Mike Friguletto on the Key Strategies to Recession-Proof Your Dental Practice
What if your dental practice was both recession-proof and tech-forward? Well, that would mean it’s set to thrive in today’s dentistry landscape. In this episode of The Dental Economist Show, host CRO Mike Huffaker of Planet DDS sits down with Mike Friguletto, CEO of Beacon Oral Specialists, to explore what it takes to scale a dental practice to 107 locations while maintaining strong referral relationships, leveraging AI for practice optimization, and navigating generational transitions in oral surgery practices.
What you’ll learn:
- How to build and maintain referral relationships through strategic events, continuing education (CE), and consistent community engagement
- The formula for successful practice transitions and bringing in next-generation surgeons
- Why the first five minutes of patient interaction and final billing experience are critical success factors
- How to leverage AI and data analytics to optimize practice operations and insurance reimbursements
- The strategic approach to implementing technology changes across multiple practices while managing surgeon adoption
- Why oral surgery practices remain recession-resilient and how consumer education drives growth in services like full arch therapy
As dental professionals and DSOs brace for turbulence, this episode offers a hopeful reminder of the potential of dentistry—today and in the future.
Episode Highlights
In this episode, Mike Huffaker and Mike Friguletto do a deep dive into what it really takes to scale an oral surgery practice today. Here are some highlights from the show:
Building referral networks through strategic events
Mike Friguletto reveals how his organization maintains strong referral relationships through a layered approach combining marketing staff coordination and strategic events. Large dental organizations often struggle to maintain personal connections across multiple locations, but Beacon’s formula includes tactical activities like staff visits, CE sessions, and social gatherings. Their approach focuses on bringing value to referral partners while creating opportunities for meaningful relationship building.
Making AI work for your dental practice
Another interesting reveal is that utilizing AI-powered pattern recognition to analyze insurance reimbursements and practice performance data across one’s network is largely beneficial. This technology helps identify both insurance carrier changes and internal operational opportunities, allowing for proactive problem-solving and staff education. The AI system compares practices to surface insights that drive meaningful conversations with doctors about potential improvements.
Why the first five minutes are critical
Friguletto emphasizes that patient experience hinges on the first five minutes of interaction—three minutes on the phone and two minutes at check-in. While clinical excellence is consistently high, patient satisfaction often correlates most strongly with these initial touchpoints and final billing experience. Your strategy should focus on using technology to optimize these critical moments while maintaining the human touch needed for anxious patients.
Managing change through champions
To implement new technologies and processes across multiple locations, Friguletto reveals the need for “luminaries” who can pilot changes and demonstrate success. Rather than forcing widespread adoption, they focus on winning over early adopters and building momentum gradually. This approach recognizes that newer practitioners are often more open to change while respecting the experience of established surgeons. For practice leaders implementing change, this strategic approach reduces resistance and allows for natural evolution as practices grow.
About The Dental Economist Show
Don’t miss insightful conversations with industry experts on the latest trends and top strategies to grow your DSO or dental business. Tune in to The Dental Economist Show each week as we meet at the intersection of profit and purpose.
Listen to the full episode here:
