The Best Practices Show with Kirk Behrendt

We all have a hundred goals we want to achieve. But without strategic planning, setting goals is not enough — especially for your practice! To explain why your goal-setting is falling short and how to make it work, Kirk Behrendt brings in Miranda Beeson, ACT’s director of education, with tools and resources to help you set realistic targets that you can commit to and reach. Don't just dream of achieving your goals — plan how to do it! For tips on making your goals a reality, listen to Episode 789 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] 
• Register for ACT’s To The Top Study Club (October 18, 2024): https://www.eventbrite.com/e/members-only-climb-with-us-register-for-october-18-2024-ttt-study-club-tickets-763603317077
• 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 entire webinar here: https://www.actdental.com/121
• Watch the video version of Episode 789: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Think about what you truly want out of dentistry and strategies to get there.
• Diagnose your pain points. What do you want more of and less of?
• Get rid of your limiting beliefs about what you can or can't achieve.
• Set goals that are aligned with the things that matter to you most.
• Create actionable goals that are specific and measurable.
• Have a realistic number of goals. Three is ideal.
• Hire a coach. They will help you think better.

Snippets:

0:00 Introduction.

0:57 About ACT’s TTT, BPA, Pro Coaching, and other resources.

3:40 Objectives.

11:01 Why this is an important topic.

15:28 What are you building and what is the strategy?

18:11 Why having a plan is important to your patients.

20:13 What challenges and obstacles do you want to resolve?

25:43 Base your goals on successful outcomes.

31:30 Goal-setting, explained.

36:15 Why you need a coach.

38:47 The SWOT analysis, explained.

41:46 Setting targets, explained.

42:56 GAPs, explained.

44:31 OGT, explained.

46:13 Client examples.

1:00:16 Final takeaways.

1:05:23 Q&A: Is it possible to go fee-for-service within a year?

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. 

788: The Story Behind the Dental Heroes Podcast – Dr. Paul Etchison

Do you want to make $1 million a year or more working three days a week or less? To find out how it’s possible, keep listening! Kirk Behrendt brings in Dr. Paul Etchison, creator and host of the Dental Practice Heroes podcast, to share how he found balance between his work and home life while earning more and stressing less. To learn more about Dr. Etchison’s books, podcast, and strategies to build your dream practice, listen to Episode 788 of The Best Practices Show!

Learn More About Dr. Etchison:

• Follow Dr. Etchison on Instagram: https://www.instagram.com/dr.pauletchison
• Schedule a call with Dental Practice Heroes: https://www.dentalpracticeheroes.com
• Listen to the Dental Practice Heroes podcast: https://open.spotify.com/show/1OZg46P8MLsyQoIYYSbc3W
• Learn more about Dental Business Mentor: https://www.dentalbusinessmentor.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
• 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 788: https://www.youtube.com/@actdental/videos
• Read Dental Practice Hero and Dental Practice Hero II by Dr. Paul Etchison: https://www.dentalpracticeheroes.com/books-1
• Read Traction by Gino Wickman: https://benbellabooks.com/shop/traction

Main Takeaways:

• Develop your core values — and actually communicate them to your team.
• Emphasize to your team that they make a difference in your patients’ lives.
• No matter the size of your practice, you need to have a leadership team.
• Let your leadership team handle more of the things you don't like doing.
• Being understaffed is often better than dealing with underperformers.
• An office manager is not equivalent to an admin team member.
• Retirement probably isn't what you want — it’s balance.

Snippets:

0:00 Introduction.

1:36 Dr. Etchison’s background.

3:34 Why Dr. Etchison started his podcast.

5:07 The origin of Dental Practice Heroes.

7:21 What most dental practices get wrong about core values.

12:23 The benefits of having a leadership team.

16:35 When to create a leadership team.

19:16 An office manager versus an admin team member.

23:04 When should you hire more associates and hygienists?

29:02 Not all patients need to be seen every six months.

30:44 Dropping Delta but increasing fees by 30%.

37:04 Capacity, defined.

42:15 Final thoughts.

47:02 More about Dr. Etchison and how to get in touch.

Dr. Paul Etchison DDS, FICOI, FAGD Bio:

Dr. Paul Etchison is the founder of Dental Practice Heroes and host of the Dental Practice Heroes podcast. He has authored two books on dental practice management, Dental Practice Hero and Dental Practice Heroes II. He is also the founder of Dental Business Mentor, an online resource for videos highlighting best practices on practice management, leadership, and systems to elevate dental practices.

787: 3 Common Dental Marketing Mistakes & How to Fix Them – Andre Santos

Marketing is all about ads and social media. Right? While those are key elements, there is a lot more to the process. To demystify dental marketing and help you drive growth, Kirk Behrendt brings in Andre Santos, co-founder of Pain-Free Dental Marketing, to share three common mistakes that most dentists make and easy ways to fix them. With a bit of effort, you can attract more of the patients you want! To learn the best strategies to communicate your practice’s brand, listen to Episode 787 of The Best Practices Show!

Learn More About Andre:

• Follow Pain-Free Dental Marketing on Instagram: https://www.instagram.com/painfree_dentalmarketing
• Learn more about Pain-Free Dental Marketing: https://www.painfreedentalmarketing.com
• Listen to Bite-Sized Dental Marketing podcast: https://open.spotify.com/show/0yZjMmhYtXjVdpMFWAFqCR

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 787: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Create a mobile-friendly website.
• Personalize your website rather than using generic ones.
• Put effort into the most visited pages, the home page and About Us page.
• Start telling stories that exemplify your unique qualities as a dental practice.
• Talk about who you are as a person. People care about you beyond dentistry.
• Invest in your team, especially admin. They are critical to your practice’s success.
• Like attracts like. Talk about things you care about to attract the patients you want.
• Every patient interaction — phone calls, online, office visits, events — is marketing.

Snippets:

0:00 Introduction.

1:32 Andre’s background.

2:58 The biggest marketing mistake dentists make.

5:24 Do you have a generic website?

6:58 Which pages are patients visiting most?

8:00 What makes a great About Us page?

9:33 The second biggest marketing mistake dentists make.

12:51 Showcase your great story.

15:12 Talk about the things you care about.

19:18 The third marketing mistake dentists make.

21:17 A great phone experience is crucial to building trust.

23:14 Culture is king.

27:42 Average phone conversion percentages.

32:09 Every patient interaction is marketing.

33:57 What percentage of new patient referrals should come from existing patients?

35:39 Final thoughts.

37:15 More about Pain-Free Dental Marketing and how to get in touch.

Andre Santos Bio: 

Before dental marketing, Andre Santos started his career in the corporate world. He met Eric Hubbard while the two worked at GameStop, where they formed their lifelong friendship. One year, Eric’s hometown dentist became interested in marketing strategies to save his dwindling practice. He became Eric’s first client, kicking off his and Andre’s marketing agency, Pain-Free Dental Marketing, where he and his team have been helping practices grow ever since.

786: Why Every Practice Needs a Clinical Leader – Rachel Wall

Every practice needs a clinical leader. But being a clinical leader doesn't mean being a clinical dictator. To explain how to be a strong, collaborative leader that sets the best standards of care, Kirk Behrendt brings back Rachel Wall, CEO and founder of Inspired Hygiene, to share her best practices for becoming an effective leader. To learn how to elevate your practice with clinical leadership, listen to Episode 786 of The Best Practices Show!

Learn More About Rachel:

• Send Rachel an email: [email protected] 
• Join Inspired Hygiene on Facebook: https://www.facebook.com/InspiredHygiene
• Follow Inspired Hygiene on Instagram: https://www.instagram.com/inspiredhygiene
• Learn more about Inspired Hygiene: https://inspiredhygiene.com
• Book your Discovery Meeting with Inspired Hygiene: https://inspiredhygiene.com/talk/#meet-now
• Get your free copy of Inspired Hygiene’s Standard of Care Worksheet: https://inspiredhygiene.com/standard-of-care-worksheet

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 786: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Every practice needs to have a clinical leader. It is a non-negotiable.
• A clinical leader is not a clinical dictator. Get buy-in from the team.
• Clinical leaders set standards, but it needs to be collaborative.
• Having clear, written standards will reduce decision fatigue.
• You cannot abdicate the role of being a clinical leader.
• Revisit your standards of care at least once a year.
• Establish your core values and vision as a team.

Snippets:

0:00 Introduction.

1:37 Rachel’s background.

3:30 Why every practice needs a clinical leader.

9:41 Get your teams calibrated and aligned.

14:04 Calibrate through documents.

16:17 Can you abdicate the role of clinical leadership?

19:21 How often should you update clinical standards of care?

21:00 Advantages of having a strong clinical leader.

23:27 The secret to getting doctors in the hygiene room faster.

27:12 Having a framework reduces decision-fatigue.

28:09 Have conversations with the people you're leading.

32:08 Final thoughts.

35:05 More about Inspired Hygiene and how to get in touch.

Rachel Wall, RDH, Bio:

Rachel Wall, RDH, BS, coaches dental teams to build highly productive hygiene departments by implementing systems for high-quality periodontal care, enrolling restorative care through hygiene and letting go of negative mindsets and old beliefs while managing the logistics of a high-performance hygiene department.

Drawing from her 20-plus years of experience as a hygienist and practice administrator, Rachel delivers to-the-point clinical speaking presentations around the country. Her interactive teaching style coupled with a workshop environment creates a learning space where dentists and team members are compelled to get to the heart of what’s held them back and are inspired to reach for more for themselves and their practices.

If you've never heard Dr. John Kois speak, now is the time! Kirk Behrendt brings back Dr. Christian Coachman, founder of Digital Smile Design, to talk about an upcoming, once-in-a-lifetime event with Dr. Kois and Dr. Coachman. You will hear two perspectives from two brilliant minds about optimizing clinical outcomes through digital dentistry. To learn more about this collaborative course and how to reserve your seat, listen to Episode 785 of The Best Practices Show!

Register Here for "Optimizing Clinical Outcomes with Dr. Kois & Dr. Coachman"

• Save 15% when you use this Discount Coupon: ACTDSD (Valid until October 31, 2024)
• 15% discount for Comfort and Standard tickets
• Register for Dr. John Kois and Dr. Coachman’s Optimizing Clinical Outcomes course (March 20-21, 2025): https://www.koiscenter.com/optimizing-clinical-outcomes
• DSD's Registration Page: https://digitalsmiledesign.com/optimizing-clinical-outcomes-with-kois-coachman

Learn More About Dr. Coachman:

• Register for Dr. John Kois and Dr. Coachman’s Optimizing Clinical Outcomes course (March 20-21, 2025): https://www.koiscenter.com/optimizing-clinical-outcomes
• 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 the DSD Provider course (October 7, 2024, and November 11, 2024): https://digitalsmiledesign.com/dsd-provider

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 785: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Be okay with not being right.
• Learn to challenge your own beliefs.
• Master the art of asking great questions.
• There is value in watching smart people disagree.
• Register for this event! It is your one opportunity to hear Dr. Kois.

Snippets:

0:00 Introduction.

1:18 About Dr. Coachman and Dr. John Kois’s upcoming course.

13:04 Dr. John Kois’s background and the Kois Center.

16:54 Why you should attend this event.

20:29 Course layout and objectives.

27:24 Leveraging the digital tools, explained.

31:59 This is it!

36:00 Key takeaways of the event.

37:27 A message for attendees.

41:25 Where to register for this 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.

784: Unlocking the Power of Influence in Your Dental Practice – Dr. Christopher Phelps

Do you wonder why patients decline treatment? Do you wish your team would get things done? Then you need to harness the power of influence! To help you understand the principles behind motivating others, Kirk Behrendt brings back Dr. Christopher Phelps, CEO of The Cialdini Institute, to share the seven shortcuts to positively influence those in your practice. To learn how to get more commitment from your patients and your team, listen to Episode 784 of The Best Practices Show!

Learn More About Dr. Phelps:

• Send Dr. Phelps an email: [email protected] 
• Follow Dr. Phelps on Instagram: https://www.instagram.com/dr.christopherphelps
• Learn more about The Phelps Institute: https://www.thephelpsinstitute.com
• Listen to Dental Slang podcast: https://www.dentalslang.com
• Learn more about the Cialdini Institute: https://cialdini.com

Learn More About ACT Dental:

• 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
• 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 784: https://www.youtube.com/@actdental/videos
• Read How to Grow Your Dental Membership Plan by Dr. Christopher Phelps: https://www.amazon.com/Grow-Your-Dental-Membership-Plan/dp/0692788093/ref=sr_1_1?s=books&ie=UTF8&qid=1475070522&sr=1-1
• Read Books by Dr. Robert Cialdini: https://www.influenceatwork.com/store-new

Main Takeaways:

• Understand Cialdini’s Seven Principles of Influence and how people make decisions.
• Know which situations to apply each principle in so you have greater influence.
• Guide your team and patients to your desired behaviors using influence.
• Use influence ethically and honestly, not to manipulate or coerce.
• Influence is all around, whether you recognize it or not.

Snippets:

0:00 Introduction.

1:17 Dr. Phelps’s background.

7:05 Presuasion and persuasion, explained.

10:13 Why this is an important topic.

11:42 Seven Principles of Influence, explained.

15:43 The power in combining these principles.

17:54 Emotion versus logic with influence.

19:08 How to implement these with your team.

22:54 The ethics of influence.

25:40 “Influence activate”, explained.

28:24 About the Cialdini Institute.

30:29 Final thoughts.

32:10 How to get in touch with Dr. Phelps.

Dr. Christopher Phelps Bio:

Dr. Christopher Phelps is an entrepreneur, general dentist, and an Amazon best-selling author. He currently practices in Charlotte, North Carolina, and is the host of the Dental Slang Podcast.

In his first seven years of practice, Dr. Phelps grew his practice revenue by a factor of 10x, growing from one practice location to four. After selling two of those offices for profit, he focused on maximizing the capacity of his remaining two practices and enjoyed two consecutive years of $1 million revenue growth in each of the two practices, effectively collecting with two offices what he had collected when he owned four.

Dr. Phelps is an expert in the science of ethical influence and persuasion, having received his Cialdini Method Certified Trainer (CMCT) certification under acclaimed behavioral scientist, Dr. Robert Cialdini. He writes frequently for industry publications such as Dental Economics, Dental Practice Management, Dental Products Report, Dentistry IQ, and Remin Media. He is the author of Grow Your Dental Membership Plan, and also published a CE article in Contemporary Esthetics Magazine. In 2016 and 2018, Dr. Phelps was nominated by his dental colleagues and selected the top honor as the Doctor’s Choice National Dental Award winner. Due to his high degree of peer recognition and professional achievement, in 2020, he was recognized by the Global Summits Institute as being one of the Top 100 Dentists in the World.

Dr. Phelps is the founder and president of Golden Goose Scheduling, The Phelps Institute, and Dental Membership Direct. He is currently the CEO of the Cialdini Institute.

783: How to Niche Your Practice to Increase Your Production and Get More Time Off – Dr. Haissam Dahan

If you're a general dentist, you do a little bit of everything. But there's a way to reduce competition, attract your ideal patients, and work less without doing it all. Having a niche is the best way to grow your practice, and today’s guest shares how to do it. Kirk Behrendt brings in Dr. Haissam Dahan, founder of The Dahan Center, to share his journey in becoming more profitable with TMD and sleep and how you can do the same by finding your niche. To learn the advantages of niching and how to get started, listen to Episode 783 of The Best Practices Show!

Learn More About Dr. Dahan:

• Connect with Dr. Dahan on LinkedIn: https://ca.linkedin.com/in/haissamdahan
• Register for Dr. Dahan’s coaching at The Dahan Center: https://dahancenter.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
• 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 783: https://www.youtube.com/@actdental/videos
• Read The One Thing by Gary Keller and Jay Papasan: https://produktivetot.myshopify.com/products/the-one-thing

Main Takeaways:

• Offer something the thousand other dentists in your area don't have.
• Niching means not doing treatment you don't like. You can refer out.
• More patients are interested in TMD and sleep. Get in on it early.
• Create an assistant-driven practice. You can't do it all alone.
• Marketing becomes easier when you niche your practice.
• TMD and sleep aren't as hard as you think it is.

Snippets:

0:00 Introduction.

0:46 Dr. Dahan’s background.

2:57 Downsizing from three practices to one.

6:29 Misconceptions about TMJ and pain patients.

8:45 Having 12 weeks off and working three days a week.

10:13 Dr. Dahan’s practice model, explained.

12:53 Being referral-based.

16:11 Canadian billing and insurance, explained.

20:13 The future of TMJ and sleep.

23:19 What dentists get wrong about niching.

25:22 Final thoughts.

27:58 How to get in touch with Dr. Dahan.

Dr. Haissam Dahan Bio:

Dr. Haissam Dahan is a distinguished figure in the field of dentistry, offering a wealth of expertise in Temporomandibular Disorders (TMJ) and Dental Sleep Medicine. With a career spanning over two decades, Dr. Dahan’s journey in dentistry commenced at McGill University, where he earned his dental degree in 2005. He continued to excel academically, obtaining a master’s in dental education from McGill University in 2009 and reaching the pinnacle of academic achievement with a PhD in Dental Sciences in 2014, with a focus on Temporomandibular Disorders.

782: Synthetic Opioids in Dentistry – Tom Viola, R.Ph., C.C.P.

We think we know about drugs and the people who use them. But there is so much we get wrong — and it could be harming our patients! To help you prevent harm and improve your prescribing practices, Kirk Behrendt brings back Tom Viola, “Mr. Pharmacology” and founder of Pharmacology Declassified, to share critical information about synthetic opioids and how it can affect your patients and practice. To expand your knowledge on this complex topic, listen to Episode 782 of The Best Practices Show!

Learn More About Tom:

• Send Tom an email: [email protected] 
• Join Tom on Facebook: https://www.facebook.com/tomviolarph
• Follow Tom on Instagram: https://www.instagram.com/pharmacologydeclassified
• Learn more on Tom’s website: https://www.tomviola.com
• Listen to Tom’s podcasts: https://www.tomviola.com/category/podcasts

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 782: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Patients are more medically complex than ever.
• Be familiar with current, older, and mainstream drugs.
• There will always be a new drug to be concerned about.
• Some drugs that your patients take will go under the radar.
• Use pharmacology to deduce the right questions to ask patients.
• A complete medical history can prevent dangerous drug interactions.
• Ask patients what they take, why they take it, and if they took it today.
• Don't assume anything when it comes to medication and patients’ health.
• Always document that you had the drug use conversation with your patient.

Snippets:

0:00 Introduction.

2:14 Tom’s background.

5:10 The importance of pharmacology to your practice.

7:25 Why this is an important topic.

10:08 The Matthew Perry situation, explained.

16:36 How to have the conversation with patients.

21:45 How to document the conversation.

23:48 Three questions you always need to ask.

28:56 Other things to know about synthetic opioids.

32:55 Final thoughts.

35:05 More about Tom and how to get in touch.

Tom A. Viola, R.Ph., C.C.P. Bio: 

With over 30 years of experience as a pharmacist, educator, speaker, and author, Tom Viola, R.Ph., C.C.P., has earned his reputation as the go-to specialist for delivering quality continuing education content through his informative, engaging presentations. His sellout programs provide an overview of the most prevalent oral and systemic diseases, and the most frequently prescribed drugs used in their treatment. Special emphasis is given to dental considerations and strategies for effective patient-care planning.

As a clinical educator, Tom is a member of the faculty of 12 dental professional degree programs and has received several awards for Outstanding Teacher of the Year. He instructs dental hygiene students and practice dental hygienists in pharmacology and local anesthesia in preparation for national board exams. As a published writer, he is well-known internationally for his contributions to several professional journals in the areas of pharmacology, pain management, and local anesthesia. In addition, he has served as a contributor, chapter author, and peer reviewer for several pharmacology textbooks. As a professional speaker, he has presented continuing education courses to dental professionals internationally since 2001. Meeting planners agree that Tom is their choice to educate audiences within this specialty.

781: What to Say When a New PPO Patient Calls Your Out-Of-Network Office – Dr. Barrett Straub & Dr. Christopher Mazzola

A new patient calls your office. They're PPO and ask the dreaded insurance questions. What do you say to bring them in? If you're feeling stuck, keep listening to this episode! Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, and Dr. Christopher Mazzola from the Pankey Institute to share the best strategies and verbal skills to attract PPO patients into your out-of-network office. To learn how to wow your patients and keep them long term, listen to Episode 781 of The Best Practices Show!

Learn More About Dr. Straub & Dr. Mazzola:

• Send Dr. Straub an email: [email protected] 
• Join Dr. Straub on Facebook: https://www.facebook.com/barrett.d.straub
• Register for Dr. Straub’s GAPs Method workshop session #2 (September 6, 2024): https://www.actdental.com/gaps
• Join Dr. Mazzola on Facebook: https://www.facebook.com/christopher.d.mazzola
• Follow Dr. Mazzola on Instagram: https://www.instagram.com/christopherdmazzoladds
• Register for Dr. Mazzola’s Mastering Dental Photography: From Start to Finish course (October 10-12, 2024): https://pankey.org/course-category/mdp
• Register for Dr. Mazzola’s Mastering Treatment Planning course (October 2-4, 2025): https://pankey.org/course-category/mtp

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 781: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Support your admin team members. Don't leave them to figure it out for themselves.
• Patients who ask about insurance are not bad people. That’s all they know to ask.
• Sharpen your verbal skills and also learn to listen to your patients’ concerns.
• When patients call in, schedule an appointment within seven days or less.
• Try doing a free meet-and-greet to build value for prospective patients.
• If a patient’s sole motivator is low cost, you don't want them anyway.
• Track patients who leave and have a plan to bring them back in.

Snippets:

0:00 Introduction.

1:46 Set aside your obstacles.

3:16 “Do you take my insurance?”

4:47 Provide frictionless entry.

6:55 Learn to listen and validate.

8:10 Support your admin team.

11:52 The benefits of a meet-and-greet.

14:49 Get good at asking questions.

17:21 Do patients know what they're getting into before they call?

20:47 One tip to pull patients back in.

22:47 “Is this out of pocket? How does this work?”

24:26 Build value for patients.

26:37 “Why aren't you in my network?”

28:23 “Can I use my insurance here?”

29:20 “My team thinks they can’t bring their family here anymore.”

31:34 “Can you figure out what insurance will cover before I decide?”

34:45 What most dentists get wrong.

37:57 Dr. Mazzola’s new patient process.

43:22 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.

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!

Too many people have sleep apnea — and too many people go undiagnosed and untreated! There is a way to help these patients, and that is to include dental sleep medicine in your practice. To help you do it effectively, Kirk Behrendt brings back Dr. Mark Murphy, executive director of the International Academy of Sleep, with advice for helping sleep-disordered patients while still being profitable. Now is the best time for DSM! To get started today, listen to Episode 780 of The Best Practices Show!

Learn More About Dr. Murphy:

• Register for IAOS Momentum (September 13-14, 2024) with code MARK75: https://iaos.com/vegas-september
• Register for IAOS Blueprint (November 8-9, 2024) with code MARK75: https://iaos.com/events/iaos-blueprint-november
• Register for IAOS Immersion (December 12-14, 2024) with code MARK75: https://iaos.com/events/iaos-blueprint-december

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 780: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Up to 85% of patients with sleep apnea are undiagnosed. Screen every patient!
• Decide how you want to incorporate dental sleep medicine into your practice.
• Once you decide you want to do DSM, make a commitment to doing it!
• Identify your at-risk patients and direct them to get treatment.
• Helping sleep patients will be rewarding and motivational.
• When done right, DSM is extremely lucrative.
• DSM is not as hard as you think.

Snippets:

0:00 Introduction.

2:00 Dr. Murphy’s background.

5:51 The evolution of sleep devices.

8:18 The business of sleep, explained.

13:28 The slow adoption of sleep.

17:05 It’s really not that hard.

21:06 You can't learn to swim without getting wet.

23:53 Screen every patient.

25:45 Dr. Murphy’s passion behind the International Academy of Sleep.

32:31 Final thoughts.

34:46 More about IAOS and upcoming courses.

Dr. Mark Murphy Bio:

With nearly 40 years of experience in the dental and dental laboratory professions — and recently in the dental manufacturing industries — Dr. Murphy has a gestalt perspective of the various functions and relationships. A long-standing role with the Pankey Institute in Key Biscayne has had significant influence on this point of view. After receiving various awards and honors within the dental profession and selling his very successful practice in 1998, he drifted toward a more global industry view and role, serving with Dental Technologies Inc. and as a consultant to several manufacturers and suppliers for dentistry and the laboratory profession.

Currently, Dr. Murphy is the chief learning officer for the International Academy of Sleep. He was the former lead faculty for ProSomnus Sleep Technologies, practiced dental sleep medicine part-time in Rochester Hills, Michigan, and was on the faculty at UDM School of Dentistry and the Pankey Institute.