reSource Minute Videos

The reSource Minute – May/June 2026

Video Transcript:
Hi, I'm Shannon Patterson. Welcome to the reSource Minute. Today, we are going to talk about gas prices and case acceptance.

Don't let the gas pump fool you. We have all fortunately felt a little relief at the gas pump; however, a gallon of gas still costs almost 30% more than it did a year ago. This market shift pulls roughly $1,000 out of the average family's discretionary budget. And unfortunately, inflation just hit a three-year high.

Orthodontic treatment is a discretionary purchase, so when families feel squeezed on the essentials like food, groceries, and fuel, case acceptance gets more sensitive, and the conversation around fees and financing matters more, not less.

Looking at some of the household segments, their spending trends, and behaviors - and how it correlates to orthodontics right now - is something we thought that you would find helpful. So on this slide, on the left-hand side, I have the household income segments broken down, and on the right-hand side, I show what their shopping behaviors are right now.

If you're serving a lower-income demographic, it might be a little tough right now. The phone might not be ringing. They are definitely struggling. They're feeling this pretty hard, and they're seeking flexible, low monthly payments, so they're looking for very affordable options.

For the middle-income segment, which is really feeling the squeeze right now, shopping behaviors are in full force. They are definitely calling three or four practices and visiting at minimum two, most likely three. They're comparing their options, and they are also delaying starts - just delaying decisions. We're going to talk a little bit more on the next slide about what you can do to protect your production.

And then for the higher-income segment, there's still a very steady demand for adult treatment and a premium experience.

Let's talk about some ways that you can protect your production while budgets are tight.

First, follow up with pending patients. Treatment coordinators should re-engage with every single shopper. The middle segment is especially comparing and delaying, so starts come from the follow-up in the pending bucket.

Number two, consider value-tiered options. Give budget-conscious families a clear path to "yes" without discounting your fees. Practices doing well right now aren't competing on price; they're not discounting their fees by $500 or $1,000. They're competing on how they present the investment of treatment to families.

Number three, lead with the monthly payment. Here's the most important thing to remember: for most families, it's not about the total fee. It's about the monthly payment. A parent rarely decides whether they can afford a $6,500 case. They decide whether they can fit one more number into a monthly budget, right there alongside their car payment and their groceries. So, lead with the monthly payment.

Present treatment as a monthly investment, not a lump sum. Offer a genuine range of down payments and terms and let families self-select the option that fits their reality. Extending payment plans keeps the monthly payment more approachable and provides a better opportunity for them to say yes.

Upsell and add on services where it fits. Retainer insurance, accelerated treatment options, virtual visits, and remote monitoring continue to capture the steady, higher-income demographic. They are seeking a premium experience.

The takeaway of this reSource Minute: a dip at the pump doesn't mean the pressure's off. Watch your case acceptance trends, lead with the monthly payment, and meet families where their budgets are.

That's your reSource Minute. We thought you'd like to know.

----
Chapters:
00:00 Introduction
00:16 Gas Prices & Case Acceptance
00:30 Effect on Discretionary Budgets
01:04 Lower-Income Demographics & Shopping Behaviors
01:41 Middle-Income Squeeze & Comparing Options
02:04 Higher-Income & Premium Demand
02:12 Strategy 1: Follow Up with Pending Patients
02:31 Strategy 2: Value-Tiered Options
02:54 Strategy 3: Leading with the Monthly Payment
03:39 Strategy 4: Upselling & Premium Add-On Services
04:12 Closing Outro
----

Connect with Bentson Copple Patterson & Associates: https://www.instagram.com/bentsoncopplepatterson https://www.facebook.com/BentsonCopplePattersonAssociates https://www.linkedin.com/company/bentsoncopplepattersonassociates/
Website: bcp-advisors.com

0 1

The reSource Minute – March/April 2026

Video Transcript:
Hi, this is Chris Bentson, and it’s time for another reSource Minute.

Today’s topic is financial risk and future reward. And to talk about that, I want to talk about the risk of educational debt. We came across the following chart that shows the average educational debt for dental specialists and some of the specialties in medicine - and you can see that orthodontics is the most expensive.

There are some reasons for that, and we could talk about that in another reSource Minute, but we’re coming out with a lot of educational debt. We’ve known that for a long time. It’s driving some decisions, but what I want to look at is what the expected clinical incomes can be for each of these lines as well.

We did some research from the Bureau of Labor Statistics, and what we find is the following data for all these dental specialties and medical specialties. This is the clinical income you can expect to make inside those specialties.

What that doesn't include is profit from the risk of ownership. As you know, we really encourage independent practice ownership or small group practice ownership because you can make so much more. As an example, if you had what the JCO (Journal of Clinical Orthodontics) describes as the average, single-doctor, independently owned practice, that practice is doing about $1.8 million in collections at 60% overhead; and that means your total income is about 40% of every dollar collected, or $720,000.

So, you can make a great financial living being an orthodontist. You can do much better being an owner than you can an employee doctor, and that’s what this number represents. This is information we thought you’d find interesting.

That’s the reSource Minute. We thought you’d like to know.

----
Chapters:
0:00 Introduction
0:16 Financial Risk vs. Future Reward
0:30 Dental & Medical Specialty Educational Debt
0:56 Anticipated Clinical Annual Income
1:20 The Financial Advantage of Practice Ownership
1:29 Potential ROI: Independent Owned Practice
2:07 Closing Outro
----

Connect with Bentson Copple Patterson & Associates: https://www.instagram.com/bentsoncopplepatterson https://www.facebook.com/BentsonCopplePattersonAssociates https://www.linkedin.com/company/bentsoncopplepattersonassociates/
Website: bcp-advisors.com

0 0

The reSource Minute – February 2026

Video Transcript:
Hello, this is Doug Copple, and it's time for another reSource Minute. This time, we're going to look back at the valuations we prepared in the calendar year 2025.

Every year, we prepare an annual review of the valuation metrics we've completed during the previous year, and many practice owners have told us they find this data useful to benchmark their individual practice. It’s also beneficial for young doctors to understand the market when they’re considering buying a practice.

Here’s a summary of the key metrics of the valuations we performed last year. First, please note that these are private doctor-to-doctor transactions. DSO and OSO transactions are completely different based upon EBITDA, and typically, they’re valued higher, but the terms are very different. If you look at this chart, the average orthodontic practice we reviewed last year had average collections of $2.65 million. The adjusted overhead rate is just under 57% - that’s the adjusted overhead rate, meaning that we have removed discretionary or non-operating expenses from the overhead, such as family payrolls and similar items. The average value as a percentage of collections is just under 85%.

I want to point out that the majority of these practices - about 60% - were actually sold at these values, or a contract has been entered into for someone to purchase all or a portion of the practice at the valued amount. So we think these percentages are fairly representative of the orthodontic space. These values are affected by many different things. Again, we’re looking at averages, but factors include the individual characteristics of the practices, primarily the profitability of the practice (which is why we talk about overhead here), growth trends, the condition of the office and equipment, location, and total contracts and accounts receivable. These are just some of the items we evaluate.

As always, we pull 25 practices as a representative sample of all the valuations we completed to give you an idea of the ranges. This list includes 25 of the practices we reviewed. You’ll see in the second column from the left the net collections for these practices. There’s a huge range - the smallest is $750,000, and the largest is number 15, with nearly $6.5 million. Actually, the largest practice we worked with last year was over $8 million.

You’ll see the overhead rates in the middle column. There’s a wide range there as well. The highest overhead practice is at 80%. On the other end of the spectrum, the most profitable practice we worked with had overhead under 39%, meaning that for every dollar collected, over 60 cents was going to the owner doctors. Again, this reflects a 41.5 percentage point difference between the highest and lowest overhead rates - wide ranges.

Also this year, those two practices - the ones with the highest and lowest overhead rates - were valued at the lowest and highest amounts, respectively. One practice was valued at 45% of collections, and the other at 120% of collections. This demonstrates just how wide the range can be. That’s why we say don’t rely on a rule of thumb like “it should be 80 or 85% of collections.” You hear that a lot.

The reality is that many factors can greatly affect the value of a practice. Just because someone is asking 70% of collections doesn’t mean it’s a great deal. And if a practice is valued at over 100%, it doesn’t mean it’s a bad deal - often, it’s justified. In fact, the practice valued at nearly 120% of collections is being sold at that amount, or a pathway to partnership is being established.

As we have in previous years, we also track the number of office locations for each practice valued. About half of the practices we valued last year were single-location practices. As shown in this chart, practices with multiple locations produce more on average and are more profitable, with lower overhead. Again, these are averages.

We've had multiple one location practices producing over three and even four million dollars last year. But the main point is just don't assume that adding another location will increase your overhead. As in prior years, it typically increases both the top line and the profitability percentage of those practices.

The final chart here is a list of the last 15 years, the practice values that we've published...

----
Chapters:
0:00 Introduction
0:17 2025 Orthodontic Practice Valuation Overview
0:41 2025 Orthodontic Market Averages
1:39 Key Drivers of Practice Value
2:03 Understanding Valuation Ranges
3:50 Single vs. Multi Location Performance
4:26 15 Year Orthodontic Valuation Trends
5:11 Closing Outro
----

Connect with Bentson Copple Patterson & Associates: https://www.instagram.com/bentsoncopplepatterson https://www.facebook.com/BentsonCopplePattersonAssociates https://www.linkedin.com/company/bentsoncopplepattersonassociates/
Website: bcp-advisors.com

0 0

The reSource Minute – January 2026

Video Transcript:

Hi, this is Chris Bentson, and it's time for another reSource Minute - a rather special one, in our opinion. This is our 100th episode since we started doing this, so it's been eight and a half years.

Today's topic is what's happened in the last episodes. In looking at the primary statistic that we want to focus on today, I want to focus on what our company, Bentson Copple Patterson & Associates, is really all about - which is understanding not only what you collect, but how you spend it and determining your overhead after you take all the goodies out.

So, what's happened over the last eight and a half years is that overhead has incrementally increased two or three percentage points, from, say, 57% to around 60% right now. This graph on the left reflects how you spend money today.

Why did it increase? Really on the backs of technology, and that was largely around Invisalign and now other aligner companies, and then some of the other technology you've implemented in your office.

Where do we think it's going to go over the next 100 episodes? Well, we think it's going to look something like this as you drip deeper and deeper into the digital space, both clinically and on the business side.

To take a little closer look at that, we think staff expense is actually going to go down. It's been your highest expense for the last 100 years that we've been tracking this, basically. And it's going to go down by about five points in the next eight and a half years.

Why? Because your digital expenses on the clinical side are going to go up - and so the ability to titrate staff expense with lab expenses is going to be a key business idea for you to focus on. That's what we think is going to happen.

Thanks for listening for the last 100 episodes. We look forward to the next 100. That's the reSource Minute. We thought you'd like to know.

----
Chapters:
0:00 Introduction
00:16 100th Episode: What 8.5 Years of Orthodontic Data Reveals
00:32 The #1 Metric Orthodontists Should Track: Practice Overhead
00:49 How Orthodontic Overhead Has Changed
01:04 Why Technology Is Driving Higher Costs
01:16 What Overhead Will Look Like in the Future
01:30 Digital Costs vs. Staff Expense: The New Tradeoff
2:06 Closing Outro
----

Connect with Bentson Copple Patterson & Associates: https://www.instagram.com/bentsoncopplepatterson https://www.facebook.com/BentsonCopplePattersonAssociates https://www.linkedin.com/company/bentsoncopplepattersonassociates/
Website: bcp-advisors.com

0 0

This video is private.

1 0

The reSource Minute – November 2025

Video Transcript:
Hello, this is Chris Bentson, and it's time for another reSource Minute.

Today's topic is Your Why = Their Why. Let's talk about your "why" first. Every year, we do a resident survey, and we ask the question, “When choosing a career in orthodontics, which factors are most important?”

The last time we did this, these were the top five factors: workload, flexibility and predictability, financial/earning potential, passion for orthodontics, positively impacting people's lives and skill set were the reasons you decided you want to go to school as a specialist, take on some debt, and become an orthodontist.’’

When you think about why your patients are coming to you, I want to suggest that their "why" matches very closely with yours. Patients want flexibility in scheduling. They want affordable ways to pay. They want to be seen by a specialist, not a general dentist. They want to improve their self-image, and they want to make sure they have a competent doctor.

There are all kinds of ways to express this, - but are you expressing these "whys" on your social media, on your website, in your patient exams, and so forth? We think it's a great idea, and it's congruent with why you wanted to become an orthodontist as well.

That's the reSource Minute. We thought you'd like to know.

----
Chapters:
0:00 Introduction
0:17 Your Why = Their Why
0:27 Top Five Factors for Choosing Orthodontics
0:53 Understanding Why Patients Choose an Orthodontist
01:14 Are You Communicating These Why's?
01:32 Closing Outro
----

Connect with Bentson Copple Patterson & Associates: https://www.instagram.com/bentsoncopplepatterson https://www.facebook.com/BentsonCopplePattersonAssociates https://www.linkedin.com/company/bentsoncopplepattersonassociates/
Website: bcp-advisors.com

2 0

The reSource Minute – October 2025

Video Transcript:
Hello, this is Chris Bentson, and it's time for another reSource Minute. Today's topic is Preventing Divorce. Don't worry, we're not talking about your marriage, but we are talking about orthodontic partnerships.

These are scary things that you hear bad stories about when you go to meetings. What are the results in orthodontic partnerships from our shop?

Like any good business marriage or personal marriage, they really are determined by good communication and a lot of flexibility. Not every party gets everything they want, but they get most of what they want. And what are the results in the partnerships that we've put together?

Over many years, we've put together 230 partnerships where we've represented the seller. We've been involved in many more where we're representing the buyer and someone else put together the partnership. In fact, over 30% of our business is involved with partnerships, so we do this every day.

What have the results been? Well, of those 230 that we put together, 26 times, they never made it to the altar. Don't think of this as a bad thing - this is not a partnership that went awry -this is a partnership that never happened. It's very good for both parties to figure this out before you get married business-wise, then afterwards.

Why didn't they happen? Maybe the practice wasn't big enough. Maybe we found a compatibility problem early, or we couldn't agree on terms - that's not a bad thing. Have we had some that didn't work out? In fact, 14 times that we know of, we've had partnerships that we have put together, that we've signed the documents, and then over a period of time, they didn't work out, so they failed or those parties got divorced. That's only 8% of that 230, so it's a very low number. It's not as scary as you might seem. With the right planning, you can have a lot of security.

If you need help putting together a partnership, or if you need help buying into a partnership - we think you need some coaching, or if you'll allow me, some counseling to get through that process to ensure its success. We're a good resource for that. Please give us a call if you're considering it.

That's the reSource Minute. We thought you'd like to know.

----
Chapters:
0:16 Introduction
0:38 The Key to Successful Orthodontic Partnerships
0:51 Bentson Copple Patterson & Associates’ Orthodontic Partnership Experience
1:11 Why Some Orthodontic Partnerships Don’t Happen - Success and Failure Rates
2:01 Get Expert Help Building Your Orthodontic Partnership
2:20 Closing Outro
----

Connect with Bentson Copple Patterson & Associates: https://www.instagram.com/bentsoncopplepatterson https://www.facebook.com/BentsonCopplePattersonAssociates https://www.linkedin.com/company/bentsoncopplepattersonassociates/
Website: bcp-advisors.com

0 0

The reSource Minute – September 2025

Video Transcript:
Hello, this is Chris Bentson, and it's time for another reSource Minute.

Today's topic, a very important one - my first job as an orthodontist. You've gone to school for a long time, you may or may not have accumulated a certain amount of debt, and now it's time to get out there and start making some money, honing your craft, and launching your career.

And when we think about that, we think there’s four main avenues that you can choose when you get out of your program, you can see those here. Some of you will do a hybrid of these, where you’re working someplace while you launch your practice or something like that. These are the lanes that we think you want to be thinking about.

When we ask you, as a resident, in our surveys, “What do you think you want to…” this is what you tell us. It’s not too surprising - you want to land in an orthodontic office if you can, as an associate, or possibly work for corporate because the money’s a little bit better and you have higher debt. That all makes sense to us - do a startup and so forth.

I can tell you that about 85% of you, currently, that graduate, will work as an associate. And we do have 100% employment. So, everybody’s going to find a place to land, which hopefully is comforting.

When we talk about “Where do you want to be,” again, this is you telling us, via a survey, where the most desirable areas - you think - are that you want to practice. You can see that it’s up and down, with the Southeast being a big draw. That’s what you tell us.

Do you need some help as you sit through all the myriad of choices and decisions you have to make, and some new language you have to learn around contracts, associate agreements, and so forth?

We think so. And we have a resource for you. Pictured here is a Partner, Shannon Patterson, and Shane Burden. You may already know about them, but they’re pretty much a dedicated resource for new and younger doctors in the specialty in the United States.

You can scan this QR code, and if you do, you’ll land on an orthodontic resident Facebook page that’s designed specifically for you, full of resources and the ability to contact us where we can talk more.

So, we hope to help you. We congratulate you if you’re about to start and launch your career.

That’s the reSource Minute we thought you’d like to know.

----
Chapters:
0:00 Introduction
0:16 First Job as an Orthodontist: What to Expect
0:38 Career Paths for New Orthodontists After Residency
0:55 Survey Insights: Career Path for Orthodontic Residents
1:13 Orthodontist Employment Stats: Associateships & Job Placement
1:24 Desired Places to Practice Orthodontics (Orthodontic Resident Survey Results)
1:38 Orthodontic Mentorship & Resources: Shannon Patterson & Shane Burden
1:50 Orthodontic Resident Facebook Group (How to Join)
2:14 Launching Your Orthodontic Career & Contact Info
2:24 Closing Outro
----

Connect with Bentson Copple Patterson & Associates: https://www.instagram.com/bentsoncopplepatterson https://www.facebook.com/BentsonCopplePattersonAssociates https://www.linkedin.com/company/bentsoncopplepattersonassociates/
Website: bcp-advisors.com

1 0

The reSource Minute – August 2025

Video Transcript:

Hi, this is Chris Bentson, and it's time for another reSource Minute. Today's topic: Transitions Available to Orthodontic Buyers and Sellers.

The way we're going to look at this is by practice size. There are a lot of practices out there that collect plus or minus $1 million a year. Almost always, whether you're buying or selling this practice, it's a doctor-to-doctor transaction - not a corporate transaction, simply due to the size.

Once you get to about $2 million, you have a few options. You can do a doctor-to-doctor sale of the entire practice, and about 20% of $2 million-and-up practices will consider a partnership. It's a little bit on the small side for a full partnership where both doctors are working four days a week - but if you're a senior doctor and willing to trade time for money, this is often how these pan out.

About 20% of $2 million-and-up practices will at least consider selling to corporate, just to see what they can get for the practice, since corporates are interested in that size.

If you are a $3 million practice or larger, very few of these are 100% doctor-to-doctor sales, because buyers have trouble coming up with the full purchase price. Most are partnerships, about 50%, where you’re buying into an existing partner’s practice. And about 50% of $3 million-plus practices will at least consider corporate to see what they could get for the practice and then work back for the corporation for a period of years.

All these strategies can work for either buyers or sellers. So, what’s your practice going to trade at? If you look at rules of thumb for valuations, generally speaking, practices will transact doctor-to-doctor at about 80% of the trailing 12 months of collections. If you’re collecting $1 million, that’s about $800,000, and so forth.

However, using that average as your benchmark can be very risky because the range of values is 45% to 100%. That’s why we always recommend getting an independent valuation to see where you fall in that range.

If you look at how that relates to profit, it’s usually 1.85 times one year’s net income. But again, that range is from 140% to 200%. These are just averages - the middle of the road.

If you’re looking at corporate, there’s a whole new term you need to learn. They typically pay five to seven times EBITDA - earnings before interest, taxes, depreciation, and amortization. We can explain more about that over a phone call if you’re interested. This is what’s out there in the market and how these practices transact, whether you’re a buyer or a seller.

That’s the reSource Minute. We thought you’d like to know.

----
Chapters:
0:00 Introduction
0:15 Transitions Available to Orthodontic Buyers and Sellers
0:28 $1 Million Practices: Doctor-to-Doctor Transactions
0:44 $2 Million Practices: Options for Sale or Partnership
1:19 $3 Million+ Practices: Partnerships vs. Corporate Sales
1:54 Valuation Rules of Thumb
2:08 Risks of Using Averages: Independent Valuations
2:24 Percent of Adjusted Profits
2:38 Corporate Valuation: 5–7x EBITDA
3:01 Closing Outro

----

Connect with Bentson Copple Patterson & Associates: https://www.instagram.com/bentsoncopplepatterson https://www.facebook.com/BentsonCopplePattersonAssociates https://www.linkedin.com/company/bentsoncopplepattersonassociates/
Website: bcp-advisors.com

1 0