What if your practice is profitable on paper—but bleeding money behind the scenes?

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In this final episode of 2025, Dr. Len Tau welcomes Dana Moss, founder of PPO Dental Consulting, for a deep dive into the realities of dental insurance and PPO strategy.

Dana breaks down how dental practices can increase profitability without sacrificing patient-centered care by negotiating smarter, streamlining fee schedules, and knowing when—and how—to strategically exit low-paying plans. Drawing from years of hands-on experience as a front office coordinator, insurance specialist, and practice administrator, Dana shares what most practices get wrong about insurance and how to fix it.

You’ll learn why billing office fees correctly is non-negotiable, how getting to the 80th percentile can dramatically change your negotiating power, and when outsourcing insurance coordination makes more sense than handling it in-house. Dana also explains umbrella plans, negotiation timelines, and why organization is the single biggest factor in PPO success.

This episode is packed with actionable insights for startups, mid-career dentists, and practice owners preparing for growth—or an eventual sale.

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What You'll Learn

• The two non-negotiables practices must fix before negotiating PPO fees
• Why billing office fees changes your profitability picture
• How the 80th percentile impacts insurance negotiations
• When to renegotiate—and when not to
• The pros and cons of DIY vs outsourced PPO negotiation
• How smarter insurance systems lead to stronger cash flow

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Key Takeaways

00:00 Welcome, Sponsors & Introducing the Episode

01:00 Meet Dr. Martin Mendelson + His Background Story

04:15 From Losing Clinical Ability to Finding Coaching & Mindset Work

07:00 How Dentists Know They Need Help + Common Roadblocks

09:20 The Book: “One Move Makes All the Difference” & Why He Wrote It

11:30 The T.E.A.M.™ Framework Explained (Thoughts–Emotions–Actions–Results)

15:30 How Mindset Impacts Decisions, Leadership & Practice Culture

18:00 Team Challenges, Accountability & Difficult Conversations

21:45 Emotional Intelligence, Assertiveness & Getting Out of Your Own Way

24:30 Why Coaching Takes Time + The Power of Culture Over Strategy

27:40 What Dentistry Often Gets Wrong Beyond Clinical Skills

28:45 Lightning Round Q&A

33:00 How to Connect with Dr. Martin + Closing Remarks

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Connect with Dana

Dana Moss
Founder, PPO Dental Consulting

📞 Phone/Text: 817-456-0012
📧 Email: dana@ppodentalconsulting.com
🌐 Website: https://ppodentalconsulting.com/

🎁 Exclusive Listener Offer
Get 25% off Dana’s DIY PPO Negotiation Kit (normally $1,000).
Use code LEN at checkout.

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Learn proven dental marketing strategies and online reputation management techniques at: https://www.drlentau.com

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This podcast is sponsored by Dental Intelligence. Learn more at: https://www.dentalintel.com/

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This podcast is sponsored by CallRail, call tracking & lead conversion software for dentists. Find out more at: https://www.callrail.com/

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Raving Patients Podcast is your go-to place for the latest and best dental marketing strategies that will help you skyrocket your practice. Follow us for more!

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