The Dental Best Practices Show

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! 

769: 1 Tip for Team Problem Solving – Miranda Beeson

You have a million problems to solve in your business. Do you know what else you have? An amazing team that can help you. All you need to do is empower them! To help them support you in the way you need, Kirk Behrendt brings back Miranda Beeson, one of ACT’s amazing coaches, to share one tip for effectively solving problems with your team. Remember — you don't have to do it all! To fix the culture of ineffective problem-solving in your practice, listen to Episode 769 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
• Email Kirk for a 1-3-1 treatment plan: [email protected] 
• Email Gina for some ACT 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 769: 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
• Discover your natural gifts with Working Genius: https://www.workinggenius.com

Main Takeaways:

• Use the 1-3-1 rule to identify problems and solutions.
• Always verbalize expectations. Your team cannot read your mind.
• Team meetings provide the best opportunity to align on expectations.
• When you empower your team to solve problems, they will do more of it.
• You are the ultimate decision-maker in your practice, but delegate what you can.
• Don't believe that your team isn't committed or willing to help you. Give them trust.
• Developing your team is an investment. You will save thousands of hours in the future.

Snippets:

0:00 Introduction.

1:57 Why this is an important topic.

8:53 The 1-3-1 rule, explained.

13:21 Start with setting expectations.

16:20 Why tools and frameworks are important.

19:50 Expectations, further explained.

25:06 Align during team meetings.

29:05 The “no thank you bite”, explained.

34:27 Benefits of effective problem-solving.

38:29 Everyone has a different “working genius”.

42:07 Final thoughts.

Miranda Beeson, MS, BSDH Bio:

Miranda Beeson, MS, BSDH, 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. 

768: Breaking Down the Barriers in Dentistry & Medicine – Dr. Tiffany Lamberton

Your body is interconnected. If you’ve hurt your neck, you’ve probably hurt your jaw joints. But if they go hand in hand, why don't more dentists collaborate with their medical colleagues? To break down the barriers between dentistry and medicine, Kirk Behrendt brings in Dr. Tiffany Lamberton, founder of TMD Collective, to highlight this neglected side of dentistry. Comprehensive, interdisciplinary care will only benefit your patients! To learn how to get started, listen to Episode 768 of The Best Practices Show!

Learn More About Dr. Lamberton:

• Join Dr. Lamberton on Facebook: https://www.facebook.com/tmdcollective
• Follow Dr. Lamberton on Instagram: https://www.instagram.com/tmd.collective
• Connect with Dr. Lamberton on LinkedIn: https://www.linkedin.com/in/tiffany-lamberton-4354aa228
• Learn more about TMD Collective: https://tmdcollective.com
• Listen to Jaw Talk podcast: https://open.spotify.com/show/54uYIZcJpkykxO91ZEFDNt

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 768: https://www.youtube.com/@actdental/videos
• Register for the Women in Dentistry Symposium (September 6-7, 2024): https://tmdcollective.com/ipuwd
• Learn more about Chicago Study Club: https://chicagostudyclub.com
• Learn more about Immersive Touch: https://www.immersivetouch.com

Main Takeaways:

• Joints have been the long-neglected side of dentistry.
• With today’s technology, we can now include joints in the picture.
• Collaborate with an interdisciplinary team that includes the medical side.
• Not every young person has healthy joints. Intervene using modern imaging.  
• Be comprehensive in how you assess patients. Get answers before treatment.
• Join a study club to connect with like-minded people. It is an effective way to learn.
• Build a dental community on digital platforms or anywhere possible. Don't stay isolated.

Snippets:

0:00 Introduction.

0:43 Dr. Lamberton’s background.

2:54 Why this is an important topic.

7:12 What dentists get wrong about TMD.

11:36 Imaging and its importance in dentistry.

15:35 The importance of study clubs and finding community.

21:22 The future of the barrier in dentistry and medicine.

24:01 Final thoughts.

25:43 About the Women in Dentistry Symposium.

28:34 About TMD Collective.

Dr. Tiffany Lamberton Bio: 

Dr. Tiffany Lamberton is a Washington native who has dual degrees in both Physical Therapy and Dentistry, both from Loma Linda University. When she graduated with her DDS degree, she was also inducted into the Omicron Kappa Upsilon National Honor Society and received awards in Oral Pathology and Leadership. She currently has focused her practice on evaluation and treatment of Temporomandibular Joint (TMJ) Disorders and is available for New Client appointments via her website www.tmdcollective.com. She will be a speaker for the Pacific Northwest Dental Convention and is delving into the educational world speaking about TMJ, Airway and Myofunctional Therapy. She is a member of the ADA, WSDA, and is a Pierce County Dental Society Board Member. She is also a member of AOMT and the Chicago Study Club. Dr. Tiffany considers herself a life-long learner! She lives in the North End of Tacoma with her husband and two children, and enjoys snowboarding, wake surfing, and Pilates. 

767: The Dentist’s Life Management System – Dr. Christian Coachman & Dr. Konstantin Kross

Do you want a more balanced life, but don't know where to start? It’s not as complicated as you think! To help you simplify the process, Kirk Behrendt brings back Dr. Christian Coachman, founder of Digital Smile Design, and his guest, Dr. Konstantin Kross, to share the dentist’s life management system, a simple way to organize your time and energy so you can succeed in your practice and beyond. Get more out of your days, your years, and your life! To learn how, listen to Episode 767 of The Best Practices Show!

Learn More About Dr. Coachman & Dr. Kross:

• 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
• Send Dr. Kross an email: [email protected]
• Join Dr. Kross on Facebook: https://www.facebook.com/dr.konstantinkross/?locale=de_DE
• Follow Dr. Kross on Instagram: https://www.instagram.com/dr.konstantinkross

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 767: https://www.youtube.com/@actdental/videos
• Watch Episode 742 with Dr. Coachman: https://www.youtube.com/watch?v=pQbsrJywQ7w
• Try Trello: https://trello.com

Main Takeaways:

• Free your mind of mental clutter.
• Formulate clear goals and write them down.
• Understand your purpose. It will bring you energy.
• Energy is also about mindset, not just physical health.
• Determine what things you want to put your energy into.
• To be successful, you need to dedicate time, energy, and love.
• You can't manage time itself, but you can manage your energy.
• If you feel stuck, revisit your vision board and you will be energized.

Snippets:

0:00 Introduction.

3:39 About Dr. Kross and the dentist’s life management system.

7:23 You need time, energy, and love.

11:20 Learn to manage your energy.

16:10 Free your head of clutter.

24:44 Filter and prioritize the things that matter.

28:09 Understand your purpose.

33:56 Formulate very clear goals.

36:56 Consciously create balance.

45:34 Build long-term plans.

47:33 Create monthly plans.

49:58 Final thoughts.

Dr. Christian Coachman Bio:

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

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

Dr. Konstantin Kross Bio:

Dr. Konstantin Kross is a dentist and specialist in periodontics based in St. Gallen, Switzerland.

766: Retention Revolution: 1 Impactful Way to Keep Your Patients – Carlie Einarson

Is your practice a leaky bucket? Do you keep pouring water in, only to have most of it flow back out? Then it’s time to plug those holes! To help you fix your bucket, Kirk Behrendt brings back Carlie Einarson, one of ACT’s amazing coaches, with a framework to improve patient retention. Keep your schedule full, and with the right type of people! To learn how, listen to Episode 766 of The Best Practices Show!

Learn More About Carlie:

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

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

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• Get The Best Practices Magazine for free: https://www.actdental.com/magazine
• Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

• Watch the video version of Episode 766: https://www.youtube.com/@actdental/videos
• Download ACT’s Hygiene Recare System: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/Hygiene%20Recare%20System.pdf
• Download ACT’s Unscheduled Treatment Plan Follow-Up: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/Unscheduled%20Treatment%20Plan%20Follow%20Up.pdf

Main Takeaways:

• Plug the holes in your bucket before adding more water.
• Create systems for following up with unscheduled appointments.
• Keep continuous communication with patients so you remain top of mind.
• Have detailed notes on each patient so you can do a personalized follow-up.
• Your chair is the best place to make future appointments, not over text or phone.
• Stop filling your schedule with “mud”. Fill it with the patients and procedures you want.
• It takes less time, energy, and resources to keep existing patients than to find new ones.

Snippets:

0:00 Introduction.

2:07 Why this is an important topic.

4:27 Keep a healthy active patient count.

6:06 Have continuous communication with patients.

8:06 Pre-appoint while patients are in your chair.

14:26 Systems for unscheduled treatment follow-up.

17:43 Finding new patients is more costly.

21:21 Final thoughts.

Carlie Einarson Bio:

Carlie Einarson is a lead practice coach who has a passion for helping others succeed in the dental field. She loves helping to create a stable foundation for practices so both professionals and patients have a great experience every time they walk in the door!

Carlie graduated from Utah College of Dental Hygiene. She has ten years of experience in the dental field, including clinical dental hygiene, front office, and leading teams.

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

765: Outshine Competitors, Release Your 3 Uniques – Courtney Dalton

Many dentists provide great dentistry. So, why should a patient come to you? To help you answer this important question, Kirk Behrendt brings back Courtney Dalton, one of ACT’s amazing coaches, with strategies to find three things your practice is uniquely good at. Become better at those things, and you will outshine your competition! To learn the most effective way to set yourself apart, listen to Episode 765 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] 

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 765: https://www.youtube.com/@actdental/videos
• Watch Episode 758 with Dr. Jim McKee: https://www.youtube.com/watch?v=xlJ235f-VJQ
• Register for ACT’s To The Top Study Club - Taking Your Practice to New Heights in the New Year: Crafting Your Strategy (October 18, 2024): https://www.eventbrite.com/e/members-only-climb-with-us-register-for-october-18-2024-ttt-study-club-tickets-763603317077
• Download ACT’s Differentiation Tool: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/PDF/Differentiation%20Tool.pdf
• Read Traction by Gino Wickman: https://benbellabooks.com/shop/traction

Main Takeaways:

• Understand the elements that will set you apart from other practices.
• You're not unique in 90 things. Choose three that will make you stand out.
• Take time to identify your core competencies, your uniques, and your passions.
• Get your team’s input on your uniques. Get them to weigh in so that they will buy in.
• Your practice is not meant for everyone. It is for a few people that value what you do.
• Get really good at what you're really good at. Don't stop at figuring out what they are.
• What you have, like technology, is not a unique. But it can help you provide a unique.

Snippets:

0:00 Introduction.

1:53 Why this is an important topic.

4:30 Identify your three uniques.

10:32 How to get patients to pay your full fee.

12:17 Maintain a unique that is your passion.

13:50 Core competencies, explained.

15:38 Important questions to ask yourselves.

17:31 Get your team to weigh in so they can buy in.

20:07 Examples of uniques.

23:06 Find ways to put your uniques into play.

25:56 Final takeaways.

27:30 More about ACT’s Differentiation Tool and To The Top.

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.

764: Cash Flow Kings and Queens: The Dentist’s Guide to Mastering Accounts Receivable – Ariel Juday

What is your favorite collections agency? Your answer should be, “None of them!” Sending patients to collections is not worth the hassle. Instead, you should prevent getting to this point in the first place. To help you master accounts receivable and avoid uncomfortable situations, Kirk Behrendt brings back Ariel Juday, one of ACT’s amazing coaches, with some of the best practices for managing AR. To learn how to collect the money you deserve, listen to Episode 764 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 764: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Attempt to collect at time of service.
• Avoid scheduling patients who are high-risk.
• Have a working system for financial agreements.
• Take care of the balance before treatment, not after.
• Make sure that patients are making reasonable payments.
• Let competent admin take care of the financial conversations.
• Align with your team on collection strategies for overdue balances.
• Document every financial agreement you make — no matter the amount.
• Record each engagement and each engagement attempt with the patient.
• No more than one month’s net collections should be outstanding in your AR.
• Remember that your patient didn't let this overdue balance happen — you did!
• There is no benefit to sending patients to collections. Prevent getting to this point.

Snippets:

0:00 Introduction.

1:25 About ACT’s BPA, TTT, and Pro Coaching.

5:01 Why this is an important topic.

9:38 With work and intentionality, it’s possible.

11:52 AR aging and claims aging, explained.

13:06 Accounts receivable, explained.

14:13 Have a system to find your AR.

16:47 Healthy AR goals, explained.

19:19 Train patients with reservation fees and prepaid balances.

21:01 Work with your patients but remember you're not a bank.

22:44 Let admin take care of the financial conversations.

25:11 Take care of the balance before treatment.

28:12 Overdue balances, explained.

30:51 Collection strategies for an overdue balance.

36:26 Should you send patients to collections?

40:36 Q&A: Thoughts on text message statements.

41:37 Collect at time of service to avoid headaches.

44:04 Consistent management is key.

44:55 Document all of your engagements and engagement attempts.

45:29 A call from the doctor can do wonders.

46:46 It shouldn't be a difficult conversation.

47:51 Fix problems at the root.

48:34 Do you have to document every financial arrangement?

50:41 Avoid scheduling high-risk patients.

52:51 Final 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! 

763: Leadership for the Restorative Dentist – Kirk Behrendt DOT Fest Exclusive

In this special episode, Kirk Behrendt shares his exclusive presentation from the Dental Online Training Fest. He shares some of the basic principles that will elevate your leadership skills and help you create the practice you dream of. To learn the blueprint for a better practice and better life, listen to Episode 763 of The Best Practices Show!

Learn More About Kirk and Dental Online Training:

• Send Kirk an email: [email protected] 
• Follow Kirk on ACT’s Instagram: https://www.instagram.com/actdental
• Learn more about Dental Online Training: https://www.dothandson.com/home
• Join Dental Online Training on Facebook: https://www.facebook.com/dothandson
• Follow Dental Online Training on Instagram: https://www.instagram.com/dentalonlinetraining

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 763: https://www.youtube.com/@actdental/videos
• Learn more about yourself with DiSC: https://www.everythingdisc.com
• Take the Kolbe A Index assessment: https://www.kolbe.com
• Discover your natural gifts with Working Genius: https://www.workinggenius.com
• Try the Oura Ring: https://ouraring.com

Main Takeaways:

• Keep work in a container. 
• Know who you are as early as possible.
• Find the right people and get them in the right seats.
• Dentistry is a sport. Take care of your mind and body.
• As a leader, you are responsible for your team culture.
• Go all-chips-in on building an amazing team and practice.
• Consistently perform huddles and check-ins with your team.
• Prioritize your core values and find ways to keep them alive.
• Think ahead and have quarterly and annual planning sessions.

Snippets:

0:00 Introduction.

1:17 Create other leaders that create other leaders.

4:15 Work on your culture.

5:45 Know your annual patient value.

8:12 An amazing culture requires amazing management.

9:14 It’s all about your thinking.

13:24 Know who you are as early as possible.

16:28 Take care of your physical health.

21:50 Keep work in a container.

25:39 The rule of 32, explained.

26:43 Create rituals in your life.

31:24 Get rid of your limiting beliefs.

35:49 Get the right people in the right seats.

44:29 The Function Accountability Chart, explained.

47:30 Have morning huddles and check-ins.

52:13 Have a quarterly and annual planning session.

52:57 Give life to your values.

54:09 Have a core purpose.

54:50 Last thoughts.

Kirk Behrendt Bio:

Kirk Behrendt is a renowned consultant and speaker in the dental industry, known for his expertise in helping dentists create better practices and better lives. With over 30 years of experience in the field, Kirk has dedicated his professional life to optimizing dentistry's best systems and practices.

Kirk has been a featured speaker at every major dental meeting in the United States. His company, ACT Dental, has consistently been ranked among the Top Dental Consultants in Dentistry Today's annual rankings for the past ten years. In addition, ACT Dental was named one of the fastest-growing companies in the United States by Inc Magazine, appearing on their Inc 5000 list.

Kirk's motivational skills are widely recognized in the dental industry. Dr. Peter Dawson of The Dawson Academy has referred to Kirk as "THE best motivator I have ever heard." Kirk has also assembled a trusted team of advisor experts who work with dentists to customize individual solutions that meet their unique needs.

When he's not motivating dentists and their teams, Kirk enjoys coaching his children's sports teams and spending time with his amazing wife, Sarah, and their four children, Kinzie, Lily, Zoe, and Bo. 

762: Cosmetic Dentistry vs. Healthcare Dentistry – Dr. Christian Coachman

What is the number-one enemy of teeth? Sometimes, it’s the dentist! Esthetic dentistry is rising in popularity — and harming many patients. To highlight the difference between esthetic and healthcare dentistry, Kirk Behrendt brings back Dr. Christian Coachman, founder of Digital Smile Design, to explain why esthetics has its place, but shouldn't be the priority. Cosmetic dental procedures won't improve your patients’ health! To change the way you think about cosmetic and healthcare dentistry, listen to Episode 762 of The Best Practices Show!

Learn More About Dr. Coachman:

• Join Dr. Coachman on Facebook: https://www.facebook.com/christiancoachman
• Follow Dr. Coachman on Instagram: https://www.instagram.com/chriscoachman
• Learn more about Digital Smile Design: https://digitalsmiledesign.com
• Register for the DSD Provider course (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

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

Main Takeaways:

• Esthetics should be the byproduct of great dentistry, not the priority.
• There is nothing better than having your own dentition in your mouth.
• Teeth are the key to longevity. Esthetic procedures destroy good teeth.
• Stop pretending that esthetic dentistry is healthcare dentistry — it’s not.
• Dentists play a big role in shaping the perception of beauty and esthetics.
• A nose job won't improve heart function. Veneers won't improve your bite.
• Cosmetic dentistry is camouflage dentistry. It won't treat underlying problems.

Snippets:

0:00 Introduction.

1:43 Why this is an important topic.

12:17 Esthetics shouldn't be the priority.

14:25 The rise of the bullshit esthetic dentist.

21:57 There is nothing better than having your own teeth.

29:04 The biggest enemy of teeth are dentists.

31:02 It’s easier to sell the wrong dentistry.

36:24 Society’s exacerbation of “beauty”.

43:53 The real link between function and esthetics.

47:59 Final thoughts.

51:36 More about DSD.

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. 

761: The Energy Quotient & How Many Days You Work for Free as a Dentist – Dr. Barrett Straub

You've put a ton of time, money, and effort into becoming a dentist. You deserve to make a profit! If that sounds impossible, keep listening. Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, to explain why working harder isn't making you more money, and how understanding the energy quotient will help you gain ultimate control over your practice. It’s time to stop working harder for less! To learn how, listen to Episode 761 of The Best Practices Show!

Learn More About Dr. Straub:

• Send Dr. Straub an email: [email protected] 
• Join Dr. Straub on Facebook: https://www.facebook.com/barrett.d.straub
• Register for Dr. Straub’s live workshop (August 23, 2024): https://www.eventbrite.com/e/act-dental-gaps-method-the-formula-for-financial-freedom-tickets-776572418007

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

Main Takeaways:

• Understand the importance of the energy quotient.
• Calculate how many days you're working for free. Lower that number!
• Your energy quotient doesn't need to be zero — it’s okay to be charitable.
• When you manage your energy levels right, your quality of care will increase.
• You don't need to work more hours and have more operatories to make more money.
• If you increase patient volume, you will have less control over your practice and your life.
• It’s not just about the money. Lowering your energy quotient will lead to a better practice. 

Snippets:

0:00 Introduction.

1:28 Gross production and the effort gap, explained.

8:43 The energy quotient, explained.

15:39 Manage your energy levels.

18:29 Time is the new rich.

20:55 Money gives you options.

23:38 What your dental accountants don't know.

26:06 More about ACT’s GAPs webinar.

29:35 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.