Office Hours For Practice Owners

About Office Hours For Practice Owners

Office Hours for Practice Owners is the go-to podcast for healthcare practice owners who want to start, grow, protect, and eventually exit their businesses with more clarity and confidence. Hosted by attorney and healthcare business advisor Justin Marti, the show breaks down the legal and strategic issues that matter most to practice owners — from ownership, compliance, and contracts to scaling, buying, selling, and structuring a practice for long-term success. If you want practical insights that make law simple and help you make smarter business decisions, listen to Office Hours for Practice Owners.

Publisher

Justin Marti

Category

business · business · business

Language

en

Explicit

No

First episode

26 Mar 2026

Latest episode

13 Oct 2026

Latest episodes

18 episodes in the feed.

1. 

   13 Oct 2026

   How to Become an Optometry Practice Owner Without Private Equity with Erich Mattei

   Private optometry practice ownership isn't dying, the data says it's thriving. In this episode, Justin sits down with Erich Mattei, MBA, CVA, founder and president of Akrinos, to break down why independent optometry practices are outperforming corporate and hospital systems on burnout, cost of care, and patient preference, and what it actually takes to get into ownership, whether through a cold start, an acquisition, or a partnership buy in. Erich Mattei is the founder and president of Akrinos, an optometry focused consulting and advisory firm helping independent eye care professionals start, acquire, grow, and transition their optometry practices. In five years, his team has helped 65 doctors move into optometry practice ownership and guided 15 more through successful exits without a single deal involving M&A or private equity. Connect With Erich Mattei Linkedin.com/in/erich-mattei-mba-cva www.akrinos.com

2. 

   4 Aug 2026

   How to Buy a Dental Practice Without Losing the Deal

   Many of our podcast episodes discuss healthcare practice deals from the seller’s perspective, but this one flips to the buyer's side of the table. Justin Marti sits down with Kathy Ells, founder of Next Step Dental Consulting and a buyer's advocate with more than three decades in dental practice transitions, financing, and accounting, including years inside dental lending. Kathy has supported more than 1,500 dental practices, and she now guides dentists through startups and acquisitions: evaluating opportunities, assembling an advisory team, running due diligence, coordinating financing, and preparing for day one. For any resident or younger dentist weighing ownership, it is a practical look at what an advocate does before you sign, how lenders decide to fund you, why the lease so often decides a deal, and how to tell your staff about a sale without sending everyone to look for new jobs. What You'll Learn in This Episode The four jobs a buyer's advocate covers before you sign: financial, operations, clinical, and legal What lenders actually check before they pre-approve a practice loan, including how much cash they want to see Why the lease, not the purchase price, is often the thing that sinks a dental deal How to introduce a new owner to the staff so the team does not panic and start job hunting Where AI helps in a practice purchase, and where trusting it still costs you Timestamps [00:00] Intro: Meet Kathy Ells, the buyer's advocate [02:21] From 35 years in dental lending to a retirement that did not stick [06:10] The four jobs your advocate does before you sign [11:29] Red flags or opportunity: when not to kill the deal [15:50] The three passes every first time buyer makes [17:47] What lenders check before they pre-approve you [19:03] Why the LOI matters more than buyers think [28:58] The 60 second bank quiz: rate is not the whole story [31:35] Why the lease can sink the entire deal [34:57] Telling the staff without spooking them [39:14] Where AI helps, and where it still costs you [40:40] Where to find Kathy Resources Mentioned Next Step Dental Consulting (nextstepdentalconsulting.com) Provide (dental lending) Henry Schein One (referenced from the earlier Office Hours episode with Allie Hyatt) Marti Law Group due diligence checklist ChatGPT (mentioned in the context of buyers drafting their own purchase agreements) Connect with Kathy Ells Website: nextstepdentalconsulting.com Phone: 508-864-2113 Email: kathy@nextstepdentalconsulting.com (mailto:kathy@nextstepdentalconsulting.com) LinkedIn: https://www.linkedin.com/in/kathy-ells-bb9211a/ (https://www.linkedin.com/in/kathy-ells-bb9211a/) Connect with Justin Marti LinkedIn: https://www.linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com (mailto:justin@martilawgroup.com) Website: martilawgroup.com

3. 

   21 Jul 2026

   Why the Right Buyer Beats Top Dollar in a Dental Practice Sale with Dr. Anthony Stefanou

   Justin Marti welcomes Dr. Anthony Stefanou, founder of Connect the Dents and a practicing dentist for 39 years, for a candid look at how dental practices are really valued, sold, and matched with buyers. After two decades chairside, Dr. Stefanou moved into dental M&A, appraisals, and the psychology of the deal. Today, he runs a dental-specific valuation method and a one-at-a-time DSO matching program. In this discussion, he explains why the highest bid rarely produces the best outcome, how outdated “percentage of collections” formulas can shortchange a seller by hundreds of thousands of dollars, and why the same one-million-dollar practice can be valued at $750,000 by one method and $1.2 million by another. The conversation covers when to get appraised (far earlier than most owners think), why a single well-matched DSO beats a drawn-out bidding war that ends in deal fatigue, and why protecting a practice’s legacy (its patients, its team, and the name on the door) can matter as much as the check at closing. For any practice owner weighing growth, exit timing, or life after the sale, it is a grounded, colleague-to-colleague roadmap. What You’ll Learn in This Episode Why the right buyer (fit, alignment, and life after the deal) often matters more than the highest bid How outdated “percentage of collections” valuations can quietly cheat sellers and leave buyers overpaying The hidden $500,000 swing: why the same practice can be worth $750,000 or $1.2 million depending on how it’s valued Why one well-matched DSO beats a chaotic bidding war that ends in deal fatigue and broken trust When to get your practice appraised (hint: years before you plan to sell) and why checking every couple of years pinpoints your peak value How shifting market multiples make “my buddy got 12X” a dangerous benchmark [00:00] Intro: Why fit beats price in dental M&A [01:57] From 20 years chairside to dealmaking [04:01] The consolidation wave reshaping dentistry [06:19] More buyers, more options, more confusion [07:17] Protecting the legacy of a practice built over decades [09:26] The problem with outdated, embellished valuations [13:20] The stand-alone appraisal with no strings attached [15:40] Inside the one-at-a-time DSO matching program [22:44] Why the wrong attorney can kill the right deal [25:08] How to Valuate Dental Practices: the two-day workshop [31:03] The truth about shifting multiples and “12X” claims [33:59] When to get appraised and why quarterly tracking wins Resources Mentioned Connect the Dents: connectthedents.com (https://www.connectthedents.com) How to Valuate Dental Practices, two-day workshop hosted in New York City Dental-specific practice valuation methodology (fair market value and EBITDA based) referenced throughout One-at-a-time DSO matching program (Connect the Dents) Connect with Dr. Anthony Stefanou Title: Founder & CEO, Connect the Dents (Dental M&A Advisor, Certified Business Intermediary) LinkedIn: linkedin.com/in/tonydmd (https://www.linkedin.com/in/tonydmd/) Company: Connect the Dents: connectthedents.com (https://www.connectthedents.com) Workshop: How to Valuate Dental Practices (two-day, in person) Connect with Justin Marti LinkedIn: linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com (mailto:justin@martilawgroup.com) Website: martilawgroup.com (https://martilawgroup.com)

4. 

   7 Jul 2026

   Advisors First, Attorneys Second: Meet the Team That Closes Your Deal

   In this special episode of Office Hours, host Justin Marti of Marti Law Group pulls back the curtain on his own team, the people who move healthcare and dental deals from open to close. He is joined by Caryna Vilela, an M&A attorney, Shana Robinson, paralegal, and Ashley Roth, who leads operations at Marti Law Group. Together they reveal the business, emotional, logistical, and human side of buying and selling a practice. Dive into the personalities, the panic, the 11th hour renegotiations, and the war stories clients never see. If you have ever assumed the legal work is just paperwork, this conversation will change how you think about the entire process. What You'll Learn in This Episode Why selling a practice is as much an emotional journey as a legal one, and how the right team manages both The buyer and seller personality types that show up in every deal, and how to spot yours early What actually happens during closing week, from lender checklists to chasing signatures across time zones How a deal can nearly die at the 11th hour when settled terms resurface, and how a strategic team keeps it alive Why culture, communication, and an entrepreneurial mindset separate a boutique advisory firm from big law Timestamps [00:00] Intro: Meet the Team Behind the Deals [04:49] The Emotional Side: Why Clients Really Hire Lawyers [06:47] Reading the Room: The Personalities in Every Deal [10:01] Why Buyers and Sellers Are Never Aligned [13:46] Closing Week: The Chaos Clients Never See [17:15] When Deals Nearly Die at the 11th Hour [18:18] Inside a Deal: From Open to Close [27:41] What Justin Is Really Like on Closing Week [44:25] War Stories: Envelopes, Doormats, and Five Dollars Cash [48:44] Why the Team Is Bigger Than the Name Connect with the Marti Law Group Team Reach the team through Marti Law Group at martilawgroup.com Caryna Vilela, M&A and Securities Attorney at Marti Law Group Shana Robinson, Paralegal at Marti Law Group Ashley Roth, Operations Manager at Marti Law Group Connect with Justin Marti LinkedIn: https://www.linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.co (mailto:justin@martilawgroup.com)

5. 

   23 Jun 2026

   Not All Capital Is Created Equal: Inside Princeton Medspa Partners

   Not All Capital Is Created Equal: Inside Princeton Medspa Partners with CEO Matt Slaine In this episode of Office Hours, host Justin Marti of Marti Law Group sits down with Matt Slaine, who joined Princeton Medspa Partners as CEO in 2025. Matt brings more than 20 years across financial services, retail, hospitality, and health and wellness, and a track record of building at scale. He previously led OT Growth Partners, one of the largest private equity-sponsored Orangetheory Fitness operators in the country (60 studios and over 20,000 members across four states), and Quality Restaurant Group, a multi-brand platform spanning roughly 350 restaurants in 15 states. He started his career in finance at Deutsche Bank and Goldman Sachs and holds a B.A. from Dartmouth College and an MBA from NYU Stern. That blend of operator and investor experience shapes his central message: not all capital is created equal, and the wrong money can magnify problems rather than solve them. For practice owners weighing a partnership, this is a practical look at why private equity is chasing med spas, how to get ready, and how to choose the right partner, not just the biggest check. What You'll Learn in This Episode Why "not all capital is created equal," and how the wrong money can magnify the problems in your business instead of fixing them How to read the private equity boom in medical aesthetics, and what is actually driving the wave of investment The land grab trap: why opening unit after unit can quietly cannibalize the locations that already work What a med spa readiness scorecard looks like, and the questions to answer before you ever go to market Why the equity rollover may be the most overlooked wealth builder in a deal, and how cultural fit can make or break a partnership Timestamps (Audio) [00:00] Intro [01:46] From Dartmouth to the Trading Floor [06:27] Why Operators Make Better Advisors [09:09] Not All Capital Is Created Equal [11:03] The Consumerization of Healthcare [14:24] Keeping Local Trust at National Scale [17:48] The Private Equity Fear, Reframed [19:37] The Land Grab Trap [24:08] Are You Actually Ready to Partner? [26:30] What It Feels Like to Lose Your Name [29:18] Big Slice or Bigger Pie: The Equity Rollover [35:03] The Airplane Test for Choosing a Partner Resources Mentioned Princeton Medspa Partners (PMP): national med spa platform led by CEO Matt Slaine Marti Law Group: Justin Marti's firm advising healthcare and practice owners OT Growth Partners: one of the largest private equity-sponsored Orangetheory Fitness operators, previously led by Matt Orangetheory Fitness: the membership-based fitness brand from Matt's multi-unit operating background Quality Restaurant Group: multi-brand restaurant platform Matt previously led, spanning roughly 350 restaurants in 15 states Dartmouth College: Matt's undergraduate alma mater NYU Stern School of Business: where Matt earned his MBA Deutsche Bank and Goldman Sachs: where Matt began his finance career Ideal Image: cited as an early attempt at a national aesthetics platform in laser hair removal Med Spa Readiness Scorecard: PMP's self-assessment tool for owners weighing a partnership Corporate Practice of Medicine: the legal doctrine shaping how aesthetics businesses must be structured Connect with Matt Slaine Website: princetonmedspapartners.com (https://princetonmedspapartners.com/) LinkedIn: linkedin.com/in/mattslaine (https://www.linkedin.com/in/mattslaine/) You can also submit a message through the Princeton Medspa Partners website and it will reach Matt directly. Connect with Justin Marti LinkedIn: linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com (mailto:justin@martilawgroup.com) Website: martilawgroup.com (https://martilawgroup.com)

6. 

   16 Jun 2026

   What 70,000 Dental Practices Reveal About Retention, Case Acceptance, and AI

   What 70,000 Dental Practices Reveal About Retention, Case Acceptance, and AI with Ali Hyatt of Henry Schein One Justin Marti welcomes Ali Hyatt, Chief Customer and Growth Officer at Henry Schein One, for a data-rich look at what’s actually happening inside dental practices today. Ali oversees growth and customer experience across the entire organization (sales, marketing, onboarding, implementation, training, customer success, and account management), giving her a rare, end-to-end vantage point into how modern dental organizations operate. A UPenn graduate with an MBA from Dartmouth’s Tuck School of Business, she built her career at the intersection of healthcare innovation, growth strategy, and emerging technology, including years in telehealth at Amwell. Drawing on Henry Schein One’s Catalyst Index, built from roughly 5,000 practices and visibility into nearly 70,000 nationwide, Ali unpacks a counterintuitive finding: no-show and cancellation rates are improving, yet patient retention is slipping. The conversation digs into where emerging DSOs should focus, how AI is reshaping the front desk and the operatory, and why the path to growth almost always starts at the clinical moment. What You’ll Learn in This Episode Why falling cancellation rates can mask a retention problem, and what the top 10% of practices do differently How standardized scheduling and confirmation workflows quietly protect revenue at scale The collection-rate gap (95% vs. 98%) that decides whether your hard work actually gets paid Why patients “delay what they don’t understand”: how to close the case-acceptance gap between 45% and 75% Where AI is already earning its keep: ambient voice notes, second-opinion imaging, and front-desk scheduling agents The 2–3 focus areas emerging DSOs should prioritize before trying to do everything at once Timestamps — Audio (+13s offset) [00:00] Intro [01:58] From Telehealth to Dental: Ali’s Path [04:32] Inside the Catalyst Index: Data From 70,000 Practices [06:12] The Retention Paradox [07:18] Why Schedule Reliability Wins [09:15] Holding SOPs Together at Scale [10:49] Getting Paid: The Image Verify Edge [13:19] Why Patients Delay Treatment [16:07] Closing the Case Acceptance Gap [17:26] AI in the Operatory and at the Front Desk [23:21] Where Emerging DSOs Should Focus [24:53] The MCP Layer and What Comes Next [31:19] Where to Find the Catalyst Index Resources Mentioned Henry Schein One — HenryScheinOne.com (https://www.henryscheinone.com/) Dentrix Ascend — DentrixAscend.com (https://www.dentrixascend.com) Henry Schein One Catalyst Index — 2026 Catalyst Index for DSOs (annual practice-performance report) — View report (https://www.henryscheinone.com/insights/ebook/2026-catalyst-index-for-dsos/) Image Verify (claim-readiness imaging tool via Dentrix Ascend) Ambient AI voice notes / clinical documentation MCP layer in Dentrix Ascend (production-focus AI, in beta) CareCredit (patient financing) Amwell (telehealth — Ali’s prior company) Thrive Live (Henry Schein One annual event) Claude by Anthropic (AI assistant referenced) Curodont (referenced in audio as a non-drill caries treatment — product name approximate; flag for verification) Connect with Ali Hyatt Title: Chief Customer and Growth Officer, Henry Schein One LinkedIn: linkedin.com/in/alirobbinshyatt (https://www.linkedin.com/in/alirobbinshyatt/) Company: Henry Schein One — HenryScheinOne.com (https://www.henryscheinone.com/) Practice management platform: DentrixAscend.com (https://www.dentrixascend.com) Catalyst Index report: 2026 Catalyst Index for DSOs (https://www.henryscheinone.com/insights/ebook/2026-catalyst-index-for-dsos/) Connect with Justin Marti LinkedIn: https://www.linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com (mailto:justin@martilawgroup.com) Website: martilawgroup.com (https://martilawgroup.com)

7. 

   9 Jun 2026

   DSO or Doctor-to-Doctor? How to Exit Your Dental Practice the Right Way — with Matt Sutton & Andrew Kobylski of McLerran & Associates

   Host Justin Marti of Marti Law Group sits down with Matt Sutton and Andrew Kobylski of McLerran & Associates, one of the country's leading dental-specific sell-side brokerages. Matt brings over 20 years in the dental space as a banker, broker, and former VP of Business Development for a fast-growing, PE-backed orthodontic DSO, while Andrew — a former healthcare-focused wealth advisor and CFP — leads valuation and transition advisory work across both the private and DSO markets. Together they unpack the real difference between selling to a fellow dentist and affiliating with a DSO, why the “why” behind your exit matters as much as the dollars, and what today's market is actually rewarding. If you're a practice owner who wants to exit on your terms — not leave money (or your sanity) on the table — this conversation is your roadmap. What You'll Learn in This Episode Why the smartest sellers get a valuation three to five years before they plan to exit — and what that head start lets you fix How DSO deals and doctor-to-doctor sales really differ across valuation, work-back expectations, and tax treatment The reason a headline multiple can be deeply misleading — and why your true, defensible EBITDA matters far more What's driving today's seller's market on the private side, and what cooled the DSO gold rush after 2023 How to spot a deal structure padded with unattainable earn-ups before you sign the letter of intent Timestamps [00:00] Intro [01:28] Two operators, one mission: meet Matt & Andrew [04:24] Why McLerran keeps everything in-house [08:03] Selling with the end in mind: the fiduciary approach [13:05] The half of your exit nobody talks about — your “why” [16:07] Equity structures and the power of optionality [17:50] Why the private market has never been stronger [20:37] The valuation you should've gotten three years ago [24:07] After the gold rush: the DSO “hangover” [32:45] Multiples lie. EBITDA doesn't. [34:34] The $17M offer that wasn't [40:22] How to work with McLerran Resources Mentioned McLerran & Associates — DentalTransitions.com (https://dentaltransitions.com/) Connect with Matt Sutton & Andrew Kobylski Website: https://dentaltransitions.com/ (https://dentaltransitions.com/) Matt Sutton on LinkedIn: linkedin.com/in/contactsutton (https://www.linkedin.com/in/contactsutton/) Andrew Kobylski on LinkedIn: linkedin.com/in/andrew-kobylski (https://www.linkedin.com/in/andrew-kobylski-cfp%C2%AE-56a050127/) Email: matt@dentaltransitions.com | andrew@dentaltransitions.com Free discovery calls are available daily through the McLerran website. Connect with Justin Marti LinkedIn: linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com Website: martilawgroup.com (https://martilawgroup.com)

8. 

   2 Jun 2026

   Inside the Med Spa M&A Boom: How to Maximize Your Exit with Chris Hubble of Lux Med Transition Strategies

   In this episode of Office Hours, host Justin Marti of Marti Law Group sits down with Chris Hubble, Founder and CEO of Lux Med Transition Strategies, an M&A advisory firm dedicated to the medical aesthetics and wellness space. With a 20-year career in healthcare , including senior operational roles at Med Synergies and a multi-year run building a speciality dental DSO — Chris brings a rare perspective shaped by sitting on both the buyer and seller sides of the table. Together, Justin and Chris unpack what aesthetic and wellness practice owners need to know about today's buyer landscape, the operational and financial metrics that drive valuation, and the costly missteps that can quietly erode a deal. If you own a med spa, plastic surgery practice, or wellness business , or you're even three to five years out from a potential exit , this conversation is a strategic playbook for getting ready the right way. What You'll Learn in This Episode The real difference between selling to a family office vs. private equity , and why the source of capital changes how you'll be managed post-close The operational, compliance, and financial KPIs aesthetic practice owners should be tracking now to protect (and grow) their multiple Why introducing a buyer to your team too early can cost you a million dollars at the eleventh hour How to evaluate whether you're actually ready to go to market , or whether you need a 2–3 year runway to fix structural issues first Why partnership fit, not just price, determines whether your exit becomes a legacy win or a long, painful "marriage" Timestamps (Audio Version) [00:00] Intro [01:50] What Lux Med actually does for sellers in the aesthetics space [02:48] From hospital MSOs to dental DSOs: Chris's path through healthcare consolidation [07:17] Why medical aesthetics looks like dental did 10 years ago [10:26] Family office vs. private equity: the distinction sellers miss [17:02] The operational and financial metrics buyers actually care about [21:35] Why going it alone almost always leaves money on the table [24:48] The $1M lesson: what happens when you introduce the buyer to your team too soon [28:48] Selling in 5 years vs. selling tomorrow: how to prepare either way [33:17] Inside Julia AI: the first AI-powered buyer–seller matching tool in M&A [35:31] How to get a no-obligation valuation from Lux Med Resources Mentioned Lux Med Transition Strategies: (https://luxmedtransition.com)https://luxmedtransition.com (https://luxmedtransition.com) Professional Transition Strategies (PTS): (https://professionaltransition.com)https://professionaltransition.com (https://professionaltransition.com) Julia.ai (PTS/Lux Med's proprietary AI-powered buyer–seller matchmaking tool): (https://professionaltransition.com/julia-ai/)https://professionaltransition.com/julia-ai/ (https://professionaltransition.com/julia-ai/) Kyle Francis (Founder & President, Professional Transition Strategies): (https://www.linkedin.com/in/kylewfrancis/)https://www.linkedin.com/in/kylewfrancis/ (https://www.linkedin.com/in/kylewfrancis/) MedSynergies (acquired by Optum in 2014): (https://www.optum.com/business/about/news/optum-to-acquire-medsynergies.html)https://www.optum.com/business/about/news/optum-to-acquire-medsynergies.html (https://www.optum.com/business/about/news/optum-to-acquire-medsynergies.html) Optum (UnitedHealth Group): (https://www.optum.com)https://www.optum.com (https://www.optum.com) Authority Magazine — Chris Hubble interview: (https://medium.com/authority-magazine/chris-hubble-of-luxmed-transition-strategies-five-things-you-need-to-know-to-succeed-in-the-modern-112469feeb77)https://medium.com/authority-magazine/chris-hubble-of-luxmed-transition-strategies-five-things-you-need-to-know-to-succeed-in-the-modern-112469feeb77 (https://medium.com/authority-magazine/chris-hubble-of-luxmed-transition-strategies-five-things-you-need-to-know-to-succeed-in-the-modern-112469feeb77) Connect with Chris Hubble Website: (https://luxmedtransition.com)https://luxmedtransition.com (https://luxmedtransition.com) (Contact Us page) Company LinkedIn: (https://www.linkedin.com/company/luxmed-transition-strategies)https://www.linkedin.com/company/luxmed-transition-strategies (https://www.linkedin.com/company/luxmed-transition-strategies) Connect with Justin Marti LinkedIn: (https://www.linkedin.com/in/justinmarti)https://www.linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com Website: martilawgroup.com

9. 

   26 May 2026

   From One Tiny Room to a Concierge Powerhouse: How Aesthera MedSpa’s Founders Scaled the Right Way

   In this episode of Office Hours for Practice Owners, host Justin Marti of Marti Law Group sits down with two of his own clients and longtime collaborators: Shonra Weiss, Co-Founder and CEO of Aesthera MedSpa, and Dr Megan Malzone, Co-Founder and COO. Shonra is a board-certified nurse practitioner and Certified Aesthetic Nurse Specialist with more than two decades of clinical experience, while Dr Malzone is a board-certified internal medicine physician who brings a whole-patient approach to aesthetics. Together, they built Aesthera. A self-funded, one-room operation launched in the middle of the 2020 pandemic into a full-service concierge med spa with eight treatment rooms, fifteen employees, and a second location. This conversation goes deeper than the usual growth-metrics talk. They explore the emotional reality of partnership, the discipline necessary in aesthetic practice, to treat the practice as a serious business rather than a physician’s side hustle, and the systems that made disciplined scaling possible. What You’ll Learn in This Episode Why treating a med spa as a “side gig” almost guarantees burnout, and what full commitment actually requires How to structure a multi-partner business so that disagreements, retirements, and exits don’t blow it up The hiring philosophy that led Aesthera to turn away seasoned providers in favor of culture fits Why a fractional CFO may be one of the highest-leverage hires an aesthetic practice can make How to resist chasing shiny equipment and trends, and invest only when the data and patient base justify it Timestamps [00:00] Intro [02:04] Two unlikely paths into aesthetics [04:55] Where the Aesthera vision was born [08:03] Launching a business in the middle of COVID [10:29] The scrappy “one-room” beginning [13:39] Partnership as a marriage, and the prenup that protects it [18:42] “Assigned to everyone is assigned to no one”: owning your roles [19:53] Why a med spa can’t survive as a side gig [23:08] The human side: trust, vulnerability, and going dark for a week [28:52] The fractional CFO that became a “proxy MBA” [36:35] What’s next: a second location and integrative wellness [37:54] Hiring for core values over a full book of patients Resources Mentioned Aesthera MedSpa — Concierge medical aesthetics practice in Pismo Beach, CA. Website: (https://www.aestheramedspa.com/)https://www.aestheramedspa.com/ (https://www.aestheramedspa.com/) Instagram: (https://www.instagram.com/aesthera.aesthetics/)@aesthera.aesthetics (https://www.instagram.com/aesthera.aesthetics/) Contact: 931 N Oak Park Blvd, Ste 101, Pismo Beach, CA 93449 · (805) 574-4037 Maven Financial Partners — Fractional CFO firm specializing in med spas, dental, and aesthetic practices; referenced as the pivotal early hire that gave the founders their "proxy MBA." (https://www.mavenfp.com/)https://www.mavenfp.com/ (https://www.mavenfp.com/) EOS / "Traction" (Entrepreneurial Operating System) — The "rocks" and accountabilities framework the team uses for quarterly goal-setting. Based on the book Traction by Gino Wickman. (https://www.eosworldwide.com/)https://www.eosworldwide.com/ (https://www.eosworldwide.com/) Connect with Shonra Weiss Website: aestheramedspa.com/about/our-team/shonra-weiss (https://www.aestheramedspa.com/about/our-team/shonra-weiss/) LinkedIn: linkedin.com/in/shonra-weiss-msn-np (https://www.linkedin.com/in/shonra-weiss-msn-np-33a376102/) Company: aestheramedspa.com (https://www.aestheramedspa.com/) Connect with Dr Megan Malzone Website: aestheramedspa.com/about/our-team/dr-megan-malzone (https://www.aestheramedspa.com/about/our-team/dr-megan-malzone/) LinkedIn: linkedin.com/in/megan-malzone-md (https://www.linkedin.com/in/megan-malzone-md-b82888303/) Company: aestheramedspa.com (https://www.aestheramedspa.com/) Connect with Justin Marti LinkedIn: linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com (mailto:justin@martilawgroup.com) Website: martilawgroup.com (https://martilawgroup.com)

10. 

    19 May 2026

    Inside the Med Spa Roll-Up: How Cosmetic Physician Partners Built a Founder-Owned Platform Without Private Equity

    In this episode of Office Hours for Practice Owners, host Justin Marti of Marti Law Group sits down with Daniel Schacter, CEO of Cosmetic Physician Partners (CPP), and Sean Walsh, VP of Partnerships, to unpack what actually happens when a med spa owner partners with a platform. Daniel, an Oxford MBA who spent his early career at Deloitte and McKinsey before founding multiple companies valued at over half a billion dollars, built CPP with a clear vision: scale a provider-led organization that lets practice owners retain control, unlike most private equity-backed platforms in medical aesthetics. Sean, also an Oxford MBA and former Boston Consulting Group consultant, joined Daniel in 2022 and has since become a household name in the industry, working directly with physician-owners to enter mutually successful partnerships with CPP. Together, they share the origin story of a platform now operating 75+ locations with no private equity dollars on its cap table, and walk through the realities of multiples, cultural fit, and the advisor decisions that make or break a deal. If you're a practice owner thinking about a transaction in the next year or the next five, this episode is a practical map of what to look for, what to avoid, and what really drives valuation. What You'll Learn in This Episode Why the cheapest legal bill in an M&A deal often comes from the most experienced lawyer, and how owners get burned by hiring family friends to negotiate transactions The real multiple ranges for single-clinic and multi-site med spas in 2026, and the specific factors that move you up or down the band How CPP screens partners using a rubric where financial performance is the fourth item on the list, and what comes first The unfair advantages that command premium valuations (hint: it's never price) Why opening a second location to chase a higher multiple often destroys value instead of creating it What "partner-owned" actually means when a platform has no private equity and no preferred shares in the stack [00:00] Intro [01:55] The Montreal building, a struggling dermatologist, and the accidental founding of CPP [06:42] What "partner-owned" actually means, and why there's no PE on the cap table [09:48] The No Asshole Policy and why every CPP doctor has a veto on new partners [11:01] The rubric: why financials are the fourth thing CPP evaluates, not the first [13:11] Staff turnover as the hidden culture metric every buyer reads [18:20] Buy-out vs. buy-in: the mindset shift owners get wrong [25:51] The "education tax", why hiring the wrong lawyer is the most expensive mistake in a deal [30:30] Multiples decoded: the 5x–8x range for single clinics and what moves the needle [33:04] Why a second location can earn a negative multiple [37:05] What to look for in a partner when every good offer lands in the same range Resources Mentioned Cosmetic Physician Partners (CPP): https://cosmeticphysicianpartners.com (https://cosmeticphysicianpartners.com) Victoria Park Medispa (CPP's Canadian sister brand): https://vicpark.com (https://vicpark.com) McKinsey & Company: https://www.mckinsey.com (https://www.mckinsey.com) Boston Consulting Group (BCG): https://www.bcg.com (https://www.bcg.com) University of Oxford: https://www.ox.ac.uk (https://www.ox.ac.uk) Skytale Insights Podcast (Skytale Group): https://skytalegroup.com/podcast/ (https://skytalegroup.com/podcast/) American Med Spa Association (AmSpa) — Medical Spa Show: https://www.medicalspashow.com (https://www.medicalspashow.com) Connect with Daniel Schacter Daniel Schacter is the CEO of Cosmetic Physician Partners. After earning his MBA from Oxford, Daniel spent years consulting at McKinsey and Deloitte before moving into COO and CEO roles. He founded CPP with the vision of scaling a provider-led organization that lets clinicians retain control, a deliberate alternative to private equity-backed platforms in medical aesthetics. CPP has since scaled to 75+ locations and counting. Website: https://cosmeticphysicianpartners.com (https://cosmeticphysicianpartners.com) LinkedIn: https://www.linkedin.com/in/daniel-schacter-20782221/ (https://www.linkedin.com/in/daniel-schacter-20782221/) Email (Partnerships): partnerships@cppclinics.com (mailto:partnerships@cppclinics.com) Connect with Sean Walsh Sean Walsh is VP of Partnerships at Cosmetic Physician Partners. An Oxford MBA grad, Sean spent time in investment banking and consulting at Boston Consulting Group before joining Daniel to accelerate CPP's growth in 2022. He has since become a trusted voice in medical aesthetics, working directly with physician-owners to structure mutually successful partnerships with CPP. Website: https://cosmeticphysicianpartners.com (https://cosmeticphysicianpartners.com) LinkedIn: https://www.linkedin.com/in/sfwalsh/ (https://www.linkedin.com/in/sfwalsh/) Email (Partnerships): partnerships@cppclinics.com (mailto:partnerships@cppclinics.com) Connect with Justin Marti LinkedIn: https://www.linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com (mailto:justin@martilawgroup.com) Website: https://martilawgroup.com (https://martilawgroup.com)

11. 

    12 May 2026

    Buying In: How to Structure Associate Ownership Without Wrecking the Practice

    In this episode of Office Hours, host Justin Marti of Marti Law Group sits down with Jessica Nunn, founder of Maven Financial Partners, for a candid conversation on one of the most consequential decisions a healthcare practice owner will make: when and how to bring an associate into ownership. Jessica, a CPA-turned-fractional CFO whose firm advises dental, medical aesthetics, plastic surgery, concierge, and functional medicine practices, breaks down the full lifecycle of an associate — from first-year hire to equity partner. Together, Justin and Jessica unpack compensation models, valuation timing, financing structures, and the legal and financial guardrails every owner needs before “putting a ring on it.” If you’ve ever wondered whether to stay the king of your kingdom or build a partner-driven practice, this episode lays out the trade-offs in plain English. What You’ll Learn in This Episode How to structure associate compensation at each stage, from daily minimums and flat salaries for new hires to production-based models for established providers Why owners should wait at least 18 months before offering equity, and the warning signs that an associate is ready (or not) to become a partner The right way to value a practice at the moment of buy-in, and why “sweat equity” arguments from associates usually don’t hold up How to choose between bank financing and a seller note when an associate buys in, and the risks of becoming your partner’s banker What needs to be papered up before the deal closes, repurchase rights, fiduciary duties, non-competes, distribution policies, and division of operational duties Why locking yourself into a rigid 5- or 10-year succession plan can backfire, and how to build flexibility into your exit strategy [00:00] Intro [02:55] The two associate archetypes every practice owner needs to recognize [04:35] Compensation that evolves: from daily minimums to production-based pay [07:14] “Be the king” vs. building a partner-driven practice [08:35] Why 18 months of working together comes before any equity conversation [10:46] Bank financing vs. seller notes, and why you don’t want to be your partner’s banker [12:38] Papering for the worst-case: repurchases, clawbacks, and the partnership “prenup” [14:23] The danger of mapping out the rest of your life in legal documents [18:18] Why you should value the practice the day of the buy-in, not the day the associate started [21:18] Why partner deals can be harder than third-party M&A [22:02] Cleaning up the books before a partner buys in [23:40] Dividing duties so ownership doesn’t quietly turn into resentment Resources Mentioned Maven Financial Partners — https://www.mavenfp.com (https://www.mavenfp.com) Maven Financial Partners on Instagram — https://www.instagram.com/mavenfinancial/ (https://www.instagram.com/mavenfinancial/) Connect with Jessica Nunn Website: https://www.mavenfp.com (https://www.mavenfp.com) Bio: https://www.mavenfp.com/team/jessica-nunn (https://www.mavenfp.com/team/jessica-nunn) LinkedIn: https://www.linkedin.com/in/jessica-nunn-cpa-1474a417/ (https://www.linkedin.com/in/jessica-nunn-cpa-1474a417/) Email: jessica.nunn@mavenfp.com (mailto:jessica.nunn@mavenfp.com) Phone: 972-999-6947 Instagram (Maven): https://www.instagram.com/mavenfinancial/ (https://www.instagram.com/mavenfinancial/) Connect with Justin Marti LinkedIn: https://www.linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com (mailto:justin@martilawgroup.com) Website: https://martilawgroup.com (https://martilawgroup.com)

12. 

    5 May 2026

    Banking Built for Doctors: How Panacea Financial Is Changing the Way Dentists and Physicians Borrow, Build, and Grow

    Justin Marti of Marti Law Group sits down with Brandon Finazzo, Head of Practice Solutions at Panacea Financial, for a candid conversation about what it actually takes to finance a healthcare practice in today's market. Panacea was founded by two practicing physicians who were turned away by traditional banks during their residency — and built something better. Brandon brings over a decade of healthcare lending experience from Wells Fargo, Citibank, and US Bank, and now helps dentists, physicians, and veterinarians navigate everything from their first startup loan to multi-location growth. This episode cuts through the noise on construction costs, interest rates, student debt, and the costly mistakes doctors make before they ever open their doors. What You'll Learn in This Episode Why timing matters more than most doctors realize — and what financial habits to build before you're ready to own The unique lending products Panacea offers that most traditional banks won't touch, including an unsecured partner buy-in loan What headwinds are hitting healthcare practice financing right now — and how to plan around rising construction costs and elevated interest rates The hidden dangers of stacking an equipment loan on top of a startup loan, and why it can lead to bankruptcy How to build the right advisory team from day one and why industry-specific professionals make or break a deal [00:00] Intro [01:59] How Panacea Financial Was Founded — and Why Two Doctors Built a Bank [04:32] Unique Lending Products: Partner Buy-In Loans and Conventional Construction Financing [06:30] The One-Stop-Shop Vision: From Residency to Multi-Location Ownership [08:24] What Every Growing Doctor Needs to Hear From Their Banker Before Loan #2 [10:21] Current Market Headwinds: Construction Costs, Interest Rates, and Reality Checks [13:36] How to Prepare Financially Before You Ever Apply for a Practice Loan [18:50] The Equipment Loan Trap That's Putting New Practices in Financial Crisis [22:03] What the Startup Loan Process Actually Looks Like from Application to Open Doors [25:44] Why Industry-Specific Teams Change Everything (And a Contractor Story That Proves It) [28:21] How to Connect with Panacea Financial and Find the Right Representative Resources Mentioned Panacea Practice Solutions (practice loans for dentists, physicians & vets) — (https://panaceafinancial.com/all/panacea-practice-solutions/)panaceafinancial.com/all/panacea-practice-solutions (https://panaceafinancial.com/all/panacea-practice-solutions/) American Dental Association (ADA) — (https://www.ada.org)ada.org (https://www.ada.org) Ohio State Medical Association (OSMA) — (https://osma.org)osma.org (https://osma.org) Connect with Brandon Finazzo Website: panaceafinancial.com (http://panaceafinancial.com) Email: (reach out via the website inquiry form for the fastest response) LinkedIn: https://www.linkedin.com/in/brandon-finazzo/ (https://www.linkedin.com/in/brandon-finazzo/) Connect with Justin Marti LinkedIn: (https://www.linkedin.com/in/justinmarti)https://www.linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com Website: martilawgroup.com

13. 

    28 Apr 2026

    Signals vs. Noise: What's Actually Happening in the DSO Market 2026 with Bill Neumann

    Justin Marti of Marti Law Group sits down with Bill Neumann, co-founder and CEO of Group Dentistry Now, DSO consultant, and a two-decade veteran of the dental industry. They have a candid conversation on what's actually driving the dental market right now. Bill has been at the forefront of DSO media and intelligence since the early days: he co-founded Efficiency in Group Practice, the first print publication dedicated to DSOs, and later launched Dental Sales Pro Connect, the first app built for dental product literature and information. Today, Group Dentistry Now is the number one destination for DSO news, M&A data, and emerging trends. From the feeding frenzy of 2020–2021 to today's more disciplined deal environment, Bill breaks down how DSOs are evolving, where AI is making real operational impact, and why the dentist-entrepreneur may be the most exciting story in dentistry today. If you're a practice owner, group operator, or advisor trying to cut through the noise, this episode delivers the signal. What You'll Learn in This Episode Why the DSO M&A market looks nothing like 2021, and what today's deals actually look like in terms of structure, diligence, and terms How AI is already reshaping front-desk operations and revenue cycle management, and how to evaluate which solutions are worth your attention Why private equity may not be the right capital partner for dentistry, and what alternative funding structures are gaining traction The rise of the dentist-entrepreneur, and how emerging group models are creating new pathways to scale that don't require a DSO partnership What Bill expects in the next 12–24 months, including major consolidation plays and which DSOs are quietly positioned to make big moves [00:00] Intro [01:54] Who is Bill Neumann and why Group Dentistry Now matters [03:24] How the DSO space evolved, from "undercover" to information overload [08:09] AI in dentistry: what's actually here vs. what's still hype [10:15] Front desk AI and the 30% missed call problem [14:37] The hangover from the 2020–2021 acquisition frenzy [17:34] The dentist-entrepreneur opportunity: why emerging groups are outperforming [22:55] Why private equity may not fit dentistry's timeline — and what else is working [24:21] Park Dental Partners goes public: what it means for DSO transparency [30:19] Crystal ball: what the next 24 months hold for deals, consolidation, and growth Resources Mentioned Group Dentistry Now: groupdentistrynow.com (http://groupdentistrynow.com) Dental Innovation Alliance (DIA:Venture capital firm funding early-stage dental technology companies; https://www.dialliance.com (https://www.dialliance.com) Park Dental Partners: DSO based in Minnesota/Wisconsin; completed a $20M IPO on Nasdaq (ticker: PARK) in December 2025 (https://www.parkdentalpartners.com)https://www.parkdentalpartners.com (https://www.parkdentalpartners.com) Elite Dental Partners: DSO referenced for its associate earn-in partnership model ("Elite Advantage") (https://www.elitedentalpartners.com)https://www.elitedentalpartners.com (https://www.elitedentalpartners.com) Pearl: Dental diagnostic AI platform (FDA-cleared); one of the first AI tools adopted at scale in DSOs (https://www.hellopearl.com)https://www.hellopearl.com (https://www.hellopearl.com) Overjet: FDA-cleared dental AI for caries detection and bone level quantification (https://www.overjet.com)https://www.overjet.com (https://www.overjet.com) VideaHealth: Dental diagnostic AI platform; FDA-cleared for caries detection (https://www.videa.ai)https://www.videa.ai (https://www.videa.ai) Connect with Bill Neumann Website: groupdentistrynow.com (http://groupdentistrynow.com) LinkedIn: https://www.linkedin.com/in/dentalsalespro/ (https://www.linkedin.com/in/dentalsalespro/) Connect with Justin Marti LinkedIn: (https://www.linkedin.com/in/justinmarti)https://www.linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com (mailto:justin@martilawgroup.com) Website: martilawgroup.com (http://martilawgroup.com)

14. 

    21 Apr 2026

    Why Healthcare Practices Need a Real Estate Specialist with Stephanie Principe

    In this episode of Office Hours, Justin Marti sits down with Stephanie Principe of Practice Real Estate Group to discuss how healthcare providers can make smarter real estate decisions when starting, growing, or expanding a practice. Stephanie specializes in advising healthcare professionals who are launching their own practices and guiding established providers as they grow, expand, or open additional locations. Together, they break down how market data, lease strategy, tenant improvement negotiations, and the right advisor team can materially impact a practice’s success. For dentists, veterinarians, optometrists, dermatologists, and other healthcare founders, this episode offers a practical look at how to approach real estate with more clarity, confidence, and strategy. What You’ll Learn in This Episode: How healthcare founders can use demographic and competitive data to make better location decisions Why lease term length, tenant improvement allowances, and free-rent periods matter more than most providers realize The startup mistakes that can create unnecessary cash strain early in a practice’s growth How to build the right advisor team around a transaction so that legal, construction, equipment, and real estate decisions align What can quietly derail a deal late in the process and how to avoid it [00:00] Intro [00:41] Stephanie Principe’s background [03:58] The healthcare specialities Practice Real Estate Group supports [05:22] The data that helps Doctors and Practice Owners make strategic decisions [08:29] How first-time owners should think about the search process [10:42] Why every startup needs this special advisor team around transactions [12:00] Planning buildout, equipment, and space utilization for profitability [14:18] Common deal killers in healthcare real estate transactions [17:04] How to leverage Tenant improvement allowances [19:10] Why healthcare providers need a real estate specialist, not a generalist Connect with Stephanie Principe: LinkedIn: https://www.linkedin.com/in/stephanie-principe-465b44254/ Website: https://practicerealestategroup.com/bio/stephanie-principe/ Connect with Justin Marti: LinkedIn: Justin Marti Email: justin@martilawgroup.com Website: martilawgroup.com

15. 

    14 Apr 2026

    From Ghana With No Running Water to a Multi-Million Dollar Empire w/ Lesley Kuffour

    In this episode of Office Hours, Justin Marti sits down with Lesley Kuffour for a conversation about mindset, discipline, and long-term wealth building. Kuffour is a 2024 Hartford Business Journal 40 Under 40 honoree and the owner behind Hillstone Holdings, Hillstone Recovery, a Connecticut Home Instead franchise location, and Total Health Club. He shares the story of growing up in Ghana with limited resources, earning his way to the U.S. for college, and using persistence, delayed gratification, and systems thinking to build businesses that create both income and impact. For founders, operators, and practice owners, this episode is a practical reminder that real growth is built on sacrifice, structure, and vision. What You’ll Learn in This Episode: Why delayed gratification can accelerate growth far more than early lifestyle spending How persistence and follow-through can create opportunities that look closed to everyone else How to use a career as a springboard for investing, ownership, and long-term wealth creation What business owners should systemize before trying to scale with AI Why giving back and building in your community can become part of a powerful business philosophy [00:00] Intro [03:53] Growing up in Ghana without Money and electricity [07:05] The opportunity and path to the U.S. [09:24] The breakthrough that changed everything, against all odds [13:11] The hidden drive most miss [17:16] Why giving back became part of the business model [23:09] How to fund the entrepreneurship journey [27:18] Building the means to seize the first Real Estate Deal [31:10] How he leverage corporate leadership [35:05] What business owners are getting wrong about AI [42:15] The most important step before AI and Automation [46:53] A visionary’s Advice for entrepreneurs Connect with Lesley Kuffour: LinkedIn: https://www.linkedin.com/in/lesley-kuffour-668a9272/ (https://www.linkedin.com/in/lesley-kuffour-668a9272/) Hillstone Holdings: https://www.facebook.com/HillstoneHoldingsLLC/ (https://www.facebook.com/HillstoneHoldingsLLC/) Hillstone Recovery: https://hillstonerecovery.com (https://hillstonerecovery.com) Home Instead (Tolland, Connecticut): https://www.homeinstead.com (https://www.homeinstead.com) Total Health Club: https://thetotalhealthclub.com (https://thetotalhealthclub.com) Property management/apartment inquiries: (860) 977-7117 Connect with Justin Marti: LinkedIn: https://www.linkedin.com/in/justinmarti (https://www.linkedin.com/in/justinmarti) Email: justin@martilawgroup.com (mailto:justin@martilawgroup.com) Website: https://www.martilawgroup.com (https://www.martilawgroup.com)

16. 

    7 Apr 2026

    Why Dental Practice Deals Fall Apart and How to Actually Get Them Closed with Kevin McGonigal

    In this episode of Office Hours, Justin Marti sits down with Kevin McGonigal, co-owner of the DDSmatch Northeast team, to break down why so many dental practice deals stall, unravel, or die before the finish line. With 20 years of dental industry experience, Kevin has seen the full lifecycle of a practice, from startup and buildout to scale and exit, giving him a uniquely practical view of what makes a transition succeed. The conversation goes beyond valuation headlines and digs into the real issues that shape outcomes: emotion, confidentiality, staff stability, timing, and preparation. For dental practice owners weighing a sale, considering a DSO offer, or simply trying to preserve optionality, this episode is packed with practical guidance. What You’ll Learn in This Episode: Why the hardest part of selling a dental practice is rarely finding a buyer How DIY sales break down and what to do about it Why confidentiality and staff stability can directly impact goodwill and deal value How early planning creates more control over buyer fit, timing, and exit options What practice owners should do before reacting to unsolicited DSO offers [00:00] Intro [02:20] Why valuation is only part of the story in a practice sale [03:56] Why DIY dental practice sales often fall apart [05:18] The emotional side of selling and the broker’s role in a DSO Deal [07:22] Common mistakes that can quietly kill a deal [10:30] The biggest deal killers [14:50] A real example of a failed sale that turned into a better outcome [16:58] How early owners should start planning for a transition [19:47] The impact of geography, buyer profile, and practice goals [21:19] Building the right advisor team before you are ready to sell [22:28] How to look at unsolicited DSO offers Connect with Kevin McGonigal: Website: northeast.ddsmatch.com (http://northeast.ddsmatch.com) https://ddsmatch.com/ (https://ddsmatch.com/) LinkedIn: https://www.linkedin.com/in/kevin-mcgonigal/ Connect with Justin Marti: LinkedIn: Justin Marti Email: justin@martilawgroup.com Website: martilawgroup.com

17. 

    31 Mar 2026

    How Dental Groups Scale Smarter: Financial Visibility, Systems, and Exit Readiness with Eric Pastan

    In this episode of Office Hours, Justin from Marti Law Group sits down with Eric Pastan, his former business partner in the dental services organization (DSO) they co-founded and scaled to 45 locations before achieving a private equity exit. Now serving as Director of Consulting at Elliott Davis, Eric helps healthcare organizations navigate financial complexity, build actionable growth strategies, and prepare for successful exits of their own. Together, Justin and Eric reflect on the lessons they learned while building a multi-location DSO, including what they got right, what they would do differently, and why growth without financial discipline can create serious problems. This episode is packed with practical insights for healthcare founders, dental group leaders, and anyone looking to scale with the end in mind. What You’ll Learn in This Episode: Why rising revenue can still leave your bank account flat, and the warning signs leaders often miss The financial systems and centralized reporting structures every growing DSO needs far earlier than most implement them How culture, training, and operational consistency can directly increase enterprise value and support a better exit Why growth for growth’s sake can destroy profitability without a clear ROI plan behind each new unit or acquisition How to think about debt, payer concentration, and long-term exit strategy before scaling gets too far ahead of the business [00:00] Intro [02:33] Eric’s background in helping healthcare businesses [05:24] Where growing groups should start: financial visibility, KPIs, and planning [08:37] How growth without planning can waste capital [09:15] The role culture, people, and employee incentives play in success [11:27] The hidden driver of value in a practice [15:12] Debt, self-funding, and capital strategy for scaling dental groups [17:37] Managing payer concentration risk and the Medicaid dependency challenge [19:43] How to build a practice ready to exit [20:10] Scaling a practice the right way [24:33] Final advice on bridging the gap between vision and execution Connect with Eric Pastan: LinkedIn: Eric Pastan Email: Eric.pastan@elliottdavis.com (mailto:Eric.pastan@elliottdavis.com) Website: elliottdavis.com Connect with Justin Marti: LinkedIn: Justin Marti Email: justin@martilawgroup.com (mailto:justin@martilawgroup.com) Website: martilawgroup.com Subscribe to Office Hours for more conversations on scaling, transactions, and strategy in the dental and healthcare space. Leave a review if this episode gave you a new lens on profitability, growth, or exit planning. To connect with Justin or learn more about legal and strategic resources for your organization, visit martilawgroup.com (http://martilawgroup.com) or reach out directly.

18. 

    26 Mar 2026

    Trailer

    Office Hours for Practice Owners is hosted by Justin Marti and helps healthcare practice owners make smarter decisions around starting, growing, protecting, and exiting a practice. Each episode breaks down the legal, business, and mindset side of practice ownership in plain English, with practical insights from experts who do this work every day.

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8 ratings

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