If you don’t know exactly where every new patient in your practice is coming from—you’re flying blind.

In this high-impact episode, Chris Pistorius breaks down the 4-part lead tracking framework used by top-performing dental practices to eliminate guesswork, reduce wasted spend, and maximize marketing ROI. Learn how to ditch generic “how did you hear about us?” questions and implement a data-driven system that tells you what’s actually working.

Whether you’re running paid ads, using postcards, or relying on SEO, smart lead tracking is the key to knowing where to invest next.

🔑 What You’ll Learn:

Why most practices think they know what’s working—but don’t

How to replace vague reporting with actual patient attribution

The 3 critical questions smart lead tracking must answer

What counts as a real lead—and what doesn’t

Why "the internet" is not a lead source

How to track performance by channel (Google, Facebook, referrals, etc.)

How to connect marketing efforts directly to revenue

Real-world example: A practice that cut spend by 30% and booked more patients

✅ The 4-Part Lead Tracking Framework:

Use Call Tracking Numbers by Channel

Assign unique local tracking numbers to each source (Google Ads, Facebook, website, postcards, etc.)

Classify Lead Outcomes

Use AI or manual logging to determine lead quality—new patient, existing patient, vendor, etc.

Connect Leads to Revenue

Tie each lead to booked appointments and revenue using CRM or manual monthly check-ins.

Review & Adjust Monthly

Meet regularly to evaluate what’s converting, what’s not, and where to reallocate spend.

💡 Pro Tips:

Use tools like CallRail for call tracking.

Don’t count every call as a lead—qualify each one.

AI tools like SmartFollow and CallGuard can score calls and assist with follow-ups.

Use one clean dashboard for data—not sticky notes or scattered reports.

📈 Real Takeaway:

If you can't track it, you can't grow it. Start treating your leads like revenue-driving investments—not mystery phone calls.

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