The Best Practices Show with Kirk Behrendt

Do your numbers look good on paper, but the practice still feels heavy day-to-day? In this episode, Kirk Behrendt brings back ACT coach Ariel Siegel to explain why “busy” doesn’t automatically mean “healthy,” and how the effort gap between gross production and net production creates exhaustion, tight cash flow, and a constant hamster-wheel feeling. You’ll learn how to calculate your effort gap, translate it into an “energy quotient,” and start managing write-offs so your schedule is built around profitable dentistry—not just busy dentistry.

Listen to Episode 1018 of The Best Practices Show!

Main Takeaways:

1. Gross production can look successful while net production reveals whether the practice is actually healthy.
2. The “effort gap” is the difference between what you produce and what you will realistically collect after adjustments and write-offs.
3. When the effort gap is high, the team isn’t lacking effort—it’s performing dentistry that won’t be collected, which creates the feeling of heaviness.
4. You don’t get paid on gross production, but you still pay overhead on gross production, which makes the gap more damaging as the practice grows.
5. Converting the effort gap into “days worked for free” helps quantify how much time and energy is being donated to adjustments.
6. Tracking both gross and net production allows you to see the effort being spent and the money actually retained, so you can make informed decisions.
7. Breaking adjustments into categories (membership, elective discounts, and insurance by plan) creates transparency and shows exactly where to start improving.

Snippets:

00:00 Intro

01:15 Why “numbers look good” can still feel heavy.

02:15 The effort gap: gross production vs. net production.

03:15 Why gross production is a false proxy in today’s dentistry.

04:20 You don’t get paid on gross production, but you pay out on it.

07:05 Bigger isn’t always better: adjusted EBITDA and what a large practice is really worth.

08:10 Turning the effort gap into an “energy quotient.”

10:55 Track both gross and net production to manage effort and collections.

12:10 How to calculate your effort gap using the last 12 months.

13:20 Break adjustments into categories to find the biggest drivers.

15:00 Clean reporting: track insurance adjustments by plan, not one bucket.

16:40 The first step is finding where the heaviness is coming from.

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

Occlusion cases stall when dentists focus only on how the teeth fit, instead of why the bite doesn’t fit in the first place. In this episode, Kirk Behrendt brings back Dr. Jim McKee to explain the #1 thing dentists get wrong about occlusion—and why it’s not the teeth.

You’ll learn how to redefine occlusion beyond tooth contacts, how disc displacement changes the bite, why many “malocclusions” should be considered joint-driven until proven otherwise, and how better diagnosis can create a restorative diagnostic practice model that attracts the right patients. listen to Episode 1017 of The Best Practices Show!

Main Takeaways

1. Occlusion must be defined as both how the teeth fit together and how the joints fit together, because joint position drives tooth position.
2. Many cases that stall in treatment planning stall because the dentist doesn’t know how to manage occlusion and TMD variables.
3. Clicking and popping joints are most often ligament tears that create a disc displacement, not “stretching” that resolves on its own.
4. Instead of asking how to remove a posterior interference, the better question is why the interference exists in the first place.
5. Class II malocclusions are often related to joint conditions, and the disc-condyle relationship can explain why the mandible isn’t forward enough.
6. If you wait for TMJ pain to appear, you are often late, because many adult TMD presentations started during growth years.
7. Diagnosis requires appropriate imaging, and evaluating only hard tissue can miss the disc-condyle interface that drives growth and occlusal change.

Snippets:

00:00 Podcast Welcome

01:10 Meet Dr Jim McKee

02:25 Young Dentist Challenges

04:17 Why Occlusion Stalls Cases

07:02 Redefining Occlusion

08:26 Class Two Joint Clues

11:34 Disc Displacement Basics

13:25 Injury Causes Clicking

14:47 Gasket Analogy Explained

17:39 Posterior Interference Rethink

21:00 Reading Patient Red Flags

22:53 Growth Airway MRI Debate

26:16 Supporting Orthodontists Better

27:21 Malocclusion Is Joint Driven

28:02 Prevalence And Planting Seeds

30:29 Diagnostic Records Practice Model

31:50 Fees And Low Stress Workflow

33:15 Rethinking Orofacial Pain

36:40 Bruxism And Sympathetic Drive

38:50 Patients Are Not Crazy

40:01 Imaging Before Appliances

41:37 TMD As Practice Growth Engine

43:19 Referrals And Study Clubs

44:33 Chicago Study Club And Courses

47:52 Wrap Up And Resources

Guest Bio/Guest Resource:

Dr. Jim McKee is a restorative dentist and educator focused on occlusion, TMD, and restorative diagnosis. He is a member of the Spear Resident Faculty. He has maintained a private practice since 1984 in Downers Grove, Illinois, where he treats a wide variety of cases with a focus on predictable restorative dentistry. He is a member of the American Academy of Restorative Dentistry and former president of the American Equilibration Society. He has lectured both nationally and internationally for over 25 years and directs several study clubs. Dr. McKee graduated from the University of Notre Dame in 1980 and earned his dental degree from the University of Illinois College of Dentistry in 1984.

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

A growing number of dentists are reconsidering PPO participation as costs rise and reimbursement falls. In this episode, Kirk Behrendt sits down with dental consultant Deborah Engelhart Nash to unpack why a reported 29% of surveyed dental practices stopped taking insurance in 2025, what fears keep dentists stuck, and how to transition the right way.

You’ll learn how to evaluate your patient mix, identify low-hanging fruit plans to drop first, communicate changes without blaming insurance, and redesign systems so your team can focus on people work instead of paperwork—listen to Episode 1016 of The Best Practices Show!

Main Takeaways

1. A survey of dental marketers’ client data reported that 29% of participating practices stopped taking insurance in 2025.
2. Leaving insurance rarely fails when doctors do due diligence on patient concentration, capacity, and fee schedules before making changes.
3. Doctors should prioritize dropping low-reimbursement plans and plans with low patient volume instead of quitting all plans at once.
4. If a practice is booked out for months with in-network patients while losing money on those visits, reducing PPO participation can open capacity for higher-fee care.
5. Successful transitions require team alignment, consistent messaging, and avoiding language that blames insurers or frames the decision as “about the money.”
6. Practices should reframe insurance as an employer-provided allowance that helps offset care rather than something that determines the standard of care.
7. Outsourcing insurance and billing work can help teams focus on patients, keep up with code changes, and improve claim outcomes.

Snippets:

00:00 Intro

02:20 The survey source and the 29% statistic from 2025.

03:15 Why some in-network hygiene visits can lose money.

05:20 The “40% cut” example to explain PPO economics to teams.

06:25 Why dentists don’t go back once they leave insurance.

07:10 The Anchorage example: when a single employer dominates the patient base.

08:10 If you’re booked out for months, cutting low-fee volume can create room.

09:15 How umbrella plans expanded participation without doctors realizing it.

10:10 Start with low-hanging fruit plans and lowest reimbursement fee schedules.

12:05 The reminder: about 50% of Americans don’t have dental insurance.

13:20 How many active patients a solo doctor with two hygienists actually needs.

15:15 Why the patient conversation should focus on quality of care, not fees.

17:05 What callers ask first—and how to answer the insurance question.

18:05 Predicting the future: hybrid models based on practice profile.

20:10 “Roleplay” reframed as upskilling the team.

23:05 Outsourcing insurance to specialists so teams do people work.

24:00 72 insurance code changes in 2025 and why that matters.

25:15 The biggest fear: upsetting the team, not the patients.

30:55 The transition checklist: due diligence, team prep, timelines, and letters.

33:00 Where to find Deborah and request the insurance letter template.

Guest Bio/Guest Resources

Debra Engelhardt-Nash has been in dentistry since 1985 as a consultant, trainer, author and speaker. She has presented workshops nationally and internationally for numerous associations and study clubs. She is a repeat presenter for organizations including Chicago Dental Society Midwinter Meeting, the Yankee Dental Meeting, The Swedish Academy of Cosmetic Dentistry, and the Greater New York Dental Meeting. Debra has also appeared on several podcasts and webinars and authored several articles for dental publications.

Debra served three terms as the President of the Academy of Dental Management Consultants who presented her their Lifetime Achievement Award as well as the Charles Kidd Meritorious Service Award. She is the Immediate Past President of the Academy for Private Practice Dentistry. She has been repeatedly recognized as a Leader in Consulting and Education by Dentistry Today and has been listed as top 25 Women in Dentistry. Debra is also the recipient of the Gordon Christensen Lecturer Recognition Award.

Guest Resources:

1. Deborah Engelhart Nash website: https://debraengelhardtnash.com/
2. Text: 704-904-3459

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

Many dentists track annual patient value (APV) but don’t use it to make a clear decision about what kind of practice they want to build. In this episode, Kirk Behrendt talks with Miranda Beason, ACT’s co-host and education leader, about what APV reveals about your business model, why it impacts stress and schedule design, and how to calculate it using your last 12 months of collections and active patient count.

You’ll learn what low versus high APV typically looks like in day-to-day operations, what changes when you start improving it, and the first step to take this week to decide whether your current model matches your vision—listen to Episode 1015 of The Best Practices Show!

Main Takeaways

1. APV is calculated by dividing the last 12 months of collections by your active patient count.
2. APV is not just a number; it reflects the business model your practice is operating within.
3. A low APV often correlates with a high-volume, low-margin practice that feels constantly busy and stressed.
4. A higher APV allows a practice to rely on fewer patient visits while improving collections and protecting time.
5. Write-offs and insurance contractual adjustments are major drivers of a lower APV and can limit profitability.
6. Improving APV typically requires greater consistency in diagnosis, a strong periodontal protocol, and intentional scheduling strategy.
7. The first step is awareness: calculate your APV and decide if it aligns with the type of practice you want to build.

Snippets

00:00 Metric Mondays Intro

01:24 Meet Miranda and The Big Question

02:58 What Annual Patient Value Means

05:11 How to Calculate APV

06:51 Low APV Warning Signs

09:01 High APV Benefits and Mindset Shift

13:38 Real World Results and Freedom

15:23 What to Do This Week

17:27 Resources and Final Wrap Up

Guest Bio/Guest Resources

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.

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

Have you ever felt like your team is “getting along” but no one is saying what they really think? That’s artificial harmony, and it quietly creates frustration, drifting standards, and eventual blowups. In this episode, Kirk Behrendt brings back coach Miranda Beason to explain the difference between toxic positivity and productive conflict, why unresolved issues always become a crisis, and how leaders can build a culture where real problems get discussed calmly and respectfully.

To learn how to find the sweet spot on the conflict continuum and create healthier conversations in your practice, listen to Episode 1014 of The Best Practices Show!

Main Takeaways

1. Artificial harmony looks peaceful on the surface, but unresolved issues build underneath and erode trust over time.
2. Conflict is not the same as confrontation; it is differing perceptions or approaches that can be discussed respectfully.
3. Avoiding conflict often leads to intensity later, which triggers defensiveness and makes resolution harder.
4. Productive conflict strengthens decisions by stress-testing ideas and increasing team buy-in, even when not everyone “wins.”
5. Leaders must be intentional about creating psychological safety and trust before a team can debate issues constructively.
6. Structured meeting tools and regular check-ins reduce emotional flooding and prevent small issues from becoming crises.
7. Leaders should resist the “writing reflex” and allow space for discussion before jumping to correction or closing the loop.

Snippets

00:00 Artificial Harmony Intro

01:25 Meet Miranda Beason

04:50 Defining Artificial Harmony

09:52 Conflict Continuum Framework

12:10 Toxic Positivity Signs

18:43 Miranda Meeting Story

22:25 Building Productive Conflict

25:44 Control Your Response

27:06 24 Hour Rule

27:48 Phones Kill The Pause

29:11 Healthy Team Conflict

32:18 Styles And Trust

34:09 Check In Case Study

37:20 Leaders Build Frameworks

39:50 User Manuals For Teams

41:03 Final Takeaways

45:28 Tools And Resources

47:42 Closing Encouragement

Guest Bio/Guest Resources

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.

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

Do you know exactly where money can slip through the cracks in your practice—and what to do about it before it becomes a major problem?

In this episode, Kirk Behrendt brings back David Harris, dental-exclusive forensic investigator and embezzlement expert, to break down the division of duties in a dental practice and explain how to apply it in real workflows. You’ll learn the six-step revenue cycle, the three rules that reduce opportunity for theft, and practical ways to create checks and balances in both large and small practices. Listen to Episode 1013 of The Best Practices Show!

Main Takeaways

1. Embezzlement requires both theft and concealment, and separating duties makes concealment harder.
2. Enter treatment in the operatory by the clinician present so patient balances exist before payments are taken.
3. Start by entering the full fee and use adjustments to document intentional discounts.
4. In the revenue cycle, limit any one person to no more than two financial tasks.
5. Do not allow the same person to perform consecutive steps in the financial workflow.
6. Balancing must occur daily, even though it is more complex now due to multiple payment methods and timing delays.
7. Practice owners should reconcile monthly by comparing collections in software to bank deposits and tracking variances over time.

Snippets

00:00 Welcome

01:49 Meet David Harris

03:33 How Common Embezzlement Is

06:58 Why Division Matters

11:03 Revenue Cycle Breakdown

12:27 Rule One Enter Treatment

17:22 Rule Two Limit Roles

19:53 Small Practice Workarounds

21:18 Mail Check Oversight

23:11 Balancing Gets Complex

25:59 Monthly Reconciliation Method

28:35 Spotting Theft Patterns

31:01 Trust Systems Not People

33:59 Discreet Audit Options

35:20 Risk Assessment Tools

37:33 How to Contact Them

38:47 Closing Takeaways

Guest Bio/Guest Resources

David Harris is a dental-exclusive forensic investigator who has spent more than three decades investigating employee theft and embezzlement in dental practices. He works with a team that conducts forensic audits and investigations focused exclusively on dentistry, helping practice owners identify risk and implement systems to reduce opportunity for theft.

Resources mentioned:

1. Prosperident: https://www.prosperident.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/
4. Smile Source: https://www.smilesource.com/
5. Subscribe on Apple Podcasts: https://podcasts.apple.com
6. Subscribe on Spotify: https://open.spotify.com

Most practices have plenty of numbers but still feel unclear about what to work on next. In this episode, Kirk Behrendt talks with Miranda Beason about why many dental practices don’t have a data problem — they have a focus problem — and how to use quarterly priorities and the right metrics to create alignment, reduce chaos, and make steady progress toward annual goals. To learn how to set focus, choose what to measure, and lead your team with calmer, clearer direction, listen to Episode 1012 of The Best Practices Show!

Main Takeaways

1. More data does not create clarity unless the practice has clear priorities and a defined direction.
2. Annual planning works best when it’s translated into quarterly priorities that connect to day-to-day execution.
3. When focus is missing, leadership often reacts to what feels urgent or “loud” instead of following a strategy.
4. Practices build momentum when they choose two to four priorities for a 12-week quarter and measure progress consistently.
5. Tracking fewer, quarter-specific metrics is more effective than maintaining a constant list of 30–40 KPIs.
6. Weekly reporting improves a team’s ability to make timely changes compared to waiting until the end of the month.
7. Metrics gain traction when leaders clearly communicate the purpose, the team’s role, and how the focus supports the patient experience.

Snippets

00:00 Metric Monday Kickoff: Data Doesn’t Fix Everything

01:57 Meet Miranda: Most Practices Have a Focus Problem

02:40 Why Data Creates Alignment (and Removes Emotion)

04:52 When You Get It Wrong: Chaos, Fires, and Moving Targets

08:11 Real-World ‘Loud’ Moments: Snow Days, Short Months & Panic

09:44 When You Get It Right: Annual Goals → Quarterly Priorities

13:06 Leading vs. Lagging Indicators: Staying Calm Under Pressure

14:27 What You Can Do Today: Pick a Focus + Track the Right KPIs

16:28 Report Weekly, Celebrate Wins, and Tie Metrics to Patient Experience

17:47 Wrap-Up: Get Help, Stay Focused, and Build a Better Practice

Guest Bio/Guest Resources

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.

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

Private practice is getting squeezed by complexity, competition, and promises that “bigger is better.” That pressure is pushing more dentists to consider selling, scaling, or giving up control. In this episode, Kirk Behrendt talks with Dr. Christian Coachman, dentist and educator, about why celebrating independent private practice matters, why quality in dentistry isn’t scalable, and what private practitioners can do to stay clinically excellent without burning out. To learn how community, support, and smart strategy can help you protect your freedom and your standards, listen to Episode 1011 of The Best Practices Show!

Main Takeaways

1. Private practice protects the dentist’s freedom to make key decisions that support quality and patient-first care.
2. Motivation, attention to detail, and passion can decline when a practice is sold and clinical decisions are influenced by outside ownership.
3. Quality in dentistry is not scalable, and it typically drops as practices grow beyond a size that can be closely managed.
4. The temptation to scale often hits when a dentist reaches a ceiling on fees but demand continues to grow.
5. Independent dentists can gain many advantages of large organizations by joining a real community that offers support and shared resources.
6. The increasing demands of technology, marketing, leadership, and management are pressuring private practitioners and fueling DSO interest.
7. Many dentists who sell are financially relieved but still want their freedom back once non-compete periods end.

Snippets

00:00 Intro – Protecting Independent Private Practice

01:12 Why Private Practice Matters

02:45 Introducing Dr. Christian Coachman

04:10 Celebrating the Freedom of Ownership

06:30 The Current Challenges Facing Private Dentists

08:55 The Mindset Shift Required to Stay Independent

11:20 Why Community and Collaboration Matter

13:40 Innovation in Modern Private Practice

16:05 The Future of Independent Dentistry

18:30 Why Events Like The Exchange Matter

20:10 Final Thoughts – Choosing Freedom Intentionally21:32 Outro

Guest Bio/Guest Resources

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.

Guest resources mentioned in the episode:

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

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

The Best Practices Show: https://www.actdental.com/podcast/

Best Practices Association: https://www.actdental.com/bpa

Upcoming Events & Workshops: https://www.actdental.com/events/

Smile Source: https://www.smilesource.com/

Subscribe on Apple Podcasts: https://podcasts.apple.com

Subscribe on Spotify: https://open.spotify.com

Are you relying on the sale of your practice to fund your retirement? Before you accept an attractive offer from a DSO, it’s critical to understand what those numbers really mean — and what alternatives exist.

In this episode, Kirk Behrendt interviews Dr. Bob Margeas, founder of Iowa Dental Group in Des Moines, Iowa, about how he evaluated multiple DSO offers, broke down EBITDA and earn-outs, and ultimately chose a different transition strategy. They discuss adjusted EBITDA, recap risk, associate buy-ins, creative ownership structures, and why equity matters more than a headline purchase price. If you’re considering selling your practice — or simply want to understand your options — listen to Episode 1010 of The Best Practices Show!

Main Takeaways

1. EBITDA is calculated differently than a dentist’s net income and often includes add-backs that significantly change a practice’s valuation.
2. Most DSOs evaluate practices on an accrual basis rather than cash basis accounting, which affects perceived profitability.
3. Earn-outs and recapitalization payouts are tied to performance and market conditions and are not guaranteed.
4. Selling to a DSO typically requires the dentist to stay for several years, effectively replacing future EBITDA with the sale proceeds.
5. Structuring an associate buy-in based on trailing three-year profits can allow debt to be serviced without increasing production.
6. Ownership equity creates long-term wealth potential that an associate-only model does not provide.
7. Dentists who are financially independent have more flexibility and leverage when evaluating transition options.

Snippets

1. 00:00 Intro
2. 03:00 The difference between a DSO and a DPO.
3. 05:00 Understanding EBITDA and common add-backs.
4. 08:00 Why DSOs prefer accrual accounting over cash basis.
5. 10:00 How earn-outs and clawbacks work.
6. 13:30 Hiring an associate based on personality and communication skills.
7. 15:00 Structuring a 20% buy-in using trailing three-year profits.
8. 17:00 Reducing clinical days while maintaining profitability.
9. 21:00 Merging practices into a holding company model.
10. 24:00 Why saving early creates flexibility at transition.
11. 30:00 “I’m just a referee” — communicating treatment without pressure.
12. 34:00 Why equity ownership is essential for long-term wealth.

Guest Bio/Guest Resources

Dr. Bob Margeas is the founder of Iowa Dental Group in Des Moines, Iowa. He is a nationally recognized clinician and educator known for his expertise in restorative dentistry, financial management, and practice efficiency. Dr. Margeas lectures to study clubs and professional groups across the country and mentors dentists on both clinical and business systems. Dr. Margeas welcomes dentists to observe him in practice by contacting his office directly.

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

Many dental practices feel surprised by their numbers at the end of the month, even when they review reports regularly. In this episode, Kirk Behrendt sits down with Miranda Beeson, leadership coach at ACT Dental, to explain the difference between leading and lagging indicators and why relying too heavily on historical data creates stress, reactivity, and missed opportunities. They break down how leading indicators connect daily behaviors to long-term results, how to spot problems earlier, and how to use data to lead calmly instead of reactively. If you want to understand which numbers actually help you influence outcomes before it’s too late, listen to Episode 1009 of The Best Practices Show!

Main Takeaways

1. Lagging indicators show what has already happened in a practice and cannot be changed once reported.
2. Leading indicators help predict future outcomes and guide daily and weekly behavior.
3. Practices that focus only on lagging indicators often feel blindsided and become reactive under pressure.
4. Tracking leading indicators weekly allows leaders to correct course before the end of the month.
5. Hygiene reappointment, diagnostic percentage, and case acceptance are examples of leading indicators that influence production.
6. Teams engage more effectively when they understand which daily actions influence practice results.

Snippets

1. 00:52 Leading indicators versus lagging indicators and why both matter.
2. 02:28 Why lagging indicators create reactive leadership and team stress.
3. 03:50 Using hygiene metrics to predict future production.
4. 06:11 Planning ahead for known schedule disruptions like holidays.
5. 07:38 What it looks like when practices rely only on lagging indicators.
6. 09:42 How leadership changes when leading indicators are used correctly.
7. 11:39 Tracking diagnostic percentage and case acceptance week over week.
8. 14:47 A simple first step to start using leading indicators today.

Guest Bio/Guest Resources

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.

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