Private Practice Playbook

EP 76: How One Dentist Beat Burnout and Built His Dream Practice

Welcome to another episode of the Private Practice Playbook. Today, host Jay Geier sits down with Dr. Robert ¨Bob¨ McCulla, the Founder of Turlock Dental Care. The conversation focused on the remarkable 40-year journey of Dr. McCulla in Turlock, California, who transformed personal and professional challenges into a legacy of growth, community impact, and family success. A key theme that emerged was the transition from burnout and debt to energizing expansion, growing from a small, struggling practice of 10 staff members and a handful of new patients to a thriving, award-winning office with over thirty team members and more than a thousand new patients annually. The discussion explored the pivotal moments that led to this transformation, including the importance of mentorship, faith, and a commitment to generosity, as well as concrete strategies for debt reduction and leadership development. Several points were raised, including the value of investing in both infrastructure and people, empowering team members, and fostering a family-driven approach to business. The episode highlights lessons learned, advice for younger practitioners, and the power of integrating personal values into professional life, all set against the backdrop of a vibrant local community. Visit mypgi.com to schedule a discovery call. We'll learn more about your practice, where you want to go, and help you determine the program that best fits your goals. Timestamps: 00:00 Introduction to the podcast 05:19 Discussing a dentist's career journey 09:48 Moving from Southern California 12:30 Reaching the first million-dollar year 14:49 Feeling burned out from overwork 16:56 Attending Jay's event with Karen 22:06 Becoming debt-free and inspired 26:03 Decision to go to dental school 27:47 Expanding the team and community support 30:04 Balancing faith and finances 34:06 Building flexibility and future growth 39:04 Value of quality investments 40:57 Realities of running a business 45:54 Morning routine and financial focus 48:04 Managing small vs. large staff teams 50:36 Quarterly team training insights

EP 75: There's More to Orthodontics Than Straight Teeth

Welcome to another episode of the Private Practice Playbook. Today, host Jay Geier sits down with Dr. Clay Sims of Sims Orthodontics in Pensacola and Dr. Drew Ferris of Ferris Orthodontic Group in Santa Barbara — two top orthodontists from the PGI coaching community. In this candid conversation, they dive into the realities of building and running modern orthodontic practices: balancing personal growth with business success, navigating the shift from traditional braces to aligners, and managing the evolving relationship between general dentists and specialists. The discussion also explores broader themes such as the emotional impact of patient care, the importance of community and mission work, and the ongoing challenges of growing not just wealth, but happiness and fulfillment both in and out of the office. Whether you’re a seasoned dental professional or just starting your journey, this episode offers practical wisdom, heartfelt stories, and a reminder that pursuing excellence in practice and in life requires continual learning and connection. Visit mypgi.com to schedule a discovery call. We'll learn more about your practice, where you want to go, and help you determine the program that best fits your goals. Timestamps: 00:00 Discussing perceptions and giving advice 05:05 Orthodontics in the dental industry 08:02 Getting referrals from dentists 11:26 AI impact on healthcare professions 13:33 Strategies for dental practice expansion 18:57 Why long-term coaching is valuable 21:11 Focusing on personal growth and relationships 25:01 Volunteering abroad for perspective 28:26 Helping a young boy with braces 30:32 Impact of emotional dentistry 35:46 Discussing orthodontists and business scaling 37:54 Challenges for specialists in professions

EP 74: What 40 Years in Business Will Teach You

Welcome to the Private Practice Playbook with Jay Geier, where we dive deep into the real challenges and triumphs of life in private dental practice. In this episode, we’re joined by Dr. Mark and Shayne Fixari, co-founders of Fixari Family Dental in Columbus, Ohio — a thriving family business built over four decades. From humble beginnings with little more than vision and determination, Mark and Shayne scaled their practice into a multi-location, community-anchored organization, all while raising seven children and building enduring family traditions. Today, they share candid insights on leadership, the importance of embracing mistakes, and the challenges (and joys) of growing a business well beyond the work only the founders can do. Listeners will hear stories about navigating partnership, bouncing back from hiring stumbles, cultivating leadership in young doctors, and building a family culture that’s as intentional as their practice. Whether you’re just starting out or seeking inspiration for long-term growth, this episode delivers wisdom for every stage of the professional and personal journey. 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 Introduction to Private Practice Playbook 06:37 Shayne's role and female empowerment 09:32 Reflecting on key life milestones 11:32 Discussing Personal Strengths 14:37 Treating All People Equally 20:02 Discussing friction in relationships 23:14 Family commitment and gender roles 24:37 Balancing family and business 28:47 Discussing leadership and marriage tips 31:40 Transitioning to Private Practice Authority 34:51 Continuous learning in leadership 40:10 Perfectionism in everyday life 41:44 Focusing on future solutions 45:31 Reflecting on hiring choices 50:13 Ending on personal connections 51:24 Dealing with demand in dentistry

EP 73: The Perfect Hygiene Team Isn't Coming

Welcome to another episode of the Private Practice Playbook. Today´s conversation with Jaclyn Dunn focuses on a hard truth facing private dental practice owners: the perfect hygiene team isn't coming. Instead of waiting for the "right" team before making improvements, practices should prioritize building intentional systems that ensure consistency, accountability, and quality patient care — regardless of staffing challenges. One concept discussed was the tendency to delay growth initiatives in hopes of future stability, when in reality, progress is made by taking action with the resources at hand. The discussion explored how even average team members can excel within strong systems, while talented individuals will struggle if processes are lacking. Several points were raised, including the dangers of waiting for ideal conditions, the critical role of systems over individual talent, and why accountability should be a celebrated component of every high-performing hygiene department. If today's conversation got you thinking differently about your hygiene department, imagine what could happen if you applied that same systems-based approach across your entire practice. That's exactly what we help private practice owners do every day at Practice Growth Institute. Visit mypgi.com to schedule a discovery call. We'll learn more about your practice, where you want to go, and help you determine the program that best fits your goals. Timestamps: 00:00 Challenges in dental practice staffing 06:02 Addressing Hygiene Staffing Challenges 09:28 Never a perfect time for kids 13:50 New clinicians gaining confidence 15:58 Importance of patient retention 19:29 Challenges in hiring staff 22:27 Importance of communication in dentistry 25:04 Building a resilient hygiene department 30:51 Cost of inconsistency in practices 33:08 Importance of Effective Training 37:35 Importance of consistent patient communication 40:20 Improving patient care and retention 43:25 Improving team consistency and patient care 45:08 Building adaptable, resilient teams

EP 72: What It Really Takes to Scale a Dental Practice with Dr. Anna Berik

Welcome to another episode of the Private Practice Playbook with Jay Geier. In this inspiring episode, we sit down with Dr. Anna Berik, an acclaimed Boston-based dentist and practice owner, to explore her remarkable journey from ambitious associate to the leader of a thriving multi-location dental organization. Through candid stories and hard-won lessons, Dr. Berik shares the realities behind building her empire, including struggles with work-life balance as a single mom, navigating challenging team transitions, and overcoming the chaos of a faltering practice. Along the way, she discusses the power of perseverance, continuous learning, and the importance of evolving both as a clinician and a business owner. Whether you’re looking to improve your practice, learn how to scale successfully, or simply need a reminder that growth comes with its share of bumps and breakthroughs, this episode is packed with practical wisdom and authentic encouragement for every dentist on their own journey. 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 Shifting from biology to dental school 05:41 Growing Beyond a $3 Million Practice 07:33 Pursuing Excellence in Cosmetic Dentistry 10:35 Buying into the dental practice 14:51 Breaking up the medical team 17:09 Dealing with anti-growth personalities 22:14 Managing and improving the practice 23:40 Buying the right dental practice 26:28 Redesigning the reception area 29:39 Maintaining a professional office space 34:56 Designing a child-friendly therapy space 37:38 Growing into a leadership role 39:19 Advice on hands-on leadership 44:27 The challenges of growing a business 46:06 Importance of marketing visibility 49:21 Reflections on lifelong learning

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.

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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.

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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.

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EP 63: 3 Things Every Practice Owner Should Do Before Year-End

The holidays are here — and for most people, that means slowing down. But for top-performing practice owners, this is the time to finish strong. In this week’s Private Practice Playbook, Jay shares how to turn year-end fatigue into fuel for growth — with three actionable steps every doctor should take before December 31.

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EP 62: 5 Ways to Fix Your Staff Problems

If you’re constantly frustrated with your team, you’re not alone. Most doctors face the same cycle of stress, unmet expectations, and daily firefighting — but it doesn’t have to stay that way. In this episode, Jay Geier unpacks five key barriers to growth that stem from your “human capital” — the people who make your practice run. From mindset shifts to accountability and compensation, Jay shares practical steps you can take to strengthen your team, restore control, and make your practice easier to run — not harder.

EP 61: One Choice That Changes the Next 10 Years of Your Life

Ten years from now, you’ll be older — that’s guaranteed. The question is: will you be further ahead? In this episode, Jay Geier challenges you to stop living on autopilot and start designing the next decade on purpose. One simple mindset shift today can completely change where you end up.

EP 60: The Formula for Your Best Year Ever

How do you make every year your best year ever—not by accident, but by design? In this episode, Jay breaks down the formulas, priorities, and mindset shifts that allow practice owners to finish strong and set up next year for growth. You’ll learn why the fourth quarter is the most critical time of year, the traps that keep doctors stuck, and the system that can help you make 2026—and every year after—your best year yet. Register for the Make 2026 Your Best Year Ever Event Visit our Website

EP 59: The 5X Factor

What would it take to 5X your practice — and your life? In this live recording, Jay Geier shares why most practices hit plateaus, why cutting corners never fuels real growth, and how to adopt the mindset of a continuously advancing person. Learn how to apply the concept of 5X to revenue, team engagement, and personal growth so you can break through limits and unlock exponential growth. APPLY FOR COACHING Visit our Website