Ask the GP: A General Dentist’s View on How and Why They Refer (with Dr. Victor Martel)

Aug 25, 2025

Dr. Victor Martel, a seasoned general dentist with 36 years of experience, shares fascinating insights about the referral process in dentistry. He discusses why dentists prefer certain specialists and how to foster communication and trust. Dr. Martel emphasizes the power of informal lunch meetings and strategic gifting in building relationships. He warns against over-referring and highlights the role of effective training for dental teams. This lively discussion offers valuable tips for both generalists and specialists to enhance collaboration and patient outcomes.

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ADVICE

Make Lunches About Business Growth

Use lunch meetings to review referral data and ask how you can help grow the GP's production.
Bring concrete numbers and ask, 'Is there anything we can do to help?' to deepen partnership.

ADVICE

Provide A PRC Hotline For Urgent Cases

Give top referrers a hotline or dedicated PRC contact so urgent questions reach your team quickly.
Use a separate number so GPs call only when the case truly needs immediate attention.

ADVICE

Train The Referring Team, Not Just The Dentist

Train referring staff (hygienists, front desk) with targeted lunch-and-learns that teach recognition and scheduling skills.
Give hygienists CE that helps them spot implant/higher-value cases and increases office production.

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What really motivates a general dentist to refer to a specialist, and what causes them to avoid specific specialists? In this episode of Every Day Oral Surgery, we sit down with Dr. Victor Martel to get a GP’s honest take on the referral process, communication between GP and specialists, and how to build better relationships. To get started, Dr. Martel shares advice for oral surgeons looking to strengthen their relationships with general dentists, including the power of lunch meetings and gifting. Next, we unpack the risks of referring too many specialists to patients before discussing the importance of clear, consistent, and personal communication between the GP and the specialist. You’ll even learn about how to increase referrals from GPs! If you want to understand the GP mindset and become the kind of specialist they recommend and trust, then this episode is for you, so be sure to tune in now!

Key Points From This Episode:

A warm welcome to today’s guest, Dr. Victor Martel.
Why Dr. Martel doesn’t want to be a jack of all trades and master of nothing.
The best ways to make GPs feel like they are important to oral surgeons.
Why a GP would refer multiple surgeons and the danger of doing that.
How often a general dentist wants communication, in Dr. Martel’s opinion.
The power of having lunch with a GP as a dental specialist.
Why training a GP’s staff is so important and figuring out the best CE.
Gifting in business, how to do it, and why it is so powerful.
Dr. Martel talks about how and why GPs refer and how to increase your own.

Links Mentioned in Today’s Episode:

Dr. Victor Martel on LinkedIn — https://www.linkedin.com/in/victor-martel-dmd-91431922/

Dr. Victor Martel on Instagram — https://www.instagram.com/drvicmartel/

Dr. Victor Martel Email Address — martelacademy@gmail.com

Dr. Victor Martel Phone Number — 561 602 7222

Martel Academy — https://martelacademy.com/

Giftology — https://www.amazon.com/Giftology-Increase-Referrals-Strengthen-Retention/dp/1619614332

Everyday Oral Surgery Website — https://www.everydayoralsurgery.com/

Everyday Oral Surgery on Instagram — https://www.instagram.com/everydayoralsurgery/

Everyday Oral Surgery on Facebook — https://www.facebook.com/EverydayOralSurgery/

Dr. Grant Stucki Email — grantstucki@gmail.com

Dr. Grant Stucki Phone — 720-441-6059