Dental Marketing Mastery

Dental Marketing Mastery is brought to you by New Patients In this podcast, Howie Horrocks and Mark Dilatush share their 30 years of experience in bringing quality new patients to thousands of dental practices across the world.
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Dental Marketing Mastery






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Now displaying: 2019
Dec 26, 2019

It may be hard to believe, but three out of five dental practices will experience some form of dental fraud or embezzlement. Dealing with theft, especially from a trusted employee, can be a shocking experience. There are steps that you can take to help prevent this or catch it early on, there by limiting your loss. In this podcast, Mark interviews Dental Practice Fraud Examiner Susan Gunn and they discuss how to protect your dental practice.

Podcast Highlights:

  • Embezzlement, if it’s happening, won’t just go away on its own
  • Three out of five practices will experience embezzlement
  • Average embezzlement case - $125,000
  • Three ways to protect your practice
  • It’s not what you do. It’s what you give the appearance that you’re doing.
  • Lock’em up!
  • Pay attention! Especially during busy times
Dec 9, 2019

Howie and Mark discuss dental insurance and what it really means to a dental practice. There are times when insurance participation makes sense. And there are times when it makes much more sense to transition away from insurance dependence.
Over the course of a career it’s possible for a dentist to move back and forth between the two, depending on their overall business goals.

Podcast Highlights:

  • Dental Insurance. What is it Really?
  • It’s a Highly Charged Subject
  • It’s Just a Marketing Medium
  • You Get to Capacity. Then What?
  • Using Insurance to Fill Volume
  • Boiling it Down
Nov 26, 2019

In today’s podcast, Mark Dilatush hosts a special guest, Dr. Marvin Berlin. The topic they discuss is increasing case acceptance. Dr. Berlin has fine-tuned the process of utilizing dental photography with each of his patients. By being able to show them their teeth, he has found a way to better educate his patients on why a specific procedure is required.

You might want to listen to this guy. His practice does 8 figures each year!

If you would like to learn more about dental photography, Dr. Berlin will be hosting a free webinar on Tuesday, December 10 at 6pm (CST). Visit to learn more!

Podcast Highlights:

  • It’s All About the Patient Understanding Their Dental Condition
  • In the Beginning
  • Online Learning
  • This is Our System
  • Establishing Trust is a Must
  • A Seven Minute Process
  • Other Uses for Photography
Nov 4, 2019

In our latest podcast, Mark and Howie discuss how to achieve a fee-for-service dental practice. If you listen to insurance companies, you’ll be led to believe you cannot survive without them. Of course, this is pure bunk. Not only can you survive, but you can THRIVE. With a little planning and guidance, you can transition to a fee-for-service practice. We lay out the exact steps that will get you there.

Podcast Highlights:

  • Defining "Fee-for-Service"
  • Getting Out of the Insurance Trap
  • It's a Process
  • Replacing Your Insurance Patients
  • Never Go Cold Turkey
Oct 16, 2019

It is incredibly important that you spend a small percentage of your annual marketing budget on maintaining your local optimization. Whether you focus on organic/paid marketing, online/offline marketing or a combination of all of the above, this one piece is incredibly important. You do NOT want to overlook this piece!

Podcast Highlights:

  • Local SEO - What is it?
  • Driving Traffic to Your Website
  • How Do Other Dentists Get Listed?
  • The Importance in Monitoring Your Google My Business Listing
  • It's a War for the Consumer's Mind
  • The Value of a Review
  • Passive and Aggressive Marketing
Sep 24, 2019

In this episode, Mark & Howie discuss the importance of getting a jump on your 2020 marketing. They discuss how over capacity restricts new patient growth, upgrading your website, where and how to allocate your marketing budget and much more.

Podcast Highlights:

  • The Over Capacity Trap
  • Upgrading Your Website
  • Line Up Your Marketing Assets and Liabilities
  • We’re Bullish on Dentistry
  • Budget Allocation
Aug 27, 2019

In this podcast, Howie Horrocks & Mark Dilatush discuss how to attract larger cases through promotion of niche services. Listen as they discuss who promote to first (hint: you already know them) and what type of marketing tactics to use.

Podcast Highlights:

  • In Search of Bigger Cases
  • It’s About the Niches
  • Passive and Aggressive Marketing
  • Do Both
Aug 6, 2019

In this podcast, Howie Horrocks & Mark Dilatush answer the question "Can your marketing impact your administrative costs?"  Yes - it can! Learn how half of the market will ignore you if you are offering deals and why that is the half of the market you do not want to lose!


Podcast Highlights:

  • Two Halves of the Dental Consumer Market
  • Seeking Immediate Results Will Cost You in the Long Run
  • Hidden Costs Can Kill Profits
  • Top Market Half Will Ignore You
  • What Happens if Treatment Plan Acceptance Goes Down?
  • Someone Has to Chase Them Down
  • You Create the Problem
  • Race to the Bottom
Jul 11, 2019

In this podcast, Howie Horrocks & Mark Dilatush discuss the benefits of regular maintenance and upgrading of your website.

Podcast Highlights

  • Love Your Website Again
  • What to Own, What to Delegate
  • Regular Maintenance and Upgrading
  • Delegate Minutiae
  • Knowing What You Get from Your Website
  • Be the Dentist

After listening to this podcast, visit us online to learn how New Patients Inc and can help you with your website!

Jun 21, 2019

What is Fusion MarketingTM from npiClick?

In this podcast, Howie Horrocks & Mark Dilatush discuss the benefits of merging traditional (offline) marketing with digital (online) marketing.

Podcast Highlights

  • Fusion Dental MarketingTM
  • Merging Digital Marketing with Traditional Marketing
  • Reducing Advertising Waste While Increasing Impact
  • Reaching the High Quality New Patient
  • It's Never Just One Thing

After listening to this podcast, visit us online to learn more about Fusion Dental MarketingTM.

Jun 11, 2019

New Patient Calls with Sandy Pardue & Dana Salisbury

In this podcast, Mark Dilatush, Sandy Pardue & Dana Salisbury discuss how poor handling of patient calls can have a huge effect on patient bookings. They discuss some of the topics that will be covered in-depth during any of the Academy of Scheduling Excellence seminars that Sandy will be hosting.

Some of the highlights of attending one of these seminars:

  • How to effectively handle incoming calls that produce favorable results
  • Essential verbal skills required to increase treatment acceptance
  • How to retain more patients
  • How to double your new patient average
  • How to answer difficult patient questions that put your staff on the spot
  • Processes to eliminate no-shows and to control broken appointments

**Unique to these seminars**
Each practice that attends will receive one of the Classic Practice Resource flip charts, where the proper protocols are outlined for confirmation, recall and re-activation phone calls. Normally, the only way to attain one of these flip charts is by participating in the one-year consulting program.

Here is a list of the upcoming dates for these one day seminars:

  • Baton Rouge, LA on June 20th
  • Los Alamitos, CA on July 26th
  • Raleigh, NC on August 23rd
  • Natick, MA on September 27

To register and view the full seminar description, please visit:

Jun 4, 2019

Capacity Restrictions. The Silent Practice Killer

This podcast highlights the following topics:

  • Your capacity is killing you
  • We keep hearing this theme
  • A full schedule is cool. Right?
  • Who to pre-appoint and who not to pre-appoint
  • All you have to be is open and available
  • Online scheduling will help
  • So that's the fire alarm

To book a one-on-one consult with a dental marketing expert, please visit us at

Feb 20, 2019

This podcast covers the following topics

  • The marriage of offline and online dental marketing
  • A bit about the history of how we got here
  • How this all benefits dentistry as a whole
  • How it impacts clients
  • How artificial intelligence is used

You can learn even more at