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Why You Need a Membership Plan In Place
Re-releasing a DAT listener favorite!
Kiera is joined by Brad from Kleer to talk about the perks of membership plans over dental insurance, why a membership plan can create consistent revenue for your practice during uncertain times, and how to even start putting together such a plan. Kleer, by the way, helps roll out membership plans effectively and successfully to uninsured patients
Kiera and Brad also touch on why patients may be hesitant to sign up for a membership plan and dental practice resistance, and how to overcome each.
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Transcript:
Kiera Dent (00:00)
Hello, Dental A Team listeners. This is Kiera. And today we are bringing you something so special. I am so excited because this is one of our most popular episodes from the archives. Whether you're hearing this for the first time or catching it again, I am so excited because it's jam packed with a ton of takeaways that you can start using right now in your practice. We have released thousands, literally thousands of episodes. And I wanted to start bringing a few of these amazing episodes back for you. So I hope you enjoy. And as always, thanks for listening and I'll catch you next time.
on the Dental A Team podcast.
speaker-0 (00:32)
And you guys, I am so excited to welcome back one of my dear friends, someone that I just respect. I respect their company a ton. And right now, I think it's super relevant for everybody out there because we all know dental insurance is not the greatest. It's shifting. It's changing. It's unpredictable times. So I'm so jazzed to be bringing on Brad. He's with Kleer. Brad, how are you today? How are you, Kiera? I'm doing really well, thanks. So. ⁓
speaker-1 (00:53)
Good night, how are
speaker-0 (00:57)
Brad, I said real quickly, Kleer. didn't give any thing behind it. People who have listened to the podcast have definitely heard me talk before about Kleer for membership programs. So just for those who don't know, let's just have you kind of share what Kleer is, how they can connect with you. And then we're going to dive into it. always like, I hate at the end where it was like, and by the way, if you want to hang out with Brad, so I'm just going to give you guys Brad's info, what Kleer is about, and we're going to dive into how to like really make a predictable income.
in unpredictable times. get ready, but Brad, how can people connect with you? What is Kleer all about? Let's just give our listeners a little bit of background on you guys.
speaker-1 (01:33)
Yeah, so Kleer got started in 2018. And so this is now our fourth year in dentistry and having our software available. And basically what we do is we work with dentists and office managers to help implement and stand up and easily manage their own membership plans, something that's scalable that ⁓ can be successful for their practices.
Like, should I go for membership plans as well? ⁓ Or do you feel like most of the airplanes kind of knows that?
speaker-0 (02:05)
Like let's just at least I mean if you haven't heard of membership plans guys now is the time to get on board with membership plans because I just did a podcast the other day where we were talking about how tis the season for dropping insurance plans like it is becoming rampant people are realizing with inflation what insurance plans are reimbursing that it's really not sustainable and so a lot of people are shifting dropping insurance plans and I think membership plans are the number one way to go which is why I wanted Kleer to get on the podcast today to talk to you guys about it
as a great solution to a problem that if you're not experiencing it, you will be experiencing it. I don't think it's a matter of if, it's a matter of when your practice will experience it. So yeah, dive into membership plans just so people understand if you haven't heard of a membership plan yet.
speaker-1 (02:50)
Yeah, so membership plans are basically like an alternate coverage options for your primarily uninsured patients. Because like real quick background research is a lot of our data shows us that uninsured patients, they come in less frequently, and they accept a lot less treatment compared to their insured counterparts. So what can we do to provide some type of coverage option that doesn't have the red tape and restrictions that insurance traditional insurance has?
And this is where with membership plans, these practices can create their own care plans and offer them directly to the patients at a monthly or annual subscription. So like what's included with the membership plan, we see that pricing is anywhere typically between like say $260 a year all the way up to like $380 a year. It can go higher or lower, but what the patient's paying for when they're paying for that 260 to 380,
they are getting access to their hygiene and preventative care. And in addition to that, they'll get say a 10, 20 % discount off other procedures. So like I said, the practices have full autonomy. There's no more third party that's really meddling with that relationship and dictating the fees and the treatment protocol. Practices are in full control. They offer a dressing to the patient. So it's a really good patient retention tool.
Patients appreciate the benefits that they're now receiving directly from the practice. And we actually see that the membership plan patients are more profitable than the other patients that still remain without coverage. And like over the past two years, like Carrie, you know that a lot of practices have been implementing membership plans, but the pandemic has really acted as like a catalyst during that time because
a lot of practices and practice owners who are very cognizant of their patients want some type of coverage option, some type of alternate that they can offer to their patients, whether they're going through financial hardships, they refer load, whatever it is. ⁓ But yeah, that's essentially what membership plans 101, if you will. That's what they are. We help practices automate processes with our platform.
and make sure that it's easy to manage and implement and be successful.
speaker-0 (05:14)
Which I love and Brad, it's funny because for those of you who heard my and Brad's podcast, gosh, it's probably been over a year now. Um, but we talked about me as a fee for service patient and we literally did, like, I was a case study because I wasn't going to sign up for my six month cleaning. Um, because like I work with hundreds of dentists for me to get a cleaning. It's pretty simple to do. I'm on the road often. I really do. Like offices are super nice to me. I can get a cleaning at any practice I go to.
But Brad, we like it was a case study where I signed up for the membership program at my dental practice and I literally scheduled my six month cleaning because it was quote unquote free. And so I am a literally a walking in testament that membership plans do work even for somebody who's been in the dental field. And I think I'm pretty savvy when it comes to what people are doing. But just, mean, they got me and it made sense. And something I feel people don't realize is one, a lot of offices right now
I've been seeing and Brad, I'm curious from your guys's research, which is why I love Kleer. guys research things so much. So you're very data driven from the research rather than just feelings. And I've been seeing from a lot of our practices that the topics are, how can we drop insurance plans? And I'm always like, the first question I ask is, okay, perfect. Do you have a membership plan in place? Because as soon as you drop this insurance, I don't think practices realize that patient becomes a free agent. They are no longer tied to you.
They're going to go somewhere with insurance or if you can get them on a membership plan, they're no longer a free agent patient. They're now tied to you in some way. But guys, like if I'm a fee for service patient, I am literally a free agent walking around and I can go to whatever practice I want to go to. I'm going to choose an office based on location, their responsiveness to me, their cleanliness, if I like their dentist or not, how their billing is, but I'm not tied to that practice. And so without these membership plans, I think a lot of practices don't realize
that you can drop insurance plans and get patients to stay and retain and even become higher paying patients than they were before by implementing a membership plan. So that's what I've seen. I'm sure you guys have data on it. Anything that you guys have found Brad in conjunction with that or things you guys have seen on your side.
speaker-1 (07:28)
Yeah, it's pretty funny. And I touched on how the pandemic has acted as this catalyst. But now the dust has kind of settled after two years. People are understanding how to adapt and how to behave when it comes to COVID-19. But what's really interesting is there's all different types of reasons why practices are implementing these membership plans. Because every practice is different and their priorities are different. So one that you mentioned that's a huge one right now is that they want
membership plans in place when they're planning on dropping one, a couple, or several PPO's because they want to leverage the membership plan as a patient retention tool. But we're seeing other reasons too. It's like, I mean, you said so yourself, you were a case study. We're seeing that more and more. Like you heard it throughout the past like six months, the great resignation. It's been, they've been talking about it since like September, October of 2021, but
We're seeing that there are more people that are starting small businesses. There are more people that are retiring from their jobs earlier than anticipated. And there's more gig economy workers out there now that we're seeing these larger tech companies like Uber, ⁓ Lyft, whatnot, all these gig economy jobs are in place. And we're slowly seeing that the amount of uninsured when it comes to dental benefits in the marketplace or in the United States.
it's growing more and more, what almost feels like day after day. ⁓ So you definitely want to make sure that like when it comes to your retirees, a lot of them have primarily had some type of dental coverage their whole lives and they'll be looking for it as soon as they retire and lose it. So you want something in place for them, for yourself, someone that's a younger business owner, perhaps a millennial, ⁓ those are the types of people that are used to monthly subscriptions.
So you want something in place for them, like who doesn't want coverage? So millennials fit the bill. And then lastly, like you said, a lot of practices are starting to really overcome that fear of dropping insurances because we know it's kind of been this necessary evil, if you will, but a lot of practices, they've wanted to do it. They've been a bit hesitant, but now you're seeing a lot of them are.
starting to do that and they're being pretty methodical with their approach. I guess long story short with dropping the PPOs, you definitely just want to make sure no matter what you're going to lose patients, but what can we do to mitigate that number? And that's where a lot of practices have them in place.
speaker-0 (10:09)
Right, I think it's something that is not hard to set up. You guys make it very easy to do it. You manage it. Because I think so many practices get scared of that, like, ugh, how am going to manage this? And that's honestly why I love you guys as a company. I think you guys have amazing values. guys, I've helped with your team so they know dental. They're super innovative. You guys are very, cognitive of learning the dental lingo, understanding the ledgers and how to make it make sense and set it up in a simple, easy way.
But Brad, there's something else that membership plans are starting to get a lot of accolades for, and that is creating consistent revenue in inconsistent times, which honestly I've watched a lot of my offices, like they go up and down and they're riding these waves of, ⁓ like in January, was cancellation after cancellation after cancellation because of the Omnicron variant. I was guilty of that. got it too. Like it was just, it was crazy. so people had like,
January's it just tanked when in traditional times that wasn't the case. I know September historically is called suck timber It's not a great month. It tends to just be harder But yeah, I know membership plans are really getting like I said these accolades for creating more consistent revenue And that's something I know you guys have been working on So can you kind of touch and explain how a membership plan can create this consistent revenue? When to me I'm like Brad, it's like 200 bucks a month like not even a month like a year
How can I create some consistent revenue when I'm used to producing five, 12, $20,000 a day? How can this actually create some consistent revenue for me?
speaker-1 (11:41)
Yeah, well, there's all types of businesses, whether it is health care or not, deal with ebbs and flows, or they deal with some type of seasonality. So if you just think of ourselves as consumers, I have about probably six different subscriptions, maybe more. And a lot of those business executives know exactly what they're doing. They understand that.
You know what? It's better to just have this recurring revenue, whether they're charging me month over month or year over year. They know that I am a loyal consumer to their brand and we'll just use like Netflix as an example. That's why so many different businesses, if you go out there and you're on the Internet or you're just walking from store to store as a shopper, like everywhere now is offering some type of membership loyalty program, rewards program, you name it. It's almost harder to find a business that's not doing it.
And basically like why not dentistry? And right now that's what the membership plans are doing. You're getting all of these patients to subscribe to practice where month over month, year over year, you know that you have this predictable revenue stream coming into your practices doors and into your bank account. So no matter what, like God forbid there's another ⁓ variant that shuts things down, I doubt it happens, but.
I think the real thing right now is you're starting to see, it's very topical, it's inflation. A lot of people are dealing with financial hardships. You're seeing that all these borrowing rates and interest rates are going to increase. So like, what can the practices do to offer something that seems very empathetic to your patients? You know they don't have coverage. Let's create these care plans and offer it to them. And at the same time,
If you see that some of your patients are starting to scale back or push out patient visits because they might be having a tough month financially, this is where no matter what, with having a bunch, whether it's dozens, whether it's hundreds, thousands, whatever, of patients on your membership plan is a better business model for your practice.
speaker-0 (13:52)
Mm-hmm. think it's a something that I didn't realize until I created a membership if you will I used to do when we first started the consulting company. I was a one Visit and I would bill you after I traveled to your practice and I would send you to the penny the travel and I was almost going broke like complete transparency because it was such like I was always delayed on my revenue coming through and
I had a lot of smarter people than myself say, Kiera, you really should switch out to where they just pay monthly, like figure out what your costs are, have them pay monthly. It's easier for the client. They're not getting hit with these huge costs right away. And it's going to be much easier for them. And I will say as a business, it became so much easier for me, like good months, bad months, high months, low months. It's a more consistent revenue stream. And so I think for practices, I had an office and they're a really like adorable office. It's a husband and wife.
duo there, Volt Dentist, and the husband was all pro a membership fee. He was like, this is gonna be great. We're gonna be able to, it's going to be awesome for our patients. It's gonna create consistent revenue for us. And the wife was adamant. This is so much work, probably because she knew she was going to have to set it up. Husband's like, this will be great. Wife's like, I don't wanna do this. They ended up setting it up. And it was crazy because last year she told me, she's like, Kiera, it's crazy how much money is actually coming off of these membership plans month over month over month.
and we're able to have more retention of our patients. So that's ⁓ a testimonial of a practice that saw the benefits of it. A lot of practices will set these up in separate bank accounts. So it also can become, if you're not needing that cash, a lot of offices were using it to rebuild their stashes of ⁓ emergency funds and rainy day funds and practice growth funds because the membership fees were doing that. So again, I mean,
What? How much is Netflix, Brad? You've got that subscription. Do you even know how much your subscription is?
speaker-1 (15:49)
I think like $12.99 or something.
speaker-0 (15:51)
Right, I don't even know and that's what I think so cool is because it's 200 to 350 375 They're very low monthly fees that people forget about them It's really not that much and they're still coming to the dentist So I think that that's a very smart logical plan and truth be told like for me as a small business owner for Millennials, I know my sisters my brothers. They don't want to go spend two three hundred dollars to go to the dentist But if it was only fifteen dollars a month
they get their two quote unquote free cleanings, which are actually free on a membership plan. It's not dependent on a insurance plan. Why would they not do it? So it's really, I think, taking the, like there's no reason not to do it. It's just, it makes logical sense. And I think you guys are eliminating a lot of the objections through this that's going to retain patients coming to your practice every six months on a much more consistent basis. So I'm all for, I think offices should do it.
⁓ But Brad, I know people are always hesitant. So what are some of the objections you guys get as to why, like, patients don't want to sign up for it or why offices might not want to implement this? Because I hear like, it's just too much work. But honestly, you guys make it very easy. So like, that's eliminated. But what are some of the objections you guys hear so we can help the listeners realize like, this is a true awesome, like, it's not a necessary evil. It's a necessary goodness.
Like there's no evil to it. feels so good. What are some of the objections you hear the concerns offices have that we can mitigate for them?
speaker-1 (17:18)
really good question. on the patient, I'll answer the patient question first, just because it was the first one that you brought up. But believe it or not, the biggest pushback that we see from patients has nothing to do with like their actual experience once they sign up for the membership plan. A lot of it are patients giving the office feedback that they're looking for the catch because they think that the offer is too good to be true. So that is like always, not always.
but we hear it consistently from some of our practices. They're like, our patients see it as such a good deal that they feel like that they're gonna get the short end of the sticks somehow. But I think like everything that we're looking at in our economy, it's just like, it's all value driven and it's all consumer experience. So like best user experience possible. And if we're just like comparing a membership plan to traditional insurance or a traditional discount plan,
whatever it may be, there are restrictions, there's maximums, there's waiting periods, a lot of red tape for these patients. And that is what the membership plans are essentially removing. mean, who knows what their patients need more than the actual practitioners and the actual front office teams within these dental practices? No one. mean, they know what's best for their patients. And that's the beauty about the membership plan.
the patient, they need four crowns, whatever it may be, they can say, hey, is this possible? The doctor can say, of course, like there's no waiting periods. We can get this as soon as you are ready to get this done. So that's really where that seamless process for the patient and that better experience for the patient comes into play. And they perceive more value in your practice as well. So that is the patient question is it's too good to be true.
But we do, our success team and support team do help practices overcome that objection. But on the dentist side or on the office manager side, there's some resistance with maybe some high-end or fee-for-service practices that look at the membership plan and say, like, I don't want to cannibalize my cash-paying patients. Like, they're supposed to be paying me 100 % out of pocket. They're supposed to be my most profitable patients.
et cetera, et cetera, why would I want to give them a discount through the membership plan? And there's several reasons why. I mean, the biggest glaring ⁓ solution for that is that we see that the membership plan patients are generating twice as much revenue. So that's hygiene revenue, treatment acceptance revenue, and then overall production. They're generating twice as much, and that's extremely consistent across all of our customers. So that is first and foremost,
⁓ Another reason why is because you definitely want to build the patient loyalty like what you mentioned earlier that you were a free agent, you definitely want to make sure that you're retaining those patients. And like if you go and check out, say like, I hate to mention names, like names here, but if you go to Delta Dental's website, and you see their homepage, they're actually proactively marketing to individuals, small business owners, retirees. So the last thing you want
are those fee for service patients to go and look for individual insurance plans where you're probably getting the worst reimbursement possible.
speaker-0 (20:49)
That was a politically nice way to say that.
speaker-1 (20:56)
And then the last thing is a lot of the practices, like I get it. Like you think that the members that these uninsured patients are coming in consistently, but honestly our data and what we've seen from our prospects, like it just is very consistent where the average uninsured patient really does come in once every two years and they accept 50 to 75 % less treatment than insured counterparts. And on top of that,
a lot of practices, they'll just give out like these arbitrary discounts to cash paying patients, 5%, 10%, 15%, we've seen up to 20%. So based upon the data we've been collecting, the fee that they collect ultimately from the average uninsured patient is lower than the membership plan patients. you know, I understand it seems very counterintuitive of, you know, this patient might pay me a hundred percent out of pocket.
And if I give them the membership plan, I'm giving them a 10 % discount, I'm losing that money. But you kind of just have to trust the process and a lot of the data that we've been putting out there is it's extremely consistent and it shows that you will ultimately double your revenue and your patients will have the best experience possible and see more value in your practice with the membership.
speaker-0 (22:15)
Well, and I love Brad one of reasons I love our podcast is one. just like you I like your company but the second one is I feel like I really get to be a walking testimonial for membership plans like in my practice that I ran that we were doing 365 a month like it was insanity in a five-up practice Guys, I like close the bulk of my cases with membership plans because there was no waiting period There was no deductible there was there was nothing I really could just give these patients an amazing discount and like you said Brad
A lot of patients or practices are terrified to give these discounts, but myself, I'm literally a walking advertisement of what it's like to be in a practice and offer a membership plan. But then on the patient side, remember, so the practice that I was going to, I didn't love their membership model. was like, you could join like silver gold or platinum or whatever. And I thought I'm not going to have much work done. Honestly, if I need work done, I work with hundreds of dentists. Well, it turns out I had a filling chip and it was driving me nuts and it was
Just bothering me and I wasn't going on the road for a week. So I thought, well, I'll just like go to the practice. So they were upgrading me to a higher membership fee, but I literally didn't pay out of pocket for the filling. I upgraded my membership to get a discount on my treatment. like just that mindset, I'm a fee for service patient. I'm a, and again, I hope offices are really gathering fee for service. Patients are not loyal to you. Yes, they like you, but just think of them as free agents. They can go anywhere at any time.
If you are too far away or they don't like your front desk or the way it was scheduled, they didn't like there's nothing that tethers them to you at all. So with this membership plan, they're going to come in for two cleanings. So two opportunities for exams, better patient care, most likely you'll probably diagnose something on them. You give them a discount for me seeing that filling at what 350 I think was the filling. Maybe it was 500. I just was like,
shocked. been a long time since I paid for dentistry. Thank you to everyone who's given me free dentistry my whole life. Like, whoa! ⁓ But the fact that I got a 10 % discount on my filling, even though that's $35 on 350, I did the filling same day. Whereas if there's no decay, just smooth it, I don't really need this filling fixed, I could probably get by. But because I had a discount, because I had a loyalty program, if you will, I did the treatment. So
Kiera Dent, who I think is one of the strongest dental advocates out there, knows their ploy, knows what they're doing, knows the membership plans, knows all these things. I talked to Brad, I know Claire, I've worked with you guys for so long, and even myself, with that small discount, I did more treatment, I didn't go on the road, it was convenient, and I was tethered to my practice. So I really feel that offices, again, like I said earlier, this isn't an if, it's a when, and I think for us in our consulting company,
We have a checkbox of making sure our practices have membership programs in their practices. That like, I don't care if you're fee for service. I don't care if you're a DSO. I don't care if you are corporate. I don't care if you are a solo practice because membership fees, I am such a believer in them. I'm a believer that it's better for the patient. I don't believe that dental insurance serves the patient. I think it serves somebody else. Whereas membership fees, really do believe in membership plans serve the patient. There's no deductible. There's no waiting period. Like,
It's so cheap to get those fillings or those cleanings done. We had unlimited x-rays. thought that that just sounded better. And honestly, nobody ever took advantage of us. And then we did like, you could do 10 or 20 % off of treatment. So it really, to me, I like, I people to dump their insurance plans on their own, like canceling when it was open enrollment in November, because the membership plan just makes sense if you explain it to patients. So Brad, I just love that you guys do.
this. I love that Kleer is such an easy path for getting a membership plan because I think sometimes it can feel daunting of how do I do this? How do I track it? How do I make sure I'm compliant for my state? You guys also have like brochures and flyers and so much information for the patients that I feel you guys are a plug and play solution for membership plans that for practices who want to get started, which all of you like to me, if you're a Dental A Team listener, it's not an option. Like just do it. Just sign up for a membership.
Plan program. So Brad, how does it work? So let's say I'm in office, I've listened to the podcast and I've said, okay, you've convinced me, I'm gonna take my fee for service practice and I'm gonna turn it into a membership. I feel like you're stabbing me in the heart, but I don't want my patients being free agents. I heard Kiera, I'm gonna try this. How do people even start? What is the process to start a membership program?
speaker-1 (26:50)
Yeah, so I mean, the first thing that they can do is they can visit our website that just Kleer it's Kleer.com ⁓ or they can shoot me an email. It's just [email protected] And the first step is just sitting through a demo that typically takes about like 30 minutes. And that's just where someone walks you through all the intricacies of the software, our success team, all the processes that we have in place to make sure they're successful.
And then as soon as they've seen the demonstration and they want to move forward, there's really just two calls. The first is our onboarding, what we call the fee consultation. That's where we help design the plan. So we configure the plans. We set the pricing, ⁓ set the fee schedule, all that good stuff. And then the next call is really the training call. And then they're ready to launch. So it's funny. We talked to a lot of prospects and they think that it's going to be a burden.
to get this going, I mean, that's essentially why you're outsourcing it. A lot of teams, we understand they might be struggling with turnover, but at least with Kleer, this is providing some type of consistency, some type of rock, regardless of new employees or losing employees. ⁓ But as soon as they're up and running, ⁓ it's honestly just, it depends on the team's availability. ⁓ And then we can get them going, we'll launch your plans.
We have some move within a week ⁓ of after the demo. And then once they're launched, patients can sign up and they're ready to go. It's that easy.
speaker-0 (28:27)
That's awesome because I will just put it out there. I was an office manager. I was a front office. I listened to a lot of content and I heard a lot of great ideas and there is a difference between like knowledge and execution and execution will trump knowledge every single day of the week. So you can sit here and hear this, but getting it executed, implemented and utilized I think is the biggest piece. So I'll just pose a question. Like we've talked about this quite a bit on the podcast and I'm going to say choose your heart.
or choose your own adventure here, but I think choose your heart is a smarter one. Is it harder for you to constantly call insurances and get an insurance breakdown? Like just tell me how much time that actually takes versus calling Kleer and having a 30 minute demo and having it signed up and getting your patients to transfer away from insurance plans. To me, like if I could give up and never have to call another insurance verification program ever again in my life, I would switch to a membership plan immediately because on membership plans,
You don't have breakdowns. You don't have to go and figure out what the insurance is estimated to pay. You don't have to fight claims. You literally sign them up. They pay you monthly or in full and you give them a discount. And it is that simple. So I would just say, I love Kleer. think you guys, there are cheaper membership programs out there. However, I think you guys have the best customer success and the best patient experience as far as the portal goes and making it easy.
that I like, yeah, you guys can go find a cheaper membership program. I'm not going to beat around the bush. I hear it from a lot of clients like, but Claire was so expensive. And I'm like, you're right. But the patient experience is top notch. And that's what your patients are going to complain about. If it's not top notch and it's not easy for them, they're going to drop the membership program because it's not easy. Like think of the apps that you just give up because they're just dumb and junky and you can't handle it. Like I'm ready to dump TD Ameritrade as my investing company. I'm so sick of their freaking app.
Like if you ask me one more time to transfer and have to give you all my information, like I'm quitting Vanguard is like leaps and bounds better. So just thinking of the two differences. So Brad, I am just grateful for you guys. And I truly am like petitioning you guys, like get your dang memberships in play. Insurance droppings happening. Inflation is going up. You've got to find a way to retain these patients. And I think membership plans are the solution plus residual income in uncertain times. So Brad, super jazz guys reach out Brad again. How do they get in touch if they want to talk to you?
speaker-1 (30:46)
If they want to reach out to me, just shoot me an email. It's [email protected] and I will get back to you ASAP.
Kiera Dent (30:55)
I hope you all loved today's episode as much as I did. It is crazy to think that this many episodes have been released since we started the Dental A Team Podcast. And I started looking to say, my goodness, our listeners need to be reminded of some of the things they may have learned a year ago or two years ago or five years ago, because so many things in our practices weren't relevant back then when we heard them, but they are relevant today. And I would be doing you a huge disservice if I didn't re-release some of these episodes for you to remember, to refine.
to optimize and really truly if you ever need a topic or you're like, my gosh, I wonder if the Dental A Team has anything like this, go onto our website, TheDentalATeam.com, click on our podcast tab and you can literally search any topic. So whether it's overhead or hiring or firing or team morale or engagement or case acceptance or hygiene or associate onboarding or whatever it is, we have so many episodes for you. And so I am going to intentionally be
re-releasing some of the top best episodes for you, pulling back some of the ones that I needed to remember, some of the things that I feel for you to really, really relearn right now and to re-remember, or if it's the first time, welcome. I'm so happy you're listening to it, but I hope you truly enjoyed today's episode. I hope that you share this with somebody. I hope that you go and implement today because we only have one day. We only get today. And so making today the best that it possibly can be. If we can help you in any way, shape or form, reach out [email protected].
And as always, thanks for listening and we'll catch you next time on the Dental A Team Podcast.
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By Dental A TeamRe-releasing a DAT listener favorite!
Kiera is joined by Brad from Kleer to talk about the perks of membership plans over dental insurance, why a membership plan can create consistent revenue for your practice during uncertain times, and how to even start putting together such a plan. Kleer, by the way, helps roll out membership plans effectively and successfully to uninsured patients
Kiera and Brad also touch on why patients may be hesitant to sign up for a membership plan and dental practice resistance, and how to overcome each.
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Transcript:
Kiera Dent (00:00)
Hello, Dental A Team listeners. This is Kiera. And today we are bringing you something so special. I am so excited because this is one of our most popular episodes from the archives. Whether you're hearing this for the first time or catching it again, I am so excited because it's jam packed with a ton of takeaways that you can start using right now in your practice. We have released thousands, literally thousands of episodes. And I wanted to start bringing a few of these amazing episodes back for you. So I hope you enjoy. And as always, thanks for listening and I'll catch you next time.
on the Dental A Team podcast.
speaker-0 (00:32)
And you guys, I am so excited to welcome back one of my dear friends, someone that I just respect. I respect their company a ton. And right now, I think it's super relevant for everybody out there because we all know dental insurance is not the greatest. It's shifting. It's changing. It's unpredictable times. So I'm so jazzed to be bringing on Brad. He's with Kleer. Brad, how are you today? How are you, Kiera? I'm doing really well, thanks. So. ⁓
speaker-1 (00:53)
Good night, how are
speaker-0 (00:57)
Brad, I said real quickly, Kleer. didn't give any thing behind it. People who have listened to the podcast have definitely heard me talk before about Kleer for membership programs. So just for those who don't know, let's just have you kind of share what Kleer is, how they can connect with you. And then we're going to dive into it. always like, I hate at the end where it was like, and by the way, if you want to hang out with Brad, so I'm just going to give you guys Brad's info, what Kleer is about, and we're going to dive into how to like really make a predictable income.
in unpredictable times. get ready, but Brad, how can people connect with you? What is Kleer all about? Let's just give our listeners a little bit of background on you guys.
speaker-1 (01:33)
Yeah, so Kleer got started in 2018. And so this is now our fourth year in dentistry and having our software available. And basically what we do is we work with dentists and office managers to help implement and stand up and easily manage their own membership plans, something that's scalable that ⁓ can be successful for their practices.
Like, should I go for membership plans as well? ⁓ Or do you feel like most of the airplanes kind of knows that?
speaker-0 (02:05)
Like let's just at least I mean if you haven't heard of membership plans guys now is the time to get on board with membership plans because I just did a podcast the other day where we were talking about how tis the season for dropping insurance plans like it is becoming rampant people are realizing with inflation what insurance plans are reimbursing that it's really not sustainable and so a lot of people are shifting dropping insurance plans and I think membership plans are the number one way to go which is why I wanted Kleer to get on the podcast today to talk to you guys about it
as a great solution to a problem that if you're not experiencing it, you will be experiencing it. I don't think it's a matter of if, it's a matter of when your practice will experience it. So yeah, dive into membership plans just so people understand if you haven't heard of a membership plan yet.
speaker-1 (02:50)
Yeah, so membership plans are basically like an alternate coverage options for your primarily uninsured patients. Because like real quick background research is a lot of our data shows us that uninsured patients, they come in less frequently, and they accept a lot less treatment compared to their insured counterparts. So what can we do to provide some type of coverage option that doesn't have the red tape and restrictions that insurance traditional insurance has?
And this is where with membership plans, these practices can create their own care plans and offer them directly to the patients at a monthly or annual subscription. So like what's included with the membership plan, we see that pricing is anywhere typically between like say $260 a year all the way up to like $380 a year. It can go higher or lower, but what the patient's paying for when they're paying for that 260 to 380,
they are getting access to their hygiene and preventative care. And in addition to that, they'll get say a 10, 20 % discount off other procedures. So like I said, the practices have full autonomy. There's no more third party that's really meddling with that relationship and dictating the fees and the treatment protocol. Practices are in full control. They offer a dressing to the patient. So it's a really good patient retention tool.
Patients appreciate the benefits that they're now receiving directly from the practice. And we actually see that the membership plan patients are more profitable than the other patients that still remain without coverage. And like over the past two years, like Carrie, you know that a lot of practices have been implementing membership plans, but the pandemic has really acted as like a catalyst during that time because
a lot of practices and practice owners who are very cognizant of their patients want some type of coverage option, some type of alternate that they can offer to their patients, whether they're going through financial hardships, they refer load, whatever it is. ⁓ But yeah, that's essentially what membership plans 101, if you will. That's what they are. We help practices automate processes with our platform.
and make sure that it's easy to manage and implement and be successful.
speaker-0 (05:14)
Which I love and Brad, it's funny because for those of you who heard my and Brad's podcast, gosh, it's probably been over a year now. Um, but we talked about me as a fee for service patient and we literally did, like, I was a case study because I wasn't going to sign up for my six month cleaning. Um, because like I work with hundreds of dentists for me to get a cleaning. It's pretty simple to do. I'm on the road often. I really do. Like offices are super nice to me. I can get a cleaning at any practice I go to.
But Brad, we like it was a case study where I signed up for the membership program at my dental practice and I literally scheduled my six month cleaning because it was quote unquote free. And so I am a literally a walking in testament that membership plans do work even for somebody who's been in the dental field. And I think I'm pretty savvy when it comes to what people are doing. But just, mean, they got me and it made sense. And something I feel people don't realize is one, a lot of offices right now
I've been seeing and Brad, I'm curious from your guys's research, which is why I love Kleer. guys research things so much. So you're very data driven from the research rather than just feelings. And I've been seeing from a lot of our practices that the topics are, how can we drop insurance plans? And I'm always like, the first question I ask is, okay, perfect. Do you have a membership plan in place? Because as soon as you drop this insurance, I don't think practices realize that patient becomes a free agent. They are no longer tied to you.
They're going to go somewhere with insurance or if you can get them on a membership plan, they're no longer a free agent patient. They're now tied to you in some way. But guys, like if I'm a fee for service patient, I am literally a free agent walking around and I can go to whatever practice I want to go to. I'm going to choose an office based on location, their responsiveness to me, their cleanliness, if I like their dentist or not, how their billing is, but I'm not tied to that practice. And so without these membership plans, I think a lot of practices don't realize
that you can drop insurance plans and get patients to stay and retain and even become higher paying patients than they were before by implementing a membership plan. So that's what I've seen. I'm sure you guys have data on it. Anything that you guys have found Brad in conjunction with that or things you guys have seen on your side.
speaker-1 (07:28)
Yeah, it's pretty funny. And I touched on how the pandemic has acted as this catalyst. But now the dust has kind of settled after two years. People are understanding how to adapt and how to behave when it comes to COVID-19. But what's really interesting is there's all different types of reasons why practices are implementing these membership plans. Because every practice is different and their priorities are different. So one that you mentioned that's a huge one right now is that they want
membership plans in place when they're planning on dropping one, a couple, or several PPO's because they want to leverage the membership plan as a patient retention tool. But we're seeing other reasons too. It's like, I mean, you said so yourself, you were a case study. We're seeing that more and more. Like you heard it throughout the past like six months, the great resignation. It's been, they've been talking about it since like September, October of 2021, but
We're seeing that there are more people that are starting small businesses. There are more people that are retiring from their jobs earlier than anticipated. And there's more gig economy workers out there now that we're seeing these larger tech companies like Uber, ⁓ Lyft, whatnot, all these gig economy jobs are in place. And we're slowly seeing that the amount of uninsured when it comes to dental benefits in the marketplace or in the United States.
it's growing more and more, what almost feels like day after day. ⁓ So you definitely want to make sure that like when it comes to your retirees, a lot of them have primarily had some type of dental coverage their whole lives and they'll be looking for it as soon as they retire and lose it. So you want something in place for them, for yourself, someone that's a younger business owner, perhaps a millennial, ⁓ those are the types of people that are used to monthly subscriptions.
So you want something in place for them, like who doesn't want coverage? So millennials fit the bill. And then lastly, like you said, a lot of practices are starting to really overcome that fear of dropping insurances because we know it's kind of been this necessary evil, if you will, but a lot of practices, they've wanted to do it. They've been a bit hesitant, but now you're seeing a lot of them are.
starting to do that and they're being pretty methodical with their approach. I guess long story short with dropping the PPOs, you definitely just want to make sure no matter what you're going to lose patients, but what can we do to mitigate that number? And that's where a lot of practices have them in place.
speaker-0 (10:09)
Right, I think it's something that is not hard to set up. You guys make it very easy to do it. You manage it. Because I think so many practices get scared of that, like, ugh, how am going to manage this? And that's honestly why I love you guys as a company. I think you guys have amazing values. guys, I've helped with your team so they know dental. They're super innovative. You guys are very, cognitive of learning the dental lingo, understanding the ledgers and how to make it make sense and set it up in a simple, easy way.
But Brad, there's something else that membership plans are starting to get a lot of accolades for, and that is creating consistent revenue in inconsistent times, which honestly I've watched a lot of my offices, like they go up and down and they're riding these waves of, ⁓ like in January, was cancellation after cancellation after cancellation because of the Omnicron variant. I was guilty of that. got it too. Like it was just, it was crazy. so people had like,
January's it just tanked when in traditional times that wasn't the case. I know September historically is called suck timber It's not a great month. It tends to just be harder But yeah, I know membership plans are really getting like I said these accolades for creating more consistent revenue And that's something I know you guys have been working on So can you kind of touch and explain how a membership plan can create this consistent revenue? When to me I'm like Brad, it's like 200 bucks a month like not even a month like a year
How can I create some consistent revenue when I'm used to producing five, 12, $20,000 a day? How can this actually create some consistent revenue for me?
speaker-1 (11:41)
Yeah, well, there's all types of businesses, whether it is health care or not, deal with ebbs and flows, or they deal with some type of seasonality. So if you just think of ourselves as consumers, I have about probably six different subscriptions, maybe more. And a lot of those business executives know exactly what they're doing. They understand that.
You know what? It's better to just have this recurring revenue, whether they're charging me month over month or year over year. They know that I am a loyal consumer to their brand and we'll just use like Netflix as an example. That's why so many different businesses, if you go out there and you're on the Internet or you're just walking from store to store as a shopper, like everywhere now is offering some type of membership loyalty program, rewards program, you name it. It's almost harder to find a business that's not doing it.
And basically like why not dentistry? And right now that's what the membership plans are doing. You're getting all of these patients to subscribe to practice where month over month, year over year, you know that you have this predictable revenue stream coming into your practices doors and into your bank account. So no matter what, like God forbid there's another ⁓ variant that shuts things down, I doubt it happens, but.
I think the real thing right now is you're starting to see, it's very topical, it's inflation. A lot of people are dealing with financial hardships. You're seeing that all these borrowing rates and interest rates are going to increase. So like, what can the practices do to offer something that seems very empathetic to your patients? You know they don't have coverage. Let's create these care plans and offer it to them. And at the same time,
If you see that some of your patients are starting to scale back or push out patient visits because they might be having a tough month financially, this is where no matter what, with having a bunch, whether it's dozens, whether it's hundreds, thousands, whatever, of patients on your membership plan is a better business model for your practice.
speaker-0 (13:52)
Mm-hmm. think it's a something that I didn't realize until I created a membership if you will I used to do when we first started the consulting company. I was a one Visit and I would bill you after I traveled to your practice and I would send you to the penny the travel and I was almost going broke like complete transparency because it was such like I was always delayed on my revenue coming through and
I had a lot of smarter people than myself say, Kiera, you really should switch out to where they just pay monthly, like figure out what your costs are, have them pay monthly. It's easier for the client. They're not getting hit with these huge costs right away. And it's going to be much easier for them. And I will say as a business, it became so much easier for me, like good months, bad months, high months, low months. It's a more consistent revenue stream. And so I think for practices, I had an office and they're a really like adorable office. It's a husband and wife.
duo there, Volt Dentist, and the husband was all pro a membership fee. He was like, this is gonna be great. We're gonna be able to, it's going to be awesome for our patients. It's gonna create consistent revenue for us. And the wife was adamant. This is so much work, probably because she knew she was going to have to set it up. Husband's like, this will be great. Wife's like, I don't wanna do this. They ended up setting it up. And it was crazy because last year she told me, she's like, Kiera, it's crazy how much money is actually coming off of these membership plans month over month over month.
and we're able to have more retention of our patients. So that's ⁓ a testimonial of a practice that saw the benefits of it. A lot of practices will set these up in separate bank accounts. So it also can become, if you're not needing that cash, a lot of offices were using it to rebuild their stashes of ⁓ emergency funds and rainy day funds and practice growth funds because the membership fees were doing that. So again, I mean,
What? How much is Netflix, Brad? You've got that subscription. Do you even know how much your subscription is?
speaker-1 (15:49)
I think like $12.99 or something.
speaker-0 (15:51)
Right, I don't even know and that's what I think so cool is because it's 200 to 350 375 They're very low monthly fees that people forget about them It's really not that much and they're still coming to the dentist So I think that that's a very smart logical plan and truth be told like for me as a small business owner for Millennials, I know my sisters my brothers. They don't want to go spend two three hundred dollars to go to the dentist But if it was only fifteen dollars a month
they get their two quote unquote free cleanings, which are actually free on a membership plan. It's not dependent on a insurance plan. Why would they not do it? So it's really, I think, taking the, like there's no reason not to do it. It's just, it makes logical sense. And I think you guys are eliminating a lot of the objections through this that's going to retain patients coming to your practice every six months on a much more consistent basis. So I'm all for, I think offices should do it.
⁓ But Brad, I know people are always hesitant. So what are some of the objections you guys get as to why, like, patients don't want to sign up for it or why offices might not want to implement this? Because I hear like, it's just too much work. But honestly, you guys make it very easy. So like, that's eliminated. But what are some of the objections you guys hear so we can help the listeners realize like, this is a true awesome, like, it's not a necessary evil. It's a necessary goodness.
Like there's no evil to it. feels so good. What are some of the objections you hear the concerns offices have that we can mitigate for them?
speaker-1 (17:18)
really good question. on the patient, I'll answer the patient question first, just because it was the first one that you brought up. But believe it or not, the biggest pushback that we see from patients has nothing to do with like their actual experience once they sign up for the membership plan. A lot of it are patients giving the office feedback that they're looking for the catch because they think that the offer is too good to be true. So that is like always, not always.
but we hear it consistently from some of our practices. They're like, our patients see it as such a good deal that they feel like that they're gonna get the short end of the sticks somehow. But I think like everything that we're looking at in our economy, it's just like, it's all value driven and it's all consumer experience. So like best user experience possible. And if we're just like comparing a membership plan to traditional insurance or a traditional discount plan,
whatever it may be, there are restrictions, there's maximums, there's waiting periods, a lot of red tape for these patients. And that is what the membership plans are essentially removing. mean, who knows what their patients need more than the actual practitioners and the actual front office teams within these dental practices? No one. mean, they know what's best for their patients. And that's the beauty about the membership plan.
the patient, they need four crowns, whatever it may be, they can say, hey, is this possible? The doctor can say, of course, like there's no waiting periods. We can get this as soon as you are ready to get this done. So that's really where that seamless process for the patient and that better experience for the patient comes into play. And they perceive more value in your practice as well. So that is the patient question is it's too good to be true.
But we do, our success team and support team do help practices overcome that objection. But on the dentist side or on the office manager side, there's some resistance with maybe some high-end or fee-for-service practices that look at the membership plan and say, like, I don't want to cannibalize my cash-paying patients. Like, they're supposed to be paying me 100 % out of pocket. They're supposed to be my most profitable patients.
et cetera, et cetera, why would I want to give them a discount through the membership plan? And there's several reasons why. I mean, the biggest glaring ⁓ solution for that is that we see that the membership plan patients are generating twice as much revenue. So that's hygiene revenue, treatment acceptance revenue, and then overall production. They're generating twice as much, and that's extremely consistent across all of our customers. So that is first and foremost,
⁓ Another reason why is because you definitely want to build the patient loyalty like what you mentioned earlier that you were a free agent, you definitely want to make sure that you're retaining those patients. And like if you go and check out, say like, I hate to mention names, like names here, but if you go to Delta Dental's website, and you see their homepage, they're actually proactively marketing to individuals, small business owners, retirees. So the last thing you want
are those fee for service patients to go and look for individual insurance plans where you're probably getting the worst reimbursement possible.
speaker-0 (20:49)
That was a politically nice way to say that.
speaker-1 (20:56)
And then the last thing is a lot of the practices, like I get it. Like you think that the members that these uninsured patients are coming in consistently, but honestly our data and what we've seen from our prospects, like it just is very consistent where the average uninsured patient really does come in once every two years and they accept 50 to 75 % less treatment than insured counterparts. And on top of that,
a lot of practices, they'll just give out like these arbitrary discounts to cash paying patients, 5%, 10%, 15%, we've seen up to 20%. So based upon the data we've been collecting, the fee that they collect ultimately from the average uninsured patient is lower than the membership plan patients. you know, I understand it seems very counterintuitive of, you know, this patient might pay me a hundred percent out of pocket.
And if I give them the membership plan, I'm giving them a 10 % discount, I'm losing that money. But you kind of just have to trust the process and a lot of the data that we've been putting out there is it's extremely consistent and it shows that you will ultimately double your revenue and your patients will have the best experience possible and see more value in your practice with the membership.
speaker-0 (22:15)
Well, and I love Brad one of reasons I love our podcast is one. just like you I like your company but the second one is I feel like I really get to be a walking testimonial for membership plans like in my practice that I ran that we were doing 365 a month like it was insanity in a five-up practice Guys, I like close the bulk of my cases with membership plans because there was no waiting period There was no deductible there was there was nothing I really could just give these patients an amazing discount and like you said Brad
A lot of patients or practices are terrified to give these discounts, but myself, I'm literally a walking advertisement of what it's like to be in a practice and offer a membership plan. But then on the patient side, remember, so the practice that I was going to, I didn't love their membership model. was like, you could join like silver gold or platinum or whatever. And I thought I'm not going to have much work done. Honestly, if I need work done, I work with hundreds of dentists. Well, it turns out I had a filling chip and it was driving me nuts and it was
Just bothering me and I wasn't going on the road for a week. So I thought, well, I'll just like go to the practice. So they were upgrading me to a higher membership fee, but I literally didn't pay out of pocket for the filling. I upgraded my membership to get a discount on my treatment. like just that mindset, I'm a fee for service patient. I'm a, and again, I hope offices are really gathering fee for service. Patients are not loyal to you. Yes, they like you, but just think of them as free agents. They can go anywhere at any time.
If you are too far away or they don't like your front desk or the way it was scheduled, they didn't like there's nothing that tethers them to you at all. So with this membership plan, they're going to come in for two cleanings. So two opportunities for exams, better patient care, most likely you'll probably diagnose something on them. You give them a discount for me seeing that filling at what 350 I think was the filling. Maybe it was 500. I just was like,
shocked. been a long time since I paid for dentistry. Thank you to everyone who's given me free dentistry my whole life. Like, whoa! ⁓ But the fact that I got a 10 % discount on my filling, even though that's $35 on 350, I did the filling same day. Whereas if there's no decay, just smooth it, I don't really need this filling fixed, I could probably get by. But because I had a discount, because I had a loyalty program, if you will, I did the treatment. So
Kiera Dent, who I think is one of the strongest dental advocates out there, knows their ploy, knows what they're doing, knows the membership plans, knows all these things. I talked to Brad, I know Claire, I've worked with you guys for so long, and even myself, with that small discount, I did more treatment, I didn't go on the road, it was convenient, and I was tethered to my practice. So I really feel that offices, again, like I said earlier, this isn't an if, it's a when, and I think for us in our consulting company,
We have a checkbox of making sure our practices have membership programs in their practices. That like, I don't care if you're fee for service. I don't care if you're a DSO. I don't care if you are corporate. I don't care if you are a solo practice because membership fees, I am such a believer in them. I'm a believer that it's better for the patient. I don't believe that dental insurance serves the patient. I think it serves somebody else. Whereas membership fees, really do believe in membership plans serve the patient. There's no deductible. There's no waiting period. Like,
It's so cheap to get those fillings or those cleanings done. We had unlimited x-rays. thought that that just sounded better. And honestly, nobody ever took advantage of us. And then we did like, you could do 10 or 20 % off of treatment. So it really, to me, I like, I people to dump their insurance plans on their own, like canceling when it was open enrollment in November, because the membership plan just makes sense if you explain it to patients. So Brad, I just love that you guys do.
this. I love that Kleer is such an easy path for getting a membership plan because I think sometimes it can feel daunting of how do I do this? How do I track it? How do I make sure I'm compliant for my state? You guys also have like brochures and flyers and so much information for the patients that I feel you guys are a plug and play solution for membership plans that for practices who want to get started, which all of you like to me, if you're a Dental A Team listener, it's not an option. Like just do it. Just sign up for a membership.
Plan program. So Brad, how does it work? So let's say I'm in office, I've listened to the podcast and I've said, okay, you've convinced me, I'm gonna take my fee for service practice and I'm gonna turn it into a membership. I feel like you're stabbing me in the heart, but I don't want my patients being free agents. I heard Kiera, I'm gonna try this. How do people even start? What is the process to start a membership program?
speaker-1 (26:50)
Yeah, so I mean, the first thing that they can do is they can visit our website that just Kleer it's Kleer.com ⁓ or they can shoot me an email. It's just [email protected] And the first step is just sitting through a demo that typically takes about like 30 minutes. And that's just where someone walks you through all the intricacies of the software, our success team, all the processes that we have in place to make sure they're successful.
And then as soon as they've seen the demonstration and they want to move forward, there's really just two calls. The first is our onboarding, what we call the fee consultation. That's where we help design the plan. So we configure the plans. We set the pricing, ⁓ set the fee schedule, all that good stuff. And then the next call is really the training call. And then they're ready to launch. So it's funny. We talked to a lot of prospects and they think that it's going to be a burden.
to get this going, I mean, that's essentially why you're outsourcing it. A lot of teams, we understand they might be struggling with turnover, but at least with Kleer, this is providing some type of consistency, some type of rock, regardless of new employees or losing employees. ⁓ But as soon as they're up and running, ⁓ it's honestly just, it depends on the team's availability. ⁓ And then we can get them going, we'll launch your plans.
We have some move within a week ⁓ of after the demo. And then once they're launched, patients can sign up and they're ready to go. It's that easy.
speaker-0 (28:27)
That's awesome because I will just put it out there. I was an office manager. I was a front office. I listened to a lot of content and I heard a lot of great ideas and there is a difference between like knowledge and execution and execution will trump knowledge every single day of the week. So you can sit here and hear this, but getting it executed, implemented and utilized I think is the biggest piece. So I'll just pose a question. Like we've talked about this quite a bit on the podcast and I'm going to say choose your heart.
or choose your own adventure here, but I think choose your heart is a smarter one. Is it harder for you to constantly call insurances and get an insurance breakdown? Like just tell me how much time that actually takes versus calling Kleer and having a 30 minute demo and having it signed up and getting your patients to transfer away from insurance plans. To me, like if I could give up and never have to call another insurance verification program ever again in my life, I would switch to a membership plan immediately because on membership plans,
You don't have breakdowns. You don't have to go and figure out what the insurance is estimated to pay. You don't have to fight claims. You literally sign them up. They pay you monthly or in full and you give them a discount. And it is that simple. So I would just say, I love Kleer. think you guys, there are cheaper membership programs out there. However, I think you guys have the best customer success and the best patient experience as far as the portal goes and making it easy.
that I like, yeah, you guys can go find a cheaper membership program. I'm not going to beat around the bush. I hear it from a lot of clients like, but Claire was so expensive. And I'm like, you're right. But the patient experience is top notch. And that's what your patients are going to complain about. If it's not top notch and it's not easy for them, they're going to drop the membership program because it's not easy. Like think of the apps that you just give up because they're just dumb and junky and you can't handle it. Like I'm ready to dump TD Ameritrade as my investing company. I'm so sick of their freaking app.
Like if you ask me one more time to transfer and have to give you all my information, like I'm quitting Vanguard is like leaps and bounds better. So just thinking of the two differences. So Brad, I am just grateful for you guys. And I truly am like petitioning you guys, like get your dang memberships in play. Insurance droppings happening. Inflation is going up. You've got to find a way to retain these patients. And I think membership plans are the solution plus residual income in uncertain times. So Brad, super jazz guys reach out Brad again. How do they get in touch if they want to talk to you?
speaker-1 (30:46)
If they want to reach out to me, just shoot me an email. It's [email protected] and I will get back to you ASAP.
Kiera Dent (30:55)
I hope you all loved today's episode as much as I did. It is crazy to think that this many episodes have been released since we started the Dental A Team Podcast. And I started looking to say, my goodness, our listeners need to be reminded of some of the things they may have learned a year ago or two years ago or five years ago, because so many things in our practices weren't relevant back then when we heard them, but they are relevant today. And I would be doing you a huge disservice if I didn't re-release some of these episodes for you to remember, to refine.
to optimize and really truly if you ever need a topic or you're like, my gosh, I wonder if the Dental A Team has anything like this, go onto our website, TheDentalATeam.com, click on our podcast tab and you can literally search any topic. So whether it's overhead or hiring or firing or team morale or engagement or case acceptance or hygiene or associate onboarding or whatever it is, we have so many episodes for you. And so I am going to intentionally be
re-releasing some of the top best episodes for you, pulling back some of the ones that I needed to remember, some of the things that I feel for you to really, really relearn right now and to re-remember, or if it's the first time, welcome. I'm so happy you're listening to it, but I hope you truly enjoyed today's episode. I hope that you share this with somebody. I hope that you go and implement today because we only have one day. We only get today. And so making today the best that it possibly can be. If we can help you in any way, shape or form, reach out [email protected].
And as always, thanks for listening and we'll catch you next time on the Dental A Team Podcast.