800: Are You Being Undervalued in Your Own Practice? Discover the Power of Doctor Endorsement! – Debra Engelhardt-Nash

If your team members don't endorse you, patients won't want to be there! Doctor endorsement is critical for success. To help your team do it right, Kirk Behrendt brings back Debra Engelhardt-Nash, co-founder of The Nash Institute, with her expert advice on hyping up your practice. To learn simple endorsement strategies to communicate your value and build trust, listen to Episode 800 of The Best Practices Show!

Learn More About Debra:

• Give Debra a call: (704) 904-3459
• Send Debra an email: [email protected] 
• Follow Debra on Instagram: https://www.instagram.com/debraengnash
• Book Debra for speaking or consulting: https://debraengelhardtnash.com
• Register for Debra’s Dental Business School course: https://www.thenashinstitute.com/upcoming-events/dental-business-school
• Register for Debra’s Team Communication Skills course: https://www.thenashinstitute.com/upcoming-events/team-communication-skills
• Register for the Academy for Private Dental Practice meeting (March 6-8, 2025, *Early bird prices until December 1, 2024!*): https://apdp.regfox.com/apdp-2025

More Helpful Links for a Better Practice & a Better Life:

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• Get The Best Practices Magazine for free: https://www.actdental.com/magazine
• Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

• Watch the video version of Episode 800: https://www.youtube.com/@actdental/videos
• Watch Episode 720: 2 Questions to Know if You Are Doing the Right Thing with Debra Engelhardt-Nash: https://www.youtube.com/watch?v=wzYzX3iEd3I
• Learn more about the Academy of Dental Management Consultants: https://admc.net
• Learn more about the Academy for Private Dental Practice: https://www.apdp.net

Main Takeaways:

• Endorsement from your team is something you must earn.
• Patients can hear your heart. Be genuine with endorsements.
• Building value starts on the phone with your team’s verbal skills.
• Your team’s body language and presence are signs of endorsement.
• Stop telling patients what they need. Start asking how you can serve them.
• Train your team and practice with them so they can answer difficult questions.
• Explain to your team that endorsing your practice is also part of their responsibility.
• 80% of why a patient chooses your practice has to do with establishing relationships.
• Endorsing new associates to transition them is the dentist’s and the team’s responsibility.

Snippets:

0:00 Introduction.

1:59 Debra’s background.

4:23 Why this is an important topic.

6:11 You are here to serve.

8:48 Why your team’s endorsement is important.

20:18 How the team can endorse the dentist when patients call the office.

27:03 How the team can endorse the dentist when patients come into the office.

30:08 How the dentist can endorse their hygienists to patients.

31:56 You need to earn your endorsements.

35:39 Endorse with your presence and body language.

37:43 Ask patients the magic question and know how to respond to difficult questions.

44:10 How the team can endorse new dentists.

46:20 Final thoughts.

50:05 More about The Nash Institute.

Debra Engelhardt-Nash Bio:

Debra is a trainer, author, presenter, and consultant. Having been in dentistry for over 30 years, she engages organizations and study groups nationally and internationally. She is a continual presenter for the American Dental Association, the American Academy of Cosmetic Dentistry, and the Chicago Dental Society Midwinter Meeting. 

Debra is a founding member of The Nash Institute and past president of the National Academy of Dental Management Consultants. She is an active member of the American Dental Assistants Association, the American Academy of Dental Practice Administration, and the Speakers Consulting Network. She has been repeatedly recognized by Dentistry Today as a leader in continuing dental education and as a leader in dental consulting. She is also a member of the American Dental Association’s Dental Practice Management Advisory Board, and recently became the president of the Academy for Private Dental Practice.

Debra is married to cosmetic dentist and dental educator, Dr. Ross Nash, of The Nash Institute for Dental Learning. She continues to work in his busy practice, doing exactly what she preaches.