SmartBox Dental Marketing

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Patient Attraction Episode 1214

– I’m Colin Receveur.

– Thanks for watching the Patient Attraction Podcast.

– The U.S. economy looked really good through all of 2016 and 2017.

– That doesn’t mean a correction isn’t coming – it is.

– History teaches that every boom is followed by a contraction.

– But for now, businesspeople in the U.S. are feeling optimistic.

– The thing about economic growth is that it puts more competitors on the playing field.

– The growth in competition can outpace the growth in demand, leaving each business struggling for enough customers.

– Dental practices aren’t immune to this problem.

– Barring something like well-funded universal dental care, there are only so many potential dental prospects in any market.

– If you’re getting paid less for each patient, you’ll need more of them to make any money.

– Okay, enough doom and gloom.

– If you act quickly, you can prevent the ground beneath your dental practice from eroding.

– In fact, you can even grow and thrive in the face of adverse conditions.

– That’s the basis of my upcoming book – Rise UP: The Keys to Ultimate Dental Practice Success.

– When you read this book, you’ll learn how to take the high ground in your market.

– That high ground comes with a lot of advantages, not the least of which is that you’ll make a lot more money.

– And you’ll be able to expand your patient base, even in the face of increased competition.

– Not to mention making dental insurance pretty much irrelevant to your success.

– You’ll also get a wealth of knowledge from SmartBox experts to help you make your practice marketing a new patient delivery machine.

– The book will be available later this month, and I’ll give you ordering information in a later podcast.

– You might be wondering why I’m putting out this book when my previous book, The Four Horsemen of Dentistry, came out just last year.

– The answer is that not all dental practices are the same.

– That’s not just in terms of the services they offer.

– They also differ in the competitive landscape in their markets.

– Some practices dominate because they have relatively little competition.

– Some are successful because they have a great marketing approach and provide a superior patient experience.

– If your practice is successful and you want it to become even more so, my new book is for you.

– What I describe in Rise UP is a strategy that successful and even dominant practices can use to grow even more – no matter why they’re successful.

– Practices that aren’t as successful as they want to be can use this information to safeguard their patient base and grow.

– The economy is moving into a “grow or perish” state of competition.

– Don’t let the ground erode from under your dental practice.

– Follow the Patient Attraction Podcast to learn how to get your copy.

– Join me for our next podcast.

– Until then, keep moving forward.

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Patient Attraction Episode 1213

– Thanks for watching the Patient Attraction Podcast.

– I’m Colin Receveur, founder and CEO of SmartBox.

– Right now, the U.S. economy looks pretty much unstoppable.

– We’re in an 8-year growth cycle that shows no signs of slowing down.

– Growth cycles typically last about 5 years, so this one looks very strong.

– With growth comes both challenge and opportunity for businesses, and that applies to dental practices as well.

– The challenges dentists face have been building for some years.

– Those are the rise of corporate dentistry, record numbers of new dental school graduates, and declining insurance reimbursements.

– It might surprise you to learn that those challenges also present great opportunity.

– That’s because the vast majority of those competitors will focus on offering dental services at low price points.

– They’ll all be focused on the same market segment – people with limited discretionary income.

– That’s about 70 percent of any given market.

– But the other 30 percent is where growth-oriented dental practices will focus their marketing efforts.

– That segment consists of prospects with the ability and willingness to pay more for the right dentist.

– Those prospects don’t care much about what insurance will cover.

– They do care about finding a dentist they like and trust, one they regard as the expert to solve their dental problems.

– If you’re that dentist, you’ll make more money while working less.

– Better prospects are predisposed to accept your case solutions so you won’t need to do very much selling.

– And your practice will grow in a healthy way because these better prospects are very loyal once they’ve chosen a dentist.

– When you’re in a commanding position among this segment of your market, you have the dental high ground.

– That’s ground you can grow on, even during the contraction that will inevitably follow this growth cycle.

– But to claim that high ground, you’ll need to take a different approach to marketing your practice.

– Dr. Dick Davenport decided to embrace that different approach, and here’s what he found.

– “Before we went live with SmartBox, we had 1 practice location, and at that time, we were getting about 20 new patient opportunities a month.

– “Now, 11 months later, we have 2 practice locations and we’re averaging about 70 to 75 new patient opportunities a month.

– “It’s been a big increase for us, and it’s all due to the targeted marketing that SmartBox has done for us.

– “SmartBox has worked very well with us, and very hard for us, to target the type of patients that we need to each of our locations.”

– Dr. Davenport’s practice is positioned to thrive, and our industry-leading Patient Attraction System can help your dental practice get there, too.

– Visit smartboxdentalmarketing.com and click on the “Get Started” button to reserve your free, no-obligation Practice Discovery Session.

– Invest 25 minutes of your time to discover how you can get more patients, more profits, and more freedom.

– You can join the 550 dentists on 3 continents who enjoy the benefits of working with SmartBox.

– Trust me, you’ll enjoy the view when you occupy the high ground in your market.

– Join me for our next podcast.

– Until then, keep moving forward.

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Patient Attraction Episode 1212

– I’m Colin Receveur, founder and CEO of SmartBox.

– Thanks for watching the Patient Attraction Podcast.

– As of February 2017, the ADA estimated that roughly 8 percent of dental practices in the U.S. were aligned with a dental service organization.

– Or a dental support organization – the terms are used interchangeably.

– Regardless, roughly one in 12 practices nationwide are aligned with some form of corporate dentistry structure.

– That may not sound like much, but corporate dental practices represent a trend that’s catching fire.

– I mentioned that Pacific Dental Services plans to add at least 50 more practices a year.

– Over 8 years, that would represent 40 percent growth for that company.

– Heartland Dental is another chain that’s on fire with over 1,000 dentists.

– Then there’s Aspen Dental with over 600 offices, and – well, you get the idea.

– Those practices enjoy discounts from consolidated purchasing services, state-of-the-art practice management services, and a host of other benefits.

– That’s tough for a truly independent practice to compete against.

– When you consider that the Association of Dental Support Organizations alone has 50-plus members right now, you’re talking serious numbers of dental practices.  

– So the odds are pretty good that you have one or more corporate practices in your market.

– You might be thinking that you should join a chain.

– Reports differ on whether dentists who join a corporate dental chain are truly independent in their clinical decision-making.

– Reports also differ on whether they’re under pressure to maximize profits.

– I know quite a few dentist entrepreneurs who simply hate the idea of being told what to do for their patients.

– If you’re one of them, you need a strategy to help you succeed against dentists who enjoy economies of scale that you can’t hope to match.

– Let’s face it – practices that spend less can afford to cut prices.

– If you don’t have those economies, you can’t afford to cut prices to the same degree.

– But why should you compete where corporate practices are strong?

– That makes no sense.

– Instead of focusing on price in your marketing, you need to be focusing on the segment of your market that doesn’t see price as a motivator.

– In just about every market, that segment is around 30 percent of your prospects.

– These are people who wouldn’t be caught dead in an Aspen Dental office.

– These are people who want to establish an ongoing relationship with the right dentist and dental practice.

– They’re also people who are able and willing to pay more.

– You’ll need to retool your marketing if you’re going to attract those better patients.

– Because the right dentist for your better prospects is someone they like, relate to, and trust.

– It’s someone they regard as the dental expert to solve their dental problems.

– Establishing yourself as the right dentist for better prospects is a long-term process.

– And it’s a lot of work, frankly.

– You’ll almost certainly need to revamp your website, your social media, and your blog.

– You’ll need email content streams for each specific condition and a way to manage your drip email marketing effectively.

– You might need to update your office and add some comfort amenities.

– People who are willing to pay more expect more.

– Like I said, attracting those better patients is a lot of work.

– Of course, you could outsource that marketing to an innovative, full-service dental marketing firm with a proven track record of success.

– That’s what Dr. Raleigh Pioch did when he partnered with SmartBox.

– Here’s what he said about his experience.

– “SmartBox helped me take my practice from $800K to[...]

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Patient Attraction Episode 1211

– Thanks for watching the Patient Attraction Podcast.

– I’m Colin Receveur, founder and CEO of SmartBox.

– In my previous podcast, I discussed why dentists are much better off hanging up their marketer’s hat and focusing on seeing patients.

– But I know that many dentists will keep right on wearing too many hats, handling too many aspects of their businesses, and working too hard.

– So for those who insist on doing their own practice marketing, I’d like to share a proven approach that will help you earn more while working less.

– The key is something called market segmentation.

– The basic idea is that your dental prospects aren’t all the same and won’t respond to a single marketing approach.

– Clearly, this applies to individual dental concerns, because few 20-somethings will care much about dentures or implants.

– Quite a few 60-somethings will care about prosthodontic work.

– But that’s not where the idea of segmentation stops.

– Dentists tend to segment their markets by ability to pay – without realizing it.

– Are you trying to get new patients by focusing on low price, insurance acceptance, and specials?

– Then you’ve targeted about 70 percent of your market, which sounds great.

– It sounds great until you realize you’re going to get price-shoppers, one-and-dones, and patients who want only the work that insurance will cover.

– Oh, your aching back, and neck.

– When your margins are thin, you’ll have to work a lot to make any money.

– But if you and your staff have the stamina, you can make a go of it.

– What would happen, though, if you focused your marketing on the other 30 percent of prospects?

– Those are prospects with the ability and willingness to pay more for the right dentist.

– Because of that ability and willingness, they’re not going to respond to low-price or insurance-driven marketing.

– They’re looking for something else in their dentist and hygienist.

– No matter their particular dental concerns, they’re looking for a dentist they like, relate to, and trust.

– If you think about it, it’s no different than someone staying with the same hairstylist or barber for many years, even if they have to pay more.

– It’s not because the haircuts are better but because they like that stylist or barber, and they enjoy the experience of visiting the shop.

– The lifetime value of those customers is huge.

– It’s pretty much the same with 30 percent of your prospects.

– They’re looking for comfort, relationship, and acceptable outcomes.

– Your marketing has to convey that they’ll find what they’re looking for with your practice.

– You can use the segmentation approach to appeal to specific types of dental patients who represent higher case values.

– In my March 13th podcast, I mentioned the success that Dr. Thomas J. Feder of Belleville, Illinois, is enjoying since he’s been working with SmartBox.

– Here’s something else he told us.

– He said, “Our average case value has increased.

– “People are coming in looking for dentures and implants.

– “The practice is now overwhelming our dental lab.” 

– SmartBox’s industry-leading Patient Attraction System provides Dr. Feder with a steady stream of more and better patients.

– He gets to focus on doing the dentistry while working less and making more.

– What we’ve done for Dr. Feder’s practice, we can likely do for your practice.

– Are you interested in working less, earning more, and enjoying what you do?

– Then visit smartboxdentalmarketing.com and click on the “Get Started” button to reserve your free, no-obligation Practice Discovery Session.

– Invest 25 minutes of your time to discover how you can get more patients, more profits, and more freedom.

–[...]

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Patient Attraction Episode 1210

– I’m Colin Receveur.

– Thanks for watching the Patient Attraction Podcast.

– I know thousands of dentists, and that’s no exaggeration.

– Out of those thousands of dentists, a handful have training in the principles of marketing.

– Yet the vast majority of dentists still try to handle their practice marketing on their own.

– That’s not necessarily a criticism of those dentists.

– I remember how many hats I had to wear until SmartBox grew to the point that I could hire trained professionals in different disciplines.

– I only wish I could have done it sooner.

– It was a huge relief when I took off those other hats, and I made more money, too.

– If you’re doing your own marketing, you should take off that hat.

– Differentiating yourself from your competitors is a time-intensive process.

– And it’s not the best use of your time.

– Differentiation is crucial because today, dentists are assumed to be competent.

– That’s both a blessing and a curse.

– If all dentists are competent, they’re commodities, and the only reason to choose one brand of commodity over another is price.

– It’s just like hunting for the lowest price on gas for your car.

– Don’t take offense at being labeled a commodity – that’s just how prospects think about dentists these days.

– If you’re going to attract the new patients you want rather than just getting what walks through your door, you have to give prospects reasons to choose you.

– That’s differentiation.

– When it comes to differentiating your dental practice from your competition, you can’t follow advice meant for completely different types of companies.

– As a dentist, you’re in the personal services industry just as much as you’re in the medical field.

– There’s not much that’s more personal than putting your hands inside someone’s mouth.

– Dentistry is a trust-based business, much more so than retail sales or business-to-business companies.

– You already have the assumption of competence working for you, but so do your competitors.

– So your differentiators need to focus on building trust and promoting the patient experience in your practice.

– Focus your marketing on those two factors, and you can make your practice a destination for the prospects you want.

– And prospects who care about more than price will become the patients you want to keep.

– But as I mentioned earlier, achieving that kind of difference takes time.

– And it won’t directly make you a single dollar.

– Attracting those better prospects and helping turn them into appointed patients is what SmartBox does for more than 550 dentists on 3 continents.

– Just ask Dr. James Kiehl of southern New Hampshire.

– He said, [“Since we’ve implemented our SmartBox Patient Attraction System, we’re definitely getting the quality patients that I want to see come into my practice.” 

– SmartBox will keep a steady stream of more and better new patients coming into your practice.

– You get to focus on doing the dentistry – making money by seeing patients and solving their dental problems, not spending your time on your practice marketing.

– Discover what SmartBox’s Patient Attraction System can do for your practice by visiting smartboxdentalmarketing.com.

– Click on the “Get Started” button to reserve your free, no-obligation Practice Discovery Session.

– Invest 25 minutes of your time to discover how you can get more patients, more profits, and more freedom.

– Take off your dental marketing hat.

– We’ll position you as the trusted, relatable, and personable dental expert.

– And that’s the kind of differentiation you can take to the bank.

– Join me for our next podcast.

– Until then, keep moving forward.[...]

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Patient Attraction Episode 1195

– Thanks for watching the Patient Attraction Podcast.

– I’m Colin Receveur, founder and CEO of SmartBox.

– If you’re not social media savvy, it can be kind of bewildering.

– There are thousands of sites with odd names like Facebook, Tumblr, Instagram, Snapchat, and many, many others.

– With so many choices, how are you supposed to know which ones your dental prospects are on?

– Even if you’re on social media, it’s hard to know where to invest your time and attention.

– SmartBox’s research and experience shows that there are just 3 social media platforms worth the effort for dentists.

– Those 3 are Facebook, Google+, and LinkedIn.

– Let’s start with Facebook, the undisputed king of social media.

– Facebook claims to have over 2 billion users worldwide.

– There are 200 million users in the U.S.

– That’s nearly 2 out of 3 people in the country.

– The sheer number of people using Facebook is reason enough to focus on it.

– The odds are overwhelming that most of the prospects you want to attract have Facebook accounts.

– The demographics you want are on Facebook, too.

– Roughly 53 million users are between the ages of 25 and 34.

– 38 million are between 35 and 44.

– And 32 million are ages 45 to 54.

– More women than men are on Facebook, and women are usually the dentistry decision-makers in a household.

– Facebook has been limiting the organic reach of posts.

– Currently, it’s below 6 percent and headed downward.

– But paid Facebook ads offer a host of options for targeting the people you want to reach.

– If you were going to focus on only one social media platform, Facebook would be it.

– But dentists need to look at a wider audience.

– Over 90 percent of people today begin their search for a dentist online.

– Google is still the undisputed king of search with a three-fourths market share.

– And when people search for a dentist in your market, hopefully they’ll find your practice.

– Once they do, they’ll see your Google+ page.

– Your Google+ page is essentially a build-out of your Google My Business page.

– The sidebar that appears in a search can contain patient reviews about their experiences in your practice.

– And it serves as a source of additional information for prospects.

– Dentists want to carefully consider how they can best use Google+ and make it a vital link in their marketing efforts.

– The last vital social media platform for dentists is Twitter.

– With its current 280-character limit, Twitter is the easiest and fastest way to engage current patients and prospects online.

– The demographics of Twitter are in dentists’ favor.

– 37 percent of Twitter users are between ages 18 and 29, and one-quarter are 30 to 49 years old.

– Facebook, Google+, and Twitter are the 3 most profitable social media platforms for dental practices.

– However, maintaining a strong social media presence is something almost all dental practices struggle with.

– The whole purpose of social media is to create engagement between people, or people and companies.

– You and your staff are busy, and there’s no time for responding promptly to online comments and questions.

– SmartBox’s full-package dentists only need to handle the day-to-day posting on social media.

– SmartBox creates and auto-posts a vast amount of original, informative, and helpful content to keep the social media platforms relevant and boost their SEO.

– Every month, we add professionally written blogs, infographics, videos, quizzes, and more to our doctors’ Facebook and Google+ pages.

– Maintaining our doctors’ social media presence is part of our industry-leading Patient Attraction System.

– Discover what our Patient Attraction S[...]

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Patient Attraction Episode 1194

All things come to an end, and this series of nearly 1200 podcasts on dental marketing is no exception. Rather than look backward during this final episode of the Patient Attraction Podcast, I’m going to take a hard look at the future of dentistry. Stay tuned – after our last break, I’ll tell you how your practice can thrive regardless of what happens with your competitors or the economy.

– Thanks for watching the Patient Attraction Podcast.

– I’m Colin Receveur, CEO of SmartBox.

– As recently as 2015, dentists did not see this coming.

– Almost every dentist I talk with was caught flat-footed by the sudden gold rush of new patients when the economy roared back.

– There’s just one problem in this “success” scenario – those patients don’t want to pay a lot for dental services.

– That’s because wages haven’t nearly kept up with the cost of dental care.

– Even in today’s price-war markets, patients just can’t afford elective dentistry.

– So your cash register rings and rings and rings with low-value transactions – while you work too hard for too long for too little.

– Right now, that’s looking like the future of dentistry.

– Dentists will be frantically trying to keep up with jammed schedules, wearing themselves out on routine, low-value cases.

– But remember, this “gold rush” is fueled by very low unemployment and more people with dental insurance.

– All gold rushes come to an end, and that’s going to happen to this one when the economy contracts again.

– It will, you know – history shows that every economic expansion is followed by a contraction.

– Nobody knows when that contraction will happen or how bad it will be.

– But it’s coming, and dentists need to be ready.

– What happens when a whole lot of those gold-rush patients are suddenly unemployed?

– Don’t say it can’t happen, because it happened less than 10 years ago.

– That’s the kind of thing that can keep you up at night if you think about it.

– So, don’t think about it. Take action now to keep your practice in position to thrive, no matter what happens.

– You can experience what Dr. Thomas Feder of Belleville, Illinois, did when he partnered with SmartBox.

– Dr. Feder wanted to bring on an associate as he wanted to retire, but the practice wasn’t attracting enough patients.

– After working with SmartBox for a while, Dr. Feder told us, “Our average case value has increased.

– “People are coming in looking for dentures and implants.

– “The practice is now overwhelming our dental lab.

– “We’re doing a lot better this year than we did last year, and I was extremely happy with last year.

– “If I had it to do over, there’s absolutely no doubt I would join SmartBox.”

– That’s not the end of the story, though.

– Dr. Feder did sell his practice, and it wasn’t long before his former associate – the new owner – contacted SmartBox.

– He asked us to pause his practice marketing because he couldn’t keep up with the numbers of new patients.

– Higher case value patients is how you position your practice for long-term success.

– So, for the last time on the Patient Attraction Podcast, I’m going to suggest that you visit smartboxdentalmarketing.com.

– Reserve your no-cost,  no-obligation Practice Discovery Session.

– We’ll show you can enjoy dentistry again and work less while you earn more.

– After the session, you’ll receive your free Patient Attraction Roadmap as well.

– Use the Roadmap any way you wish.

– There’s no obligation of any kind.

– Your Roadmap is your guide into the future of your practice’s success.

– With that said, let me just thank you again for tuning in to the Patient Attraction Podcast, whether this is your first time or your 50th.

– We’ll keep you advise[...]

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Patient Attraction Episode 1193

Dentistry is routinely listed as one of the 2 best professions in the U.S. That’s based on working conditions, work-life balance, compensation, and other factors. But more and more these days, I hear from dentists who are working too hard for too long for too little. I hear from dentists who are questioning their decision to invest hundreds of thousands of dollars and 4 years of their lives in dental school. When we come back, I’ll lay out the case for why you should quit dentistry, unless you make some changes.

– Thanks for watching Patient Attraction Podcast number 1193.

– I’m Colin Receveur, CEO of SmartBox.

– Let’s face it, nobody can work at 100 percent capacity forever.

– But there are way too many dentists out there who are doing just that.

– They’re running between rooms trying to keep up with a ridiculous schedule.

– They start work exhausted, they end work exhausted, and they’re exhausted in between.

– And the worst thing is that they’re not making all that much money per case.

– Their chairs are filled with low case value patients.

– They see patients who are very price-conscious and want only the dentistry that insurance will pretty much cover.

– Those dentists do an unending stream of routine exams, drill-and-fills, and the occasional crown.

– It’s hard work, it’s hard on the neck and back, and it’s no fun.

– In fact, it’s boring.

– So if this describes your days, it wouldn’t surprise me if you asked yourself more than once, “What the hell am I doing?”

– Who decided that dentistry is supposed to be a high-volume business?

– And yet, that’s what it has become, and dentists are paying the price.

– Let me ask you something, and this is important.

– Do you really think that things are going to change?

– If you’re not doing anything to change how you’re working, you’re going to keep on working that way … until your neck, your back, or your patience gives out.

– Before any of that happens, you have to make sure that you, your family, and the people who work for you are okay.

– You might think that selling your practice will make everything all right.

– Sorry to tell you this, but the days of practices selling for multiples of earnings are over.

– Dentists today are lucky to get 70 percent when they sell.

– If you’re pulling in $1.2 million a year, you can expect to get 840 thousand at best … before taxes.

– That’s not going to give you a life of comfort and ease.

– Dentistry is too good a profession to be this bad, and it doesn’t have to be.

– There’s a way you can save your neck, your back, your sanity, and your practice.

– You can put the fun and even joy back into dentistry.

– And you can work less, earn more, and enjoy life again.

– You can increase the value of your practice so that you can live the good life when you do sell.

– Get started toward your better life.

– Visit smartboxdentalmarketing.com and reserve your no-cost, no-obligation Practice Discovery Session.

– We’ll create a strategic plan to get you off the dental treadmill and enjoying dentistry again.

– After the session, you’ll receive your free Patient Attraction Roadmap as well.

– It’s yours to use any way you wish.

– There’s no obligation of any kind.

– Get the Roadmap that will lead you to the life you always envisioned as a dentist.

– And now for something completely different.

– I don’t think I’ve ever introduced a podcast by number before.

– The number itself isn’t important except as a marker for how many of these we’ve produced – nearly 1200, and that just blows my mind.

– I feel like the Iron Man of podcasts, just like Cal Ripken was the Iron Man of baseball.

– OK, maybe not.

– I’m telling you this because Smart[...]

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Patient Attraction Episode 1192

We’re about 1 month out from the midterm elections, and it’s fair to say that nobody knows what the outcome will be. This isn’t a podcast about politics. It’s about ensuring the safety and continued growth of your dental practice regardless of what happens on the political front. After the break, I’ll tell you about my new book that will give you the Keys to Ultimate Dental Practice Success. Stay tuned.

– Thanks for watching the Patient Attraction Podcast.

– I’m Colin Receveur, CEO of SmartBox.

– I’ve written quite a few books on dental marketing.

– I can’t think of one that is more timely than my most recent book, Rise UP! The Keys to Ultimate Dental Practice Success.

– It’s timely because right now, the economy is doing pretty well, and employment is at the lowest in nearly half a century.

– There’s opportunity there that success-minded dentists will capitalize on, and my new book will show you how.

– But here’s the thing – history shows that every economic expansion is followed by a contraction.

– That contraction will come – no one can say for sure when it will happen or how severe it will be.

– Everyone hopes it won’t be anything like the Great Recession of 2008, but you can’t rule that out.

– And if control of Congress changes due to the midterm elections, that could have a severe impact on the administration’s agenda.

– Again, nobody knows for sure, so the time to act to safeguard your practice is now.

– Benjamin Franklin wrote, “An ounce of prevention is worth a pound of cure.”

– That holds true today, which is why taking timely action is so crucial.

– Sometimes, though, that ounce of prevention has other benefits.

– George Herbert, a Welsh-born poet and priest, is credited with the saying, “Living well is the best revenge.”

– When you follow the guidance and techniques in my new book, you’ll be living well no matter what the economy does.

– Dr. David Moffet of theUltimatePatientExperience.com was kind enough to write the foreword to this book, and here’s part of what he said.

– “This book is a game-changer.

– “Read it once, and then reread it. Then read it again.

– “Highlight it. Write in it. Bend the corners of the pages.

– “But most importantly, use the information inside this book.

– “Put the ideas and concepts into action in your dental office.

– “These ideas are not theories. They are tried and proven.

– “You owe it to yourself and to your family to build the best possible dental office that you can.”

– I agree – you owe it yourself and your family to build the best AND the most resilient dental office you can.

– Rise UP! The Keys to Ultimate Dental Practice Success will help you do exactly that.

– You’ll learn how to take the high ground in your market: the better dental patients your competitors are ignoring.

– You’ll learn how to make dental insurance and what corporate dentistry does irrelevant to your success.

– And you can work less, earn more, and enjoy life again when you implement the techniques in this book.

– Look, change is coming sooner or later and for better or worse.

– Smart dentists will prepare now for any outcome.

– And you can get all the information you need to transform your practice for about the cost of a latte.

– No, seriously.

– You pay a measly $4.95 to cover the shipping and handling, and the book is yours.

– Now, I can’t keep this $4.95 offer going indefinitely, so take advantage now by ordering your copy at UltimateDentalPracticeSuccess.com.

– OK, last quote: Alvin Toffler, who wrote the blockbuster Future Shock, said, “The future arrives too soon and in the wrong order.”

– Embrace Ultimate Dental Practice Success, and you won’t care.

– Join me for our next podcast.

– Un[...]

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Patient Attraction Episode 1191

Dentists all over the country are suffering from a problem that most never thought they’d have. No, it’s not neck or back problems, although those conditions might be the result. The problem is that dentists have too many patients, and too few out of that flood of patients have high value for the practice. Dentists describe themselves as practically running between rooms trying to keep up with a schedule that’s largely routine exams and drill and fills. After the break, I’ll tell you how to get off the deadly dental treadmill for good.

– I’m Colin Receveur, CEO of SmartBox.

– Thanks for watching the Patient Attraction Podcast.

– It’s my firm opinion that dentistry was never intended to be a high-volume business.

– Back in the day, before dental insurance, it wasn’t like this.

– People paid cash or worked out payment terms for the services they received.

– Generally, the successful dental practices attracted people with discretionary income.

– That all changed once dental insurance was established as an optional employee benefit.

– True, dentists probably got more cleanings, routine exams, extractions, and drill-and-fills than before.

– But those are low-value procedures, and you have to do a lot of them to make any real money.

– The problem got even worse once the growth in wages started lagging behind the cost of dental care.

– It became common for people to rely on insurance to pay for even routine treatment.

– Today, you’re probably getting phone call after phone call where the first question is, “Do you take my insurance?”

– And the second question is, “How much of the cost will my insurance cover?”

– In the last few years, as insurance companies have shifted more of the payment burden to patients, price shopping has become the norm.

– That’s true even with full employment like we have now, because wages still haven’t caught up.

– Today, the deadly dental treadmill of high-volume, low-value dentistry is everywhere.

– But you know what?

– That doesn’t have to be your practice.

– There are any number of practices out there that don’t market to low-value dental patients.

– They’ve set their sights higher, and they’re reaping the benefits.

– The cure for the dental treadmill is attracting better dental patients.

– Better patients can make up 30 percent or even more of your market.

– These are patients with the financial resources and the willingness to pay more for their dentist of choice.

– They don’t care much about price or about insurance coverage.

– They want what they want, from the dentist they want – things like cosmetic dentistry, implants, and full-mouth restorations.

– And they’ll pay, often up front, to get it.

– Just imagine your schedule filled with a comfortable number of interesting, higher-value cases.

– You can take more time with each patient and practice the dentistry you want to practice.

– You can stop running between operatories.

– You can even leave the office at a reasonable hour and enjoy some well-earned time away.

– Dr. James Kiehl of southern New Hampshire has found the key to getting better patients.

– He said, “Some of the advertising I’ve done in the past was more offer driven, free exam, X-ray kinds of things.

– “When you bring patients in that way, you’re chasing them with the next offer or they’re chasing you for the next offer, all the way down the line.

– “Since we’ve implemented our SmartBox Patient Attraction System, we’re definitely getting the quality patients that I want to see come into my practice.”

– If you’re ready to work less, earn more, and enjoy life again, here’s the first step.

– Visit smartboxdentalmarketing.com and reserve your no-cost, no-obligation Practice Discovery Session.

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