What does it take to sell a thriving dental practice in just 81 days? In this episode, Dr Jesse Green is joined by returning guest Michael Filosi, who opens up about the mindset, strategy, and execution behind his successful business exit. From humble beginnings with possums in the walls to running a ten-chair, thirty-person operation, Michael shares how he built a high-performing, sale-ready practice, and why he chose to let it go.

Whether you're considering a future exit or simply want to build a better business today, this candid conversation dives deep into leadership, culture, team management, and knowing when it's time to move on. It's a must-listen for any dental entrepreneur.

1. [00:01] Michael announces the sale of his dental practice and reflects on why he made the decision to exit
2. [04:12] The turning point: how he realised the business no longer aligned with his values or energy
3. [06:00] From two chairs and possums in the walls to a 10-chair, 30+ staff high-performing operation
4. [08:38] Why being “sale-ready” long before selling enabled an 81-day exit
5. [10:55] What makes a practice attractive to buyers: reduced key-person risk, systemisation, and culture
6. [14:25] Building culture by design - leading through values, action, and high expectations
7. [17:04] Scaling lessons: how every two-chair jump brought new systems, structures, and complexity
8. [20:37] Transitioning from dentist to CEO: why Michael leaned into business as his craft
9. [30:15] The “solar system” metaphor: how Michael sees the practice team—and the value of flagpoles over flags
10. [44:19] Final advice: why owning a practice comes with risk—and how to ensure it's truly worth it.

Resources & Links:

Michael Filosi on LinkedIn

• Join the free Savvy Dentist Facebook Group
• Follow Dr Jesse Green on LinkedIn
• Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory. That’s why we created the Savvy Dentist Team Training Bundle - five powerful, system-driven programs including Front Desk All Stars, the Million Dollar Dentist, Practice Manager Masterclass, Advanced Treatment Coordinator Training, and High-Performance Hygiene. Each course delivers practical, step-by-step systems your team can use every day to build accountability and create a self-managing practice. Save $2,000 for a limited time — visit savvydentist.com/team-training.

Team Training Bundle 2025

If there is one word in dentistry that gets people sweating, it's the word ‘sales’.

Sometimes the term ‘sales’ can have a negative connotation. Sales is helping people achieve better outcomes, whether it's in healthcare or otherwise, it's about understanding your patient or your customer and helping them with a solution. In dentistry, we use other words like ‘case acceptance’ or ‘case presentation’ in an effort to not use the word ‘sales’.

In today’s episode, Jesse is joined by Abbie White who specialises in high performance sales and charting the future of sales and AI in the dental industry. Most people agree that Abbie White is a mover and shaker and one of Australia’s most dynamic sales experts.

Abbie’s superpower is being the marriage counsellor for sales AND marketing, in order to deliver an astronomical ROI. Leveraging this superpower, she brings together revenue generating teams to achieve in excess of 2000% + ROI on lead generation campaigns for leading Tier 1 global corporations.

In this episode:

1. [3:30] - Let’s redefine the word and meaning of ‘Sales’.
2. [6:22] - Giving your patient ‘options’ for treatment, and not giving your professional opinion can be costing you sales.
3. [8:38] - How to build your confidence to ensure you utilise your authentic sales skills.
4. [9:54] - Is your Marketing helping your Sales? SMARKETING is the new dental business term. Statistically only 8% of businesses have a strong alignment between their sales and marketing and those that do generate 209% more revenue!
5. [14:36] - The $money$ is in the follow up!
6. [17:29] - The value of your relationship with your patient and the direct correlation to your ability to sell to them authentically.
7. [20:44] - Is there anything else I can do for you? I've got time! Why these could be the most profitable set of words you hear this century.
8. [27:18] - How we can use A.I in our businesses immediately. (and why if you do not embrace A.I, you might be missing out on revenue)

Resources & Links:

• Join the free Savvy Dentist Facebook Group
• Follow Dr Jesse Green on LinkedIn
• Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory. That’s why we created the Savvy Dentist Team Training Bundle - five powerful, system-driven programs including Front Desk All Stars, the Million Dollar Dentist, Practice Manager Masterclass, Advanced Treatment Coordinator Training, and High-Performance Hygiene. Each course delivers practical, step-by-step systems your team can use every day to build accountability and create a self-managing practice. Save $2,000 for a limited time — visit savvydentist.com/team-training.

Team Training Bundle...

Jesse Green dives deep into one of the most powerful drivers of practice growth: personal leadership. At a time when it’s easy to blame the economy, external events, or staff challenges, Jesse challenges practice owners to take full responsibility for their outcomes - and shows how doing so can create profound momentum in business and life.

Drawing inspiration from Theodore Roosevelt’s Man in the Arena and the principles of his D.A.R.E. framework, Jesse unpacks how Determination, Acceptance, Responsibility, and Experience form the foundation of ownership. If you’ve been feeling stuck, overwhelmed, or frustrated with your results, this episode is a timely call to action — to own your ship, step into the arena, and lead with purpose.

1. [00:00] Why personal growth is the foundation of business success
2. [00:54] The slippery slope of mindset deterioration and external blame
3. [02:06] What extreme ownership really means in practice
4. [02:56] Owning your ship: The mindset shift from employee to leader
5. [04:07] The "Man in the Arena" and daring greatly in business
6. [05:58] Preparing for 2026: Reflecting and taking responsibility
7. [06:34] D = Determination
8. [08:43] A = Acceptance
9. [10:02] R = Responsibility
10. [12:04] E = Experience
11. [13:28] Charting your course: The role of intentional leadership
12. [14:46] A final call to action: Never stop, never quit, dare greatly.

Resources and Links:

• Join the free Savvy Dentist Facebook Group
• Follow Dr Jesse Green on LinkedIn
• Visit Savvy Dentist website

Mentioned in this episode:

Savvy Dentist Team Training Bundle

If your practice can’t run without you, it’s time for systems - not more theory. That’s why we created the Savvy Dentist Team Training Bundle - five powerful, system-driven programs including Front Desk All Stars, the Million Dollar Dentist, Practice Manager Masterclass, Advanced Treatment Coordinator Training, and High-Performance Hygiene. Each course delivers practical, step-by-step systems your team can use every day to build accountability and create a self-managing practice. Save $2,000 for a limited time — visit savvydentist.com/team-training.

Team Training Bundle 2025