Private Practice Playbook

EP 71: Your Biggest Competitive Advantage Isn't What You Think

Everyone wants the next piece of technology. But after working inside hundreds of private practices, we've learned that the practices growing the fastest have one thing in common, and it isn't their equipment.

 

In this episode, Jamie sits down with Jaclyn Dunn, Clinical Team Lead at Practice Growth Institute, to discuss what truly separates high-performing practices. You'll learn why some teams outperform others, the hiring mistakes that hold practices back, and how investing in your people creates growth that lasts.

 

Ready to build a stronger team? Schedule a complimentary discovery call at mypgi.com to learn how Practice Growth Institute helps private practice owners build, scale, and exit more profitable practices. And don't miss future episodes—subscribe for podcast alerts at podcastfordoctors.com.

 

Timestamps:

00:00 Investing in Your Practice Team

05:48 Focusing on outcomes over tasks

08:06 Hiring based on attitude and values

09:58 Importance of structured onboarding

12:57 Importance of workplace culture

16:43 Improving team communication and culture

19:44 Closing remarks and farewell

EP 70: 10X Growth and Generosity

Welcome to this episode of the Private Practice Playbook with Jay Geier, where we sit down with Dr. Paul Keelan, a dentist whose journey from clinician to business leader offers powerful lessons for anyone in the healthcare profession. Practicing since 1989, Dr. Paul Keelan shares how his early focus on clinical excellence alone didn’t bring the professional growth or community impact he craved. Instead, it was a pivotal shift in mindset, embracing generosity, investing in his team, and adopting a patient-centric approach that led his practice to experience remarkable 10x growth.

In this conversation, we explore the practical steps Dr. Paul Keelan took to transform a small office into a thriving, community-focused organization of over 50 employees, impacting not just patients but also the personal lives of his team. You’ll hear about the challenges of implementing change, the critical role of mentorship and continuing education, and how generosity, both financially and in spirit, became central to Dr. Paul Keelan’s vision for sustainable, meaningful success. Whether you’re a healthcare provider, entrepreneur, or simply looking to make a greater impact, this episode is full of insights on leadership, transformation, and the power of giving back.

 

Timestamps:

00:00 Practicing and growing the business

04:01 Attending a conference with colleagues

09:07 Choosing general dentistry over specialization

09:45 The importance of kindness

15:01 Reflecting on leadership generosity

17:18 Discussing market feedback and value

20:35 Teaching with lasting impact

24:34 Office transformation over 12 years

28:17 Mentoring and supporting young assistants

31:19 Training experiences for new associates

32:18 Making commitment decisions

37:01 Improving dental appointment experiences

39:47 Starting the 5X program journey

43:32 Getting helpful advice and feedback

 

The Practice Growth Institute -  mypgi.com

Take the Five Star Challenge - schedulinginstitute.com

Podcast For Doctors - podcastfordoctors.com

 

EP 69: From Zero Paychecks to $20 Million: Dr. Panarello on Overcoming Adversity in Private Practice

Welcome to another episode of the Private Practice Playbook, where we dive into the real stories behind successful dental practices. This week, we sit down with Dr. Lance Panarello, a dentist whose journey took him from working alongside his father in a small practice to scaling up to over $20 million in annual revenue and managing multiple locations.

In this candid conversation, Dr. Panarello reflects on the early years, times of financial struggle, hard choices, and learning through adversity, including a period with no paycheck and climbing out of a multimillion-dollar debt. He shares how humility, coaching, and relentless self-improvement transformed both his business and personal life.

You’ll hear insights on building a thriving dental practice, the importance of coaching, overcoming ego, fostering work-life balance, and why real growth comes from learning how to lead, delegate, and communicate. Whether you’re just starting out or looking to take your practice to the next level, this episode is packed with actionable advice and inspiration from someone who's walked the walk.

Tune in as we uncover the pivotal moments and lessons that can help you find more freedom, fulfillment, and success in your own career.

Timestamps:

00:00 Introduction to Private Practice Playbook

04:18 Considering career options with dad

08:48 Dad's retirement and free dentistry day

10:52 Valuable parenting advice on time

14:33 Teaching productivity at the Scheduling Institute

16:32 Unexpected patient loyalty

20:38 Unexpected business growth

24:22 Overcoming early challenges

28:20 Understanding practice math basics

29:28 Overcoming challenges in training staff

33:35 Listening to top industry experts

36:38 Importance of Liking People in Healthcare

39:36 Balancing work and personal life

42:12 Value of Ongoing Coaching

48:05 Financial freedom for stress-free vacations

48:46 Finding freedom and meaning

EP 68: Scaling a Practice Without Breaking Your Marriage, Team, or Culture

Welcome back to the Private Practice Playbook podcast! In today's episode, host Jay Geier sits down with power couple Dr. Mary John Lalor and Dr. Robert Lalor, who share the remarkable journey of building their thriving dental practice from humble beginnings in small-town New York. With a candid look at their personal and professional partnership, Dr. Mary John Lalor and Dr. Robert Lalor reveal the behind-the-scenes strategies that fueled their growth from a single family practice to a multi-location operation with over 40 doctors and 350 team members.

Together, they reflect on lessons learned from taking risks, staying financially disciplined, and placing patients and team culture at the forefront. You'll hear how their complementary skills shaped their approach to leadership, how they navigated the challenges of expansion, and why a commitment to lifelong coaching and peer collaboration became a cornerstone of their success. Whether you're leading a practice, working with your spouse, or just looking for inspiration in your own professional journey, this episode is packed with practical wisdom, humor, and a reminder to enjoy the ride — no matter where it takes you.

 

Timestamps:

00:00 Longtime friendship and growth journey

07:42 Navigating challenges in marriage

10:42 Choosing locations in smaller markets

20:31 Healthy competition in education

22:18 Investing and taking calculated risks

30:10 Building the perfect team

31:56 Importance of a great team

41:24 Benefits of having a coach

46:58 Encouraging change in organizations

50:45 AI and the future of dentistry

56:13 Balancing business and personal life

01:00:13 Creating lasting family memories

 

EP 67: Navigating Growth and Legacy: Dr. Todd Sala on Dentistry, Family, and Business Expansion

Welcome to this episode of the Private Practice Playbook with Jay Geier. Today, we dive into the remarkable journey of Dr. Todd Sala, a dentist whose story spans four generations and over a century of family practice. From buying into his father’s practice and continuing to build alongside his family to expanding from a modest eight-operatory clinic to a bustling 34-chair practice, Dr. Todd Sala reveals the lessons he learned along the way. We’ll hear about the challenges of earning patient trust, embracing mentorship (even when it’s hard to hear), managing finances and capital expenditures, and, perhaps most importantly, learning to delegate and become a true leader. Dr. Todd Sala opens up about balancing business growth with personal life, coaching others in the field, and the mindset shifts that unlock true potential. If you’re seeking not just growth, but lasting impact in private practice, you won’t want to miss this conversation.

 

Timestamps:

00:00 Todd's professional journey and insights

04:22 Discussing their close friendship

08:32 Decision to retire after vacation

12:22 Discussing business growth challenges

15:39 Understanding capex in business growth

19:08 Paying off the building

20:09 Expanding dental practice team

24:31 Balancing work and family life

27:06 Understanding others' perspectives on business

31:42 Preparing for leadership transition

32:48 Reflecting on early struggles

36:54 Reflecting on personal growth process

40:55 Building a dental clinic abroad

45:16 Turning point: focusing on others

47:30 Discussing time and money freedom

50:34 Thinking about saving money

54:09 Haggling story at Sam's Club

55:49 Discussing client ranking and feedback

58:57 Discussing the company's operational strategies

EP 66: What It Takes to Build a Practice Bigger Than You

In this episode, Jay talks with Dr. Steven Pilipovich about building a practice with long-term vision and intentional leadership. From solo practitioner to multi-practice owner, Dr. Pilipovich shares what it takes to grow sustainably, invest in people, and create a practice designed to last.

EP 66: What It Takes to Build a Practice Bigger Than You

In this episode, Jay talks with Dr. Steven Pilipovich about building a practice with long-term vision and intentional leadership. From solo practitioner to multi-practice owner, Dr. Pilipovich shares what it takes to grow sustainably, invest in people, and create a practice designed to last.

EP 65: I Am the Standard: A Conversation with Deion Sanders

What does it really mean to lead—and how does leadership set the ceiling on everything you build? 

In this special episode of The Private Practice Playbook, PGI founder Jay Geier sits down with Coach Deion Sanders for a live conversation at the Practice Growth Summit. Coach Prime shares powerful insights on discipline, confidence, preparation, and setting the standard as a leader. 

Motivating, challenging, and timely—this episode is a must-listen for practice owners who want to raise the bar for their business and themselves. 

EP 64: The Real Reason Your Practice Isn't Growing (Yet)

In today’s episode, Jay opens with a simple — but confronting — question: “If I say I’m going to do it… does it actually happen?” From giving yourself real grace, to breaking old patterns, to stepping fully into leadership, this conversation pulls you out of default mode and into intentional growth. If you want clarity, confidence, and momentum heading into 2026, this is the reset you didn’t even know you needed.

EP 64: The Real Reason Your Practice Isn't Growing (Yet)

In today’s episode, Jay opens with a simple — but confronting — question: “If I say I’m going to do it… does it actually happen?” From giving yourself real grace, to breaking old patterns, to stepping fully into leadership, this conversation pulls you out of default mode and into intentional growth. If you want clarity, confidence, and momentum heading into 2026, this is the reset you didn’t even know you needed.