The Best Practices Show with Kirk Behrendt

784: Unlocking the Power of Influence in Your Dental Practice – Dr. Christopher PhelpsDo you wonder why patients decline treatment? Do you wish your team would get things done? Then you need to harness the power of influence! To help you understand the principles behind motivating others, Kirk Behrendt brings back Dr. Christopher Phelps, CEO of The Cialdini Institute, to share the seven shortcuts to positively influence those in your practice. To learn how to get more commitment from your patients and your team, listen to Episode 784 of The Best Practices Show!Learn More About Dr. Phelps:Send Dr. Phelps an email: chris@cialdini.com Follow Dr. Phelps on Instagram: https://www.instagram.com/dr.christopherphelpsLearn more about The Phelps Institute: https://www.thephelpsinstitute.comListen to Dental Slang podcast: https://www.dentalslang.comLearn more about the Cialdini Institute: https://cialdini.comLearn More About ACT Dental:ACT’s website: https://www.actdental.comACT’s Instagram: https://www.instagram.com/actdentalACT’s YouTube: https://www.youtube.com/actdentalACT’s Facebook: https://www.facebook.com/actdentalACT’s LinkedIn: https://www.linkedin.com/company/3137520/admin/feed/posts/ACT’s Twitter: https://twitter.com/actdentalMore Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaJoin ACT’s To The Top Study Club: https://www.actdental.com/tttSee the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/eventGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 784: https://www.youtube.com/@actdental/videosRead How to Grow Your Dental Membership Plan by Dr. Christopher Phelps: https://www.amazon.com/Grow-Your-Dental-Membership-Plan/dp/0692788093/ref=sr_1_1?s=books&ie=UTF8&qid=1475070522&sr=1-1Read Books by Dr. Robert Cialdini: https://www.influenceatwork.com/store-newMain Takeaways:Understand Cialdini’s Seven Principles of Influence and how people make decisions.Know which situations to apply each principle in so you have greater influence.Guide your team and patients to your desired behaviors using influence.Use influence ethically and honestly, not to manipulate or coerce.Influence is all around, whether you recognize it or not.Snippets:0:00 Introduction.1:17 Dr. Phelps’s background.7:05 Presuasion and persuasion, explained.10:13 Why this is an important topic.11:42 Seven Principles of Influence, explained.15:43 The power in combining these principles.17:54 Emotion versus logic with influence.19:08 How to implement these with your team.22:54 The ethics of influence.25:40 “Influence activate”, explained.28:24 About the Cialdini Institute.30:29 Final thoughts.32:10 How to get in touch with Dr. Phelps.Dr. Christopher Phelps Bio:Dr. Christopher Phelps is an entrepreneur, general dentist, and an Amazon best-selling author. He currently practices in Charlotte, North Carolina, and is the host of the Dental Slang Podcast.In his first seven years of practice, Dr. Phelps grew his practice revenue by a factor of 10x, growing from one practice location to four. After selling two of those offices for profit, he focused on maximizing the capacity of his remaining two practices and enjoyed two consecutive years of $1 million revenue growth in each of the two practices, effectively collecting with two offices what he had collected when he owned four.Dr. Phelps is an expert in the science of ethical influence and persuasion, having received his Cialdini Method Certified Trainer (CMCT) certification under acclaimed behavioral scientist, Dr. Robert Cialdini. He writes frequently for industry publications such as Dental Economics, Dental Practice Management, Dental Products Report, Dentistry IQ, and Remin Media. He is the author of Grow Your Dental Membership Plan, and also published a CE article in Contemporary Esthetics Magazine. In 2016 and 2018, Dr. Phelps was nominated by his dental colleagues and selected the top honor as the Doctor’s Choice National Dental Award winner. Due to his high degree of peer recognition and professional achievement, in 2020, he was recognized by the Global Summits Institute as being one of the Top 100 Dentists in the World.Dr. Phelps is the founder and president of Golden Goose Scheduling, The Phelps Institute, and Dental Membership Direct. He is currently the CEO of the Cialdini Institute.

783: How to Niche Your Practice to Increase Your Production and Get More Time Off – Dr. Haissam DahanIf you're a general dentist, you do a little bit of everything. But there's a way to reduce competition, attract your ideal patients, and work less without doing it all. Having a niche is the best way to grow your practice, and today’s guest shares how to do it. Kirk Behrendt brings in Dr. Haissam Dahan, founder of The Dahan Center, to share his journey in becoming more profitable with TMD and sleep and how you can do the same by finding your niche. To learn the advantages of niching and how to get started, listen to Episode 783 of The Best Practices Show!Learn More About Dr. Dahan:Connect with Dr. Dahan on LinkedIn: https://ca.linkedin.com/in/haissamdahanRegister for Dr. Dahan’s coaching at The Dahan Center: https://dahancenter.comMore Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaJoin ACT’s To The Top Study Club: https://www.actdental.com/tttSee the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/eventGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 783: https://www.youtube.com/@actdental/videosRead The One Thing by Gary Keller and Jay Papasan: https://produktivetot.myshopify.com/products/the-one-thingMain Takeaways:Offer something the thousand other dentists in your area don't have.Niching means not doing treatment you don't like. You can refer out.More patients are interested in TMD and sleep. Get in on it early.Create an assistant-driven practice. You can't do it all alone.Marketing becomes easier when you niche your practice.TMD and sleep aren't as hard as you think it is.Snippets:0:00 Introduction.0:46 Dr. Dahan’s background.2:57 Downsizing from three practices to one.6:29 Misconceptions about TMJ and pain patients.8:45 Having 12 weeks off and working three days a week.10:13 Dr. Dahan’s practice model, explained.12:53 Being referral-based.16:11 Canadian billing and insurance, explained.20:13 The future of TMJ and sleep.23:19 What dentists get wrong about niching.25:22 Final thoughts.27:58 How to get in touch with Dr. Dahan.Dr. Haissam Dahan Bio:Dr. Haissam Dahan is a distinguished figure in the field of dentistry, offering a wealth of expertise in Temporomandibular Disorders (TMJ) and Dental Sleep Medicine. With a career spanning over two decades, Dr. Dahan’s journey in dentistry commenced at McGill University, where he earned his dental degree in 2005. He continued to excel academically, obtaining a master’s in dental education from McGill University in 2009 and reaching the pinnacle of academic achievement with a PhD in Dental Sciences in 2014, with a focus on Temporomandibular Disorders.

782: Synthetic Opioids in Dentistry – Tom Viola, R.Ph., C.C.P.We think we know about drugs and the people who use them. But there is so much we get wrong — and it could be harming our patients! To help you prevent harm and improve your prescribing practices, Kirk Behrendt brings back Tom Viola, “Mr. Pharmacology” and founder of Pharmacology Declassified, to share critical information about synthetic opioids and how it can affect your patients and practice. To expand your knowledge on this complex topic, listen to Episode 782 of The Best Practices Show!Learn More About Tom:Send Tom an email: tom@tomviola.com Join Tom on Facebook: https://www.facebook.com/tomviolarphFollow Tom on Instagram: https://www.instagram.com/pharmacologydeclassifiedLearn more on Tom’s website: https://www.tomviola.comListen to Tom’s podcasts: https://www.tomviola.com/category/podcastsMore Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaJoin ACT’s To The Top Study Club: https://www.actdental.com/tttSee the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/eventGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 782: https://www.youtube.com/@actdental/videosMain Takeaways:Patients are more medically complex than ever.Be familiar with current, older, and mainstream drugs.There will always be a new drug to be concerned about.Some drugs that your patients take will go under the radar.Use pharmacology to deduce the right questions to ask patients.A complete medical history can prevent dangerous drug interactions.Ask patients what they take, why they take it, and if they took it today.Don't assume anything when it comes to medication and patients’ health.Always document that you had the drug use conversation with your patient.Snippets:0:00 Introduction.2:14 Tom’s background.5:10 The importance of pharmacology to your practice.7:25 Why this is an important topic.10:08 The Matthew Perry situation, explained.16:36 How to have the conversation with patients.21:45 How to document the conversation.23:48 Three questions you always need to ask.28:56 Other things to know about synthetic opioids.32:55 Final thoughts.35:05 More about Tom and how to get in touch.Tom A. Viola, R.Ph., C.C.P. Bio: With over 30 years of experience as a pharmacist, educator, speaker, and author, Tom Viola, R.Ph., C.C.P., has earned his reputation as the go-to specialist for delivering quality continuing education content through his informative, engaging presentations. His sellout programs provide an overview of the most prevalent oral and systemic diseases, and the most frequently prescribed drugs used in their treatment. Special emphasis is given to dental considerations and strategies for effective patient-care planning.As a clinical educator, Tom is a member of the faculty of 12 dental professional degree programs and has received several awards for Outstanding Teacher of the Year. He instructs dental hygiene students and practice dental hygienists in pharmacology and local anesthesia in preparation for national board exams. As a published writer, he is well-known internationally for his contributions to several professional journals in the areas of pharmacology, pain management, and local anesthesia. In addition, he has served as a contributor, chapter author, and peer reviewer for several pharmacology textbooks. As a professional speaker, he has presented continuing education courses to dental professionals internationally since 2001. Meeting planners agree that Tom is their choice to educate audiences within this specialty.

781: What to Say When a New PPO Patient Calls Your Out-Of-Network Office – Dr. Barrett Straub & Dr. Christopher MazzolaA new patient calls your office. They're PPO and ask the dreaded insurance questions. What do you say to bring them in? If you're feeling stuck, keep listening to this episode! Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, and Dr. Christopher Mazzola from the Pankey Institute to share the best strategies and verbal skills to attract PPO patients into your out-of-network office. To learn how to wow your patients and keep them long term, listen to Episode 781 of The Best Practices Show!Learn More About Dr. Straub & Dr. Mazzola:Send Dr. Straub an email: barrett@actdental.com Join Dr. Straub on Facebook: https://www.facebook.com/barrett.d.straubRegister for Dr. Straub’s GAPs Method workshop session #2 (September 6, 2024): https://www.actdental.com/gapsJoin Dr. Mazzola on Facebook: https://www.facebook.com/christopher.d.mazzolaFollow Dr. Mazzola on Instagram: https://www.instagram.com/christopherdmazzoladdsRegister for Dr. Mazzola’s Mastering Dental Photography: From Start to Finish course (October 10-12, 2024): https://pankey.org/course-category/mdpRegister for Dr. Mazzola’s Mastering Treatment Planning course (October 2-4, 2025): https://pankey.org/course-category/mtpMore Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaJoin ACT’s To The Top Study Club: https://www.actdental.com/tttSee the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/eventGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 781: https://www.youtube.com/@actdental/videosMain Takeaways:Support your admin team members. Don't leave them to figure it out for themselves.Patients who ask about insurance are not bad people. That’s all they know to ask.Sharpen your verbal skills and also learn to listen to your patients’ concerns.When patients call in, schedule an appointment within seven days or less.Try doing a free meet-and-greet to build value for prospective patients.If a patient’s sole motivator is low cost, you don't want them anyway.Track patients who leave and have a plan to bring them back in.Snippets:0:00 Introduction.1:46 Set aside your obstacles.3:16 “Do you take my insurance?”4:47 Provide frictionless entry.6:55 Learn to listen and validate.8:10 Support your admin team.11:52 The benefits of a meet-and-greet.14:49 Get good at asking questions.17:21 Do patients know what they're getting into before they call?20:47 One tip to pull patients back in.22:47 “Is this out of pocket? How does this work?”24:26 Build value for patients.26:37 “Why aren't you in my network?”28:23 “Can I use my insurance here?”29:20 “My team thinks they can’t bring their family here anymore.”31:34 “Can you figure out what insurance will cover before I decide?”34:45 What most dentists get wrong.37:57 Dr. Mazzola’s new patient process.43:22 Final thoughts.Dr. Barrett Straub Bio:Dr. Barrett Straub practices general and sedation dentistry in Port Washington, Wisconsin. He has worked hard to develop his practice into a top-performing, fee-for-service practice that focuses on improving the lives of patients through dentistry.A graduate of Marquette Dental School, Dr. Straub’s advanced training and CE includes work at the Spear Institute, LVI, DOCS, and as a member of the Milwaukee Study Club. He is a past member of the Wisconsin Dental Association Board of Trustees and was awarded the Marquette Dental School 2017 Young Alumnus of the Year. As a former ACT coaching client that experienced first-hand the transformation that coaching can provide, he is passionate about helping other dentists create the practice they’ve always wanted.Dr. Straub loves to hunt, golf, and spend winter on the ice, curling. He is married to Katie, with two daughters, Abby and Elizabeth.Dr. Christopher Mazzola Bio:Dr. Christopher Mazzola was born and raised in Ann Arbor, Michigan. He attended the University of Michigan for his undergraduate studies where he graduated with honors with a Chemical Engineering Degree. During his undergraduate studies, he conducted research with dental school faculty on materials to aid in patients’ healing after dental surgery. He then continued his education at Michigan where he completed his Doctor of Dental Surgery degree. While in dental school, he was awarded the University of Michigan American Academy of Cosmetic Dentistry Award for his research in the clinical application of CAD/CAM technology in dentistry.Prior to joining Traverse Dental Associates, Dr. Mazzola owned a practice in Colorado Springs, Colorado, where he was named one of the area’s 2013 TopDentists™. He continued with education focusing on communication and technology in private practice. He has also served as an instructor and mentor for new graduates focusing on patient interactions and CEREC CAD/CAM Technology.In his spare time, Dr. Mazzola enjoys spending time with his wife, Christina, his children, Baylor and Eliana, and his three dogs, Isabelle, Lola, and Aspen. He tries to stay active through competitive CrossFit, golfing, running, and skiing. He is looking forward to watching his family grow in the amazing community that is Traverse City!

Too many people have sleep apnea — and too many people go undiagnosed and untreated! There is a way to help these patients, and that is to include dental sleep medicine in your practice. To help you do it effectively, Kirk Behrendt brings back Dr. Mark Murphy, executive director of the International Academy of Sleep, with advice for helping sleep-disordered patients while still being profitable. Now is the best time for DSM! To get started today, listen to Episode 780 of The Best Practices Show!Learn More About Dr. Murphy:Register for IAOS Momentum (September 13-14, 2024) with code MARK75: https://iaos.com/vegas-septemberRegister for IAOS Blueprint (November 8-9, 2024) with code MARK75: https://iaos.com/events/iaos-blueprint-novemberRegister for IAOS Immersion (December 12-14, 2024) with code MARK75: https://iaos.com/events/iaos-blueprint-decemberMore Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaJoin ACT’s To The Top Study Club: https://www.actdental.com/tttSee the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/eventGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 780: https://www.youtube.com/@actdental/videosMain Takeaways:Up to 85% of patients with sleep apnea are undiagnosed. Screen every patient!Decide how you want to incorporate dental sleep medicine into your practice.Once you decide you want to do DSM, make a commitment to doing it!Identify your at-risk patients and direct them to get treatment.Helping sleep patients will be rewarding and motivational.When done right, DSM is extremely lucrative.DSM is not as hard as you think.Snippets:0:00 Introduction.2:00 Dr. Murphy’s background.5:51 The evolution of sleep devices.8:18 The business of sleep, explained.13:28 The slow adoption of sleep.17:05 It’s really not that hard.21:06 You can't learn to swim without getting wet.23:53 Screen every patient.25:45 Dr. Murphy’s passion behind the International Academy of Sleep.32:31 Final thoughts.34:46 More about IAOS and upcoming courses.Dr. Mark Murphy Bio:With nearly 40 years of experience in the dental and dental laboratory professions — and recently in the dental manufacturing industries — Dr. Murphy has a gestalt perspective of the various functions and relationships. A long-standing role with the Pankey Institute in Key Biscayne has had significant influence on this point of view. After receiving various awards and honors within the dental profession and selling his very successful practice in 1998, he drifted toward a more global industry view and role, serving with Dental Technologies Inc. and as a consultant to several manufacturers and suppliers for dentistry and the laboratory profession.Currently, Dr. Murphy is the chief learning officer for the International Academy of Sleep. He was the former lead faculty for ProSomnus Sleep Technologies, practiced dental sleep medicine part-time in Rochester Hills, Michigan, and was on the faculty at UDM School of Dentistry and the Pankey Institute.

You're always busy — yet you make no money! Being a referral-based, fee-for-service, and diagnostic practice is the way to fix it, and Kirk Behrendt brings back Dr. Jim McKee, founder of Chicago Study Club, to share how to successfully build this type of practice. Enjoy dentistry while still making money! To learn how, listen to Episode 779 of The Best Practices Show!Learn More About Dr. McKee:Send Dr. McKee an email: jim@mckeedds.com Join Dr. McKee on Facebook: https://www.facebook.com/jim.mckee.104Register for Dr. McKee’s TMD course: https://courses.phelandentalseminars.com/tmd-pdsLearn about Chicago Study Club: https://chicagostudyclub.comMore Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaJoin ACT’s To The Top Study Club: https://www.actdental.com/tttSee the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/eventGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 779: https://www.youtube.com/@actdental/videosLearn more about Dental Online Training: https://www.dothandson.com/homeMain Takeaways:Find something you enjoy doing and become an expert in it. With dentistry becoming more complex, diagnostics is crucial. Commit to training your staff. You can't build your practice alone. In a referral-based practice, the caliber of patients you get is higher. Snippets:0:00 Introduction. 2:33 Dr. McKee’s background. 7:22 The three models of practice, explained. 17:04 Benefits of being a specialty practice. 20:59 You don't need a large practice for this to work. 23:10 You have a practice within your practice. 26:04 The diagnostic practice, explained. 28:47 About Dr. McKee’s course. 30:08 Occlusion, explained. 33:01 Last thoughts. 34:50 About Dr. McKee’s study club. Dr. Jim McKee Bio:  Dr. Jim McKee is a member of the Spear Resident Faculty. He has maintained a private practice since 1984 in Downers Grove, Illinois, where he treats a wide variety of cases with a focus on predictable restorative dentistry. He is a member of the American Academy of Restorative Dentistry and former president of the American Equilibration Society. He has lectured both nationally and internationally for over 25 years and directs several study clubs. Dr. McKee graduated from the University of Notre Dame in 1980 and earned his dental degree from the University of Illinois College of Dentistry in 1984.

You think you're billing your full fee — but you're not! So, to help you get the pay you deserve, Kirk Behrendt brings back Ariel Juday, one of ACT’s amazing coaches, to explain why billing your full fee is crucial, how to train your team members to do it, and ways to not be the limiting factor to collecting your full fee. Stop working one out of every three days for free! To start collecting your full fees today, listen to Episode 778 of The Best Practices Show!Learn More About Ariel:Send Ariel an email: ariel@actdental.com Follow Ariel on ACT’s Instagram: https://www.instagram.com/actdentalSend Gina an email: gina@actdental.com More Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaJoin ACT’s To The Top Study Club: https://www.actdental.com/tttSee the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/eventGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 778: https://www.youtube.com/@actdental/videosMain Takeaways: Understand the consequences of not billing your full fee. Train your team members to always bill your full fee. Involve your admin team and ask for their input. Show patients the true cost of your dentistry. Check your fees annually to be up to date. Don't assume patients can or can't pay. Snippets: 0:00 Introduction. 2:13 Ariel’s background. 3:09 Why this is an important topic.4:27 Unintended consequences of not billing your full fee. 6:59 What team members should pay attention to in the software. 8:58 How to systematically update your fees. 11:26 Irregularities in auditing and shared agreements, explained. 14:46 Start showing patients your full fees. 16:47 Let patients tell you what they can afford to pay. 18:59 Dentists are the limiting factor on full fees. 22:20 Make collections fun for the admin team. 23:05 What to expect by billing your full fee. 25:08 Last thoughts. Ariel Juday Bio:Ariel has a master’s in healthcare administration and several years of dental experience in all aspects of the administrative roles within the dental office. Her passion is to work with dental teams to empower team members to realize their full potential in order to better serve patients, improve office systems to ensure a well-functioning team/office, and to help everyone have fun in the process!

Objections are a normal part of your practice. They are also opportunities if you change your mindset! To help you reframe objections and see them as gifts, Kirk Behrendt brings back Miranda Beeson, one of ACT’s amazing coaches, with advice and strategies so you can overcome the most common objections you hear in your office. Help more of your patients stay in your chair! To learn how, and to hear more about Miranda’s dental administrator’s course, listen to Episode 777 of The Best Practices Show!Learn More About Miranda:Send Miranda an email: miranda@actdental.com Follow Miranda on ACT’s Instagram: https://www.instagram.com/actdentalRegister for Miranda’s workshop session #1 (September 20, 2024) and session #2 (October 4, 2024): https://www.actdental.com/213Send Gina an email: gina@actdental.com More Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaJoin ACT’s To The Top Study Club: https://www.actdental.com/tttSee the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/eventGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 777: https://www.youtube.com/@actdental/videosLearn more about yourself with DiSC: https://www.everythingdisc.comMain Takeaways:Reframe how you think about objections. Train your team to build trust with patients. Identify what a patient is actually objecting to. Create a welcoming space for patients’ objections. Use “Feel, Felt, Found” to affirm your patients’ feelings. Snippets:0:00 Introduction.3:23 Miranda’s background. 4:25 Why this is an important topic. 6:31 Identify the true objection and use the “pillow”. 9:02 Train team members to build trust. 11:21 Acknowledge your patients’ thoughts and feelings. 15:20 Use the Feel, Felt, Found method. 19:20 Patient objection example: “I don't want to do X-rays.” 20:53 Create anchors and talking points. 24:21 Patient objection example: “I don't think I really need fluoride.” 28:09 Patient objection example: “I want to go home and think about this.” 29:31 Patient objection example: “It’s too expensive.” 30:51 Keep trying Feel, Felt, Found. 32:02 About Miranda’s course for front office administrators. 33:54 Last thoughts. 35:46 Celebrate when you or your team does well. Miranda Beeson, MS, BSDH Bio:Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.

776: How We Created a Great Dentist-Assistant Team – Dr. Charlie Ward & Ale GonzalezTo create the best experience for your patients, you need the best people on your team. To show what that looks like, Kirk Behrendt brings back Dr. Charlie Ward and his amazing assistant, Ale Gonzalez, to share their tips for cultivating a great team relationship. You don't need 20 years to be aligned! To learn how to plan for success and grow as a team, listen to Episode 776 of The Best Practices Show!Learn More About Dr. Ward:Send Dr. Ward an email: charlie@bmoredentalarts.com Follow Dr. Ward on Instagram: https://www.instagram.com/drcwardddsRegister for Dr. Ward’s Mastering Dental Photography course: (October 10, 2024): https://pankey.org/course-category/mdpRegister for Dr. Ward’s Aesthetic & Functional Treatment Planning course (July 17-20, 2025): https://pankey.org/course-category/e1Register for Dr. Ward and Dr. Chris Mazzola’s Mastering Treatment Planning course (October 2, 2025): https://pankey.org/course-category/mtpRegister for Dr. Ward’s Mastering Aesthetic Restorative Dentistry course (sold out into 2026): https://pankey.org/course-category/mardLearn More About ACT Dental:ACT’s website: https://www.actdental.comACT’s Instagram: https://www.instagram.com/actdentalACT’s YouTube: https://www.youtube.com/actdentalACT’s Facebook: https://www.facebook.com/actdentalACT’s LinkedIn: https://www.linkedin.com/company/3137520/admin/feed/posts/ACT’s Twitter: https://twitter.com/actdentalMore Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaJoin ACT’s To The Top Study Club: https://www.actdental.com/tttSee the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/eventGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 776: https://www.youtube.com/@actdental/videosRead Atomic Habits by James Clear: https://jamesclear.com/atomic-habitsMain Takeaways:Invest in the growth of your team members so they can help you succeed.Create systems together with your team. They will be more invested.A great team relationship is critical for the best possible outcomes.You don't need two decades of working together to be aligned.Help your team understand the why behind your systems.Cultivate a team culture where you respect one another.Learn how to give and receive feedback respectfully.Put in the effort to make your team feel valued.Snippets:0:00 Introduction.1:24 Dr. Ward and Ale’s backgrounds.2:57 Why this is an important topic.6:56 Invest in the growth of your team.12:03 Have a second set of hands and eyes.15:44 The feedback loop, explained.18:19 How to give and receive feedback.22:21 It’s the small changes that matter.23:55 The importance of photography.24:42 The photography workflow process.29:04 What dentists get wrong about this relationship.31:28 All cases are teaching cases.33:31 Their favorite system they’ve created.35:29 The future of their practice.38:31 A great practice is created one patient at a time.40:37 Final thoughts.42:52 More about Dr. Ward and how to get in touch.Dr. Charlie Ward Bio:After graduating from the University of Maryland with a Bachelor of Science degree in 2004, he went straight into the University of Maryland School of Dentistry. He earned his DDS degree in 2008, and since then he has completed the Essentials courses and many others at the esteemed Pankey Institute, where he now serves as visiting faculty. He is currently a member of the Maryland State Dental Association and the Academy of General Dentistry.

775: PPO Write-Offs Demystified: Unlock Strategies to Retain More of Your Hard-Earned Money! – Dr. Barrett Straub & Christina ByrneDo you want to trade more time at the office for less energy, less money, and less memories with your family? If you want to stop giving up your time for write-offs, don't miss this episode! Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, and Christina Byrne, ACT’s director of operations and head coach, to help you understand the different gaps in your practice, why they occur, and how to minimize them so you can work less and make more money. To start keeping more of what you earn, listen to Episode 775 of The Best Practices Show!Learn More About Dr. Straub & Christina:Send Dr. Straub an email: barrett@actdental.com Join Dr. Straub on Facebook: https://www.facebook.com/barrett.d.straubRegister for Dr. Straub’s GAPs Method workshop session #1 (August 23, 2024): https://www.actdental.com/gapsRegister for Dr. Straub’s GAPs Method workshop session #2 (September 6, 2024): https://www.actdental.com/gapsSend Christina an email: christina@actdental.com Send Gina an email: gina@actdental.com More Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaJoin ACT’s To The Top Study Club: https://www.actdental.com/tttSee the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/eventGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 775: https://www.youtube.com/@actdental/videosRegister for ACT’s webinar, Strategic Goal-Setting for a Thriving Dental Practice (August 29, 2024): https://www.actdental.com/121Download ACT’s Financial Gaps at a Glance: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/47%20The%20Financial%20GAPs%20at%20a%20Glance%20-%2005.pdfDownload ACT’s PPO Roadmap: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/ACT%20Dental%20PPO%20Roadmap.pdfMain Takeaways:Data knowledge is power. It allows you to make better financial decisions.Make informed decisions with the help of data before dropping PPOs.Track capacity. It’s the only way to see how full your chairs truly are.Follow the GAPs method to identify where you're losing revenue.Don't try to figure out your numbers as you go. It won't work out.Use data, not your feelings, to make key business decisions.Understand the ways write-offs affect your profitability.Know the different gaps and KPIs you need to track.It's about your vision of your ideal practice.Snippets:0:00 Introduction.3:49 Objectives, ACT’s TTT, and BPA.8:04 Why this is an important topic.10:02 PPO write-offs, explained.16:30 The effort gap, explained.31:57 Real-life examples of the effort gap.38:18 KPIs to analyze.49:56 Final takeaways.52:21 Q&A: Tracking capacity when your dentist is working out of two or more ops.53:57 Q&A: Is it okay to use six to eight months of data versus a full year?56:20 More about ACT’s future GAPs seminar and webinar.Dr. Barrett Straub Bio:Dr. Barrett Straub practices general and sedation dentistry in Port Washington, Wisconsin. He has worked hard to develop his practice into a top-performing, fee-for-service practice that focuses on improving the lives of patients through dentistry.A graduate of Marquette Dental School, Dr. Straub’s advanced training and CE includes work at the Spear Institute, LVI, DOCS, and as a member of the Milwaukee Study Club. He is a past member of the Wisconsin Dental Association Board of Trustees and was awarded the Marquette Dental School 2017 Young Alumnus of the Year. As a former ACT coaching client that experienced first-hand the transformation that coaching can provide, he is passionate about helping other dentists create the practice they’ve always wanted.Dr. Straub loves to hunt, golf, and spend winter on the ice, curling. He is married to Katie, with two daughters, Abby and Elizabeth.Christina Byrne Bio:Christina Byrne has been involved in dentistry since 1985. Over the years, she has held many positions on the dental team, including dental assistant, business office, and dental hygienist. Christina’s extensive knowledge of the front office and clinical procedures is a great asset, and she loves to impart her knowledge to guide dental teams do the best they can to achieve a Better Practice, Better Life!