The Best Practices Show with Kirk Behrendt

Do you want this year to end well? Do you want next year to be better for your practice? In this episode, Kirk Behrendt brings back Heather Crockett, one of ACT’s amazing coaches, to share four questions to guide your year-end review so you can think beyond production and collections. To learn how to have thoughtful, intentional reflection and start building the practice you truly want, listen to Episode 968 of The Best Practices Show!

Learn More About Heather:

• Send Heather an email: [email protected] 
• Join Heather on Facebook: https://www.facebook.com/heather.r.crockett
• Follow Heather on ACT’s Instagram: https://www.instagram.com/actdental
• Send Kirk an email for ACT’s Practice Health Score guide: [email protected] 
• Send Courtney an email to learn more about ACT: [email protected] 

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

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

Episode Resources:

• Watch the video version of Episode 968: https://www.youtube.com/@actdental/videos
• Register to ACT’s BPA for their Practice Health Score guide: https://join.actdental.com/users/sign_in?post_login_redirect=https%3A%2F%2Fjoin.actdental.com%2Fc%2Fpractice-coaching-tools%2Fpractice-health-score#email
• Register to ACT’s BPA for their Chief Reminding Officer resource: https://join.actdental.com/users/sign_in?post_login_redirect=https%3A%2F%2Fjoin.actdental.com%2Fc%2Fpractice-coaching-tools%2Fcro-chief-reminding-officer#email
• Register to ACT’s BPA for their Financial GAPs at a Glance resource: https://join.actdental.com/users/sign_in?post_login_redirect=https%3A%2F%2Fjoin.actdental.com%2Fc%2Fpractice-coaching-tools%2Ffinancial-gaps-at-a-glance#email
• Register to ACT’s BPA for their How to Bring Core Values Alive resource: https://join.actdental.com/users/sign_in?post_login_redirect=https%3A%2F%2Fjoin.actdental.com%2Fc%2Fpractice-coaching-tools%2Fhow-to-bring-your-core-values-alive-c8a389#email
• Read The Gap and the Gain by Dan Sullivan: https://bookshop.org/p/books/the-gap-and-the-gain-the-high-achievers-guide-to-happiness-confidence-and-success-dan-sullivan/13b3af53fc11bb37?ean=9781401964368&next=t&next=t

Main Takeaways:

• Figure out how aligned your practice was this year. Was your mission and vision clear?
• How smart was your practice with tracking data and systematizing processes?
• Is your culture healthy? Are your core values alive in your practice?
• Reflect on what you will start, stop, or continue next year.
• Thank your team for any progress you've made.
• Block out time to have this year-end review.

Snippets:

0:00 Introduction.

2:34 Why this is an important topic.

5:16 Question 1: How aligned was my practice this year?

10:19 Question 2: How smart were we?

18:36 Question 3: How healthy is our culture?

24:23 Question 4: What will we start, stop, or continue next year?

26:47 Final takeaways.

Heather Crockett Bio:

Heather Crockett is a Lead Practice Coach who finds joy in not only improving practices but improving the lives of those she coaches as well. With over 20 years of combined experience in assisting, office management, and clinical dental hygiene, her awareness supports many aspects of the practice setting.

Heather received her dental hygiene degree from the Utah College of Dental Hygiene in 2008. Networking in the dental community comes easy to her, and she loves to connect with like-minded colleagues on social media. Heather enjoys both attending and presenting continuing education to expand her knowledge and learn from her friends and colleagues.

She enjoys hanging out with her husband, three sons, and their dog, Moki, scrolling through social media, watching football, and traveling.

Identifying and living your core values is the most important thing you will ever do. In this episode, Miranda Beeson, ACT’s director of education, brings in ACT’s founder, Kirk Behrendt, to share the story behind their core values, how they came to be, and why core values matter to a dental practice. To gain insight and inspiration for your core values, listen to Episode 967 of The Best Practices Show!

Learn More About Miranda:

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

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

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

Episode Resources:

• Watch the video version of Episode 967: https://www.youtube.com/@actdental/videos
• Watch Episode 4 with Howard Farran: https://www.youtube.com/watch?v=GMMaSIrhv2Q
• Read Traction by Gino Wickman: https://benbellabooks.com/shop/traction
• Read books by Patrick Lencioni: https://www.tablegroup.com/books

Main Takeaways:

• Identify your core values. It’s the most important thing you will ever do.
• Core values are your compass. Use it as a filter for your decisions.
• Attract the behaviors and people you want with core values.
• Weave your core values into the fabric of your practice.
• Your team is the secret sauce to success.

Snippets:

0:00 Introduction.

1:52 Kirk and Miranda’s journeys with core values.

13:39 Core values: Give > Get.

19:27 Core values: Walk the Talk.

25:38 Core values: We Before Me.

29:58 Core values: Results Driven.

37:07 Core values: Always Be Growing.

41:53 Core values: All-In Attitude.

50:33 Your people are the secret sauce.

51:35 Final 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. 

People want a longer lifespan. But it’s also important to focus on health span. In this episode, Kirk Behrendt brings back Dr. Uche Odiatu, one of ACT’s favorite health and wellness gurus, to share four keys to longevity that will help you live better, not just longer. To learn how you can sync up your health span to your lifespan, listen to Episode 966 of The Best Practices Show!

Learn More About Dr. Odiatu:

• Email Dr. Odiatu for his workout: [email protected] 
• Follow Dr. Odiatu on Instagram: https://www.instagram.com/fitspeakers
• Learn more on Dr. Odiatu’s website: http://www.druche.com

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

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

Episode Resources:

• Watch the video version of Episode 966: https://www.youtube.com/@actdental/videos
• Read The Body Keeps the Score by Bessel van der Kolk, M.D.: https://bookshop.org/p/books/the-body-keeps-the-score-brain-mind-and-body-in-the-healing-of-trauma-bessel-van-der-kolk-m-d/9e63236863805513?ean=9780143127741&next=t
• Read Why We Sleep by Matthew Walker, PhD: https://bookshop.org/p/books/why-we-sleep-unlocking-the-power-of-sleep-and-dreams-matthew-walker-phd/24217e9bcd5aeb1c?ean=9781501144325&next=t
• Read The Mind-Gut Connection by Emeran Mayer: https://bookshop.org/p/books/the-mind-gut-connection-how-the-hidden-conversation-within-our-bodies-impacts-our-mood-our-choices-and-our-overall-health-emeran-mayer/d71c6bafe6b31318?ean=9780062376589&next=t
• Read Lifespan by David A. Sinclair, PhD: https://bookshop.org/p/books/lifespan-why-we-age-and-why-we-don-t-have-to-matthew-d-laplante/31d9af73d9dfc2d4?ean=9781501191978&next=t

Main Takeaways:

• Consistency is key to longevity. Slow and steady wins the race.
• Become a master of sleep. Good sleep increases longevity.
• Stress impacts life expectancy. Learn how to manage it.
• Supplements can be important, but more isn't better.
• Food is fuel. Tone down junk food consumption.
• Sitting is a killer. Move as often as possible.
• Stay curious and keep your mind active.

Snippets:

0:00 Introduction.

1:50 Longevity, lifespan, and health span, explained.

3:24 Why some countries have a longer lifespan.

5:36 Why life expectancy has decreased.

10:11 Is there a magic bullet for longevity?

13:54 The importance of consistency.

21:54 Become a sleep master.

25:34 Manage your stress.

28:34 More isn't better with supplements.

32:16 Final thoughts.

35:27 More about Dr. Odiatu and how to get in touch.

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.

Do too many of your patients owe you money? It’s a symptom of an even bigger problem! In this episode, Kirk Behrendt brings back Robyn Theisen, one of ACT’s amazing coaches, to break down overdue accounts and share a four-step solution to eliminate it from your practice. To learn how to collect from patients before day 30, listen to Episode 965 of The Best Practices Show!

Learn More About Robyn:

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

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

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

Episode Resources:

• Watch the video version of Episode 965: https://www.youtube.com/@actdental/videos
• Register to ACT’s BPA to watch Episode 764: Cash Flow Kings and Queens: The Dentist’s Guide to Mastering Accounts Receivable: https://join.actdental.com/users/sign_in?post_login_redirect=https%3A%2F%2Fjoin.actdental.com%2Fc%2Fpodcasts%2F764-cash-flow-kings-and-queens-the-dentist-s-guide-to-mastering-accounts-receivable-ariel-juday#email
• Register to ACT’s BPA for their Managing an Accounts Receivable and Collections System: https://join.actdental.com/users/sign_in?post_login_redirect=https%3A%2F%2Fjoin.actdental.com%2Fc%2Fpractice-coaching-tools%2Fmanaging-an-accounts-receivable-and-collections-system#email
• Register to ACT’s BPA for their Sample Financial Arrangement Form: https://join.actdental.com/users/sign_in?post_login_redirect=https%3A%2F%2Fjoin.actdental.com%2Fc%2Fpractice-coaching-tools%2Fsample-financial-arrangement-form#email

Main Takeaways:

• A balance past 31 days is overdue. Address it ASAP!
• Be proactive. The older the balance, it’s harder to collect.
• Have a strong financial policy so patients know what to expect.
• You can't fix what you don't measure. Be sure to know your numbers.
• Document a system and create a plan. Otherwise, you're being reactive.
• Work the plan you created. If you don't implement them, they're sure to fail.

Snippets:

0:00 Introduction.

3:32 Overdue accounts, explained.

5:22 Have a strong financial policy.

9:19 Know your numbers.

14:57 Document a system and create a plan.

17:45 Work the plan.

24:00 Final takeaways.

Robyn Theisen Bio:

Robyn Theisen brings an entire life and legacy of dental experience to the team and every team with which she works as the daughter and sister of dentists. With almost 20 years of experience in dentistry, her roles ranged from practice management to operations at Patterson Dental to coaching teams. Robyn’s passion is empowering teams to realize that they can dramatically impact the lives of the people they serve by implementing skills and systems to remove barriers to life-changing dental treatment. She has done it for decades and does it every day with dental teams.

Outside of coaching, she enjoys time with her husband, Rob, and two daughters, Emerson and Ruby. She loves traveling, music, fitness, and cheering on the Michigan State Spartans.

Every healthy practice needs new patients. But you don't want to just have “more”. In this episode, Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to break down new patient count and new patient growth, how to calculate actual patient growth, and what you can do to improve your numbers. To learn how to keep a consistent active patient count that's right for your practice, listen to Episode 964 of The Best Practices Show!

Learn More About Miranda:

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

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

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

Episode Resources:

• Watch the video version of Episode 964: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Track your new patient count to know how effective your scheduling and marketing is.
• Healthy practices need new patients. Figure out the right number for your practice.
• Set a monthly new patient goal that is aligned with your long-term growth goals.
• Know your actual patient growth by measuring new patient growth count.
• Create documented follow-up systems to recapture your lost patients.
• Align your team with your new patient goal so they can monitor it.

Snippets:

0:00 Introduction.

1:30 New patient count and new patient growth, explained.

3:37 How new patient count impacts the practice.

7:04 What you can do to impact new patient count.

7:51 New patient growth, explained.

10:37 How new patient growth impacts the practice.

11:27 What you can do to impact new patient growth.

16:22 Final 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. 

Do your hygiene visits feel too routine? Do your patients devalue appointments? In this episode, Kirk Behrendt brings back Carlie Einarson, one of ACT’s amazing coaches, with four ways to reinvent your hygiene op so you can take it from being transactional to transformational for your patients. To help patients feel educated, motivated, and to value hygiene, listen to Episode 963 of The Best Practices Show!

Learn More About Carlie:

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

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

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

Episode Resources:

• Watch the video version of Episode 963: https://www.youtube.com/@actdental/videos
• Register to ACT’s BPA for their Tiers of Service exercise: https://join.actdental.com/users/sign_in?post_login_redirect=https%3A%2F%2Fjoin.actdental.com%2Fc%2Fpractice-coaching-tools%2Ftiers-of-service-exercise#email
• Register to ACT’s BPA for their Creating a 6-Star Patient Experience tool: https://join.actdental.com/users/sign_in?post_login_redirect=https%3A%2F%2Fjoin.actdental.com%2Fc%2Fpractice-coaching-tools%2F6-star-experience#email

Main Takeaways:

• Start off strong by setting clear expectations for your patients.
• Use monitors to show the impact of their visit, not the news or HGTV.
• A picture is worth a thousand words. Start using technology to its fullest.
• Celebrate even the small wins and validate concerns so that patients open up.
• Resist your “righting” reflex. Create space for learning rather than giving answers.
• Make hygiene visits an opportunity for patient engagement, not just “routine cleaning”.

Snippets:

0:00 Introduction.

1:47 Why this is an important topic.

4:00 Set clear expectations.

9:34 Use monitors for patient education.

17:15 Use technology to its fullest.

21:25 Celebrate wins and validate concerns.

23:50 The righting reflex, explained.

26:49 Help patients get out of their routine.

30:01 Final thoughts.

31:23 ACT’s BPA.

Carlie Einarson Bio:

Carlie Einarson is a lead practice coach who has a passion for helping others succeed in the dental field. She loves helping to create a stable foundation for practices so both professionals and patients have a great experience every time they walk in the door!

Carlie graduated from Utah College of Dental Hygiene. She has ten years of experience in the dental field, including clinical dental hygiene, front office, and leading teams.

In her free time, Carlie enjoys spending quality time with loved ones, traveling, skiing, playing volleyball, and golfing.

How do you build a general practice that can pay the bills? In this episode, Kirk Behrendt brings back Dr. John Cranham, co-founder of Cranham Culp Digital Dental, to share his tips for balancing bread-and-butter dentistry with your niche so you can have a fulfilling and profitable career. To learn how to build a healthy general practice that you enjoy, listen to Episode 962 of The Best Practices Show!

Learn More About Dr. Cranham:

• Send Dr. Cranham an email: [email protected] 
• Join Dr. Cranham on Facebook: https://www.facebook.com/john.c.cranham
• Follow Dr. Cranham on Instagram: https://www.instagram.com/johnccranhamdds
• Learn more about Cranham Culp Digital Dental: https://www.ccdigitaldental.com

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

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

Episode Resources:

• Watch the video version of Episode 962: https://www.youtube.com/@actdental/videos
• Read Good to Great by Jim Collins: https://bookshop.org/p/books/good-to-great-why-some-companies-make-the-leap-and-other-s-don-t-jim-collins/ec0b317c56aaceb4?ean=9780066620992&next=t

Main Takeaways:

• Don't get addicted to growth. Seek eudaimonia.
• Find your niche and balance it with your general dentistry.
• A healthy hygiene department is key to having a strong general practice.
• Pay attention to how you're scheduling. Keep your records and consult spots full.
• Align with your team so they understand why they shouldn't book your specialty spots.
• Balance what you love doing, what you can be the best at, and what can pay your bills.

Snippets:

0:00 Introduction.

2:11 Dr. Cranham’s background.

3:59 The general practice paying the bills, explained.

7:40 How much is “enough”?

12:32 What dentists get wrong about what is enough.

14:44 How a general practice can pay your bills.

19:53 Specialty, explained.

23:11 Not all patients are specialty patients.

26:26 What is the ideal number of records per day?

28:01 Keep your record spots and consult spots full.

30:00 Maintain balance.

31:17 Three things to ask yourself when finding your niche.

33:48 Final thoughts.

35:08 More about Cranham Culp Digital Dental.

Dr. John Cranham Bio:

Dr. John C. Cranham is a highly respected and renowned dentist in Chesapeake, Virginia. At his state-of-the-art office, he delivers unsurpassed general dentistry, cosmetic dentistry, and restorative dentistry, including TMJ therapy and dental implant services. He uses his vast experience and expansive knowledge to create healthy, natural-looking smiles. 

Dr. Cranham was an honors graduate of the Medical College of Virginia in 1988. He is an internationally recognized speaker on the esthetic principles of smile design, contemporary occlusal concepts, treatment planning, restoration selection, digital photography, laboratory communication, and happiness and fulfillment in dentistry. 

Dr. Cranham founded Cranham Dental Seminars, which provides lectures, mobile programs, and intensive hands-on experiences to dentists around the world. In 2008, Cranham Dental Seminars merged with The Dawson Academy, a world-famous continuing education facility based in St. Petersburg, Florida. 

As The Dawson Academy’s acting Clinical Director, Dr. Cranham is involved with many of the courses and provides continuing education to dental professionals across the globe. He spends approximately two-thirds of his time in private practice and the other third as an educator. He believes this balance keeps him on the leading edge of both disciplines. 

Dr. Cranham is an active member of numerous professional organizations, including the American Dental Association, American Academy of Cosmetic Dentistry, American Academy of Fixed Prosthodontics, and American Equilibration Society.

How good is your team at capturing opportunities over the phone? In this episode, Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to break down new patient call conversion percentage, how it impacts your practice, and what you can do to improve your numbers. To learn how to help your team with their phone skills and save thousands on marketing, listen to Episode 961 of The Best Practices Show!

Learn More About Miranda:

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

Learn More About ACT Dental:

• ACT’s Events: https://www.actdental.com/event
• ACT’s website: https://www.actdental.com
• ACT’s Instagram: https://www.instagram.com/actdental
• ACT’s YouTube: https://www.youtube.com/actdental
• ACT’s Facebook: https://www.facebook.com/actdental
• ACT’s LinkedIn:  https://www.linkedin.com/company/actdental/

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

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

Episode Resources:

• Watch the video version of Episode 961: https://www.youtube.com/@actdental/videos

Main Takeaways:

• New patient call conversion percentage reflects your team’s phone skills.
• Listen to recorded calls as a team to evaluate and improve their skills.
• Winning a patient over starts with the call, not when they show up.
• A low conversion rate reflects wasted leads and wasted dollars.
• Create a scheduling system that gets new patients in easily.

Snippets:

0:00 Introduction.

1:56 New patient call conversion percentage, explained.

4:00 Why this metric is important and how it impacts your practice.

7:45 Tips to improve this metric.

17:29 ACT’s BPA.

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.

Airway dentistry isn't just a fad — it’s here to stay! In this episode, Kirk Behrendt brings in Dr. Meggie Graham and Dr. Liz Turner, founders of the Untethered Airway Health Center, to talk about the growing field, what airway health really means, and why it’s important to integrate it into your practice. To learn how you can impact your patients’ health no matter their age, listen to Episode 960 of The Best Practices Show!

Learn More About Dr. Graham & Dr. Turner:

• Join Dr. Graham & Dr. Turner on Facebook: https://www.facebook.com/untetheredahc
• Follow Dr. Graham & Dr. Turner on Instagram: https://www.instagram.com/untetheredairway
• Learn more about Untethered Airway Health Center: https://untetheredairwayhealthcenter.com
• Register for The Untethered Way courses: https://theuntetheredway.com
• Listen to Dr. Graham & Dr. Turner’s podcast: https://untethered-airway-health.captivate.fm

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

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

Episode Resources:

• Watch the video version of Episode 960: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Airway is not just a fad — it’s that dentistry has been missing it for years.
• Help patients identify their breathing dysfunctions and become aware.
• Don't push airway onto patients who aren't ready to hear about it.
• Implementing airway isn't all or nothing. It’s okay to do it slowly.
• Stay curious and excited to learn to be fulfilled in your career.

Snippets:

0:00 Introduction.

1:23 Dr. Turner and Dr. Graham’s backgrounds.

3:33 Dr. Turner and Dr. Graham’s aha moment.

10:25 What airway health really means.

17:34 Common mistakes dentists make when looking at airway issues.

20:51 How to integrate airway into your practice.

26:09 The future of airway in dentistry.

30:01 Is airway just a fad?

34:20 Final thoughts.

35:59 The origin of The Untethered Way.

38:26 More about The Untethered Way course.

39:45 More about the No One Told Me podcast and how to get in touch.

Dr. Meggie Graham Bio:

Dr. Meggie Graham helps patients of all ages breathe better and live healthier lives. As both a mother and an airway patient herself, she understands the challenges families face with breathing disorders, tongue-ties, and sleep problems.

A faculty member at The Breathe Institute, Dr. Graham specializes in non-invasive solutions that address root causes of breathing issues. Her commitment comes from years of advanced training in sleep-disordered breathing and facial development, combining personal experience with professional expertise to create lasting solutions for her patients.

Dr. Liz Turner Bio:

Dr. Elizabeth Turner helps families overcome feeding difficulties and breathing challenges at every age. As a mother who watched her own son transform after tongue-tie treatment, she understands both the concerns parents face and the care needed for optimal results.

A certified laser surgeon and Tufts University graduate, she specializes in infant tongue-tie release, children's airway development, and adult breathing solutions. Dr. Turner combines advanced laser technology with gentle, personalized care, regularly educating both families and healthcare providers about early intervention in breathing health.

959: The Secret Behind Selling Dentistry Without Selling – Dr. Tom Hedge

How do you sell dentistry without selling? In this episode, Kirk Behrendt brings in Dr. Tom Hedge, founder of The Houston Dentists Tanglewood, to review a recent presentation he gave at Smile Source Exchange and share his secret to selling dentistry without actually selling. To learn how to get patients to buy without feeling like they're sold to, listen to Episode 959 of The Best Practices Show!

Learn More About Dr. Hedge:

• Send Dr. Hedge an email: [email protected] 
• Join Dr. Hedge on Facebook: https://www.facebook.com/TheHoustonDentistsTanglewood
• Follow Dr. Hedge on Instagram: https://www.instagram.com/houstondentistoftanglewood
• Learn more on Dr. Hedge’s website: https://www.thehoustondentiststanglewood.com

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

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

Episode Resources:

• Watch the video version of Episode 959: https://www.youtube.com/@actdental/videos
• Learn more about Smile Source and The Exchange: https://smilesource.com
• Try Weave: https://www.getweave.com

Main Takeaways:

• Always take photos of new patients. It is a critical step.
• Use digital photography for patient education. Let them do the talking.
• Never treat a stranger. Ask good questions and get to know your patients.
• Consider hiring a remote employee. They can free up you and your team’s time.
• Make it as easy and as convenient as possible for patients to schedule appointments.
• There isn't one big thing to make your practice better; there are a thousand little things.

Snippets:

0:00 Introduction.

0:52 Dr. Hedge’s background.

4:56 What most dentists get wrong about photography.

7:01 Selling without selling, explained.

8:46 Does Dr. Hedge invest in marketing?

9:44 All you need is an iPad.

10:09 Self-limiting beliefs about taking photos.

11:03 Let patients do the talking.

11:36 Benefits of a remote employee.

16:03 Benefits of using Weave.

16:58 Dr. Hedge’s philosophy on hygiene.

19:05 The future of technology in dentistry.

22:43 Advice for dentists.

24:24 About Smile Source Exchange.

27:35 Final thoughts.

Dr. Tom Hedge Bio:

Dr. Tom Hedge is widely known as one of the top-notch cosmetic dentists in the United States. He received his Bachelor’s degree from Kenyon College in Gambier, Ohio, where he majored in biology and chemistry. While studying at the Ohio State University College of Dentistry, he conducted research resulting in the publication of seven abstracts and one paper, which received numerous awards at the state and national levels. After graduating from dental school, he completed a general practice residency at Richland Memorial Hospital in Columbia, South Carolina. This advanced education included training in anesthesia, pediatrics, emergency medicine, geriatrics, TMJ treatment, endodontics, periodontics, orthodontics, oral surgery, prosthetics, and implantology.

Dr. Hedge is nationally recognized not only for excellence in clinical programs, but for sound business practices that make full use of the newest technologies in dentistry. He is an alumnus of the renowned Las Vegas Institute for Advanced Dental Studies, as well as the Pankey Institute for Advanced Dental Education. Dr. Hedge is a frequent contributor to dental publications, as well as professional development magazines.