Marketing costs can easily drift without clear benchmarks, clear goals, or reliable data. In this episode, Kirk Behrendt continues the Metric Monday series with practice coach Ariel Siegel to break down marketing percentage as part of overall overhead. They explain what marketing percentage actually measures, why the benchmark matters, how internal and external marketing must align, and how to evaluate return on investment using real practice data. If you want to understand how much you should be spending on marketing and how to know whether it’s working, listen to Episode 1003 of The Best Practices Show!

Main Takeaways

1. Marketing percentage measures the total percentage of revenue spent on both internal and external marketing efforts.
2. The general benchmark for marketing spend is around 3%, depending on whether a practice is in growth or maintenance mode.
3. Effective marketing fuels new patient growth while also strengthening the practice brand.
4. Internal marketing systems and patient experience must align with external marketing efforts.
5. Tracking return on investment requires comparing marketing spend to new patient numbers and resulting production.
6. High marketing spend without strong systems can result in poor conversions and wasted dollars.

Snippets

00:56 What marketing percentage measures

01:44 The 3% benchmark and why it varies

03:07 How marketing impacts new patient growth and branding

04:22 Why more new patients is not always better

06:52 Using ROI to evaluate marketing effectiveness

08:12 How to respond when marketing percentage is too high

10:03 Using call and conversion data to diagnose marketing performance

11:34 Final Thoughts on Marketing Strategies

Guest Bio/Guest Resources

Ariel has a master’s in healthcare administration and several years of dental experience in all aspects of the administrative roles within the dental office. Her passion is to work with dental teams to empower team members to realize their full potential in order to better serve patients, improve office systems to ensure a well-functioning team/office, and to help everyone have fun in the process!

More Helpful Links for a Better Practice & a Better Life:

1. The Best Practices Show: https://www.actdental.com/podcast/
2. Best Practices Association: https://www.actdental.com/bpa
3. Upcoming Events & Workshops: https://www.actdental.com/events/
4. Smile Source: https://www.smilesource.com/
5. Subscribe on Apple Podcasts: https://podcasts.apple.com
6. Subscribe on Spotify: https://open.spotify.com

Poor communication can quietly undermine trust, case acceptance, and long-term relationships with patients — even when the clinical work is excellent. In this episode, Kirk Behrendt sits down with Dr. Christian Coachman, dentist, dental technician, and founder of Digital Smile Design, to identify the most common communication mistakes dentists make with patients and teams. You’ll learn why context matters, how confidence and humility work together, why “selling” erodes trust, and how practicing communication changes outcomes. If you want patients to understand you, trust you, and move forward with care, listen to Episode 1002 of The Best Practices Show!

Main Takeaways:

1. Communication skills have a greater impact on patient trust and case acceptance than clinical outcomes alone.
2. Failing to give proper context is one of the most common communication mistakes dentists make with patients and teams.
3. Asking better, more complete questions leads to better answers and more efficient collaboration.
4. Confidence without humility sounds arrogant, while humility without confidence sounds weak; effective communication requires both.
5. Dentists rarely practice communication skills, which leads to repeated mistakes over long careers.
6. Explaining dentistry by “thinking out loud” or using jargon confuses patients and erodes trust.
7. Showing patients visual information builds trust more effectively than selling or persuading verbally.

Snippets:

1. 07:35 Why communication determines how far you go in dentistry.
2. 08:18 The problem with not giving patients enough context.
3. 13:27 Why poorly formed questions waste time and limit answers.
4. 20:44 Confidence versus humility in patient communication.
5. 26:46 Why dentists need to practice communication like a clinical skill.
6. 33:49 How selling dentistry destroys trust while showing builds it.
7. 38:09 Why love and trust come from communication, not clinical work alone.

Dr. Christian Coachman Bio:

Dr. Christian Coachman is a dentist and dental technician known internationally for his work in dental communication, treatment planning, and interdisciplinary collaboration. He is the founder of Digital Smile Design and has spent decades working inside dental practices, observing patient interactions, and teaching clinicians how to communicate more effectively with patients and teams. He lectures globally and consults with dentists seeking to improve trust, case acceptance, and long-term patient relationships.

1. Digital Smile Design: https://digitalsmiledesign.com
2. Dr. Christian Coachman on Instagram: https://www.instagram.com/chriscoachman
3. 
   

More Helpful Links for a Better Practice & a Better Life:

1. The Best Practices Show: https://www.actdental.com/podcast/
2. Best Practices Association: https://www.actdental.com/bpa
3. Upcoming Events & Workshops: https://www.actdental.com/events/
4. Smile Source: https://www.smilesource.com/
5. Subscribe on Apple Podcasts: https://podcasts.apple.com
6. Subscribe on Spotify: https://open.spotify.com

Great dentistry doesn’t sell itself if patients can’t see it. Many dentists struggle to explain conditions, earn trust, and grow into the type of practice they want because their communication relies too heavily on words. In this episode, Kirk Behrendt sits down with Dr. Zach Sisler, cosmetic dentist and educator, to break down the three lessons he learned the hard way about dental photography. You’ll learn how photography improves case acceptance, strengthens branding, sharpens clinical skills, and creates better communication with patients, labs, specialists, and your team. If you want photography to work for your practice instead of sitting unused, listen to Episode 1001 of The Best Practices Show!

Main Takeaways:

1. Dental photography helps clinicians get out of their own way by letting patients see conditions instead of hearing long explanations.
2. What dentists find impressive in photos is often different from what patients want to see, which is typically full-face smiles and relatable transformations.
3. Consistent photography strengthens a practice’s brand and helps patients recognize what services are possible.
4. Treating camera equipment as an investment requires daily use; unused equipment produces no return.
5. Reviewing clinical photos allows dentists to self-critique and continuously improve their restorative outcomes.
6. Photography improves communication with labs and specialists by providing clearer information and better collaboration.

Snippets:

1. 02:20 Who Dr. Zach Sisler is and how his practice evolved.
2. 05:00 Why dental photography is a non-negotiable for modern practices.
3. 07:47 How photography helped Zach get out of his own way with patient communication.
4. 12:05 The difference between what dentists want to see and what patients want to see.
5. 18:14 Why branding matters and how photography supports it.
6. 19:16 Treating camera equipment like gym equipment to get a return on investment.
7. 23:26 How photography improves clinical self-critique and growth.
8. 29:23 How photos improve lab and specialist relationships.
9. 34:23 Addressing time concerns and when to invest in photography.
10. 36:29 How much of the photography should be delegated to the team.

Dr. Zach Sisler Bio:

Dr. Zach Sisler is a cosmetic dentist and educator practicing in rural central Pennsylvania. He transitioned a traditionally focused practice into an aesthetics-driven practice by integrating comprehensive dental photography, advanced restorative techniques, and consistent branding. Dr. Sisler teaches hands-on photography and over-the-shoulder restorative courses, both in his office and on-site for dental teams across the country. He is known for his focus on predictable systems, clinical growth, and practical implementation that supports both patient care and practice sustainability.

1. Dr. Zach Sisler Instagram: https://www.instagram.com/dr_zachsisler/
2. Zach Sisler Courses & In-Office Training:https://www.drsisler.com/
3. Instagram: https://www.instagram.com/dr_zachsisler/
4. Website (Courses & Education): https://www.drsisler.com/

More Helpful Links for a Better Practice & a Better Life:

1. The Best Practices Show: https://www.actdental.com/podcast/
2. Best Practices Association: https://www.actdental.com/bpa
3. Upcoming Events & Workshops: https://www.actdental.com/events/

When overhead is high, you buy cheaper supplies. But there's a better way! In this episode, Kirk Behrendt brings back Ariel Siegel, one of ACT’s amazing coaches, to continue the series on overhead and break down supplies percentage. She shares why your numbers may be high, how that impacts your practice, and what you can do about it. For the treatment plan to reduce waste and overspending on supplies, listen to Episode 1000 of The Best Practices Show!

Learn More About Ariel:

1. Send Ariel an email: [email protected]
2. Follow Ariel on ACT’s Instagram: https://www.instagram.com/actdental
3. Send Courtney an email to learn more about ACT: [email protected]

More Helpful Links for a Better Practice & a Better Life:

1. Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
2. Join The Best Practices Association: https://www.actdental.com/bpa
3. Download ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360
4. Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_US
5. Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
6. Get The Best Practices Magazine for free: https://www.actdental.com/magazine
7. Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

1. Watch the video version of Episode 1000: https://www.youtube.com/@actdental/videos
2. Learn more about Smile Source: https://smilesource.com

Main Takeaways:

1. Your ideal supplies percentage is 5% to 6%.
2. Categorize your supplies correctly to track them appropriately.
3. If your supplies percentage is high, don't panic. It can be fixed very easily.
4. Don't buy cheaper supplies. Create systems to cut waste and overspending.
5. A team member — never the doctor — should be the one to manage inventory.

Snippets:

0:00 Introduction.

0:52 Supplies percentage, explained.

3:56 How supplies percentage impacts the practice.

6:44 Manage your inventory.

8:25 Keep your systems simple.

9:32 What you can do today to impact your metrics.

12:03 Last thoughts.

Ariel Juday Bio:

Ariel has a master’s in healthcare administration and several years of dental experience in all aspects of the administrative roles within the dental office. Her passion is to work with dental teams to empower team members to realize their full potential in order to better serve patients, improve office systems to ensure a well-functioning team/office, and to help everyone have fun in the process!

Success isn't just about the medals. In this episode, Kirk Behrendt brings back Dr. Amanda Seay, president of the AACD, and Dr. Zach Sisler, board chair of the AACD, to share their journeys and lessons of the accreditation process and the importance of investing in yourself for your future. To learn what success could look like for you, listen to Episode 999 of The Best Practices Show!

Learn More About Dr. Seay & Dr. Sisler:

1. Join Dr. Seay on Facebook: https://www.facebook.com/DrAmandaSeay
2. Follow Dr. Seay on Instagram: https://www.instagram.com/dramandaseay
3. Join Dr. Sisler on Facebook: https://www.facebook.com/SmilesBySisler
4. Follow Dr. Sisler on Instagram: https://www.instagram.com/dr_zachsisler
5. Register for the AACD Scientific Session (April 16-18, 2026): https://www.aacdconference.com/event/1a1b9fe4-2097-4006-b107-822d4da3654b/main-menu

More Helpful Links for a Better Practice & a Better Life:

1. Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
2. Join The Best Practices Association: https://www.actdental.com/bpa
3. Download ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360
4. Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_US
5. Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
6. Get The Best Practices Magazine for free: https://www.actdental.com/magazine
7. Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

1. Watch the video version of Episode 999: https://www.youtube.com/@actdental/videos
2. Read Atomic Habits by James Clear: https://jamesclear.com/atomic-habits
3. Read Buy Back Your Time by Dan Martell: https://www.buybackyourtime.com

Main Takeaways:

1. Being content does not mean being complacent. Find contentment with where you’re at.
2. Accreditation is not about the medal. It’s about the process, learning, and your journey.
3. Find your people. They will inspire and challenge you beyond what you imagine.
4. You're capable of much more than you think. Always invest in yourself.

Snippets:

0:00 Introduction.

1:01 Dr. Seay’s and Dr. Sisler’s backgrounds.

6:16 Dr. Seay’s and Dr. Sisler’s journeys.

13:11 Contentment, explained.

15:45 It’s not just about the medal.

22:35 The importance of finding your people.

34:57 Dr. Seay’s and Dr. Sisler’s DiSC styles.

36:33 Buy Back Your Time by Dan Martell.

38:22 Last thoughts.

41:47 More about the AACD.

Dr. Amanda Seay DDS, FAGD, FAACD Bio:

Dr. Amanda Seay is the award-winning Founder, Chief Executive Officer, and Clinical Director of Expertise Dental in Charleston, South Carolina. Her expertise ranges from complex restorative treatment planning to comprehensive preventative and reconstructive dentistry.

Dr. Seay is a recognized leader in the dental industry and has been featured in various dental publications for her influence and dedication to the profession. She was named the 11th Most Influential Person in Dentistry by Incisal Edge Magazine. She is the 85th dentist in the world who has earned the honor of Fellow Accredited Member status with the American Academy of Cosmetic Dentistry.

Dr. Seay is the Director of Outreach and Engagement for the Seattle Study Club, an international and preeminent continuing education organization for dentists. She is also the co-creator of imPRES Dental Courses, an internationally recognized dental esthetics continuum. She holds a clinical instructor position at the Kois Center, one of the most prestigious dental institutes in the country, and has published over 70 articles covering the art and techniques of esthetic dentistry. She also serves as the Restorative Section Editor for Inside Dentistry.

In addition to operating a thriving full-time dental practice, Dr. Seay is a dedicated wife and the mother of four children.

Dr. Zachary Sisler Bio:

Dr. Zachary Sisler is a native of Kingwood, West Virginia. He attended West Virginia University, where he received an undergraduate degree in chemistry in three years. He continued his education at the West Virginia University School of Dentistry, earning his Doctor of Dental Surgery degree. During his time at dental school, he explored the field of dentistry by completing externships and honor programs in oral surgery and endodontics. As a further testament to his dedication, he was honored with the following awards: Simon P. Hullihen Scholarship Award for Oral & Maxillofacial Surgery, American Association of Endodontics Student Achievement Award, American Association of Oral and Maxillofacial Surgeons Student Award, Whip Mix 2010 Hanau Prosthodontic Award, Delta Dental Student Leadership Award, and the Quintessence Book Award for Restorative Dentistry.

Since graduation, Dr. Sisler has immersed himself in countless hours of continuing education. Dr. Sisler has attended lectures and hands-on courses at the prestigious Dawson Academy, where he has learned how to properly and predictably restore complex cases, not only from a functional standpoint but cosmetic as well. Dr. Sisler was asked to become an associate faculty member of The Dawson Academy, and while continuing his own continuing education pursuits, dedicates time to teaching dental professionals the concepts of complete dentistry.

Dr. Sisler has earned the Accredited Member credential in the American Academy of Cosmetic Dentistry (AACD), joining an elite group of dental professionals who have successfully completed the accreditation process in The Academy. He is one of 417 to achieve this status of cosmetic dentistry in the world.

Dr. Sisler has a strong passion for dentistry and the pursuit of excellence in all aspects, particularly cosmetic dentistry. He holds memberships with the American Dental Association, Academy of General Dentistry, Pennsylvania Academy of General Dentistry, Pennsylvania Dental Association, Harrisburg Area Dental Society, American Equilibration Society, and the American Academy of Cosmetic Dentistry.

Your expenses go up year over year — and so should your fees! In this episode, Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to help you think better about your fees and provide tips for when and how to raise them. To learn how to start owning your value and charging what you're worth, listen to Episode 998 of The Best Practices Show!

Learn More About Miranda:

1. Send Miranda an email: [email protected]
2. Follow Miranda on ACT’s Instagram: https://www.instagram.com/actdental
3. Send Gina an email to learn more about ACT: [email protected]

More Helpful Links for a Better Practice & a Better Life:

1. Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
2. Join The Best Practices Association: https://www.actdental.com/bpa
3. Download ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360
4. Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_US
5. Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
6. Get The Best Practices Magazine for free: https://www.actdental.com/magazine
7. Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

1. Watch the video version of Episode 998: https://www.youtube.com/@actdental/videos
2. Smile Source: https://smilesource.com
3. Join ACT’s BPA for their Financial GAPs Calculator: https://join.actdental.com/users/sign_in?post_login_redirect=https%3A%2F%2Fjoin.actdental.com%2Fc%2Fannouncements-9fc6ae%2Ffinancial-gaps-calculator#email
4. Join ACT’s BPA for their Fee Balancing Tool: https://join.actdental.com/c/practice-coaching-tools/fee-balancing-part-1
5. Join ACT’s BPA for their PPO Roadmap: https://join.actdental.com/c/practice-coaching-tools/bpa-ppo-roadmap-2-0

Main Takeaways:

1. Start with a fee analysis so you know where you stand.
2. Assess your office fees relative to your region and insurance contracts.
3. When fees are low, it means more patients, more stress, and more burnout.
4. Review your fees annually. It’s how you can match your fees to rising expenses.
5. Believe in the value you provide so you can charge appropriately without pushback.

Snippets:

0:00 Introduction.

3:08 Why this is an important topic.

7:23 Fee analysis, explained.

10:15 Master fee schedule, explained.

14:02 How to conduct a fee analysis.

20:29 Restorative procedures, new patient procedures, and hygiene fees.

22:51 Flexible and inflexible fees, explained.

24:52 Two tips for making gradual fee changes.

26:33 Confidence is the most important element behind your fee increases.

30:42 Why dentists should never be the ones to present fees.

36:17 Final takeaways.

39:31 ACT’s BPA and Smile Source.

Miranda Beeson, MS, BSDH Bio:

Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.

Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.

Your accountant says your practice is profitable. So, why doesn't it feel like it? In this episode, Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to break down the cash flow gap, what it is, and how not understanding it affects your practice. To learn how to close your cash flow gap so you can grow your practice, listen to Episode 997 of The Best Practices Show!

Learn More About Miranda:

1. Send Miranda an email: [email protected]
2. Follow Miranda on ACT’s Instagram: https://www.instagram.com/actdental
3. Send Courtney an email to learn more about ACT: [email protected]

More Helpful Links for a Better Practice & a Better Life:

1. Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
2. Join The Best Practices Association: https://www.actdental.com/bpa
3. Download ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360
4. Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_US
5. Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
6. Get The Best Practices Magazine for free: https://www.actdental.com/magazine
7. Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

1. Watch the video version of Episode 997: https://www.youtube.com/@actdental/videos

Main Takeaways:

1. When your cash flow gap is wide, it creates more work without creating more wealth.
2. A widening cash flow gap affects decision-making around investing in your practice.
3. Your P&L doesn't tell the whole story. Be sure to review your cash flow statement.
4. Track draws, distributions, and other activities to monitor practice health.
5. Plan and budget for your taxes so that you're not panicking last-minute.

Snippets:

0:00 Introduction.

1:09 The cash flow gap, explained.

3:12 The gap between gross profit and true profit.

6:00 How the cash flow gap impacts your practice.

13:52 What you can do to impact your metrics.

18:00 Last thoughts.

Miranda Beeson, MS, BSDH Bio:

Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.

Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.

Every year, you set goals to become healthier. But every year, you fall off the wagon! In this episode, Kirk Behrendt brings back Dr. Uche Odiatu, one of ACT’s favorite health and wellness gurus, to share three steps to stay on course to improve your health and life. To learn how to stop overthinking and just start doing, listen to Episode 996 of The Best Practices Show!

Learn More About Dr. Odiatu:

1. Send Dr. Odiatu an email: [email protected]
2. Follow Dr. Odiatu on Instagram: https://www.instagram.com/fitspeakers
3. Learn more on Dr. Odiatu’s website: http://www.druche.com

More Helpful Links for a Better Practice & a Better Life:

1. Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
2. Join The Best Practices Association: https://www.actdental.com/bpa
3. Download ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360
4. Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_US
5. Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
6. Get The Best Practices Magazine for free: https://www.actdental.com/magazine
7. Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

1. Watch the video version of Episode 996: https://www.youtube.com/@actdental/videos
2. Watch Don't Die by Bryan Johnson: https://www.netflix.com/title/81757532
3. Read Authentic Happiness by Martin E. P. Seligman: https://bookshop.org/p/books/authentic-happiness-using-the-new-positive-psychology-to-realize-your-potential-for-lasting-fulfillment-martin-e-p-seligman/e20d433aad6a6258?ean=9780743222983&next=t
4. Read Molecules of Emotion by Dr. Candace B. Pert: https://bookshop.org/p/books/molecules-of-emotion-the-science-behind-mind-body-medicine-candace-b-pert-ph-d/72da14861c8ec2df?ean=9780684846347&next=t
5. Read Freakonomics by Steven D. Levitt and Stephen J. Dubner: https://bookshop.org/p/books/freakonomics-twentieth-anniversary-edition-a-rogue-economist-explores-the-hidden-side-of-everything-stephen-j-dubner/2681224f2373cb1f?ean=9780063494558&next=t
6. Watch Biographics on YouTube: https://www.youtube.com/@Biographics

Main Takeaways:

1. Learn to find joy and happiness in the small things.
2. Don't overthink. Enjoy the process of becoming healthier.
3. Your mind is always eavesdropping, so use positive language.
4. Consistently eat well, sleep well, rest well, and exercise to age gracefully.
5. Continue learning — about anything — to keep your mind young and active.

Snippets:

0:00 Introduction.

2:25 Act on what you know.

3:38 Why taking action is so difficult.

6:43 Consistency, explained.

9:57 Stop overthinking.

12:55 Four things to be consistent with every day.

15:01 Get enough choline for neuroplasticity.

20:18 The importance of enjoyment.

22:43 Find beauty in the small things.

26:25 How to age gracefully.

29:38 Book recommendations.

34:05 Final thoughts.

35:32 How to get in touch with Dr. Odiatu.

Dr. Uche Odiatu Bio:

Dr. Uche Odiatu has a DMD (Doctor of Dental Medicine). He is a professional member of the ACSM (American College of Sports Medicine), a Certified Personal Trainer (National Strength & Conditioning Association) NSCA, and the Canadian Association of Fitness Professionals (canfitpro). He is the co-author of The Miracle of Health (c) 2009 John Wiley (hardcover) & (c) 2015 Harper Collins, and has lectured in Canada, the USA, the Caribbean, the UK, and Europe. He is an invited guest on over 400 TV and radio shows, from ABC 20/20, Canada CTV AM, Breakfast TV, to Magic Sunday Drum FM in Texas. This high-energy healthcare professional has done over 450 lectures in seven countries over the last 15 years.

Things happen that you don't plan for — and you want to be prepared! In this episode, Kirk Behrendt brings back Paul Sletten, founder of The Sletten Group, to share how to plan for the unplanned by creating a crisis coverage group to protect you and your practice. To learn how to plan smarter and have peace of mind, listen to Episode 995 of The Best Practices Show!

Learn More About Paul:

1. Give Paul a call: (303) 699-0990
2. Send Paul an email: [email protected]
3. Learn more about The Sletten Group: https://theslettengroup.com

More Helpful Links for a Better Practice & a Better Life:

1. Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
2. Join The Best Practices Association: https://www.actdental.com/bpa
3. Download ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360
4. Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_US
5. Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
6. Get The Best Practices Magazine for free: https://www.actdental.com/magazine
7. Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

1. Watch the video version of Episode 995: https://www.youtube.com/@actdental/videos

Main Takeaways:

1. Between 5% and 10% of dentists will have some type of career-interrupting event.
2. Every dentist needs to have two plans: an ideal transition plan and a crisis plan.
3. Choose 9 colleagues to be part of a crisis coverage group for up to 90 days.
4. Meet with your coverage group practices frequently to keep things fresh.
5. Each practice should appoint a crisis coordinator as a point person.
6. Be sure to select the right people for your crisis coverage group.

Snippets:

0:00 Introduction.

0:55 Paul’s background and The Sletten Group.

2:42 Why this is an important topic.

3:26 Two plans every dentist should have.

5:43 The crisis coverage group, explained.

10:08 Rules of the pledge agreement.

11:25 Have practice valuations done at the beginning.

12:51 What to know about overhead and disability insurance.

14:38 General dentists versus specialists.

15:59 Appoint a crisis coordinator.

16:58 Have periodic meetings.

17:57 What dentists get wrong about crisis coverage groups.

19:12 More about The Sletten Group.

21:19 Last thoughts.

Paul Sletten Bio:

Paul D. Sletten founded The Sletten Group, Inc. in 1975 in Denver, Colorado. They are in their 51st year of business and have developed an international clientele, having assisted and completed transitions in all 50 states, six provinces in Canada, and two states in Australia. They continue to exclusively work with fee-for-service dentists and their teams around the country.

Paul has spoken at more than 285 dental meetings around the country. This includes almost all of the major dental meetings and numerous study clubs. The topics focus on all aspects of practice transitions, including buying a dental practice, selling a dental practice, and much more, as well as personal growth and development for dentists and team members.

Is your practice creating wealth, or is it just keeping you “busy”? In this episode, Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to break down production, why it’s important to understand, and how to start improving your numbers. To learn how to be more profitable so you have a better practice and better life, listen to Episode 994 of The Best Practices Show!

Learn More About Miranda:

1. Send Miranda an email: [email protected]
2. Follow Miranda on ACT’s Instagram: https://www.instagram.com/actdental
3. Send Gina an email to learn more about ACT: [email protected]

More Helpful Links for a Better Practice & a Better Life:

1. Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
2. Join The Best Practices Association: https://www.actdental.com/bpa
3. Download ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360
4. Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_US
5. Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
6. Get The Best Practices Magazine for free: https://www.actdental.com/magazine
7. Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

1. Watch the video version of Episode 994: https://www.youtube.com/@actdental/videos
2. Learn more about Smile Source: https://smilesource.com

Main Takeaways:

1. Profitability determines your ability to invest in your team, technology, and your practice.
2. Know and understand your profit margin, not just your production and collections.
3. When profitability is low, you will feel super busy yet not have any money.
4. Don't wait for your accountant to tell you how your practice is doing.
5. If you don't know, find out what your current true profit is.

Snippets:

0:00 Introduction.

0:48 Profitability, explained.

4:18 How profitability impacts your practice.

9:11 What you can do to impact this metric.

11:00 More about Smile Source.

15:15 Last thoughts.

Miranda Beeson, MS, BSDH Bio:

Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.

Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.