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What Got You Here Won’t Get You There

What got you to Point A won’t always get you to Point B—and what got you to Point B may not take you any further. When I started from zero in my startup, I tried many things. Some worked, some didn’t. When we hit $2.4M in our second year, we had to pivot again. As our team grew, I could no longer keep up with the one-on-ones and accountability measures, so we had to evolve once more.

Now, as we approach $6.6M, 2,400 new patients, and a team of 30+, we must rethink our approach and continue optimizing our systems.

Throughout life and business, we build “boats”—systems, habits, and strategies that help us navigate challenges. But sometimes, the very things that once propelled us forward start to hold us back. Whether it’s a mindset, a tool, or a leadership approach, clinging to the past can stifle growth.

As you look toward 2025, recognize when it’s time to let go—to trust in your ability to adapt, embrace new techniques, and build something even better. Growth comes from stepping into the unknown. Real success doesn’t come from having all the answers—it comes from having the courage to take the first step.

So, what’s your next move? Are you holding onto something that once served you but no longer pushes you forward? Or are you ready to embrace the challenge, take a risk, and grow?

With these themes in mind, I’ve created a course that breaks down the systems, building blocks, and strategies that took me from zero to $2.4M, then to $5M, and now to $6.6M. These are the same systems I teach, preach, and live by every day in my own practice.

On April 25th and 26th, I’m bringing a small group of doctors into my practice (spots are extremely limited) to see exactly how we operate, learn the systems, and get the tools you need to achieve similar results—results that have given me an incredible work-life balance with an amazing team by my side.

If you’re interested in attending and learning when to double down and when to evolve, check out THIS link and join me in taking your practice to the next level.

Be well and do well,

Addison Killeen

Are Your 2025 Goals Already Collecting Dust? Here’s How to Get Back on Track

Let’s be real—January flew by, and 2025 is already in full swing. If you set any goals for the year, have you checked in on them? And if you haven’t set any yet it’s not too late to start now!

In our recent webinar, Lady Leaders Series: Did You Set Goals for a Reason? (How to Set Goals that Actually Matter and Get Team Involvement), Dr. Summer Kassmel and Ashlee Hirschfeld shared powerful insights on goal setting, staying motivated, and making real progress in your practice. Here’s what we learned:

Revisit Your Goals: Do They Still Excite You?

If your goals aren’t written down and visible daily, they’re already at risk of getting lost. But beyond that, ask yourself:


If the fire has fizzled, it might be time to reassess and reframe your goals.

Break It Down: 90-Day Goals for Sustainable Success

A yearly goal can feel overwhelming. Instead, think in 90-day chunks—it keeps your team engaged and allows flexibility.

For example, instead of saying, “We’ll increase revenue by 20% this year,” break it down:


Each quarter, check in—is the plan working? Is the goal still relevant? Adjust as needed.

Involve Your Team in the Goal-Setting Process

Your team isn’t just there to execute goals—they should feel invested in them too.

Anticipate Obstacles & Have a Plan

As Dr. Summer Kassmel put it, obstacles will come. Assume they’re coming and be ready.


And remember—pivoting isn’t failing. It’s adapting.

Take Action This Week


Register now for our upcoming webinar on Feb. 25th, Lady Leaders Series: Am I the Problem? Leadership Communication With a Positive Impact. Join Dr. Summer Kassmel and Ashlee Hirschfeld for an eye-opening discussion on Leadership Communication with a Positive Impact—because being a great leader starts with how you communicate!

For your success,
The DSN Team

P.S. If you’re looking for accountability, strategy, and support, Dental Success Network (DSN) has everything you need—goal-setting strategies, leadership coaching, systemization tools, and a strong community of like-minded dentists. Join DSN today and receive a 7-day free trial!

Build Trust with Your Patients (by Being Interested)

Today, I want to share one of the best treatment planning tips I’ve learned from my partner, Dr. Chapek. He has an incredible knack for treatment planning large cases and gaining patient acceptance without hesitation. His secret? It’s not about being interesting—it’s about being interested.

When you focus on being interested, you give your full attention to the person in front of you. You ask thoughtful questions, listen deeply, and make a genuine effort to understand their perspective. It’s not about dazzling patients with your expertise or technology—it’s about making them feel truly seen, heard, and valued. When patients sense your care and understanding, trust builds naturally, and with trust comes acceptance.

This approach works because curiosity fosters connection. By asking about your patient’s concerns, goals, and fears, you’re showing them that their voice matters. They’ll feel reassured knowing you’re invested in their well-being—not just presenting a plan but partnering with them on their journey to better health.

Here’s Your Action Step for Building Interest Today:

During your next patient interaction, focus on being as interested as possible:

This small shift can make a huge difference in building trust and creating stronger patient relationships. Once you have a strong relationship foundation, make sure you recommend the treatment that is best for the patient in their situation.

Being interested builds trust that lasts a lifetime—and it will significantly increase your treatment acceptance. Give this approach a try, and I think you’ll notice the impact—not just in treatment planning but in all your interactions.

Be well and do well,

Addison Killeen

P.S. Want to take your patient relationships and practice growth to the next level? Join Dental Success Network, where you’ll find a community of like-minded dentists, expert advice on treatment planning, and resources to help you build lasting trust with your patients. Learn more and become a member today with a free 7-day trial!

Why Your Personal Assistant Might Be Driving You Crazy (and How to Fix It)

Over the years, I’ve spoken with countless dentists who feel frustrated with their personal assistants (PA). I often hear:


And every single time, my first question is: “When was the last time you did a structured review with them?”

More often than not, the answer is either “never” or a “long time ago.”

The #1 Mistake Dentists Make with Their Personal Assistants

The reality is, most frustrations with PA don’t come from a lack of talent or effort—it’s a lack of clarity.

If you don’t provide your personal assistant with a clear roadmap for success, how can they meet (or exceed) your expectations?

That’s why I swear by structured PA reviews. With a simple but effective system in place, you can:

A Simple Review Template to Get Started

To make this easy, we’ve created a Personal Assistant Review Template to help you assess your PA’s performance and set them up for success. It covers key areas like:

ACCESS THE TEMPLATE HERE!

Don’t wait until you’re at your breaking point. A great PA can transform your efficiency—but only if you give them the right structure to thrive.

If you’re feeling overwhelmed at the idea of hiring or finding the right PA, administrative assistant, or executive assistant, reply to this email, and we’ll connect you with resources to help!

Until next time,

Ashlee Hirschfeld
COO Dental Success Network
Founder GSD Queen

P.S. Looking to discuss with other dentists how they utilize their own personal assistants? Join Dental Success Network and collaborate with other dentists and share your experiences. Join DSN now to get a free 7-day trial!

How to Save Big on Dental Supplies and Reduce Costs Effectively

How to Slash Your Dental Supply Costs and Boost Profits

Introduction

Alright, guys, let’s talk about something that feels a little like a looming shadow in so many dental practices — rising supply costs. I’m talking about the kind of costs that sneak up on you and gnaw at your profitability. If you’ve ever found yourself asking, “Why am I paying so much for dental supplies? Is it just me?” let me assure you, you’re not alone! But here’s the thing: there are proven strategies that can help us regain control over these expenses and ultimately enhance both our bottom line and the quality of care we deliver to our patients.

In this post, we’re diving into practical steps you can take to cut your supply costs without compromising on quality. From mastering budgeting strategies and leveraging group purchasing networks to conducting regular audits and managing supplier relationships, I’m here to equip you with the right tools to turn this ship around. So, grab your notepad — it’s time to tackle those dental supply costs effectively!

Why Managing Dental Supply Costs Matters

First off, let me make one thing clear: managing your supply costs isn’t just a good idea — it’s non-negotiable. Did you know that practices typically allocate about 5-7% of their gross revenue to supplies? Sounds manageable, right? But when those costs creep up, especially beyond 7%, you could be looking at serious financial implications for your practice. Trust me, I’ve seen it firsthand.

I once consulted with a practice that was shelling out nearly 10% of their revenue on supplies, all due to a mix of impulse buys and poor inventory management. The stress this created was palpable! Let’s be honest: every dollar you save is a dollar that can be better spent elsewhere — whether it’s investing in new technology, enhancing staff training, or upgrading patient comfort.

Takeaway: Understand that cutting supply costs isn’t just about trimming the fat; it’s about ensuring sustainable growth and better patient care.

Mastering Supply Budgeting and Usage

Now, let’s dive into budgeting. Where do you even begin? I can’t stress enough the importance of the 80/20 rule in this game. Typically, 80% of your supply expenses will come from just 20% of what you order regularly. So, zero in on that crucial 20%, and monitor it diligently. Use software to track supply usage in real-time — it’s a game-changer!

My practice adopted a straightforward spreadsheet to track our top-used items, and the results were eye-opening. We found ourselves over-ordering certain materials, leading to unnecessary waste. Now, we’ve streamlined our inventory and saved thousands in the process. Seriously, the savings add up!

Takeaway: Start by establishing a supply budget based on a percentage of your revenue. I recommend aiming for around 5% — and review it regularly. Consistency is key!

The Power of Group Purchasing Networks

Have you guys considered joining a Group Purchasing Organization (GPO)? If not, you might be missing out on substantial savings. GPOs leverage collective buying power to negotiate reduced prices across many supplies. It’s like teaming up with other dentists to get the best bang for your buck.

Just recently, a colleague of mine shared that he saved over 20% on his annual supply costs after joining a GPO. That’s real money, folks! Check local directories or industry resources to find GPOs available in your area — the potential savings can be well worth any membership fees you might face.

Takeaway: Don’t overlook the communal strength of GPOs. Join one and start saving on those bulky supply quotes!

Conducting Regular Supply Audits

One of my favorite strategies is conducting regular supply audits. Why is this crucial? Well, audits help identify inefficiencies and align your supply usage with your actual needs. I recommend going for monthly audits if possible, but quarterly can still provide a solid snapshot of your situation.

Here’s a quick checklist to consider during your audits:

  • Identify which supplies you use frequently versus those that stay on the shelf collecting dust.
  • Evaluate actual versus expected usage based on your historical data.
  • Assess supplier performance in terms of both quality and reliability.

In one instance, a small clinic I worked with discovered over $1,200 tied up in unwanted stock after their first audit. That’s money that could have been reinvested into patient care or staff development! Regular audits keep you sharp and ready to adapt.

Takeaway: Make audits a part of your routine. You’ll be amazed at what you uncover!

Nurturing Supplier Relationships for Better Pricing

You know what they say — your suppliers are your partners in this business. Don’t shy away from initiating conversations with them about pricing! It’s all about building relationships that can lead to better deals. Suppliers often have room for negotiation, especially for loyal customers like us.

For instance, through consistent communication, I was able to work out a deal that not only gave us discounts but also offered free training on new products. It’s about leveraging your position — evaluate your suppliers regularly and don’t hesitate to explore alternatives if necessary. One practice I consulted even shifted suppliers and saved over $800 annually just by renegotiating contracts!

Takeaway: Keep that conversation open with your suppliers — you might be surprised by what a little negotiation can yield!

Exploring Free Sample Programs and Alternatives

Let me let you in on a little secret: many suppliers offer free samples of their products. If you’re thinking about making a big investment, testing a sample first can save you from costly mistakes. Make it a point to attend dental shows or trade expos — they’re gold mines for free samples and innovative products!

While exploring alternatives, conduct thorough evaluations. When I tried a new dental material last year, I ensured that it met strict standards before making the switch. Considering alternatives can lead to significant savings without compromising quality — it’s a risk-reward scenario you’ll want to explore!

Takeaway: Stay proactive about seeking out free samples and demo products to inform your purchasing decisions.

Conclusion

To sum it up, managing your dental supply costs is crucial to your practice’s long-term success—this is not just a recommendation, it’s essential! The strategies we’ve explored today — effective budgeting, GPOs, regular audits, nurturing supplier relationships, and utilizing sample programs — are all invaluable tools at your disposal.

So, what’s the next step? Choose one strategy that resonates with you and get to work! If you feel overwhelmed or want a personalized approach to your supply expenses, consider consulting with a dental finance management professional. Together, we can turn your supply challenges into savings that promote growth and enhance patient care.

Let’s make those supply challenges a thing of the past, shall we? Together, we can build a more profitable practice!

Are You the New Boss?

So you just purchased a new practice, and now you’re a business owner with a team to manage. The team performed well for the previous owner, and you expected a smooth transition. But here’s the reality—almost every time, the team you inherit won’t be there past 12 months. Why does this happen?

Let’s be real—it’s a minefield of emotions for your team. The hygienists, assistants, and front desk staff may technically have the same job, but to them everything feels different. New boss, new expectations, new way of doing things—it’s no surprise that this shift creates cognitive dissonance.

You’ve studied the systems from Dental Success Network, read the books, and gained experience in the dental world. You’re bringing all this fresh knowledge into an established practice, and the sudden changes can create a disconnect between what they’re used to and what’s expected of them now. If this discomfort isn’t addressed, it can lead to resistance, miscommunication, and turnover.

Here are three tactical steps to smooth the transition:

1. Communicate the Vision Early and Often

People need to understand why things are changing, not just what is changing. Share your vision for the practice and show them how their roles fit into the bigger picture. Clarity reduces uncertainty and builds buy-in.

2. Acknowledge the Transition

Be upfront about the fact that this is a big shift—for everyone. Let your team know you understand their concerns and invite open dialogue. When people feel heard, they are more likely to stay engaged.

3. Lead by Example with Consistency

Cognitive dissonance thrives on unpredictability. If your actions don’t align with your words, trust erodes quickly. Set clear expectations and consistently reinforce them through your leadership.

Remember, your goal is to make the team feel like they’re not just working for you but with you to build a better practice. And if the entire team leaves within the first year, don’t take it personally. It’s not necessarily anything you did wrong—sometimes, the situation itself makes long-term retention challenging.

I hope this gives you something to think about today. Let me know if this resonates with you or if you’ve faced this challenge firsthand.

Be well and do well,
Addison Killeen

P.S. If you’re looking for more strategies on leadership and team building, join our discussions inside Dental Success Network. It’s where dentists come together to tackle challenges like these and grow stronger through collaboration.

Have You Empowered Your Team?

Empowering Your Dental Team for Success

Building a thriving dental practice isn’t just about attracting patients—it’s about fostering a team that feels valued, supported, and empowered to perform at their best. A well-supported team doesn’t just work harder; they work smarter, stay longer, and create an atmosphere patients love.

Let’s dive into how you can empower your team and set your practice up for success.

Positive Influence: Speak Life into Your Team

Words are powerful—they can lift people up or weigh them down. Let’s use them wisely! Here’s how to make every word count:

Praise in Public: Some team members thrive on verbal affirmation (their love language!). For these individuals, publicly acknowledging their hard work fuels their confidence and makes them feel deeply valued. Even for those who aren’t fans of the spotlight, a thoughtful gesture—like an act of service or a small gift—can show appreciation for their hard work. For example:

“Great job, Sarah, for filling tomorrow’s schedule! You spent hours yesterday calling patients, and it paid off!”

Appreciate with Intention: Recognize your team’s unique contributions. Maybe someone went above and beyond to manage a tricky patient or fill a last-minute cancellation. Celebrate their dedication in a way that resonates with them.

Lead with Curiosity: Find the “Why”

When tasks aren’t being done correctly or on time, it’s tempting to jump straight to criticism. But what if you paused and asked, “What’s the story here?” Leading with curiosity transforms how you guide your team. Instead of assuming someone is slacking, explore their process:

Remember, when you lead with curiosity, you create an environment where team members feel safe to learn and grow, instead of fearing judgment.

Invest in Growth: Cultivate a Learning Culture

Your team’s growth is your practice’s growth. Here’s how to keep your team sharp and motivated:

Think of this investment like planting seeds—what you nurture will grow, and the payoff for your team and practice will be enormous.

Build a Rock-Solid Training Program

Every great practice starts with strong onboarding. Here’s how to lay a strong foundation for every team member:

Strong Teams Build Strong Practices

Empowering your team isn’t a one-and-done deal. It’s a commitment to fostering confidence, skills, and belonging every day. By speaking positively, leading with curiosity, and investing in growth, you’re not just building a team—you’re creating a culture of excellence that extends to your patients.

When your team feels empowered, they’ll surpass expectations and help your practice shine.

Cheers,
Sydney Robinson
Dental Success Network Executive Director of Operations
FOA Coaching Founder and CEO

Want more tips and tools to build a thriving team? Join Front Office Academy or Dental Success Network and connect with like-minded dental professionals dedicated to growth and success! Sign up for DSN now and receive a 7-day free trial!

Do You Have the Newest Manual?

At DSN, we’re always focused on helping you improve your practice. Sometimes that means opening your eyes to a problem you didn’t know existed, and other times, it’s addressing an issue that’s already a pain point. In this next manual from DSN, we highlight a little bit of both.

We all know that the financials of money moving through a practice can feel like a black hole of knowledge for many of us. We love the dentistry, but once you ask us about insurance verification, revenue cycle management, or insurance appeals…we clam up. We weren’t taught anything about that in school!

Enter the next manual from DSN: The Dental Financial Coordinator Position Manual.

The Dental Financial Coordinator Position Manual is an indispensable guide for dental practice owners who want to take control of their practice’s revenue cycle management. Designed to simplify the complexities of dental insurance and streamline financial processes, this manual is packed with actionable systems and templates to enhance efficiency and reduce stress. Whether your practice operates on a fee-for-service model or works heavily with PPOs, the insights here will help you maximize collections and save time so you can focus on patient care.

This book is a must-have resource for start-ups, acquisitions, or even seasoned practice owners who want to improve their financial policies. Join thousands of successful dentists leveraging these proven strategies to run more profitable and systematized practices.

Deliverables Include:

If you think this could help your front office become better, more efficient, and more profitable, this new manual from DSN is for you.

Available NOW—just in time to start the new year with some fresh systems!

Be well and do well,
Addison Killeen

Have you Checked Out the DSN Black Friday Deals?!

Last call for Black Friday at DSN! Black Friday is ending December 6th, but until then here are exclusive offers from DSN designed to help you build, grow, and master the art of practice ownership!

The Dental Startup Bundle
Perfect for Dentists and Aspiring Dental Practice Owners! Your roadmap to success with the Dental Startup Manual, DSN faculty resources, and Dr. Addison Killeen’s Startup Series.

The Front Office Academy Bundle
A gift for your Front Office Team! Transform your front office with tools like the Front Office Manual, Sydney Robinson’s 2-Day OM Workshop, and a FREE 45-day trial of FOA for new members.

25% Off Dr. Addison Killeen’s Startup 30 Course
Step-by-step guidance to launch your dream practice and begin your journey with confidence. Use code BF2024 to redeem!

50% Off 2-Day Office Manager Workshop
San Diego, CA | March 21-22, 2025
This workshop is your ultimate toolkit for mastering metrics and leadership. If you have any questions call FOA Coaching at 531-361-7154.

Don’t wait—these deals disappear after 12/6!

Committed to Your Success,
Dental Success Network

What Phase of Post-Grad Education Are You In?

Many clinicians of all experience levels are lured into learning more clinical techniques to grow their practices. I would submit that earning a fellowship in communication and case presentation should be accomplished before any effort is made to learn more clinically. Without the ability to lead a patient to a “yes,” all clinical skill sets are irrelevant. I advocate starting the journey of an associate with communication and case presentation training.

After a dentist has garnered the ability to learn how to effectively communicate with patients and team members, then and only then would I begin to pour into my associate from a clinical perspective.

I believe that accumulating repetitions of anything in life leads to higher proficiency. We also know that busy associates are happy associates. I encourage leaders to foster education in clinical areas that will keep an associate busy and that they will have ample opportunities to practice. I like to avoid the trap of learning enticing skill sets like implants, clear aligners, and botox.

Instead, I focus on the low-hanging fruit. In other words, what are they referring out the most? Typically, this includes surgical extractions and molar endo. I combine education in suturing, socket grafting, and PRF into this first phase of clinical advancement. I also focus on proficiency in any and all endo in phase one.
Phase two would consist of training in more advanced skill sets like cosmetics, Invisalign, and airway. More leadership and communication.

Phase three education would be simple implant placement, IV sedation, and finally extraction of impacted third molars. Always leadership and communication.
Phase four training consists of advanced surgical training, for instance, immediately placed implants, vertical and horizontal sinus augmentation, and full arch implant surgery. You could also go with advanced orthodontics, advanced occlusion, full mouth rehab, soft tissue surgeries, etc. Focus on specialty-level procedures and, yep, you guessed it—leadership and communication.

This is quite a bit of learning, and I do provide a CE allowance for associates. I also will make contractual agreements with associates to pay for CE above their allowance. This can be made in a number of ways. Just to name a few, you could loan the associate the money and deduct a portion of each paycheck to repay the loan. You could pay for a portion of the course and forgive the loan in exchange for some amount of completed procedures learned from the course. You could give a scholarship that is tied to work contract time commitment. There are many, many ways to approach this. The point I want to make is that if you have an associate that you want to retain, helping them with CE is a great way to create a long-lasting relationship.

Until next time,

Dr. Ben Kacos
Dental Success Blackbelt Coach
Owner, Peak Dental Resources

On June 13th, I am hosting the PDR Associate and Leadership Workshop designed to guide dental professionals in enhancing their practices through strategic associate integration and leadership development. Participants will learn to evaluate the right time to bring on an associate, employ effective marketing and search strategies to find the right candidate, and prepare their teams and systems for seamless integration. The workshop will cover associate calibration and training, with insights into a clinical curriculum that led to significant production success. Furthermore, strategies for nurturing new patient flow, developing accountability, and fostering leadership within associates will be explored, ensuring a comprehensive approach to practice growth and management.