The Best Practices Show with Kirk Behrendt

809: Why Would a Patient Choose You as a Dentist? – Dr. Jim Otten

There are over 200,000 dentists in the U.S. So, why would a patient choose your practice? To help you answer that question, Kirk Behrendt brings back Dr. Jim Otten, co-instructor of Global Diagnosis Education, with advice for differentiating your business and giving patients an exceptional experience. To learn which areas to focus on to build an amazing practice, listen to Episode 809 of The Best Practices Show!

Learn More About Dr. Otten:

• Send Dr. Otten an email: [email protected] 
• Join Dr. Otten on Facebook: https://www.facebook.com/james.otten.71
• Follow Dr. Otten on Instagram: https://www.instagram.com/jamesottendental
• Learn more about Global Diagnosis Education: https://globaldiagnosiseducation.org

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
• 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 809: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Go through your discovery process to find your gifts and strengths.
• Spend as much time working on your practice as in your practice.
• Become an excellent diagnostician to differentiate your practice.
• Stay curious and informed. There is too much misinformation.
• Understand your why and get your team on board.
• Design an exceptional patient experience.
• Overcome your fear of missing out.
• Ask for help. We all need it.

Snippets:

0:00 Introduction.

1:54 Dr. Otten’s background.

4:59 Go through your discovery process.

6:58 Don't fall victim to misinformation.

12:32 How to differentiate your practice.

14:18 Core values need to stem from your why.

18:01 How to get team buy-in.

21:58 Designing the exceptional experience.

29:08 About Global Diagnosis Education.

36:26 Final thoughts.

Dr. Jim Otten Bio: 

Dr. James F. Otten is a 1981 graduate of the University of Missouri-Kansas City School of Dentistry. He completed a one-year residency in hospital dentistry with emphasis on advanced restoration of teeth and oral surgery at the Veterans Administration Medical Center in Leavenworth, Kansas. He taught crown-and-bridge dentistry as an Associate Professor at UMKC before entering private practice in 1982, where he served as chief of staff of a large group practice in Fayetteville, Arkansas, before opening his practice in Lawrence, Kansas, in 1984. 

Dr. Otten has pursued rigorous post-graduate education since 1986, accumulating thousands of hours in advanced continuing education that he has intentionally applied to his practice in order to develop its personalized care philosophy. He has completed the rigorous curriculum at two prestigious institutions, The Pankey Institute for Advanced Dental Education, and the Dawson Center for Advanced Dental Education. He lectures nationally and internationally and has recently been asked to join the faculty at the Newport Coast Orofacial Institute in Newport Beach, California.

808: Sharpen Your Vision: Defining Your Core Values – Part 3 – Robyn Theisen

To continue the series on sharpening your vision, Kirk Behrendt brings back Robyn Theisen, one of ACT’s amazing coaches, with a framework to help you define, establish, and carry out your core values. It is one of the most important things you will ever do as a business owner — so let's do it right! To learn the third step to becoming happier at work, listen to Episode 808 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 Gina an email: [email protected] 
• Send Kirk 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
• 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 808: https://www.youtube.com/@actdental/videos
• Watch Part 1, Episode 806 with Miranda Beeson: https://www.youtube.com/watch?v=kQLizN05Zn8
• Watch Part 2, Episode 807 with Carlie Einarson: https://www.youtube.com/watch?v=JLya9ItEvk4
• Download ACT’s Identifying Your Practice’s Core Values tool: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/Identify%20Your%20Practice_s%20Core%20Values.pdf
• Watch How Should a Company Share Its Values? by Simon Sinek: https://www.youtube.com/watch?v=5yE541BY-1c

Main Takeaways:

• Establishing core values will help you attract the right people to your practice.
• It is up to the leader to develop and maintain core values. Lead by example.
• Your team culture will improve when you establish clear core values.
• All business decisions can be filtered through your core values.
• Core values are verbs, not nouns. Make them actionable.
• Have core values alive in the halls, not just on the walls.
• Let your core values bake for at least a year.

Snippets:

0:00 Introduction.

0:57 Why defining your core values is important.

4:37 Core values, explained.

8:10 Core values are verbs, not nouns.

12:46 It isn't just about patients.

14:15 Let your core values bake.

15:10 How core values affect team culture.

22:19 How to define your core values.

26:07 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.

807: Sharpen Your Vision: Defining Your Core Purpose – Part 2 – Carlie Einarson

In part two of this four-part series, Kirk Behrendt brings back Carlie Einarson, one of ACT’s amazing coaches, with the next building blocks to sharpen your vision: defining your core purpose. She explains why crafting a strong core purpose is important, the steps to do it, and how it will improve your practice. To learn the next steps for a better practice and a better life, listen to Episode 807 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
• 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 807: https://www.youtube.com/@actdental/videos
• Watch Part 1, Episode 806 with Miranda Beeson: https://www.youtube.com/watch?v=kQLizN05Zn8
• Download ACT’s The Five Whys: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/Identify%20Your%20Core%20Purpose%20Tool.pdf
• Read Traction by Gino Wickman: https://benbellabooks.com/shop/traction

Main Takeaways:

• A core purpose and a mission are two different things.
• Think beyond profitability. Reflect on why your practice exists.
• Decision-making will be easier when you have a core purpose.
• Having a strong core purpose will align and motivate your team.
• Your core purpose must be reflected internally as well as externally.
• Be brief, clear, and use inspirational language to craft your core purpose.
• You will build trust with patients faster when you have a clear core purpose.

Snippets:

0:00 Introduction.

1:08 Why defining your core purpose is important.

3:55 Consistency motivates team members.

8:49 Figure out your why.

11:25 Core purpose versus mission, explained.

14:10 The role of core purpose in team culture.

15:46 A strong core purpose will improve decision-making.

19:01 How to define your core purpose.

25:48 Your core purpose is internal and external.

26:46 Last 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.

806: 6 Critical Questions to Sharpen Your Vision – Part 1 – Miranda Beeson

Directionless driving will get you stranded — and it’s the same for your business! In part one of a four-part series, Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, with a strategic plan to help you get to where you want to go. Start answering these six critical questions, and you will be on your way to the practice of your dreams! To learn the first steps to get what you want out of your practice and your life, listen to Episode 806 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 Kirk an email: [email protected] 
• 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
• 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 806: https://www.youtube.com/@actdental/videos
• Watch Episode 801 with Miranda Beeson: https://www.youtube.com/watch?v=pJ58Wc6vBcU
• Watch Episode 803 with Dr. Christopher Mazzola & Dr. Charlie Ward: https://www.youtube.com/watch?v=pDrA9J5hVtI
• Download 6 Critical Questions: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/6%20Critical%20Questions.pdf
• Read The Advantage by Patrick Lencioni: https://www.tablegroup.com/product/the-advantage
• Listen to “Good Day to Have a Great Day” by Russell Dickerson: https://open.spotify.com/track/3XY1FU9onLzMYjhnuh82lZ
• Read Traction by Gino Wickman: https://benbellabooks.com/shop/traction
• Read Who Not How by Dan Sullivan: https://whonothow.com

Main Takeaways:

• Have a clear vision of what you're building.
• Share your vision with your team. You can't do it alone.
• Align with your team on expected behaviors in your practice.
• Inspire your team by consistently communicating your core purpose.
• Don't just list out goals you want to achieve — create a plan and strategize.
• Get clear on the things that are important right now, not what “feels” important.
• Set aside time to think through these questions. Don't do them during a lunch break.

Snippets:

0:00 Introduction.

2:31 Why this is an important topic.

8:44 Vision is important for your culture.

16:52 Six critical questions: Understand your whys.

26:21 Six critical questions: Align on your behaviors.

31:18 Six critical questions: What do you do that sets you apart?

35:58 Six critical questions: How will you succeed?

40:45 Six critical questions: What is most important right now?

50:10 Six critical questions: Who must do what?

54:48 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.

805: Answers to 3 of the Biggest Questions in Dentistry – Dr. Christian Coachman

How will dentistry be in the future? What should dentists today focus on? Is balance possible in this profession? To thoughtfully answer these three big questions, Kirk Behrendt brings back Dr. Christian Coachman, founder of Digital Smile Design, with his advice for navigating the personal and business side of being a dentist. Your best years and dentistry’s best years are still yet to come! To hear about what you can look forward to, listen to Episode 805 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
• Register for the DSD Provider course (November 11, 2024): https://digitalsmiledesign.com/dsd-provider
• Register for DSD Residency 1 On Demand: https://digitalsmiledesign.com/dsd-residency-1-on-demand
• Listen to Dr. Coachman’s podcast, Coffee Break with Coachman: https://open.spotify.com/show/4ADCrWhqsUKbHmZtkhhgoB

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
• 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 805: https://www.youtube.com/@actdental/videos
• Watch Episode 767 with Dr. Coachman & Dr. Konstantin Kross: https://www.youtube.com/watch?v=n3CEfbaJblA&t=3067s

Main Takeaways:

• Preservation, longevity, proactive care, and systemic health will be the future of dentistry.
• Build a clear vision for yourself, your practice, and the people you want to attract.
• Hold yourself accountable. It’s the biggest favor you can do for yourself.
• Focus on attaining a better life, not necessarily a balanced life.
• Work on creating an aligned, smart, and healthy practice.
• Create a routine so you have more structure.
• Build a self-care routine into your life.
• Be kind but not soft with yourself.

Snippets:

0:00 Introduction.

1:18 The current state of dentistry and the future of dentistry.

11:51 Dentistry is oftentimes too reactive.

16:08 The business of dentistry, explained.

23:24 Be aligned, smart, and healthy.

26:40 Focus on yourself.

28:47 Be kind, but not soft on yourself.

29:39 Build a clear vision.

35:24 Is balance attainable?

49:07 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. He has lectured and published internationally in the fields of esthetic and digital dentistry, dental photography, oral rehabilitation, dental ceramics, implants, and communication strategies and marketing in dentistry.

804: Am I Overtreating My Patients? – Dr. Drew McDonald

Doctors treat diseases as soon as they see it. They don't wait until the final stage! So, why aren't dentists doing the same? To encourage you to start diagnosing more and treating patients early, Kirk Behrendt brings back Dr. Drew McDonald from the Chicago Study Club to explain the consequences of waiting until it’s too late. Early diagnosis isn’t overtreating — you are setting patients up for a better, healthier, pain-free life. To learn the true value of orthodontics and how you can help more patients, listen to Episode 804 of The Best Practices Show!

Learn More About Dr. McDonald:

• Join Dr. McDonald on Facebook: https://www.facebook.com/drew.mcdonald.984
• Follow Dr. McDonald on Instagram: https://www.instagram.com/drdrewmcdonald
• Contact Dr. McDonald for speaking engagements: https://www.orthobymcdonald.com
• Stay tuned for Dr. McDonald’s MRI courses (TBA late 2024): https://www.orthobymcdonald.com
• Learn more about Chicago Study Club: https://chicagostudyclub.com
• Send Kirk an email for Dr. McDonald’s previous videos: [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
• 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 804: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Not diagnosing patients is not okay.
• Using MRI and CBCT to diagnose patients is not overtreating.
• Early diagnosis and intervention is not overdiagnosing or overtreating.
• You have the ability to course correct and set patients up for better health.
• Imaging machines today have lower doses of radiation and are safer for patients.
• Diagnose patients as early as possible so they can be treated as early as possible.
• Orthodontists are more than just movers of teeth. You can prevent many future issues.

Snippets:

0:00 Introduction.

1:28 Dr. McDonald’s background.

6:05 Why this is an important topic.

10:34 Imaging is not overdiagnosing.

14:24 The importance of early airway intervention.

18:20 Orthodontics, explained.

21:27 Challenges in understanding how to read and understand imaging.

22:54 What dentists get wrong about overtreating.

30:39 Final thoughts.

33:15 More about Dr. McDonald’s upcoming courses and Chicago Study Club.

Dr. Drew McDonald Bio:

Dr. Drew McDonald is a board-certified orthodontic specialist with a strong focus on airway and temporomandibular joint-focused treatment planning, surgically facilitated orthodontic treatment, and providing complex interdisciplinary care for patients. He lectures internationally on these topics and has contributed to literature and textbooks in these areas. He is dedicated to advancing the profession of orthodontics and dentistry as a whole.

Dr. McDonald attended dental school at the prestigious Creighton University in Omaha, Nebraska. Known for its rigorous academic curriculum and intense clinical training, he received many academic accolades while at Creighton, including inductions into Omicron Kappa Upsilon (National Dental Honor Society) and Alpha Sigma Nu (Honor Society of Jesuit Universities). He also served in leadership positions as class president and student body president, and on alumni relations committees.

After graduating cum laude from Creighton, Dr. McDonald was accepted as one of only three residents nationwide into the University of Missouri-Kansas City Orthodontics program, a renowned two-and-a-half-year, full-time residency known for its clinical excellence. He graduated in December of 2016 with his certificate in orthodontics and master’s degree in Oral and Craniofacial Sciences.

You're a dentist — not a hammer! Stop forcing treatment on patients and start guiding them toward it instead. To help you make that happen, Kirk Behrendt brings back Dr. Christopher Mazzola and Dr. Charlie Ward, visiting faculty from the Pankey Institute, to share what they’ve uncovered about the new patient process and how to find the things that matter to them most. To start decoding your patients’ minds to establish trust and improve retention, listen to Episode 803 of The Best Practices Show!

Learn More About Dr. Mazzola & Dr. Ward:

• Join Dr. Mazzola on Facebook: https://www.facebook.com/christopher.d.mazzola
• Follow Dr. Mazzola on Instagram: https://www.instagram.com/christopherdmazzoladds
• Send Dr. Ward an email: [email protected] 
• Follow Dr. Ward on Instagram: https://www.instagram.com/drcwarddds
• Register for Dr. Mazzola & Dr. Ward’s Mastering Treatment Planning course (October 2-4, 2025): https://pankey.org/registration/?courseId=17004&tuition=0&lodging=true
• Register for Dr. Mazzola & Dr. Ward’s Mastering Dental Photography course (October 29-31, 2026): https://pankey.org/registration/?courseId=17781&tuition=0&lodging=true
• Register for Dr. Ward’s Mastering Aesthetic Restorative Dentistry course (SOLD OUT): https://pankey.org/course-category/mard

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
• 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 803: https://www.youtube.com/@actdental/videos
• Register for the Essentials courses at Pankey: https://pankey.org/?s=essentials
• Try Weave’s phone system: https://www.getweave.com
• Read books by Adam Grant: https://adamgrant.net/books

Main Takeaways:

• Establish your core purpose, mission, and vision.
• Ensure that your admin team understands your mission and vision.
• Stop being a hammer. Your job is to facilitate treatment, not to force it.
• Ask patients for feedback and insights so you can improve your practice.
• Don't make your treatment conversation about everything you see wrong.
• Be mindful of the words you use with your patients. Don't overwhelm them.
• Small gestures can go a long way in earning your patients’ trust and respect.
• It starts with the phone call. Ensure patients have a great phone call experience.

Snippets:

0:00 Introduction.

1:40 Dr. Ward and Dr. Mazzola’s backgrounds.

3:56 Why this is an important topic.

5:42 Help new team members understand why this is important.

9:11 Show patients you truly care.

13:44 It all starts on the phone.

19:10 Critical patient information to collect in the pre-clinical interview.

22:59 The most memorable feedback from patients.

29:12 Challenge dogma.

44:42 Don't be a hammer.

50:07 Philosophies on connecting with patients.

1:06:31 Final thoughts.

1:09:55 More about Dr. Mazzola & Dr. Ward’s future courses.

Dr. Christopher Mazzola Bio:

Dr. Christopher Mazzola was born and raised in Ann Arbor, Michigan. He attended the University of Michigan for his undergraduate studies where he graduated with honors with a Chemical Engineering Degree. During his undergraduate studies, he conducted research with dental school faculty on materials to aid in patients’ healing after dental surgery. He then continued his education at Michigan where he completed his Doctor of Dental Surgery Degree. While in dental school, he was awarded the University of Michigan American Academy of Cosmetic Dentistry Award for his research in the clinical application of CAD/CAM technology in dentistry. 

Prior to joining Traverse Dental Associates, Dr. Mazzola owned a practice in Colorado Springs, Colorado, where he was named one of the area’s 2013 TopDentists™. He continued with education focusing on communication and technology in private practice. He has also served as an instructor and mentor for new graduates focusing on patient interactions and CEREC CAD/CAM Technology. 

In his spare time, Dr. Mazzola enjoys spending time with his wife, Christina, his children, Baylor and Eliana, and his three dogs, Isabelle, Lola, and Aspen. He tries to stay active through competitive CrossFit, golfing, running, and skiing. He is looking forward to watching his family grow in the amazing community that is Traverse City! 

Dr. Charlie Ward Bio:

After graduating from the University of Maryland with a Bachelor of Science degree in 2004, he went straight into the University of Maryland School of Dentistry. He earned his DDS degree in 2008, and since then he has completed the Essentials courses and many others at the esteemed Pankey Institute, where he now serves as visiting faculty. He is currently a member of the Maryland State Dental Association and the Academy of General Dentistry.

802: From Metrics to Excellence: How to Make Your Data Work for You! – Dr. Barrett Straub

You care about your business more than anyone else. For that reason, it’s up to you to understand your numbers! To help you lean into the data you need, Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, to share the top key metrics to track in every aspect of your practice. There's no “easy button” for success, but data will make the path easier! To learn how to make your data work for you, listen to Episode 802 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

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
• 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 802: https://www.youtube.com/@actdental/videos
• Watch the entire webinar here: https://www.actdental.com/122
• Register for ACT’s Napa Valley Mastery Summit and To The Top Study Club (April 24-27, 2025): https://info.actdental.com/napa-mastery-summit
• Download ACT’s Roadmap to Practice Profitability: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/ACT_Dental_-_Roadmap_to_Practice_Profitability.pdf
• Download ACT’s GAPs at a Glance: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/47%20The%20Financial%20GAPs%20at%20a%20Glance%20-%2005.pdf
• Download ACT’s Capacity Tracker: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/ACT%20Dental%20Capacity%20Tracker%20Tool%20(1).pdf
• Download ACT’s guide to Team Meetings: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/Team%20Meetings.pdf

Main Takeaways:

• What gets measured gets improved.
• Understand which key metrics to focus on and why.
• Get your team aligned on what data means for your practice.
• If you're new to using metrics to guide your practice, start small.
• Don't fear the numbers. Embrace them to start improving your practice.
• Use data collection tools such as Dental Intelligence, PMS, and manual tracking.

Snippets:

0:00 Introduction.

1:40 About ACT’s TTT, BPA, and Pro Coaching.

4:42 Objectives.

6:06 Why this is an important topic.

9:20 Common pitfalls.

13:04 Clinical metrics: Patient treatment diagnosis percentage.

15:24 Clinical metrics: Patient treatment acceptance percentage.

23:39 Hygiene metrics: Periodontal data.

29:38 Operational metrics: Cancellation rates.

31:18 Operational metrics: Capacity.

37:20 New patient metrics: Acquisition and retention.

45:57 Financial metrics: Gross/net production, collections, accounts receivable, overhead.

48:45 Patient experience metrics: Reviews, Google ratings, and internal referrals.

50:01 Ways to collect the data you need.

51:59 Get your team aligned on what metrics mean to your practice.

55:23 Final takeaways.

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.

801: Your Practice, Your Life: Unlock Freedom – Miranda Beeson

Dentistry can give you the life you want. So, why do you dread going into the office? Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to tell you it’s not the dentistry giving you the Sunday scaries — it’s how you're doing it. To help you overcome burnout and take control over your practice and life, they provide a framework for planning the life you want in and outside of your practice. It’s your life and your practice! To learn how to make it the best it can be, listen to Episode 801 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 Kirk an email: [email protected] 
• Send Gina an email: [email protected] 
• Register for ACT’s To The Top Study Club (October 25, 2024): https://www.eventbrite.com/e/members-only-climb-with-us-register-for-october-25-2024-ttt-study-club-tickets-753430148857

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
• 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 801: https://www.youtube.com/@actdental/videos
• Download ACT’s guide to Creating Your Vision: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/Creating%20Your%20Vision%20with%20Worksheet.pdf
• Download ACT’s OGT Tool: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/ACT%20Dental%20OGT%20Tool%20Outcomes%20Goals%20Targets.pdf
• Discover your gifts with Working Genius: https://www.workinggenius.com
• Get to know your personality with DiSC: https://www.thediscpersonalitytest.com
• Uncover your instinctive strengths with Kolbe: https://www.kolbe.com

Main Takeaways:

• Take the time to know yourself and what you want out of life.
• Form a clear vision of the life you want in and outside of your practice.
• Don't do what other people think you should do. Do what you want to do!
• Focus on the vision for your practice, your patients, your team, and yourself.
• Create a strategy and defined plan to help you focus on your long-term goals.
• Share your vision with your team and allow them to contribute toward the vision.
• Carve out solid time — not just 30 minutes — to think about what you want out of life.

Snippets:

0:00 Introduction.

1:39 Why this is an important topic.

5:42 Get clarity around your vision.

12:40 Four areas to focus on when building your vision.

14:36 Know yourself and what you want.

21:29 Analyze your gaps with ACT’s OGT Tool.

30:06 Share and build the vision with your team.

33:19 Create consistency and predictability for your practice.

39:58 Carve out time to think about what you want.

43:53 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.

800: Are You Being Undervalued in Your Own Practice? Discover the Power of Doctor Endorsement! – Debra Engelhardt-Nash

If your team members don't endorse you, patients won't want to be there! Doctor endorsement is critical for success. To help your team do it right, Kirk Behrendt brings back Debra Engelhardt-Nash, co-founder of The Nash Institute, with her expert advice on hyping up your practice. To learn simple endorsement strategies to communicate your value and build trust, listen to Episode 800 of The Best Practices Show!

Learn More About Debra:

• Give Debra a call: (704) 904-3459
• Send Debra an email: [email protected] 
• Follow Debra on Instagram: https://www.instagram.com/debraengnash
• Book Debra for speaking or consulting: https://debraengelhardtnash.com
• Register for Debra’s Dental Business School course: https://www.thenashinstitute.com/upcoming-events/dental-business-school
• Register for Debra’s Team Communication Skills course: https://www.thenashinstitute.com/upcoming-events/team-communication-skills
• Register for the Academy for Private Dental Practice meeting (March 6-8, 2025, *Early bird prices until December 1, 2024!*): https://apdp.regfox.com/apdp-2025

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
• 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 800: https://www.youtube.com/@actdental/videos
• Watch Episode 720: 2 Questions to Know if You Are Doing the Right Thing with Debra Engelhardt-Nash: https://www.youtube.com/watch?v=wzYzX3iEd3I
• Learn more about the Academy of Dental Management Consultants: https://admc.net
• Learn more about the Academy for Private Dental Practice: https://www.apdp.net

Main Takeaways:

• Endorsement from your team is something you must earn.
• Patients can hear your heart. Be genuine with endorsements.
• Building value starts on the phone with your team’s verbal skills.
• Your team’s body language and presence are signs of endorsement.
• Stop telling patients what they need. Start asking how you can serve them.
• Train your team and practice with them so they can answer difficult questions.
• Explain to your team that endorsing your practice is also part of their responsibility.
• 80% of why a patient chooses your practice has to do with establishing relationships.
• Endorsing new associates to transition them is the dentist’s and the team’s responsibility.

Snippets:

0:00 Introduction.

1:59 Debra’s background.

4:23 Why this is an important topic.

6:11 You are here to serve.

8:48 Why your team’s endorsement is important.

20:18 How the team can endorse the dentist when patients call the office.

27:03 How the team can endorse the dentist when patients come into the office.

30:08 How the dentist can endorse their hygienists to patients.

31:56 You need to earn your endorsements.

35:39 Endorse with your presence and body language.

37:43 Ask patients the magic question and know how to respond to difficult questions.

44:10 How the team can endorse new dentists.

46:20 Final thoughts.

50:05 More about The Nash Institute.

Debra Engelhardt-Nash Bio:

Debra is a trainer, author, presenter, and consultant. Having been in dentistry for over 30 years, she engages organizations and study groups nationally and internationally. She is a continual presenter for the American Dental Association, the American Academy of Cosmetic Dentistry, and the Chicago Dental Society Midwinter Meeting. 

Debra is a founding member of The Nash Institute and past president of the National Academy of Dental Management Consultants. She is an active member of the American Dental Assistants Association, the American Academy of Dental Practice Administration, and the Speakers Consulting Network. She has been repeatedly recognized by Dentistry Today as a leader in continuing dental education and as a leader in dental consulting. She is also a member of the American Dental Association’s Dental Practice Management Advisory Board, and recently became the president of the Academy for Private Dental Practice.

Debra is married to cosmetic dentist and dental educator, Dr. Ross Nash, of The Nash Institute for Dental Learning. She continues to work in his busy practice, doing exactly what she preaches.