Join Dr. Murtuza Shah-Khan and Dr. Richard Offutt as they sit down with Gary Bird, founder of SMC National and host of Dental Marketing GOAT. In this no-fluff conversation, Gary breaks down the real barriers that hold dental practices back from growth—from marketing missteps to front desk inefficiencies. Learn how to convert more leads, improve patient experience, and think like a modern dental business.

Episode Navigation

00:00 – Welcome and guest intro
01:45 – Why most dental marketing fails
04:05 – Referral patients vs. marketing patients
08:00 – Breaking through the dental “growth ceiling”
10:00 – Front desk: capability vs. capacity
14:00 – How to review call “game tape”
18:30 – Training for pricing and phone conversions
21:00 – Turning insurance calls into booked appointments
25:20 – Simplifying your marketing strategy
27:45 – Final takeaways and where to connect

Key Takeaways

Dental Marketing Myths

• Most practices lose a majority of their marketing ROI at the front desk
• Referral patients come in with built-in trust—marketing patients don’t
• Practice owners often underestimate how many calls they miss or mishandle
  
  

Fixing the Front Desk

• Review recorded calls for training and accountability
• Scripts don’t mean robotic—they create confidence
• Pricing questions are not objections—they’re opportunities to connect
• Marketing without conversion systems is just expensive hope
  
  

Featured Discussion Topics

• Dental marketing strategy
• Referral vs. marketing patients
• Front desk performance
• Practice growth bottlenecks
• Call conversion and scripting
• Business systems for dental teams
  
  

Meet Our Guest

Gary Bird is the founder and CEO of SMC National, a dental marketing agency helping group practices scale with smart strategy and strong conversion systems. He’s also the host of Dental Marketing GOAT and a frequent voice in national dental business conversations.

Connect With Simplify Dentistry

Website: simplifydds.com
Podcast: Available on all major platforms

Topics: dental marketing, front desk training, dental growth strategy, practice conversion, patient acquisition, call scripting, practice management, referral patients, dental business systems