052: 40% of Her Dental Clients Quit in One Week. Here's How She Rebuilt | Brittany Rogars

052: 40% of Her Dental Clients Quit in One Week. Here's How She Rebuilt | Brittany Rogars

Starting a dental consulting business looks like freedom from the outside, but the reality is a nine to five that turns into a twenty four seven you never fully clock out of. If you have ever thought about leaving your day job in dentistry to coach, consult, or build something of your own, this episode is the honest version nobody posts on social media. You will hear what it actually feels like when a scarcity mindset takes over, when clients start walking, and when you have to decide if the dream is still worth it. Brandi Marzolino, a 20 year dental industry veteran and leadership coach, sits down with Brittany Rogars, founder of SKF Practice Solutions and one of the most sought after Open Dental consultants in the industry, for round two of their conversation. Brittany walks through her PIVOT method for handling business chaos and the moment she lost 40 percent of her clients in a single week. You will walk away with a real framework for deciding if entrepreneurship is actually for you, not just the highlight reel. You’ll learn: * Why starting a dental consulting business trades a nine to five for a twenty four seven you have to actually love. * The PIVOT method Brittany uses to process, trust intuition, validate internally, seek outreach, and stay tenacious through business chaos. * What happened when Brittany lost 40 percent of her clients in a single seven day span and how she rebuilt. * Why a scarcity mindset is the biggest thing killing new dental consulting businesses before they even get started. * Why hiring the right team, not doing it all yourself, is the best gift Brittany ever gave her business. * Real talk on why delegation is still a daily practice even after years of running a growing company. * What to ask yourself before you decide you want to start your own business in dentistry. 🔗 Join the community and submit your anonymous questions: https://www.therealtalkofdental.com [https://www.therealtalkofdental.com] 🔗 Learn more about The Empowered LeadHERship Program for Woman in Dental: https://leadhershipexperience.com/ [https://leadhershipexperience.com/] 🔗 Boundary Boss GPT: https://leadhershipexperience.com/boundaryboss [https://leadhershipexperience.com/boundaryboss] We talk about: 00:00 Brittany Rogars origin story from soap maker to consultant 03:40 What life as a dental entrepreneur really looks like 07:37 Losing her sense of smell and pivoting into Open Dental 08:43 The scarcity mindset that almost made her quit 15:00 What is the biggest gift she gave her business 19:19 Why delegation is still a daily practice for her 22:44 What to ask before you start your own business 26:51 Why you have to fall in love with the suck 32:00 Trading a nine to five for a twenty four seven 32:21 How scarcity mindset kills new consulting businesses 39:20 Breaking down the PIVOT method step by step 42:27 Details on the second annual Open Dental Users Workshop Connect with Brittany Instagram: https://www.instagram.com/skfpracticesolutions [https://www.instagram.com/skfpracticesolutions] Facebook: https://www.facebook.com/skfpracticesolutions [https://www.facebook.com/skfpracticesolutions] Open Dental Users Workshop: https://skfpracticesolutions.com/opendentallive [https://skfpracticesolutions.com/opendentallive] Website: https://skfpracticesolutions.com/ [https://skfpracticesolutions.com/] Connect with me LinkedIn: https://www.linkedin.com/in/brandimarzolino/https://www.linkedin.com/in/brandimarzolino/ [https://www.linkedin.com/in/brandimarzolino/] Instagram: https://www.instagram.com/brandi.marzolino/https://www.instagram.com/brandi.marzolino/ [https://www.instagram.com/brandi.marzolino/] https://courageandjoyatwork.com/ [https://courageandjoyatwork.com/] https://leadhershipexperience.com/ [https://leadhershipexperience.com/] Phone: 616-682-6222 #DentalEntrepreneur #DentalConsulting #OpenDentalSoftware #DentalPracticeManagement #WomenInDentistry #DentalLeadership #SmallBusinessOwner #EntrepreneurMindset #ScarcityMindset #BusinessCoaching #DentalIndustry #StartingABusiness #PivotMethod #DentalPodcast #FemaleEntrepreneur #BusinessOwnerLife #DentalCoaching #RealTalkOfDental

051: Why Your Benefits Plan Could Get You Sued | Emily Stellflug

Employee benefits compliance for dental practices is no longer optional paperwork, it's a legal responsibility every practice owner and DSO leader now carries under federal law. If your team has ten people or ten thousand, you are the fiduciary on that plan, and that means real liability if your broker compensation isn't documented and your benefits process isn't transparent. Brandi Marzolino, 20 year dental veteran and leadership coach, sits down with employee benefits advisor Emily Stellflug to break down the Consolidated Appropriations Act (CAA), the 2021 law reshaping how dental practices and DSOs manage healthcare costs, broker pay, and risk. Emily shares how practices of every size can build full transparency into their premium dollars, why an unhealthy, underinsured team quietly kills production, and how she rebuilt her own career and confidence in her mid-40s while caring for her mother in hospice. This episode will change how you think about your benefits plan. You’ll learn: * What the Consolidated Appropriations Act (CAA) requires from every dental practice that offers a health plan, and why treating benefits like a set it and forget it line item creates real legal exposure. * Why broker compensation disclosure is now a legal requirement for employers, and what happens if your practice does not have that documentation on file. * How dental practices and DSOs can get full transparency into where premium dollars actually go, from admin costs to pharmacy spend to claims. * Why an unhealthy, benefits starved team leads to more call outs, lower production, and unhappier patients, and how a strong wellness program changes that equation. * What Emily Stellflug learned about humility, mentorship, and imposter syndrome after pivoting from dental practice management into employee benefits in her mid-40s. * How to reframe a scary organizational change, like updating your benefits plan, using the same mindset that helped Emily navigate a career pivot and a family health crisis at the same time. 🔗 Join the community and submit your anonymous questions: https://www.therealtalkofdental.com [https://www.therealtalkofdental.com] 🔗 Learn more about The Empowered LeadHERship Program for Woman in Dental: https://leadhershipexperience.com/ [https://leadhershipexperience.com/] 🔗 Boundary Boss GPT: https://leadhershipexperience.com/boundaryboss [https://leadhershipexperience.com/boundaryboss] We talk about: 00:00 Meeting Emily at Women in DSO and their bonding story 04:26 What the Consolidated Appropriations Act means for your practice 09:11 What are the biggest compliance mistakes employers make 11:49 Why no one questions their employer's benefits process 13:44 How to get full transparency into your premium dollars 16:59 Why call outs from an unhealthy workforce kill production 19:05 What are other ways to build a great benefits culture 21:46 What are the biggest misconceptions about changing benefits 25:38 What prompted Emily's career pivot in her mid-40s 29:54 How Emily did the inner work during her career transition 33:20 What the Knicks comeback teaches about chasing big goals 37:26 Caring for a parent while building a new career Connect with Emily LinkedIn: https://www.linkedin.com/in/emily-stellflug/ [https://www.linkedin.com/in/emily-stellflug/] Website: http://www.mahoneygroup.com [http://www.mahoneygroup.com/] Connect with me LinkedIn: https://www.linkedin.com/in/brandimarzolino/https://www.linkedin.com/in/brandimarzolino/ [https://www.linkedin.com/in/brandimarzolino/] Instagram: https://www.instagram.com/brandi.marzolino/https://www.instagram.com/brandi.marzolino/ [https://www.instagram.com/brandi.marzolino/] https://courageandjoyatwork.com/ [https://courageandjoyatwork.com/] https://leadhershipexperience.com/ [https://leadhershipexperience.com/] Phone: 616-682-6222 #DentalIndustry #DentalPractice #EmployeeBenefits #DentalHR #BenefitsCompliance #DSO #DentalLeadership #HealthcareCosts #WomenInDentistry #CareerChange #DentalCulture #HRCompliance #BrokerCompensation #MentalHealthParity #DentalBurnout #PracticeManagement #TheRealTalkOfDental

050: Episode 50 Meets 10 Years of Dental Entrepreneur Woman | Anne Duffy

Dental Entrepreneur Woman is the support community Anne Duffy built after one phone call ten years ago, when a friend in the dental industry was reduced to tears over a comment about her smile. If you have ever walked into a room full of dental professionals and felt like you did not belong, Dental Entrepreneur Woman is proof that feeling does not have to be permanent. On this episode, Anne Duffy, founder of Dental Entrepreneur Woman, joins host Brandi Marzolino to mark two milestones at once: ten years of Dental Entrepreneur Woman and the 50th episode of The Real Talk of Dental. Brandi Marzolino, a 20 year dental industry veteran and leadership coach, sits down with Anne Duffy to trace how one phone call turned into a magazine, then a movement, then a retreat that now sells out with over 250 women every year. You will hear how CliftonStrengths reshaped the way Anne Duffy leads, why DeW's principle that the answer is in the ladies room guides the community, and what it actually feels like the first time you walk into a room of 250 women and wonder if you belong. Press play and find your seat at the table. You’ll learn: * Why Anne Duffy started Dental Entrepreneur Woman after a single phone call with a friend who was told her smile looked insincere, and how that moment became a ten year movement for women in dentistry. * How CliftonStrengths showed Anne Duffy the difference between the balcony and the basement of a strength, and why knowing both changed the way she leads Dental Entrepreneur Woman. * What it actually feels like to walk into your first Dental Entrepreneur Woman retreat as an outsider, and how Brandi Marzolino found her own seat at the table. * Why Dental Entrepreneur Woman pairs new members with established ones through its mentorship program, and how one connection eases the overwhelm of a 250 woman retreat. * The core principles that keep Dental Entrepreneur Woman a safe space, including why gossip and gatekeeping have no place in the community. * How Anne Duffy as an activator and Brandi Marzolino as a strategic thinker show why different CliftonStrengths build stronger movements together. * Why Anne Duffy calls herself an accidental entrepreneur, and what that means for anyone building a community without a five year plan. 🔗 Join the community and submit your anonymous questions: https://www.therealtalkofdental.com [https://www.therealtalkofdental.com] 🔗 Learn more about The Empowered LeadHERship Program for Woman in Dental: https://leadhershipexperience.com/ [https://leadhershipexperience.com/] 🔗 Boundary Boss GPT: https://leadhershipexperience.com/boundaryboss [https://leadhershipexperience.com/boundaryboss] We talk about: 00:00 The smile comment that sparked Dental Entrepreneur Woman 03:00 Welcoming Anne Duffy to The Real Talk of Dental 05:00 Anne Duffy's 46 years in clinical dental hygiene 08:00 Why weren't women getting dental industry speaking gigs 09:00 What phone call started Dental Entrepreneur Woman 12:00 What CliftonStrengths revealed about Anne Duffy's gifts 17:00 Why Anne Duffy wanted to bring love to dentistry 24:00 DeW's principle that the answer is in the ladies room 26:00 Brandi Marzolino's first Dental Entrepreneur Woman retreat 28:00 The matching dress moment that meant she belonged 38:00 Partnering with Ryan Vet on Dental Entrepreneur magazine DeW Retreat * Charlotte, NC * November 12–14, 2026 * Register here: https://www.dewlifecrew.com/offers/HiYAFNRX/checkout [https://www.dewlifecrew.com/offers/HiYAFNRX/checkout] Connect with Anne LinkedIn: https://www.linkedin.com/in/anne-duffy-b421882/ [https://www.linkedin.com/in/anne-duffy-b421882/] Instagram: https://www.instagram.com/dewlifemag [https://www.instagram.com/dewlifemag] Facebook: https://www.facebook.com/dewlifemag [https://www.facebook.com/dewlifemag] Website: http://dew.life/ [http://dew.life/] Connect with me LinkedIn: https://www.linkedin.com/in/brandimarzolino/https://www.linkedin.com/in/brandimarzolino/ [https://www.linkedin.com/in/brandimarzolino/] Instagram: https://www.instagram.com/brandi.marzolino/https://www.instagram.com/brandi.marzolino/ [https://www.instagram.com/brandi.marzolino/] https://courageandjoyatwork.com/ [https://courageandjoyatwork.com/] https://leadhershipexperience.com/ [https://leadhershipexperience.com/] Phone: 616-682-6222 #DentalEntrepreneurWomen #WomenInDentistry #DentalIndustry #DentalHygienist #WomenSupportingWomen #DentalLeadership #DentalCommunity #DEWLife #DentalPodcast #WomenInBusiness #DentalCoaching #CliftonStrengths #DentalRetreat #DentalEntrepreneur #WomenInDental #DentalMentorship #DentalCareer #BelongingInDentistry #RealTalkOfDental

049: The Most Undervalued Person in Your Practice | Wayne Glassoff

Dental assistant digital workflow training is the missing piece between the technology your practice already paid for and the results you're still waiting on. Practices across the country are dropping six figures on intraoral scanners, 3D printers, and CAD/CAM systems, then handing the keys to team members who were never properly trained on any of it. The technology sits. The ROI doesn't come. And the dental assistant, who could be running that entire workflow, is still being treated like the lowest rung on the ladder. Brandi Marzolino, 20-year dental industry vet and leadership coach, sits down with Wayne Glassoff, co-founder of the Digital Dental Assistant Academy (DDAA), to dig into what's actually broken. Wayne spent 20 years on the vendor and manufacturer side, selling SprintRay 3D printers and watching dentists reject technology with one excuse: "My team can't learn this." That excuse launched a company. The DDAA launched March 1, 2026, as the first structured education platform built specifically to train dental assistants in digital workflow execution, from intraoral scanning to 3D printing to simple design. Wayne and Brandi also go there on loyalty, toxic dental sales culture, and what it actually looks like to define success on your own terms. You’ll learn: * Why dental assistant digital workflow training is the single biggest bottleneck holding digital dentistry adoption back, and what most practices are doing instead of fixing it * What co-founder Wayne Glassoff saw while selling 3D printers at SprintRay that convinced him the real problem was never the technology, it was the training * How the Digital Dental Assistant Academy trains dental assistants to own the full digital workflow, from scanning to printing to design, so practices finally get ROI on their technology investment * Why dental assistants remain the most undercompensated and underutilized team members in dentistry despite doing more hands-on work than almost anyone else in the office * What loyalty actually looks like in dental sales and why Wayne says it's harder to find than people want to admit, on both sides of the relationship * The difference between a high-pressure sales approach and the consultant-educator approach Wayne built his entire 20-year career on, and why dentists responded to it * Why the real bottleneck in digital dentistry is not the technology or the budget, it is that 85 to 90 percent of the digital work still sits with the dentist when it should be flipped 🔗 Join the community and submit your anonymous questions: https://www.therealtalkofdental.com [https://www.therealtalkofdental.com] 🔗 Learn more about The Empowered LeadHERship Program for Women in Dental: https://leadhershipexperience.com/ [https://leadhershipexperience.com/] 🔗 Boundary Boss GPT: https://leadhershipexperience.com/boundaryboss [https://leadhershipexperience.com/boundaryboss] We talk about: 00:00 Introduction and why dental assistants inspired this episode 07:00 Why dental assistants are the lowest paid despite doing the most 06:00 Why dentists hesitate to hand digital tools to their assistants 07:00 Wayne's 20-year journey from Monster.com to dental technology sales 09:00 The dentist objection that launched the Digital Dental Assistant Academy 11:00 How Wayne and his co-founder landed on the same idea at a Chicago trade show 14:00 The bottleneck holding digital dentistry back in practices right now 18:00 What loyalty really looks like in dentistry and why it is hard to find 21:00 How changing commission plans breed rep disloyalty across the big three distributors 24:00 Is dog-eat-dog sales culture still alive on the vendor side of dentistry 29:00 Why smart people resist coaching and accountability the most 34:00 Wayne's sales philosophy: consultant and educator, not salesperson Connect with Wayne LinkedIn: https://www.linkedin.com/in/wayne-glassoff-7a93898/ [https://www.linkedin.com/in/wayne-glassoff-7a93898/] Facebook: https://www.facebook.com/wglassoff/ [https://www.facebook.com/wglassoff/] Instagram: https://www.instagram.com/wayne_glassoff_3dprints_teeth/ [https://www.instagram.com/wayne_glassoff_3dprints_teeth/] Website: https://theddaa.com/ [https://theddaa.com/] Connect with me LinkedIn: https://www.linkedin.com/in/brandimarzolino/https://www.linkedin.com/in/brandimarzolino/ [https://www.linkedin.com/in/brandimarzolino/] Instagram: https://www.instagram.com/brandi.marzolino/https://www.instagram.com/brandi.marzolino/ [https://www.instagram.com/brandi.marzolino/] https://courageandjoyatwork.com/ [https://courageandjoyatwork.com/] https://leadhershipexperience.com/ [https://leadhershipexperience.com/] Phone: 616-682-6222 #DentalAssistant #DigitalDentistry #DentalWorkflow #DentalTraining #DentalAssistantLife #DentalTech #DentalTeam #DentalPractice #DentalBusiness #DentalPodcast #RealTalkOfDental #BrandiMarzolino #DentalLeadership #DentalCulture #DigitalDentalAssistant #3DPrinting #IntraoralScanner #DentalSales #DentalBurnout #DentalAssistantEmpowerment

048: Affairs, Death, and Practice Valuation: Protect What You Built | Mary Fisher-Day

A dental practice emergency exit plan is the document that protects everything you built if the unthinkable happens. And most dentists don't have one. Whether it's an unexpected death, a contentious divorce, a disability, or a personal decision you'll deeply regret, the cracks that destroy practices usually don't come from outside. They come from you. In this episode, Brandi Marzolino, 20-year dental industry veteran and host of The Real Talk of Dental, sits down with Mary Fisher-Day, CEO of The Dental Business and decades-long expert in dental practice transitions and valuations. Mary has been called in for divorces, sudden deaths, murder-suicides, plane crashes, and affairs that ended in six-figure losses. She breaks down exactly what an emergency directive looks like, why your practice loses value every week after you're gone, and what dentists are doing right now that's quietly destroying what they've worked so hard to build. The takeaway is simple: don't be an idiot, and don't leave your family holding the mess. You’ll learn: * A dental practice emergency exit plan gives your family access to funds and a roadmap the moment something goes wrong, so your kids aren't waiting on a GoFundMe while the practice loses value weekly. * Practice culture directly affects your valuation number, because buyers see the chaos in your collections data even when you think you've hidden it. * Keeping a toxic team member to avoid conflict is one of the most expensive decisions you can make as a practice owner, and the cost shows up in your numbers. * Divorce from a workplace affair doesn't just hurt your marriage. It can trigger a forced practice valuation and hand half your business to someone walking out the door. * A baseline practice valuation updated every few years functions as a life insurance policy for your practice, and it gives your family control instead of panic in a crisis. * When a dentist dies without an emergency directive in place, the practice can lose 10 to 15 percent of its value per week, and the family is left making impossible decisions while grieving. * The behaviors that ruin dental practices rarely involve clinical mistakes. They are the ones that are entirely within your control. 🔗 Join the community and submit your anonymous questions: https://www.therealtalkofdental.com [https://www.therealtalkofdental.com] 🔗 Learn more about The Empowered LeadHERship Program for Women in Dental: https://leadhershipexperience.com/ [https://leadhershipexperience.com/] 🔗 Boundary Boss GPT: https://leadhershipexperience.com/boundaryboss [https://leadhershipexperience.com/boundaryboss] We talk about: 00:00 Welcome to The Real Talk of Dental 01:30 Why doctors take advice from the wrong people 05:00 What a practice transition expert actually sees 09:00 Should dentists sleep with their team members? 12:00 How an affair triggers a forced practice valuation 14:00 Treating your team wrong and what it costs you 17:00 The doctor who got arrested on the golf course 19:30 Anger in the operatory: it still happens 21:00 What is really cracking your practice foundation? 27:00 What is included in an emergency exit plan? 31:00 When a dentist dies with nothing in place 34:00 The 2016 plane crash that changed everything 37:00 Why dentists avoid emergency planning and why that's a mistake 39:00 The theme of this episode: don't be an idiot Connect with Mary LinkedIn: https://www.linkedin.com/company/the-dental-business/ [https://www.linkedin.com/company/the-dental-business/] Facebook: https://www.facebook.com/Thedentalbusiness/ [https://www.facebook.com/Thedentalbusiness/] Instagram: https://www.instagram.com/thedentalbiz/ [https://www.instagram.com/thedentalbiz/] Website: https://thedentalbusiness.com/ [https://thedentalbusiness.com/] Connect with me LinkedIn: https://www.linkedin.com/in/brandimarzolino/https://www.linkedin.com/in/brandimarzolino/ [https://www.linkedin.com/in/brandimarzolino/] Instagram: https://www.instagram.com/brandi.marzolino/https://www.instagram.com/brandi.marzolino/ [https://www.instagram.com/brandi.marzolino/] https://courageandjoyatwork.com/ [https://courageandjoyatwork.com/] https://leadhershipexperience.com/ [https://leadhershipexperience.com/] Phone: 616-682-6222 #DentalPractice #EmergencyExitPlan #DentalPracticeValuation #PracticeTransition #DentalBusiness #DentistLife #DentalLeadership #PracticeProtection #DentalCulture #DentistDivorce #DentalSuccession #PracticeOwner #DentalPodcast #RealTalkOfDental #BrandiMarzolino