The CEO Mindset: Mastering Dental Business Strategies to Close the Trust Gap

Shared Practices | Your Dental Roadmap through Practice Ownership

Dr. George Hariri | Shared Practices Network

Businessofdentistry, Dental, Dentalpractice, Dentist, Practicemanagement, Business, Management, Entrepreneurship

4.9 • 559 Ratings

🗓️ 20 April 2026

⏱️ 43 minutes

🔗️ Recording | iTunes | RSS

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Summary

Transitioning from a skilled clinician to a successful practice owner requires a radical shift in how you view the operatory. In this high-stakes episode of Coaches Corner, Caitlin Embree and Dr. Andrew Clingan break down the essential dental business strategies that separate struggling associates from thriving owners. The secret isn’t just in the hand-piece; it’s in the psychology of case acceptance and the internal systems that turn "maybe" into "yes."

Dr. Clingan pulls back the curtain on the "trauma" and wisdom gained during his associate to owner transition, revealing that clinical excellence is secondary to patient trust. If a patient doesn't understand the "why," they won't value the "how." This conversation serves as a masterclass in dental practice management, focusing on the "micro-trust" moments—those small, honest interactions that build a foundation for sustainable dental practice growth. You’ll learn why "creating space" and embracing silence is more effective than any sales script, and how to handle the "not now" objection without sounding like a corporate salesman. Implementing these specific dental business strategies allows a doctor to maintain clinical integrity while ensuring the practice remains a viable, profitable entity.

A critical component of modern dental business ownership is the integration of high-ROI technology. Caitlin and Andrew discuss how utilizing AI-driven radiographs and intraoral cameras isn't just about clinical accuracy; it's about shifting the burden of proof from the doctor to the data. By treating the patient as a co-diagnostician, you eliminate the friction of "supervised neglect" and move toward more predictable financial management for dentists. Whether you are currently navigating how to buy a dental practice or looking to optimize your existing startup, adopting these dental business strategies will help you stop playing "ignorant to finances" and start leading your team and patients with the conviction of a true CEO. This episode is your survival guide to navigating the complexities of patient behavior and modern clinical technology.

Transcript

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0:00.0	Welcome back to the shared practices podcast. I'm Caitlin Embry and I'm joined today by Dr. Andrew
0:14.1	Klingen. Welcome back to the show. Hey, Caitlin. It's good to see you on this format. It's been too
0:19.5	long. It is. Yes. Normally we're doing
0:21.5	coaching calls together and talking about your practice. So we're doing a little diversion
0:25.9	today that I'm excited about. I am too. I am too. I miss, I have to be honest, I miss my days
0:32.3	of regular podcasting. You know, my buddy and I Stephen ran TPO for so long. And that was a,
0:37.2	we had a generational
0:38.4	run. I would call that back in the day. But my life has been more focused on practice
0:43.3	ownership the last two and a half years. So it's nice to get back on here and run my mouth for
0:48.7	a little while on a podcast. Absolutely. And we get to kind of tap into the wisdom that you've
0:53.7	gained over these last couple of years of being a real time practicing dentist and all the high. Some call it wisdom. Some call it trauma. You know, whatever you want to, however you want to frame it. Well, we're here to share it all with our audience today. And you know, you and I got together. We're like, what could we really bring value to on the show for today?
1:12.8	And I think we both share our love for talking about case acceptance. We did a course in Scottsdale
1:18.9	together not too long ago this past fall. And I had the opportunity to sit in the room as you
1:25.7	presented to dentists about increasing their confidence,
1:29.2	increasing their clarity. And I got to kind of be a heckler in the back and fill in the gaps there.
1:34.3	So that was really fulfilling. And I think it's cool for us to kind of transition that conversation
1:38.4	on air today for our listeners.
1:41.1	Yeah, absolutely. I think this is one of the lowest pieces of hanging fruit you can go after as a dentist to move the needle in your practice. I mean, it's tempting to go, hey, go learn all these big time skills, learn all on four, learn clear aligners, learn molar endo. But the reality is in dentistry, patients don't know how good you are clinically, right?
2:03.2	And it really doesn't matter how good you are clinically if you can't connect with patients
2:06.4	enough to get them to listen to your recommendations.
2:09.2	And there's a lot of places we can go from that with mindset.
2:12.0	I think most people, when they hear case acceptance, they automatically go, well, give me
	...

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