The Dental Best Practices Show

820: The Secrets to Successful Dental Partnerships: Insights from an Industry Expert – Paul Sletten

You want a partner for your practice. But where do you find one, and how do you make it work? To help you choose the right doctor for you and your team, Kirk Behrendt brings back Paul Sletten, founder of the Sletten Group, to share the secrets to a lasting, successful partnership. Life is too short for bad partnerships! To learn how to choose a good partner — and to be a good partner — listen to Episode 820 of The Best Practices Show!

Learn More About Paul:

• Give Paul a call: (303) 699-0990
• Send Paul an email: [email protected] 
• Learn more about the Sletten Group: https://theslettengroup.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 820: https://www.youtube.com/@actdental/videos
• Get to know your personality with DiSC: https://www.thediscpersonalitytest.com
• Uncover your instinctive strengths with Kolbe: https://www.kolbe.com
• Develop your leadership with Culture Index: https://www.cultureindex.com
• Discover your gifts with Working Genius: https://www.workinggenius.com

Main Takeaways:

• A successful practice is not run by consensus. There is always a leader.
• Figure out who you are, your strengths, and your blind spots.
• Look for a partner who will fit your culture and core values.
• Choose a partner that you like, admire, and respect.
• Don't hire a partner based on credentials alone.
• Find a way out if you're in a bad partnership.
• Life is too short to be in toxic relationships!
• Stay aligned and updated on your vision.
• Leadership is a skill to be learned.

Snippets:

0:00 Introduction.

0:38 Why this is an important topic.

2:19 Partnerships, explained.

5:15 How partnerships come together.

10:12 Who will fit your practice culture?

13:45 Choose someone you like, admire, and respect.

16:27 Understand who you are.

21:50 What to do if you're in a bad partnership.

24:12 Embrace your designated roles.

27:41 Stay aligned and continually update your vision.

31:34 The key to a fulfilling life.

32:57 Solo practice isn't dying.

35:57 Do 50-50 partnerships work?

39:14 Final thoughts and how to reach out to Paul.

Paul Sletten Bio:

Paul D. Sletten founded the Sletten Group, Inc. in 1975 in Denver, Colorado. They are in their 49th year of business and have developed an international clientele, having assisted and completed transitions in all 50 states, six provinces in Canada, and two states in Australia. They continue to exclusively work with fee-for-service dentists and their teams around the country.

Paul has spoken at more than 285 dental meetings around the country. This includes almost all of the major dental meetings and numerous study clubs. The topics focus on all aspects of practice transitions — including buying a dental practice, selling a dental practice, and much more — as well as personal growth and development for dentists and team members.

Do you want a better practice in 2025? If you want more balance and more freedom in the new year, don't miss this episode! Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to reveal the keys to getting what you want out of life through your practice. To set yourself up for success for next year — and every year — listen to Episode 819 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] 
• Email the ACT Team for their free resources: [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 819: https://www.youtube.com/@actdental/videos
• Download ACT’s Creating Your Vision resource: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/Creating%20Your%20Vision%20with%20Worksheet.pdf
• Download ACT’s Identifying Your Practice’s Core Values guide: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/Identify%20Your%20Practices%20Core%20Values.pdf
• Read The E-Myth Dentist: by Christopher Barrow and Michael G. Gerber: https://bookshop.org/p/books/the-e-myth-dentist-christopher-barrow/9739339?ean=9781618350251

Main Takeaways:

• Craft a vision for your practice.
• Develop your core purpose and core values.
• Align your leadership on vision, core purpose, and core values.
• Create a healthy culture by developing a trusting work environment.
• Consistently evaluate whether your core values are alive in your practice.
• Utilize data to measure the efficacy or inefficiencies of systems in your practice.
• Stay aligned with your team by having consistent meetings, check-ins, and huddles.

Snippets:

0:00 Introduction.

2:03 Why this is an important topic.

11:16 The origins of Better Practice, Better Life.

17:44 The three pillars: Aligned.

22:52 Align through meetings, check-ins, and huddles.

27:48 The three pillars: Smart.

31:12 Why you need a coach.

37:22 The three pillars: Healthy.

42:10 Develop your vision, core purpose, and core values.

48:10 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.

Sometimes, saying thank you just isn't enough. But gifts aren't always what people want either! So, how do you show gratitude and appreciation to your team? In this episode, Kirk Behrendt brings back Michelle Wakeman, one of ACT’s amazing coaches, to reveal the five languages of appreciation to help you make your team feel valued at work. To learn the easiest way to improve your culture, increase productivity, and enjoy coming to work, listen to Episode 818 of The Best Practices Show!

Learn More About Michelle:

• Send Michelle an email: [email protected] 
• Follow Michelle 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 818: https://www.youtube.com/@actdental/videos
• Read The 5 Languages of Love by Gary Chapman: https://5lovelanguages.com/store/the-5-love-languages
• Read The 5 Languages of Appreciation in the Workplace: https://shop.appreciationatwork.com/products/the-5-languages-of-appreciation-in-the-workplace-1

Main Takeaways:

• How you like to be shown appreciation is not the same for others.
• Learn the five languages of appreciation and how to express them.
• Most people like gifts. But it’s not the primary language of appreciation.
• Speak or write words of affirmation to show your appreciation for others.
• Perform acts of service. Even small gestures will mean a lot to your team.
• Quality time in the form of check-ins and team meetings will show you care.
• Appropriate physical touch can positively change the culture of your practice.
• Be genuine when showing appreciation. People can tell when it’s disingenuous.
• Do a team appreciation survey so that everyone knows one another’s language.

Snippets:

0:00 Introduction.

1:53 Why this is an important topic.

4:22 The five languages: Words of affirmation.

7:55 The five languages: Quality time.

10:16 The five languages: Acts of service.

11:33 The five languages: Gifts.

14:21 The five languages: Physical touch.

16:11 Be genuine.

16:58 How to systematize this in your practice.

19:20 Have scheduled downtime.

21:05 Final takeaways.

Michelle Wakeman, BSDH, Bio:

Michelle Wakeman, BSDH, brings nearly 20 years of clinical dental hygiene, administrative, managerial, and sales experience to the table. She has a passion for people and a natural aptitude for communication that has led her to develop meaningful relationships throughout her career in dentistry. As a coach, she seeks to help dental practices develop systems that enable them to enhance their patient experience, leading to better relationships among owners, team members, and patients, along with profitable outcomes.

In her off time, Michelle can usually be found at the ice rink supporting her son, Hunter, in hockey, the ball field cheering on her son, Carter, or the gym, reliving her days as a gymnast with her daughter, Leighton.

817: Smiles Not Sighs: 3 Steps to Implementing New Ideas in Your Practice – Courtney Dalton

Is your team allergic to change? Do they sigh at every new idea you have? To start changing the way they react, keep listening to this episode! Kirk Behrendt brings back Courtney Dalton, one of ACT’s amazing coaches, to share three steps to get your team on board and excited for all of your future plans. To learn the most effective ways to get buy-in every single time, listen to Episode 817 of The Best Practices Show!

Learn More About Courtney:

• Send Courtney an email: [email protected] 
• Follow Courtney on ACT’s Instagram: https://www.instagram.com/actdental
• Send Gina an email: [email protected] 
• Email the ACT Team for the Stages of Change tool: [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 817: https://www.youtube.com/@actdental/videos
• Download ACT’s Creating New Agreements, Policies, & Systems resource: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/Creating%20New%20Agreements%2c%20Policies%2c%20&%20Systems.pdf  

Main Takeaways:

• Help your team understand the why so they buy into your ideas.
• When your why is clear to your team, the how becomes much easier.
• Create a space where your team will feel safe, and their ideas will be heard.
• If your team feels heard, they will align with your ideas even if they don't agree.
• No weigh-in, no buy-in. Consistently check in with your team on where they are.
• Slow is smooth, and smooth is fast. Take your time so that you can do things right.
• Understand the five stages of change and support your team wherever they are at.

Snippets:

0:00 Introduction.

0:58 Why this is an important topic.

1:34 Alignment doesn't equal agreement.

4:00 Start with why.

9:41 How to get your team on board.

14:36 Ask open-ended questions.

16:27 Slow is smooth, and smooth is fast.

19:24 Stages of change, explained.

26:47 Final takeaways.

Courtney Dalton, BS, RDH Bio:

Courtney Dalton is a Lead Practice Coach who focuses on establishing a solid foundation in order for a practice to thrive. With over 15 years of experience in the dental industry, she is as passionate about patient care as she is about those who are providing it.

816: The 5 Most Important Questions in 2025 – Dr. Jim McKee

If you want to enjoy dentistry, there are five questions you need to answer this year — and every year! To help you sustain a thriving practice, Kirk Behrendt brings back Dr. Jim McKee, founder of Chicago Study Club, to share the five most important questions he wished he knew to answer early in his career. To learn how you can set a positive tone for your practice before the new year, listen to Episode 816 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 Online course: https://courses.phelandentalseminars.com/tmd-pds
• Register for Dr. McKee’s Advanced Occlusion workshop: https://campus.speareducation.com/workshops/advanced-occlusion/details/syllabus
• Register for Dr. McKee’s occlusion seminar: https://campus.speareducation.com/seminars/demystifying-occlusion-1/details/syllabus
• 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 816: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Answer these five questions to set the tone for your practice.
• Figure out the rooms and layout you need for your practice’s space.
• Think about how many team members you need and what to pay them.
• Go to study clubs. It is a more efficient CE experience than meetings alone.
• Know the cost to run your business so you know how much to charge patients.
• Have a strategy for getting patients — your ideal patients — through your doors.
• Consider the skill sets you want and need in order to attract above-the-line patients.

Snippets:

0:00 Introduction.

1:16 The genesis of the five questions.

3:56 How am I going to design my physical plant, and how much space do I need?

14:42 How many staff members do I need to hire, and how much should I pay them?

23:29 What are you going to do, and how are you going to get trained to do it?

29:33 How much are you going to charge?

35:16 How am I going to get patients to come in the door?

39:16 Below-the-line and above-the-line patients, explained.

43:36 How am I going to get patients to come in the door? Continued.

52:47 Final thoughts.

55:42 About Dr. McKee’s future courses and Chicago 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.

815: The Profitable Practice Paradox: Growing Without More Chairs – Miranda Beeson

We’re taught that growth is good. But if you don't grow smart, you could be growing more while making less! To explain this paradox and help you become profitable, Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to explain how to increase profitability without adding more chairs, more hours, or more stress. To learn how to make your practice better, not just bigger, listen to Episode 815 of The Best Practices Show!

Learn More About Miranda:

• Send Miranda an email: [email protected] 
• Follow Miranda on ACT’s Instagram: https://www.instagram.com/actdental
• Send Gina an email: [email protected] 

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

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• 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 815: https://www.youtube.com/@actdental/videos
• Read Miranda’s blog, Mastering Collections: How to Achieve 100% Financial Goals for Dental Practices: https://www.actdental.com/blog/mastering-collections-how-to-achieve-100-financial-goals-for-dental-practices

Main Takeaways:

• Define what growth means for you.
• Focus on making your practice better, not bigger.
• Understand your write-offs, collections, and overhead.
• Growth for the sake of growth will wear your practice thin.
• Maximize your existing resources! You don't need to add to grow.
• You can grow your practice by collecting more of what you produce.

Snippets:

0:00 Introduction.

0:49 ACT’s To The Top, BPA, and Pro Coaching.

5:30 Why this is important.

14:35 Understanding write-offs: Insurance adjustments.

25:53 Understanding write-offs: Membership plan adjustments.

27:39 Understanding write-offs: Elective adjustments.

32:25 Collect what you produce.

36:40 Understand overhead.

44:57 Where did all my money go?

54:44 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.

814: 1 Move, Infinite Differentiation Power – Heather Crockett

You're not just a dentist. There is something unique and special about you and your practice! To help you figure out what that is and why it’s important for a thriving practice, Kirk Behrendt brings back Heather Crockett, one of ACT’s amazing coaches, to share a step-by-step process to discover the things that differentiate your business. To learn how you can set yourself apart, listen to Episode 814 of The Best Practices Show!

Learn More About Heather:

• Send Heather an email: [email protected] 
• Join Heather on Facebook: https://www.facebook.com/heather.r.crockett
• Follow Heather on ACT’s Instagram: https://www.instagram.com/actdental
• Send the ACT Team an email: [email protected] 
• Send Gina an email: [email protected] 

Learn More About ACT Dental:

• Watch the entire webinar here: https://www.actdental.com/125
• 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 814: https://www.youtube.com/@actdental/videos
• Download ACT’s Differentiation Tool: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/PDF/Differentiation%20Tool.pdf
• Download ACT’s The Five Whys resource: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/Identify%20Your%20Core%20Purpose%20Tool.pdf
• Learn more about the EOS system: https://www.eosworldwide.com/blog/96514-traction-thoughts-uniques

Main Takeaways:

• Identify your core customers, core competencies, and weaknesses.
• Find three key things your practice is great at that make you stand out.
• Get your entire team aligned on the things that differentiate your practice.
• When you figure out your differentiators, you can use them in your marketing.
• Define your uniques and differentiators before others write that narrative for you.
• You will stand out, attract the right patients, and build your reputation by differentiating.

Snippets:

0:00 Introduction.

1:34 Why this is an important topic.

4:55 Differentiation, explained.

6:40 Three things you need to identify.

8:31 Core competencies, explained.

12:09 Core customers, explained.

16:53 The three uniques, explained.

21:09 How to use your differentiators.

25:18 Final takeaways.

Heather Crockett Bio:

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

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

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

We say it all the time — language matters! Before, during, and after you meet with patients, how you communicate is critical. To help you navigate the art of communication and boost patient engagement, Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to share 20 of their favorite phrases you can start using today. To learn how to help patients take ownership of their health, listen to Episode 813 of The Best Practices Show!

Learn More About Miranda:

• Send Miranda an email: [email protected] 
• Follow Miranda on ACT’s Instagram: https://www.instagram.com/actdental
• Send Gina an email: [email protected] 

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

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• 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 813: https://www.youtube.com/@actdental/videos
• ACT’s webinars: https://www.actdental.com/125
• Watch Episode 777, Why Objections Are a Gift with Miranda Beeson: https://www.youtube.com/watch?v=wJ6a_rRoNTA
• Download ACT’s 7 Phone Phrases to Fill Your Schedule: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/7-Phone-Phrases-To-Fill-Your-Schedule.jpg
• Download ACT’s Say This, Not That resource: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/Say%20This%2c%20Not%20That%20-%20Fillable.pdf
• Read Motivational Interviewing in Health Care by Stephen Rollnick, William R. Miller, and Christopher C. Butler: https://www.guilford.com/books/Motivational-Interviewing-in-Health-Care/Rollnick-Miller-Butler/9781462550371

Main Takeaways:

• Elevate your language to elevate your practice.
• A big part of communicating is being a great listener.
• How you communicate can build or break trust with patients.
• Know how to communicate effectively on the phone versus in the op.
• Practice handling patient objections. Think of them as gifts and invite them!
• Express gratitude at every opportunity. Your practice won't exist without patients!

Snippets:

0:00 Introduction.

1:20 Why language and verbal skills are so important.

11:07 Phone call: What led you to seek out a new dental home?

14:04 Phone call: What are your expectations about your first visit with us?

18:20 Phone call: I am here to help you/You are in good hands.

22:05 In the op: Is there anything specific you would like us to focus on during your visit today?

25:16 In the op: What are your goals for your mouth/smile? What does healthy mean to you?

27:32 In the op: If I see anything that doesn't look healthy, would it be okay to share it with you?

29:55 In the op: Tell me about how you take care of your teeth and gums at home.

31:45 Bonus phrase: What are your ideas for how you could do something differently?

34:49 Treatment presentation: You shared with me . . .

36:31 Treatment presentation: What is your understanding of . . .?

38:47 Treatment presentation: If there were a way . . .

41:24 Treatment presentation: What would prevent you from reserving time with us today?

43:58 Patient objections: Many patients have felt the same way. What we have found is . . .

48:20 If they don't give you objections, you can invite objections.

49:42 Patient objections: Which concerns could I provide more information about?

51:42 Patient objections: How much “too much” is it? If there were a way . . .

54:32 Patient objections: It won’t be more conservative/predictable/cost-effective than today.

56:11 Why expressing gratitude is so important.

58:19 Expressing gratitude: We love having patients like you. You brighten our day.

1:00:30 The best marketing tool.

1:02:16 Expressing gratitude: I’m so glad you have a great visit. There is no greater compliment!

1:03:55 Expressing gratitude: Thank you for trusting in us.

1:07:16 Expressing gratitude: We appreciate you choosing us as your dental home.

1:08:58 Elevate your language to elevate your practice.

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.

812: Sharpen Your Vision: Differentiation Success – Part 4 – Adriana Booth

There are dentists on every corner of the country. So, why would patients come to you? In the final episode of this four-part series, Kirk Behrendt brings back Adriana Booth, one of ACT’s amazing coaches, to help you answer this question. Embrace differentiation, and you can finally set your practice apart! To learn how by using ACT’s free tools and resources, listen to Episode 812 of The Best Practices Show!

Learn More About Adriana:

• Join Adriana on Facebook: https://www.facebook.com/adriana.booth
• Follow Adriana on Instagram: https://www.instagram.com/adrimarieb
• Send Gina an email: [email protected] 
• Send the ACT team 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 812: 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
• Watch Part 3, Episode 808 with Robyn Theisen: https://www.youtube.com/watch?v=hkrZg-ONkNs
• Download ACT’s Differentiation Tool: https://info.actdental.com/hubfs/PDF/Differentiation%20Tool.pdf
• Download ACT’s Better Practice Strategic Plan: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/ACT_Dental_-_Better_Practice_Strategic_Plan.pdf

Main Takeaways:

• Start by identifying your core customers.
• Do not skip identifying your core customers!
• Pinpoint services that are sought after by patients.
• Identify what you are good at and what you want more of.
• Recognize your weaknesses and the areas you can improve in.
• Build trust with your core purpose, core values, and differentiation.
• Don't compare your practice to others or only do what others are doing.

Snippets:

0:00 Introduction.

1:40 Why differentiation is so important.

3:39 Identify your ideal patient.

7:33 Differentiation, explained.

9:18 Do you fix teeth or change lives?

10:59 How differentiation impacts team culture.

11:56 The importance of alignment.

14:35 Figure out your core customer profile.

17:49 Identify your core competencies.

19:56 Identify your weaknesses.

24:05 Final takeaways.

Adriana Booth, BS, RDH Bio:

Adriana Booth is a Lead Practice Coach who partners with dentists and their teams to cultivate leadership skills, build practice growth, and streamline business practices. After spending nearly two decades in the dental industry working with top-notch dental teams, Adriana came to ACT to share her passion for professional growth, high-level training, and systems creation with our clients. As a dental hygienist with a love for continuing education and personal growth, helping a practice become successful is at the heart of her passion for dentistry.

Adriana has a B.S. in Dental Hygiene from West Liberty University/O’Hehir University. By being involved in several Columbus, Ohio, study clubs, Adriana maintains strong relationships within her local dental community. She enjoys a variety of fitness activities, family time, good books, and at the top of her list, her fur babies.

811: Going Out-Of-Network: 3 Marketing Considerations – Eric Hubbard

Do you tell yourself you can't go out-of-network? If you do, stop! You can, and today’s guest will teach you how. Kirk Behrendt brings in Eric Hubbard, a master marketer and founder of Pain-Free Dental Marketing, to help you be paid more to work less. If you're tired of the long hours, dealing with insurance, and less-than-ideal patients, listen to Episode 811 of The Best Practices Show!

Learn More About Eric:

• Follow Pain-Free Dental Marketing on Instagram: https://www.instagram.com/painfree_dentalmarketing
• Learn more about Pain-Free Dental Marketing: https://www.painfreedentalmarketing.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 811: https://www.youtube.com/@actdental/videos
• Read Traction by Gino Wickman: https://benbellabooks.com/shop/traction

Main Takeaways:

• If you don't have a solid admin team culture, you are not ready to go out-of-network.
• Demonstrate to patients that your excellence is beyond just “being a good dentist”.
• Keep your social media and website updated. This is where patients always look.
• View everything about your practice through the eyes of your patients.
• Be curious about your patients. Engage in meaningful dialogue.
• Get rid of your self-limiting beliefs. You can go out-of-network!
• Seeing more patients does not mean you earn more money.
• Invest in your practice — even in the smallest of ways.

Snippets:

0:00 Introduction.

1:37 Eric’s background.

3:45 Why this is an important topic.

7:11 Do this before exiting insurance plans.

13:54 Look at the comprehensive patient experience.

16:47 What is your system for asking for referrals?

20:13 How are you demonstrating excellence?

23:49 Also invest in the small things.

27:52 Where and how to spend money in marketing.

32:36 Differentiation, explained.

36:16 Final thoughts.

38:00 More about Pain-Free Dental Marketing.

Eric Hubbard Bio:

Before founding Pain-Free Dental Marketing, Eric Hubbard started his career in the corporate world. He built his marketing foundation at Procter and Gamble, where he mastered the art of aiming messages directly at the company’s highest-value patients. 

Years later, Eric’s hometown dentist became interested in marketing strategies to save his dwindling practice. He became Eric’s first client, kicking off his marketing agency where he and his team have been helping practices grow ever since.