Jay Collins
Special guest
Jay Collins is the CEO of The Dental Lab, a multi-location dental laboratory organization serving dentists nationwide, with four locations across the United States. With a background rooted in both operations and relationship-driven growth, Jay has led the company through strategic expansion, acquisitions, and modernization while maintaining a strong focus on quality, service, and long-term partnerships with clinicians.
Under Jay’s leadership, The Dental Lab has grown beyond a single location into a scalable platform, investing in advanced digital workflows, specialized ceramic artistry, and operational systems that support consistency without sacrificing craftsmanship. He is known for building strong teams, empowering leaders, and aligning business strategy with real-world clinical needs.
Outside of work, Jay is a husband and father who values family, faith, and community. Jay was a collegiate football player—an experience that shaped his competitive drive, teamwork ethos, and leadership under pressure. Now you can find him on his family farm, raising children, chickens, and hazelnut trees with his beautiful wife.
Jay brings that same grounded, people-first mindset into his leadership style—believing that strong businesses are built on trust, accountability, and genuine relationships. Jay is passionate about the future of dentistry and enjoys connecting with dentists, lab owners, and industry partners through education, conversation, and shared experiences.
Jay Collins has been a guest on 1 episode.
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413: Jay Collins: The Art of Aggressive Calming Sales for a Dental Lab
February 23rd, 2026 | 1 hr 11 mins
1099, 2008 crash, abundance mindset, accountability, acquisitions, aggressive calm, branding, china, cold calling, commission, consistency, construction, crown and bridge, customer service, deal fatigue, decision maker, dental, dental lab, door-to-door, entrepreneurship, family business, firing clients, front desk, gatekeeper, growth, implants, irish catholic, laboratory, leadership, legacy, margins, mergers, mindset, multi-location, office dynamics, outsourcing, persistence, philadelphia, pricing, private equity, prospecting, prosthodontics, psychology, quality, recession, relationship building, removable, retention, sales, sandler system, solution selling, steamfitters, technician, thedentalab.net, turnaround time, voices from the bench
Jay Collins shares his journey from a split Philadelphia family of steamfitters and dental technicians to becoming the bold, growth-driven leader behind thedentalab.net. After the 2008 crash forced him out of construction, he dove into dental lab sales with relentless cold-calling, developing his “aggressively calm” approach that challenges traditional lab-owner mindsets. This episode is a fast-paced, hilarious deep dive into sales psychology, growth through mergers, and why labs must treat sales as seriously as production if they want to survive and scale.