In this episode, Jen sits down with Dr. Howard Farran for a raw, unfiltered conversation on what actually drives success in a dental practice.

They break down the real reason most practices struggle—and it’s not marketing.

From patient retention and case acceptance to team dynamics and pricing strategy, this episode challenges conventional thinking and delivers practical, no-fluff insights you can apply immediately.

👉 If you’re focused on getting more new patients but ignoring what happens after they walk through the door… this is a must-listen.

🔑 What You’ll Learn:

• Why marketing won’t fix a broken practice
• The “leaky bucket” problem killing your growth
• How poor patient experience destroys retention
• Why dentists should stop competing on price
• The importance of trust over technology (even with AI)
• How to structure your practice for long-term scalability
• The biggest mindset mistakes holding dentists back

💡 Key Takeaway:

Before you pour more money into marketing, make sure your practice can actually keep and convert the patients you already have.

🔗 Connect with Dr. Howard Farran

🌐 Website: https://www.howardfarran.com/
💼 LinkedIn: https://www.linkedin.com/in/howardfarran
🐦 Twitter/X: https://x.com/HowardFarran
🎙 Podcast: https://www.dentaltown.com/podcasts

_________________________________________________________________________

👉 Tune in now and discover how to move beyond outdated promotions and focus on building lasting patient relationships.

👉 Download your free guide here

Ready to grow with a system that works? Schedule a Free Strategy Session

🛠️ Tools & Tips:

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

💬 Let’s Talk Strategy:

👉 Book a free strategy session:

https://kickstartdental.com/get-in-touch/

_________________________________________________________________________

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out! https://kickstartdental.com

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/ https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact mailto:chris@kickstartdental.com

Episode ideas? Guest Inquiries?

Contact mailto:jennifer@kickstartdental.com  _________________________________________________________________________

Thinking about increasing your Google Ads budget?

You might want to pause.

In this episode, Chris Pistorius breaks down why most dental practices are wasting ad spend—and how throwing more money at ads can actually make the problem worse.

The truth is, most practices don’t have a traffic problem… they have a conversion problem.

Chris introduces what he calls the “leaky bucket” effect—where leads are coming in, but slipping through the cracks due to broken systems inside the practice.

Before you spend another dollar on ads, this episode walks you through the three critical areas you must fix first.

🦷 What You’ll Learn in This Episode

• Why more Google Ads won’t fix your new patient problem
• The “leaky bucket” concept (and how it’s costing you thousands)
• The #1 metric most practices aren’t tracking (but should be)
• How missed calls are silently killing your ROI
• Why most dental websites convert terribly (and how to fix it)
• The real reason leads don’t book—and what to do about it
• How a simple follow-up system can dramatically increase conversions
• When it actually does make sense to scale your ad spend

🚨 The 3 Holes Costing You New Patients

1. 📞 Poor Phone Answer Rate

If you’re not answering calls, you’re paying for leads that go straight to your competitors.
Many practices are missing 30–50% of incoming calls—especially during lunch hours and after hours.

2. 🌐 Low Website Conversion Rate

Most dental websites convert just 1–3% of visitors.
That means up to 97% of your paid traffic leaves without taking action.

A properly optimized site can convert at 5–8%+—without increasing ad spend.

3. 🔁 No Follow-Up System

Leads who don’t book right away aren’t dead—they’re just not nurtured.

📊 It takes 5–8 touchpoints to convert most leads…
But most practices only make 1–2 attempts (if that).

💡 The Big Takeaway

More traffic won’t fix a broken system.

If your practice is:

• Missing calls
• Losing website visitors
• Not following up with leads

Then increasing your ad budget will only increase your losses.

👉 Fix the holes first. Then scale.

📈 When You Should Increase Your Ad Spend

Only scale when you have:
✔️ 85%+ phone answer rate
✔️ 4–5%+ website conversion rate
✔️ Automated follow-up system in place
✔️ Call tracking and clear metrics
✔️ A trained front desk that can convert inquiries

That’s when every dollar starts working for you—not against you.

🔑 Final Thought

The fastest-growing practices aren’t the ones spending the most on ads…

They’re the ones who fix their systems first.

_________________________________________________________________________

👉 Tune in now and discover how to move beyond outdated promotions and focus on building lasting patient relationships.

👉 Download your free guide here

Ready to grow with a system that works? Schedule a Free Strategy Session

🛠️ Tools & Tips:

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

💬 Let’s Talk Strategy:

👉 Book a free strategy session:

https://kickstartdental.com/get-in-touch/

_________________________________________________________________________

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out! https://kickstartdental.com

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/ https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact mailto:chris@kickstartdental.com

Episode ideas? Guest Inquiries?

Contact mailto:jennifer@kickstartdental.com  _________________________________________________________________________

🎙️ Where Your Dental Leads Go to Die (And How to Fix It)

What happens to the patients who almost booked… but didn’t?

In this episode of the No BS Dental Growth Podcast, Chris Pistorius uncovers one of the most expensive (and overlooked) problems in dental practices—the leads that come in but never convert.

Whether it’s a missed call, an unreturned form submission, or a patient who “meant to call back,” most practices have no real system for capturing these opportunities… and it’s quietly costing thousands in lost revenue every month.

Chris breaks down why this happens, where leads fall through the cracks, and exactly how to build a simple, automated follow-up system that turns missed opportunities into booked patients.

🦷 What You’ll Learn in This Episode

• What actually happens to leads who don’t book (and why it’s a problem)
• The concept of the “invisible leak” in your practice
• The 3 biggest reasons practices fail to follow up effectively
• Why most front desks aren’t the problem—it’s the system
• The real number of touchpoints it takes to convert a new patient
• A step-by-step breakdown of a high-converting follow-up sequence
• How to recover lost opportunities (including no-shows)

🚨 The Real Problem: The Invisible Leak

Most practices assume their biggest issue is not enough leads…

But in reality:

👉 Up to 70% of new patient inquiries never book

Not because they weren’t interested—
but because they were never properly followed up with.

💸 That means:

• Wasted ad spend
• Missed revenue
• Lost growth opportunities

❌ Why This Happens

1. Overwhelmed Front Desk
Your team is busy—and follow-up falls to the bottom of the list.

2. No Defined System
If a patient doesn’t book immediately… there’s no next step.

3. “They’ll Call Back” Mentality
Meanwhile, your competitors are actively following up—and winning.

📊 The Reality of Patient Behavior

• Patients don’t make instant decisions (especially for dental care)
• Most need 5–8 touchpoints before converting
• Most practices only attempt 1–2 follow-ups

👉 That gap = lost patients

✅ What a Proper Follow-Up System Looks Like

A high-performing practice doesn’t rely on memory—it uses automation + structure:

Day 0 (Same Day):

• Immediate response via text or call
• Acknowledge inquiry + offer next step

Day 1:

• Personal phone call
• Strategic voicemail if no answer

Day 2:

• Friendly, low-pressure follow-up text

Day 4:

• Email with helpful info or patient story

Day 7:

• Final call + text
• Then move into long-term nurture

📩 Monthly emails + ongoing touchpoints keep your practice top-of-mind

🔁 Don’t Forget No-Show Recovery

No-shows aren’t dead leads—they’re second chances.

A strong recovery system includes:

• Immediate “we missed you” text
• Next-day follow-up call
• Email + continued nurture

👉 Some of your best patients come from recovered no-shows

💡 Key Takeaways

1. You Don’t Need More Leads
You need to convert the ones you already have.

2. Speed = Opportunity
The faster you respond, the higher your chances of booking.

3. Systems > People
This isn’t a staffing issue—it’s a process issue.

4. Follow-Up Wins
The practice that follows up the most (and best) gets the patient.

🎯 Action Step

Ask yourself:

• What happens when a lead doesn’t book?
• How many times do we follow up?
• Do we have automation in place?

If you don’t know the answer…
👉 that’s your biggest growth opportunity.

🔑 Final Thought

You’re not losing patients because of your marketing.

You’re losing them because no one followed up.

Fix the leak—and your growth changes fast.

_________________________________________________________________________

👉 Tune in now and discover how to move beyond outdated promotions and focus on building lasting patient relationships.

👉 Download your free guide here

Ready to grow with a system that works? Schedule a Free Strategy Session

🛠️ Tools & Tips:

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

💬 Let’s Talk Strategy:

👉 Book a free strategy session:

https://kickstartdental.com/get-in-touch/

_________________________________________________________________________

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out! https://kickstartdental.com

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/ https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact mailto:chris@kickstartdental.com

Episode ideas? Guest Inquiries?

Contact mailto:jennifer@kickstartdental.com  _________________________________________________________________________

What if the biggest thing hurting your practice growth… isn’t your marketing?

In this episode of the No BS Dental Growth Podcast, Chris Pistorius breaks down the real reason practices are losing new patients every single day — their phones. From missed opportunities to poor call handling, these small (but common) mistakes are costing practices thousands in lost revenue and unbooked appointments every month.

If you think your front desk is doing everything right… you might want to take a closer look.

🦷 What You’ll Learn in This Episode

The 5 most common phone call mistakes hurting your schedule

Why your front desk may be unintentionally losing patients

How to handle price shoppers without competing on price

The importance of speed in responding to new patient inquiries

Systems you need in place to reduce no-shows and missed opportunities

🚀 The 5 Call Mistakes

1. The Information Dump Overloading patients with too much information instead of guiding them to book an appointment.

2. The Price Shopper Fumble Giving exact pricing (or hesitating) instead of confidently moving the conversation toward scheduling.

3. The Dead-End Hold Putting patients on hold without context—or worse, forgetting about them entirely.

4. The Voicemail Black Hole Missed calls and slow follow-ups leading to lost patients who book elsewhere within minutes.

5. The No Confirmation Chaos Lack of confirmation systems leading to no-shows, cancellations, and empty chair time.

💡 Key Takeaways

1. Your Phones = Your Front Door Every call is a potential patient. How you handle it determines whether they book or move on.

2. Speed Matters More Than You Think If you don’t respond within minutes, patients are already calling the next practice.

3. Systems Over People These issues aren’t staff problems—they’re system problems that can be fixed with the right processes.

🎯 Action Steps Audit your current phone process:

Are calls being answered quickly?

Is your team focused on scheduling first?

Are you handling price questions confidently?

Do you have a system for missed calls and voicemails?

Are you confirming and backfilling appointments effectively?

Fixing just one of these areas can have a direct impact on your revenue and schedule.

🔑 Final Thought You don’t need more leads—you need to convert the ones you already have.

Your phones could be the biggest growth opportunity in your practice right now.

_________________________________________________________________________

👉 Tune in now and discover how to move beyond outdated promotions and focus on building lasting patient relationships.

👉 Download your free guide here

Ready to grow with a system that works? Schedule a Free Strategy Session

🛠️ Tools & Tips:

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

💬 Let’s Talk Strategy:

👉 Book a free strategy session:

https://kickstartdental.com/get-in-touch/

_________________________________________________________________________

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out! https://kickstartdental.com

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/ https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact mailto:chris@kickstartdental.com

Episode ideas? Guest Inquiries?

Contact mailto:jennifer@kickstartdental.com  _________________________________________________________________________

What if your dental practice could close high-value cosmetic cases before the patient ever steps into the office?

In this episode of the No BS Dental Growth Podcast, Chris Pistorius sits down with Dr. Brian Harris, cosmetic dentist, founder of Smile Virtual, and creator of The Elite Academy.

Dr. Harris shares how virtual cosmetic consultations are transforming the way dental practices attract, educate, and convert patients — often leading to dramatically higher case acceptance and stronger patient trust before the first in-person visit.

Instead of traditional consultations that happen entirely chairside, Dr. Harris explains how practices can use asynchronous video consults where patients submit photos and concerns, and the dentist records a personalized response explaining treatment options and costs.

The result?

More prepared patients, less pressure during consultations, and significantly higher case acceptance. Dr. Harris also breaks down the biggest mistakes dentists make with virtual consults, how practices can implement them easily, and where cosmetic dentistry is headed with emerging technologies like 3D-printed smile design. If you’re looking for ways to increase cosmetic case acceptance, build patient trust faster, and modernize your patient experience, this episode is packed with practical insights.

What You’ll Learn in This Episode

🦷 What a virtual cosmetic consult actually is (and what it’s NOT)

📈 Why some practices are seeing 87–92% case acceptance on cosmetic cases

📸 How patients submit photos and receive personalized video consultations

⏱ How little time dentists actually spend recording consult videos

📞 How front desk teams can help drive more virtual consults

💡 The storytelling strategy that dramatically improves case acceptance

📉 Why traditional consultations often lose potential cosmetic patients

📊 How marketing funnels improve when virtual consults are added

🤖 Dr. Harris’ thoughts on AI in dentistry and why human connection still matters

🖨 How 3D printed smile design is creating a new mid-tier cosmetic option

Key Takeaway Patients today want clarity, transparency, and convenience before committing to treatment. Virtual consults allow dentists to:

• Build trust earlier

• Educate patients without pressure

• Pre-qualify serious cases

• Increase acceptance for elective treatments Practices that embrace this shift are creating more efficient workflows and better patient experiences.

Resources & Mentions

🌐 Smile Virtual https://smilevirtual.com

📱 Follow Dr. Brian Harris on Instagram https://www.instagram.com/drbrianharris

💥 Special Offer for Our Community 💥

Smile Virtual hooked us up with an exclusive offer for anyone interested in implementing virtual consults 👇

✅ Waived setup fees
✅ $100 off your first 3 months

Just use code: NOBSVIP

If you’ve been thinking about adding virtual consultations to your practice, this is a great way to test it out without a big upfront commitment.

🔗 Learn more or book a demo here:
https://www.smilevirtual.com/dental-consults/

_________________________________________________________________________

👉 Tune in now and discover how to move beyond outdated promotions and focus on building lasting patient relationships.

👉 Download your free guide here

Ready to grow with a system that works? Schedule a Free Strategy Session

🛠️ Tools & Tips:

SmartFollow™ – Automated lead follow-up

CallGuard AI™ – Review & coach call performance

PatientLine™ – AI phone assistant for overflow and after-hours

💬 Let’s Talk Strategy:

👉 Book a free strategy session:

https://kickstartdental.com/get-in-touch/

_________________________________________________________________________

_________________________________________________________________________

Join Our Facebook Group!

https://www.facebook.com/groups/nobsdentalgrowth

Check us out! https://kickstartdental.com

Follow us for daily tips, tricks and growth hacks for YOUR practice!

https://www.instagram.com/kickstartdental/ https://www.linkedin.com/company/kicsktart-dental-marketing _________________________________________________________________________

Want to work with KickStart Dental to GROW your dental practice?

Contact mailto:chris@kickstartdental.com

Episode ideas? Guest Inquiries?

Contact mailto:jennifer@kickstartdental.com  _________________________________________________________________________