The Best Practices Show with Kirk Behrendt

You're always busy — yet you make no money! Being a referral-based, fee-for-service, and diagnostic practice is the way to fix it, and Kirk Behrendt brings back Dr. Jim McKee, founder of Chicago Study Club, to share how to successfully build this type of practice. Enjoy dentistry while still making money! To learn how, listen to Episode 779 of The Best Practices Show!

Learn More About Dr. McKee:

• Send Dr. McKee an email: [email protected] 
• Join Dr. McKee on Facebook: https://www.facebook.com/jim.mckee.104
• Register for Dr. McKee’s TMD course: https://courses.phelandentalseminars.com/tmd-pds
• Learn about Chicago Study Club: https://chicagostudyclub.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 779: https://www.youtube.com/@actdental/videos
• Learn more about Dental Online Training: https://www.dothandson.com/home

Main Takeaways:

• Find something you enjoy doing and become an expert in it. 
• With dentistry becoming more complex, diagnostics is crucial. 
• Commit to training your staff. You can't build your practice alone. 
• In a referral-based practice, the caliber of patients you get is higher. 

Snippets:

0:00 Introduction. 

2:33 Dr. McKee’s background. 

7:22 The three models of practice, explained. 

17:04 Benefits of being a specialty practice. 

20:59 You don't need a large practice for this to work. 

23:10 You have a practice within your practice. 

26:04 The diagnostic practice, explained. 

28:47 About Dr. McKee’s course. 

30:08 Occlusion, explained. 

33:01 Last thoughts. 

34:50 About Dr. McKee’s study club. 

Dr. Jim McKee Bio:  

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

You think you're billing your full fee — but you're not! So, to help you get the pay you deserve, Kirk Behrendt brings back Ariel Juday, one of ACT’s amazing coaches, to explain why billing your full fee is crucial, how to train your team members to do it, and ways to not be the limiting factor to collecting your full fee. Stop working one out of every three days for free! To start collecting your full fees today, listen to Episode 778 of The Best Practices Show!

Learn More About Ariel:

• Send Ariel an email: [email protected] 
• Follow Ariel 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 778: https://www.youtube.com/@actdental/videos

Main Takeaways: 

• Understand the consequences of not billing your full fee. 
• Train your team members to always bill your full fee. 
• Involve your admin team and ask for their input. 
• Show patients the true cost of your dentistry. 
• Check your fees annually to be up to date. 
• Don't assume patients can or can't pay. 

Snippets: 

0:00 Introduction. 

2:13 Ariel’s background. 

3:09 Why this is an important topic.

4:27 Unintended consequences of not billing your full fee. 

6:59 What team members should pay attention to in the software. 

8:58 How to systematically update your fees. 

11:26 Irregularities in auditing and shared agreements, explained. 

14:46 Start showing patients your full fees. 

16:47 Let patients tell you what they can afford to pay. 

18:59 Dentists are the limiting factor on full fees. 

22:20 Make collections fun for the admin team. 

23:05 What to expect by billing your full fee. 

25:08 Last thoughts. 

Ariel Juday Bio:

Ariel has a master’s in healthcare administration and several years of dental experience in all aspects of the administrative roles within the dental office. Her passion is to work with dental teams to empower team members to realize their full potential in order to better serve patients, improve office systems to ensure a well-functioning team/office, and to help everyone have fun in the process!

Objections are a normal part of your practice. They are also opportunities if you change your mindset! To help you reframe objections and see them as gifts, Kirk Behrendt brings back Miranda Beeson, one of ACT’s amazing coaches, with advice and strategies so you can overcome the most common objections you hear in your office. Help more of your patients stay in your chair! To learn how, and to hear more about Miranda’s dental administrator’s course, listen to Episode 777 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
• Register for Miranda’s workshop session #1 (September 20, 2024) and session #2 (October 4, 2024): https://www.actdental.com/213
• 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 777: https://www.youtube.com/@actdental/videos
• Learn more about yourself with DiSC: https://www.everythingdisc.com

Main Takeaways:

• Reframe how you think about objections. 
• Train your team to build trust with patients. 
• Identify what a patient is actually objecting to. 
• Create a welcoming space for patients’ objections. 
• Use “Feel, Felt, Found” to affirm your patients’ feelings. 

Snippets:

0:00 Introduction.

3:23 Miranda’s background. 

4:25 Why this is an important topic. 

6:31 Identify the true objection and use the “pillow”. 

9:02 Train team members to build trust. 

11:21 Acknowledge your patients’ thoughts and feelings. 

15:20 Use the Feel, Felt, Found method. 

19:20 Patient objection example: “I don't want to do X-rays.” 

20:53 Create anchors and talking points. 

24:21 Patient objection example: “I don't think I really need fluoride.” 

28:09 Patient objection example: “I want to go home and think about this.” 

29:31 Patient objection example: “It’s too expensive.” 

30:51 Keep trying Feel, Felt, Found. 

32:02 About Miranda’s course for front office administrators. 

33:54 Last thoughts. 

35:46 Celebrate when you or your team does well. 

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.

776: How We Created a Great Dentist-Assistant Team – Dr. Charlie Ward & Ale Gonzalez

To create the best experience for your patients, you need the best people on your team. To show what that looks like, Kirk Behrendt brings back Dr. Charlie Ward and his amazing assistant, Ale Gonzalez, to share their tips for cultivating a great team relationship. You don't need 20 years to be aligned! To learn how to plan for success and grow as a team, listen to Episode 776 of The Best Practices Show!

Learn More About Dr. Ward:

• Send Dr. Ward an email: [email protected] 
• Follow Dr. Ward on Instagram: https://www.instagram.com/drcwarddds
• Register for Dr. Ward’s Mastering Dental Photography course: (October 10, 2024): https://pankey.org/course-category/mdp
• Register for Dr. Ward’s Aesthetic & Functional Treatment Planning course (July 17-20, 2025): https://pankey.org/course-category/e1
• Register for Dr. Ward and Dr. Chris Mazzola’s Mastering Treatment Planning course (October 2, 2025): https://pankey.org/course-category/mtp
• Register for Dr. Ward’s Mastering Aesthetic Restorative Dentistry course (sold out into 2026): https://pankey.org/course-category/mard

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 776: https://www.youtube.com/@actdental/videos
• Read Atomic Habits by James Clear: https://jamesclear.com/atomic-habits

Main Takeaways:

• Invest in the growth of your team members so they can help you succeed.
• Create systems together with your team. They will be more invested.
• A great team relationship is critical for the best possible outcomes.
• You don't need two decades of working together to be aligned.
• Help your team understand the why behind your systems.
• Cultivate a team culture where you respect one another.
• Learn how to give and receive feedback respectfully.
• Put in the effort to make your team feel valued.

Snippets:

0:00 Introduction.

1:24 Dr. Ward and Ale’s backgrounds.

2:57 Why this is an important topic.

6:56 Invest in the growth of your team.

12:03 Have a second set of hands and eyes.

15:44 The feedback loop, explained.

18:19 How to give and receive feedback.

22:21 It’s the small changes that matter.

23:55 The importance of photography.

24:42 The photography workflow process.

29:04 What dentists get wrong about this relationship.

31:28 All cases are teaching cases.

33:31 Their favorite system they’ve created.

35:29 The future of their practice.

38:31 A great practice is created one patient at a time.

40:37 Final thoughts.

42:52 More about Dr. Ward and how to get in touch.

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.

775: PPO Write-Offs Demystified: Unlock Strategies to Retain More of Your Hard-Earned Money! – Dr. Barrett Straub & Christina Byrne

Do you want to trade more time at the office for less energy, less money, and less memories with your family? If you want to stop giving up your time for write-offs, don't miss this episode! Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, and Christina Byrne, ACT’s director of operations and head coach, to help you understand the different gaps in your practice, why they occur, and how to minimize them so you can work less and make more money. To start keeping more of what you earn, listen to Episode 775 of The Best Practices Show!

Learn More About Dr. Straub & Christina:

• 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 #1 (August 23, 2024): https://www.actdental.com/gaps
• Register for Dr. Straub’s GAPs Method workshop session #2 (September 6, 2024): https://www.actdental.com/gaps
• Send Christina 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 775: https://www.youtube.com/@actdental/videos
• Register for ACT’s webinar, Strategic Goal-Setting for a Thriving Dental Practice (August 29, 2024): https://www.actdental.com/121
• Download ACT’s Financial 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 PPO Roadmap: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/ACT%20Dental%20PPO%20Roadmap.pdf

Main Takeaways:

• Data knowledge is power. It allows you to make better financial decisions.
• Make informed decisions with the help of data before dropping PPOs.
• Track capacity. It’s the only way to see how full your chairs truly are.
• Follow the GAPs method to identify where you're losing revenue.
• Don't try to figure out your numbers as you go. It won't work out.
• Use data, not your feelings, to make key business decisions.
• Understand the ways write-offs affect your profitability.
• Know the different gaps and KPIs you need to track.
• It's about your vision of your ideal practice.

Snippets:

0:00 Introduction.

3:49 Objectives, ACT’s TTT, and BPA.

8:04 Why this is an important topic.

10:02 PPO write-offs, explained.

16:30 The effort gap, explained.

31:57 Real-life examples of the effort gap.

38:18 KPIs to analyze.

49:56 Final takeaways.

52:21 Q&A: Tracking capacity when your dentist is working out of two or more ops.

53:57 Q&A: Is it okay to use six to eight months of data versus a full year?

56:20 More about ACT’s future GAPs seminar and webinar.

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.

Christina Byrne Bio:

Christina Byrne has been involved in dentistry since 1985. Over the years, she has held many positions on the dental team, including dental assistant, business office, and dental hygienist. Christina’s extensive knowledge of the front office and clinical procedures is a great asset, and she loves to impart her knowledge to guide dental teams do the best they can to achieve a Better Practice, Better Life!

774: Ideal Dentistry and the Importance of Comprehensive Care – Dr. Christian Coachman & Dr. Rick Roblee

Dentistry uses modern technology — but the dentistry that's done is not always modern. We are still treating symptoms rather than identifying the cause, and this leads to further problems down the line. There is a better way to help patients, and Kirk Behrendt brings back Dr. Christian Coachman, founder of Digital Smile Design, along with his mentor, Dr. Rick Roblee, to define modern, ideal dentistry and discuss the importance of comprehensive care. Teeth are victims, not the problem! To improve your patients’ health for the long term, listen to Episode 774 of The Best Practices Show!

Dr. Roblee's Upcoming Course: https://www.centerforidt.com/courses

This special three-and-a-half-day course is designed for the entire interdisciplinary team (all members are encouraged to attend together but not required). Surgically Facilitated Orthodontic Therapy (SFOT) and Micro-Implant Assisted Rapid Palatal Expansion (MARPE) techniques are typically taught in two separate courses. These revolutionary procedures will be presented with an airway-focused and esthetic approach to enable progressive providers to treat major underlying health issues while simultaneously making their patients more beautiful. Patients who demand ideal facial esthetics, overall health, and stomatognathic function often need an interdisciplinary team that utilizes MARPEs and SFOT to alter the maxillary skeletal base or the maxillomandibular dentoalveolar complexes so that the roots of the teeth can be optimally positioned within the face. Spaces often need to be opened to improve the oral volume and then must be appropriated to enable the restorative dentist to conservatively create natural dental and facial esthetics while structurally maintaining the results. Surgical, orthodontic, and restorative perspectives will be presented from an airway focus to challenge the team to move beyond traditional interdisciplinary therapies into a new frontier for enhanced outcomes.

Learn More About Dr. Coachman & Dr. Roblee:

• 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 (October 7, 2024, and 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
• Join Dr. Roblee on Facebook: https://www.facebook.com/robleeortho
• Follow Dr. Roblee on Instagram: https://www.instagram.com/robleeortho

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 774: https://www.youtube.com/@actdental/videos
• Read Interdisciplinary Dentofacial Therapy: A Comprehensive Approach to Optimal Patient Care by Dr. Rick Roblee: https://www.amazon.com/Interdisciplinary-Dentofacial-Therapy-Comprehensive-Approach/dp/0867151889

Main Takeaways:

• Aesthetics should be a consequence of doing the right treatment.
• Identify the root causes of dental issues. Don't just treat symptoms.
• Help patients understand the value of complex comprehensive care.
• Interdisciplinary dentistry is the most effective, ideal type of dentistry.
• Ideal, modern dentistry also means addressing patients’ airway health.
• Invest in performing a thorough diagnosis rather than immediate treatment.
• Keep a beginner’s mind. Be open to new ideas and reevaluate your beliefs.

Snippets:

0:00 Introduction.

4:14 Ideal dentistry, defined.

9:28 Invest in proper diagnostics.

13:15 The origin of Dr. Roblee’s book.

15:06 Help patients value comprehensive dentistry.

26:19 Why airway is a core pillar of modern dentistry.

31:02 The “be well” concept, explained.

40:07 Keep a beginner’s mind to evolve.

43:33 Filter out the junk in the airway space.

48:01 Learn the science before learning the techniques.

55:19 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.

Dr. Rick Roblee Bio:

Before studying graduate orthodontics at Baylor College of Dentistry, Dr. Roblee practiced restorative dentistry in Dallas, Texas. He is recognized worldwide for his work in esthetic dentistry, orthodontic techniques, and interdisciplinary therapy, which has led to more than 500 professional presentations that he has given in the United States, South America, Canada, Europe, Australia, and Japan. He has authored numerous publications and videos, including a textbook entitled Interdisciplinary Dentofacial Therapy: A Comprehensive Approach to Optimal Patient Care. He is an active member in numerous prestigious dental organizations, including the American Academy of Fixed Prosthodontics, the American Academy of Restorative Dentistry, and the American Academy of Esthetic Dentistry, of which Dr. Roblee is a Past-President. Dr. Roblee is a Diplomate of the American Board of Orthodontics.

773: Consistency is King: Unlock the Hidden Path to More Success - Dr. Kevin Groth

Do you ever feel like your life is falling apart? Are you overwhelmed and exhausted every day that you work? There's one habit that can help you fix that! Being consistent is one of the greatest things you can do. To explain how this is the key to a better life, Kirk Behrendt brings back Dr. Kevin Groth, a restorative dentist and one of ACT’s favorite clients, to share how making this one change improved his personal and professional life. If you're ready to transform and enjoy the way you live, listen to Episode 773 of The Best Practices Show!

Learn More About Dr. Groth:

• Send Dr. Groth an email: [email protected] 
• Join Dr. Groth on Facebook: https://www.facebook.com/grothdental
• Follow Dr. Groth on Instagram: https://www.instagram.com/drkevingroth
• Give Dr. Groth a call: (248) 229-9380

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 773: https://www.youtube.com/@actdental/videos
• Read Buy Back Your Time by Dan Martell: https://www.buybackyourtime.com
• Read The E-Myth by Michael E. Gerber: https://www.michaelegerbercompanies.com/theemythlibrary
• Try the Oura Ring: https://ouraring.com

Main Takeaways:

• Don't think you're invincible. That's the easiest way to fall.
• Running on fumes will lead to burnout and depression.
• Take time to get away and be selective of those times.
• Create a life that allows you to enjoy moments.
• Consistency is the key to success in anything.
• Let go of the negatives to simplify your life.
• Find the positive in every bad situation.
• Figure out what makes you smile.
• Receive the gift of criticism.

Snippets:

0:00 Introduction.

2:38 Dr. Groth’s background.

3:39 Burnout will lead to depression.

6:56 Always find the positive.

9:31 Simplify your life.

12:48 Criticism is a gift.

13:51 Take time to get away.

15:01 Be consistent with your meetings.

19:44 Choose to be happy.

23:09 Give your team the opportunity to thrive.

25:09 Examples of tasks to delegate.

29:08 Smile more.

30:28 The benefits of consistency in personal life.

35:00 The benefits of consistency in family life.

39:34 Final thoughts.

Dr. Kevin Groth Bio:

Dr. Kevin Groth’s primary goal is for every person to walk out of his office knowing that they received the highest-quality, most personalized care possible. Dentistry is more than just a profession for Dr. Groth. He sees every patient as an extension of his own family. When you are in his chair, you’ll always be treated well. 

Dr. Groth’s favorite part of being a dentist is that every day and every patient is different. He loves the variety of people he gets to meet and procedures he performs to help patients maintain their smiles. 

Since graduating from the University of Michigan School of Dentistry, Dr. Groth has been recognized locally by Hour Detroit Magazine as a Top Dentist, and nationally as a Top Doc. As a passionate dentist who wants to provide the best care for his patients, he pursues continuing education through The Dawson Academy, serves on the executive board of the Periodontal Bunting Society, and is the Assistant Clinical Director of the Society of Comprehensive Dentists. He has also served as an adjunct clinical faculty member at the University of Michigan School of Dentistry.

772: Tracking Success: Data Insights for Thriving Dental Practices! – Angela Heathman

If you're at the office over 200 days, that's too much time at work! You can be there less and make more money — you just need to understand your data. To offer some insight into the numbers you need to know, Kirk Behrendt brings back Angela Heathman, one of ACT’s amazing coaches, with insights into analyzing and mastering the key components of a thriving practice. To learn how to work smarter, not just harder, listen to Episode 772 of The Best Practices Show!

Learn More About Angela:

• Send Angela an email: [email protected] 
• Join Angela on Facebook: https://www.facebook.com/angeheathman
• Follow Angela 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 772: https://www.youtube.com/@actdental/videos
• Register for ACT’s Financial GAPs workshop: https://www.actdental.com/gaps
• Download ACT’s Financial 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 PPO Roadmap: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/ACT%20Dental%20PPO%20Roadmap.pdf
• Download ACT’s Roadmap to Practice Profitability: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/ACT_Dental_-_Roadmap_to_Practice_Profitability.pdf

Main Takeaways:

• Don't run on emotion. Evaluate which things you're doing are actually working.
• Data will reveal where your inefficiencies are and where you can improve.
• Without understanding your data, you won't increase profitability.
• Tracking data will help you be more informed and strategic.
• Your goal is to collect 100%. 96% is not good enough!
• Selling your practice is not a retirement plan.

Snippets:

0:00 Introduction.

1:55 About ACT’s BPA, TTT, Pro Coaching, and other resources.

5:10 Objectives.

6:34 Why this is an important topic.

13:08 Production, explained.

20:13 Collections, explained.

24:59 Overhead, explained.

30:55 Profit, explained.

37:22 Q&A: What is an optimal range in overhead as a percentage of gross collections?

49:23 The sale isn't your retirement plan.

51:32 Final thoughts.

Angela Heathman, MS, RDH Bio:

Angela Heathman is a Lead Practice Coach who works with dentists and their teams to help them accomplish their goals. She believes the hard work you do on your practice is just as important as the work you do in your practice!

Angela has over 20 years of clinical dental hygiene, dental sales, and practice coaching experience. When she transitioned from her role as a clinician to her role as a sales account manager, she realized both her passion for education and practice development. Angela holds a master's degree in dental hygiene education from the University of Missouri-Kansas City.

771: How Do We Create a Patient-Centric Care Plan? – Katrina Sanders

There are 32 white structures in your patients’ mouths — and it’s not the only thing you need to treat. Dentistry is important for whole-body health, and each body that comes in is different from the next. It’s time to drop the one-size-fits-all approach and create a patient-centric care plan!  To share how, Kirk Behrendt brings back Katrina Sanders, The Dental WINEgenist, with tips for customizing a care plan to fit each unique need you see in your practice. To start creating care plans that your patients actually want, listen to Episode 771 of The Best Practices Show!

Learn More About Katrina:

• Send Katrina an email: [email protected] 
• Join Katrina on Facebook: https://www.facebook.com/katrina.sanders.948
• Follow Katrina on Instagram: https://www.instagram.com/thedentalwinegenist
• Connect with Katrina on LinkedIn: https://www.linkedin.com/in/katrina-m-sanders-rdh-bsdh-m-ed-rf-39547bb4
• Learn more on Katrina’s website: https://katrinasanders.com
• Register for Katrina’s Hygiene Exam Essentials Part 1 (December 6, 2024): https://www.actdental.com/238
• Register for Katrina’s Hygiene Exam Essentials Part 2: https://www.actdental.com/239

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 771: https://www.youtube.com/@actdental/videos
• Read The Trust Edge by David Horsager: https://bookshop.org/p/books/the-trust-edge-how-top-leaders-gain-faster-results-deeper-relationships-and-a-stronger-bottom-line-david-horsager/7551447?ean=9781476711379

Main Takeaways:

• One-size-fits-all dentistry does not work.
• Tell patients about the treatment they truly need.
• Advocate for your patients to build trust and a partnership.
• Standardize how you capture your patients’ medical histories.
• Have conversations with patients about their medical conditions.
• Don't stop at “educating” your patients. Be proactive with treatment plans.
• Talk to patients about their options and involve them in their treatment plan.
• Lack of trust is the number one reason why patients decline treatment plans.
• Personalize home care to each patient’s needs, situations, and dental goals.

Snippets:

0:00 Introduction.

1:55 Katrina’s background.

8:34 Why dentistry has a hard time changing.

13:08 You have the ability to change lives.

17:59 How to create a patient-centric care plan.

21:00 Be stewards of your patients’ health.

28:02 Advocate for your patients.

30:56 How to start the conversation with patients.

44:00 What do you do with your last 25 minutes?

53:26 Crawl before you walk, walk before you run.

57:22 Final thoughts.

1:00:38 More about Katrina and how to get in touch.

Katrina M. Sanders RDH, BSDH, M.Ed, RF Bio:

In the ever-changing world of dental science where research, technology, and techniques for patient care are constantly evolving, dental professionals look to continuing education to provide insight, deliver actionable steps, empower, and create a dramatic impact within their clinical practice. With wit, charm, and a dash of humor, Katrina Sanders enchants dental professionals with her course deliverables, insightful content, and delightful inspiration. Her message of empowerment rings mighty throughout her lectures and stirs a deep sense of motivation amongst course participants.

Katrina is the Clinical Liaison for AZPerio, the country's largest periodontal practice. She performs clinically, working alongside Diplomates to the American Board of Periodontology in the surgical operatory. Katrina perfected techniques during L.A.N.A.P. surgery, suture placement, IV therapy, and blood draws. She instructs on collaborative professionalism and standard-of-care protocols while delivering education through hygiene boot camps and study clubs. 

770: Dental Overhead Essentials: 2 Aspects You Can't Ignore – Christina Byrne

If you want to make smart business decisions, there's one important thing you need to know. Overhead is the key, and Kirk Behrendt brings back Christina Byrne, ACT’s director of operations and amazing coach, with a framework to help you think better about overhead and maximize profit. Start seeing where your money is going! To learn the best way to track and manage overhead, listen to Episode 770 of The Best Practices Show!

Learn More About Christina:

• Send Christina an email: [email protected] 
• Send Gina an email for ACT’s Roadmap to Practice Profitability and How Money Flows Through Your Business Using Your Three Financial Statements: [email protected] 

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

Main Takeaways:

• Knowing your overhead gives you more margin.
• Understand what your fixed and variable expenses are.
• Don't make big decisions without understanding overhead.
• Collecting more is the ultimate way to reduce your overhead.
• Be sure to also track your elective write-offs. They can add up.
• Create a budget for dental supplies, then entrust it to your team.
• Have a system for repairs and maintenance that involves your team.
• Give ownership to your team to ask about negotiating a lower lab fee.

Quotes:

“Every decision you make has to be made from a point of knowledge and understanding. If you don't know what the overhead in your practice is, there's no way to make smart business decisions about, ‘Can we hire? Can we buy that new CBCT? Should we drop insurance?’ All of those big decisions that you make as a business owner, if you make them without understanding and knowing what your overhead is, you can get yourself into a lot of trouble.” (1:33—2:06) -Christina

“There are a lot of practices we work with who don't track their elective write-offs. And that's a really important piece to see too because sometimes, ‘Oh, we're going to courtesy this. We're going to courtesy that,’ and at the end of the month, or quarter, or year, that adds up to a lot. So, being aware of what does it actually cost to run this practice, and are we collecting every single dollar that we are entitled to collect?” (6:13—6:40) -Christina

“There are some costs that you're not going to be able to cut. That's what we consider our fixed expenses. But with our variable expenses, you do have a little bit of control over that. Ultimately, in the end, the way you help to manage and control your overhead is to collect as much as you can collect.” (7:27—7:47) -Christina

“There's always the argument, ‘Well, salaries, are they really fixed expenses?’ Yes, they are, for the most part . . . If your team salaries are 33%, your first thought is, ‘Well, I pay people too much.’ No, you probably don't. In most cases, you don't. The fact is your practice doesn't collect enough to support your salary.” (10:06—10:34) -Kirk

“When we become more people-dependent and less systems-dependent, when things go crazy or get a little out of kilter, the first instinct is, ‘We've got to hire somebody else.’ Now, we're adding to that compensation investment or expense, but we're still not efficient. So, it's not great. Some of our most efficient practices are the ones who have really great systems in place. They have limited team members, but the team members know exactly what it is that they need to do. Everybody has their own responsibilities and accountabilities, and they know what they are. They can run a really tight ship, and their team compensation is lower, and they're able to collect more. So, it works out really well. And again, going back to understanding when you need to make those business decisions and say, ‘Hey, you know what? We are getting busier, but our team compensation is low. We're collecting everything we can. I think it is time to add another team member here and see what we can do with that,’ rather than doing it out of emotion and fear.” (11:09—12:24) -Christina

“The worst thing to do is to cut to grow. Like, ‘I've got to trim everyone's salary to create some breathing room.’” (12:59—13:05) -Kirk

“Money is not the goal in anything, but the goal of creating a practice where you understand the overhead is that you have margin. You've got margin to be able to be with patients. And it's the old adage that when you need [a procedure] more than the patient does, they can feel it. So, knowing your overhead is really important, and having enough margin there is really important, and knowing what influences your overhead is really important. That's really key.” (17:09—17:39) -Kirk

“Something you can do immediately is create a budget for your dental supplies. Way back when I first started with ACT, our budget for dental supplies was four percent. We've had to increase that to five as a recommendation because we know that things are more expensive now. So, basically, what you would do is you would look at your previous month’s collections — net collections. What did we actually, literally take into the practice — and five percent of that should go to supplies. So, I say that as a guide. I don't want anybody running out of anything. But what you want to do is put somebody in the office in charge of that. We love giving autonomy and accountability to team members. You will be surprised when you say to Susie, ‘Susie, this is what we're going to do. We need to make sure that we run a profitable business, and one of the things we need to do is make sure that our supplies are on track.’ Most of the time, Susie is going to be really excited about that extra responsibility — and they will often watch your money better than you might. So, have them really take ownership of that. You'll be surprised at how well they can do with that. Then, you have a quick meeting with Susie once a month and go over it. She can come to you and say, ‘Hey, Doc. Five percent of last month's collections was this. This is what I plan to spend on supplies this month. Is that okay?’ Then, you give approval. If it's over, that's okay too, as long as she comes to you and lets you know that we have to go over because we are completely out of prophy angles. Giving somebody that freedom and that autonomy is really helpful.” (17:47—19:41) -Christina

“Obviously, doctors are very tied to their lab. If you have a lab that you love, I don't want anybody to go to an inferior lab just to save money. But you can also talk to the lab and see if there's any way that you can work together and see, ‘Is there something we can do differently?’ Again, making sure that we're getting the quality that we want, and also going to them and seeing if there's anything that they can do. Again, putting somebody in charge of that is another great way to give somebody else ownership of that so you're not the one worrying about it all the time.” (21:04—21:45) -Christina

“You have to look and see where people's strengths are in the office. So, just because something falls apart doesn't mean we have to immediately call our service representative. What can we fix on our own? There's got to be somebody in your office who's MacGyver and can work really well with a paper clip and a piece of tape. My sister is like that. She is totally MacGyver. She could take her car door off and fix the window all by herself because she watched a YouTube video. So, do that first. See if we can fix stuff in-house first.” (24:06—24:40) -Christina

“Another thing to consider as far as repair, it's the same in your practice as it is for your home — it's to schedule regular maintenance. Some people are too cheap to do that. Like, if you don't do maintenance on your furnace, you know what's going to happen, and it's going to be costly. So, something you might want to consider to reduce your expenses is a master checklist of things that have to be done once a week, once a month, once a year, or once every other year, and making sure that those things are done, and that'll eliminate that.” (25:38—26:09) -Kirk

“The ways that we can reduce our overhead really is about collecting more, and collecting more of what you produce than writing off so much. So, again, even if you're fee-for-service, pay attention to your write-offs. What are you giving away? If you want to give away dentistry, that's amazing. That's another thing you can have a budget for. So, once a year, we say, ‘Okay, this is what we're going to give away to patients in need,’ and then put a system in place.” (26:48—27:19) -Christina

“Someday, you're going to transition. The easiest practices to sell or transition in the United States are the profitable ones. The hardest ones are, there's no profit and the overhead is super high. As you can imagine, there are a lot of reasons for that. And then, ultimately, if you're a dentist listening, you're going to want to retire, at some point. So, retaining some of the margin instead of just living on what's left over and investing that into your investment portfolio is going to be really important. The thing to remember is that depending on who you are, there's going to probably be between $4 million and $25 million that's going to go through your hands if you own a dental practice for more than 20 years. You're going to have millions of dollars come into your business and out, and it's important to lower the overhead, create enough margin, and save a little bit of that along the way so that you can say, ‘Hey, I'm good,’ when it's all said and done.” (28:46—29:41) -Kirk

Snippets:

0:00 Introduction.

1:27 Why this is an important topic.

2:54 Overhead, explained.

7:56 Fixed expenses, explained.

13:30 Variable expenses, explained.

17:40 Create a budget for your dental supplies.

21:00 Negotiate your lab fees.

24:00 Have a system for repairs and maintenance.

26:35 Be intentional with write-offs.

28:00 Last thoughts.

Christina Byrne Bio:

Christina Byrne has been involved in dentistry since 1985. Over the years, she has held many positions on the dental team, including dental assistant, business office, and dental hygienist. Christina’s extensive knowledge of the front office and clinical procedures is a great asset, and she loves to impart her knowledge to guide dental teams do the best they can to achieve a Better Practice, Better Life!