The Dental Marketer

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The Dental Marketer

I just had the remarkable Dr. Andy Brito of Brito Family Dental on the podcast.

Here’s what I learned:

    
1. “Overhead isn’t a number... it’s a personality.”
       High overhead makes you reactive. Low overhead lets you be deliberate. The cost structure of a practice quietly shapes how you diagnose, schedule, and speak to patients.
    
2. “Luxury doesn’t build trust. Clarity does.”
       Patients rarely accept treatment because of imported stone or designer chairs. They say yes because they feel understood, not impressed.
    
3. “If your startup requires perfect volume to survive, it’s already fragile.”
       Buying prestige early forces production pressure later. Build a practice that can breathe before building one that looks impressive.
    
4. “Lead volume is vanity. Conversion quality is survival.”
       A hundred cold names that require chasing are not momentum. Seven aligned consults that convert are.
    
5. “Transparency filters better than persuasion.”
       Publishing ballpark fees on your website may actually pre-qualify expectations. It removes the negotiation dynamic and replaces it with informed consent before the first handshake.
    
6. “Insurance strategy should follow capacity, not ego.”
       Taking more plans early filled chairs, created reviews, and built reputation. Dropping selectively later improved margins without destabilizing growth.
    
7. “Bringing production in-house isn’t about savings... it’s about control.”
       An in-house lab made sense only once volume justified it. The real benefit wasn’t cheaper cases, it was tighter turnaround, aesthetic control, and clinical confidence.
    
8. “Complexity slows acceptance.”
       Bundling fees and simplifying treatment plans reduced friction. Fewer line items meant fewer comparison shopping conversations and faster decisions.
    
9. “Profitability is permission.”
       Lower overhead created room to be conservative clinically, redo work without financial panic, and refuse to over-treat. Margin protected integrity.
    
10. “Speed in decision-making comes from financial stability, not confidence.”
        When emergency reserves are strong and fixed costs are manageable, decisions lose emotional weight. Clarity replaces urgency.

If you’re building, rebuilding, or feeling pressure to “scale,” please listen to this episode!

Not every practice needs to get bigger.

Some need to get tighter.
Listen here: https://thedentalmarketer.site/podcast/592
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