Growing A Dental Practice

Mike is joined by Sherrine Washington - founder and owner of REAL TALK Sales Consulting. Sherrine is a former Therapist turned award-winning, multi-million-dollar master sales coach & trainer. With Sherrine’s help Dentists and Treatment Coordinators can learn how to close five-figure cases on the same day of the consultation, and get paid in full!

Sherrine shares the life changing experience that not only transformed her health, but also inspired her to change the lives of so many Treatment Coordinators by giving them the confidence to have real conversations with patients and openly discuss finances.

During the episode, Sherrine breaks down exactly what the role of a Treatment Coordinator/Patient Concierge involves, and how it fits within the dynamic of a dental practice. She points out that a lack of respect for the role often leads to individuals having split roles - which dilutes the power of a Treatment Coordinator.

Sherrine highlights the negative consequences of having the wrong Treatment Coordinator or not giving your Treatment Coordinator the right training. She recalls the situation of one particular Treatment Coordinator who would hope the patient would decide to go home and not convert, so they wouldn’t have to talk about money; leaving thousands of dollars on the table.

Sherrine explains when a brand new squat practice should hire a Treatment Coordinator, before she shares her number one piece of advice for practice owners.

If you want to grow your dental office and convert more leads into patients, then you need Sherrine Washington’s help to turn your Treatment Coordinator into a sales rockstar.

Website: realtalkselling.com

Email: [email protected]

LinkedIn: linkedin.com/in/sherrinewashington

Instagram: instagram.com/realtalksherrine

Phone: 980-939-5742

Visit the Growing A Dental Practice podcast page for more details and links to streaming platforms > patientboost.dental/podcast

This episode is brought to you by PatientBoost - The Business & Marketing Growth Consultancy for Dental Practices.

“We get it. Dealing with low value patients day in, day out is exhausting. That’s why we promise to help you earn an extra 10k per month in cosmetic treatments within 90 days.”

Book your free, no obligation triage call today to learn how we can help you earn more money, work less hours, and attract better patients.

Book your 15-minute call

On this week’s episode, Mike is joined by Adrian Dray - the go to data protection and GDPR expert for dental practices. Before setting up his own consultancy, he was the data protection officer for over 600 corporate and independently owned dental practices.

Data protection and GDPR can be quite dry subjects, but Adrian has found a way to make them engaging. If you haven’t seen any of his social media posts, then you’re missing out! Adrian regularly delivers training to dental teams up and down the country. And on top of that, he’s a really nice guy and great to talk to.

Adrian begins by explaining what data protection and GDPR actually are, and it’s not long before he drops one of his “hard truths”; that it’s impossible for any dental practice or business to be 100% compliant with data protection and GDPR.

He discusses what can happen if a dental practice gets data protection and GDPR wrong, and provides actionable advice on how practices can protect themselves.

Adrian then sets out what you should do from a data protection and GDPR when setting up a squat practice or if you buy an established practice.

Before wrapping up, Adrian touches on some of the other threats facing dental practices.

Listen to the end for Adrian’s number one piece of advice for new and aspiring practice owners.

If you’d like Adrian Dray’s advice on anything related to data protection and GDPR, then get in touch with him:

• Instagram: instagram.com/adriandray.consulting
• Email: [email protected]

Are you an associate sharing patient photos on your personal social media profiles? Are you getting your patient’s consent? Sign up to Adrian’s Patient Photo Consent Done Right [Associate Edition] training to make sure you’re protected. Use coupon code: PATIENTBOOST to save 20%!

Sign up at https://learn.adriandray.consulting/courses/patient-photo-consent-done-right/buy?coupon=PATIENTBOOST

Visit the Growing A Dental Practice podcast page for more details and links to streaming platforms > patientboost.dental/podcast

This episode is brought to you by PatientBoost - The Business & Marketing Growth Consultancy for Dental Practices.

We get it. Dealing with low value patients day in, day out is exhausting. That’s why we promise to help you earn an extra 10k per month in cosmetic treatments within 90 days.

Book your free, no obligation triage call today to learn how we can help you earn more money, work less hours, and attract better patients.

Book your 15-minute call

On this week’s episode, Mike is joined by Zach Kramer - Vice President of Marketing and Business Development at Progressive Payment Solutions (PPS). PPS is a family-run payment processing and merchant services company located in New Jersey.

Zach explains why his Father, Jonathan Kramer, first started the business nearly 20 years ago; to make payment processing and merchant services more transparent for customers.

He details how payments work in general, and how many payment processors hide fees in the small print. Zach then explains the different ways dental practices can save money when it comes to taking credit card payments from patients.

Finally, Zach recounts the different ways business owners have used the money he’s been able to save them to grow their business or enjoy quality time with family and friends.

Listen to the end for Zach’s number one piece of advice for new and aspiring practice owners.

If you’re a US-based practice owner or you’re thinking about starting a practice, then get in touch with Zach Kramer to discuss all your payment processing needs.

• Website: progressivepayment.com
• Email: [email protected]
• Phone: 973-671-1722
• LinkedIn: linkedin.com/in/zach-kramer-7a31131a2

Visit the Growing A Dental Practice podcast page for more details and links to streaming platforms > patientboost.dental/podcast

This episode is brought to you by PatientBoost - The Business & Marketing Growth Consultancy for Dental Practices.

We get it. Dealing with low value patients day in, day out is exhausting. That’s why we promise to help you earn an extra 10k per month in cosmetic treatments within 90 days.

Book your free, no obligation triage call today to learn how we can help you earn more money, work less hours, and attract better patients.

Book your 15-minute call

On the podcast this week, Mike is joined by Dr Mudasser Hussain - an Associate Dentist turned Executive Coach. Mudasser spends three days in practice, and another two running his coaching business, Clarity Coaching International. His mission is to inspire individuals and organisations by unlocking their potential and providing them with clear goal-focused solutions, to enable them to fulfil their dreams and aspirations.

We discuss how Hussain got into dentistry, and how he realised coaching was his purpose. He explains the impact coaching has had on his life and how it can change your life too. Hussain walks us through his morning routine which begins at 5am, and sets him up for a successful and productive day.

Hussain believes more Dentists would benefit from coaching to cope with stress, anxiety, and running a business, but feels coaching isn't widely accepted within dentistry (yet). He also points out how coaching could have a positive impact within a dental practice and the wider industry.

Listen to the end for Hussain’s number one piece of advice for new and aspiring practice owners.

If you’re interested to know how coaching can transform your life, get in touch with Dr Mudasser Hussain.

• Website: mudasserhussain.com
• Email: [email protected]
• Phone: +447897690560
• LinkedIn: linkedin.com/in/mudasser-hussain-34a333229
• Instagram: instagram.com/ClarityCoaching_Int
• Facebook: facebook.com/profile.php?id=100060867364219

Visit the Growing A Dental Practice podcast page for more details and links to streaming platforms > patientboost.dental/podcast

This episode is brought to you by PatientBoost - The Business & Marketing Growth Consultancy for Dental Practices.

We get it. Dealing with low value patients day in, day out is exhausting. That’s why we promise to help you earn an extra 10k per month in cosmetic treatments within 90 days.

Book your free, no obligation triage call today to learn how we can help you earn more money, work less hours, and attract better patients.

Book your 15-minute call

This week, Mike is joined by Justin Leigh, Founder of Focus4Growth - a sales & leadership training company specialising in the dental market, to talk all about consultative selling and coaching leadership.

He’s the bestselling author of INSPIRE, INFLUENCE, SELL (master the psychology, skills, and systems of the world’s best sales teams), and INSPIRE, CONSULT, SELL (master the consultative communication skills of the best dental teams to deliver a world class patient experience).

Justin has trained thousands of business professionals in amazing companies like 3M, Align Technology, the MiSmile Network, mydentist, Biohorizons, and many more. He’s the British Dental Industry Association’s (BDIA) preferred sales trainer and is invited to speak for many business organisations including the BDA, the BACD, FMC Dentistry Events, Institute of Professional Sales, The Institute of Directors, etc.

He works with some of the fastest growing businesses in the world. His mission is to share world class business best practices with his dental clients, so they can become the market leaders in their field and make a bigger impact on the world.

During the episode, Justin explains what consultative selling and coaching leadership is, how they can both benefit dental teams, and gives practical examples of how they can be implemented in dental practices.

Listen to the end for Justin’s number one piece of advice for new and aspiring practice owners.

If you’d like help improving your sales and leadership skills, then get in touch with Justin Leigh and his team.

• Website: focus4growth.co.uk
• Email: [email protected]
• LinkedIn: linkedin.com/in/business-sales-acceleration
• Instagram: instagram.com/focus4growth
• Book: Inspire, Influence, Sell
• Book: Inspire, Consult, Sell

Visit the Growing A Dental Practice podcast page for more details and links to streaming platforms > patientboost.dental/podcast

This episode is brought to you by PatientBoost - The Business & Marketing Growth Consultancy for Dental Practices.

"We get it. Dealing with low value patients day in, day out is exhausting. That’s why we promise to help you earn an extra 10k per month in cosmetic treatments within 90 days."

Book your free, no obligation triage call today to learn how we can help you earn more money, work less hours, and attract better patients.

Book your 15-minute call

This week, Mike is joined by Claire Frisby (The Remote Dental Nurse) and Katey Read (The Dental Virtual Assistant) to talk all about remote teams in dentistry. Claire & Katey explain what a virtual team member or team actually is and the various roles and responsibilities they can do.

They then discuss how hiring a virtual team member or team can massively benefit a dental practice, and address some of the downsides. Claire & Katey describe when it makes sense to hire a remote team member or team, especially in respect to starting a squat practice.

Finally, Claire & Katey share their top tips for hiring and working with a virtual team member or team.

This is a great episode with two of the nicest, hardest working individuals in dentistry.

If you need help with admin, compliance, virtual TCOing, TCO training & mentoring, then get in touch with Claire Frisby or Katey Read.

Claire Frisby

• LinkedIn: linkedin.com/in/claire-frisby-00738748
• Instagram: instagram.com/theremotedentalnurse

Katey Read

• Website: thedentalva.co.uk
• LinkedIn: linkedin.com/in/katey-read-06709634
• Instagram: instagram.com/thedentalvirtualassistant
• WhatsApp: 02036486367

Visit the Growing A Dental Practice podcast page for more details and links to streaming platforms > patientboost.dental/podcast

This episode is brought to you by PatientBoost - The Business & Marketing Growth Consultancy for Dental Practices.

We get it. Dealing with low value patients day in, day out is exhausting. That’s why we promise to help you earn an extra 10k per month in cosmetic treatments within 90 days.

Book your free, no obligation triage call today to learn how we can help you earn more money, work less hours, and attract better patients.

Book your 15-minute call

Mike is joined by Claire Frisby and Thomas Lee who together form Dental Open Days. Claire is a former dental professional, while Thomas is a dental marketer, and as a team they are helping dental practices plan, market, and run successful open days for Invisalign, dental implants, facial aesthetics, and more.

We dive into what an open day actually is, when to consider one, and why they are so good at attracting patients and generating revenue. The Dental Open Days team points out which treatments work particularly well with open days, but also state other opportunities to host an open day.

Thomas discusses how to market an open day and why it’s so important to adapt your marketing approach during the build up to the event. Claire explains how you prepare for an open day and shares her top tips for having a super successful event.

Finally, the Dental Open Days team highlights some things to avoid when planning an open day and Mike gets Claire and Thomas to share their number one piece of advice for any practice owner thinking about hosting an open day.

If you want to run a successful dental open day without the stress of planning and managing the whole thing on your own, then get in touch with Claire and Thomas at Dental Open Days.

• Website: dentalopendays.com
• Thomas LinkedIn: linkedin.com/in/thomas-lee-citrine
• Claire LinkedIn: linkedin.com/in/claire-frisby-00738748
• Dental Open Days Brochure: Download Info Guide

Visit the Growing A Dental Practice podcast page for more details and links to streaming platforms > patientboost.dental/podcast

This episode is brought to you by PatientBoost - The Business & Marketing Growth Consultancy for Dental Practices.

We get it. Dealing with low value patients day in, day out is exhausting. That’s why we promise to help you earn an extra 10k per month in cosmetic treatments within 90 days.

Book your free, no obligation triage call today to learn how we can help you earn more money, work less hours, and attract better patients.

Book your 15-minute call

On this week’s episode, Mike is joined by income protection specialist, Warren Robins. Warren is the co-founder of MediDent Financial Services which helps Dentists and medical professionals save thousands on their income protection policies and other insurances.

Warren starts off by explaining what income protection is and why it’s important for Dentists, before stating why it’s even more important for new practice owners. He then goes on to explain the difference between income protection and critical illness insurance, and why income protection is the safer bet in most scenarios.

Then it gets really interesting. Warren explains why Dentists should be wary of the main income protection providers who hide premium increases in the small print. Essentially, the full cost of cover presented to Dentists is significantly less than what they will actually pay. In fact, on average, Warren is able to save Dentists £40k over the term of their cover!

This may sound too good to be true, but Warren has all the facts and data to back it up.

Warren points out that your monthly premiums are likely to ramp up once you hit 40 and that you can still save money by switching income protection providers even in your 50s - provided you don’t have any pre-existing medical conditions.

He blows Mike’s mind with a story of how he saved one particular Dentist £100k by switching providers, before revealing a smart way to protect your retirement plans.

This was an eye-opening conversation with a guy who really knows his stuff, offers quality financial advice, and really cares about his clients.

If you want to save money on your income protection policy, then get in touch with Warren today.

• Phone: 07977093361
• Email: [email protected]
• Website: medidentfs.co.uk
• LinkedIn: linkedin.com/in/warren-robins-6b433b26

Visit the Growing A Dental Practice podcast page for more details and links to streaming platforms > patientboost.dental/podcast

This episode was brought to you by PatientBoost, The Business & Marketing Growth Consultancy for Dental Practices. PatientBoost helps Principal Dentists earn more money, work less hours, and attract better patients. Book a 15-minute triage call today to find out how you can enjoy more freedom!

Book your 15-minute triage call

This week Mike is joined by business advisor, Matt Fox, from Cultivate Advisors. Cultivate is a Chicago-based consultancy offering small business owners tailored 1:1 advice, access to hundreds of resources, and connecting them to a community of like-minded business owners to help them grow their business at an exponential rate.

Matt describes some of the common challenges facing entrepreneurs, including wearing all the hats and starting a “passion” business. He then explains how digging into a business - particularly where a business currently is, where the owner wants to get to, and how fast - is important for creating a roadmap to move forward.

Mike & Matt discuss how accountability plays a big role in the success of a business, especially when the owner seeks outside assistance. Matt then stresses the importance of making business decisions based on financials; does this make financial sense? Will it get an ROI?

He talks about the need to hire or partner with people that compliment your own skill set; no one is good at everything. Matt explains the need for any business owner to spend time working “on” the business and not just “in” the business and how the business owner's exit strategy can have a huge influence on how business is approached.

Matt points out that sometimes just getting someone with a different perspective to look at your business can be a game changer and how dangerous it can be to make decisions based on emotions.

He highlights three red flags when looking to find the right business advisor for your business, before sharing a few success stories of his own.

Finally, Mike & Matt chat about how a shift in mindset can unlock the full potential of a business.

If you’d like Matt’s help to grow your dental practice, then reach out to him:

• Phone: 920.363.2251
• Email: [email protected]
• Website: cultivateadvisors.com
• LinkedIn: linkedin.com/in/mdfox

Visit the Growing A Dental Practice podcast page for more details and links to streaming platforms > patientboost.dental/podcast

This episode was brought to you by PatientBoost, The Business & Marketing Growth Consultancy for Dental Practices. PatientBoost helps Principal Dentists earn more money, work less hours, and attract better patients. Book a 15-minute triage call today to find out how you can enjoy more freedom!

Book your 15-minute triage call

Pete “DeconPete” Gibbons joins Mike on this weeks episode to talk all about infection prevention and control.

DeconPete gives a great explanation of what infection prevention and control is, and why it’s so important within a dental practice.

He describes the challenges facing dental teams when implementing infection protection measures, before discussing upcoming changes to regulations which many practices are not ready for.

Pete describes what a new squat practice needs to do in order to pass a first CQC inspection. This includes a detailed walkthrough of an ideal local decontamination unit (LDU) including rough investment cost.

Finally, DeconPete explains the steps any new Principal should take as soon as they get the keys to their new practice; from auditing what’s already happening to getting existing staff trained up.

Pete is super passionate about helping dental practices navigate the sometimes misunderstood world of infection prevention and control, and you can hear that is the way he speaks. He also has an incredible knack for explaining complex things in layman’s terms.

If you’d like Pete to help you and your dental team, then reach out to him:

• Mobile: 07581309835
• Email: [email protected]
• Website: deconpete.co.uk
• LinkedIn: linkedin.com/in/petegibbons/

Visit the Growing A Dental Practice podcast page for more details and links to streaming platforms > patientboost.dental/podcast

This episode was brought to you by PatientBoost, The Business & Marketing Growth Consultancy for Dental Practices. PatientBoost helps Principal Dentists earn more money, work less hours, and attract better patients. Book a 15-minute triage call today to find out how you can enjoy more freedom!

Book your 15-minute triage call