Hospitality Beats Hard Selling

Are you missing out on the 70% of new movers ready to switch dentists?

Moving to a new city is both exciting and overwhelming for families, and the decisions they make about healthcare providers often hinge on who they know and trust. In this episode, Michael shares the game-changing strategy of collaborating with real estate agents to secure dental patient referrals. He breaks down why realtors hold unique influence: nearly 70% of movers switch healthcare providers within six months of relocating. Instead of relying on impersonal postcards or blanket marketing, Michael explains how realtors’ endorsements create an authentic sense of belonging and trust (essentials for converting newcomers into long-term patients.)

You’ll hear about three actionable partnership approaches: the heartfelt Welcome Gift Model, the visibility-focused Preferred Partner Model, and community-building Agent Appreciation Event Model. Michael details a step-by-step roadmap for launching these collaborations, from identifying the right realtors to employing value-driven scripts and maintaining strong, ongoing connections. Plus, you’ll learn the crucial missteps to avoid and how hospitality, rather than hard-sell tactics, is the true secret to building both lasting relationships and a thriving dental practice.

What You’ll Learn in This Episode:

• Why realtors are essential connectors for acquiring new patients
• The critical mistakes most dental practices make with local partnerships
• How to implement the Welcome Gift, Preferred Partner, and Agent Appreciation Event models
• A five-step framework for executing successful realtor partnerships
• Scripts and templates to start value-added conversations with realtors
• The follow-up formula to keep relationships warm and productive
• Why tracking results and ongoing engagement matter more than one-time efforts
• How to align your outreach with what motivates real estate agents
• Key ways to replace generic marketing with genuine hospitality
• How this referral system can transform your patient base and practice growth

Don’t miss this episode if you’re ready to build real, lasting relationships that grow your dental practice!

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Sponsors:‍

Net32: Founded by a dentist, for dentists. Net32 is the leading online marketplace for dental supplies, helping dental and medical professionals save on high-quality products for over 25 years. Start saving today at: https://www.net32.com/dentalmarketer

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Learn More About the Ground Marketing Course Here:

Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/

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Host: Michael Arias

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