The Best Practices Show with Kirk Behrendt

You might think you know your write-off percentage. But do you, really? In this episode of Metric Mondays, Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, to break down this important KPI. They explain what it is, how it affects your profitability, and countermeasures to start adding some percentage points back to your bottom line. For step-by-step guidance through this process, become a Premium member of ACT’s BPA and listen to Episode 859 of The Best Practices Show!

Learn More About Dr. Straub:

• Send Dr. Straub an email: [email protected] 
• Join Dr. Straub on Facebook: https://www.facebook.com/barrett.d.straub
• Send Gina an email: [email protected] 

Learn More About ACT Dental:

• ACT’s webinars: https://www.actdental.com/134
• 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/3137520/admin/feed/posts/
• ACT’s Twitter: https://twitter.com/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
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• 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:

• Register for ACT’s To The Top Study Club (April 11, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-april-11-2025-ttt-study-club-tickets-1012966789937
• Register for ACT’s To The Top Study Club (July 25, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-july-25-2025-ttt-study-club-tickets-1205497959849

Main Takeaways:

• Understand the causes of large write-off percentages.
• Higher write-offs mean more pressure on your profit margin.
• Learn the four steps to add some percentage points back to your bottom line.
• If you don't know how much you're writing off, you're working too many days for free!
• To master this KPI and many others, register to become a Premium BPA member today!

Quotes:

“Today's KPI metric is write-off percentage. It is the percentage of total charges that are adjusted off. There are three different ways or reasons you would adjust off production. One would be PPO insurance adjustments that are contracted through your PPO contract. Number two would be your elective patient discounts or adjustments. Number three would be those discounts that come as part of your membership plan, if you had them. So, basically, we're saying of all the dollars of production, what dollar value, and then what percentage of that did you write off or adjust off and knowingly make non-collectible?” (0:53—1:34) -Dr. Straub

“I know what you're thinking if you're listening to this. ‘We've got this. I know what my write-offs percentages are.’ No, you don't. Most of the clients that we coach do not have their arms around this. Now, it's becoming even more complex. Prior to COVID-19, it wasn’t unusual for us to see practices writing off 20%. Even prior to COVID-19, I thought that’s a lot of money. I’ve been doing this for almost 30 years. Now, we’re seeing people north of 35%, 42%. We’re even finding people that are writing off 50%. So, this gap is climbing.” (1:36—2:11) -Kirk

“Another factor in the reason why many of us don’t know our write-offs — and we’ve covered this on a previous Metric Monday — is the question, do you bill your full fee? A lot of times, when you're not billing your full fee, you're billing the UCR or the approved fee by insurance. You're under-reporting your gross production, and you're under-reporting your adjustments or write-off off of production. So, it is a little complex, and we can simplify it pretty easily. And the why — what is a write-off? Now, why is it important? Your write-offs are a huge factor in your profit margin. The higher your write-offs — we call it the effort gap — the more pressure there is on your profit margin.” (2:20—3:10) -Dr. Straub

“Let's really simplify it, just to make sure all the listeners are on the same page. If we charge $100 for a fee, every time we do that billable code, in our ledger, the top line should say $100. Now, we may have to adjust off $20 of that because we're part of a PPO, contracted. We would write that off and say X, Y, Z insurance. We might write off the total amount of that if it was a guaranteed service for a patient. We would write off the whole $100. We would say — and I did this a lot — NC, no charge. Make it zero. We need to bill out the full fee, write off the full amount. We might write off part or all of it for charitable cases. We might write off 15% of it for our membership plan. All is fine and good, and the goal is not to hide your write-offs or adjustments. The goal is to bill out your full fee all the time, cleanly and accurately calculate those write-offs so you know, ‘I write off X percent. Of that percent, I write off X to PPOs, I write off X to memberships, and I write off X to my elective write-offs.’ So, that's how you do it.” (3:47—5:03) -Dr. Straub

“Again, going back to the story, we produce X dollars of production. That's our output. That's our business's output, and it takes energy, time, money, and people to do that. We want to know what percentage of that effort are we writing off before we can start collecting money. Obviously, the larger that amount or the bigger that gap, the less profitable we are. So, what can cause that percentage to grow? One is reduced reimbursements from our PPO contracts. That's largely out of our hands, and part of that is the reason that we're always saying, ‘Hey, let's take a crucial eye at how many plans we're a part of, which ones we're a part of, and what's our strategy going forward regarding PPOs.’ That's one.” (5:08—6:52) -Dr. Straub

“Another reason your effort gap or your write-off could increase would be, of your active patients, how many are in-network versus out-of-network? So, theoretically . . . we could have not signed up for a new PPO, and our write-offs could be growing because, for whatever reason, all our new patients are in-network. Or conversely, we can lower our effort gap with bringing in new patients that are out-of-network. And it begs the question, how many of your active patients are paying you 100% of your fee? The more that do, the smaller your write-offs and the higher your profitability. So, when you have a larger proportion of your active patients on PPOs, your profit margin will be squeezed and your write-offs will be increased. Again, we're not making any judgments. We're not saying to do PPOs or not to do PPOs. We're saying, let's understand what our write-off is and what proportion of our patients are on these PPOs, and therefore, we can understand our profitability.” (6:52—7:06) -Dr. Straub

“Our best practices in that fee-for-service model live in the four to eight percent range. Meaning, no matter what they produce, only four to eight percent of that is being written off. The rest is being collected. If we are a fee-for-service practice with a membership plan, now the membership plans require some kind of discount. Membership plans are great, but that's going to increase your write-offs. Now, we're usually in the seven, eight, to 12% ratio. Practices that have one big PPO, they're usually 12% to 20%. If you have a couple PPOs, you're usually living in the 20% to 30%. When we have a handful of PPOs, we're 30-plus, sometimes into the 40%. So, you can see I'm using very gray terms: a handful, a couple. And that's usually right. But I want you to think about it this way. It doesn't matter if I have ten PPOs or one PPO. What matters is how many of my patients are in-network versus out-of-network. So, theoretically, we could have two practices. One has eight PPOs, and one has one PPO. They could both have the same level of write-offs if 100% of their patients are in-network. So, it's a two-fold question — not only how many PPOs do I have, but do I have any patients that are outside of these networks? Therefore, now, we're getting deeper into what truly is my profit margin.” (7:18—8:51) -Dr. Straub

“Today, when you get to your office, I want you to calculate your write-offs. It can be for last month. It can be for last quarter. It can be for last year. It doesn't matter. Just start and say, how much did I write off? Now, number two, you're going to ask the question, but is that accurate? Do I bill out my full fee, or do I bill out some adjusted? Number three, we're going to calculate how many active patients we have, and then how many of those are in-network versus out-of-network. Those of you that are clients, those of you that are BPA members, those of you that have been in our PPO Roadmap, you might understand this as patient segments. I want you to start looking at your patient segments because each segment means something different to your practice. So, let's say you have 2,000 patients. Great. Now, I want to know how many of those are in-network, versus out-of-network, versus in your membership plan, just for your understanding. Now, lastly, we're going to do some math. If I produce X and I write off Y, what if I reduced Y by five percent and I collected all of that? What's five percent of that production? Add that to your bottom line, your profitability. What would that mean for your practice? What would that mean for your financial health? What would that mean for your life? Now, you can start to see how the financial gaps model works, meaning incremental improvements can mean some very impactful improvements to your profit margin. So, do some math. Those are the four steps I would encourage people to take home and do today.” (9:32—11:13) -Dr. Straub

“If you don't know your write-offs, you're working a considerable number of days for free. I used to say if you're writing off 33%, you're working a third of your days for free — but you're actually working more than that. Barrett is going to cover that in a future podcast. But that's one thing to consider. And there's big talk about burnout. While I'm not a burnout expert, I don't need to be to understand that when I'm working harder, and harder, and harder, and I'm paying expenses on efforts that I'm not being rewarded for, burnout is going to happen — especially if you care a lot. A big piece of this is knowing what your write-offs are.” (11:31—12:08) -Kirk

“As Barrett already said, you can get really angry about what insurances are paying and reimbursing and how big write-offs are. That's not the real issue. The real issue is you have your arms around that, and you're building a patient base of people that pay your full fee, show up, and all of that stuff. We're here to help you and simplify this journey. When you can get your eyes and your heart set in the right way, you can actually create an amazing practice.” (12:11—12:38) -Kirk

“Some of you are driving to work right now, and some of you have a little anxiety happening in the inner parts of your chest. You're like, ‘Oh my gosh, this is complex. I don't know the answers to what these guys are asking.’ And I would say, there's only so much we can do in a 15-minute podcast. This is a little complex. But it is highly simplified if you go step by step. So, number five, if you're like, ‘Boy, this is something I think is not lining up in my practice. Man, this is really resonating with me. I want to figure this out,’ I'm just going to say it: go to our BPA. Sign up for Premium. It's $100 a month. I feel very good asking people to do it because the value is crazy. We have a PPO Roadmap in there as a Premium member. It guides you step by step through all these questions that I'm proposing. All you have to do is take the pressure off and go, ‘I'm going to do step one first. I'm going to pull the numbers. I'm going to find out what it tells me.’ Then, we're going to go, ‘Okay. Now, next question. Do this.’ You just have to do it step by step. It takes out all the fear, it takes out all the unknowns, it takes all the complexity out, and it will walk you through this process. You'll know more about your business. Whether you ever drop a PPO or not, it is going to make you a better leader and better [businessperson].” (12:45—13:58) -Dr. Straub

Snippets:

0:00 Introduction.

0:40 Write-off percentage, explained.

3:13 Why your effort gap or your write-offs could increase.

7:06 Important benchmarks to know.

9:19 Four action items to implement today.

12:41 Final thoughts.

Dr. Barrett Straub Bio:

Dr. Barrett Straub practices general and sedation dentistry in Port Washington, Wisconsin. He has worked hard to develop his practice into a top-performing, fee-for-service practice that focuses on improving the lives of patients through dentistry.

A graduate of Marquette Dental School, Dr. Straub’s advanced training and CE includes work at the Spear Institute, LVI, DOCS, and as a member of the Milwaukee Study Club. He is a past member of the Wisconsin Dental Association Board of Trustees and was awarded the Marquette Dental School 2017 Young Alumnus of the Year. As a former ACT coaching client that experienced first-hand the transformation that coaching can provide, he is passionate about helping other dentists create the practice they’ve always wanted.

Dr. Straub loves to hunt, golf, and spend winter on the ice, curling. He is married to Katie, with two daughters, Abby and Elizabeth.

In this episode of Clinical Edge Fridays, ACT shares their latest Master Class by Brittny Murphy, founder of CT Orofacial Myology, who explains the long-term dental, mental, and overall health benefits of introducing myofunctional screening and therapy to patients of all ages. With a quick, pain-free, and non-invasive screening, you can save valuable chair time and elevate patient care! To learn how to integrate this process into your practice, listen to Episode 858 of The Best Practices Show!

Learn More About Brittny:

• Give Brittny a call: (203) 217-7090
• Send Brittny an email: [email protected]
• Learn more on Brittny’s website: https://themyohygienist.com
• Listen to Brittny’s I Spy with My Myo Eye podcast: https://open.spotify.com/show/6q4OEbkVqMGRKFppn2WYOW
• Register for Brittny’s myofunctional therapy course: https://www.airwayhealthsolutions.com/myo-new
• Learn more about CT Orofacial Myology: https://www.ctorofacialmyology.com
• Join CT Orofacial Myology on Facebook: https://www.facebook.com/ctorofacialmyology
• Follow CT Orofacial Myology on Instagram: https://www.instagram.com/ct_orofacial_myology
• Watch CT Orofacial Myology on YouTube: https://www.youtube.com/@ctorofacialmyologybrittnys4772

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
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• 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 858: https://www.youtube.com/@actdental/videos
• FAIREST 6 Screener: https://www.fairest.org
• Read Breath by James Nestor: https://www.penguinrandomhouse.com/books/547761/breath-by-james-nestor
• Try Xlear nasal spray: https://xlear.com
• Try Ayr saline nasal gel: https://www.bfascher.com/products/ayr-saline-nasal-gel
• Try Neti Stik: https://shop.himalayaninstitute.org/collections/neti-pot/products/neti-stik
• Try BoomBoom nasal sticks: https://boomboomnaturals.com/collections/nasal-inhalers

Main Takeaways:

• Myofunctional therapy goes beyond dental health.
• Learn to identify signs of airway issues and improper oral habits.
• Educate patients on the importance of tongue posture and good oral habits.
• Introduce the myo therapy screener as something that's easy and non-invasive.
• Many people are not aware of their mouth-breathing and other improper oral habits.
• Practices offering sleep dentistry should have a myofunctional therapist in their office.

Snippets:

0:00 Introduction.

4:26 Brittny’s background.

5:48 Objectives.

6:52 OMT, defined.

8:18 How to explain OMT to patients.

9:19 Myofunctional therapy requires compliance and self-awareness.

10:41 Goals of OMT.

13:32 The importance of nasal hygiene.

14:59 Where the tongue should be at rest.

17:34 Dental office benefits.

32:21 Myofunctional therapy goes beyond dental health.

38:14 Causes of OMDs.

40:36 What age should myo start?

41:11 Who can do myo?

41:22 Signs of dysfunction.

43:17 The sleep and myo connection.

44:32 Tongue-tie and sleep apnea.

46:48 What happens when

Are you scared of tough conversations? Do you avoid them at all costs? Then it could cost you your practice! To help you avert future crisis, Kirk Behrendt brings back Carlie Einarson, one of ACT’s amazing coaches, to share a framework for having good, productive conflict and building a culture of trust. Put an end to false harmony in your practice! To learn how to have courageous conversations with your team, listen to Episode 857 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 Gina an email: [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
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• 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 857: https://www.youtube.com/@actdental/videos
• Register for ACT’s To The Top Study Club (April 11, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-april-11-2025-ttt-study-club-tickets-1012966789937
• Register for ACT’s To The Top Study Club (July 25, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-july-25-2025-ttt-study-club-tickets-1205497959849

Main Takeaways:

• To build trust, you need good conflict.
• Start embracing conflict. It is helpful, not harmful.
• Conflict doesn't mean confrontation, drama, or arguments.
• Regular team check-ins are critical for building a culture of trust.
• Don't let your fears get in the way of having tough conversations.
• Remember that some personality styles are more averse to conflict.
• Practice having courageous conversations. It will get easier with time.
• When you avoid conflict, it will cost you time, money, and team morale.

Snippets:

0:00 Introduction.

1:11 Why this is an important topic.

2:10 Stop avoiding conflict.

5:17 Conflict, defined.

7:11 Examples of conflict in a dental office.

9:18 Don't let fear get in the way.

11:18 DiSC styles and conflict aversion.

13:30 How to embrace conflict.

16:16 Courageous conversations, explained.

19:45 The importance of team check-ins.

22:56 Final thoughts.

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, she enjoys spending quality time with loved ones, traveling, skiing, playing volleyball, and golfing.

Every year, you set gross production goals. But is that the right number to focus on? In this episode of Metric Mondays, Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, to break down the most overlooked number: net production. To learn how focusing on this metric will increase profitability, listen to Episode 856 of The Best Practices Show!

Learn More About Dr. Straub:

• Send Dr. Straub an email: [email protected] 
• Join Dr. Straub on Facebook: https://www.facebook.com/barrett.d.straub
• Send Gina an email: [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
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• 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 856: https://www.youtube.com/@actdental/videos
• Register for ACT’s To The Top Study Club (April 11, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-april-11-2025-ttt-study-club-tickets-1012966789937
• Register for ACT’s To The Top Study Club (July 25, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-july-25-2025-ttt-study-club-tickets-1205497959849

Main Takeaways:

• Aim to collect 100% of your net production.
• Focus on net production more than gross production.
• Net production gives you a more accurate picture of your practice.
• Figure out the gap between your net production and gross production.

Snippets:

0:00 Introduction.

0:51 Net production, explained.

3:26 Two questions you need to answer.

7:18 Countermeasures for low net production.

9:57 Final thoughts.

Dr. Barrett Straub Bio:

Dr. Barrett Straub practices general and sedation dentistry in Port Washington, Wisconsin. He has worked hard to develop his practice into a top-performing, fee-for-service practice that focuses on improving the lives of patients through dentistry.

A graduate of Marquette Dental School, Dr. Straub’s advanced training and CE includes work at the Spear Institute, LVI, DOCS, and as a member of the Milwaukee Study Club. He is a past member of the Wisconsin Dental Association Board of Trustees and was awarded the Marquette Dental School 2017 Young Alumnus of the Year. As a former ACT coaching client that experienced first-hand the transformation that coaching can provide, he is passionate about helping other dentists create the practice they’ve always wanted.

Dr. Straub loves to hunt, golf, and spend winter on the ice, curling. He is married to Katie, with two daughters, Abby and Elizabeth.

In this episode of Clinical Edge Fridays, Kirk Behrendt brings back Dr. Christian Coachman, founder of Digital Smile Design, to reveal his latest project, Dentistry 3.0. He explains what this new model of care is, why you need to get on board, and the future of dentistry as technology and AI rapidly evolves in this space. To learn how to stay ahead of the curve with Dentistry 3.0, listen to Episode 855 of The Best Practices Show!

Learn More About Dr. Coachman:

• Join Dr. Coachman on Facebook: https://www.facebook.com/christiancoachman
• Follow Dr. Coachman on Instagram: https://www.instagram.com/chriscoachman
• Learn more about Digital Smile Design: https://digitalsmiledesign.com
• Listen to Dr. Coachman’s podcast, Coffee Break with Coachman: https://open.spotify.com/show/4ADCrWhqsUKbHmZtkhhgoB
• Register for DSD Residency 1 On Demand: https://digitalsmiledesign.com/dsd-residency-1-on-demand
• Register for Dr. John Kois and Dr. Coachman’s Optimizing Clinical Outcomes course (March 20-21, 2025): https://www.koiscenter.com/optimizing-clinical-outcomes

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
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• 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 855: https://www.youtube.com/@actdental/videos
• Read Outlive by Dr. Peter Attia: https://peterattiamd.com/outlive

Main Takeaways:

• Dentistry 2.0 is the gold standard. But we can do better with 3.0.
• If you haven't already, start leveraging AI. It is the future of dentistry.
• Don't be scared of AI. Using it will free up time for you and your team.
• Customized dentistry is the future. Stop with the cookie-cutter approach.
• A 3.0 dentist cares about more than pretty teeth. Focus on whole-body health.
• Humans are limited by human skills. Start leveraging technology to fill the gaps.

Snippets:

0:00 Introduction.

1:24 Dentistry 3.0, explained.

10:50 The dental tech startup landscape.

13:11 Differences between Dentistry 1.0, 2.0, and 3.0.

18:35 The importance of customized dentistry.

23:44 Dentistry 3.0 is about more than aesthetics.

26:39 AI and the future of dentistry.

33:50 Final thoughts.

41:12 The upcoming Coachman-Kois event.

Dr. Christian Coachman Bio:

Combining his advanced skills, experience, and technology solutions, Dr. Christian Coachman pioneered the Digital Smile Design methodology and founded Digital Smile Design company (DSD). Since its inception, thousands of dentists worldwide have attended DSD courses and workshops, such as the renowned DSD Residency program.

Dr. Coachman is the developer of worldwide, well-known concepts such as the Digital Smile Design, the Pink Hybrid Implant Restoration, the Digital Planning Center, Emotional Dentistry, Interdisciplinary Treatment Simulation, and Digital Smile Donator. He regularly consults for dental industry companies, developing products, implementing concepts, and marketing strategies, such as the Facially Driven Digital Orthodontic Workflow developed in collaboration with Invisalign, Align Technology.

Ask yourself this: would you want to work for you? If you answered no or maybe, keep listening! To help you become a magnetic and influential leader that makes people stay, Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to share four key elements to building a great, loyal team that never wants to leave. To learn how to be a leader that people want to follow, listen to Episode 854 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 Gina an email: [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
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• 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 854: https://www.youtube.com/@actdental/videos
• Register for ACT’s To The Top Study Club (April 11, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-april-11-2025-ttt-study-club-tickets-1012966789937
• Register for ACT’s To The Top Study Club (July 25, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-july-25-2025-ttt-study-club-tickets-1205497959849
• Read Traction by Gino Wickman: https://benbellabooks.com/shop/traction
• Read Primal Leadership by Daniel Goleman, Richard E. Boyatzis, and Annie McKee: https://bookshop.org/p/books/primal-leadership-unleashing-the-power-of-emotional-intelligence-richard-e-boyatzis/9050044?ean=9781422168035
• Read Radical Candor by Kim Scott: https://www.radicalcandor.com/the-book
• Read Chasing Failure by Ryan Leak: https://bookshop.org/p/books/chasing-failure-how-falling-short-sets-you-up-for-success-ryan-leak/18543253?ean=9780785261605&next=t&next=t
• Read Leveling Up by Ryan Leak: https://bookshop.org/p/books/leveling-up-12-questions-to-elevate-your-personal-and-professional-development-ryan-leak/18378035?ean=9780785240990&next=t&next=t
• Listen to The Andy Stanley Leadership Podcast: https://andystanley.com/podcast

Main Takeaways:

• Be clear about your vision and expectations. People stay when they are inspired.
• What you tolerate becomes your culture. Be intentional about what you promote.
• People will leave when they don't feel seen, heard, valued, and respected.
• Recognize your own energy. Are you inspiring or exhausting your team?
• Model positivity. People want to work where they feel safe and good.
• Support your team’s growth. People will stay where they can grow.
• Try a “stay” interview for insight into what will make people stay.
• Train yourself to say thank you. Always show gratitude.

Snippets:

0:00 Introduction.

1:07 Why this is an important topic.

5:28 The leader sets the tone.

10:15 What you tolerate, you promote.

12:19 Clarity is key.

14:44 Be the chief repeating officer.

16:36 Trust is the foundation of all.

20:31 The importance of one-on-one check-ins.

26:00 Feedback is a tool for growth, not a weapon.

29:19 Support your team members’ growth.

40:11 Emit positive energy.

49:25 Final takeaways.

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.

In this episode of Metric Mondays, Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, to break down gross production, its challenges, and why you should take a closer look at your numbers. Think you have it all figured out? There's still more to learn! To discover what you need to know about gross production, listen to Episode 853 of The Best Practices Show!

Learn More About Dr. Straub:

• Send Dr. Straub an email: [email protected] 
• Join Dr. Straub on Facebook: https://www.facebook.com/barrett.d.straub
• Send Gina an email: [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
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• 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 853: https://www.youtube.com/@actdental/videos
• Register for ACT’s To The Top Study Club (April 11, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-april-11-2025-ttt-study-club-tickets-1012966789937
• Register for ACT’s To The Top Study Club (July 25, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-july-25-2025-ttt-study-club-tickets-1205497959849

Main Takeaways:

• Gross production is a false proxy and a useless KPI in dentistry.
• Remember that gross production alone doesn't tell the whole story.
• Know the amount of effort that's required to produce your production.
• Understand the difference between gross production and net production.
• Look at how much you're collecting — not just how much you're producing.

Snippets:

0:00 Introduction.

1:01 Why gross production is the most useless number.

3:33 Challenges with gross production.

8:57 Understand your gaps.

11:15 Last thoughts.

Dr. Barrett Straub Bio:

Dr. Barrett Straub practices general and sedation dentistry in Port Washington, Wisconsin. He has worked hard to develop his practice into a top-performing, fee-for-service practice that focuses on improving the lives of patients through dentistry.

A graduate of Marquette Dental School, Dr. Straub’s advanced training and CE includes work at the Spear Institute, LVI, DOCS, and as a member of the Milwaukee Study Club. He is a past member of the Wisconsin Dental Association Board of Trustees and was awarded the Marquette Dental School 2017 Young Alumnus of the Year. As a former ACT coaching client that experienced first-hand the transformation that coaching can provide, he is passionate about helping other dentists create the practice they’ve always wanted.

Dr. Straub loves to hunt, golf, and spend winter on the ice, curling. He is married to Katie, with two daughters, Abby and Elizabeth.

In this episode of Clinical Edge Fridays, Dr. Christian Coachman, founder of Digital Smile Design, brings in a very special guest. Dr. Dean Kois, son of the living legend, Dr. John Kois, shares what it’s like working with one of dentistry’s greatest, why the Kois Center was created, and about the upcoming collaboration course with DSD that you don't want to miss. If you want to become a great dentist, be sure to attend this course! To learn more about the upcoming event and how to join, listen to Episode 852 of The Best Practices Show!

Learn More About Dr. Coachman & Dr. Kois:

• Join Dr. Coachman on Facebook: https://www.facebook.com/christiancoachman
• Follow Dr. Coachman on Instagram: https://www.instagram.com/chriscoachman
• Learn more about Digital Smile Design: https://digitalsmiledesign.com
• Listen to Dr. Coachman’s podcast, Coffee Break with Coachman: https://open.spotify.com/show/4ADCrWhqsUKbHmZtkhhgoB
• Register for DSD Residency 1 On Demand: https://digitalsmiledesign.com/dsd-residency-1-on-demand
• Join Dr. Kois on Facebook: https://www.facebook.com/drkois
• Follow Dr. Kois on Instagram: https://www.instagram.com/koisdentistry
• Learn more about the Kois Center: https://www.koiscenter.com
• Register for Dr. John Kois and Dr. Coachman’s Optimizing Clinical Outcomes course (March 20-21, 2025): https://www.koiscenter.com/optimizing-clinical-outcomes

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
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• 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 852: https://www.youtube.com/@actdental/videos

Main Takeaways:

• To be a great dentist, enroll in DSD and Kois courses!
• If you don't perform at a high level, dentistry will not be enjoyable.
• Attend the upcoming DSD-Kois event to find a mentor, if for no other reason.
• When you see amazing outcomes, remember that they didn't happen by accident.
• Learn about new technologies and how to implement them from the best in dentistry.

Snippets:

0:00 Introduction.

2:44 About the DSD-Kois collaboration course.

5:21 What it’s like being Dr. John Kois’s son.

8:37 Commit to performing at a high level.

10:10 The combination of being a clinician and being a teacher.

11:56 What it’s like lecturing and working clinically with Dr. John Kois.

12:59 The amount of prep required to create a course.

15:34 Sharing the decision-making process.

16:32 Is the Kois Center well-versed in digital technology?

20:05 Why the course was put together.

28:09 The importance of collaboration.

31:34 The importance of mentor/mentee relationships.

34:43 More about the course.

36:00 Final thoughts.

Dr. Christian Coachman Bio:

Combining his advanced skills, experience, and technology solutions, Dr. Christian Coachman pioneered the Digital Smile Design methodology and founded Digital Smile Design company (DSD). Since its inception, thousands of dentists worldwide have attended DSD courses and workshops, such as the renowned DSD Residency program.

Dr. Coachman is the developer of worldwide, well-known concepts such as the Digital Smile Design, the Pink Hybrid Implant Restoration, the Digital Planning Center, Emotional Dentistry, Interdisciplinary Treatment Simulation, and Digital Smile Donator. He regularly consults for dental industry companies, developing products, implementing concepts, and marketing strategies, such as the Facially Driven Digital Orthodontic Workflow developed in collaboration with Invisalign, Align Technology.

Dr. Dean Kois Bio:

Dr. Dean E. Kois received his Doctorate in Dental Medicine (DMD) from Nova Southeastern University, College of Dental Medicine. He went on to specialize in prosthodontics, receiving a Certificate in Prosthodontics with a Master’s of Science degree (MSD) from the University of Washington, School of Dentistry. He then completed a two-year surgical implant fellowship (FID) at New York University, College of Dentistry. His memberships to professional organizations include the American Academy of Esthetic Dentistry, American Academy of Restorative Dentistry, American College of Prosthodontists, Pacific Coast Society for Prosthodontics, Washington State Society of Prosthodontists, and King County Dental Association. Dr. Kois continues to lecture nationally and internationally, as well as publish extensively on various topics in dentistry. He maintains a private practice limited to restorative, aesthetic, and implant dentistry in Seattle, Washington. In addition, he continues to work with restorative dentists at the Kois Center, a didactic and clinical teaching program.

We’re taught that conflict is bad and it’s to be avoided. But what if you embraced it instead? To teach you how, Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, and Miranda Beeson, ACT’s director of education, to share the tools to help you have productive conflict in your practice. Conflict is where growth happens! To start getting excited about embracing conflict, listen to Episode 851 of The Best Practices Show!

Learn More About Dr. Straub & Miranda:

• Send Dr. Straub an email: [email protected] 
• Join Dr. Straub on Facebook: https://www.facebook.com/barrett.d.straub
• Send Miranda an email: [email protected] 
• Follow Miranda on ACT’s Instagram: https://www.instagram.com/actdental
• Send Gina an email: [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
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• 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 851: https://www.youtube.com/@actdental/videos
• Register for ACT’s To The Top Study Club (April 11, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-april-11-2025-ttt-study-club-tickets-1012966789937
• Register for ACT’s To The Top Study Club (July 25, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-july-25-2025-ttt-study-club-tickets-1205497959849
• Read Radical Candor by Kim Scott: https://www.radicalcandor.com/the-book
• Read Thanks for the Feedback by Douglas Stone & Sheila Heen: https://www.penguinrandomhouse.com/books/313485/thanks-for-the-feedback-by-douglas-stone-and-sheila-heen

Main Takeaways:

• Try Dr. Straub’s 48-hour rule.
• When done right, conflict is the secret to building trust.
• Avoiding hard conversations will cost you time, money, and morale.
• One-on-one check-ins are critical for staying on top of potential conflict.
• Conflict does not mean confrontation. Approach it openly and collaboratively.
• Change your mindset about conflict. It can be helpful and productive, not harmful.
• Practice having difficult conversations. They will get easier the more you have them.
• Lead by example. Be first to show vulnerability and inspire your team to do the same.

Snippets:

0:00 Introduction.

0:45 ACT’s TTT, BPA, BPA app, and Pro Coaching.

5:00 Why this is an important topic.

7:22 Conflict is the secret to true, authentic trust.

9:32 Conflict, further explained.

11:06 The 48-hour rule.

14:32 When done right, conflict can unlock huge potential.

15:10 The culture you have is what you allow.

18:09 Every team member has the ability to be a leader.

19:35 Be a cultural leader.

21:59 High-performing teams address challenges head-on.

25:49 Why check-ins are critical for addressing conflict.

28:16 Conflict, defined.

30:00 Patrick Lencioni’s conflict continuum, explained.

34:42 Barriers to productive conflict: Fear.

35:44 Barriers to productive conflict: Not knowing how to have tough conversations.

36:18 Barriers to productive conflict: Time.

38:08 Be clear, kind, and respected.

44:25 Barriers to productive conflict: One’s natural communication style.

47:44 How to embrace conflict in your practice.

48:57 How to embrace conflict in your practice: Mindset.

52:12 How to embrace conflict in your practice: Practice.

56:04 How to embrace conflict in your practice: Lead by example.

57:10 What if my team resists?

1:00:04 Go first and take some arrows.

1:02:11 Final takeaways.

1:05:41 Q&A: What do you do about cliques in your practice?

Dr. Barrett Straub Bio:

Dr. Barrett Straub practices general and sedation dentistry in Port Washington, Wisconsin. He has worked hard to develop his practice into a top-performing, fee-for-service practice that focuses on improving the lives of patients through dentistry.

A graduate of Marquette Dental School, Dr. Straub’s advanced training and CE includes work at the Spear Institute, LVI, DOCS, and as a member of the Milwaukee Study Club. He is a past member of the Wisconsin Dental Association Board of Trustees and was awarded the Marquette Dental School 2017 Young Alumnus of the Year. As a former ACT coaching client that experienced first-hand the transformation that coaching can provide, he is passionate about helping other dentists create the practice they’ve always wanted.

Dr. Straub loves to hunt, golf, and spend winter on the ice, curling. He is married to Katie, with two daughters, Abby and Elizabeth.

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.

You learned about days open and how to track it. So, now what? In this episode of Metric Mondays, Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, to share another critical metric to help you work smarter, not harder. By tracking gross production per day along with days open, you will predict, meet, and eventually exceed the goals and targets for your practice. To learn the next step toward a better practice and better life, listen to Episode 850 of The Best Practices Show!

Learn More About Dr. Straub:

• Send Dr. Straub an email: [email protected] 
• Join Dr. Straub on Facebook: https://www.facebook.com/barrett.d.straub
• Send Gina an email: [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
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• 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 850: https://www.youtube.com/@actdental/videos
• Register for ACT’s To The Top Study Club (April 11, 2025): https://www.eventbrite.com/e/climb-with-us-register-for-april-11-2025-ttt-study-club-tickets-1012966789937

Main Takeaways:

• Before anything else, figure out what your version of better practice, better life looks like.
• Know your days worked and gross production per day to reach and exceed targets.
• PPD helps measure the productivity and efficiency of all of your providers.
• Your PPD tells you a story of what is going on in your practice.
• You want a high PPD, but it’s not just about the money.
• There are many countermeasures to improve PPD.

Snippets:

0:00 Introduction.

0:29 Why this is an important topic.

2:31 How production per day helps track daily productivity for all providers.

4:49 Reach $1.5 million in fewer days.

7:30 Ways to increase production per day.

13:05 Final thoughts.

Dr. Barrett Straub Bio:

Dr. Barrett Straub practices general and sedation dentistry in Port Washington, Wisconsin. He has worked hard to develop his practice into a top-performing, fee-for-service practice that focuses on improving the lives of patients through dentistry.

A graduate of Marquette Dental School, Dr. Straub’s advanced training and CE includes work at the Spear Institute, LVI, DOCS, and as a member of the Milwaukee Study Club. He is a past member of the Wisconsin Dental Association Board of Trustees and was awarded the Marquette Dental School 2017 Young Alumnus of the Year. As a former ACT coaching client that experienced first-hand the transformation that coaching can provide, he is passionate about helping other dentists create the practice they’ve always wanted.

Dr. Straub loves to hunt, golf, and spend winter on the ice, curling. He is married to Katie, with two daughters, Abby and Elizabeth.