Mike Friguletto on the Key Strategies to Recession Proof Your 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, host Mike Huffaker sits down with Mike Friguletto, CEO of Beacon Oral Specialists, to explore what it takes to scale a practice to 107 locations while maintaining strong referral relationships, leveraging AI for practice optimization, and navigating generational transitions in oral surgery practices. Tune in to discover why maintaining that crucial "first five minutes" of patient experience could be the key to practice success, why AI is no match for the human touch and how digital transformation can drive practice growth rather than hinder it. We’re living in changing times, but remember - you’ve got to take it one step at a time.

What You’ll Learn:

How to build and maintain referral relationships through strategic events, continuing education, and consistent community engagement

The formula for successful practice transitions and bringing in next-generation surgeons

Why the first 5 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:

0:58 - 03:40 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, continuing education sessions, and social gatherings. Their approach focuses on bringing value to referral partners while creating opportunities for meaningful relationship building.

06:07 - 07:55 Making AI Work For Your 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.

07:58 - 09:54 Why the First 5 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.

09:54 - 11:00 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.