leads into loyal patients by implementing smarter systems, better accountability, and proven sales techniques.

In this episode, Jake and I will be discussing how dental practices can convert leads into patients, Jake’s “Goat Method”, the best ways to handle patient objections, why you need accountability measurements, and so much more.

Are you ready?

Let’s dive in.

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Key Takeaways:

Introduction (00:00)

Why a low new patient count isn’t your marketer’s fault (05:38)

Lead management for dental practices (09:51)

The Goat Method (12:48)

How much should your marketing budget be? (15:29)

Is your marketing working for you? (21:49)

How to handle patient objections (24:29)

Time for our Q&A (31:07)

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Connect with Jake:

Instagram

Facebook

Jake’s LinkedIn

GOAT Marketing Consultants LinkedIn

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Learn proven dental marketing strategies and online reputation management techniques at DrLenTau.com.

This podcast is sponsored by Dental Intelligence. Learn more here.

This podcast is sponsored by The Doc Sites, the leading provider of websites and online marketing for dentists. Find out more here.

Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!