S08 E12: Create your own economy in 2026: why the "used to" practices will struggle, and what to do instead

In this end-of-year episode of Two Reds Are Better Than One, I'm joined by Ashley, speaking from a hotel in Vietnam with 10 days of rest behind him and a welcome pause before Christmas. We keep it informal, unscripted, and focused on what practice owners and teams need to be thinking about as 2026 approaches. We touch first on the news cycle, including the government's announcement of a new NHS dental contract due to land in April, with the important caveat that at the time of recording there was no meaningful detail, so judgement needs to wait for the small print. The wider point is simple, next year will bring more change, not less, and practices will need to respond with clarity rather than hope. The main theme is resilience through diversification. Ashley makes a point he's repeated for years, the most dangerous number in business is one. If you rely on one income stream, one lead source, one key person, or one system, you are exposed. NHS practices in particular need to grow private income alongside any contract dependency. We also discuss the economic outlook and the reality that some patients will feel the pinch once the January bills arrive. That makes proactive communication vital. Value must be explained, not assumed, and marketing cannot be allowed to slide into "we used to do that". The habits that built your success must become your daily discipline again. Finally, we talk about community. Both of us believe the most dangerous place to be in business is on your own. The practices that do best in uncertain times are those that stay connected, keep learning, and train their teams to deliver a consistent, world-class patient experience from first contact onwards. A practical, straight-talking close to the year, and a reminder that 2026 will reward the practices that act, not the practices that wait.

In this episode of the Two Reds podcast, Chris Barrow and Ashley Latter are joined by Dutch dentist, entrepreneur, and educator Dr Casper Bots for a wide-ranging and inspiring conversation that bridges clinical practice, professional development, and personal wellbeing. Casper splits his time between the Netherlands and Liverpool, where he practises at Dr Rez Dental. With a deep understanding of the structural differences between UK and Dutch dentistry — from fixed fees to delegated clinical workflows — Casper brings a refreshing international perspective to the table. But this episode goes far beyond the mechanics of dentistry. What Casper shares is a compelling case for putting purpose, health, and values back at the centre of our careers. Drawing from his own journey, he explains how a sense of stagnation after 20,000 fillings prompted him to reimagine his role — not just as a dentist, but as a coach, a course creator, and a human being. He now runs the Dentist Experience Master Course, a six-day personal development programme designed to help dentists reconnect with what matters: clarity of direction, personal vitality, and the courage to make meaningful changes. Listeners will learn: Why Dutch dentists are facing falling fees — and what UK dentists can learn from that How to rediscover fulfilment when the daily grind takes over The power of scheduling your wellbeing before your work Why every dentist needs to create their own "life mood board" How to avoid burnout and bore-out by knowing your core values If you've ever felt stuck, tired, or unsure what's next, this conversation is a wake-up call — and an invitation to take back control of your career. For more on Casper's work, visit: dentistexperience.com

In this month's episode of The Two Reds are Better than One Podcast, we're tackling what's on everyone's mind right now — the economy. With the UK budget announcement just around the corner and practice owners already seeing more white space in their diaries, it's clear things are tightening up out there. Patients are thinking twice, delaying treatment, and it's becoming harder to keep things moving at the same pace as before. But it's not all doom and gloom. In this episode, we share some practical strategies to help you not just survive, but thrive through the months ahead. Here's an overview of what we cover: Presenting treatment plans that convert – Chris talks about how the way you present treatment matters just as much as the treatment itself, including one great example from a mutual client using new technology to boost acceptance rates. Conviction in communication – Ashley digs into the importance of speaking with confidence and belief when discussing treatment that truly benefits your patients. Targeting the right demographic – We discuss where the spending power really lies right now (hint: it's the over-60s) and how to align your marketing accordingly. Meaningful conversations – There's huge value in going deeper with your existing patients. Chris calls this "low-hanging fruit" — the opportunities that are already right in front of you. Keeping perspective – Finally, we talk about leadership mindset. Because when times are tough, your team will take their cue from you. Staying calm, confident, and focused makes all the difference.

In this episode of "Two Reds are Better than One" podcast, Chris and Ashley explore a variety of customer service experiences from their travels, highlighting both excellent and poor examples. These stories offer valuable lessons for dentists and practice owners.  The insights shared in this episode are so impactful that everyone in the practice should listen. In this episode, you will discover: Chris's Experience at Bupa: Chris recounts his experience when attending a health screening at Bupa, where the response was less than satisfactory. This underscores the critical role of the 'Front of House' in your dental practice, often referred to as the 'Managing Director of First Impressions.' Ashley's Chicago Story: Ashley shares a story from his recent trip to Chicago, illustrating a conversation with a hotel employee that emphasises the importance of teamwork. Ashley's Three Lessons: Ashley offers three key lessons on navigating a challenging economy while maintaining a positive mindset. Chris's Treatment Coordinator Experience: Chris describes how an Optician's Treatment Coordinator delivered exceptional customer service, which led him to invest over £1000 on glasses. Chris and Ashley analyse this consultation. Chris and Ashley's final recommendations on how to prosper in a challenging economy  Listen via your favourite podcast streaming service or via the player below.

In this month's episode of The Two Reds are Better than One podcast, Ashley and I take a rare opportunity to record without a guest. Instead, we open the doors to a candid conversation about two themes that sit at the heart of every successful dental practice: building teams and conducting consultations. We begin with a brief detour into football – reflecting on Manchester United's opening game of the season and drawing parallels between rebuilding a football squad and rebuilding a dental team. The lesson? Culture eats strategy for breakfast, whether you're on the pitch or in the practice. The centrepiece of our discussion is Ashley's brand-new book, The Perfect Dental Consultation: The Eight Essential Steps to Increasing Treatment Plan Acceptance. I make no apology for saying it is his best work in print to date. The book is not only a step-by-step guide to consultation success but also a manual on mindset, success habits and the importance of team involvement. We unpack the eight stages of a perfect consultation, from rapport-building and asking the right questions, through to discussing fees with confidence, handling objections and ensuring follow-up that inspires referrals. Along the way, we explore how case studies and real-world stories make the material accessible, practical, and highly relevant to today's dentist. Our conversation also touches on treatment plan presentation, the role of AI in communication, and why the human touch remains irreplaceable. We finish with some personal reflections on August downtime, family, cycling, and the importance of creating space to work on the business rather than just in it. If you haven't already secured your copy of Ashley's new book, now is the time. Visit his website, order copies for your team, and give your practice the competitive edge it deserves.

In this episode, Chris and Ashley are joined by a true industry heavyweight: Dean Hallows, Managing Director of Dental Directory and a 40-year veteran of the UK dental industry. Recording from three corners of Europe - Cheshire, Sardinia, and sunny Essex - the conversation ranges from the accidental beginnings of Dean's career in 1986 to his leadership role today, overseeing one of the UK's most recognised dental supply businesses. This candid, insightful chat covers everything from mentorship and market evolution to the real-world implications of AI in dentistry, what leaders should be listening for, and why selling consumables isn't just about revenue; it's about hospitality. If you're a dental practice owner, manager, or supplier, this episode delivers practical wisdom and behind-the-scenes insight you won't find elsewhere. You'll learn: How Dean transitioned from engineering apprentice to industry MD The vital difference between hearing and listening as a leader Why AI will support — not replace — clinical decision-making What practices are missing when they ignore their reception desk retail Why communication and shared purpose build the best dental teams The human value AI can't replicate — and why that matters more than ever   "By stepping back and listening more, I've seen my teams' step further forward." – Dean Hallows "AI can't deliver hospitality. It can't create community." – Chris Barrow   This episode is perfect for listeners who... Lead or manage a dental practice Work in dental supply or tech Are navigating digital transformation in dentistry Believe business is about people, not just processes

In this captivating episode, Ashley and Chris sit down with Dr. Jit Hindocha, Principal Dentist at Total Dental Care, celebrating 40 remarkable years in dentistry (1985–2025). Born in Uganda, Jit shares his powerful story of arriving in England at just 10 years old after his family was expelled by Idi Amin, losing everything but holding onto determination and resilience. In this episode you'll learn about: Jit's early years in Leicester—living with 11 family members in a 3-bedroom house, hustling with part-time jobs, and how his family's perseverance shaped his work ethic and career mindset. How Jit continually reinvented his career every decade: Building four dental practices from scratch in the 1980s. Serving as a Vocational Trainer and Advisor at local and national levels, influencing dental regulation and quality. His tenure with the GDC, including the insightful story of hosting an innovative live CPD event simulating a GDC hearing. Jit's pioneering journey into digital dentistry with IDDA, including his early adoption of 3D printing technology. How advice from his father and cousin shaped his business philosophy—prioritising non-clinical time for strategic thinking, and eventually delegating more responsibilities, adopting the 'Golden Goose' strategy. Jit's recent transition to full-time clinical director, embracing delegation, reducing clinical hours, and the exciting discovery of his "blue USB port"—a metaphor for finding new motivation and passion in his dental career. Jit's incredible story is a testament to resilience, adaptability, and continuous learning, offering practical insights and profound life lessons for dental professionals at any stage of their careers. Tune in via the player below or your favourite podcast streaming service and be inspired by Dr. Jit Hindocha's extraordinary journey and his visionary perspective on dentistry's evolving landscape.

After receiving incredible feedback from our listeners, we invited Steve Tangney back for Part Two! If you haven't listened to Part One yet, be sure to check it out here. There, Steve shared his valuable strategies on how to create a world-class team. The exciting news is that we have another inspiring interview for you. This time, Steve focuses on how his practice effectively attracts new patients. He shares numerous ideas that you can implement no matter where you are based. In this interview, you will discover: How doing the right thing by your patients and being authentic is key to growth. How Steve cements himself within his community, including sponsorship of sports teams. How Steve effectively asks for referrals and Google reviews, and how he overcomes the barriers to asking. Why daily engagement with professional content on social media is essential, rather than making random posts. How a simple four-word banner outside his practice brought in many new patients. How he is building a specialist practice and the incredible offers he makes to attract the very best dentists. Why focusing on "good enough" rather than perfection is Steve's winning philosophy Steve's philosophy on ensuring the patients keep coming back. Enjoy this enlightening conversation, there are so many take -aways that can be implemented in your Practice. Listen now below or via your favourite podcast player.

Steve Tangney qualified in 2008 and moved from his hometown of Cork to work in London. During a period of travelling, he met the love of his life – now his wife – on the Gold Coast, where he also worked for a while. While his time there was influential, it was his experience at Avenue Dental on the Sunshine Coast (Sunny Coast) that made the biggest impact on his professional outlook. The owner's focus on cultivating a superb team culture stood out to Steve as the secret to their success. In 2017, Steve seized the opportunity to purchase a dental practice in Batemans Bay, a short plane journey from Sydney. (It is well worth listening to this podcast to discover how this opportunity came about.) At the start of his venture in 2017, Steve's practice had just two chairs and a team of five. Fast forward to today, and he proudly owns three locations with a team of 36 dedicated professionals. Steve's expansion story is rooted in his commitment to fostering an environment where team members can truly flourish and grow. In this inspiring podcast, you'll learn about: Leadership and structure: Steve emphasises a flat organisational structure with no Practice Managers, which has resulted in high staff retention and remarkable employee satisfaction. Creating the right environment: Alongside his partner, Eoin, they have developed a workplace where people rarely leave, and even when they do, they often wish to return. Empowering team solutions: He has nurtured a culture where team members are empowered to solve the practice's challenges and issues independently. Cross-training benefits: Discover the advantages of cross-training and how it fosters a superb team spirit. Team bonding in Fiji: Steve and his team once travelled to Fiji for a team bonding experience, yielding lasting benefits for the practice. He reckons it was the best return on investment he ever made. Ongoing development: A strong focus on team training and continuous development is a cornerstone of their practice's ethos. This podcast is truly inspirational as you will discover Steve Tangney's remarkable journey and business philosophy. Listen below or via your favourite podcast player.

In this insightful interview, Chris and Ashley reconnect with Karl Walker Finch, the proud owner of a dental practice in the Kirklees area of Yorkshire. For the second time, we delve into Karl's remarkable journey. Setting an ambitious goal, Karl aimed to significantly reduce the carbon footprint of his practice. Astonishingly, he achieved a reduction of over 35% in just the first year! But that's not all—his practice is now proudly climate-positive. Karl speaks with such passion that you'll be motivated to bring similar changes to your own practice. Here's what you'll discover in this podcast: Engaging the team: Learn how Karl successfully involved his team in this project, boosting their motivation and commitment. Tree-planting for referrals: Discover the unique initiative of planting a tree for every new patient referral. The 'One Idea a Week' concept: Explore how ensuring accountability with weekly ideas has led to consistent progress. Focusing on key areas: Understand how concentrating on three main areas helps Karl maintain a carbon-neutral dental practice. Financial Benefits: See how striving for a carbon-neutral practice can actually enhance the bottom line. Patient appreciation: Find out why patients love what Karl is doing. And much more!