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