SmartBox Dental Marketing

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Patient Attraction Episode 1190

If you’ve been following these podcasts, you know that one of the underlying ideas behind SmartBox’s Patient Attraction System® is getting better dental patients – people with the means and willingness to receive elective dental care on a fee-for-service basis. Depending on where your practice is located, you might doubt that there are many better patients in your market. When we come back, I’ll share the results from one fairly typical market to show you just how many better patients are out there. Stay tuned.

– Thanks for watching the Patient Attraction Podcast.

– I’m Colin Receveur, CEO of SmartBox.

– One of SmartBox’s employees works remotely from Evansville, Indiana, about 120 miles from SmartBox.

– 2 of my sisters-in-law went to school at University of Southern Indiana (USI) in Evansville.

– It’s a city of about 120 thousand people, and the average household income is well below the Indiana state average.

– You probably wouldn’t think there’d be many better dental patients in that market.

– You’d be wrong.

– Using city-data.com, I found these numbers from 2016, the most recent available.

– Evansville’s median household income in 2016 was about $39 thousand compared to the state average of $52 thousand.

– Doesn’t sound very promising, does it?

– To be fair, the cost of living is also lower than the state average.

– But take a slightly deeper dive into the numbers, and the results are surprising.

– Looking just at household incomes over $75 thousand, roughly twice the median, here’s the breakdown.

– 5,270 households have income between $75 thousand and $100 thousand.

– That’s 10.3 percent of households.

– 2,462 households, or 4.8 percent, have income between $100K and $125K.

– And 2,471 households, or 4.8 percent, have incomes over $125 K.

– Put those numbers together for this small city, and about 20 percent of households – around 10,000 – have more than double the median income.

– Evansville probably represents the extreme lower end of the percentage of better patients.

– For instance, using 2016 figures, Cincinnati is 24.1 percent over $75K.

– Nashville, Tennessee, is 34.7 percent.

– Waco, Texas, is 23.2 percent.

– And Salem, Oregon, is 30.5 percent.

– If your market is in or near a decent-sized city, you might be able to pull up the same city-data.com information for your area.

– Here are the patients-per-dentist numbers for Evansville, Cincinnati, and Nashville.

– Evansville is 1470 PPD, which is great, while Cincy is 1694 and Nashville is 1388 PPD.

– Those are all good to great numbers.

– But let’s take Evansville as a worst-case scenario for better patients.

– I’ll arbitrarily set the average household size at 2.5 persons in the demos we’re talking about.

– That’s 25,000 better patients, and getting just 7 percent is another 1750 patients.

– What would you do with 1750 loyal patients who don’t rely much on what dental insurance will or won’t cover? …

– … Who represent far higher lifetime value to your practice? …

– … Who have the ability and willingness to pay more for the right dentist? …

– … Who stay, pay, and refer?

– The odds are that you would work less, earn more, and enjoy life again.

– You could handle more of the cases you love instead of thousands of routine drill-and-fills.

– You could take extended vacations with the family – maybe even retire early, if you want.

– However, you won’t get many of those better patients by advertising low price or insurance acceptance.

– SmartBox will get them for you.

– We provide a steady stream of better patients so our doctors can focus on actually doing the dentistry … which is how dentists make money, after all.

– That’s why [...]

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Patient Attraction Episode 1189

I’ve heard people compare online marketing to a chess game. You’ve got to have a strategy, they say, and be prepared to adjust that strategy depending on what your opponent does. That’s not a terrible comparison, but it’s not completely accurate. Chess has rigid rules that dictate how a piece can move and how far. Another rule requires that a player must protect the king or resign the game. The dental marketing “game” doesn’t have rigid rules; you get to make your own. If you’re losing at your own game, why would you continue to play by rules that don’t work? After the break, I’ll tell you how to stop the madness of doing what doesn’t work to get you the patients you want and need.

– Thanks for watching the Patient Attraction Podcast.

– I’m Colin Receveur, CEO of SmartBox.

– If you’re a dental practice owner who handles your own marketing, your decisions determine how well your marketing performs.

– I know thousands of dentists, and out of the ones who do their own marketing, there are a handful who are really good at it.

– The rest don’t know that they’re not good at it, and that’s a problem.

– It’s not that those doctors don’t get new patients.

– They do, but they spend far too much money to get their new patients.

– They also don’t get the quality of patients they could be getting, patients who can actually pay for services instead of relying on insurance.

– And yet, those dentists keep marketing in the same way that doesn’t work.

– Maybe you do the same thing.

– You’ve heard the quote that’s often attributed to Einstein.

– The definition of insanity is to keep doing the same thing over and over and expect different results.

– Look, if you had a composite resin that wasn’t durable enough, you’d stop using it and find something better.

– After all, you make the rules for your dental practice, so you can change them whenever you consider it necessary.

– That’s a sane and sensible approach – why not apply the same awareness to your marketing?

– Maybe it’s because you don’t think there’s anything better out there.

– Dr. Katie Post of Rochester, Minnesota, was determined to stop the downward trend in collections that existed when she bought into her practice.

– She contacted SmartBox, and time has validated her decision.

– She said, “SmartBox has been very instrumental in the growth of our practice going from 250 to 300 to 350 new patients per month …

– “… contributing ideas to us on marketing techniques, helping us evaluate the effectiveness of how much money I’m spending and where I should spend that money to make it the most effective.”

– Dr. Post, and hundreds of other dentists on three continents, are benefitting from the power of SmartBox’s industry-leading Patient Attraction System®.

– SmartBox provides a steady stream of better patients for our doctors so they can focus on actually doing the dentistry.

– And isn’t that why you got into dentistry in the first place?

– SmartBox dentists can work less, earn more, and enjoy life again.

– Are you ready to stop the dental marketing madness of doing the same thing over and over and expecting different results?

– Get started by visiting smartboxdentalmarketing.com to reserve your no-cost, no-obligation Practice Discovery Session.

– Invest 25 minutes in a phone call that will show you how your practice can thrive while you enjoy solving your patients’ dental problems.

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

– It’s yours to use however you wish – there’s no obligation.

– Join me for our next podcast.

– Until then, keep moving forward.

The post Dentists Should “Stop The Madness” appeared first on SmartBox » The Patient Attraction Podcast.

The post Dentists Should [...]

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Patient Attraction Episode 1188

The thing about dental marketing is that it’s a joy when it works, but it can feel more like a jail sentence when it doesn’t. There are a lot of dental marketing firms out there, and some are pretty good at what they do. Others aren’t particularly good, but they’ll soak you in cancellation fees if you want out of your long-term contract. Dental marketing doesn’t have to be that way. When we come back, I’ll tell you why shorter-term and medium-term marketing contracts are the way to go. Stay tuned.

– I’m Colin Receveur, CEO of SmartBox.

– Thanks for watching the Patient Attraction Podcast.

– The longest contractual relationship that most dentists will ever have is a home mortgage.

– That’s generally a very tolerable relationship because you know that with every payment, you’re getting a greater and greater ownership stake.

– And paying off that mortgage is a very freeing experience.

– A long-term contract with a dental marketing firm that doesn’t deliver results is not a tolerable relationship.

– Not delivering isn’t the same as not getting hits, clicks, likes, and follows.

– Any minimally competent marketing company can get you those.

– But the only metric that matters is new patient butts in your chairs.

– New patients pay the bills and add to your retirement savings, not all that other stuff.

– Don’t get me wrong – hits and clicks are good and necessary, but they’re not enough.

– If you’re not getting enough actual return on your investment, you feel like you’re throwing away your hard-earned marketing dollars.

– Even worse, you feel like you’re not getting anywhere with your practice.

– Some dentists will bite the bullet and pay the outrageous cancellation fee to end the contract.

– Others suffer in comparative silence, waiting for the contract to expire.

– I think that dentists don’t have to suffer from bad marketing or  lock-in contracts.

– That’s why SmartBox has introduced 6-, 12-, and 18-month marketing contracts for our dentists.

– We understand that every dentist’s situation is different and that 1 contract length isn’t right for everyone.

– But what is right for every dentist who wants to earn more, work less, and enjoy life again is getting more patients who represent higher value to the practice.

– That’s what SmartBox delivers for hundreds of dentists on 3 continents – a steady stream of better dental patients.

– Better patients are usually fee-for-service patients who don’t much care about price or insurance acceptance.

– They care about finding a trustworthy, relatable dental expert to solve their problems, and they’ll pay what it takes.

– When your new patient stream includes a lot of better patients, you don’t have to work so hard or so long.

– In fact, you can even have the time and energy to enjoy life again.

– After all, what are you really working for – to exhaust yourself making money, or to have the time and money to enjoy life away from the practice?

– If it’s to enjoy yourself, then you’ll need to work less and earn more.

– Better dental patients will allow you to do both.

– Dr. Jeffrey Tocci of Wellesley, Massachusetts, has this to say about his relationship with SmartBox.

– “I’m in a comfortable place with a very good, comfortable company helping us achieve those goals.

– “It’s been great. So excited, I just happened to call up my team and upgraded our services to the next level.

– “That’s how impressed I’ve been.”

– What SmartBox is doing for Dr. Tocci, we can do for your dental practice.

– Get started by visiting smartboxdentalmarketing.com and reserving your no-cost, no-obligation Practice Discovery Session.

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

– It’s yours to us[...]

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Patient Attraction Episode 1187

We’re experiencing one of the 2 longest economic booms in U.S. history. Unemployment is at a 50-year low, meaning that many more people are working and are looking for dental care. But we shouldn’t forget that it was only 10 years ago that the bottom fell out of the economy, and dental practices everywhere took a hit. Dentists’ incomes didn’t begin to rise again until 2015. History convincingly shows that what goes up – the economic boom – will come down. When that happens, will the ground under your practice crumble? I’ll be right back to tell you how to position your practice to thrive during good times and bad.

– Thanks for watching the Patient Attraction Podcast.

– I’m Colin Receveur, CEO of SmartBox.

– If you’re like most dentists these days, your practice is slammed with patients.

– You might be working longer hours or even staying open more days to meet the demand for services.

– If you were in practice during the aftermath of the Great Recession, your patient numbers are probably pretty reassuring.

– They shouldn’t be reassured, because as the last economic downturn proved, that flood of patients can dry up to a trickle almost overnight.

– Every economic boom is followed by a contraction.

– There’s no telling when the next contraction will happen or what will trigger it.

– There’s also no way to know whether that contraction will be mild or major.

– In the event of a major downturn in the economy, what will happen to your dental practice?

– As we saw back then, when there’s a severe contraction, companies lay off or terminate employees in large numbers.

– No more paycheck, no more dental insurance, no more dental work.

– When a breadwinner becomes unemployed, the available funds are used for basic needs.

– Health care, including dental care, can become something of a luxury.

– There goes your patient base, and if you’ve staffed up to meet the current demand, you may be faced with letting some people go … or taking a pay cut yourself.

– The current “ground” under your practice is composed largely of low case value patients.

– But it’s not the only ground in your market.

– There’s firmer ground that won’t be affected by an economic downturn.

– The higher ground is composed of better dental patients with considerable discretionary income and savings.

– They’re not driven by low price or insurance.

– Better dental patients have the ability and the willingness to pay more for the right dentist.

– That means you can work less and earn more.

– You won’t be stuck on the dental treadmill of routine, boring, low-value cases.

– Here’s a pro tip – the right dentist for better patients isn’t the discount dentist.

– Dr. Ryan Shepherd of Albuquerque, New Mexico, didn’t have time to figure out how to attract dental patients, but he found a solution.

– He said, “After I did one of the SmartBox webinars, I really felt confident that you guys knew what you were doing …

– “… and that you could take me from point A to point B with virtually no pain on my part and relatively little involvement on my part.

– “And that’s important to me because I don’t have time to become an expert; I’ve gotta be a dentist, I’ve gotta be a business owner.”

– Dr. Shepherd’s dental practice is on much firmer ground now.

– Your practice can be, too.

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

– Invest 25 minutes of your time in a phone call that will allow your practice to thrive in good times and bad.

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

– It’s yours to use however you wish – there’s no obligation.

– Don’t leave your dental practice on quicksand when you ca[...]

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Patient Attraction Episode 1186

The Golden Age of Dentistry sounds like a myth to most practicing dentists. The idea that they could have a fairly leisurely schedule while still having time away from the practice and a terrific income is completely foreign to them. It’s true that things have changed tremendously in dentistry compared to 50 years ago. But it’s also true that dentists today can enjoy the same kind of relaxed and fulfilling professional and personal lives that dentists did half a century ago. I’ll be right back to tell you how to turn myth into reality. Stay tuned.

– Thanks for watching the Patient Attraction Podcast.

– I’m Colin Receveur, CEO of SmartBox.

– I talk with dentists nearly every day, and I consistently hear the same thing from them.

– Their practices have become pressure cookers.

– Those dentists are sprinting between operatories because their schedules are slammed.

– They’re working more hours and even staying open more days in some cases trying to keep up.

– And yet, they’re not really making all that much money in exchange for countless hours spent hunched over the chair.

– There are several factors driving dentistry’s high-pressure environment, and they’re all related.

– The first is the rise of corporate dentistry.

– The chain practices and large dental groups have efficiencies of scale that very few dentists can hope to match.

– Their overheads are far lower than yours, so they can afford to be the low-price leaders in your market.

– The second factor is the move by dental insurance companies to shift costs to patients.

– Wages haven’t come close to keeping pace with the increased cost of providing dental care.

– Patients without much discretionary income but with dental insurance are looking for the lowest price.

– That’s exactly why corporate dentistry is siphoning off new patients.

– The third factor is record numbers of new dental school graduates who owe an average of $260 thousand in student loans.

– Those cash-strapped dentists are fuel for the corporate machine, which is offering huge sign-on bonuses and tuition repayment programs.

– But some new dentists are able to obtain venture capital to start up their own practices, increasing competition even further.

– And like other dentists in your market, they offer low prices, specials, discounts, and insurance acceptance.

– So, to sum up – there are a lot more people looking for dental care, but only at the lowest price and with insurance acceptance.

– And you run, and run, and run during your workdays while you make not enough money on each patient.

– If this sounds like a self-defeating trap, that’s because it is.

– But there is a way out, and Dr. Raleigh Pioch of Salem, Oregon, found it.

– He said, “I thank my lucky stars I discovered the way to break free.

– “For me, my practice is the path to true freedom.

– “I want to be free to live a full life and have the money to do it!

– “And it’s hard to be ‘free’ if you’re stuck behind a chair 24/7.”

– Dr. Pioch became a SmartBox dentist and escaped the self-defeating trap.

– In fact, he increased his collections from $800 thousand to $3.2 million in just 6 years.

– SmartBox works with hundreds of dentists on 3 continents to help them escape the dental pressure cooker.

– We provide a steady stream of better patients so our doctors can focus on doing less dentistry for more money.

– SmartBox dentists work less, earn more, and enjoy life again.

– Discover what SmartBox can do for your practice.

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

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

– There’s no obligation – it’s yours to use however you wis[...]

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Patient Attraction Episode 1185

Too much of anything isn’t good, and dentists across the country are realizing the truth of that saying. They’re swamped with patients thanks to the economic boom. The problem is that most of those patients don’t represent high value to the practices. Dentists are getting price shoppers, insurance-driven patients, and one-and-dones with little or no loyalty to the practice. There’s a better way to run this railroad, and when we come back, I’ll tell you why getting better patients will put your practice on the right track.

– I’m Colin Receveur, CEO of SmartBox.

– Thanks for watching the Patient Attraction Podcast.

– Following the Great Recession of 2008, dentists were struggling to keep their chairs filled.

– The massive unemployment caused families to prioritize food, clothing, and shelter over dental care.

– Now, the U.S. is near or at full employment, and the dentistry business is booming.

– And the patients are back with a vengeance.

– However, just because someone is employed and has dental insurance doesn’t mean they have money to spend on dentistry.

– Wages haven’t come close to keeping pace with the increased cost of providing dental care.

– So it’s not surprising that dentists are getting a flood of low-value new patients.

– That’s not to say you can’t make money in this scenario.

– But with dental insurance companies cutting reimbursements, your margins will be thin.

– So you’ll have to see a huge number of patients to compensate.

– That’s happening now – the dentists I talk with say they’re practically on roller skates, flying between rooms to keep up.

– When it comes to long-term success, this is the wrong track.

– It’s too hard on you, your staff, and your equipment.

– It keeps everyone on staff working too long for too hard for too little.

– It doesn’t provide enough return for all your efforts.

– And it keeps you chained to your practice.

– Dr. Michael Abernathy, founder of Summit Practice Solutions, has this to say.

– “If you’re not working towards something that’s going to give you freedom, what in the world are you working towards?

– “I’ll tell you: MORE WORK.

– “There’s a better way. You just need the blueprint to build it.”

– The better way is to get better patients, patients with the ability and willingness to pay more for the right dentist.

– Better patients aren’t overly concerned with low price or insurance coverage.

– They’re generally fee-for-service and more than happy to pay.

– Typically, they’re also very loyal to their chosen dentist, so their lifetime value to your practice is huge.

– However, you won’t get better patients with your current marketing approach.

– You need an integrated system to position you as the only logical choice for the better patients in your market.

– SmartBox works with hundreds of dentists on 3 continents.

– We provide a steady stream of better patients so our doctors can focus on doing the dentistry and more of the dentistry they love to do.

– SmartBox dentists can work less, earn more, and enjoy life again.

– The takeaway is that low price, discounts, or insurance don’t attract better dental patients.

– Shifting your marketing to appeal to the better prospects in your market pays dividends.

– Dr. Thomas Feder of Belleville, Illinois, discovered just that after he became a SmartBox dentist.

– “Our average case value has increased,” Dr. Feder said.

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

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

– Discover what SmartBox can do for your  dental practice.

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

– After the session, you’ll receive[...]

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Patient Attraction Episode 1184

Word-of-mouth recommendations from dental patients aren’t gone by any means. What’s changed is that the vast majority of dental prospects go online and research that doctor after getting a recommendation. Your online reviews play a huge role in your prospects’ decision to choose you over a competitor. If your reviews don’t portray you as the trustworthy and relatable dentist, the best prospects in your market will choose someone else. I’ll be back after the break to tell you how to position yourself as the dentist of choice for the prospects that will allow you to work less, earn more, and enjoy life again. Stay tuned.

– I’m Colin Receveur, CEO of SmartBox.

– Thanks for watching the Patient Attraction Podcast.

– Dentists today are viewed as being competent unless proven otherwise.

– That’s both a plus and a minus.

– It’s a plus because no dentist is automatically assumed to be more competent than another.

– It’s a level playing field, so to speak.

– And it’s a minus because it gives prospects no reason to choose one dentist over another except for price and dental insurance acceptance.

– That’s how dentists get into price wars where only the practice with the deepest pockets wins.

– And when you get right down to it, nobody has deeper pockets than the corporate dental practices.

– It’s just like Walmart, which has greater financial resources and unbeatable economies of scale compared to small retailers.

– When did dentistry become the equivalent of small stores competing with Walmart?

– This is absolutely not how you should conduct what’s routinely ranked as one of the 2 best professions in the U.S.

– Because, let’s face it – in a fight between a small store and Walmart, the big guy always wins.

– The only way that the small shop competes successfully is to attract a different customer base.

– That’s the kind of people with greater discretionary income who aren’t driven by the lowest price.

– It’s people with money who can afford to be choosy, even when it comes to their teeth.

– That’s why your online reviews are so crucial.

– Reviews are social proof in this internet age.

– They’re proof for the better prospects in your market that you’re more than just another dentist.

– Reviews help to establish you as the trustworthy, relatable dental expert that better prospects are looking for.

– The more highly positive 4- and 5-star reviews the better, because your star rating is a snapshot of you and your practice.

– If your star rating is 4.2 but a competitor’s is 4.8, many prospects won’t even read your reviews.

– Research has shown that most people trust online reviews as much as they trust recommendations from colleagues or friends.

– Managing your online reputation is vital for getting more new patients.

– But you and your staff probably don’t have time to continually monitor your online reviews.

– Enter SmartBox’s  RAVE Reputation Management System.

– RAVE automatically solicits reviews from your existing patients following each appointment.

– RAVE publishes your reviews to popular review sites such as Google and Yelp, where they factor into your website’s search rating.

– Your practice is immediately notified of all new online reviews so that you or your staff can quickly deal with any negative reviews.

– RAVE is the smart solution to protecting your online reputation.

– You can learn more by visiting the RAVE review site at ravereviewsystem.com or by calling SmartBox’s Digital Practice Consultants at 502-509-1413.

– Your online reputation is vital to your continuing success – particularly if you don’t want to go head-to-head with the Walmart of dentistry.

– Join me for our next podcast.

– Until then, keep moving forward.

The post Dentists’ On[...]

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Patient Attraction Episode 1183

There’s an old saying that a journey of a thousand miles begins with a single step. But when you think about it, walking isn’t necessarily the best way to cover a long distance. I did the math, and a thousand-mile journey takes about 1.7 million steps. It can be a long journey for a dentist to reach retirement, and there are obviously a lot of steps involved. But taking big steps toward retirement will not only get you there sooner, it’ll get you there in much better shape. I’ll be back after the break to tell you how to take giant steps on your journey.

– Thanks for watching the Patient Attraction Podcast.

– I’m Colin Receveur, CEO of SmartBox.

– Let me start out by asking something outrageous.

– What if you could thrive by seeing just 6 dental patients a day?

– That probably sounds like a fantasy.

– Most dentists these days are drowning in patients.

– Every patient they see, during the course of each overly busy day, is a small step on the road to retirement.

– Now, I don’t want to imply that any dentist will see 1.7 million patients during a career.

– But the way things are now, the vast majority of dentists will see far too many patients.

– They’re taking small steps because most of their patients don’t represent much value to the practice.

– They’re seeing routine cleanings and exams, drill-and-fills, and insurance-driven patients who only want what insurance will cover.

– Those patients are very small steps on a long journey.

– But back to that fantasy of seeing just 6 patients a day – it’s not a fantasy.

– It’s the everyday reality for more and more dentists who are saying, “Enough!”

– They’ve had it with being on the dental treadmill.

– They’ve had it with feeling chained to their practices.

– They’re fed up with not having time for family, friends, or themselves.

– They’re tired of aching backs and necks.

– They’re tired of practicing routine, unrewarding dentistry.

– They’re tired of being tired.

– So they’ve decided to take giant steps on the journey to retirement.

– Dr. Sean Hanson of Salem, Oregon, decided to lengthen his stride, so to speak.

– He said, “I will be able to spend more time away from the office, and that’s really my biggest thing.

– “Not that I don’t like working and not that I don’t like my job …

– “… but if I know that I have good doctors here and good hygienists and good staff members, then if I’m here, I’m just another pair of hands.

– “Ultimately, I can go and take a week vacation with my kids and take them to Europe or go somewhere farther away than just California.

– “That is ultimately the goal: that I’m not spending my 40s and 50s slaving away doing dentistry.”

– Dr. Hanson’s initial giant step was to partner with SmartBox.

– Our industry-leading Patient Attraction System® works 24/7 to get our doctors a steady stream of better dental patients.

– Those are the fee-for-service prospects in your market, and there are a lot more of them than you might think.

– With higher case values, you don’t have to work so hard.

– When you’re viewed as the dentist of choice for fee-for-service patients, you can pretty much name your own price instead of lowballing like your competitors.

– Just ask Corey Hurcomb of Tulip Tree Dental Care near South Bend, Indiana.

– He said, “For SmartBox, what really was interesting to me was to see that you can set it up until the person feels like you’re an expert.

– “They look at it from a holistic approach.

– “It’s not just search and optimization, it’s not just pay-per-click, it’s not just the website revisions, not just SEO, it’s not just social media.

– “It’s the whole combination.”

– Discover what SmartBox can do for your dental practice.

– Visit s[...]

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Patient Attraction Episode 1182

If you’re on the dental treadmill of an endless stream of low-value, uninteresting, routine cases, you might wonder if there’s a way to make your practice everything you always hoped it would be. The short answer is yes, and it’s available to a select group of dentists who want to work less, earn more, and enjoy life again. I’ll be back after the break to tell you how to transform your dental practice. Stay tuned.

– I’m Colin Receveur, CEO of SmartBox.

– Thanks for watching the Patient Attraction Podcast.

– Dentists everywhere in the country are enjoying a boom in the number of patients wanting services.

– The economy is near full employment, and more people have both income and dental insurance.

– So it’s understandable that people are getting routine cleanings and exams.

– People are getting their teeth fixed.

– But relatively few people are spending more on dental care than what insurance will cover.

– So, dentists are providing services to a packed schedule of low-value patients.

– That would be fine if dentists were robots, but they’re not.

– They’re flesh-and-blood human beings with human limitations.

– A lot of the doctors I talk with wonder how they’re going to keep up the frantic pace.

– They’re also wondering whether they’ll be forced to slow down or even quit due to neck or back injury.

– Look, I get it – if you’re young and healthy, you can probably keep up with demand for quite awhile.

– But why should you?

– Did you become a dentist to work too hard for too long for too little?

– Of course not – you became a dentist to do good, challenging work, to change lives, and to make a really good living.

– Is that what you’re doing now?

– Or are you seeing nothing but drill-and-fills, routine exams, and the occasional crown?

– This isn’t what you wanted – why are you tolerating it?

– Maybe you need an “Aha!” moment.

– Dr. David Maloley of Colorado had his moment, and here’s what he had to say.

– “You can stay stuck in 1975 and say, ‘This has always worked for me,’ but the climate has changed.

– “My radio results have fizzled over time, my print results have fizzled over time.

– “The 2 things that really provided all the flow of patients to my practice last year was the internet and referrals.

– “My thought process was scratch what’s not working and double down on what is working.

– “For me, it was an obvious choice to connect with SmartBox and all of your insights on marketing …

– “… because what does every dentist want?

– “They want to do the dentistry that they want to do, not because they have to do it and get on a treadmill.”

– Imagine what it would be like to do the dentistry you want to do and to have the time to do it right.

– Imagine being able to work less, earn more, and enjoy life again.

– As with Dr. Maloley, that can be your experience when you partner with SmartBox.

– We provide a steady stream of better patients so our doctors can focus on actually doing the dentistry they love to do.

– Better patients have the ability and willingness to pay more for the right dentist.

– They’re not motivated by low price or what insurance will cover.

– SmartBox’s industry-leading Patient Attraction System® can position you as the dentist of choice for the better patients in your market.

– And that will utterly transform your dental practice.

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

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

– There’s no obligation of any kind, so the roadmap is yours to use however you wish.

– You can transform your practice, and SmartBox will help you do it.

– Join me for ou[...]

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Patient Attraction Episode 1181

Small business owners everywhere usually wear way too many hats. Owners have their fingers in, or at least oversight of, payroll, insurance, human resources, supplies, accounts receivable and payable – the list goes on and on. When it comes to dentists, there are a couple of additional hats: the dentistry itself, and the practice marketing. After the break, I’ll tell you why working hard isn’t the only way or even the best way to succeed in dentistry. Stay tuned.

– Thanks for watching the Patient Attraction Podcast.

– I’m Colin Receveur, CEO of SmartBox.

– Dentists all over the country tell me that the economic recovery has been a mixed blessing.

– True, those dentists are making money.

– But it’s also true that they’re working way too hard to do it.

– The doctors I talk with tell me they’re practically running between rooms trying to keep up.

– That might sound like a gold mine, but it’s not.

– Those dentists are seeing mostly insurance-driven, price-shopping, and one-and-done patients.

– They’re working too hard for too long for too little.

– That pace, and the number of hours spent hunched over the chair, can take a toll on necks and backs.

– Quite a few of those dentists are wondering just how long they can keep this pace up.

– And yet they insist on wearing their “overwhelmed dentist” hats.

– The truly sad part is that all this is completely unnecessary.

– Dentistry shouldn’t be a high-volume proposition, and it doesn’t have to be.

– Dentists who advertise low price and insurance acceptance actually create this situation for themselves.

– There’s an old saying – you get what you market for, and those dentists are living proof.

– Low price and insurance isn’t the cream of the dental-prospect crop.

– There are better prospects out there who aren’t motivated by getting the lowest price or what their dental insurance will pay for.

– These are prospects who have the willingness and ability to go fee-for-service to get what they want.

– Meet or surpass their expectations, and you will likely have a patient for life.

– Not only is their initial case value higher, but their lifetime value to your practice is orders of magnitude greater.

– With better patients in your chairs, you need far fewer to make even more money than you’re making now.

– Just ask Dr. Travis Watson of Marietta, Georgia.

– He told us, “A consistent goal that we have is to continue to have the new patients come in that are high quality …

– “who are interested in comprehensive dentistry and really just want something better for themselves, and aren’t just what we call single-tooth type situations.

– “They’re more of the fine cases that we enjoy doing, so that’s always going to be a goal for us.”

– Imagine doing more of the cases you love doing rather than taking what walks through the door.

– Imagine having the time to enjoy dentistry again instead of having to rush to your next case.

– Imagine having the ability to actually get away from your practice for a real vacation.

– These aren’t just pipe dreams.

– SmartBox is making this scenario a reality for hundreds of dentists on 3 continents.

– We provide a steady stream of better dental patients so our doctors can focus on actually doing the dentistry.

– SmartBox doctors can work less, earn more, and enjoy life again.

– Discover what SmartBox can do for your dental practice.

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

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

– It’s yours to use however you wish.

– It’s time to take off the “overwhelmed dentist” hat and embrace the better life that better dental patients can[...]