Dental All-Stars - Dentistry Podcast

By All-Star Dental Academy

Dental All-Stars - Dentistry Business Podcast is for dentists looking to improve their profitability and mindset. Topics include management, leadership, marketing, scheduling, phone skills, hiring

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FAQs about Dental All-Stars - Dentistry Podcast:

How many episodes does Dental All-Stars - Dentistry Podcast have?

The podcast currently has 538 episodes available.

Dental All-Stars - Dentistry Podcast episodes:

October 28, 2019 Dental Business Mastermind: Personal and Professional Success
Entrepreneur: noun - one who organizes, manages, and assumes the risks of a business or enterprise. Often, the typical practice-owning dentist doesn’t see him or herself as an entrepreneur. But given the definition, it seems to be a reasonable leap to make. And once you admit to yourself that you are running a business, you can begin to take advantage of the resources that others use to accelerate success. One of the most important resources is a dental business mastermind.
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34min
October 22, 2019 Dental Inner Circle: The Top 5 Benefits of a Mastermind
A “dental inner circle” is a group of individuals that come together to support you and provide objective feedback on a variety of subjects. Often, a mastermind group functions as a dental inner circle. Mastermind groups are a lesser-known tool of most successful people. The fundamental goal of a mastermind is to facilitate personal and […]
The post Dental Inner Circle: The Top 5 Benefits of a Mastermind appeared first on All-Star Dental Academy.
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34min
October 22, 2019 Dental Inner Circle: The Top 5 Benefits of a Mastermind
A “dental inner circle” is a group of individuals that come together to support you and provide objective feedback on a variety of subjects. Often, a mastermind group functions as a dental inner circle. Mastermind groups are a lesser-known tool of most successful people.
...more
34min
October 14, 2019 The Power of the Dental Mastermind
Napoleon Hill conceived of the idea of a “mastermind” in his book Think and Grow Rich. He defined the “Mastermind Principle” as the effect of like-minded people working together toward a definite purpose; where the value of the whole is greater than the individual parts. In function, a mastermind group is designed to help individual […]
The post The Power of the Dental Mastermind appeared first on All-Star Dental Academy.
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34min
October 14, 2019 The Power of the Dental Mastermind
Napoleon Hill conceived of the idea of a “mastermind” in his book Think and Grow Rich. He defined the “Mastermind Principle” as the effect of like-minded people working together toward a definite purpose; where the value of the whole is greater than the individual parts.
...more
34min
September 18, 2019 Convenience, Personalization & Personal Care with Dr. Joseph Michelli
One of the constants for All-Star Dental Academy is the promotion of a service-based approach to the patient experience. One of the champions of service and experience in the modern business environment is Dr. Joseph Michelli. Dr. Michelli recently joined Alex Nottingham, JD MBA, CEO of All-Star, to discuss his latest work and how the […]
The post Convenience, Personalization & Personal Care with Dr. Joseph Michelli appeared first on All-Star Dental Academy.
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23min
September 18, 2019 Convenience, Personalization & Personal Care with Dr. Joseph Michelli
One of the constants for All-Star Dental Academy is the promotion of a service-based approach to the patient experience. One of the champions of service and experience in the modern business environment is Dr. Joseph Michelli. Dr. Michelli recently joined Alex Nottingham, JD MBA, CEO of All-Star, to discuss his latest work and how the lessons learned from his work are applicable to dentistry.
...more
23min
September 04, 2019 Case Acceptance Black Hole: Where Your Dental Dollars Disappear
Many dentists believe that all their revenue problems lie with case acceptance. But there is an interesting financial reality that parallels the patient journey from first contact through case presentation, case acceptance, treatment and follow-up. Essentially, there is a significant reduction in potential revenue from each new patient “opportunity” as the patient moves along the […]
The post Case Acceptance Black Hole: Where Your Dental Dollars Disappear appeared first on All-Star Dental Academy.
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28min
September 04, 2019 Case Acceptance Black Hole: Where Your Dental Dollars Disappear

Many dentists believe that all their revenue problems lie with case acceptance. But there is an interesting financial reality that parallels the patient journey from first contact through case presentation, case acceptance, treatment and follow-up. Essentially, there is a significant reduction in potential revenue from each new patient “opportunity” as the patient moves along the path through your practice. We call this the “Revenue Black Hole.”

The basic assumption to the Revenue Black Hole model is that not every patient will book an appointment, not every patient will show up for their appointment, and not all patients will accept recommended treatment. So the Black Hole is a mechanism that demonstrates revenue attrition at each step in the patient journey.

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Watch Alex Nottingham JD MBA, Larry Guzzardo, All-Star’s Head Instructor, and Eric Vickery, All-Star Coach, discuss Case Acceptance and the Black Hole…

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For our exercise, we
will assume $5 Million in new patient opportunities. Let’s look at what happens
to this number as a patient progresses.

Step 1 – The Phone Call

The first interaction
with your practice in the patient journey is the phone call into the office. Call
tracking research that shows that, on average, only 35% of prospective new
patient calls actually convert to appointments. This means that significant potential
revenue from new patient opportunities is lost with only the phone call itself.

So, that $5 Million in
opportunities is immediately reduced by 65% to $1.75 Million – a “loss” of
$3.25 Million.

Why is this
important to case acceptance?

Ultimately, you need to see that you will never get case acceptance from a patient who doesn’t book an appointment. Another way to look at it is that the process of case acceptance begins with whomever speaks with the prospective new patient.

Therefore, training for
case presentation begins with training on the phones. 65% of Black Hole revenue
losses come with being unable to convert phone calls.

Start with the Phones

It’s important to start
with phone calls because this is where people form opinions about what working
with you will be like. And the ability to give a great impression of the
practice to the prospective patient is not intuitive for most of us. It is also
where you begin to establish rapport with the new patient. In our other case
acceptance videos, we have shown just how critical rapport is to your ultimate
success at case presentation.

One of the great things about the Revenue Black Hole model is that it is simple and stark. Use any number for opportunities and it will be immediately cut to less than half – just on that first phone call. This loss is so significant that it should be obvious that you must start training your team on the phones to have any hope of improving case acceptance.

…

Step 2 – Showing Up

Research shows that,
typically, only 85% of patients show up for their appointment. The 15% who fail
to show up represent another huge loss in revenue. Our original $5 million in
opportunities was slashed by 65% loss due to failed conversion, and cut again
by 15%. We went from $1.75 million and are now at $1.5 million in opportunities
– another loss of $250,000.

...more
28min
August 25, 2019 Dental Case Acceptance: 5 Steps to Increase Treatment Acceptance
I haven’t yet met a dentist that wasn’t looking for some way to improve their dental case acceptance success rate with their patients. The answer comes down to knowing and implementing a systematic approach to treatment presentation. All-Star’s system is the “5 R’s of Case Acceptance.” These five elements will help you keep your patient […]
The post Dental Case Acceptance: 5 Steps to Increase Treatment Acceptance appeared first on All-Star Dental Academy.
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24min

FAQs about Dental All-Stars - Dentistry Podcast:

How many episodes does Dental All-Stars - Dentistry Podcast have?

The podcast currently has 538 episodes available.

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