959: The Secret Behind Selling Dentistry Without Selling – Dr. Tom Hedge

How do you sell dentistry without selling? In this episode, Kirk Behrendt brings in Dr. Tom Hedge, founder of The Houston Dentists Tanglewood, to review a recent presentation he gave at Smile Source Exchange and share his secret to selling dentistry without actually selling. To learn how to get patients to buy without feeling like they're sold to, listen to Episode 959 of The Best Practices Show!

Learn More About Dr. Hedge:

• Send Dr. Hedge an email: [email protected] 
• Join Dr. Hedge on Facebook: https://www.facebook.com/TheHoustonDentistsTanglewood
• Follow Dr. Hedge on Instagram: https://www.instagram.com/houstondentistoftanglewood
• Learn more on Dr. Hedge’s website: https://www.thehoustondentiststanglewood.com

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
• Download ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360
• Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_US
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
• 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 959: https://www.youtube.com/@actdental/videos
• Learn more about Smile Source and The Exchange: https://smilesource.com
• Try Weave: https://www.getweave.com

Main Takeaways:

• Always take photos of new patients. It is a critical step.
• Use digital photography for patient education. Let them do the talking.
• Never treat a stranger. Ask good questions and get to know your patients.
• Consider hiring a remote employee. They can free up you and your team’s time.
• Make it as easy and as convenient as possible for patients to schedule appointments.
• There isn't one big thing to make your practice better; there are a thousand little things.

Snippets:

0:00 Introduction.

0:52 Dr. Hedge’s background.

4:56 What most dentists get wrong about photography.

7:01 Selling without selling, explained.

8:46 Does Dr. Hedge invest in marketing?

9:44 All you need is an iPad.

10:09 Self-limiting beliefs about taking photos.

11:03 Let patients do the talking.

11:36 Benefits of a remote employee.

16:03 Benefits of using Weave.

16:58 Dr. Hedge’s philosophy on hygiene.

19:05 The future of technology in dentistry.

22:43 Advice for dentists.

24:24 About Smile Source Exchange.

27:35 Final thoughts.

Dr. Tom Hedge Bio:

Dr. Tom Hedge is widely known as one of the top-notch cosmetic dentists in the United States. He received his Bachelor’s degree from Kenyon College in Gambier, Ohio, where he majored in biology and chemistry. While studying at the Ohio State University College of Dentistry, he conducted research resulting in the publication of seven abstracts and one paper, which received numerous awards at the state and national levels. After graduating from dental school, he completed a general practice residency at Richland Memorial Hospital in Columbia, South Carolina. This advanced education included training in anesthesia, pediatrics, emergency medicine, geriatrics, TMJ treatment, endodontics, periodontics, orthodontics, oral surgery, prosthetics, and implantology.

Dr. Hedge is nationally recognized not only for excellence in clinical programs, but for sound business practices that make full use of the newest technologies in dentistry. He is an alumnus of the renowned Las Vegas Institute for Advanced Dental Studies, as well as the Pankey Institute for Advanced Dental Education. Dr. Hedge is a frequent contributor to dental publications, as well as professional development magazines.