The Dental Marketer

Sandy Pardue is a dental consulting powerhouse with decades of experience helping business owners build the practices of their dreams. Through working with countless individuals across the country, Sandy has found that company improvement begins with an organized leader. Join Michael and Sandy as they discuss the importance of technology, the vital characteristics of a leader, and how to correctly fire staff members. Find more about Sandy on her business website, Classic Practice Resources!

 

Time-Stamped Show Notes

[01:27] — In 1979, Sandy Pardue started her dental career at a small practice. Six years later she joined a larger practice and realized that technology can give thirteen staff members the same productivity of eighteen employees!

[02:58] — Sandy’s key to success: “The key to success in the practice is organization.” When Sandy understood the power of practice management systems, she began her career as a dental consultant to help other dentists achieve their goals.

[06:05] — Printing recall cards and making online appointments are two important benefits of technology. If you haven’t already, make the switch!

[06:57] — “Oh, we’re never gonna see those appointment books again. Maybe in a museum.” Listen to Sandy; she knows her stuff.

[07:45] — Sandy had a boss who still practices in his eighties. How does he continue to enjoy his work? Sandy points to strong organization!

[09:20] — Michael and Sandy discuss the importance of organization in enjoying one’s work.

[10:15] — Enthusiasm in the workplace comes from the leader.

[12:00] — Sandy believes that every practice should predetermine how to handle every situation, such as employees leaving without notice.

[14:00] — “The average practice retention is forty to fifty percent,” Sandy says. Handle your own recall process and make sure you’re aware of important opportunities!

[22:25] — “Good control is what will determine your production in the practice.” Care for each patient individually and with compassion. Also, a nice phone call can go a long way.

[24:02] — Calculate how much open time you have, even from broken appointments. You might find that you’re missing out on some opportunities.

[25:14] — When making an appointment, look at their record with broken appointments and credit fraud. Never be rude, but a credit criminal might give you some trouble…

[24:45] — Be a strong leader and don’t be afraid of your staff! You put too much time, money, and effort into your investment to lose control.

[29:24] — When you’re faced with a struggling team member, ask yourself if you’ve given them all the tools they need. If they still perform below your expectations, they probably have to go.

[33:09] — “I like to work with smart people,” Sandy says. When finding the right employees, she likes to see fast-moving, competent individuals.

[33:30] — Interestingly, Sandy uses the Wonderlick test to determine how smart her staff are and what jobs they should perform. The same test is used in the NFL!

[35:00] — Sandy recommends corrective action notices for employees who aren’t meeting expectations. They work especially well for those who feel uncomfortable firing staff members.

[37:04] — Sandy gives several helpful tips about firing employees. “It gets easy the more you fire people!”

[38:44] — Advice Alert: “Know that you have not reached your full potential.” You can build the practice of your dreams, but it all starts with you. Sandy also recommends Howard Farran’s book, Uncomplicated Business for those who want to optimize their practices. Buy it from Amazon here!

[44:20] — Find Sandy on her website, where she offers seminars and consultation services. Also, send her an email, and listen to her podcast on iTunes, Dental Drills Bits!

 

After years of practicing dentistry and prosthodontics, Dr. Cary Sanz realized there was far more to the dental industry than he realized. As a result, he entered the world of marketing and consultation with the mission to help dental companies reach their full potentials. Join Michael and Cary as they discuss modern technology, marketing strategies, and how to avoid watching your tools become dusty closet decorations. Also, learn more about Cary’s thoughts on the dental industry by clicking here!

 

Time-Stamped Show Notes

[01:30] — Michael Arias describes the importance of technology in improving patient experience

[02:31] — Michael introduces guest speaker Dr. Cary Ganz, prosthodontist and dental consultant

[02:42] — Cary took an internship in prosthodontics and has been a dentist for forty years

[03:22] — After realizing that he could offer more to the world of dentistry, Cary started consulting and lecturing while maintaining his practice

[04:04] — Cary ran several programs at different facilities, including Northwell Hospital in Long Island

[04:34] — Becoming one of the founders of DEXIS Digital Radiography was an important event for Cary

[05:15] — Cary consults for several dental companies to help them “understand what the dental mindset is”

[5:55] — Success in dentistry used to depend on performing the best, but now it’s influenced by marketing and technology

[7:55] — Corporate business is taking over dentistry because they have massive marketing power; technology has also impacted dental management and advertising

[10:08] — “Technology is here to stay”; As time passes, practices will find that avoiding new technology will become increasingly impossible

[12:18] — One of the only ways to differentiate your practice is through how you treat your patients

[13:25] — “Taking time with your patients makes a difference,” Cary says. In this way, private practice wins over corporate entities

[14:55] — Advice Alert: Positive referrals and providing the best possible care is crucial to your practice. When searching for a dentist, patients don’t care as much about fancy technology

[17:00] — Represent what you can do on the internet and social media; educate your patients in person

[20:40] — Cary finds that advertising doesn’t work in areas where you can “throw a stone and hit ten dentists”

[21:30] — Patients have to work around very difficult schedules, so accommodate them the best you can

[24:30] — Dentistry has changed from “single fillings” to longterm treatment plans, which means that dentists require constant, thorough education

[25:45] — Cary thinks that practices should judge the quality of their tools based on how they run their business. Make sure that new technology will be used and have specific purposes

[28:45] — Cary’s favorite tip: “Be the absolute best you can be.” Never sacrifice your professionalism or training for any person or reason

[30:14] — Find Cary at The Dental Spa, 300 Garden City Plaza, Garden City, New York. He is always available for calls at (516)-741-1230, whether for advice or to ask about his practice. His website can be found here. Also, learn more about his headache management practice here.

 

3 Main Ideas

The world of dentistry is expansive and constantly growing! Dr. Cary Ganz is living proof that you can practice dentistry while exploring alternative fields, from marketing to consultation. Considering how many dentists there are, specialization and trying new things can be important to your success.

Keeping up with changing technology is vital to your practice. Your tools are the foundation of your business; patients expect optimal equipment, but will choose or leave your practice based on ...

Dr. Nojan Bakhtiari went beyond his dental school education and specialized in oral/facial pain. With the help of his careful marketing strategy, Nojan decided that he could attract more patients and help a greater amount of people by becoming a leader in his field. Now at the forefront of oral/facial pain and TMJ treatment, Nojan has many tips to share about the vast world of dentistry.

 

 

Time-Stamped Show Notes

[01:39] — Dr. Nojan Bakhtiari graduated from the NYU College of Dentistry in 2011 and decided to pursue training to manage oral and facial pain

[02:00] — Now he’s a fellow of the American Academy of Oral/Facial Pain, the highest honor within the industry!

[03:06] — Nojan earned his neuroscience degree and was fascinated by the nerve pathways of pain

[03:30] — After realizing that oral/facial pain is an untapped area of dentistry, Nojan decided to become a leader in the field

[03:55] — Relieving individuals from pain is incredibly rewarding for Nojan

[04:30] — “It’s chronic pain, so the patient is going to express their love,” Michael notes as he describes the importance of specialized fields

[05:10] — While still a resident, Nojan started his own practice in 2014 and formed the Facial Pain Associates of New York and Connecticut, which now has multiple locations

[7:00] — Nojan takes a multidisciplinary approach wit his work; he often refers patients to different practices if they have specific issues

[8:15] — “I think it’s very important to know where your limitations are,” Nojan says about his practice

[8:32] — Nojan and his colleagues give casual lectures to different study clubs for teaming purposes

[9:19] — It’s important to work with, learn from, and visit other practices

[13:00] — Sometimes you have to face some rejection before you achieve success! “I don’t take it personally,” Nojan says

[17:26] — Handing out business cards alone won’t lead to the connections you want; market systematically and keep in touch!

[19:30] — Nojan was “overtrained and underutilized,” which motivated his decision to follow a specialized path and improve his marketing strategy

[21:03] — Michael notes that patients aren't best found on social media, although other dentists are; trail and error is important in marketing

[22:03] — Showcase your lifestyle on your social media rather than your procedures

[25:00] — Advice Alert: “Staying on top of education has been really helpful in my case,” Nojan says. “Keep your foot in both doors,” from your practice to learning more about your trade

[27:20] — If you’re interested in oral/facial pain, Nojan recommends that you explore the AAOP website to learn more

[30:40] — Find Nojan on his practice website and send him an email about his services!

 

 

3 Main Ideas

Pursue the fields that fascinate you! Dr. Nojan Bakhtiari would never have found himself at the forefront of oral/facial pain if he didn't follow his interest.

Specializing in your field can be immensely beneficial. You become the expert of your practice, and you patients will have extra gratitude for helping them with a more niche-like issue. In order to keep in touch with the surrounding world of dentistry, though, remember to collaborate with other practices and participate in work studies!

If you want to make business connections through social media, try not to post bloody before-after photos on your Instagram. Nojan is pretty certain that you won’t attract many patients that way. Instead, fill your media platforms with your lifestyle. Experiment with your marketing and find what works best for you!

Bonus Tip: Nojan calls Bell’s Oral And Facial Pain the “Bible” of his trade. Find out more about it here!

 

Dr. Michaela Tozzi has done it all, from making mouth guards at football games to offering her patients botox injections. Join Michael Arias as he speaks with this accomplished woman, who built her Vegas-based dental practice from nothing and has boundless wisdom to share with you all. Join the conversation as they discuss the do’s and don’ts of marketing and running your dental practice!

 

Click Here to visit Michaela’s website and learn more about her services at Michaela Tozzi Dental Concierge. Her office is located at 8975 S. Pecos Road Suite 5A, Henderson, Nevada 89074. She will tailor your appointment to your schedule and offer an exclusive service where you can be the only patient during your visit!

 

Time-Stamped Show Notes

[01:07] — Over coffee, Michael notes the importance of “new patient concierges” who can care for new patients

[02:42] — Michael introduces Dr. Michaela Tozzi

[03:03] — Michaela describes her career path as “different” because she graduated with a biology degree and sold dental supplies before entering dental school and graduating at age 32

[03:50] — After finding herself “sick of the corporate grind” after years of working for other practices, Michaela decided to start one of her own

[04:08] — She started her practice 2.5 years ago after buying an office; she was nervous because she had zero patients and was responsible for her employees

[04:54] — “You have to sacrifice yourself a little bit in the process” of starting your own business, Michaela admits

[8:52] — While an associate, the offices she worked at were poorly run and had high turnover; Michaela knew that she could do better

[9:38] — “Efficiency is key in dentistry,” Michaela notes as she highlights the importance of retaining staff numbers

[10:20] — Treat each patient like they’re a member of your family!

[11:49] — Marketing in dentistry is like putting a “message in a bottle”; although referrals, Yelp ads, and Google ads worked for Michaela, she finds it important to try different strategies

[13:27] — Smile makeovers are a major source for Michaela’s revenue and also her favorite way to “change somebody’s life”

[14:15] — Dentistries in Nevada were allowed to offer cosmetic injections in 2014, which Michaela took advantage of

[16:50] — Michaela wishes that she started Yelp and Google ads “right out of the gate”; now she has a monthly budget for each

[17:19] — Michaela remembers and regrets being a sponsor for the Las Vegas Outlaw’s home football games; she tweaked mouth guards and appeared on the Jumbotron, but received no return

[19:52] — Biggest piece of advice: Before you start your practice, think about where you want to be in ten years and write down the steps for how to achieve that vision—“work harder not smarter”

[21:53] — Value your profession and hard work; don’t let dentistry become a commodity!

[24:17] — Find Michaela on Instagram, Facebook, send her an email, and give her a call at (702)-630-8818 if you’d like advice about navigating the scary world of dentistry!

 

3 Main Ideas

It’s never too late to pursue dentistry and start your own practice! Michaela graduated dental school as one of the oldest students in her class. Even then, it took the experience of realizing she could run a business better than her superiors to inspire her to build a dentistry.

Try several marketing strategies until you discover what works for you. Michaela stresses the importance of referrals, which brought her most loyal patients. Search engine and social media ads have also contributed greatly to her client base. Michael highlights the importance of knowing the people within your market before you start this process.

Join Michael Arias as he explores several topics within the dental management industry, from nurturing your business to modernizing your approach to hiring new employees. To help him out, Michael brings in special guest Teresa Duncan, owner of Odyssey Management with over ten years of experience managing dental practices.

 

Click Here to learn more about Teresa and her mission to help dental practices flourish and succeed!

 

Time-Stamped Show Notes

[00:47] — Michael introduces Dr. Ziv Simon as a sponsor of the show and surgical master known for his revolutionary crown lengthening course

[02:20] — Teresa Duncan began her dental career in a tiny, wonderful practice with one dentist who convinced her to continue her education and become a dental consultant

[06:34] — Teresa reinforces the importance of being part of a small business, and how she will always “look back and smile” about her experience within that practice

[08:00] — When running a dental business, always listen to your shifts in priorities; sometimes “smaller” is “simpler!”

[08:54] — One of the most important steps to gain more patients is to insure a personal, convenient system of communication

[08:00] — “How am I going to make you smile today?” Ensure that your recorded call appreciates patient effort

[18:30] — User-friendly websites, emails, and online chat software are important tools for modern patient communication

[21:16] — Teresa highlights the importance of the hiring process

[24:41] — “You’re going to spend money on new employees before you’re going to make money”

[27:00] — For any practice, be “slow to hire and quick to fire”

[33:29] — Environmental awareness is an important way to stay updated on important changes in the dental world; move your awareness from inside your practice to the outside realm of dental marketing and insurance

[36:08] — Find Teresa and Odyssey Management on Facebook!

[36:34] — Sign up for Teresa’s newsletter and keep abreast on changes in the world of dental practice and insurance

 

3 Main Ideas

Communication is key! Ensure that your patient experience begins before they enter your door, from how they interact with your website to how easily they can reach you by phone. 6pm—9pm is a wonderful time to reach your patients for reminder or collection calls.

Stay updated and prepared for changes in the world of dentistry and insurance; don’t find yourself with a letter in your hands that will lead to a twenty-percent cut in revenue.

It may be easier said than done, but be slow to hire and fast to hire. Letting go of an employee means that you can tweak job descriptions and optimize your business. Keep your current team aware of these changes, and reward them for pushing harder when lost employees leave gaps. Also, remember that any new employee will cost you money for the first three months as they learn the ropes. Afterward, however, they should be a productive member of your team!

Bonus tip: Learn the step-by-step approach that surgical master Dr. Ziv Simon uses for cosmetic and functional crown lengthening. Click here for a 30-day, money back guarantee and 10% off his masterful course! Dr. Simon is a sparkling figure in the dental world and sponsor of The Dental Marketer podcast.

 

Find Out More

Follow Michael Arias on Instagram here and improve your dental practice every day!

Listen to more podcasts and learn more about The Dental Marketer on his website.

Learn more about Teresa Duncan and her place in the world dental consultation

Sponsors for this episode: 

SURGICAL MASTER COURSE    10%OFF SURGICAL MASTER COURSE

SPONSORS FOR THE EPISODE:

SURGICAL MASTER COURSE    10%OFF SURGICAL MASTER COURSE

 

The value bombs continue to drop! In episode 53 Dr. Lavine explains why securing all your files and having the proper IT team behind you is essential. We explain how sometimes we tend to get some new shiny machine for our office or software and then when we go back to our office to install it or check it out it isn’t compliant with our office computers or general software that we normally use to help run our practice. All this needs to be taken into consideration. Most importantly what needs to be taken seriously is making sure all our files are encrypted and we are HIPAA Compliant. The last thing we would want is an audit that exposes how disorganized and careless our office could be just for that one specific moment.

 

We also discuss how sometimes the best piece of advice can be straight from our own parents! Dr. Lavine shares with us the best piece of advice he ever received from his mother and how it can benefit all of us! We also discuss what to do with our marketing dollars when the economy is down. His episode is jammed packed with value so listen up and be sure to check out the website for more!

 

 

Dr. Lorne Lavine has spent 10 years as a full-time practicing periodontist and 10 years as a technology mentor for dental practices. His goal is to educate his colleagues and help them make sound decisions on their high-tech purchases. Dr. Lavine also strive to offer the highest level of service and support to their clients to ensure their technology systems are operating efficiently.

 

 

 

LORNE LAVINE LINK’S

The Digital Dentist Website

Toll Free Phone Number: (866) 204-3398 EXT 200

 

 

THE DENTAL MARKETER LINKS:

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)

Does your dental lab go above and beyond for you? How can you better your dental practice with the right dental lab? Well that’s exactly what today’s guest tells you. Joshua Fitzgerald has been in the dental lab industry for over 15 years and has plenty of experience and much to say when it comes to increasing your practice’s success but most importantly increasing your work’s quality. You see a dental lab shouldn’t be something you shop around for, finding the right dental lab takes research and making sure you make them a part of your team.

 

Joshua also shares what he has seen other successful dentist do to increase their quality and profits in their dental practice. Sometimes, all it takes is pure communication with your patients and your dental lab to not only get the exact and desired results from both parties but to also start seeing results go viral. How can they go viral? Through photography, make sure you are doing photography and taking pictures for the benefit of your dental lab, yourself, your patients, and your new potential patients.

 

 

JOSHUA FITZGERALD'S LINKS:

FITZGERALD DENTAL WEBSITE

Email: [email protected]

Telephone Number: 980-237-0504

Address: 5109 Monroe Rd. Suite D, Charlotte, NC. 28205

THE DENTAL MARKETER LINKS:

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)

CHECK OUT THE RESOURCE PAGE FOR OUR SPONSORS!

In Episode 51 my guest reveals the truth about how society treats and views our healthcare system. We see how health insurances give us a hard time whenever we submit claims, less is being covered, codes change, and more, but there is a deeper problem here! Think about it... wouldn't it be nice to receive more income, profits, and appreciation for the longer and more healthier your patient is!? Well that is exactly what my guest is trying to change AND it's slowly but surely happening.

 

Dr. Ferguson also expresses how educating the patient is important (which we always hear) but educating your local physicians, hospitals, health education colleges and systems is important and also a FANTASTIC way to create authority and brand -awareness.

 

Dr. Ferguson is president and CEO of About Smiles, Inc. and creator of MySmileGuide.com. Since starting About Smiles, Inc. in 1999, Dr Ferguson has consulted with insurance companies and organizations with the goal of increasing awareness about the value of oral health to overall health promotion and reduction of costs and claims. He has a long history of providing continuing education for insurance companies to their medical and dental health provider groups. Dr Ferguson has developed oral health education materials for individuals, caregivers and health professionals and has a growing reputation of presenting to the health care industry.

 

 

DR. FRED FERGUSON'S LINKS:

My Smile Guide Website

TED TALK 2013 VIDEO

 

THE DENTAL MARKETER LINKS:

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)

 

We made it to episode 50! *confetti falling* And guess what.....we"re just getting started! In episode 50 I changed the format of the show just a little and I interview Dr. Derek Gatta, a prosthodontist for the US NAVY. In this episode we are just talking about what being a Prosthodontist in the Navy is like and what extremely valuable lessons he has learned. However, he is taking these lessons with him because soon he will be leaving the Navy and starting his own practice. I like how he mentioned he had to do the research of where he wanted his practice to be. It's not just about "ok, I like California soooo I am going to start a practice there"! Nope! Much more thought, calculations, market research, and consideration goes into the beginning stages of just THINKING about where you are going to be located.

 

We also discuss one of the best pieces of advice that Dr. Gatta leaves us with! How it's not only important to apply it every day in our lives, but many of us tend to neglect it....why? I don't really know why, but we should really take into consideration the advice that is talked about today.

 

Dr. Gatta grew up in Newport, RI and attended Vanderbilt University.  He graduated from Nova Southeastern Dental School in 2009.  He has served in the Navy for eight years and completed the Prosthodontic residency in 2014 at Walter Reed National Military Medical Center.  He currently is the Dental Department Head at Naval Health Clinic New England in Newport, RI.

 

In addition to running a YouTube channel and writing for IgniteDDS, he runs two blogs devoted to advanced dental treatment and helping residents achieve board certification in Prosthodontics.

 

 

DR. DEREK GATTA'S LINKS:

American Board of Prosthodontics Study Notes Website

Official Implant Prosthodontics Website

Dr. Gatta's Facebook

Dr. Gatta's Linkedin

Dr. Gatta's Twitter

 

THE DENTAL MARKETER LINKS:

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)

Episode 49 is one you will need to listen to over and over from time to time! In episode 49 my featured guest is Dr. Michael Schuster. We discuss many things here but what is really interesting is how we break down marketing and what exactly you are doing wrong. You see, there are three forms of marketing and sometimes we try using the wrong type of marketing for our practice and spend tons of money and time only to see minimal or no results. If your marketing and advertising is bringing you hardly any results then THIS IS THE REASON WHY!

 

We also discuss the importance of in-bound marketing and what are the common mindsets and trends nowadays. Dr. Schuster gives tremendous advice for general dentist on how they can stand out in a saturated location but also how they can offer the same services like every other general dentist on their block but market differently to be seen. Honestly, that's ultimately what we are trying to do here when you listen to The Dental Marketer Podcast; give you FREE ideas, strategies, advice, tactics, procedures (both clinically and non-clinically), and techniques to market your dental practice and attract new patients in the most simple, most unique, and most effective way possible. These dentist, specialist, consultants, and dental marketing experts on the show share their techniques and strategies with you so you know what to try and what works. AND they share with you what has NOT worked for them and their errors so YOU don't have to go through these errors OR you may be doing these errors as we speak and you can STOP immediately and pivot your strategy.

 

The Schuster Center was founded in 1978 by Dr. Michael Schuster, a practicing private care dentist, to teach principles of life, business and high quality patient care.

For over 39 years, The Schuster Center has been helping dentists learn and apply sound strategies to create a business model in their practice which serves the professional model. A model designed to achieve profitability while enabling the dentist to work one on one with each patient in a non-manipulative approach to treatment acceptance.

Our work is aimed at helping dentists create a practice that they love to go to work in and enables the dentist to communicate and connect with patients to help them accept the dentistry they need, want and value.

The Schuster Center Model is built using proven strategies of Money, Time, Organization, Communication, Marketing, Sales, Values and Vision.

 

 

 

DR. MICHAEL SCHUSTER'S LINKS:

The Schuster Center Website

Email: [email protected]

 

THE DENTAL MARKETER LINKS:

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)