Do Well By Doing Good with Gina Dorfman

Today I am excited to have Dr. Gina Dorfman back on the show! A speaker, practice owner, and host of the Behind the Smiles podcast, Gina has some great insight on what it takes to lead and run a successful practice This episode is full of wisdom from a dentist and entrepreneur who has really taken the time to examine herself and her practice honestly and thoroughly.

Listen in as Gina and I talk about the importance of who you surround yourself with, as well as how we can be more in tune with what we want and what our patients want. You’ll learn how to break free from tunnel vision, the importance of focusing on doing what feels good, and how that actually ends up positively affecting everyone in the long run.

Key Quotes:

  • “A good influencer challenges you and makes you think differently.”
  • “Every decision I make is motivated by one thing: I want to feel good about myself.”
  • “We educate [patients] without asking their level of awareness and finding out what they want. Our exam is to make us feel good.”
  • “I like being surrounded by toxic people because if I get rid of all the toxic people, I will have to deal with all of the bad decisions I’ve made.”
  • “He didn’t just fix his life—he gave back to other people. That’s the person I want to be.”
  • “We need to stop lying to ourselves. We are so full of ourselves. We have this idea that we are the only ones who can do everything better than everyone else.”

Featured on the Show:


Engaging and Retaining Millennials with Gary Kadi

Engaging and Retaining Millennials with Gary Kadi - RD PodcastWhen new generations come to work, it can be hard to adjust the way things are done in order to retain them. Gary Kadi is on the show and has some great insight on how to work well with millennials and build a practice that is engaged and effective. He also discusses why he stands against corporate dentistry and how he communicates more effectively with patients.

Gary really has found an interesting system to work with millennials that could benefit all practices. From a regular feedback and reward system, he has figured out how to speak the language of millennials that retains them and keeps them motivated. He also touches on why it’s so important to focus on preventative care rather than just reactionary care in order to truly protect the oral health of your patients.

Another big mission for Gary is his fight against corporate dentistry. He explains why this business model can become harmful to the dentistry industry as well as to the patients. He discusses what he is doing to save private practices and encourage the type of care that is patient-centered rather than board member-centric.

Key Quotes:

  • “Millenials only want to work in a purpose-driven business, they don’t want to be working in a transactional business.”
  • “They have a purpose, they have a bonus structure, they have a dream program and those layers are game-changers.”
  • “People do business with people who have the same beliefs.”
  • “The way to make money in dentistry is S – Salary, P – profit and F is freakin’ equity.”
  • “Retaining the private practitioner retains the care, the quality care for patients.”
  • “Our job is not just, you know, putting crowns on, but we’re here to create longevity and saving peoples’ lives and making a difference on the overall health of the patient.”
  • “The minute you believe that you should find the chief complaint, the game is over from the start.”
  • “We have to serve the patient from a preventative position not a reactive position.”

Featured on the Show:


Ashley Latter: Doctor, It’s time to achieve the income your hard work deserves!

Quotes & Notes:Ashley Latter: Doctor, It's time to achieve the income your hard work deserves!

  • I believe that some doctors seriously undercharge for what they do.  They make assumptions about what patients can or can not afford.
  • The real reason I wrote this book is because of the small mistakes that these dentists and doctors make are costing them thousands and thousands of dollars.
  • You learn all of the dentistry, but you don’t get taught communication skills at that university.
  • Price is always an issue, but it is rarely the issue.
  • Many decisions made around emotions, price is never an issue.

Report building is the single most important part of the ethical sales approach.

  • You ask questions to really figure out what your patient wants.
  • Prescription before diagnosis is malpractice.
  • Just a 10 percent discount can equal as much as a 28 percent loss of net profit.
  • If you are going to give a discount, at least tell them.  There is only one person who knows if they have a discount, and that is the doctor.
  • The biggest mistake you must not make is getting defensive.
  • Self-confidence, you have to work on it every single day.
  • Your patients don’t know how good your treatment is until they have experienced it two months after the fact.

If you want to learn more about Ashley Latter or his book and DVD you can go to and sign up for the free weekly newsletter.


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