The Dental Marketer

Your next best marketing opportunity could be found, researched, and teed up before you even check your inbox.In this Monday Marketing Move, IT and security expert Brian Kelly shares why practice owners who are curious about AI should start with marketing, not sensitive patient data. Marketing tasks are typically lower-risk, making them a smart place to test AI agents that can research opportunities, find contact information, draft outreach, and help start conversations that build visibility.You’ll hear how an AI agent system called Grok Bot was used to find podcasts, locate events, gather relevant details, and draft emails, including the outreach that led to this very podcast appearance. The conversation also breaks down the differences between tools like Grok, ChatGPT, and Claude, and why an orchestration system matters when you want AI to be useful without giving it access to everything.What You'll Learn in This Episode:Why marketing is one of the safest places to begin using AIHow AI agents can help practice owners find new visibility opportunitiesA simple playbook for using AI to research podcasts, events, and contactsWhy human approval still matters before sending emails or posting commentsHow Grok compares with ChatGPT and Claude for marketing researchWhat an orchestration system does and why it protects your dataWhy AI should start conversations, not replace real relationshipsHow to automate coordination while keeping the human touch intactPress play to learn how to use AI agents to create more marketing momentum without putting sensitive data at risk.‍Guest: Brian KellyCheck out Brian's Media:Website:  https://automatededge.ai/‍Listen to the Full Episode with Brian Kelly Here!https://thedentalmarketer.site/podcast/632‍Mentions & Links:Products, Services & ToolsGrok / Grok Bot (grok.com) — AI agent platform by SpaceX; Brian created a marketing playbook/boot for itChatGPT — mentioned for visuals and making things polished; also referenced a recent version called "Dots"Claude — noted for technical/system accuracy and functionsOrganizationsSpaceX — maker of GrokX (formerly Twitter) — owned by the same parent company; cited as a real-time data sourcePeopleElon Musk — referenced as owner behind SpaceX/Grok/XHost: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

Your biggest AI risk may not be adoption, it may be the tools your team is already using.In this episode, Michael brings on IT and security expert, Brian Kelly, to dig into a growing blind spot for dental practices: “shadow AI.” Even if practice owners are still deciding whether to bring AI into the business, team members may already be using tools like ChatGPT or Claude to rewrite patient emails, polish review responses, summarize notes, or clarify follow-up messages. The problem is that convenience can quickly turn into unintentional data leakage when names, addresses, health details, or other protected information get pasted into public AI tools without anyone realizing the risk.Brian explains why banning AI outright often backfires and how dental leaders can take a smarter approach. Instead of creating fear or pushing usage underground, he recommends calm conversations, clear policies, and practical ways to verify what’s happening across the practice. You’ll hear how monitoring, guardrails, access controls, audit logs, and human review can help teams benefit from AI without putting patient trust or practice security on the line.What You'll Learn in This Episode:Why “shadow AI” is already showing up inside dental practices.How team members may accidentally expose patient information while trying to work faster.The hidden risks of using personal AI accounts for work tasks.Why strict AI bans can make your practice less secure.How to start the AI conversation with your team without creating fear.What “trust but verify” looks like in a dental office.How network monitoring can reveal AI use on office Wi-Fi.Why AI should be treated like any other secure IT system.How guardrails and “tripwires” can help stop sensitive data from leaving the practice.Why human review still matters before AI-generated work is used.Listen now to learn how to protect your patients, your team, and your practice before shadow AI becomes a bigger risk.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/dentalmarketerClick here for a special offer!Guest: Brian KellyCheck out Brian's Media:Website:  https://automatededge.ai/‍Mentions & Links:Products, Services & ToolsChatGPTClaudeHost: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

When a potential patient asks, “How much do you charge for that?” your answer can either keep the door open or completely close it.In this Monday Marketing Move episode, we look at one of the most common front desk moments in dentistry: a potential patient finds your practice online, calls with a pricing question, and hears, “It depends, you’ll have to come in.” While that answer may be technically true, it often leaves callers feeling stuck, unsure, or dismissed before they have enough information to take the next step.This episode reframes those calls as part of your marketing, not just scheduling. Your front desk team does not need to “sell dentistry.” They do need to help callers feel understood, give accurate information within clear boundaries, and guide them toward a confident decision. You’ll learn a simple four-step call framework: answer, ask, orient, and offer, plus a practical team huddle exercise to help your practice handle pricing questions with more clarity, consistency, and care.What You'll Learn in This Episode:Why “It depends, you’ll have to come in” can stop a patient conversation too soon.What potential patients may really be asking when they ask about price.How your front desk plays a key role in your dental marketing.A simple four-step framework: answer, ask, orient, offer.How to share approved fees or ranges without overpromising treatment costs.One respectful question that helps uncover what the caller needs to know.How to explain first visits, estimates, and insurance checks clearly.Why no-pressure appointment options work better than fear-based urgency.How to run a 15-minute team huddle around common pricing calls.What information your team should keep updated for consistent call handling.Listen now to help your team turn pricing calls into clearer, kinder conversations that give potential patients the confidence to take the next step.‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod‍‍

The fastest way to lose six figures in your dental practice may be trusting the wrong report. In this episode, Michael talks with dental embezzlement investigator David Harris about how theft happens in dental offices, why it can go unnoticed for years, and what practice owners can do to protect themselves without becoming paranoid or accusatory.David breaks down the simple habits every dentist-owner should control personally, including comparing practice-management collections to actual bank deposits, printing your own reports, reviewing audit trails, and using “articulation” to catch after-hours or altered transactions. He also explains what to do if the numbers do not add up, why you should not confront staff too soon, and how stronger hiring checks, smarter refund controls, and quiet professional investigation can prevent a financial and emotional disaster.What You'll Learn in This Episode:Why the average Prosperident case involves about $109,000 stolen over roughly two years.Why dentists should personally compare monthly collections to bank deposits.The risk of relying on staff to print or provide financial reports.What “articulation” is and how it can expose altered or hidden transactions.How thieves manipulate practice-management software to make the numbers look right.Why you should stay calm and avoid confronting staff when something feels off.When to call a forensic dental embezzlement expert instead of relying on a general accountant.Why uploading practice reports to public AI tools can create serious HIPAA risks.How poor pre-employment screening allows repeat offenders to move from office to office.Why refunds should be rare, controlled, and handled directly by the doctor.How audit trails and modified-transaction reports can reveal suspicious behavior.Why “trust but verify” is not about mistrusting your team, but protecting your practice.Listen now to learn the simple verification habits that can help you spot red flags early and protect the practice you worked so hard to build.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!‍‍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/vz69Click here for a special offer!‍Guest: David HarrisCheck out David's Media:Website:  https://www.prosperident.com/Phone: 888-398-2327‍Mentions & Links:Products, Services & ToolsChatGPTDentrixHost: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod‍

The right question can turn a routine appointment into a relationship-building moment. In this Monday Marketing Move, Dr. Kapil Kella shares why dental teams should take a closer look at the questions they ask patients, from hygiene visits to treatment presentations. The focus is simple: uncover the patient’s “why,” understand what matters most to them, and make sure those insights are captured in the notes so every future interaction feels personal, thoughtful, and connected.What You'll Learn in This Episode:Why better patient questions lead to stronger trustHow to uncover what truly matters to each patientThe role hygienists, doctors, and treatment coordinators play in emotional connectionHow to identify patient priorities, hesitations, and objections earlierWhy documenting patient insights helps people feel rememberedHow to introduce this change without sounding like you’re micromanagingThe difference between scripted questions and natural conversationHow empathy can become a practical part of your patient experienceListen now to learn one simple communication shift that can help your patients feel heard, valued, and more connected to your practice.‍Guest: Dr. Kapil KellaCheck out Kapil's Media:Kaila Website:  https://kailavoice.com/Email: [email protected]‍Listen to the Full Episode with Dr. Kapil Kella Here!https://thedentalmarketer.site/podcast/630‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod‍

What if the growth your practice is chasing is already sitting in your charts, waiting for a better follow-up?In this episode, Dr. Kapil Kella challenges the idea that more new patient marketing is always the answer. Instead, he makes the case for stronger internal marketing: creating a patient experience so consistent, personal, and trust-building that patients move forward with treatment and refer others. The conversation centers on one of the biggest missed opportunities in dental offices today: weak documentation. When the chart simply says “patient declined,” the team loses the emotions, timing, concerns, goals, and context needed to continue the conversation with care.You’ll hear how dental teams can capture better patient notes, use those details in confirmations and morning huddles, and reconnect quickly before entering the operatory. Dr. Kella also shares how AI can support busy practices by improving handoffs, surfacing key patient details, and helping teams remember what matters most without adding more stress to the day. The result is a smarter, more human approach to treatment acceptance, patient retention, and practice growth.What You'll Learn in This Episode:Why “patient declined” is not enough information to support future case acceptance.How internal marketing can increase treatment acceptance and referrals.What patient details should be captured during onboarding and visits.How to document hesitations, goals, timing, and personal context.Why generic automation can damage trust when it lacks patient-specific details.How personalized texts and follow-ups can improve response rates.A simple workflow for using notes in confirmations and morning huddles.How to prioritize unscheduled treatment outreach without annoying patients.Why busy schedules, turnover, and fatigue cause systems to break down.How dental-focused AI can support documentation, handoffs, and recall.Where AI should help, and why clinicians still need to review every note.Listen now to learn how better patient memory can turn everyday conversations into stronger relationships, higher case acceptance, and more confident practice growth.Sponsors:‍CallRail: Never miss a call again! Voice Assist answers and qualifies every inbound call 24/7, so you capture every new patient. Try the 14 day free trial for our listeners at: https://sta.mx/m2wx‍Click the image for a 14 day free trial!Guest: Dr. Kapil KellaCheck out Kapil's Media:Kaila Website:  https://kailavoice.com/Email: [email protected]‍Mentions & Links:Products, Services & ToolsKaila — AI note-taking and practice intelligence software for dental practices; two versions: Kaila Voice Pro (full Open Dental integration, $249/month founding member pricing, no contracts, 30-day free trial) and Kaila Notes Only (for other PMS systems)Open Dental — Practice management system; Kaila Pro integrates directly with itFireflies — AI meeting note-taker; mentioned as inspiration for bringing AI note-taking to dentistryHost: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod‍

A membership plan can grow your practice, but only if your data proves it’s the right move.In this fan-favorite rerun episode, Karen Galley from Patient News breaks down why dental membership plans can be one of the smartest ways to increase patient value, production, and loyalty, but only when they’re built around real practice data. She shares insights from Patient News’ direct mail experience and Practice Zebra analytics, including how membership-plan patients often generate higher annual value and how converting uninsured patients can increase production in many practices.Karen also explains why copying another practice’s promotion is a risky shortcut. Instead, she encourages dentists to look closely at their local demographics, competition, service mix, patient behavior, and existing uninsured patient base before deciding how to market a membership plan. From direct mail and paid media to website messaging, newsletters, automated outreach, and better call handling, this episode shows how the right strategy can help practices attract, convert, and retain more valuable patients.What You'll Learn in This Episode:Why membership plans should be evaluated through your own practice data.How membership patients often compare in value to uninsured patients.Why converting uninsured patients can increase production in many markets.The danger of copying generic promotions from other practices.How local demographics and psychographics shape your membership strategy.Ways to educate your community through direct mail, paid media, and your website.Why existing uninsured patients need consistent communication between visits.How newsletters and automated outreach can improve patient retention.What geographic plotting can reveal about your highest-value patients.Why call handling has a major impact on marketing ROI.The revenue difference between average and top-performing phone teams.Tune in to learn how to use real data, smarter marketing, and stronger communication to turn your membership plan into a more reliable source of practice growth.(This episode originally aired on Oct 2nd, 2023.)‍Guest: Karen GalleyCheck out Karen's Media:Website: https://patientnews.com/‍Mentions & Links:Practice ZebraDelta Dental‍Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

Your next new patient may not come from a bigger ad budget, but from fixing the leaks already costing you calls, trust, and booked appointments.In this episode, marketing expert Cameron LiButti breaks down a practical 90-day approach to patient acquisition for startup and early-stage dental practices. Instead of jumping straight into ads, social posts, or sponsorships, the conversation starts with diagnosis: understanding your local market, knowing who your real competitors are, evaluating your reputation, and looking closely at whether your front desk is helping or hurting conversion. From call handling to follow-up speed, you’ll hear why your patient acquisition strategy is only as strong as the experience people get when they first reach out.You’ll also learn how to avoid “death by a thousand dollars,” where practices spend small amounts across disconnected marketing channels without a clear plan. This episode covers how to build trust locally, use branding to stand apart from corporate-feeling competitors, strengthen your website’s first impression, and track the numbers that actually matter before scaling into paid ads. If you’re opening, growing, or trying to stabilize a young dental practice, this is a grounded roadmap for turning attention into appointments.What You'll Learn in This Episode:Why your first marketing move should be diagnosis, not tactics.How to evaluate your geography, competitors, and local reputation.Why front-desk performance is part of your marketing funnel.The common operational leaks that make marketing look like it “isn’t working.”How to avoid wasting money on disconnected marketing efforts.Why reviews, referrals, local credibility, and organic search still drive real patient volume.How scrappy local partnerships can create early momentum.What to prioritize with a $3,000 monthly marketing budget.Why professional brand photography can build trust faster than generic messaging.How to clarify your positioning beyond phrases like “we care.”What your website must communicate in the first 10 seconds.When to use online scheduling, and when it may create more problems.How AI visibility connects to SEO, reviews, citations, and local authority.What to track weekly before investing heavily in Google Ads.Listen now to build a smarter, more realistic patient acquisition plan before spending another dollar on disconnected marketing.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/dentalmarketerClick here for a special offer!‍Guest: Cameron LiButtiCheck out Cameron's Media:Website: https://www.bidviewmarketing.com/LinkedIn: https://www.linkedin.com/in/cameron-libutti/‍Mentions & Links:Organizations, Products, Services & ToolsGoogle Ads — paid advertising platformGoogle Business Profile — local business listing serviceGoogle Maps — cited as the leading source of new patients for local businessesChatGPT / OpenAI — AI chatbot cited as a growing lead source (nearly 5% of medical leads, up to 50% for law firms)Gemini — Google's AI, noted for relying on Google reviewsWix — website builderSquarespace — website builderGoHighLevel — CRM/marketing automation toolReddit — social platform (noted as a short-lived AI SEO trend that "exploded and fell apart")Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

If a patient asked AI for a dentist like you, would it send them your way or skip over you? In this episode, we reframe dental marketing around a question every practice owner needs to ask now: can tools like ChatGPT, Claude, Gemini, and Copilot find your practice, understand what you do, and describe you accurately? You’ll hear why AI visibility is different from Google rankings, why simply “showing up” is not the same as being recommended, and how outdated or inconsistent information can cost you trust before a patient ever calls.I walk through a practical four-level framework for AI visibility: whether AI can find your practice, understand your services and ideal patients, trust your information across the web, and choose you for specific needs like implants, emergencies, anxious patients, or family care. You’ll also get a simple audit process you can run yourself, along with a clear roadmap for improving your digital footprint without chasing shortcuts or “AI hacks.”What You'll Learn in This Episode:Why AI visibility is becoming a new layer of dental marketing.The difference between being findable and being recommended.How wrong hours, old provider names, and missing services can hurt trust.The four levels of AI visibility every practice should understand.Why AI tools may give different answers depending on location and intent.How to test your practice with branded and intent-based AI prompts.What to look for when AI gets your practice wrong or leaves you out.Why your website, directories, reviews, and profiles all shape AI answers.How schema, service pages, and technical fixes help clarify your footprint.A simple workflow to ask, inspect, correct, strengthen, and retest.Listen now to find out what AI is really saying about your dental practice and how to make sure the right patients can find, trust, and choose you.Mentions & Links:Organizations & CompaniesOpenAI — Creator of ChatGPT; cited regarding search crawler discoverability and local search behavior.Google — Referenced regarding crawling, indexing, business profiles, and local ranking factors.Apple — Referenced for Apple Business Connect and Apple Maps.Schema.org — Structured data standards, specifically the Dentist type.Studio 8E8 — Mentioned for a video explaining how AI visibility does not replace SEO.Video: https://www.facebook.com/reel/1600058021666799AI Tools / ProductsChatGPT — OpenAI.Claude — Anthropic.Gemini — Google.Copilot — Microsoft.Siri — Mentioned as a surface where Apple Business Connect data appears.Google Products & ServicesGoogle Business Profile — Local listing management.Google Maps / Local Search Ranking — Ranking influenced by relevance, distance, and prominence.Apple Products & ServicesApple Business Connect — Manage business details across Apple experiences, including Maps and Siri.Apple MapsProduct / Service NamesInvisalign — Used in search query examples.Host: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

What if the brand that helped you grow is now holding your practice back?In this episode, Dr. Brittany Dickinson returns to share the honest evolution of her Chicago fee-for-service practice, from the success of Sugar Fix Dental Loft to a more refined identity, using her name. As her work shifted toward serious cosmetic and aesthetic dentistry, she realized her old branding was still pulling in high-anxiety and trauma-survivor patients, leaving her emotionally drained and physically taxed. In a market crowded with trendy multi-location dental brands, she needed a name that made the promise clear: private, boutique, dentist-led cosmetic care with the same trusted doctor at every visit.She also opens up about a costly lesson in outsourcing after a website rebuild wiped out years of SEO momentum and left her with zero website-driven cosmetic consults for nearly a year. Instead of continuing to rely on “blind trust,” she built an AI assistant trained on her own content, voice, and practice goals, then used it to uncover the SEO problems, repair critical gaps, and rebuild her marketing engine. The result was a 400% traffic jump overnight and 17 consults in the first month. This conversation is a practical look at brand clarity, vendor accountability, AI-assisted marketing, and how to create a high-end patient experience without losing your human touch.What You'll Learn in This Episode:Why a successful practice brand may still need to evolve.How to recognize when your branding no longer matches your ideal patients.What private, boutique, dentist-led dentistry can communicate in a crowded market.The vendor questions every practice owner should ask before signing a contract.Why “SEO takes six months” is not enough without benchmarks and deliverables.How one missed technical setup caused a major drop in website leads.How AI can help audit your website, content, SEO, and marketing workflow.Ways to train AI to write in your voice using your existing content.Why human, imperfect video content often builds more trust than polished templates.Where AI is useful in marketing and where it should not replace clinical judgment.How to add low-cost luxury touches that make patients feel cared for.Why patient education builds more trust than using AI as “proof.”Listen now to learn how clearer branding, smarter vendor accountability, and practical AI tools can help you take back control of your practice's growth.‍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/dentalmarketerClick here for a special offer!‍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/vz69Click here for a special offer!‍Guest: Dr. Brittany DickinsonCheck out Brittany's Media:Website: https://chicagoaestheticdentistry.com/‍Instagram: https://www.instagram.com/drbrittanydickinson/‍Mentions & Links:Products, Services & ToolsOpenClaw — open-source AI agent framework she installed locally to build her personal AI assistant ("Sophie")Claude (Anthropic) — AI assistant she connected to OpenClaw as the "brain"ChatGPT — previously used for ~2 years; transferred her history to ClaudeTelegram — messaging app she uses to communicate with her AI assistantInvisalignHost: Michael AriasJoin my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod