Podcasts about invisalign

Imagine turning casual event interactions into lifelong patient relationships.In this episode of the Ground Marketing Series, we dive into a complete, actionable framework for dentists eager to expand their practices. I unpack the art of pre-event planning, setting intentional goals, and constructing an irresistible activation kit. Drawing on wisdom from marketing legend Seth Godin, we learn that storytelling lies at the heart of effective marketing. We'll cover the essential roles within an event team— the magnet, the messenger, and the connector—each playing a crucial part in generating and nurturing potential patients.We'll discuss hands-on tips for booth presentation and interaction strategy. Learn how captivating signage and engaging team activities can drive your booth traffic through the roof! This episode brings to light the importance of crafting messages that avoid clichés and resonate with potential patients. Discover key metrics to gauge your event's success and develop an adaptable, scalable marketing system that ensures no opportunity slips through the cracks.What You'll Learn in This Episode:Strategic steps for effective pre-event planning for dental practices.The pivotal roles each team member plays in a successful marketing event.Techniques for creating engaging, memorable booth experiences.Essential do's and don'ts to maximize your event's impact.The art of immediate lead follow-up and team evaluation post-event.Insights into metrics and tools for tracking and optimizing marketing efforts.Get ready to transform community events into powerful marketing victories—tune in now!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Sponsors:CareStack: Modern, Secure, Cloud-Based Dental Software for Growing Your Practice! With state-of-the-art features including Online Appointments, Integrated Payments, Text Reminders and more. Click the link here for a special offer: thedentalmarketer.lpages.co/carestackCallRail: Call tracking + AI that turns calls into campaigns that convert, quality patients, and cost savings. Start a free trial today! Don't forget to mention The Dental Marketer sent you!) callrail.comOryx: All-In-One Cloud-Based Dental Software Created by Dentists for Dentists. Patient engagement, clinical, and practice management software that helps your dental practice grow without compromise. Click or copy and paste the link here for a special offer! thedentalmarketer.lpages.co/oryx‍Other Mentions and Links:‍People:Seth Godin‍Groups:Chamber of CommerceRotary Club‍Tools:EventbriteGoogle FormsJotformMailchimpActiveCampaignGoogle SheetsAirtableCareStackCallRailOryx‍Businesses/Brands:Invisalign‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors) Michael: leveraging community events for maximum impact. This is gonna be the step by step guide to making an unforgettable impression. At local events and converting it into real growth. Now, community events aren't just about handing out freebies. They're a powerful system for relationship building, trust marketing, and establishing your practice as the go-to in the neighborhood.Seth Godin said, marketing is no longer about the stuff you make, but the stories you tell. But here's the kicker. To win at these events, you need more than a table and smiles. You need smart systems, a team with purpose and follow up that drives revenue. I cannot tell you how many times I've gone to events where I'm either just an attendee or I'm a vendor.it's almost like a pet peeve of mine where I see so many things going wrong. It feels like, oh man, this, employee who's hereis the wrong employee. You're doing the wrong things. You're just not feeling it. And you can see the mistakes.You can see almost the opportunities lost in every single minute almost,not just every single interaction, every single minute that they're there. So this episode. Definitely it's gonna be a, game changer for you because you're gonna realize a lot of things that maybe you've been doing wrong or a lot of things that you could be doing better.Now this is real data why this works. 43% of patients only visit the dentist once a year. 27% go twice a year. Events help turn rare visitors into loyal patients, okay? They see you, they talk to you, they engage with you, they interact with you. They're more likely to go with you. 59% of dental practices rely on front desk staff for marketing.Your team needs training to represent you well at community events, so it's not just like, Hey, let's all go out. The whole team has to go out. They need to be trained. 77% of patients prefer online booking, but only of practices offer it. So your event setup should promote real time scheduling.Don't let it get lost in the weeds where maybe you are booking people on the spot, maybe you have a specific software right, and you're booking them on the spot, on the iPad, and then you book them. And then you notice when you get back to the office, it's triple booked double book, and it's not cohesive.Don't lose people like that because I cannot tell you how bad it will be if you have to call that lead back and say, Hey, you know, the time you booked doesn't work. Can I put you in another time? First you gotta get them on the phone, try and find them, try and reach them, right? But you most likely will.And then from that point on, gotta convince them to, to change. So no email marketing, ROI is 44000%, It's huge. Capturing emails at events is high value. If you can capture phone numbers or even text them even better, right? So here's a step-by-step guide, step one. This is crucial pre-event planning.This is the foundation phase, so choose the right events 90 days in advance if possible. Easy breezy. How to do this. You look for events where your ideal patients already gather. You look at PTA meetings you hear word of mouth where they're going, they're doing.Farmer's markets, events in the Chamber of Commerce calendar and the rotary, club calendar, school health fairs. You just ask for events, right? A lot of apartment complexes have events, community center, senior homes. You can even use platforms like Eventbrite Facebook parent groups, Facebook groups in your community.And like I said, chamber of Commerce right now, here's a pro tip. If any of these events, you decide, Hey, I really want to go to them, try to attend first as a guest. Observe the crowd flow, the booth engagement and the vibe before you commit. And then you can go. A lot of the times in the ground marketing course, I teach you how to do this and how to actually get fantastic referrals and partnerships, but new patients without ever participating in an event.Meaning like without ever being a vendor, you're just there. But if you're like, oh my gosh, the booth engagement is fantastic, we gotta be here, we gotta support. Yeah, definitely continue to pursue that. Right now you wanna set clear measurable goals. So example targets. These are examples, right? I want to collect 75 emails or 75 contact information.I wanna book 15 appointments on the spot. On site, and I wanna generate 200 plus impressions in the community. That means 200 plus people know about us, we've handed out. Something specific to them, they know about us. And then now you wanna work backward from your goals. Reverse engineer. If your team can engage 20 people per hour, plan your booth design game, call to action accordingly.Okay? You wanna design it that way? It doesn't just happen that way. For example, let's just say it's a huge event and only one person's available and they're going, they're setting up, they're doing it all. They're at the booth, they're talking. right?You're not gonna get everything that you want. You're not gonna get 200 email contacts or contact information or 200 leads because it's just one person. So you gotta, adjust accordingly. Now, you wanna design portable activation kit. The whole system for this, the actual layout, pictures and everything is in the ground marketing course.Like I'm gonna tell you right now, you don't need flash. You need systems that trigger interaction and capture data. That's it. I've never been too over the top or over fancy with it. I've seen a ton of boots like that, and that's great. That's fantastic. But in this episode, you're gonna hear what's most important and what you need to invest more in on than being off lash right now.What you're gonna want in this portable activation kit is branded tablecloth and banners. With your logo, maybe a game if you like, right? Like a spin to win or a Plinko board. IPads with intake forms, It can have Google forms or jot forms or a signup sheet. I still do the signup sheet, but it's up to you, You can have the iPads with linked to your practice management software. I know Cares Stack and orx do it fantastically. Great booking portals on there. Then obviously lead magnets, right? Pre kids, dental, emergency guides, or all the freebies you want to give out that are in there, hygiene kits, information flyers, things like that.So that's step one. Okay? The pre-event planning Phase A, you're gonna choose the right events 90 days in advance, if possible, or just in advance, right? You don't wanna go on the calendar and say, oh, snap, there's an event tomorrow, let's make it happen. No. Take time to plan ahead. B, set clear and measurable goals crucial.Have to have measurable goals. Never once did I go out and say, let's just see how many people we sign up. No, in the moment, you're gonna be like, oh, you know what? This is not that good, or whatever. You're gonna get in your head and you're gonna just sign up. Five people. You gotta have clear, measurable goals and say, okay, you know what?From here we're gonna do 75, and that means you're gonna put in the work to get those 70 fives while you're there. Right? Be set. Clear measurable goals. See design a portable activation kit, like I told you, cable tablecloth, banners, maybe a chair if you like. spin the wheel, whatever freebies you wanna give out, and something to sign up people on.Okay, step two is the booth strategy. So make it magnetic. This step is all about stopping people in their tracks. Creating a magnetizing presence and turning curiosity into conversations. Most booths are background noise. Yours should be the events gravitational center. So what you wanna have is a solve a local pain point with words that actually work.I'm gonna give you three examples of what not to say anywhere in the booth. Hey, we're accepting new patients. No. That's so long ago. Don't ever use that again. Two, come get a free toothbrush. Nope, throw that out. Three. General and cosmetic dentistry. Throw that out. These are vague, they're overused, and they don't spark emotional or practical urgency.You want to craft micro messages that solve actual local problems. For example, could be a pediatric practice. You can say. Somewhere in the booth, right? Struggling to get your kids to the dentist without a meltdown. Ask about our no tears visits. Why this works. It uses parents' pain point tantrums, and stress.It includes emotional relief. So no tears. And it's specific. It's not generic. Here's a cosmetic example. Want to boost your confidence before your next big event. Ask about our mini smile makeovers. Same pain points that attacks the next one. Busy parent example, no time for dental appointments. Ask how we get families in and out under an hour.Boom, ate and insurance neighborhood example. Confused about your insurance. We simplify it and yes, we take yours. Boom. This one right here, members have used, I got this one from members. Fantastic. I'm gonna say it again, confused about your insurance question mark. We simplify it and yes, we take yours and the exclamation point that one does fantastic.And you can have like a sandwich board in front of your booth and have that on there, right? These examples, these sayings. Now pro tip, print your core message in large text or on your banner, right? And have every team member memorize and repeat it naturally. So have these banners with these messages on there as well.But like, what I like to do is to have a sandwich board, right? Just in case it changes up. I don't have to get a new banner for every little thing. Now that was a right. A, is solve a local pain point with words that actually work. B. Grab attention within three seconds. Why? Well, The average event goer decides in under three seconds whether or not to approach your booth.So you must stack the deck in your favor with visuals. Motion, sound and simplicity. Use a high visibility game, right? Why? ' cause movement plus potential reward equals attention. Examples are spin the wheel, right? Each wedge is a prize. Maybe free whitening, something specific In one of our live ground marketing workshops that we had this past month in March, 2025. We dove deep on incentives. So if you're a member of the ground marketing course, definitely go check that out. But that is gonna be an episode for later on. In the ground marketing series.Now you can discuss the incentives with your team. See what you want to give best Plinko board, right? It's nostalgic, it's fun and easy to brand with dental punts. you can do a mini basketball hoop or ring toss. These are especially effective for family events and kid heavy areas. Now the signage above the game should read the incentive.The incentive only, Not all these instructions, not the name of your practice and everything you do. No, just win free whitening, spin and win. Everyone gets something. Play for a free gift, right? That's it. That's all it should say. Important point here is to display what prizes are available.are drawn to visible rewards. Keep them attractive, but within budget. Whitening, goody bags, water bottles, gift cards, whatever you decide as an incentive, have that out on display. Have standing team members outside of the booth avoid the mistake of sitting behind the table. Always. Instead, place the magnet.A few steps in front of your booth. Now I know what you're thinking. What is the magnet? We're gonna discuss that a little bit further down. On the roles of who they are. But the magnet is someone, it's a person you wanna put them out and about, right? Train them to use eye contact, hand gestures toward the game prizes, and an enthusiastic opener.Something like this. Hey there. Hey, grab whatever you want. It's all free. The one that works the best, the one that I always use hands down, never fails is, Hey, grab whatever you want. It's all free, and that's it. I just stay quiet after that, and then they come and then boom.The further out a person stands without blocking walkways, the more psychological welcome they create. That's a pro tip. You can use t-shirts with a hook as well. These are walking, talking billboards. Don't just put your logo, use a question or statement that invites curiosity. Here are examples that you can use to put on your t-shirts.Ask me how we make kids love the dentist. Ask me about free whitening Fridays. I can get you out of pain fast. Your smile deserves this. Those are examples, right? Or like I said, you can do the Medicaid example one. And yes, we do take yours, right kind of a thing with insurance. So assign different shirt slogans to different roles.There's gonna be three specific roles, and we'll discuss that in a little laterin this episode. Now the three second layering formula to ensure people engage with your booth within three seconds. This is it. There's a visual element, and then I'm gonna discuss the purpose. So the visual element, bold banner, purpose.Communicates core offer or pain point. Visual element. Motion game purpose creates eye catching interaction. Visual element, a friendly greeter. Purpose builds trust, initiates engagement, visual element, branded t-shirts. Purpose reinforces message and makes team approachable. Visual element giveaways displayed purpose creates curiosity and visual incentive.Now, the common mistakes to avoid is too much text on signage. Keep it short. Five to seven words max per message. That's including the sandwich board. Passive team members who wait for people to approach. Oh my goodness. This is, I had a. Dime for every time I saw this, this is a humongous mistake.Passive team members who wait for people to approach do not be that person. Do not have anybody like that on the events. Okay? Third, boring swag. Ditch the basic stuff sometimes unless it's branded and bundle it with a compelling offer, right? But remember, whenever it's at a booth, you want it all.Decompartmentalize. You don't want everything in a baggie. Convenience is not the name of the game When you're at an event, the name of the game is for them to come and chat and sign up, That's what you want them to do. You don't want them to just grab a little baggie and go and say thank you and buy.You want them to be there and shop around, talk, and then finally over cluttered tables with no clear flow. So you don't want it to be over cluttered. You want to have a system in your table. In the ground marketing course, I show you exactly how to do that with just a regular hygiene kit.I don't do anything over the top or too flashy. Now, there's been many, many great examples of this, but I'm gonna give you an example of a member of ours. It was at a local PTA carnival. It was a pediatric dental office, and they use a spin to win, no cavity club prize wheel. T-shirts said, no meltdowns, no tears.Just smiles. And a team member who shouted, You wanna win something your kids will actually love? That's all they said. Hey, win something your kids are actually gonna love. Come on in. Come on in. They collected 112 contact information, so point of contacts, 112, booked 27 appointments immediately, and had a 74% show rate over the next two weeks.All from one. Afternoon. That's just one afternoon. That's amazing. So that's what you wanna do when it comes to be right. Grab attention within three seconds. Now here's the key C rolls and flow. This is the, that you're gonna have for the events. It's your triple threat event team. So instead of calling everyone helpers, give them roles with clear purpose.The first role is The magnet. Where are they gonna be? Right outside of the booth. Right next to the booth. They're just not really standing right behind the booth the whole time. They could once in a while, but they're outside of the booth and their role. Is just to say hi to everyone in the most bubbly way.Attract and invite foot traffic, right? Their script. Get ready for this. If you can write this down, it's, Hey, grab whatever you want. It's all free. And that's it. That is their script. the work that they're gonna have to do honestly is hold themselves back from saying too much. Because that can kill the curiosity of the event goer.All you wanna say is, Hey, and then wave your hand, right? Like If you can see, if you're watching this on YouTube, you can see me wave my hand. Hey, grab whatever you want. It's all free. And then point to everything that's free at the booth that's it. Have them draw closer to be like well, what's all for you?What is all you're not gonna answer? That they're gonna answer that themselves with their eyes and when they go to the booth. So that's it. That is the script. Hey, Grab whatever you want. Come on over here. It's all free. Don't, oh, and the toothbrush is free. And then the floss is, no, don't do any of that.Just say it's all free. And then have them come over. That's it. And you get the next person. The next person. Right Now the next role, the next person. Your team is the messenger. They are inside the booth. Okay. I like to say that instead of behind, but they're inside the booth. Their role is to have these conversations, answer questions.If somebody's in there, like opening their mouth and saying, why do I have sensitivity here? Can you see? And then they're engaging, their role is signing people up. Also, the magnet could be signing people up too. Just in case it gets too busy. That's why I say they're outside of the booth sometimes.But if they see that the booth is popping and it's packed, now the magnet has to go behind the booth and sign people up while the other person is talking to everyone else, right? They're engaging with the person. So the magnet kind of has two roles. They have to have their eyes on that booth.Now the messenger, their role is to educate, answer questions and point visitors to sign up. Hey, yeah. what we're doing this month is we're signing up everyone, blah, blah, blah, blah, blah, right? This month we decided to partner up with this business, and what everybody's doing is they're giving us their name and number, and I personally will give you a call.What's your name? And then you continue to sign them up. That's the messenger's role. They're behind the booth. Honestly, everybody in your team should probably never be sitting down, even, even in a lull, right? they're standing, they're engaging, they're doing things.So that's the messenger. Remember now you have the magnet. They're outside of the booth. The messenger is inside of the booth, and now you have the third team member. The connector, okay. Their role, they are walking around the event to the vendors, to the other vendors. Their role is to build relationship with the vendors, the organizers, the schools, the small business owners, every other booth there.And the people who are in charge of the event. Their role is to get their business information to sign people up on the spot. 'cause remember those people the, at the booth, the vendors at that booth, they're most likely not walking around. You have someone walking around, you have someone signing them up.You have someone collecting their business information, building rapport so that tomorrow you can go to their place of business and get the rest of the employees to sign up, maybe do a lunch and learn, maybe have some type of collaboration or program that you can do just for them. That's your role. Okay.The connector's role is to go out to the vendors and sign up the vendors. 'cause most likely they're not your patients, so they can come on it. And then you're collecting their business information so you can go to their place of business and execute more strategies, ground marketing strategies, and build great partnerships with those businesses.So there's three, right? The magnet just outside of the booth. The messenger, they're inside of the booth and the connector, they're walking around. Creating partnerships with the other vendors and the organizers. Got it. Awesome. So then step three is you're gonna offer a design from freebie to the front door.So your goal is not just to give things away, it's to trigger interest, build reciprocity, and create momentum that gets people to book, show up and become long-term patients. This step turns the booth from a passive branding tool into an active patient convergence system. So a, you want to create a compelling ethical incentive.Forget free cleanings, right? It's overdone, undervalued, and invite slow commitment window shoppers. Instead, craft layer tiered offers that feel exclusive and valuable requires something in return. And reinforce the long-term value of your practice. Now, I'm gonna give you an example. This is for adults.The offer could say, Hey free first Invisalign session and take home whitening kits, Or you can say Free smile consultation. Plus take home whitening kits. Then you can put on the bottom. It includes examine x-rays, custom smile assessment and a whitening kit must attend appointment rate and then continue why it works.Whining is seen as a cosmetic bonus, not a fix. It also positions your practice as cosmetic forward and modern, and it's easy to tie in with Invisalign or SMILE design conversations for kids. Your offer can say, join our no cavity club. The entry into your monthly, quarterly raffle prizes, could be like toys, ice cream, gift cards, electric toothbrushes, right?So that's part of the no cavity club. You always get prizes and then you also get free dental prize bags, right? Branded floss stickers and cool kids swag, all that other stuff. So your enter to win in a raffle all the time if you're part of the No cavity club, to win a huge prize. And then you're also, get, you know, like hygiene kits.But. Rebrand it, call it something different. That way it feels more exclusive and it works because parents love recognition programs for kids. It adds community and reward structure and it gets families emotionally invested, inre care and return visits. A pro tip for this is display a poster at your booth with last month's winner and a real kid photos with permission of course, that always works when you actually have proof, right? Hey, this is the last month's winner. Especially if it's a community event. People will, Hey, I know that kid goes to, he's my best friend, right? Or all these things, they'll feel more inclined or families. You can offer a smile makeover giveaway.One entry per household. One winner gets a full consult with digital smile design and bonus prizes for all entries, right? Small gift bags. Et cetera. Right? And it works because it's aspirational. People love the idea of a transformation. You collected dozens or hundreds of leads and create cross selling into whitening, ortho, and cosmetic options whenever you do a raffle.Real quick, I wanna mention something. Don't ever have just one winner. Everyone should win something, right? So always plan that you want people to come in. Not just give you a bunch of names and numbers and say, oh man, they all wanted to win, but they didn't make everybody a winner. Now with, visuals, the offer type and the suggested sign copy, this is how it should stay on your booth, right?So let's just say you're offering whitening. You should say, Hey, free whitening with your first visit. Ask us how. The no cavity club kids can win big. Join the No cavity Club today, right? Smile makeover. Want a new smile? Enter our makeover giveaway. Make these signs bold, easy to scan in under eight words, right?Don't make it too wordy. You can add scarcity and urgency. Even the best. Offer false flat without psychological triggers, scarcity and urgency. Create fomo, which drives people to act now instead of later. So you can have a whiteboard or a flip chart at the booth nine Invisalign spots remaining.13 whitening kits left today. You can even have a countdown timer on an iPad screen and say, next free whitening session giveaway is in five minutes. Right? People will, wait at your booth until they can be the first one to do it. If you do catch them waiting to be the first one to do it, make them feel like a VIP and say, Hey, you know what?You ain't even gotta wait. I got you in right now. Are you gonna be available Monday? I'll even put you on the schedule immediately. Boom. You'll make them feel special, important, and they're gonna show up no matter what. And you can also have a physical prize board, right? Cross out slots as people win or book, right?Oh, we only have 12, 10, 11, 13. And verbally, you can yell out, you know, we only have 10 whitening kids left, so grab one while they last. The smile makeover drawing closes in two hours and turn out to be included. We only block five Invisalign day specials each month. You want one right. And it works because it makes them feel exclusive. Not everyone gets this. You're one of the few. It's simple. It's super easy. It takes 30 seconds to sign up and scarcity, only a few left. Once they're gone, they're gone. And you got one. This trifecta bypasses analysis paralysis and motivates decision making on the spot, even from skeptical attendees.So that's gonna be fantastic to utilize. Now, here's the key. Mainly one thing post event follow up. This is where the ROI is made. This is one of the final steps, you wanna segment and nurture leads within 48 hours. So sort your context right from hot. Those are the ones that are booked or very interested to warm.They were curious or maybe they weren't committed and then cold. They just entered a raffle. Now tools you can use is,a lot of our members use Cares Stack or orx or their practice management software right, to see the appointment follow up. You can definitely use that. I know Cares Stack and Orxsponsor the podcast. So if you ever needed a couple months for free to utilize them, definitely go in the show notes below. It's not gonna be in the first link in the show notes below, but scroll a little bit down you can click on their deals that they have for you if you are interested in.Cloud practice management software, an all in one cloud practice management software that a lot of our members utilize that they can just put on their iPad and then they can schedule on the spot. So it's pretty fantastic. You can also use MailChimp or, an email system, like Active Campaign or anything like that.You want to use these tools to know, okay these, are booked appointments. Cool. Awesome. And then these were other people that just entered for a raffle and they're cold. Or maybe they're warm and you wanna retarget. So post event recap, right? Maybe you're saying We met 150 plus amazing families this weekend.If we missed you, our event special is still Available. Click below to book. You want to do that? Send it out to your actual cold leads and maybe even send it out to some of the patients you haven't seen in a while that you know, they're in their community because this will make them curious.See what it is, what are they doing? Oh man. What was the special that was happening at the event? Oh, cool. They're participating at the community. So now you're not just targeting, the people who were at the event. You're also targeting people who you haven't seen in a while. So definitely do that, and then you can use the same photos and text or emails so they recognize your team and so forth.Now, for hot leads, call within 48 to 72 hours. I mean, As quick as possible. Offer a warm, friendly touchpoint and a clear call to book if they haven't booked yet. So that means if they signed up, they put their name, number, and you said, I will personally give you a call to get you on the schedule this week.now's the time to call them. Be warm, friendly, and then get to the point. Just give them options. Don't say when are you available? No. Give them options one to two that they can schedule. Now, step five. Here's the big major part you wanna measure and optimize. This is gonna to be everything for you.This is the difference between a random act of marketing and a repeatable system that builds wealth. Community events are only profitable if you can measure exactly what you gain from them. Identify what's working and scale it and eliminate what's not, and save time, energy, and money. track these metrics.Every time without exception, you need to quantify both the top of funnel, that means leads and engagement, and the bottom of funnel appointments and production. Here's what to track. Okay? Leads collected. So total number of new contacts. Who gave you permission to follow up? That means emails, phones, or booked Both Total and source. So if they were booked at the event, track it. If they were warm, they gave you the info, track it. If they were only raffles, track it. Like I said, you can use Cares Stack or Orx their forms that you can use directly on iPads or if you want, you can sync Google Forms to your CRM, right?But tag the event source. So these leads are trackable in future campaigns as well. So that's number one. Leads collected, track it, two appointments booked. Number of appointments scheduled on the day and within the following seven days. So breakdown by onsite bookings, maybe let's just say it was 20 post event bookings via email or text message.And then you wanna track the show rates. Why this matters. This is your true conversion rate. Don't just measure interest. Measure action. Like I tell you before, your practice management software, they may let you segment by source and measure, show rate versus no shows and then revenue generated.Now this is within 60 days total treatment, accepted and paid from patients who came from the event. You don't want to wait six months to evaluate ROI look at hygiene visits, emergency treatment, accepted whitening, or ortho starts, and follow up family bookings. Set up event lead as a referral source in your practice management software, and then run a report after 60 days with that filter.Right now, cost per lead, the formula is total event costs, plus number of quality leads. So example is, let's just say the booth fee was $400. Materials is $300, the total 700, but leads collected was 105. Cost per leads are $6 and 67 cents.Why this matters? It helps you compare this event's efficiency against others. Other things as marketing such as ads, mailers, et cetera. Sometimes you don't have to, majority of the time, I wanna say at least like 80 something percent, you don't have to pay for a boothymaterials, you're gonna get them anyways to hygiene kit in the ground marketing course.I show you exactly how to do all of this just with hygiene kits. Your cost is super low. What I just said right now, the example the booth V $400 materials 300, that's a lot higher. That's a lot higher than I've, ever really done. But we're taking it there because I want you to see the potential.five is return on investment, right? So the formula for the ROI is revenue minus cost. Divided by cost. So the example is revenue generated is $4,000. The cost was $700, like the example we said. So 4,000 minus 700 divided by 700 equals 4.7. So 470% was the ROI. Now this matters because you'll know exactly which events to repeat, which to drop, and which to scale with confidence.Not every event is gonna be a banger. Some events are gonna be like, okay, you know what? We did get a good amount. It's good to, for us to continue that, you know, every quarter and some events are gonna say, oh my gosh, we have to do more. We have to invest more. And that, that we've gotten an incredible amount.Let's back them up. Let's see if we can create our own event with them. And then some events are absolutely fantastic, but they only host 'em once a year, right? Like employee benefits fairs or school events and things like that. But at least you know it's fantastic.The ROI is great and you're locked in for years and years to come. Tool options, right? You can collect these leads with an iPad, Google Forms or Cares Stack, right? Appointment tracking, like I said, you can use. Your practice management software, if you're looking for a new one, like I said, cares Stack and nor sponsors our podcast.So definitely check them out. You get an exclusive discount, and you can check 'em out for free too. Revenue by Source. You want to collect reports right on your practice management software, the metric ROI tracking. You wanna use custom Google Sheets or Airtable or just a way to collect the ROI and then dashboards.You wanna have insights so you can do that with. Your practice management software. I know if you have Cares Stack, I think it's smartview. And then orx is Orx Insights. But you can utilize whatever practice management software you want to utilize,something that will help fantastically with the leads collected appointments booked, the revenue generated.An easy way to track this you can use a software called CallRail. their new sponsor for the podcast. And they're fantastic at what they do. So for example, they have call tracking conversation intelligence. So they transcribe all your calls. And something I think is cool is they convert assist, so they convert leads with AI powered next steps.Coaching and follow up messages. So they'll literally highlight, okay, they were looking for this is a trend we see that all the leads want in the community. Or maybe my tone wasn't the best or what I said, I fumbled here a little bit too much. And that's what caused them to be disengaged in the conversation on the phone or whatever.Right? But primarily they track. lot of great things. So I would definitely use them when you can, not only to figure out how many leads are coming in, where they're coming in from, if they booked appointments, but at the same time see the conversation, see the trends and so forth. And then on top of that, you know, you can track everything else.So if you want, you can check them out for 14 days for free. So what I would do is on your next event that you have coming up, enroll for the 14 days for free. Then after that in your debriefing meeting, okay, let's look at the hot leads, look at all the data generated from Call rail and see where you guys are.if there's any cracks leaking, where you can glue them when it comes to answering the phones converting them, getting them in the practice and so forth. And how many leads came in. I mean, Call role makes it super easy. But definitely I'm gonna put a link in the show notes below if you wanna.Check them out. They help with everything like that, with ROI, tracking, appointment, tracking leads, collection, even improving your front office skills and phones, right? So, Yeah, I do that. Check out CallRail or if you want, you can use Google Sheets or whatever practice management software, system you have, and try to, you know, maneuver it that way.and the key is to debrief after every event. So within 24 to 48 hours of the event, gather your team for a 15 to 30 minute huddle.This is where all the magic happens. This locks in wins, identifies flops and builds your repeatable event engine. Ask these seven questions. What worked extremely well? Not what worked. What worked extremely well? Scripts, offers, games. What got the most attention? Did the magnet, the messenger, the connector shine?Who shined the most? what worked extremely well? Question number two is what flopped or fell flat? Was there a prize that wasn't exciting enough? Did anyone get confused about the offers? Three. Did people understand our messaging immediately or did we need to explain things over and over?Four? Was there any downtime? Track the busy times or slow times, right? For future booth placements, sometimes it's a popping event. Where you decided to set up is not popping. It's not that good. It's in a dead spot of the event. So that's something to keep in mind. Was there any downtime? Five. What questions came up repeatedly from attendees?This reveals content gaps you can fix with signage or handouts. Six. Did any tech or process slow us down? iPad glitches. QR codes didn't load. You know, you wanna fix that immediately. And then seven, how did each team member feel in their role? That's probably one of the most important because they're gonna be your main ones, right?For this whole thing to be successful. So they have to feel super comfortable. And then you wanna build a post event template and you can use a format. Now we do have this format in the ground marketing course. It's for all our members. So if you're remember and you're listening, definitely go check out that format.Download the post event template so you can use it, utilize it all the time. And go from there. If you're not part of the ground marketing course, definitely enroll. I'd love to see you in there. You can go in the show notes below. It's the first link in the show notes below, and you can check out everything that's inside of the course and we continue to add to it all the time.But you wanna continue to do this, track it. Do a post event huddle, repeatable growth engine. That's what this is gonna be. Once you do this three to four times, you'll have a playbook of top performing offers. You'll have a refined booth strategy and a trained team that knows how to execute without micromanagement, and most importantly, you'll have a predictable new patient system.Awesome. So if you have. Any questions or concerns, please feel free to reach out to me on this. But the best way to reach out to me, especially with ground marketing, is being a member of the Ground Marketing course. You can go in the show notes below, click on the first link in the show notes below to check out more, and roll into the course and see everything we have to offer you.And thank you so much for tuning in. I'm excited to see you in the course. And for the next episode. It's ground marketing at schools. What you need to know, we're gonna discuss how to approach schools and offer value to teachers and parents. Alright, thank you so much for tuning in.We'll talk to you in the next episode.

What happens when a general dentist becomes passionate about aligner therapy and sleep medicine? In this inspiring and eye-opening episode, Dr. Meghna Dassani welcomes Dr. Meenal Patel—friend, colleague, and fellow dental sleep advocate—to the Healthy Sleep Revolution Podcast. Dr. Meenal shares her journey from dental school to building a thriving private practice in Cary, North Carolina, with a strong emphasis on total patient wellness. Learn how she's using advanced technology, aligner therapy, and sleep-disordered breathing screenings to uncover the hidden signs of airway issues—and change lives. From investing in an iTero scanner to implementing home sleep tests, Dr. Meenal walks us through how she seamlessly blends aesthetics and function while empowering patients with knowledge. Whether you're a provider or a patient, this conversation will open your eyes to how much your smile and your sleep are connected. In this episode, you'll learn: How Dr. Meenal Patel began integrating Invisalign and sleep apnea treatment into her general dental practice The role of technology (like the iTero scanner and CBCT) in uncovering airway issues How to recognize red flags for sleep-disordered breathing during routine dental exams What the patient journey looks like—from crooked teeth to improved sleep Why education and awareness are game-changers for both adults and children How Dr. Meenal is gently introducing airway conversations into everyday dentistry The importance of connecting the dots between oral health and whole-body health About Dr. Meenal Patel Dr. Meenal Patel graduated magna cum laude with a Bachelor of Science (BS) in Nutritional Sciences at the University of Florida. She went on to earn her Doctor of Dental Medicine (DMD) degree at the University of Florida College of Dentistry. She completed her post-graduate training at the University of North Carolina at Chapel Hill in the Advanced Education in General Dentistry (AEGD) residency program. Highly regarded as a cosmetic clinician, she has advanced training in cosmetic dentistry, orthodontics, endodontics, prosthodontics, adult and children's sleep apnea, and dental implantology with additional certifications in Invisalign and laser dentistry. She has been awarded the prestigious Fellowship in the Academy of General Dentistry (FAGD) as well as Fellowship in the International Congress of Oral Implantologists (FICOI), the International Congress of Dentists (ICD) and the American Academy of Clear Aligners (AACA). She has also been appointed for the Pierre Fauchard Academy - a very exclusive invitation. Dr. Patel also serves as an adjunct faculty member at UNC Chapel Hill School of Dentistry. She has served as Fourth District President for the North Carolina Dental Society, Raleigh Wake County Dental Society, Vice Chair for the Council on Membership with the American Dental Association, and Study Club Leader for NC with the American Academy of Clear Aligners, for which she also serves on the board. Dr. Patel was named Triangle Business Journal's Top 40 Under 40 just a couple years ago. She has been the owner and founder of her award-winning practice in Cary, NC for nearly a decade. Prior to this, Dr. Patel was an associate dentist for a group practice in Charlotte, NC. Dr. Patel has enjoyed owning and growing her practice, Preston Dental Loft, a premier family and cosmetic practice. She has a particular interest in helping people grow their confidence through their smile; offering Invisalign to her patients has helped her achieve this in a big way. She is one of the only general dentists in the area as a Platinum Plus Invisalign provider! Dr. Patel is committed to enhancing her patients' confidence through personalized care and innovative solutions; she believes that your oral health is directly related to your overall wellness as a human!   Connect with Dr. Meenal Patel Website: https://www.prestondentalloft.com  Instagram: https://www.instagram.com/prestondentalloft/  Facebook: https://www.facebook.com/prestondentalloft About Meghna Dassani Dr. Meghna Dassani is passionate about promoting healthy sleep through dental practices. In following the ADA's 2017 guideline on sleep apnea screening and treatment, she has helped many children and adults improve their sleep, their breathing, and their lives. Her books and seminars help parents and practitioners understand the essential roles of the tongue, palate, and jaw in promoting healthy sleep.   Connect with Dr. Meghna Dassani Website: https://www.meghnadassani.com Facebook: https://www.facebook.com/healthysleeprevolution Instagram: https://www.instagram.com/healthysleeprevolution/ Youtube: https://www.youtube.com/channel/UC9Lh_n7xmbhQVPGQrSjBIrw Get a copy of Airway is Life: https://www.airwayislife.com  

Antitrust: Is there sufficient reason to believe that Invisalign has an illegal monopoly so as to require a jury trial? - Argued: Thu, 10 Apr 2025 15:25:44 EDT

Girl, I know I'm not the only one who'd rather skip the dentist, but trust me, what you eat, your hormones (yes, pregnancy, menopause, and everything in between) and even your stress levels can seriously impact your mouth...and your overall well-being! Dr. Arlene Asante is here to spill the tea on why those dental visits are non-negotiable and how to keep both your smile and your health on point. You definitely don't want to miss this one! LISTEN UP! The Flourish Heights Podcast was made for women, by women. To be empowered in health starts with a true connection with your body. Join Valerie Agyeman, Women's Health Dietitian as she breaks through topics surrounding periods, women's nutrition, body awareness, and self-care.  About Dr. Arlene Asante Dr. Arlene Asante is a dentist, motivational speaker, life coach, and mentor passionate about transforming lives inside and outside the dental office. A native of Hyattsville, Maryland, she earned her Doctor of Dental Surgery degree from Howard University College of Dentistry and completed an Advanced Education in General Dentistry (AEGD) program in Bangor, Maine. She specializes in Implantology, Invisalign®, and Cosmetic Dentistry and is a certified Invisalign® provider, with advanced training from institutions like The Phelps Institute for Implantology and The Dawson Academy. Beyond her dental expertise, Dr. Asante is known for her compassionate, patient-centered approach. She is the founder and president of Enhancing Adolescent Girls for an Evolving Resolution (EAGER, Inc.), a nonprofit mentoring program empowering young women in Baltimore City. She also coaches millennial entrepreneurs, helping them launch nonprofits and develop professional skills. Dr. Asante has led workshops at Howard University, Morgan State University, and Coppin State University, focusing on leadership, business etiquette, and entrepreneurship. She's a sought-after keynote speaker and panelist at women's empowerment events. In her free time, Dr. Asante enjoys traveling, skydiving, music, reading novels, and spending time with family and friends. Connect with Dr. Asante: Dr. Asante on Instagram: @drarleneasante Website: https://firstclassmilesbethesda.com/ Watch Dr. Asante's oral health tips on Fox 5 DC: https://www.fox5dc.com/video/1555964 Stay Connected: Is there a topic you'd like covered on the podcast? Submit it to hello@flourishheights.com Subscribe to our quarterly newsletters: Flourish Heights Newsletter Visit our website + nutrition blog: www.flourishheights.com Follow us on social media: Instagram: @flourishheights / Women's Health Hub: @flourishvulva / @valerieagyeman Facebook: @flourishheights Twitter: @flourishheights Want to support this podcast? Leave a rating, write a review and share! Thank you!

What would make patients EXCITED to refer their friends and family to your practice?In this episode of the Ground Marketing Series, we unveil the secrets to crafting a high-performing patient referral program tailored for dental practices. Navigating the maze of compliance might seem daunting, but we're breaking down the barriers, offering you a roadmap to a program that is as effective as it is legal. We dive into a list of innovative strategies and enticing rewards designed to inspire your patients to become enthusiastic promoters of your practice. Learn how to play within the rules while making your referral program the talk of the town with ideas like luxury mini items, mystery gifts, and VIP dental perks.Beyond strategic insights, this episode provides a personal touch with practical examples, real-life scenarios, and ready-to-use scripts for engaging patient conversations. Discover how to transform your referral program from mundane to mesmerizing by tapping into psychological triggers such as urgency and surprise. By the end of this episode, you'll not only have a blueprint for invigorating your patient base to refer, but also learn how to stay within state regulations while doing so. Don't just aim for passive referrals—dare to craft an experience that keeps patients talking.What You'll Learn in This Episode:How to design a referral program aligned with legal and ethical standards.Impactful reward ideas that excite and engage your patients.The role of urgency and surprise in enhancing referral participation.Harnessing luxury mini items and local business perks for maximum appeal.Scripts and scenarios to easily implement these strategies in practice.The power of social proof to amplify your referral efforts.Let's learn how to create a captivating referral program—tune in now!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Other Mentions and Links:‍TDM Articles: Legal and Ethical Patient Referral Strategies for Dental Practices‍Organizations/Laws:Anti-Kickback StatuteState Dental BoardsSunshine Act‍Businesses/BrandsChanelDiorYSLInvisalignKlatch Coffee‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors) Michael: The ultimate compliant and irresistible patient referral program. We're gonna be diving into strategies and gifts that actually work. So this episode with ground marketing, we're gonna talk about creating a referral program that works. How to make patients want to refer while staying fully legal and ethical.Now, most referral programs fail. They don't excite patients enough, and let's be real. No one cares about appreciation clubs or educational seminars that much patients want something they actually desire. But we also need to ensure full compliance with the A KS, the anti-kickback statute, and the state Dental Board regulations.This episode's gonna break down highly enticing, fully compliant, and unique referral strategies that make patients want to refer without violating federal or state laws. Now, just a heads up, by the time this episode comes out there is going to be a article, out on the website titled Navigating Referral Marketing for Dentist.It's gonna say compliance and ethical strategies. And in there, I mean, you can kind of see the draft right here if you're watching on YouTube, but you can kind of see, I talk about understanding the Sunshine Act and the a KS for dentists. How can dentists reward referring offices without violating the law?Gives you exactly, Hey, gift cards, are they okay or not? What kind of gives thank you cards? What's legal and ethical? I break that down. How to stay compliant with referral marketing. So much more. And I'm gonna go deeper into the article as well. So that article is gonna be out.I'm gonna put a link to it in the show notes below by the time this episode goes live as well. But going back to this episode with ground marketing, we're gonna talk about right now, the secret to making a referral program work. Now, a successful referral program has three key components. One, the reward must be something they actually want.So if it's boring, they're not gonna refer right? Two, it must be compliant. So that means no cash, no high value gives, or direct financial incentives. And then three, it must feel like an effortless bonus. So effortless, the patient should feel like they're getting a pleasant surprise rather than being bribed.Okay, and I dive deeper into this in the ground marketing course. Now, the goal for this, instead of saying, refer a friend and get $50, we want to create an exciting, ethical, and legal reason for patients to spread the word. Okay? So now that we got that down, the three things that have to be in a referral program, has to be something they want.Nothing boring, must be compliant, and it must feel effortless, like an effortless bonus, right? So that moves on to number two. Now, here's where we can dive deep and let our imagination run a little bit more wild. But at the same time, remember the state that you're in, the law and everything like that.So I'm gonna give you some things that our members have used, I've witnessed, I've used, that is an incredible, fully compliant reward, right? It's highly enticing. So number one. Luxury experienced based gifts. Now, why this works? Patients love unique experiences. It makes them feel special. So instead of cash, offer low cost, but high perceived value gifts.Okay, A compliant experience-based reward. Here's some ideas. Luxury candle or skincare gift set. This can be under $15 coffee subscription, a one month trial, right under $15 as well. Designer Lip balm they have Chanel, Dior, YSL, et cetera. Those are under $15. Artisan Chocolate Box or Gourmet snack Pack, Those can be under $15. Then maybe like a cozy night in package, and that can involve face mask, herbal tea, mini candle, right under 15, $20. A lot of the times it's the way you're gonna word this and package it, I'll give you an example of the wording and how important it is. A lot of the times we may say, Hey, Free consultation on your Invisalign. And we see that everywhere all the time. Everybody's like, Hey, course it's free. Everybody else is offering it free. But if you say, Hey, your first session of Invisalign is free. Now, people who are ready to get it in their mindset. They're more ready than the free consultation person.They're thinking, holy snaps, I get the first session for free. They don't know. The first session is a consultation. They're just in their mind. The first session is free. Let's do this kind of a thing. Boom. So the wording has a lot to do with this. So you can, instead of just saying, Hey, face mask, herbal tea, and mini candle package, you know, you just say, Hey, a cozy night in package right?an example script for this could be, Hey, thank you for referring your friend. As a little appreciation gift. We have a luxury skincare set waiting for you at your next visit. I can guarantee this is gonna ensure. That they will show up for their next appointment. And it works because people associate luxury with high value, even if it's a small cost designer brand.Mini items feel premium, but they stay compliant. So that's number one, right? Luxury experience based gifts. Two monthly surprise gift box. Now, this adds like a fun mystery factor and why this works. Patients love the ex excitement of mystery gifts. The psychological trigger of surprise and delight makes them want to refer more and how this works.Each month have a small mystery referral gift box in your office. Patients who refer get to pick one at their next visit. It's a mystery box and the example items, they're all under $15. Okay. this is what you can have in these mystery boxes. Mini essential oil set. You can have a high end travel toothpaste kit, gourmet popcorn or snack packs, many hand poured soy candles.And now depending on the community you live in, you can purchase some of these things from small businesses in your community and have these in the mystery. Bags or gifts. And then not only are you partnering up with another business and creating rapport, and maybe y'all guys can do even more things together, but boom, this is your foot in the door in order to get into that small business and get the employees to come in.But at the same time, now you're having them participate in something. for example, the mini hand poured soy candle, right? There can be a candle shop somewhere. And then another one is premium hydrating lip balm, right? Like the ones we discussed before. So mini essential oil set, high end travel toothpaste kit, gourmet snack pack, popcorn, anything like that.Candles, mini hand or soy candles, and then premium hydrating lip balm. Anything in this referral gift box, can have that, right? An example script for patients is, Hey, you've earned a pick from our mystery referral box. So go ahead, pick which one will you choose, and you can even record this, put it on social media, make it a big deal.It's fantastic and it works because patients will refer multiple times to try different gifts. The mystery element adds extra appeal, so it's not just a one-time thing. They're gonna try to refer multiple times to get multiple things right. So that's number two. Monthly, surprise gift box. It adds a fun mystery factor.Now, three local business perks. Now this one's huge. This is one we always do all the time with a lot of our members in our offices. Now this works because instead of a cash or gift cards, you partner with local businesses to offer exclusive low cost perks that feel high value. Now, example of local business perks are VIP perk at a coffee shop.Hey, your next drink upgrade is on us, right? Two free ice cream scoop at a local spot. Hey, enjoy sweet treat on us. Three exclusive, $10 boutique store credit so you can get store credit, paid by your practice. You don't have to buy a whole thing. It can just be this is for store credit. Next 10 minute chair massage at a local spa.Same thing, right? Store credit. Another one mini flower bouquet from a local florist, that's it. I mean, Those are example local business perks. And the script you can say for that is, Hey, we partnered with The local business to treat you. Your referral earns you an exclusive free drink upgrade next time you visit.however you want to word that right? Your referral earns you an exclusive $10 boutique store credit at. And it works because patients get real perks at places they already visit. Making the reward way more exciting. So this involves you getting to know, obviously, your target audience, where you want more of your target audience to come from.But at the same time, if you do an EPA, which we talk about that in the course, an existing patient analysis where you sit down. And think, who are my favorite patients that I currently see right now, or that I want to see once my practice is open, write it all down and boom. You're like, okay, where do they go?Where do they shop? What kind of coffee do they like? Where do they work? Where do they live? All these things. Now you're able to tailor make your referral program to that. So let's just say they go to Clutch Coffee, right? And they love Clutch Coffee. They talk about all the time, I know that I've even seen them there.Blah, blah, blah. Boom. VIP perk at a coffee shop once their referral, right? So if they send a referral, be like, Hey, I got you a VIP perk at a coffee shop. Your next drink upgrade is on us. You ain't even gotta worry about it. they're gonna love it. They're gonna see, that's my favorite coffee shop. How'd you know I go there all the time?Oh, much, much bigger impact than, Hey, here's 50 bucks. Here's a reward, right? And then the ethics plays a role in that, and you're not gonna get as much. So trust me, that is huge. The more you pay attention to your patients and where they go and what they like to do and who they are, the easier it is to build a rewards referral program and it will skyrocket your practice.From that point on, you can do a number four, which is a VIP dental perk. So this is non-monetary, but highly valuable. So real quick, a recap. We discussed three things so far on building a Referral rewards program. So number one is luxury experience based gifts.Michael: Two is monthly surprise gift box, which I think is fantastic. Three is local business perks. Another one. Fantastic, right? All these are fantastic, but local business perks creates a community hype. The community gets more involved. You know what I mean? You'll get more referrals from other businesses like that and so forth.Now, number four is a VIP, dental perks non-monetary, but highly valuable. Now, this works because patients value, convenience, and special treatment more than discounts. compliant VIP dental perks idea would be first pick for preferred appointment slots. Priority scheduling for family members, complimentary comfort upgrade.So maybe aromatherapy, neck pillow, something right that you guys do. Massage chairs or a skip the line fast pass for check-in, right? That works once in a while, but you can do something like that, especially if you are a highly, highly busy office. So an example script for patients that you can say is as a thank you for referring a friend, you are now on our VIP priority list for scheduling.And you can mention things like that. And it works because it creates exclusive benefits without violating compliance laws. So those are the four things you can do now, how to make the referral program feel more enticing. This is huge right here because you've created it, you're excited about it. You wanna put it out there.But you want people to start referring and you want them to take advantage of this program that you've created. So if you're just offering it, Hey, we have a rewards program, that's not enough. You need to present it in a way that makes patients excited to participate. So there's a couple things we can do, but I'm gonna mention three.Number one, use fomo. Fear of missing out, how to apply that instead of, Hey, refer a friend and get a gift. Maybe you should use, Hey, there's only 20 mystery referral gifts available this month. Once they're gone, they're gone. And then you continue. This works because people don't wanna miss out.Limited quantities equals higher participation. Two, make it feel personal and unexpected. This is how you're gonna apply it. Instead of telling everyone ahead of time, surprise them after they refer with the small, unexpected reward. So an example script for patients.Would be, wow, you refer to friend. Thank you so much. That's amazing. We have a little something for you next time you visit, And then you have it. Or if you already have it right then and there, that's perfect. You can just give it to them. But it works because you surprise them. And surprise rewards feel more special than expected ones.Now, number three is use social proof, make people see others referring. So feature referral shout outs in your office or social media. An example is like, Hey, thank you so much for this patient's name for referring a friend. We love them. Enjoy your mystery referral gift, right? And then they get the mystery referral gifts.You can make it a whole thing. And this works because patients feel encouraged to participate when they see others doing it.Now, these referral rewards program have reciprocity. People refer when they feel they owe you something. So if someone receives value first, they feel an obligation to return the favor. This is the science of reciprocity, so how you can apply this before asking for a referral. Give patients something first.Offer a small, unexpected gift at the end of an appointment, Branded lip balm, specific gum, or a $5 coffee card. And when they say thank you, mention the referral program. Yeah, you know what we love surprising best patients with small gifts. Here's a little something to say. Thank you. Oh. And if you know anyone looking for a great dentist, we'd love to take care of them too.Do you know anyone? And then that's it. Ask the question. Hey, by any chance, do you know anyone? we'll give the time. Be in silence for as long as you need to be until they come up with a name. And then now it starts working. Now you can start asking for that referral. It works because patients now feel obligated to refer because you gave first.So train your team to mention the referral program every single visit. That's it. That's what's gonna do it all honestly, is the consistency of that. Your front desk and hygienist should mention it at checkout or any moment that they get and create a pre-written script for staff to use. Make it themselves, use their personality with it, but should be something short, sweet, and to the point.So how to create an unstoppable referral program. In summary, you want to offer high perceived value gifts, select luxury mini items, local perks, surprise gifts. Use VIP scheduling perks or priority treatment as incentives if you want. Leverage, mystery and exclusivity to create fomo. Partner with local businesses for exclusive referral only perks, and make patients feel personally appreciated instead of just earning a gift. What you don't want to do is offer cash, gift cards, or high value incentives, That's a violation of the a KS. You don't want to make it feel like a transaction instead of an appreciation, and you don't want to use complicated referral processes.Keep it effortless, even to the point where take out that card. Sometimes we see that, Hey, here's a card if you want. Just give it to someone then write your name on the back. And then when they come into the practice and then they give me that card, I'll see your name and I'll know that you're the one who referred.That's too much it should just be like, Hey, come to my dentist. And that's it. It shouldn't have to be that whole long process where you need to get all that stuff. So the final winning strategy, make the referral gift something patients genuinely want but wouldn't normally buy for themselves.Use this strategy and your referral program will be the most enticing and legally compliant patient growth machine ever. Okay, now let me give you some examples how this works. The situation a dentist struggles to get consistent referrals. So we're gonna call this person Dr. Samantha, the general dentist at a small but loyal patient base, yet very few people were referring friends or family, and she had tried offering $25 discounts and free whitening, but she realized that these incentives weren't compliant and didn't excite patients.The problem patients saw discounts as unexciting. Two, her referral program felt like a transaction, not a reward. And three, the discounts could violate anti-kickback laws. The solution she had to have high perceived value, low cost luxury gifts. So Dr. Samantha switched to a referral gift system based on small but desirable luxury items.So instead of discounts, she offered mini Dior. Chanel or YSL, lip balms, luxury scented candles, organic self-care kits all under $20. Now how it worked, A patient referred a friend and when the referred friend came in, the refer received a luxury mini gift at their next visit. So the friend came in and, yeah, I came in from this person.Okay, cool. Awesome, wonderful. And then they gave a gift. Then patients loved it because it felt premium and personal, not like a discount, and the script was, you deserve a little luxury. You know, When you refer a friend, we'll have an exclusive Dior lip bal, or spa candle or mystery gift waiting for you at your next visit.It's exciting. They come in the results. Are incredible. You'll triple referrals in a short amount of time. Patients actively were asking, do you still have those little gifts available? And it's completely compliant. There's no cash, no high value incentives, just low cost appreciation gifts. Always remember people love branded premium feeling gifts, even if they're small luxury beats discounts every single time.You can also do the mystery box, right? mystery box works well. Patient refers a friend when they came in for their next visit, they got pull a mystery gift from the box, and patients love the excitement of not knowing what they'd get. So when that happened, I mean, referrals skyrocket, right?Some patients referred multiple people just to get another mystery box, and it stayed compliant because the gifts were low cost, but fun and desirable. And remember, people love surprises and games turning referrals into a fun experience makes them want to refer again. if you do decide to do the mystery box, make sure you record it.Post it on social media, make it a whole thing that's exciting, that's fun. And also the local business local community referral rewards program. That too, record that, post that on social media. Make it a big, huge thing. Now, all these successful programs had many things in common.they offered something patients actually wanted, they avoided financial kickbacks and stayed compliant. They made referrals feel special, not transactional, and they created an experience. Patients wanted to repeat. Now, if you want more referrals, do that. Do exactly what you heard in this episode and this whole episode along with the scripts and everything you're watching and seeing along with more scripts will be in the ground marketing course.If you're not a part of the ground marketing course, make sure you go in the show notes below. And enroll. I love to see you in there. We're always growing at making more, in there as well. But at the same time, you'll see the scripts. You'll learn how to get into businesses. You'll learn how to get into corporations everywhere in your community and not just start tracking new patients obviously immediately, but at the same time, you'll start becoming the go-to practice in your community.go in the show notes below. Click on the first link in the show notes below. Check to see. All that's inside of the course. We continue to add to it, but at the same time, you can already see everything that's inside of the course and I'd love to see you in there. So in our next episode, we're gonna be talking about overcoming rejection in ground marketing.So thank you so much for tuning in, and I'll talk to you in the next episode.

WHAT...kids are now ASKING for them instead of Invisalign

Kiera is joined by Dr. Robert DiPilla to talk about his world of dentistry, including the transition from cosmetic to holistic services, how he educated his patients, lessons learned during his multi-practice ownership, and more.   About Dr. DiPilla: Dr. Robert DiPilla studied dentistry at the University of Detroit-Mercy, and then went on to attain a Fellowship for Dental Implants at the Harvard Club. He was quickly recruited to Manhattan, where he honed his dentistry techniques, and had the opportunity to work on many high-profile clients. Dr. DiPilla became a partner at the renowned Rosenthal Dental Group on Madison Avenue, and earned the title “the dentist's dentist” by his peers in the industry. Dr. DiPilla has had the privilege of perfecting the smiles of celebrity clientele such as Kathie Lee Gifford, Wayne Gretzky, Steve Duchesne, and Sarah Ferguson among others. While Dr. DiPilla maintains a Manhattan office, he now focuses on the location where his career began in the Detroit Metropolitan area. He contributes regularly to nationally circulated trade publications, and continues to be recognized as a leader and expert resource in aesthetic dentistry. Episode resources: Sign up for Dental A-Team's Virtual Summit 2025! Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript Kiera Dent (00:00.768) Hello, Dental A Team listeners. This is Kiera And today I am so jazzed to have an incredible guest. We have been following this man. We've been wanting him on our podcast. He is incredible. And I feel like what he's doing is changing the way dentists are doing dentistry. I think he's kind of in this new age, new era, adapting with the times. And so was so excited to bring him on and have his knowledge. So welcome to the show, Dr. Robert DiPilla. How are you today?   Dr Robert DiPilla (00:25.484) I'm doing well. Thank you very much. I'm excited to be on your show. There are so many great things about you and your show. I I once again, I went back to some of your podcasts and you some great, great guests on.   Kiera Dent (00:37.376) Well, thank you. am quite shocked. Dental A Team is about to release their thousandth episode. And I was thinking, I cannot believe I've been on this microphone a thousand times. So I'm super honored that you are a part of that journey. And really everyone who listens to the podcast knows our ultimate goal at Dental A Team is to positively impact the world of dentistry in the greatest way possible. so bringing guests on like yourself, people who are passionate about dentistry, making sure that we keep the passion alive in dentistry, making sure that people realize   I believe we're in the best industry we possibly could ever be in. And so I'm super excited because I feel like you're taking a new edge spin to some things in dentistry. So before we get into some of these fun topics, Dr. DiPilla, why don't you take us through kind of your journey? I know you have a pretty interesting route of how you were able to go from where you were and where you started in dentistry to where you are today. So if you kind of want to take us on your journey, that way the audience gets to know you as well.   Dr Robert DiPilla (01:31.854) That journey starts 36 years ago. I graduated at the University of Detroit, Mercy in 1989, and I did a residency at Harvard at the Harvard Club for doing implants. And from that, I really was interested in the cosmetic realm. So you got to think about in the early 90s. And it was kind of like touched upon. And I was very fortunate.   to take a course with Bill Dickerson and Larry Rosenthal. And this is the first time they were together in doing these particular courses. And my first patient for my aesthetic course was my sister, believe it or not. when I mentioned this, it was an amazing journey. She was very appreciative. It was a great case. And from that, one interesting point.   Kiera Dent (02:16.68) Wow, that's brave, an aesthetic course.   Dr Robert DiPilla (02:30.828) when I was in the lecture and they were talking about different materials, different processes, the way to do things. I know once again, I just graduated, I did like a little surgical residency and I thought to myself, mean, the auditorium was packed, there's probably like a hundred students. And I'm like looking around and I'm thinking myself, am I the only dumb one here that doesn't know this?   I said, this is insane. And they're going over these seven different steps to do bonding and veneers. I'm like, my gosh, did I learn this in school? you   Kiera Dent (03:05.28) Did I skip that day? I promise I didn't miss too many, right? That's what you're probably thinking, like I was there.   Dr Robert DiPilla (03:10.237) I would promise I was there. But I promised myself since then, it was like a real, not say a low point in my life, but it was a low point in the sense of how come I didn't know this? And I kind of pride myself in understanding things and certain process and procedures. And I said, from that day, this will never happen again. So that journey led into teaching with Bill Dickerson before it was LVI and also   aesthetic advantage with Larry Rosenthal. And as you know, there were two separate groups and I had to make a decision on what camp was I going to go into. Was I going to do the LVI camp in Vegas? And mind you, I'm in Michigan. Or do I go to New York route? And my decision was New York was closer. So I went with Larry Rosenthal. So I was an instructor with him for about three or four years. And then I was invited to be a doctor in his office.   And I was there for a good 10 years. that journey right there was probably the highest point of my life in that particular aesthetic office. There was a lot of great contacts, a lot of great people that we met. And I always say everything is a blessing for me. I don't hold anything back as far as this was a disappointment. This didn't happen for me because I think everything is a growing experience.   So for me, being in Larry's office was really, truly, truly, like I said, a blessing. It was a great thing for my career. And then I knew that when I started having a family and kids, New York for me personally wasn't the place for me. Coming from the Midwest, Midwest values, I wanted to have the family where I grew up because my mom is still here and my extended family is here as well. So once again, from that, I left New York.   Kiera Dent (04:51.21) You   Dr Robert DiPilla (05:01.806) And then, but I kept a practice in New York as well, because I had a lot of patients to see. And I started my own practice in Birmingham, Michigan. And that was in 2000, probably 2003, 2004. And then from that, you know, we grew to five different practices. So it's been a really challenging once again, but it's been a great journey for us.   Kiera Dent (05:15.338) Wow.   Kiera Dent (05:25.706) That's incredible. And so I'm curious because when I first started as a dental assistant, one of the doctors that I worked for had a practice in California and Utah. And so every Thursday or Wednesday, I think it was, we would close out in California and he'd catch a flight and he'd go to his practice in Utah. He'd be there Thursday, Friday, fly home, and we do Monday, Tuesday, Wednesday. So did you fly back and forth between your two practices?   Dr Robert DiPilla (05:45.93) I did the same thing. When I moved back to Michigan, I would work in Michigan Monday, Tuesday, Wednesday, would fly out to New York and work Thursday and Friday. And then plus New York's a great city and I stayed for the weekend and I flew back the first flight out 6 a.m. on Monday morning to make it to my practice at 9 a.m. So I did that for seven years. So back and forth. then once again,   Kiera Dent (05:56.106) Yeah.   Kiera Dent (06:02.806) sure.   you   Dr Robert DiPilla (06:12.462) It was great. To me, people, how did you do that? Why did you do that? It was just my routine and it worked out really, really well. And then there was some point where I kind of have to slow down and kind of give that up a little bit because I wanted to build more practices in Michigan.   Kiera Dent (06:27.414) Sure. No, that makes sense. And I was just curious because when that Dennis would do it, I thought like it was so wild, but it made sense of how he was able to have the two practices. So it's either you fly back and forth for a while or you get associates. Did you end up keeping that practice in New York or did you have an associate running it or did you end up selling it and then focus in Michigan?   Dr Robert DiPilla (06:45.186) Yeah, no, I actually, believe it or not, a lot of my New York patients actually will fly to Michigan to have their work done. And then the rest is I gave it to a really good friend of mine, Dr. Michael Krause, that's in the city on 49th and Madison. So, you know, basically a lot of my patients just kind of ended up with him.   Kiera Dent (06:52.564) Incredible.   Kiera Dent (07:06.728) Amazing. And that's great to know. And I hope dentists heard that of when you are really great at your craft, they will fly, they will come to see you. And I think that that's something that's different in today's world. I think that it's very common for patients to fly other places rather than just going to their dentist down the street. I think people fly for different surgeries to different places. Now I think for your day in day out routine dental care, you'll probably stay closer to home. But also we only go six, like two times a year. So it's really not that much to travel if you want to.   Dr Robert DiPilla (07:25.919) percent. Yeah.   Yeah.   Dr Robert DiPilla (07:34.798) Yeah, there's a lot, know, as you know, there's a lot of patients that will seek out plastic surgeons and they will go to a certain destination if it's New York, LA or Miami. And that's the same thing with dentistry. I mean, I've been very fortunate. I've had a of patients from Miami that will fly up and for me to do their work, their veneers, New York, of course, all the way even from LA. So it's been it's been a wonderful thing. I'm very humbled, you know, to do that. I don't take that take that lightly.   Kiera Dent (07:40.214) Mm-hmm.   Kiera Dent (08:02.812) No, and I think that there's when you love what you do and you're really great at what you do, people fly. I mean, I am a dental snob. think being in dentistry, it makes me one of the worst patients. And so I'm always nervous. And so I do travel to dentists out of the state. And I think it's something of the world has changed. And so I love your journey. I love the passion you have. I love that you've built multiple practices. I think you bring an interesting perspective. And so I'm super curious because you've kind of gone into a holistic route as well. So   I'm curious, how do you go from dental implants, veneers, which feels very cosmetic, into holistic? Like what's kind of the bridge? How have you done that? Because I think people feel like I'm either traditional dentistry or I'm holistic dentistry. And I feel like you're bridging this gap. And I think the world is bridging this gap as well. I don't think it's as polarized as it used to be, but what's kind of your take on that and how did you transition? What got you excited about that? Give some insights.   Dr Robert DiPilla (08:53.684) I mean, you   You know, for you as you know, being a hygienist, know, to me, for our patients, we want to make sure that they have a healthy foundation. a healthy foundation is the bone and also the gingival tissue. And, you know, it doesn't matter how great of a cosmetic dentist you are, how great of an implantologist you are, the tissue has to be stable. It has to be making sure that, you know, the oral microbiome is sufficient.   Kiera Dent (09:05.299) Mm-hmm.   Dr Robert DiPilla (09:25.774) You got to make sure that the biofilm is eliminated. And one of the biggest things that, I mentor 22 doctors here in Michigan, from guys who've just, guys or gals who've just been out a year and guys like myself that been out for 36 years. One of the things that I try to impress upon them is that don't be a mechanic of the mouth. And my feelings,   is that dental schools right now, and once again, different than my era, is just really, they're really teaching you how to pass the board exams. And then the real age of dentistry is what you get after as far as continued education. And I think it's really important, as you know, even being a hygienist, is that you have a patient that comes back, yet you did scaling and root planning.   Kiera Dent (10:01.694) Right.   Dr Robert DiPilla (10:17.15) and you see him back in three months and they're saying, yeah, I brush every day, I floss every day, I have the water pick that you recommended, I'm doing the oral care, I'm doing this. And they come back and it's like, my God, are you really flossing? Are you really brushing your teeth? No, no, I am. But why is that? Why are we doing maybe supervised neglect or super profis? The question comes in is that we have to understand why, my biggest thing is the why, why is that happening?   You know, we incorporated now we're doing genetic testing, we're doing saliva testing for our patients because as we know, a lot of, you know, reintroduction of refractory periodontitis that happens. So even the same thing with my hygienist, you know, we're very strong in continuing education. We're very strong in not just scaling and root planing teeth, just for the matter of fact of doing it. And one of the things that, you know, my hygienist, they all know,   is that if you're doing Scanlan Root Planning, what type of attachment do you want back? So I think you have to have a strong foundation in histology. You have to know the periodontium very, very well. And a lot of times in school, yeah, yeah, that was that class. I had it, but this is what I want to do. So I think for us in dentistry, you have to move away from being that mechanic of the mouth, because I can teach my assistant to prep a tooth, easy. But you have to understand the diagnosis and the   Kiera Dent (11:26.774) you   Kiera Dent (11:38.368) you   Dr Robert DiPilla (11:42.094) And it also goes back to different materials. The whole rage now is zirconia, crowns, and it's a lot stronger. But is it really? Is it lithium disilicate, or is it philospathic porcelain? So I think there has to be an understanding of where to place those materials in the proper patients and proper occlusion. So because a salesperson comes in, oh, this is the latest and greatest, doesn't mean that you should buy it. So I think.   Kiera Dent (12:09.824) for sure.   Dr Robert DiPilla (12:10.894) For me, it's kind of taking a step back and understanding dental materials, understanding the periodontium, understanding all that. I the classes that we hated in school, believe it not, I've been doing this for 36, are probably the most important now than anything else.   Kiera Dent (12:25.67) No, for sure. And I'm so grateful you talked about that because agreed like the healthy foundations, I think it's so easily overlooked. So I'm curious, how did you start to incorporate this with your patients? Because you didn't come out of school having this, you didn't learn all these things right away, you started incorporating it. I think people are oftentimes afraid to add this into their practices due to patient pushback. So how did you, how did you educate your patient base?   Dr Robert DiPilla (12:48.702) Well, yeah, I think it's just having a good communication with your patient and being authentic. with our patients, we're there for them in a sense of we don't push anything, we don't sell anything, we just educate our patients. And a lot of times, if I've seen a patient for 10, 15, 20 years and I'm watching them get worse,   And, you know, I'll just have that, you know, that radical candor with them saying, hey, listen, you know, where do you want to go with this? What do you, how can I help you? You know, do you, mean, for some reason I'm watching you getting worse and I don't want that. So what can I do to help? And then we kind of castor them in that, in that direction as much as possible. You know, there's, we'll do a lot of like nutritional counseling and we see a lot of patients that, as you know, they come in, you know, they're not, they're not healthy. And I have the,   Kiera Dent (13:39.51) All right.   Dr Robert DiPilla (13:42.21) I guess the personality to talk to my patients and say, listen, I want you to see this person. I care about you. I've seen you for many, many times. And I just, you know, I see some things that I don't like. So what I want you to do, here's a referral. I want you to see them. And then nine out of 10 times they'll come back and say, my God, thank you so much. I didn't know I had this underlying condition.   Kiera Dent (14:07.84) That's incredible. And I agree that education, I think is the new age of communication. I think a lot of patients want to understand more. think we live in this digital era where people are consuming so much more information rapidly and they want to be educated and they want to know what's going on. And I do think social media has, has ramped this up exponentially for people to want more education rather than just blindly following. And so I really love that you took it that way. I want to ask you a couple of questions about   growth of practices because I think so many people grow practices or they feel that they need to grow practices or they need to expand their practices. I'm curious after having done that, you've had practices in multiple states, you've grown your, like walk me through, like when do you grow as a dentist? When do you not grow as a dentist? What are some things that you learned through that growth of multi-practice ownership, especially with dentists that are in today's world? I think that there are some that are brand new.   There's the DSO on the radar and on the horizon for people. Walk me through some of your thoughts around this practice growth, multi-location, when do I grow, what do I do with DSOs? I'm super curious because you've done it and you've done it for a long time. What are some of your thoughts around that?   Dr Robert DiPilla (15:08.718) 100%.   Dr Robert DiPilla (15:17.582) I'm going to let's go back when I was like I said, very fortunate to be in Larry Rosenthal's office in New York City. And everyone knows Larry Rosenthal is the premier, know, veneer office to go to. So I was once again, I was very, very fortunate to go there. But well, my dismay, I was the young kid.   Kiera Dent (15:37.364) It's incredible, by the way. like, like, let's just stop for a second. Like, that's incredible that you got to work there with him.   Dr Robert DiPilla (15:44.622) So think of a patient that's there, know, we had celebrity CEOs, we had every mogul you could imagine we had. And you got this young kid walking in and they're like, well, kid, move away, where's Larry? Where's Larry? So what I had to do, I had to kind of reinvent myself. And, you know, and I had to figure out what type of avatar patient, you know, do I want? And I think that it doesn't matter if I'm in New York, if I'm in Birmingham, Michigan.   Kiera Dent (15:44.947) Yeah.   Kiera Dent (15:57.715) Yeah.   Dr Robert DiPilla (16:11.274) I'm if in Salt Lake City, Atlanta, doesn't matter. You just have to figure out what avatar do you want. And then you kind of go where that avatar is. So an example, this is what I did. So in New York City, I need to get a haircut. So for me, I went to the biggest celebrity hairstylist you can get. And it was Orbe in New York City. And why did I do   Kiera Dent (16:37.556) Yeah. Okay. I mean, you do have great hair, by the way. So, I mean, it must have worked out for you. I like it. It looks great.   Dr Robert DiPilla (16:41.582) Well, thank you so No way. It's not what it Well, thank you. So I went to Orbe and why did I go to see him? Because Orbe has what a lot of celebrity clientele. And for me, it was building a relationship with Orbe. You come in, your first appointment, who are you? What do you do? Oh my God, yeah, I have a dentist and that, that, that. As you know, when you say you're a dentist or a hygienist, oh, by the way, can you look at this?   Kiera Dent (17:10.633) haha   Dr Robert DiPilla (17:11.758) So what that does is that it kind of opens up the dialogue as much as possible. So from him, I've been seeing him for two to three years. And once again, it's something that you always have to continue going. If you do it once or twice and it doesn't work, well, that's not going to happen. So they go into the gym, you work out once or twice, you're not going to be in shape. it's of those things that you perpetually just have to do. So I was very fortunate seeing him for years. And from that,   Kiera Dent (17:32.083) Right.   Dr Robert DiPilla (17:39.49) I had my own celebrity clientele that came into Larry's office. It was great. All right, how about another one? So I was fortunate they had the LA Reebok Club where I used to live on the Upper West Side. And then joined a gym, of course. And I wanted to find out who was the best trainer who trained all the celebrities. And then once again, the same thing. So I think it's important.   Kiera Dent (17:44.308) Mm-hmm.   Dr Robert DiPilla (18:06.818) you know, to find out because I'm going tell you a lot of the celebrities and a lot of moguls, they're not calling to make the appointment. They have someone as an assistant to make their appointments for them. So I'll give you an example. I was working out in East Hampton for a little bit because I bought a house in in Amiganza. And as I was doing this renovation, I never really worked on Fridays, but in East Hampton, I worked some Fridays and I was fortunate   that I had a logistics manager for the Rolling Stones that came in. Built a relationship with her. And then from that, because she's a logistics manager, she does everything for the Stones. So I was very fortunate. She called me up, hey, Mick has a concert tonight at Madison Square Garden. He wants his teeth cleaned. He wants them checked out. Can you do it? Sure. What time? Nine o'clock at night. What?   Kiera Dent (18:39.082) Well.   Kiera Dent (19:01.735) I'm   Dr Robert DiPilla (19:03.342) So those are the things that you have to do. If you want that type of avatar, you want that type of clientele, then you kind have to do whatever it takes to go above and beyond to make sure that that happens. So don't think that if you want that type of practice, there's going to be some sacrifices that you're going to have to do. So for me, my personal story, for me being in New York, I was so driven, driven, driven. That's all I did. That's all I did. And I was married at the...   at the time. you know, looking back in retrospect, it affected my marriage. So, you know, my ex-wife, we're great, we're still great friends, but it affected because I just, for me, I was driven. This is what I wanted to do. I was out. I was going to opening of galleries. I was opening up to restaurants and because I wanted to be successful. But with that, there are some consequences that come with it.   So you have to kind of be prepared. You they always say, you know, the balance of life, you know, what to do as far as your career and work. I mean, there is, but you're going to sacrifice, you know, somewhere. You can't have it all, as they say. So you're going to have to kind of give up some.   Kiera Dent (20:12.853) Great.   Do you, looking back, are you grateful that you've made the decisions you've made or do you wish you would have done things differently? Like knowing what you know now. Walk me through because I think people people often wonder this.   Dr Robert DiPilla (20:26.466) Yeah, there's no, for me, there's no regrets because even if there was a regret, I always look at it as something that will make me better down the road. mean, listen, we're all gonna have failures. Things are gonna happen, but you have to learn from that. I mean, for someone to say, this has never happened to me and da, da, da, either they're lying or they have not, they've just graduated yesterday. I didn't tell my associates the same thing and that they had a bad day.   Kiera Dent (20:49.724) Yeah.   Dr Robert DiPilla (20:56.046) patient was complaining or something, I said, listen, it's going to happen. As long as you know in your heart you did the right thing, that's all you can do.   Kiera Dent (21:05.593) I that. And I appreciate that because I think so many times people feel like I should have known this right from the get go. But I think a lot of learning is experiencing too. And so going through it and making different decisions. And like you said, what's the type of life? What's the type of avatar do I want? And then crafting your practice around that. I really love that you highlight. I feel like you crafted your practice and your craft around the avatar, patient and life that you wanted.   I think at the beginning you probably hustled a lot more than you thought you would need to, but I think that that's the beginning of practice ownership. I think that's the beginning of any career. And then you're able to then start to curate it into what you wanted it to be. And I think so many dentists don't realize that that is a possibility for you if you want it to craft it for what you want.   Dr Robert DiPilla (21:50.486) No, listen, mean, there's many different practices, as you know. There's the elite practices that are doing, know, veneers and an example who took over Larry Rosenthal's office is Mike Appa. Mike Appa is a great dentist. When I was leaving Larry's office, he was coming in and he took it to the next level. And I missed, from my era, we didn't really have Facebook or Instagram or anything like that. So I'm kind of like the, know, the lagger in that particular point.   But he took that and made it to a different level as far as his career going to Dubai. And now he has multiple, multiple practices. But once again, there is some sacrifices. I'm sure it has not come easy to him. He has put in a lot of work, a lot of time, a lot of dedication to craft that for him. I look at it as, man, that's amazing. Good for him. Other people can get jealous of that.   but they don't understand the hard work what it takes to get there. It's like the basketball player, like, my God, he's making all this, how did he get that? But he forgot all the thousands and thousands of hours being in the gym and also practicing. Sometimes we forget that.   Kiera Dent (22:58.037) Yeah.   Kiera Dent (23:03.55) Right. Right. I think that it's been so just I love I love your passion. I love the life that you've lived. I love the I love that you were so committed to never being that person and then look at how that that drive and that determination took you from where you were to where you are today. I'm curious speaking to dentists who are maybe I don't know two three four years out.   What advice would you give them from all your years of practicing of the things you've been able to do, the clientele you've had, the team you had? What would be advice you'd give to that population of dentists right now? Knowing everything you know, knowing the climate, knowing the, like I said, DSOs are on the horizon. Do I become a private practice owner? Do I work corporate? Do I own multi-practices? What would you give? Again, we're talking four or five years out. I feel like this is right where they're starting to get that itch. They've got their, they figured a lot of things out.   Well, what advice would you have for that dentist?   Dr Robert DiPilla (23:57.454) So it's funny that you say that because three of my associates, I have been out four to five years. And we get together, which is great, which I love is we get together once a month at my house over here and we kind of go over some kids' education things and just kind of talking to them as far as what their successes are, what their stresses are, and also what they're stuck. We call that three S's. And I always tell them, listen, I don't want you to be me.   Kiera Dent (24:03.528) Mm-hmm.   Dr Robert DiPilla (24:27.5) I want you to be you. If you're interested in Invisalign, then go for it. And I think that a lot of younger dentists feel that, my God, I have to do that endo. I have to do that extraction. I have to do that filling. I have to do this because there's so much money and debt from dental school and you can't do everything because something's gonna, you're gonna get hurt on one perspective.   My advice, I've been doing this, like I said, for 36 years, find out what you really, really love to do and then do that. Is it gonna pan off the next day? No, it's gonna take time. And I think we live in a world that it's instant gratification and everyone wants everything done yesterday. It's just the law of averages. You're just gonna have to do it, do it, do it, do it and keep it until you get there. For me, like I said, I was going for the implant route.   Kiera Dent (25:16.519) Right.   Dr Robert DiPilla (25:26.474) I loved surgery. And then I found that niche that I wanted to do was the aesthetic world. And then, okay, I'm doing some aesthetics. We're at Larry's office. We're doing 10 veneers on the bottom, 10 veneers on the top and the bottom. And I'm thinking to myself, yeah, the bite doesn't look that great. I said, well, there's something more to this. And then I went down to Rabbit Hole. I did Pete Dawson's chorus.   Kiera Dent (25:47.568) I'm   Dr Robert DiPilla (25:55.746) I remember at Panky. So I went another route as far as now doing full mouth rehabilitation. Going back to, you know, Facebook, Centric Relation, doing everything that needs to be done. How am supposed to get back to that? Right? And then, you know, getting there. So, you know, for me, that is my niche now. And from, you know, I'm building a bigger office in Birmingham. I think I'm crazy what I'm doing right now.   Kiera Dent (26:08.108) The baseball, that's a throwback.   Dr Robert DiPilla (26:25.016) but I still have passion for what I do. feel like, you when someone said, you've been out for 36 years, I feel like I've only been out for five years. I still love this profession. I love what it's given me, the opportunity, but sometimes I don't like the direction where it's going in. And that kind of goes back to what you mentioned about the DSOs. Don't get me wrong, I'm not popo-ing DSOs. I mean, I think there's a place for everyone.   Kiera Dent (26:33.611) Yeah.   Kiera Dent (26:47.198) Yeah, I'm curious on your take. You've been in this for a long time.   Dr Robert DiPilla (26:55.24) I mean, know dentists are in Medicaid offices, great. We know that patients are in PPO offices, great. Fee for service, better. And then also group practices that, you know, my associates are in. And then there's DSOs. Once again, I'm fortunate to be part of Dicama's group, and it's one of the premier law firms that have put all the DSOs together.   Kiera Dent (27:06.698) Yeah.   Kiera Dent (27:18.805) Mm-hmm.   Dr Robert DiPilla (27:25.358) And some are great, some are amazing, but some have failed. And I think one of the problems I feel that corporate has is that if you do the CEO, you're looking at what? You're looking at the numbers, you're looking at the metrics, right? You're looking at the KPIs. But if you're in the trenches, you can't treat every office as the same. It's different. The hygienist has a different personality. dentist has a personality. You have different patients, demographic of patients.   Kiera Dent (27:31.04) Right.   Dr Robert DiPilla (27:54.648) So I think for dentists, we're just a different animal as far as the field that we're in. It's very, very personal that we have as far as our offices. And like I said, I have five offices. All five are completely different. If I try to implement every single detail thing in Birmingham to do it in Detroit, no. Same thing in Detroit to do at Sinclair Shores, no. It has to be customized to that particular practice.   Kiera Dent (28:22.782) Yeah, no, and I think that's such wise wisdom because working with hundreds of offices, I don't have an A to Z cookbook. I don't tell them like implement this. I know systems that will work, but we customize it to your area because the patient base, like you said in New York compared to Birmingham, Michigan, they're going to be very different patients. They're going to have different needs, different like all of it is different. The pace of it is going to be different. Your attrition rates will probably look differently. And so I agree with you completely that   Dr Robert DiPilla (28:36.046) That's great.   Kiera Dent (28:52.52) Everything is not apples to apples. I'm curious, how do you lead all five of those practices? Do you have, like, what does your team structure look like? Because so many people do get stressed out with multi-practice ownership. What have you done to reduce that stress level for yourself and make sure that they're all successful?   Dr Robert DiPilla (29:06.262) Yeah. No, it's, we just had our all company meeting. I call it the summit meeting. And, you know, it's amazing that, you know, 10 years ago, I had one office and maybe four employees. Now I   Kiera Dent (29:13.672) Thank you.   Kiera Dent (29:20.928) Did you hear that everyone? 10 years ago. So this is something that in his 36 years of dentistry, he did 26 years. I also think people need to realize they sometimes feel like they're too old to open up multiple practices. They feel they're too far in their career. They needed to do this earlier. So I hope people are hearing your timeline of 26 years solo practice and now 10 years making five practices, but also there is a timeline around that. So continue please. But I just want to highlight, this was not an overnight thing for you either.   Dr Robert DiPilla (29:23.5) Years ago, Yeah. Single practice.   Dr Robert DiPilla (29:51.054) It's not. I'll go back and I'll tell you the reason why for that. And for me, like I said, going to New York, I wanted to be the best. I wanted to be that celebrity dentist. And when I came back to Michigan, I centered everything around me. People came, they flew in from out of state to see me. And one of the things, I can't scale me. And one of the things that I have to open up   Kiera Dent (30:12.63) Yeah.   Dr Robert DiPilla (30:20.174) the offices and kind of passed the baton to my other associates. So, you for me, that was like the biggest thing is the key is letting go. And like I said, we had a summit meeting two weeks ago. And like I said, I had five employees in one practice. Now I have five practices with close to 70 employees. You may say, my God, how do you do that? I hire smart people smarter than me.   Kiera Dent (30:43.082) Yeah   Dr Robert DiPilla (30:49.79) to do that. I have a great CFO. I have a great regional manager and I have great office managers. And one of the biggest things that we, we constant, constant role play a lot of the things that we do in the office. And why is that important? One of the things that we did when COVID happened, before we opened up, we had a month where we did Zoom calls.   like this, and we did a role play because when patients come back, they're gonna have questions. And what are we doing to protect them and ourselves? And it was really important for the front desk, it was really important for our managers, hygienists and assistants to make sure we're getting our message across. One of the things that I never wanna hear on the phone is if a patient asked a question,   and our front desk, our personal, I don't know. I don't know what we're doing. So, you to me, it's just having those questions answered. And what we did is I call it the kind of the soft opening, like what a restaurant would do before they opened up fully, they would kind of, you know, bring in some of their guests or their family members to have a soft opening. So that's what we usually do from that. But the main thing, you for me,   Kiera Dent (31:51.997) That's   Dr Robert DiPilla (32:15.112) is I just hire great people that are around me that will integrate the vision that I have. So there's a great book and I highly, highly recommend for dentists. And I know Gina Whitman very well, it's called Traction. I don't know if you've heard the book or. And it's amazing. And then the follow-up book is Rocket Fuel.   Kiera Dent (32:33.75) We are diehard traction people. We help offices with it. It is incredible. Yes.   Kiera Dent (32:41.903) Amen. When you were talking about integrator, was like, he's a visionary needs the integrator. Did you, did you hire?   Dr Robert DiPilla (32:45.198) I'm the 100%. I mean, for me, I'm definitely the visionary. know what I want to see. And then my CFL is the integrator. I have so bad ADD, I'm like, don't squirrel. Okay, what happened over here? No, no, no, no, get on track. We gotta do this. So for me, like.   Kiera Dent (32:57.848) you   Kiera Dent (33:03.382) How did you find your CFO integrator? you go through one of Traction's hiring things? Did you find them through? How did you find that integrator? Because I think that's such a key piece in growth. How did you find yours?   Dr Robert DiPilla (33:14.572) Well, luckily she was with us and within the company and we just hired up for her. She just went from low level to higher hiring and she got it. She understood the whole process. mean, when she read the book, she, I mean, my God, this is the missing piece for us. And I love that, that passion that she has for that and then just kind of put everything together. So I was very fortunate in that respect. But when we do our hiring,   Kiera Dent (33:21.462) amazing.   Kiera Dent (33:32.118) Yeah.   Dr Robert DiPilla (33:43.746) We hire within our culture and who we are. And sometimes it's difficult to do that. We did that right after COVID because some people didn't feel like they wanted to come back or didn't feel safe to come back as far as some employees, which is fine. And there was a shortage of dental assistants and hygienists wasn't an issue for us. It was more assistance. And I hate to say that we hired people that weren't the right fit.   Kiera Dent (34:08.97) Mm-hmm.   Dr Robert DiPilla (34:13.71) And I'm going to tell you that was a big mistake because it's going to take you longer to find another person. So I'd have no one. do it myself compared to not have the same, the right person that would fit in our culture.   Kiera Dent (34:29.974) I agree. That's wise wisdom. And I think so many people get desperate. And I mean, I've done it. I think we've all done it, right? We've all made those hires and we're like, agreed with you. We'd rather wait it out till the right person comes through rather than doing those desperate hires. And I think it's   Dr Robert DiPilla (34:41.966) Yeah, it works out. And really works out. I'm a true believer that, I mean, there is a plan and you just kind of have to wait it out and it comes in because the same thing in our downtown Detroit office, we were waiting for someone and we thought someone, oh my God, she's going to be great. Oh my God, she's moving from Boston. She's going to come here. She's ran a periodontal office. Oh my God, we love her. And then got ghosted. Like what the hell happened? And then the next day,   Kiera Dent (35:07.38) Mm-hmm.   Dr Robert DiPilla (35:10.85) We got another resume. Lauren, I mean, amazing. I mean, just that blessing that comes through. So I think the best thing to do is just wait it out, hire within your culture. And if they don't fit, they're not the right team member for you.   Kiera Dent (35:28.916) I love that. Dr. DiPilla, something I have found so fascinating with our podcast today, just so appreciative. I feel you have wisdom. And I think wisdom oftentimes lacks. And I think it comes from experience. I think you've learned from the things that you've done. I'm not saying you're old. I'm saying that I hear wisdom from you. And I think you had this wisdom even when you first started your career. I think you learned things. But I feel you lived your own.   Dr Robert DiPilla (35:42.114) You're saying I'm   Kiera Dent (35:56.438) I feel like you grew because you wanted to grow, not because you felt like you needed to. I feel like you waited when I'm sure a lot of your other colleagues were building multi-practices and you're like, this is what I'm enjoying doing. And what I've heard is as you've shifted and morphed throughout your career and the way you've presented it, it sounds like you've done it based on intrigue and curiosity and things that still keep the passion within you. And I feel like...   You're a great example of someone who can be practicing dentistry for 36 years and still have passion, fire and fuel behind it, rather than the what I see a lot of right now of burnout. And I was trying to put the pieces together as we were chatting and I'm like, I think honest to goodness, you've done everything because it was a passion and a curiosity and it fueled you rather than drained you. And I also really love that   you believe that there's a higher path for you. Like you said, it's just because one door is closing, it means the other door is opening, but that door is not quite ready yet. So be okay with this door closing. But that would how I would summarize you. Obviously, please fill in any gaps I may have missed. But I think that that's so refreshing to hear that I think a lot of us can take stock in and learn from you as well.   Dr Robert DiPilla (36:49.806) 100%.   Dr Robert DiPilla (37:05.474) Wow, well, thank you for that. That's, thank you. But for me, right now, I think it's important to, like I said, pass the baton to my other dentist and kind of elevate them as much as possible. And I think if you're in a group practice or if you're in a single practice, sometimes we live on our own little island and you don't know where to do. would...   Kiera Dent (37:10.197) You're welcome.   Dr Robert DiPilla (37:31.66) get a couple of your friends, colleagues, whatever, just go out to a restaurant, hang out and kind of talk your story. Because we're all in it and we all go through the same things. And maybe I'm blessed with mental resiliency, I don't know. I mean, there's a lot of things that are kind of thrown at you. But for me, for my upbringing, mean, things bother me, don't get me wrong, I am human.   But I know that my purpose is stronger than the noise that hear that's behind me. And for me, where am I going to go from here? What's the next 10 years look like? And For me, my legacy and what I want to hear is that when I'm long gone and a patient goes to another dentist and says, hey, who's your other dentist? And I say, well, I went to DiPilla All I want to hear is that, you know what?   Yes, I heard great people. That's all I want to hear. You went to one of the best. That's it. That's all I want to hear. I mean, I that's my legacy is that make sure that we as a group, as a team or organization, we've done the right thing by you and also by the the patients and also our team too. We got to take care of our the team that supports us very,   Kiera Dent (38:54.25) That's beautiful. And I think as you said that I think maybe a takeaway from today would be figure out the legacy that you want to leave. think that that legacy, just did a mastermind group with some people in person and I had them write when they were, you know, I didn't give them an age. I just said, when you're sitting back looking at your life, what do want to feel? What do you want to experience? And what do you want it to be said about you?   And it was crazy because people started making different decisions in that moment because the legacy of who they want to be and what they want to leave behind radically shifts what you're doing today. And I think that that's a beautiful takeaway from today. I have loved our conversation. I thoroughly enjoy you as a human. I think you're just doing a beautiful work, an example of keeping the passion alive in dentistry and doing great things no matter what's going on. any last thoughts you have, how can people connect with you?   Dr Robert DiPilla (39:34.926) Thank you.   Dr Robert DiPilla (39:44.238) I think for anyone guys who have been graduating, this is like the best time to be a dentist. I mean, I'm so excited. mean, the technology is amazing. Things that we used to do before and we can do now, digital workflow, 3D printing, AI, it's amazing. So, for me, I go into work every day. I'm very passionate what we need to do. But for me,   It's time for me to kind of like maybe work maybe in the chair once or twice a week and then work on the business. And that's where I'm more passionate about as well. And then kind of like I said, elevating everybody else. But once again, this has been a real, real pleasure and I can see your passion as well and much, success for yourself.   Kiera Dent (40:28.682) Likewise, thank you so much for joining today, Dr. Tafilla. I hope everybody who's listened takes away a few golden nuggets and gems because I really do believe there was so much value and wisdom in this podcast today. I think that there's so much beauty. love podcasting with people like yourself that are just so optimistic of the future. So thank you for joining us and for all of you listening. Yes.   Dr Robert DiPilla (40:49.816) My pleasure.   Kiera Dent (40:53.78) All of you listening, thank you for joining us. And as always, thanks for listening. I'll catch you next time on the Dental A Team Podcast.  

Today on Wedding Secrets Unveiled!, we're exploring a brand-new topic—dentistry! Looking and feeling your best on your wedding day is a top priority, but for many, their smile can be a source of insecurity. That's why we're joined by the expert Dr. Naomi Goldman of Levy Goldman Dentistry in Peabody, MA. Dr. Goldman shares her top tips—and crucial mistakes to avoid—when preparing your teeth to shine on your big day. Whether you're considering professional or at-home whitening, veneers, or Invisalign, this episode is packed with valuable insights to help you make the best choice for your wedding smile! Please rate, review and subscribe to this podcast wherever you're listening so you never miss an episode. Even better share it with a friend! It's a great way to show your support and let us know what you think. Thank you for listening. To get the full show notes, head to https://sarazarrella.com/2025/03/bridal-dental-care-dos-and-donts/ For more information check out our website at www.sarazarrella.com/podcast Join our Monthly Newsletter for tips, tricks and Freebies! https://sarazarrella.com/newsletter Would love to be friends on the gram at https://www.instagram.com/sarazarrellaphotography/

In this episode of the Thriving Dentist Show, we explore one of the most important—and often overlooked—topics in practice growth: how to increase case acceptance for high-value dentistry. Many dentists are holding back on presenting ideal care due to the fear of rejection or assumptions about what patients can afford. Gary Takacs and Naren Arulrajah break down the psychology behind why dentists hesitate to present ideal treatment and how to create a patient experience that naturally increases acceptance—without feeling like you're “selling.” From photos and websites to new patient calls and follow-up systems, this episode offers practical strategies to grow high-value care while building trust and long-term relationships with your patients. Whether you want to grow your Invisalign, implants, or cosmetic services, this episode will help you take confident steps forward. Listen Now!

Get a beautiful, healthy smile that you're proud to show off with Alpine Dental Health (970-482-1520)! Their Fort Collins practice on East Stuart Street accepts new patients seeking cosmetic treatments like Invisalign, teeth whitening, and veneers. Learn more and book a consultation at: https://alpinedentalhealth.com/ Alpine Dental Health - East Stuart Street City: Fort Collins Address: 1136 E Stuart St Bldg 3, Suite 3140 Website: https://alpinedentalhealth.com/

The most beautiful smiles in Pompano Beach are carefully crafted by Dr. Jaline Boccuzzi (954) 941-4310. Call her to get world-class teeth whitening, porcelain veneers, and Invisalign®. Learn more at https://jbdentistry.com/services/cosmetic-dentistry/ Jaline Boccuzzi, DMD, AAACD, PA / JBDentistry City: Pompano Beach Address: 2122 NE 2nd St Website: https://jbdentistry.com/

Does beauty begin with your teeth? Ready to unlock the ultimate radiance secret? Join us for an eye-opening conversation with Boston-based cosmetic and restorative dentist, Dr. Goldman, owner of Levy Goldman Dentistry. Dr. Goldman dives deep into the transformative power of a healthy, radiant smile.In this episode, you'll discover:Botox Beyond Beauty: How Botox for jaw clenching not only alleviates discomfort but also delivers a side benefit—a naturally slimmer, more contoured face.Veneers & Invisalign: The truth about composite veneers and the magic of Invisalign for a straight, youthful smile even for adults!The Radiance Smile Effect: Why a bright, well-maintained smile can take years off your appearance—and how to achieve it.Prevention is Key: Practical, everyday tips for keeping your smile strong, healthy, and beautiful for the long haul.Dr. Goldman brings a wealth of beauty, lifestyle, and dental health expertise, offering fresh insights and actionable advice that go far beyond the tooth surface. If you're curious about how modern cosmetic dentistry can enhance your natural beauty and boost your confidence, this is an episode you won't want to miss!Tune in now and get ready to smile brighter!Mentioned in the Episode:Instagram - @DrNaomiGoldman Website - LevyGoldmanDentistry.comOral B IO 7-9 Series Electric Toothbrush on AmazonReach Listerine Ultra Clean Floss on AmazonFind Linda & Lisa:⁠⁠⁠⁠⁠⁠⁠Style With Linda Website⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Linda's Self-Guided Color & Style Courses⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Simple Beauty Minerals Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠SimpleBeautyMinerals.com⁠⁠⁠**DISCLOSURE: Hey beautiful! We may be affiliates for some of the products that we recommend on the Podcast. When you purchase those items through our links, we will earn a small commission. You will NEVER pay more when buying a product through our links. Plus, It helps support the Podcast, so we can continue to offer you lots of great free information.

What does it take to build local partnerships that matter and become the go-to dental practice in your community?In this episode of the Ground Marketing Series, we unpack the game-changing strategies practices can use to build meaningful local partnerships that yield lasting results. Rather than pouring resources into passive marketing channels, we explore how becoming an integral part of your community can lead to sustained patient acquisition. From partnerships with schools, gyms, and community centers, we delve into how connecting with organizations that matter to your target audience can establish you as the trusted local dental provider. Schools, with their network of families, present a multitude of opportunities, whether through PTA involvement, educational workshops, or sports team collaborations. Gyms and community centers are also massively valuable, where offering services like free oral health screenings can cultivate trust and lead to steady referrals.You'll hear a captivating case study of a dentist from the Ground Marketing Course who leveraged these strategies with exceptional success, achieving remarkable patient growth and slashing marketing costs. By emphasizing social proof, consistent partner engagement, and maintaining strong relationships, this approach not only brings in new patients but also fortifies your practice's reputation as a community asset.What You'll Learn in This Episode:Techniques for creating impactful partnerships in your community.How schools can serve as a hub for patient acquisition.The importance of value-first strategies in gym partnerships.Ways to leverage community centers for trust and exposure.Tactics for building a robust referral system.Insights from a successful case study in ground marketing.The role of social proof in enhancing reputation.Methods for sustaining long-term partnerships for ongoing growth.Press play to learn how local partnerships can revolutionize your practice and boost patient growth!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Other Mentions and Links:‍Businesses/Brands:PlexCrossFitDymatize ProteinMuscle MilkBig Brother Big Sisters of America‍Software/Tools:Excel‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: All right, we're going to be talking about building local partnerships that matter. So that's the key word here is that matter. Sometimes it's easy to build local partnerships with, other potential businesses or locations that aren't as important as. It should be to you or they really just don't matter.we'll see what I mean by that the episode goes along, but why partnerships? So most dentists rely on passive marketing ads. SEO, social media, but local partnerships allow you to integrate into the daily lives of your target audience. So instead of spending thousands on marketing, you become the community's trusted dental provider by leveraging existing relationships.This isn't just about getting your name out. It's about becoming the go to dentist in your town. That's the goal here, the go to dentist. So we're going to be discussing that throughout this time and how to do that. But like I always mentioned, if you want the scripts, you want the videos, you want the in depth, more of all of this, the templates.And if you want more one on one time with myself and my team. Any questions or concerns with the crowd marketing, then please feel free to join the ground marketing course, we continue to add to that course. It's an amazing course. It's going to be, in the show notes below.There's a link there. It's the first link in the show notes below. So definitely go check it out and just go check out everything you can see inside of the course and check out what everybody else is getting and the results that they're seeing and how it's improving their, practice their community.Let's dive into this, understanding the psychology of local partnerships. Now to truly embed, and that's the key here. You need to understand how and why local decision makers agreed to partnerships. And that's the key. You want to embed yourself into the community, but let's understand how and why local decision makers agree to partnerships. There's three ways. Number one is, people don't promote businesses, they promote relationships.A gym owner won't push your services unless they genuinely like and trust you. A school principal won't let you do a talk unless they see value for their students and parents. And a community director won't recommend you unless you make their job easier. Promote relationships, okay? Remember this principle, the principle of reciprocity.Give before you ask before asking for referrals, offer something of high value, make it feel like a favor. So for example, a gym owner is more likely to refer patients. If you offer something for free to their athletes, first, Or you want to give something where that benefits them first and it doesn't have to be, Hey, we're offering free whining.Would you like free whining? No. It can be, Hey, do you have any business cards? I'd love to give it to our patients. We're doing a health and wellness thing this month and we'd love to have your information in our hygiene kits. That's perfect. They're like, yes, more clients, more business.Yeah. I love to do that. You're offering first and then three positioning, right? Embed, don't sell. Okay. That's how you want to position. Instead of saying, can I promote my practice here, which from this point on, I never want you to do that, right? Can I promote my practice here?No. You want to notice the pain points, right? Hey, I noticed many gym members struggle with teeth grinding, right? I have a lot of patients who come to this gym and they, suffer from teeth grinding and I'd love to help your athletes with some free night guards. Or maybe there's kids in your school that are high risk for cavities and you say, quite a bit of kids come to my practice in this school and they're high in cavities and I'd love to do a, you fun presentation about oral health and nutrition.Or you can say many of your community members may be unaware of oral cancer if you're at a senior home, right? Can I do free screenings at your next health event? Would that be okay? You're making people's job easier. You're showing that you care. There's a principle of reciprocity and you're promoting relationships.So the goal is to position yourself as a valuable asset. Not an advertiser. I want you to get out of the mindset of, Oh my God, I got to promote my practice, I guess, get all these new patients. I got to meet production, get collection, get paid profits. And I want you to position yourself as a valuable asset.Okay. I am an asset to the community, which means my practice is a humongous asset to this community. Let me show them position yourself. And so how are you going to do that as we're going to kind of, scratch the surface on three main things, schools, gyms, and fitness centers, and then community centers.Okay. And then we're going to discuss how to make these partnerships self sustaining. And I'm going to give you a case study, an example of how this worked for a practice member. So. number two right, school is the most powerful and overlooked partnership. Schools are an ultimate hub of families.They have parents, kids, and teachers all in one place, and this is a gold mine for patient acquisition. Many times we go after the kids and we forget about the parents, or we go after the kids and the parents and then we forget about the teachers. We go after the kids, parents, and teachers, and we forget about the staff besides the teachers.I mean, There's a lot of people there, unless you're a pediatric practice, right? But there's a lot of people there who are not your patients who can become your patients. Definitely keep that in mind. Schools already have a health and wellness mandate. If you align with their mission, they will welcome you.Just figure it out. And I'm going to discuss how you can do that right now. And then three, schools have high trust in medical professionals, meaning your practice gains instant credibility. You want to be the go to practice for emergencies. But also the go to practice for whatever comes to top of mind when it's oral or dental related for these teachers, staff, and so forth, the schools.Schools are the ultimate hub of families, understand that. Now, understanding key decision makers in schools. There's a couple. There's the PTA president, they control parents, engagement programs. There's the school nurse, handle student health and make, good referrals. Three, principal, obviously, right?They approve in school partnerships. Four is the athletic director. They manage sports programs. It's perfect for those mouth guard campaigns. And then five, after school program coordinator, right? They organize extracurricular activities. So these are like the five ones. Now, if you want to go above and beyond, contact The school district in your town. to be honest with you. That's what I go for right from the back is I contact the school district. I even go inside the school district facility, where it's just the district pocket up with the people there because they oversee not just one school, right?They oversee multiple schools in the whole district. So, If you get cool with them, you're going to be able to get cool with those other schools, right? school nurse, principal, athletic director, afterschool program coordinator, their boss is. if you're able to contact the school district, get an amazing partnership with them, get them to come to your practice, the people in the district, then everything else pretty much becomes easy peasy from that point on.And in the ground marketing course, I show you how I do that contact the school district. And I give you the script and everything like that, but I also give you the script for you know, the principals and the school nurses, wellness directors, and things like that, because you can do that as well.Cause sometimes the district will tell you, we'll contact the principal and then. They will let you know. But like I said, in the course, there's so much more detail with all of this. I'm kind of just scratching the surface for everything. Cause I want you to get just a bit right now. So those are the people you can contact.They're the key decision makers. Anybody else besides that? You're just talking to someone who thinks they a decision maker, but they're not. And you may get a no from someone who that no doesn't even matter. And so what I mean by that is maybe they may say, no, you cannot come in here. And that was like the administration office.It don't even matter what they say, if the principal says yes, then, all you did was just contact the wrong person and got the wrong answer, which happens so often. So I need you to understand that you have to contact decision makers, not anybody else, not the front office, not the person answering the phones.Reach out to these people. PTA president, school nurse, principal, athletic director, afterschool program coordinator, the district, right? Reach out to them because they will most likely give you a yes. And if they do perfect, but if it's anybody else, they may give you a no, cause they don't know the answer.And now you're just not attempting to go anymore because you talked to the wrong person who doesn't even know what they're doing. So I would hate for that to happen to you. So understand the key decision makers. That's huge. Then the next step is tactics for breaking into schools or like getting into schools.So the PTA approach, the parent network hack, right? You want to attend PTA meetings, introduce yourself as a resource, not a salesperson. Offer a 10 minute talk, right? With free giveaways for kids. Propose a parent education night, examples, you can do a cavities and nutrition, what every parent needs to know, what I like to do is offer something, where every attendee can come to my practice, So offer free whitening coupon, offer something specific where you know they will come into your practice. You can also do the next approach, which is the school nurse connection. This is a referral pipeline. So offer to train the school nurse on dental emergencies. You also want to provide free dental first aid kits that can be like gauze, floss, mouth rinse, referral sheet to your office.Provide these to the schools. I cannot tell you how crucial this is, to getting new patients. Hey, instead of hygiene kits, which you can just break apart a hygiene kit, And then make it into a free dental first aid kit for the school nurses. Hey, here's free dental first aid kits. We'd like to give it to our schools.We want to make sure you guys are stocked and ready to go for this season. Let me know if you need more at any moment. I will come by maybe like in a month or so. you need any more, but also here's the signup sheet to refer, here's also our number and we always can come by like every, month or so to pick up the signup sheet to see if there's any names or numbers or anything like that that gives you like more opportunity to show your face in front of them, but at the same time, more opportunity to drop off free dental first aid kits for the children.And at the same time, it gives you more, of an opportunity to drop off more referral sheets or maybe pick up the referral signup sheet and see the names and numbers. Great. But most likely they will call you and refer you that way, but that's huge. dental first aid kits huge, huge, huge. If you can start doing that today, if you haven't do that with the schools, you want to offer VIP fast pass for urgent student cases, right?Whenever the nurse sees a dental issue, they call your office directly and you can get a same day appointment. So make that a huge thing. Okay. Like, Hey, if you ever have an emergency, here's the same day appointment pass. Okay. Like, Just let us know it's from you. You can also sponsor school events. That's visibility on steroids.I mean, Sports teams, they offer free custom mouth guards. You can do that. Career days, give a talk on what it's like to be a dentist, instant credibility with parents right there. Teacher appreciation provided teacher smile program, maybe discounted whitening or priority scheduling. They always have teacher appreciation.See how you can participate in that. Don't just let that slide make those teachers come to your practice. Be a part of the teacher appreciation program and then offer something specific just for the teachers. That's a humongous gift. And then you can have like library and reading incentives. This happens a lot.I a sponsor of for smiles, challenge kids who read 10 books, get specific goody bag, right? Like a dental hygiene kit just for them with fun stuff in it. And also information about your practice, things like that and so forth. And then you can also do summer camp and afterschool programs.You want to offer a free dental checkup day at summer camps possible. And then you can have school fundraising and referral loops. So you can offer a free dental day where a percentage of proceeds goes to school programs. Create a referral contest where the class with the most referrals wins a pizza party.Make it fun, when you're getting these referrals and you want to have them be a part of it. You can also donate a portion of every referred new patients. First visit fee back to the school as well. That's a huge way to support the school and they're going to continue to refer and so forth.So this is for school. Schools are huge. Gyms and fitness centers. That's the secret to high value patients. Gyms are huge. This is something I started. This was one of my first ever locations I went to ground market to and have yet to stop. It's incredible. They're health conscious people. That value wellness.Many gym goers suffer from teeth grinding or dry mouth and acid erosion from fitness drinks. And then trainers and gym owners are influencers. If they trust you, they will refer their entire client base. So how can you establish that? The gym owner angle, the business partnership play, You want to approach the gym owner, not as a dentist, but as a business owner.Always. They're on the lookout to get clients. You're on the lookout to get patients. So offer a value exchange, right? Go in there, offer free oral health screening days for gym members, discounted whitening for trainers, things like that. What I like to do, honestly, is keep it simple. I just, hey, can I have some of your information?I love to put it in my hygiene kits. And then say, why, maybe you're off, you're doing something that month or you want to partner up with them, They'll be ecstatic. And then at the same time, Hey, by any chance, can I give you guys some of our information as well? Yeah, cool. Awesome. And then drop off a signup sheet for the employees and the trainers there.Hey, this month, we wanted to give you guys just the employees here, this boom. And then from that point on, you're able to do more. Now, like I said, in the course, we dive way deeper in gym. So you can go ahead and check that out and become a member of the ground marketing course there. And then you want to do campaign for athletes.If this is like a specific location, like Plex, that's a gym in Texas. I remember it was just for athletes or any other type of gym. That's just for athletes, like weightlifters and CrossFit athletes. You can provide night guards, yoga practitioners. You can do something where mindfulness and oral health connection, cyclists and runners, hydration and oral health education.This one was huge bodybuilders. acidic protein shakes and enamel damage prevention. Now something we did this is what I think personally will be incredible that you should do on social media. There's a hundred and one protein shakes, a hundred and one, pre workouts, post workouts, intro workouts, all these things.How bad is each of them or how good is each of them for your oral health, How do we take this? Do we take it just with water? Some people just take it straight. I've taken it just straight and then pour water Later on how should this be taken and then rate each of them like make a video for each today, we're checking out.I don't know Diametized protein see how bad it is good it is for your teeth depending on the ingredients and then you're tasting it and then boom Okay, this is not that bad one out of ten. It's gonna be like a four and then you do muscle milk Oh, man, this has arsenic. It has lead has cadmium. Not only is it bad for your oral health, but it's also bad for this.This is a, definitely a one I do not recommend, right? Kind of A thing like that. Make videos like that. Trust me, Nobody's done it yet, So if I were you, if you are into that, this is something I'd attack and I would say, okay, we're going to do this campaign.We're going to do a hundred videos, different proteins. Right. doesn't have to be all in one day. It can be, you know, within year's worth if you want, but. Make sure you, become known as that. And then not only are you niching down on a specific target audience, which is bodybuilders who are people who care about their physique, they care about how they look and things like that.They care about their health, but at the same time, you're helping them prevent an enamel damage. So that's something to think about. And then you can also do sponsorships like at local CrossFit competitions hydration stations at 5k races or marathons, and then exclusive gym membership. You can have the trainer referral incentive.I know this is something we did. Any gym trainer that refers five patients, it's something specific. In our practice, sometimes they wanted a percentage off where they wanted, Invisalign or they even wanted just rewinding. As much as they could, right? And so we would offer that depending on how many they refer.And then eventually they just continue to refer without, getting any type of incentive, which is fantastic. So you can definitely do that. And then you can always participate in their events as well, which they have a lot of events all the time, gyms and fitness centers. So huge, huge, huge. And then, finally would be community centers the trust builder.Now this is just an example, right? There's many locations you can go to gyms corporations, salons, all these things. But. For this episode, I'm just going to be covering, like I said, schools, gyms, and community centers, and then I'm going to give you a case study of someone who attacked these three and the results that they got.finally this community centers and community centers are crucial. They serve families, seniors, low income individuals. I mean, There's a huge patient segment and community centers already have structured health programs, so you can seamlessly integrate. They have established trust. People trust community based recommendations over ads.Michael: Now, the best community partnerships, best hands down is senior centers and retirement homes. I mean, They offer a ton of stuff and there's somebody specifically there who's called the activities coordinator or director who's looking for you to do things for their seniors, for their residents.You can offer free oral cancer screenings. You can host dentures and implant Q& A sessions. You can provide a senior smile program, which is a dental discount for seniors. Your membership program, you can offer a ton of stuff. Best thing to do though, is just do a Q& A session. Once one or two of them start asking questions, the whole room is going to ask questions.And it's just up to you to coordinate it to guide the questions and answer them. And you'll notice a theme of the questions, and then you can create a program tailored just for them. If you would like, so that's something best community partnerships, senior homes, and we have a whole unit on senior centers, independent living facilities, retirement homes.You can even see me in real life doing the strategy, setting up at events, signing up people and so forth, beautiful location. love senior homes. I love working with them. It's fantastic. But like I said, strategies, scripts, templates. Live examples. You can see that in the ground marketing course, doing it there.So that's number one, Senior centers and retirement homes. The next one would be youth centers and afterschool programs, right? Partner with big brother, big sisters. You can offer free checkups, sponsor sports leagues. If you'd like create a smile scholarship for underprivileged kids. So like X dollar amount per new patient goes into a dental fund for them, right?Specific things like that. And so that's going to be it right there, right? Kind of On how you can do that with community centers. So how to make these partnerships self sustaining You want to leverage social proof and community testimonials? So always capture video testimonials from gym owners pta leaders and community members and features success stories on social media And newsletters automate and scale your outreach So use a CRM to track partnerships and follow up quarterly.In the course created for you the ground marketing worksheet. And in there, it's just literally a template. You just download it on Excel and that's it. And you can see exactly how to follow up quarterly or often what you need to write down so forth, because you can lose track if you are not organized.So you want to automate and scale your outreach, track your partnerships, follow up, create a dedicated community liaison role. So assign a team member to manage partnerships. This is what business development is. You're going to see a lot of larger corporations, larger businesses. They have a business development, partner, a business development person in their organization, in their, job who's just dedicated to developing business partnerships. So sign that, and this can be the ground market. in your team and then recurring checkpoints with partners. You want to schedule quarterly check ins with school nurses, gym owners, and community leaders.And then you want to offer new partnership ideas to keep the collaboration fresh, and this comes naturally. So don't overthink it. This is going to come naturally. Every time he's like, Hey, I ran out of hygiene kits or, Hey, I ran out of first aid, dental health kits, or, Hey, I need some more of your business cards.Quarterly check ins happen naturally if it's the right partnership. Okay. So the best marketing doesn't feel like market. When you build partnerships, patients don't need to be sold on your services. They already trust you before they walk through the door. That's what partnerships do. .Now we're going to go into the case study. Now this doctor is a member in the course and she lives in a midsize suburban town and she struggled with slow new patient growth, despite a strong online presence.Instead of pouring more money into ads, she embedded her practice into the community using a strategic partnership approach. It took her a year. Within 12 months, she increased new patient flow, reduced marketing costs, but she built a self sustaining referral system with schools, gyms, and community centers.Here's exactly how she did it. Step one, schools, the long term growth machine. The plan is instead of cold emailing schools, she identified key decision makers and provided value up front. She attended PTA meetings and introduced herself as a community resource, not a business. She connected with school nurses and provided emergency dental first aid kits.She offered a free workshop for teachers about oral health's impact on kids focus. And attendance and the teacher saw that was incredibly valuable. So they wanted the parents to come and then eventually the parents came as well to see that. So that was a workshop that was offered and shown more than once.So that was tactic number one, PTA and school nurse relationship building. Number two was monthly school visits and parent education. She scheduled quarterly classroom visits. She brought fun tooth fairy kits for kindergarteners. She hosted a smile superhero contest for older kids could maintain the best brushing habits.And then she set up a free online dental Q and a for parents hosted on the school's Facebook page. Tactic number three, referral partnerships with school sports teams. She provided custom mouth guards for the local youth soccer and football teams branded with her office's logo. And then she created a VIP referral system.Every student referred by a school nurse or coach got priority scheduling and a free treat, a specific to what they needed. And the results were incredible. Over 400 new patient referrals in the first year, teachers and school staff became loyal patients after she provided an exclusive teacher discount.And the school sports partnerships created a word of mouth effect. Parents saw her logo on their kid's mouth guard cases and so forth. And kids knew who they were. was just amazing how the word of mouth effect happened here. So that was schools.Step two was gym partnerships. Which was a hidden gold mine. The plan was she identified three high end gyms and CrossFit boxes in her area and offered value first tactic. One gym trainer and member benefits. She offered free night guard fittings for trainers who suffer from teeth grinding. She gave each trainer five VIP dental passes worth a hundred dollars each to give to clients experiencing TMJ issues and Want to put a little asterisk here.besides free nightguard fittings. She offered for you teeth whitening So it was one or the other on that for the personal trainers and the gym members. She provided an exclusive fit smile package, teeth whitening, free fluoride treatment, discounted nightguards for heavy grinders, or an asterisk here too.She also offered a discount on cleanings. So that was the fitness smile package it wasn't like a whole type of, Hey, we're doing this as long as you remember, no, it was just, Hey, we're doing this for this summer only kind of a thing. So urgency was created. Tactic 2, gym event sponsorship, so she sponsored a gym hydration challenge, she tied hydration to oral health, she set up a free dental checkup day at the gym, and then she cross promoted her practices blog on the gym's website and social media.So the results were over 50 high value patients from gym trainers and referrals nightguards became a profitable service for her. And Jim started organically promoting her practice because she helped their members.So that was two, and then three was community centers. Instant trust and mass exposure. So she partnered with local senior centers, afterschool programs to gain instant community trust. So tactic one, the senior centers, the hidden patient base, she hosted free oral cancer screening events. She created a senior dental membership plan, right?So she discounted specific services. She became a guest speaker at community wellness talks, covering topics like how oral health affects brain function in seniors and much more. This was fantastic. She continues to do this. Tactic two, low income community dental support. She partnered with a local nonprofit organization to offer low cost cleanings.She created a dental scholarship fund where 10 from every new patient fee went toward helping undeserved kids, and then she hosted a free smile day. So every quarter for families who couldn't afford to care. And this established an incredible powerful reputation. As a dentist who gives back, she was able to obtain over 200 new patients from senior centers and community programs.And she was even featured in local newspapers and community newsletters for her charitable efforts. So that was free publicity. So it was fantastic. So scaling partnership into a self sustaining referral machine. she leveraged all of this through social proof and community testimonials. She filmed short video testimonials, school nurses about her educational talks.Jim trainers about how she helped their clients, senior center directors, praising her community involvement. And she posted these testimonials on social media and her website to reinforce credibility. I mean, You're doing all this work. Might as well go for the ask. Say, Hey, can you record a short 30 second video for me, please?You can even say 15 second video. Can you record a short 15 second video? boom. And then just record a short 15 second video on your phone. Little do you know that 15 second video will be up them talking about you for five minutes. Or three minutes, right? But that's it. That's all you got to say. So leverage it to create a community referral program.So any partner, right? School gym, community center that referred five plus patients got a special sponsorship for their events. So create something like that community centers and schools started reaching out to her instead of the other way around. So instead of her having to reach out to them.They started reaching out to her and three schedule, quarterly check ins with partners. Maintain these personal relationships with school staff, gym owners, and community leaders. Always ask, Hey, what would be most helpful to you right now? How can I help you or how can I help your members or how can I do this?How can I help your residents this quarter? Be specific like that. How can I help you guys this quarter? What are you guys doing? How can I help you? And then see how you can fulfill that need. And then offer new partnership ideas to keep engagement high. This will come naturally all the time.The new partnership ideas. So key takeaways for this is stop relying on hold ads and start embedding your practice into trusted community. Networks who is school gyms and community centers provide built in credibility and trust. If you offer value first three, once partnerships are established, referrals become self sustaining, establish these partnerships for social proof, testimonial from school nurses, gym owners, and community leaders, compounds growth five, less reliance on expensive marketing, more on relationships.will equal long term success. So I hope you understand, right? I'm not saying you need to do these three specific things. if you're a member in the ground marketing course, then you already know that you've done probably gyms. I know for sure you've done senior centers and then at the same time, schools, so you can attack it like that, And then continue to nurture these locations. But this is where her target patients were. And she wanted it. So we kind of extracted that and said, okay, let's look at the three strategies she mainly did and bada bing, bada boom. It's fantastic. So leveraging partnerships is key. The easiest way to grow a dental practice isn't by spending more on marketing.It's by becoming the dentist everyone in the community already trusts before they ever meet you. Always remember that creating these partnerships are huge, and in the ground marketing course, I teach you exactly how to do this. I teach you how to create these pipelines. So referrals are coming to you consistently, okay, for years, not just once in a while, but they're coming consistently and they're compounding.So then you just depend on, I need to nurture this relationship, or I just need to continue what I'm doing and the way I'm working and being fantastic. Because now they're referring to me, my referrals are referring other people. And that happens all the time. So you want to continue to build local partnerships that matter. And if you want more information on this, not just information, but strategies, you want to learn exactly how to do this, get the exact results or better. And at the same time, build partnerships with all your schools and your community, partnerships with all the gyms and fitness centers, partnerships with all the senior centers.You want to be a part of their events. You want to be a part of their. Specific health fairs, things like that. You want to create incredible referral systems and partnerships. I teach you all that in the ground marketing course. I give you the scripts, I give you the templates, I give you the examples, the lives, everything.And at the same time, you're able to talk with me more one on one. In the ground marketing course. So that's going to be in the show notes below. It's the first link in the show notes below. I welcome you to join. Please join especially if you want to see these results. And at the same time, I'm excited for you.I'm excited to see you in the ground marketing course. So go ahead and do that. It's going to be the first link in the show notes below in the next episode, we're going to be discussing mastering your ground marketing pitch. So this is how you make sure you get your foot in the door securely and effectively. So thank you so much for tuning in. I'll talk to you in the next episode.‍

Train Tracks or Invisalign - looking like the amazing Lana is going to get them!

Welcome to the Casa, Gerrit!Gerrit Cole is one of the most dominant pitchers in baseball today. A former #1 overall draft pick in 2011 by the Pittsburgh Pirates, Cole has built an incredible career, making multiple All-Star appearances and winning the 2023 American League Cy Young Award. Since joining the Yankees in 2020, he has solidified himself as the team's ace, leading the rotation with overpowering strikeouts and masterful command. Gerrit joins the show to talk all things  @yankees including the new #beard policy, the #worldseries, #justinverlander #aaronjudge #ucla and more.▬ Contents of this video  ▬▬▬▬▬▬▬▬▬▬00:00 - A Message From Our Sponsor00:39 - Welcome to the Casa, Gerrit00:50 - Yankees Change Beard Policy01:28 - Yankee Hair Policy03:08 - Did Beard Policy Effect Player Signing?07:08 - 2025 Expectations 08:20 - Heartbeat Of The Team10:15 - UCLA 16:55 - Cole Contract19:20 - Leaving Pittsburgh20:40 - Gerrit Talks Paul Skenes23:00 - Cy Young Chase24:21 - Aaron's HR Record25:19 - Verlander's Cy Young27:25 - I'm Still Hungry30:52 - Demo Den With Gerrit Cole32:00 - Pitching Sequence & Scenarios 40:00 - Controlling The Sweeper42:48 - Gerrit Cole Vs. Joey VottoThe Casa De Klub Podcast is hosted by 2x Cy Young Award winner Corey Kluber and former Arizona Wildcat Tyler Casagrande. They welcome professional athletes onto the show to share their perspective of their journey and the game they love, all while giving fans an inside access to authenticity.The Casa De Klub Podcast is brought to you by Invisalign, the #1 clear aligner and braces alternative in the world! For more, check out www.invisalign.comFollow us on all channels:Instagram: https://www.instagram.com/casadeklubTikTok: https://www.tiktok.com/@casadeklubX: https://x.com/casadeklubSpotify: https://open.spotify.com/show/3NtrXW4uY9wfaPo89NzFEcApple: https://podcasts.apple.com/us/podcast/the-casa-de-klub-podcast/id1752566379Show Production by: @2NDNTRSports

Jason's getting Invisalign. Andrea's diving into writing. Our daughter just got a new horse named… Namaste. Yep. It's a lot.

Are you reaching the right audience or casting your patient net too wide?In this episode of the Ground Marketing Series, we unravel the secrets behind targeting the perfect patient audience to boost the success of your marketing strategies. We dive deep into the art of identifying and defining your ideal patient personas by analyzing demographic and behavioral data. By honing in on specific patient groups, you'll uncover the psychological and behavioral dynamics that drive patient decisions, enabling you to make smarter, data-driven marketing moves.We'll walk you through practical methods to analyze your existing patient base and research local demographics, crafting marketing strategies that meet your patients where they are. Learn how to naturally engage your target audience in places they frequent, utilizing pre-visit strategies, impactful initial interactions, and persistent follow-ups. To cap it all off, discover the power of forming local partnerships and nurturing community relationships for long-term success. Embarking on this detailed guide, you'll be equipped to create a strategic ground marketing plan that resonates with your ideal patients, laying the groundwork for sustainable growth.What You'll Learn in This Episode:Crafting a detailed profile of your ideal patient persona.Utilizing demographic and behavioral data for marketing plans.Targeting patient groups using psychological and behavioral insights.Analyzing current patient data and local demographic trends.Engaging with patients in their natural gathering spots.Developing a systematic and structured approach to ground marketing.Building robust local partnerships within the community.Tune in to discover how to transform your practice's marketing strategy with precision and insight!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍You can reach out to Michael here:Email: michael@thedentalmarketer.site‍Other Mentions and Links:‍Podcast Episodes:313: Dr. Tyler Brady | How to Use "Influencer Marketing" to Attract New Patients & Grow Your Practice FAST! – The Dental Marketer PodcastBusinesses/Brands:
Invisalign
Amazon
CrossFit24 Hour Fitness
LA Fitness
HyattMarriottPeople:
Dr. Tyler Brady
Groups:Rotary Club
U.S. Chamber of CommerceData Collection:U.S. Census DataFacebook Groups‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: Alright, we're going to be discussing identifying your target. Now, this is huge how to pinpoint and approach your ideal patients through ground marketing. So right now, if you're thinking, man, I hear this all the time, I need to find my target audience. I need to know my ideal patients. Maybe sometimes you're thinking like, I just want any patient, but no, you gotta get specific here. Niche down. And you do have an ideal patient in your mind, right? Maybe you're an existing practice in your favorite patients. Those are your ideal patients. If you don't have a practice yet and you're in the opening startup phase Who you've worked with in the past as an associate and your favorite patients, whoever they were, those are ideal patients, right? Obviously it's going to evolve within time. You're going to get more niched down and more specific, which is going to be perfect. Because you're going to be able to target that audience. So why targeting matters in ground marketing. So ground marketing is not about reaching the most people. It's about reaching the right people without precise targeting. Efforts are wasted on audiences who are unlikely to convert into loyal patients. So identifying your ideal patients ensures. That your marketing is efficient, high converting and relationship driven. That's, what's going to be most important, right? You want it to be efficient. Obviously you want it to convert as high as possible, but relationship driven these offers or these other things, they can be easily broken, right? you can cut ties quickly. But once that relationship thickens and thickens more, it's harder to cut because it's a relationship. And that's what you want. You want these ideal patients, all of them to be relationship driven, unlike digital marketing, where you can segment audiences with online analytics, ground marketing relies on behavioral. Demographic and psychological factors to pinpoint ideal patient groups. And in previous episode, we discuss the psychology behind it. Brown marketing. Now the science behind patient behavior and decision making, if we understand how people make healthcare decisions, it's going to help us tailor our approach. So I want to give you some key psychological factors that drive patient choices. And these are things you need to keep in mind whenever you're out ground marketing, or just in general, whenever you're doing any type of marketing. Okay. It's four things, And number one, this is a huge one, proximity and convenience. People providers within a 10 to 15 minute radius from home or work. So a solution for this. Is you want to focus on high foot traffic areas near your practice, grocery stores, schools, gyms, coffee shops, anything in that area, in that radius, you want to focus on and there's a, module in the ground marketing course under the existing patient analysis. The EPA module or the EPA unit, we discussed this in depth. We dive a lot deeper on the exact radius you should be looking at for your practice. that's number one, proximity and convenience is trust and social proof. So patients choose providers recommended by friends, family, or familiar community figures, right? The solution for this would be leveraged word of mouth referrals and local partnerships to build credibility. So your favorite patients right now, the ones who talk you up, make sure they are consistently talking you up, but you want to turn them into ambassadors who can turn other potential patients into ambassadors. You want to keep this going. That's going to be social proof and you want to build trust as well. That builds a lot of trust. As we know, that's the strongest form of marketing, which is referrals, word of mouth. So that's what you want to do. You want to leverage word of mouth referrals and local partnerships to build your credibility. That's two trust and social proof. Three is immediate need versus preventative mindset. Now, some patients seek urgent solutions maybe they have tooth pain, emergencies right, things like that. Then others prioritize long term dental health, so Invisalign, cosmetic work, etc. Your solution for this is segment patients based on need and customize your approach accordingly. If you're going for emergency patients, That's what we're going to start targeting. Emergency locations, clinics, urgent cares, specific locations. If you're looking for long term, preventative, think of cosmetic, right? Or full mouth reconstruction or something else. Misalign, implants. That's where you want to start targeting. Start thinking of where that demographic probably would be. That coupled with trust and social proof and then proximity and convenience. Now we're targeting, right? We're niching down. And finally is financial concerns and insurance acceptance. So many patients choose a practice based on insurance coverage or affordability. This is not new to you. You know this. You get a call maybe a couple times a day saying, Does my insurance cover this? many patients choose a practice based on that. So the solution is Highlight flexible payment options and insurance acceptance in your marketing, and we're going to dive deeper into this. And in the ground marketing course, there's a whole section on this, on how to verbalize or enhance your vocabulary. So. You know how to respond when people ask questions like, do you accept my insurance or how much does this cost? And so forth. So identify which psychological driver fits each audience and tailor your messaging accordingly. Okay. So little do you know right now, your marketing message is tailored to a specific target audience. Is it the target audience that you want? Based on these four things, number one, remember proximity and convenience to trust and social proof three immediate need versus preventative mindset and for financial concerns and insurance and acceptance based on those four things, who do you think your marketing messaging is targeting right now? so we're going to niche down if it's the right people, perfect. We're going to continue to do that. If it's not, we need to adjust. And make sure you want to niche down to your ideal patients, who you want to continue to see forever, if you could. So now that we got that down, number one, the science behind patient behavior and decision making. We understand how the patients are going to be making decisions. Now we want to define your ideal patient persona. So a patient persona is a detailed profile of your target patient. You want to consider the demographics, behaviors, and pain points. So the steps to create an ideal patient persona, and here's where you probably want to take out your pen and paper write this down, right? And start analyzing and start defining your ideal patient persona. So step one, analyze your current patient base. Who are your most loyal and high value patients? Write that down. What age group, income level, and insurance plans do they have? Write that down. Group them. What common concerns bring them to your practice? Write that down. Okay. That's going to be huge. This is probably the biggest thing ever, because let's just say you have lot of patients, right? And you're writing it down, you're like, your most loyal and high value patients is let's say Bob and Barbara. I love them. What age group are they? Oh, they're ones in the thirties, ones in their fifties. Okay, income level. Oh, I see the income level is common. It's in the 100k to And they do have insurance too. They have PPOs. Okay, cool. Awesome. What common concerns bring them to your practice? Well, They both had initially, you know, pain or maybe they moved and then they wanted to see a new dentist. Or something, or they just had, concerns or they wanted cosmetic work done. Now you're starting to niche down, okay, where do they work? What income level? Where is their HOA? Or where do they live? And what type of apartments at the same time, wherever their hobbies are, what are they doing? Things like that, right? You're starting to live around their life. That's how you're analyzing your current patient base. Once you live around their life, they go to these grocery stores, they go here, they go here. Now we're starting to niche down. Let's focus on those locations to ground market too. So step one, most important step, analyze your current patient base. Step two, you want to research your local demographics. You can use your U. S. census data, city planning sites, or my favorite is local Facebook groups to gather insights. Just go to the Facebook group in your community. There's probably five or more. And then they even niche down on that. There's mom groups, there's athletic ones, there's ones who love recipes and stuff like that. And just in your community, niche down on that and be a part of those Facebook groups, and you're able to gain some insights on that. What are people talking about? Even if you just type in the search bar, dentist. You're able to gain a lot of insight on that. What's their concerns? What are they looking for? And things like that. And then you want to identify major age groups, household incomes, education levels, and common employment types. Always do that. Every single one of your patients, you should be able to know where they work at what type of obviously insurance they provide, but at the same time, what I recommend and in the course, we recommend this all the time. And we teach you, we give you the scripts on exactly what you should say and how to do this. So that you can get into these patients who let's just say, Oh my God, you work at the Amazon fulfillment center. It's a corporation of 000 employees or a hundred employees. And you would love to have them as your patients because their insurance is great. Yeah, we give you the script on how to ask that patient who's already a patient of yours, how you can dive deeper into their place of employment, who do you need to contact, things like that in order to go inside of the corporation become one of their main providers. So you definitely want to be asking these questions to all your existing patients already, but at the same time, this is something you want to sit down and start identifying yourself, the age groups, household incomes of your ideal patients, the education levels, common employment types, things like that. So that's step two, research local demographics. And the way you can do that is by going to Facebook groups, but us census data and city planning sites are good to Facebook groups, you're able to get a little bit more insight, casual conversations, which is what's on their mind at that time. And identify a lot of the insights that you're trying to get. So step three would be identify their pain points and decision making triggers. And this is where the Facebook groups come in pretty handy. You can see the insights. You can see what people are saying, but do they struggle with dental anxiety, busy schedules, cost concerns? Are they parents seeking pediatric care? Are they young professionals considering Invisalign? Look into this. Okay. So you want to do three things on step number two, which is number one, analyze your current patient base, who are your most loyal and high value patients, age group, income level. Step two, research local demographics. U. S. Census data, local Facebook groups, right? Three, identify their pain points and decision making triggers. Remember, we discussed what four decision making triggers are. So identify them. Identify their pain points. What are they? And then we niche down. An example of this is right here. And if you're listening to this on the podcast, great, wonderful. But when you can, look at the video version of it because this is where I'm showing you right now the examples of the patient persona. So let's just say persona number one, the busy parent, which is ideal for pediatric and family dentistry. Their ages is 30 to 45. Their lifestyle is full time working parent and their kids are aged from four to 12 pain points would be lack of time and concerned about their children's health, their dental health. So your marketing approach is this. You want to offer a convenient evening or weekend appointments partner with local daycares and schools for easy referrals. And provide family discounts, if you would like, or bundled appointments. Okay. That would be how that would look if you're dealing with a busy parent. Persona number two, the aesthetic driven young professional. They would be ideal for a cosmetic or ortho services. This is a young professional. there between the ages of 25 to 40, their lifestyle, their career oriented, active on social media, and willing to invest in appearance, their pain points. Is they want straight white teeth, but they fear high costs. So your marketing approach would be you offer interest free financing and small makeovers. Just offer the interest free rate financing, offer something bundled up. That's beautiful. A lot of the times we like to show them the big ticket price and say, Hey, this is all the discounts we're giving you. You don't need to do all that. You can just say, you're going to get this at the monthly rate. That's it. you're being efficient with your time, short, sweet, to the point brevity. And at the same time, it's appreciated by them. They're like, Oh man, I can do that. That's as much as like a gym membership or a CrossFit membership. You want to partner with gyms, salons, or coffee shops where they frequent. And you want to provide a before and after transformation and influencer collaborations. And in the course we discuss on how you can do that and influencer collaborations. And in the podcast, we discussed that if you want to type in the search bar on our website the dental marketer. org, you can type in Tyler Brady, he discusses quite a bit on how to do influencer marketing and collaborations. But that's what you want to do. You want to provide before and after transformations big time. one thing I recommend is you want to create two to three personas and align your outreach strategies accordingly. So your ideal patient doesn't mean it has to be one specific persona and one specific ideal patient and that's it. You can have multiple. and I challenge you to have three ideal patients. So one could be the busy parent, the other one can be the aesthetic driven young professional, and then the other one can be like The retired senior who is living it up in the community center, right? And you can go from there. So that's going to be step number two. So to recap, step number one is the science behind patient behavior and decision making. Two is defining your ideal patient persona, which we just did. Three is now locating and approaching your ideal patients. once you've identified your ideal audience, the next step is finding where they gather and crafting their perfect approach. You want to craft your perfect approach. So where to find different patient groups in your community. Now you can make a list and put top left patient type in the middle, where to find them and then on the right best approach. if you want, you can look at my, screen and I have that right here. So the patient type is parent with young kids. You can find them in schools, daycares, pediatrician offices, kids, sports events, ice cream shops specific gyms, just for children, like jamboree and things like that, et cetera. And your best approach could be, you can offer a free comprehensive exam. You can offer something as like a free consultation. You can have signup sheets for parents. You can offer, Hey, come in your first visit a tour for free, right? You can create an event just for the parents to tour everything, do something amazing for the children. That would be your best approach. Patient type. Young professionals, where to find them, gyms, coworking spaces, networking events, coffee shops. You want to go to specific events. If you're looking at the chamber of commerce on the calendar, you can see specific events that people are a part of your community throws specific things for them. A lot of apartment complexes, humongous apartment complexes, throw events every single month for people like a wine and cheese type of thing or anything like that. You can be a part of that. And honestly, your best approach is promoting teeth whitening. That has been incredible. Promoting teeth whitening, or if you want Invisalign specials as well. Patient type, seniors and retirees. You want to go to community centers, senior health centers things like that. And you want to offer specific things, right? Mainly what we've seen is they have a lot of questions specifically. About not just insurance, but what's covered, what's not, they will have insurance questions. And so we will dive much deeper, maybe multiple episodes on seniors it's an incredible patient base we forget sometimes that, they're the ones who are learning the quickest, the internet, and they're using it the most. And at the same time, they are excited to receive emails and so much more. So if you're at senior events, senior centers, and things like that, independent living facilities, all you really have to do at those. When you're speaking to them, if you're doing like a booth and a luncheon or anything like that, it's just answer questions and they will sign up and they will be a part of it and they will get their families to go to, so you can do free oral health workshops at these facilities. You can do implant consultations and things like that. But I'd go with, just wanting to answer questions and then you can. Understand the feel of the group and be like, okay, this is what they want. We're going to offer that, or maybe they don't want anything. They just need work done. And then you want someone to finally answer their questions. So anyways, we're going to dive deeper on seniors and later episode, emergency patients, right? You want to go to urgent cares, clinics, pain management centers. That's where you can find them and then provide specific emergency things, right? You want to partner with pharmacists, let them know, talk to them, partner with urgent cares, partner with hospitals, small clinics, things like that. Give them specific flyers if you want on the services and how you're available, what you can do, things like that. And then patient type corporate employees. You want to do HR departments, lunch and learn sessions, offices, offer insurance maximization workshops. You want to dumb it down to them, literally to where you can explain it to a third grader. That's how you want to look at it. And then you want them to be able to explain it to an actual third grader. That way, you know, that they understand the more you can educate them like that, the better, especially with corporate employees, because they have a ton of work. They're doing a lot and they just want, Hey, did I maximize it? Did I do everything I could? At the same time, I know a lot of members in the course, they do have onsite dental screenings, or they actually will go to these corporations and work on them. They have these mobile units that they can just go and do cleanings there. That is huge and helps them out a lot. And the companies absolutely love that because more time there is better for the corporation than, you know, less time out and about. Scheduling and then having be out, So if you can offer that, that's awesome. like I said, we dive deeper into that as well in the course. Now, you want to strategically choose locations where patients already gather rather than trying to bring them to you. Okay? So if they're already there, strategically choose that location. I'll give you an example. There's a pretty big hotel. Let's just give a name, right? Let us say the Hyatt or Marriott or something like that. Right. And they have quite a bit of employees and instead of you trying to go after, Oh, Hey, me go just for the front office. Hey, let me go for the maintenance, signatures, housekeeping. They actually have team meetings early in the morning, monthly team meetings. And believe it or not, they will allow you to come in, set up your booth and have speaking time. that meeting with everyone watching you. And so that's your time, And that is a good example of you're choosing a location that offers insurance, that offers good benefits to their employees and things like that. And. You're choosing locations where patients are already gathered, rather than you're trying to bring them to you individually and just handing out your flyers, you're being strategic, right? And then one of the last is number four, creating a targeted ground marketing approach plan. So now that you know who you're targeting and where to find them, let's just say it's the mother, right? With the kids or it's the young professional. Now you know where to find them. You need a systematized approach. Okay. So there is a pre visit strategy. You want to establish credibility first, right? You can either do that by connecting on LinkedIn or local business networks before showing up. That's why sometimes I do recommend joining the chamber of commerce or the rotary club, but it's not necessary in the course. We teach you how to, be a part of the chamber of commerce and other events without actually joining the chamber of commerce. So you don't have to pay that fee, it does help. if you are. Because you're able to be a part of specific networking events. Now that's one thing you can do. You can also send an email or letter of introduction of your practice before visiting businesses. This works sometimes. I have yet to do this, but I added this in here in this episode because I know some of the members do it. For specific corporations and it's helped out tremendously. So go ahead and do that if you like. I know it's specific corporations. we actually in the course we give you the template. We give you the whole script on what to say in the email and then boom, you can just put your name and send it. But like I said can do that or can find a common contact who can introduce you, right? Mutual connections. That is the best thing. That is what I normally do find a common contact, mutual connections, and that equals trust, right? You call the location. Hey, one of your patients just came into our practice and, you know, I had a couple of questions and. They are like Cause you're calling the HR department. Is everything okay? What, What happened with that person? Oh, no, they're just saying how much they love it there. They love you. And we love them as a patient as well. And I was just wondering, is there any way we can kind of, offer more specific benefits and special offers for the employees there? mean, We love you guys. We love employees that you have. And boom, you're able to get in there, right? And offer more. But that is because you have a common contact who can introduce you. Technically, the person didn't even introduce you. You just have a common contact. And that's what I utilize. I'm just like, hey, you work at this location? Perfect. Is it okay if I call the HR department or, you know what I mean? And let them know. And nine times out of ten, the patient who's already an existing patient will tell you sure, you can go ahead. I mean, I have nothing to do with it. And then just go ahead and call. And then you're able to get in. So perfect. That's a pre visit strategy, right? And then the perfect first interaction you want to approach without being salesy. So that's A. A is the pre visit strategy. B is the perfect first interaction. You want to keep it casual and conversational, not sales pitchy. I can't express to you how important this is. Keeping it casual, Almost like you're talking to a friend. Not overly casual, but casual in the sense of you're now walking in there with everything in your hand and you're not on the phone call. like you're reading something from a script, although you might be reading something from a script. You just want to keep it casual, offer something of value up front, And then use social proof. You know, We worked with other businesses and we've helped their employees and patients. We would love to support your team too. You can use social proof in the sense of, you know what, every month we partner with a fitness facility. And this month we would love to partner with you guys. We saw incredible results for our patients the employees or the clients or the members in. 24 hour fitness. And we really wanted to partner up with LA fitness now, because that's just been a request and you have something every month that we can be a part of? boom, they're going to say, yeah, we do. We have something that you can be a part of. Wonderful. How does this work? And then you can continue with them. Never start with. And this is a humongous pro tip and you hear this all the time and you've probably done this, I've done this So never start with, Hey, we'd love it if you send referrals our way. So you're going in, dropping off flyers to the perfect location that you want your ideal patient to come from. And you're like, hi, I'm the new dentist down the street. We'd love it if you send referrals our way. That does nothing. Maybe one in a million times it might get you a referral here and there, but that's it, just know as you're the person who's asking for something. So start by offering something first. And then see follow up system. I cannot tell you how important following up is. And I discussed this in the previous episode. I mentioned this is probably where you either gain or lose the most potential patients, new potential patients. Most people won't book immediately. They need reminders and touch points. So you want to immediately follow up same day, send a personalized message, thanking them for their time. Everybody you meet at an event, you just dropped off something, you introduced yourself in the sense of you're going to go be a part of their event. You dropped off a signup sheet. just follow up immediately that same day. more than likely the person you spoke with is not one of your patients already and they can become your patient. Step two, you want to do a three day follow up, right? Provide a quick reminder about the offer, the benefits. And then you also want to follow up again with that. If they haven't booked, want to offer a limited incentive. month our free whining is ending, and I noticed there's only five more days left, or we have five free whining sessions left. We'd love to save one for you, things like that. Right. And we're going to dive so much deeper, multiple episodes on how to follow up specifically. But in the ground marketing course, I give you the breakdown, I give you the scripts. I give you templates, everything on exactly how to follow up, how many days you should wait, how many months, if so. And what to do and what to say in each of them, but remember 80 percent of conversions happen after five to seven touch points. So keep nurturing leads, always keep nurturing leads. So a final thoughts you want to have a targeted strategic ground marketing plan, That is the key to success. So a step by step summary for success. And in this episode is number one, you want to understand patient behavior, identify what drives decision making and we discussed that right. Convenience, cost trust, create clear patient personas, define who you want to attract, and then define their pain points. Get those two crystal clear. Three, locate the right places. Be where your target audience naturally gathers, but be there consistently. Don't just be there one time and that's it. Be there as much as you can for as long as you can. Locate the right places. Four, use a systematic approach. Have a pre visit strategy, an engaging first interaction. And a structured follow up. So when ground marketing is done strategically, it builds sustainable, high value patient pipelines without relying on expensive ads. Identifying your audience is the most critical step to making your efforts pay off. So that's what you want to do. First and foremost. Okay. So thank you so much for tuning into this episode. I hope it helps. I'm excited to see you continue to skyrocket on your ground marketing journey. If you have any questions or concerns, please feel free to reach out You can email me, you can find me at Michael at the dental marketer dot site. That's the email. Or you can just go on the website, the dental marketer. org and fill out. One of those follow up forms, but the best way to reach out to me is if you are part of the ground marketing course, which I'm going to put a link to it in the show notes below, it's going to be the first link in the show notes below. I mean, We have live office hours like this. You're able to engage with me, talk with me. It's like a mastermind session. At the same time in there, you're able to see all the strategies, all the scripts, all the templates, all the workshops. You even see real life examples of me. I hide the camera or I'm on the phone. Doing these strategies and you're able to see it work in real time, exactly how it's supposed to be. so definitely join the ground marketing course. I'd love to see you in there. I'd love for you to be a part of it so you can start attracting new patients, but at the same time, become the go to practice in your community and build these incredible local partnerships And that's what we're going to be discussing in the next episode, building local partnerships that matter. So thank you so much. And I'll talk to you soon.

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Welcome to the very first episode of Annie Knight Unhinged! Annie kicks things off with a wild recap of what she got up to over the summer—expect juicy stories, unexpected twists, and plenty of unfiltered moments. She dives straight into her 2025 challenge: sleeping with virgins. She spills all the details on how it’s going so far, the highs, the awkward encounters, and what she’s learned along the way. For this debut episode, Annie is joined by blonde bombshell Millie Hannah! Millie opens up about her journey—growing up, stepping into the world of OnlyFans, dealing with online hate, and what it’s really like to date as an OF creator. She also shares the craziest request she’s ever received, how she handles negativity, and what’s next for her. Recorded and edited by Poly Studios. If you enjoyed this first episode, don’t forget to hit ‘follow’ on Apple and Spotify! Leave a rating and review to share your thoughts, and if there’s anything you’d love to hear next, send a DM or email through the links below! Socials: Instagram: @annieknght.unhinged TikTok: @annieknight.unhingedSee omnystudio.com/listener for privacy information.

Can simply showing up in your community drive a successful marketing strategy, or is there a deeper game in play?In this episode of the Ground Marketing Series, we're exploring the fundamental tools and strategies that translate presence into meaningful growth. Contrary to the notion that just "showing up" is enough, I'm uncovering the structured, systematic approaches crucial for relationship-building and impactful outreach. I'm sharing insights into the key psychological principles that form the backbone of effective marketing—such as the law of familiarity, reciprocity, social proof, commitment, and consistency—ensuring long-term success and a steady influx of new patients.The toolkits we dive into provide a roadmap to a seamless ground marketing campaign. From the Relationship Building Toolkit, packed with business partnership essentials, to the Mobile Marketing Toolkit, which equips your team with visually impactful portable branding and lead collection tools, every element is crafted to maximize engagement. Additionally, the Content and Messaging Toolkit empowers practices to maintain consistent and appealing communication. We'll also explore systemizing processes for scaling efficiently, highlighting strategies like automated follow-ups and comprehensive team training programs.What You'll Learn in This Episode:The role of psychological principles in building sustainable marketing strategies.Essential components of a Relationship Building Toolkit.How a Mobile Marketing Toolkit can amplify your outreach efforts.Key elements of effective content and messaging for dental practices.Techniques for systemizing and scaling your marketing campaigns.The benefits of automated follow-ups and consistent team training.Tune in now to discover the foundational pillars of ground marketing and your outreach efforts!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Other Mentions and Links:‍Products:My Top Tools For Ground Marketing At EventsiPad‍Customer Relationship Managers:HubSpotPipedrive‍Communities:Dentaltown‍Businesses:Trader Joe's‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: All right, we're going to be discussing setting up for success, the ground marketing foundations.this is the essential tools and resources to get started. So now we're getting more tangible, right? The tools that you're going to need. Now, ground marketing is not just about showing up. It requires a structured strategy, the right tools and a systematized approach to maximize results.So throw everything out in case you thought I can just show up to a business and introduce myself and that's ground marketing. Nope, that is not ground marketing. You need a structured strategy. You need the right tools and you need a systematized approach to make sure you are effective. Now, I'm going to break down the fundamental components needed to set up a high performing ground marketing framework that ensures consistency, scalability, and long term success.Okay?Now remember, to start off, the thing you need to keep in mind is the core mindset. for ground marketing as a long term system. Now here's the thing. Many practices fail at ground marketing because they treat it as a one time promotional tactic instead of repeatable system, okay?The key to long term success is consistency, relationship building, and proper execution. Remember the psychological principles that will ensure this success. It's number one, the law of familiarity. People trust what they see repeatedly and ground marketing must be ongoing, not a one time event to the principle of reciprocity, give value first, and people will feel inclined to reciprocate.Three, the social proof effect. When people see others engaging with your brand, they assume it's reputable and worth their time. And for the commitment and consistency rule, small commitments. Increase the likelihood of larger commitments. So make sure you have those four psychological principles always in mind.Now they have to consistently see you. Ground marketing must be ongoing. And honestly, that's probably already what's going to separate you from all your other competitors, all the other practices, DSOs, prior practices in your area, especially if you're in a, saturated location, this alone, the law of familiarity will separate you if you're consistent.Here's a pro tip. Ground marketing must be a structured, trackable system, not random outreach. As soon as it starts feeling random, something is out of place. It has to be trackable and it has to be structured always. So that's why I say, throw that mindset away where you're like, I'm going to go out and ground market.We're in a busy shopping strip and there's a bunch of stuff. And I'm just going to go out there and hand out my cards and give donuts. And no, no, that's not trackable. That's not even a system. That's not structured. You're just going out there and in our treats I mean, You could do that if you want, and it might work here and there, but it's not a system.Build processes that are easy to follow and repeatable for your team. And that's what I'm going to give you right now. Okay? You're going to build a process that's easy to follow and it's repeatable for your team. And obviously, if you're in the ground marketing course, then you know how to do this and I provide you a template and everything like that.That's what you want to do. So number two for this episode is essential tools for ground marketing success. And here's the tools, right? A relationship building toolkit. This is going to be your toolkit to connecting with key community influencers. So to build strong partnerships, you need tools that help you establish report and credibility with local businesses, schools, mainly the school districts, Or the principals and specific organizations or corporations, HR services, things like that. human resources. The people who are in charge of logistics centers. If it's a warehouse, all these things, right? You're going to need number one, a business partnership kit, What can be involved in this kid is a, customized welcome packet, It's a practice intro letter. Maybe your specific business card, a small gift, testimonial sheets, that's in the welcome packet, customized. the second thing that it can have is a co branded flyer, and that can offer an exclusive discount for employees or the customers there, okay? It has to be an exclusive discount for them.And then three, it can be a sign up sheet for employees to schedule appointments directly at the workplace. it can be a glorified signup sheet, right? Just your practice name, the incentive you want to give and the name number, best time to reach you at, or text or call or whatever like that, right?Circle one. And that signup sheet is for the employees. That's going to guarantee you your second visit there. Although the co branded flyers will also guarantee you the second date too, as well. And what I mean by that is let's just say you're going to an apartment complex You're talking to the property management in the front. It might be like the manager, maybe you're talking to all three or four or ten of them, whoever, right? So you're going to give them a customized welcome packet, right? For their move ins. You're going to give them the sign up sheet for them. And then the flyers for the people there, right? Or at the event the apartment complexes have event all the time.So maybe you have flyers that you want to give out or welcome packets. You never want to give out a hundred of them. You never want to give out 50 of them, even if they have a thousand residents, a thousand employees, a thousand, whatever, just give out 10 for now, 15 for now. And then you're able to come back in a couple of days, or even come back in a month and say, Hey, we wanted to drop off some more flyers.Can I have some of your information as well? Right. Or, Hey, we want to drop off more flyers. Do you guys need more? What is the deal? And at the same time you can look at the signup sheet. So you have two reasons for this second date to see them again. It can either be the flyer like that, how I mentioned, or you can come back and pick up the actual signup sheet and, start calling people.that's always the best thing. You want to come back and pick up the signup sheet. But anyways, I digress, that's going to be in another episode. Business Partnership Kit. It should have a customized welcome packet, Your intro letter, business card, small gift and testimonial sheet, or if you want, right?Two is a co branded flyer offering exclusive discounts for the employees or the customers. If it's like a small amount of customers, right? For example, let's just say you're going to a Gymboree or a pediatric. Location. I don't know. Medical location specifically, like those customers never like to a customers, if you're going to a Trader Joe's or something like that, because that's not,their job is not to promote you. Their job is to do their job. And so that would be more for, if you're going to create a co branded flyer with an exclusive discount for the customer. And that would be more for a smaller location, like a pediatrician office, a Gymboree, a medical location, something specific, So a co branded flyer offering an exclusive discount for the employees primarily, and then a signup sheet for employees to schedule appointments directly at the workplace that's in your business Next thing is your networking and relationship log. This is huge.This I talk about, and I have a whole unit on this on the ground marketing course, but you want to track your interactions, track your followups and key contacts. This is simple guys. It's as simple as creating a Google sheet or having a CRM like HubSpot or PipeDrive to track. You want to track their contact name and business, the date of the initial outreach.Your follow up reminders and then notes on past conversations. There's never not enough information. You can put in there, put as much information on your notes, on the past conversations, your follow up reminders here is something I want to tell you. That's huge. the biggest mistake in ground marketing is failing to follow up.Relationships take multiple touch points before they yield results. I cannot tell you how many times people fail to follow up and that's the hole. That's the big hole. Where a lot of your effort will go to waste if you fail to follow up, meaning you're going out, you're dropping off sign up sheets. Maybe you forget a couple of people to pick up their sign up sheets, a couple businesses, you failed those businesses.Or maybe, a lot of the people in an event, They filled out their information and you're like, great, this is exciting. I'm going to call them, but then you get busy. You never do call them. You fail to follow up, or maybe you do call them, but then they say they're busy at the moment. And then if you can call them a little bit later, or you live a voicemail and you never call them again or reach out to them again, you fail to follow up.Following up is humongous in ground marketing and If you just follow the principle of being consistent, you're going to bring them all in, but you need to follow up. Okay, so make sure you have this networking and relationship log. You want to have their contact name and business, date of initial outreach, the follow up reminders on there, how often you want to follow up, and then notes on past conversations.Always have that on there. The more detailed, the better. Now, that's A, right? Your relationship building toolkit. You want to have those. Your business partnership kit, and that can be with your realtors, that can be with your, photographers, it can be with a lot of these, businesses that are like that.And then you want to have your networking and relationship log. Now B is your mobile marketing toolkit. Now this is what you hear a lot of people talk about, especially in Facebook groups, Dental Town, things like that. How to take your brand to the community. Now when engaging with the community, you need tools that make your brand stand out and create instant credibility.So you want to have a portable branding kit. And what I mean by that is have a branded table cover, right? For health fairs, schools, corporate visits lunch and learns just for the events. Have a branded table cover, a professional retractable banner with a clear call to action. Okay. Make sure it has a clear call to action.On what you want to do giveaway items, branded toothbrushes, floss, lip balm, mini hand sanitizers, mouthwash, things like that, right? Floss. You want to have giveaway items always with you ready portable teeth models for demonstrations, On brushing or just to make your booth look a little bit more exciting and always have memorized a quick 32nd pitch everywhere you go.and honestly, this was my quick 30 second pitch. So I'm going to just give it to you right here, right now. It was this simple. Hey, how's it going? Grab whatever you want. It's free. That's it. Was it even 30 seconds? It was like five seconds, right? Hey, how's it going?Grab whatever you want. It's free. And you just stay quiet. Now that was it when it came to booths and events and things like that. Any event, that's all I ever said. And once they came. And they did a little shopping. That's when I would start talking to them about their concerns, their needs, what we're doing, how we're partnering up with a specific location, what we got going on, the incentives and things like that.Think of a quick 32nd pitch always. Okay. That's your portable branding kit. Now your lead collection tools, how are you going to collect these leads? Now I would, and I still do have a signup sheet, just a regular signup sheet. At times I do use an iPad. I always want the ball in my court.So I would say either have a or you can have a QR code signup system. It makes it easy to capture emails and phone numbers. But me personally, I. Prefer to have a signup sheet where I'm actually writing your name and numbers down. Or an iPad where I'm actually writing your name and number down, but just on a digital form.And then the second thing you can have is raffle signup forms. People engage more if they get a chance to win something. And we're going to talk about that with events on another episode, but you're doing that, make sure everybody somehow wins something when you do a raffle. Okay? Because those are potential patients.Everyone is a potential patient to sign up, but you can have that raffle sign up. Right. And this is how you're collecting leads, names, and numbers. You're starting to get names and numbers now into your log, and you're going to start calling out to these people. Now, if you want, you can use QR codes linked to a special offer landing page to track how many people sign up from your ground marketing efforts.This is pretty trackable. Okay. So if they scan the QR code, then they're going to go to the landing page and now boom, you will see how many people at this event actually had interest, looked into the page. Maybe they didn't sign up. Maybe they did sign up and now you have even further details on who they were and stuff like that by using the QR code from this one specific event.So you can do that. Now those are going to be the two things, right? The A and B. Okay. Relationship Building Toolkit and then your Mobile Marketing Toolkit. Now the three things, C, is Content and Messaging Toolkit. So you want to pre frame your brand for trust and credibility. Your communication and marketing materials should be designed to quickly build trust and answer common objections.So have pre designed ground marketing flyers and handouts. Maybe have a general practice handout, an introduction to your office, services, and patient testimonials. Have specific service flyers. This helped a lot, especially at events. When I had one for Invisalign, there was some for dental implants.You can have some for sleep apnea treatment, things like that. Then have business partnership proposal flyers. Explain how partnering with your practice benefits local businesses. And that's all on you. How are you going to benefit them? Go into detail. Something, what we did and what you can talk about.Is once a month, we love to promote a specific, business. So if you want, you can just give us some of your information. We know you have your business cards locked up somewhere, just collecting dust. Why not give us a little bit of them and we will put them in our hygiene kits and we will talk you up and give it to our existing patients, right?Boom. That's more visibility for their business. And at the same time, once they give you a yes, let them know, Hey, would it be okay, we give you some of our information as well. During that month, they're going to see us the principle of reciprocity. Boom. So business partnership proposal flyer, you can steal that if you want, use it, but you can go deeper into that, or you can do something completely different.that is the pre designed ground marketing flyers and handouts. Then the second part of that would be customizable elevator pitch. Always have a 10 second hook, right? Hey, we help your children get the specific results they need with this unique approach, So always say we help a target audience get a specific result with a unique approach, and it doesn't have to be a super unique approach, but the way you word it has to sound unique.Okay. And then. You want to have a quick credibility statement. We've helped over 500 families in the area achieve better oral health. We've helped two thirds of our community, they love us, achieve a better smile, more confidence, right? And then just have a clear next step. You know, We're offering a free consultation.Would you like to schedule now? Actually, don't even ask them if you would like to schedule now. Just say, we're offering a free consultation. What's your name and number? I can get you in as soon as next week. Boom, And then continue that way. People trust and remember stories more than facts.So use patient success stories in your materials Okay. So remember, have a customizable elevator pitch, 10 second hook. We help a target audience get specific results with a unique approach. Then quick credibility statement. We've helped over 500 families in the area achieve better, whatever. And then a clear next step. If you want, we're offering a free consultation right now for the next 10 days. What's your name and number? I can get you in as soon as tomorrow. And boom, give them less time to think of an answer, but more give them the opportunity to give you an answer based on what their desire is and what they want immediately.when you do that, you can say like, Hey, I can get you in as soon as tomorrow. Does that work right now? They only have an option. Yes or no. Instead of like, Oh, let me look at my schedule for the next following 10 days. And Now that's the content and messaging toolkit. So I hope that helped out with the essential tools for ground market.That's what you're going to need. Okay. So real quick, essential tools for ground marketing. You're going to need your relationship building toolkit, which involves your business partnership kit and your network and relationship log. You're going to need your mobile marketing toolkit, which involves your portable branding kit.Your table cover, your table, even a chair, if you want professional retractable banners, your giveaway items, models, your pamphlets, things like that. Quick 30 second pitch. This is an event. And at the same time, I would say, add a, case that you can put everything in, I'm going to put a link And show notes below where I tell you what I use super simple stuff And it's like a case that has like wheels. You can just roll it almost like those bags you see in You know airports, but it's a lot bigger and it's a case where you can fit everything in there pretty easy You can just leave it in the trunk of your car So anyways, your mobile marketing toolkit it involves your portable branding kit and your lead collections tools And then see your content and messaging toolkit.And that involves your pre designed ground marketing flyers and handouts and your customizable elevator pitch. Now three is systemizing and scaling ground marketing efforts. So automating your follow ups for maximum conversions, most ground marketing leads don't convert immediately.A structured follow up system ensures high conversion rates. Meaning you go to an event, you get a hundred people signing up out of those hundred people. Maybe one third will come in pretty immediately. And then the other ones you're going to need to follow up and so forth, right? They're busy. Maybe they had something come up.It doesn't mean they're not interested. They're super interested. You just got to work with them. So immediate follow up same day. So send a personalized thank you message to new contacts, always right within the same day. And then within two to three days. Follow up, Hey, just checking in, send a text or email.Just wanted to check if you had any questions. We'd love to have you in for your free consultation. Remember, always have that sense of urgency. So you can say, Hey, just wanted to get you in before the month ends for that free consultation. So if you're ever offering anything for free, don't give it forever for free.Just say within this month, right? They know they have that time within this month, that it can run out. Now your month can run out in a week. If you're doing that event in a week from now, or it can run out in 30 days from now. But just make sure you say there's an urgency Then after that, if you still don't hear from them, follow up with them within seven days, right? Hey, we're offering the free teeth whining session for the next ten new patients. We'd love to get you in. It's coming down to the wire Just follow up with them if they haven't booked.And continue to follow up. and we're gonna have another episode on following up, but unless they tell you no, always continue to follow up. Don't put your feelings. Into their heart into their mind. Don't put your thoughts into their mind meaning Hey, I'm going to be bothering them.If I follow up too much. Hey, they're going to be mad at me. If I follow up too much. That's what you're thinking. They're busy. They're doing other things. They may want to do this immediately. And then boom, something else happens. And your follow up is a reminder. So do not do that. Cut that wire, cut that emotion, that connection.There's no connection there. Boom. Cut it out. You are relentless. Follow up right now. Be tactful when you follow up. Don't just continue to follow up. Every single day, all the time, but give us some space, give us some time, but some thought in your marketing messaging. And we're going to talk about that a couple episodes down the line on following up.Now that's how you want to do it with a systematizing, on your follow ups and then training your team for ground marketing success. Now, ground marketing is not a solo effort. Your team must be trained to execute consistently. So these things are super important role playing scripts for different scenarios, how to approach a local business, how to start a conversation at community events, and how to follow up out feeling salesy.Those are the three things you're going to role play all the time. I still role play. Okay. How to approach a local business, how to start a conversation at community events. How to follow up without feeling salesy, every single location, business, and so forth has a different script. And we're going to discuss those scenarios and those scripts and later episodes, but always role play.You want to train your team. And the second thing is assigned clear roles and responsibilities. Who is responsible for ground marketing, meaning they're responsible for initiating partnerships, tending events and fairs. Handling follow ups. Now we do have some members who split this up, meaning someone is responsible for building partnerships, pipelines, referrals.Someone is responsible for accumulating events, attending events and fairs. And then someone is responsible separate for handling follow ups. They're on the phones. They're doing all the follow ups because they're just ground marketing everywhere. there is people who do that. And obviously that's.The more focused on a specific thing, the better results. So that I've seen work incredible and I can't take credit for that. We have other team members and we have other members in the ground marketing course who initiated that and it works fantastic, but no harm, no foul. I did all this and you can have one person in charge of the ground marketing and they can do that, but just make sure you assign clear roles and responsibilities.Nothing should be lost. The best ground marketing teams practice scenarios weekly until responses feel natural. So the whole team should be practicing this. Everybody should be on the same page and at the same time they should also see, okay, this person's out ground marketing, they're building partnerships.The team should know where the ground marketer is at or what's happening as far as events and health fairs. Now if it's a huge event and health fair, obviously more team members are going to be involved. More people will know. Assign clear roles and responsibilities. Alright, so hopefully we understand that and coming to an end here on the episode.So by combining the right mindset, the right tools, and execution plan, ground marketing becomes a powerful engine for predictable patient growth. So in summary, you want to develop the right mindset, right? Remember, ground marketing is a system, not a one time effort. You want to equip yourself with the right tools, have your relationship building kits, branding materials, and lead collection tools.Document everything too. Okay. Three, systemize outreach and follow up. So you want to track your interactions, automate follow ups, and leverage relationship building psychology, Use reciprocity, use consistency, use scarcity, urgency, things like that. Four, train your team to execute consistently.Ground marketing thrives when everyone follows a structured approach. So train them to do that. Ground marketing is one of the most effective, powerful strategies for long term patient growth. with the right foundation, Your practice can become the go to provider in your community without relying on expensive ads anymore.So go ahead and do this, make sure you got this locked and loaded and ready. And then in the next episode, we're going to be discussing identifying your target audience. Remember the more focused you are with crowd marketing, the better. So we're going to discuss how you can focus and zone in on your target audience.Thank you so much for tuning in. And if you want more information, the scripts, scenarios, templates want to see real live action, me actually doing this and so much more be part of the community of ground marketers, then you can do so by joining the ground marketing course. You can either Google it, the ground marketing course, or you can go in the show notes below, click the first link in the show notes below, see what everyone's saying and join the ground marketing course.And if you do, I'm excited to see you in there. All right. Thank you so much for tuning in and we'll talk to you in the next episode.

People are shocked when they find out Hilary is 52. They see the abs, the energy, and the glow, and immediately want to know the secret. Well, in this episode, she's spilling it all—the workouts, the mindset, the aesthetics, and yes, the cosmetic procedures she's done (and proud of). Because here's the deal: taking care of yourself isn't vain, it's self-respect.   This is not about fighting aging—Hilary loves getting older. But embracing aging doesn't mean just rolling over and accepting every wrinkle and change if it doesn't feel good to you. It's about choice. Confidence. Owning what makes you feel powerful. And not giving a damn about what anyone else thinks.   Episode Highlights:  Why loving yourself and getting cosmetic work aren't opposites The truth about Botox, fillers, and why she stays very picky The brutal reality of post-baby body changes—and the surgeries that changed everything Why cruelty-free skincare is a must (no excuses) The real key to looking and feeling amazing at any age—spoiler: it's not just lasers and serums   Episode Breakdown: [00:00] Introduction [02:09] Loving Aging and Self-Confidence [03:02] Pro Being Your Best, Not Anti-Aging [05:09] Making Choices for Yourself [06:02] Self-Love and Cosmetic Procedures [07:39] Personal Transformation Journey [08:00] Pregnancy and Body Changes [12:02] Physical and Emotional Impact [14:08] Non-Surgical Maintenance [14:28] Botox and Fillers [15:10] Invisalign and Dental Care [16:14] Skincare and Animal Cruelty-Free Products [17:17] Lasers and Microneedling [17:39] The Real Secret to Looking and Feeling Your Best [18:00] Conclusion   So whether you're Botox-curious, all-natural, or somewhere in between—this episode is a reminder that it's your face, your body, your rules. Do what makes you feel amazing and own it unapologetically.  

Dr. Marta M Rivera is a solo pediatric dental private practice Invisalign Platinum Provider in Tampa, Florida. She has been providing comprehensive orthodontics to her patients since 1997. Dr. Rivera is a graduate from University of Puerto Rico School of Dental Medicine in San Juan Puerto Rico Rico and has been providing clear aligner therapy since 2012. Dr. Rivera is passionate about providing the latest digital technologies to her patient care. In her free time she enjoys cycling, creating new recipes, and walking on the beach.

This is a free preview of a paid episode. To hear more, visit www.eyewitnessbeauty.comFirst: an enthralling discussion on Nick's Invisalign journey. Then: we hear from the #LEAVEGLOSSIERALONE movement as the precious brand gears up to launch a new fragrance. [link: Glossier's New Exit Strategy via Puck News]Also:MAC creative director Drew Elliott (@drewpsie; formerly of Paper Magazine, “America's Next Top Model”) leaves Lauder to go to A…

‍Ever wonder why some patient interactions just click while others fall flat?In episode two of the Ground Marketing Series, we explore the powerful intersection of human behavior and effective marketing strategies. By tapping into the science of trust and first impressions, you'll learn how to craft genuine connections that resonate. We delve into fundamental principles such as the Trust Formula, where credibility, reliability, intimacy, and minimized self-interest work in harmony to build a strong foundation. Discover why mastering the art of first impressions through nonverbal cues like eye contact and open body language is your key to rapid trust-building.Harness the Reciprocity Principle by understanding the power of giving first to foster a sense of gratitude and trust among potential patients. We'll guide you through using the familiarity effect, social proof, and loss aversion to create compelling marketing strategies that emphasize connection and urgency. Transform your storytelling approach by weaving emotionally resonant narratives that leave lasting impacts. Additionally, learn how small commitments can pave the way for deeper patient engagement, setting the stage for success in practice growth.What You'll Learn in This Episode:Techniques to establish trust with potential patients quickly.The importance of nonverbal communication in making a positive first impression.Tactics for leveraging reciprocity and social proof effectively.How familiarity and repeated brand exposure foster trustworthiness.How to evoke urgency through loss aversion in marketing strategies.Storytelling methods that create emotional connections with patients.The role of small commitments in building long-term patient relationships.Tune in now to boost your ground marketing techniques with proven psychological insights!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Other Mentions and Links:‍People:Joshua ScottDr. Christopher PhelpsRobert ZajoncP.T. BarnumDaniel KahnemanAmos TverskyRobert Cialdini (Cialdini's Six Principles of Persuasion)Seth Godin "Facts tell, stories sell"‍Books:Influence: The Psychology of PersuasionThe Trusted Advisor‍Marketing Tools/Services:Google AdsStudio 8E8‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: The psychology behind ground marketing. So I hope you enjoyed the overview of ground marketing. Now, this is the psychology behind ground marketing, understanding human behavior and building trust. This is essential to know how to ground market effectively.Now, ground marketing is more than just physically reaching out to potential patients. It's about forming genuine connections that lead to long term trust. Now to master ground marketing, you have to understand the psychological principles that govern human behavior, influence decision making and establish credibility.Now here's some unique and profound and researched back insights into how psychology applies to ground marketing, ensuring a strong and lasting impact. First thing is the trust formula. Now this is the psychological blueprint trust. Equals credibility, plus reliability, plus intimacy and self interest.Okay. That's by Charles H. Green in the Trusted Advisor. Now, the key to effective ground marketing is to maximize credibility, reliability, and intimacy while minimizing perceived self interest. The moment people feel like they're being sold to, they instinctively raise barriers. However, when approached with genuine care, expertise and value, they become open to engagement. Number one, credibility, right? Can they believe what you say? Do you have expertise, professionalism and brand presentation that all matters? Credibility, reliability. Can they count on you to follow through?So showing up consistently fosters subconscious trust. This is why we say, Hey, be consistent with your ground marketing. It proves reliability and three intimacy. Do they feel safe sharing their problems with you? So that means you've got to have empathy and active listening. That's crucial. And then for self interest, if your motives seem profit driven, if you look way too ambitious, people withdraw instead.Frame your marketing as helping rather than selling. So that's number one, the first principle, the trust formula.Two is the science of first impressions. Now, this is amazing. Seven seconds to win or lose trust. That's all you have. Neuroscience suggests that people form impressions within seven seconds of meeting someone. These impressions are 70 to 80 percent emotional. And it's based on nonverbal cues, such as body language, tone of voice, and facial expressions.So keep these things in mind right now. One, eye contact and open body language. Studies show direct contact without staring, don't make it weird, this increases perceived trustworthiness. Open palms signal honesty. kind of like a hug, right? Or you're going in for a handshake. Two is mirroring. Subtly mirroring someone's gestures and speech patterns build subconscious rapport.So if they're like, yeah, you know, I'm not feeling so Mirror that, Oh, you're not feeling so well. Yeah, kind of a thing. Okay. And then three is dopamine and the power of smiling. As you know, people can tell when you're smiling over the phone, right? A genuine smile releases dopamine, increasing positive emotional associations.So how can you apply this? Well, When engaging with potential patients at local events or businesses, right? Your physical presence is just as important as your words. Approach with open energy, a welcoming tone and attentive listening to establish an instant psychological connection. So do those three things, okay?That is the science of first impressions. Number three, this is something we talked about in the first episode. The reciprocity principle. Why giving first works. Christopher Phelps is huge on this. I know that This is a book influence written by Robert Childenny and it's the psychology of persuasion.And he mentions people feel obligated to give back when they receive something of value. So one of the strongest psychological drivers in ground marketing is reciprocity, the social norm that compels people to return a favor. So in marketing, this means. Providing upfront value without expectation, which naturally triggers a desire to reciprocate.Three things on how you can do this. Number one, tangible reciprocity. So like you're giving free samples, exclusive discounts, or helpful resources, right? That's one. Two, social reciprocity. Offering a warm introduction, referring someone to another trusted business or providing helpful advice that builds goodwill and three emotional reciprocity, expressing genuine appreciation and making the interaction about them rather than you fosters deep engagement.So you can apply this like this instead of immediately trying to pitch a service, offer a small unexpected gift or insight. Maybe a dentist at a farmer's market might give away customized smile friendly snack packs while offering oral health tips tailored to the audience, right? Hey, have some snack packs on us for free as you tour the farmer's market.You're doing this principle when you apply that. And so much more, right? So that's the reciprocity principle. Now, number four. the familiarity effect, how repeated exposure builds comfort. This is huge. Okay. There's something called the mere exposure effect. Now, the more someone is exposed to a brand, the more they subconsciously trust it, this psychological principle was first identified by psychologist Robert And he suggests that familiarity breeds likeability and credibility. Now there's three things to this. Number one, repetition, which equals trust, right? People need multiple positive encounters before making a decision. His community presence, repeated appearances at local events, schools, and businesses reinforce familiarity and three consistency in messaging using the same colors, slogans, and branding strengthens brand recall.So that's huge, by the way, don't continue to change a ton of numbers based on I'm using this number to see the ROI. Now we're using this number for mailers and ads to see the ROI. Now we're using this number to see the ROI for Google ads. It's too many numbers. There's no consistency in that, be consistent.Now, when it comes to ground marketing, successful ground marketers maintain a visible, non intrusive presence within their target community, instead of a one time event. Aim for monthly engagements at key locations, ensuring Potential patients feel comfortable seeing and recognizing the brand.this is huge. So if you feel you went to an event and that event was great, fantastic. And you go another time and it was great, fantastic. Continue to show up at this event. So I'm going to give you an example. Let's just say you do an event at a daycare and every month they allow you to go in there and set up a booth and it goes good.Continue to show up to that one. Instead of trying to do a ton of other events. One time only you could do one here and there, but make sure you build a foundation in specific locations, especially if that's where your target demographic is. So that's four. That is the familiarity Five is the social proof. People follow what others endorse. P. T. Barnum says nothing draws a crowd like a crowd. Now humans are wired to follow the lead of others. A concept known as social proof.When people see others endorsing a business, they feel safer engaging with it. Three things you need to do with this. Number one, strategic testimonials. Instead of generic reviews, you story driven testimonials featuring real customer experiences. This is why video testimonials are huge. Video testimonials gone are the days where you write down the testimonial and then put the patient's name and no pictures there or anything.It's just. A word and a random person's name, that's gone. That's dead. Don't do that no more ever again. If that's on your website, take that out I guess the second best thing you can do is picture testimonials, right? Like actually having the patient's face and then the wording, but video testimony, okay. So strategic testimonials, that's number one. Two is live demonstrations, publicly showcasing a positive customer experience creates a ripple effect. So continue to do that. And three is influencer and community partnerships. And we're going to talk about this later on.In a couple episodes, but influencer and community partnerships aligning with local influencers, well known figures, or community leaders enhances credibility. And you can apply this like this. You can encourage happy patients to leave video testimonials at community events. Alternatively, showcase real time transformations right before and after smile previews in public settings to drive curiosity.So show the before and afters, real life testimonials, show the video testimonials, but at the same time, if you're at a huge event you know, some of your patients are going to be there, take advantage of that they're on a dopamine effect right there. Endorphins are running.They're excited to see you. Hey, can you do a video testimonial for us right now? So that is social proof. Number six. Loss aversions. Why people fear missing out.Now, Daniel and Amos, Daniel Kahaneman and Amos Berski, they mentioned people are twice as motivated to avoid losses than to gain equivalent. The principle of loss aversion suggests that people hate missing out more than they love gaining something new. This is why time sensitive offers, exclusivity, and scarcity based promotions work so well in ground marketing.Give me an example. It's a limited time offers, The first 10 signups get free teeth whitening. Watch when you do that, how quickly people will run and sign up. And it's up to you at that point to say, you know what? I'm going to extend it 10 more just for right now, just because of you, I'm going to give you one more free one, right?One more free one. And you can continue to add that and say that to every single person. Everybody can get it. A hundred people can get it right. But you can say, I'm going to give one more free one just for you. They're going to feel extra special. The person signing up. And trust me, they're going to feel extra obligated to show up to that appointment to limited time offers.Second is scarcity effect. We only have 20 appointments slots available this month. Scarcity, right? FOMO, fear of missing out, creating a social momentum, right? Join 200 plus families in our smile club. Things like this encourages action. So create something, the social momentum. And you can apply like this, use subtle urgency when speaking to potential patients.For example, instead of saying we're offering a free consultation, say we have a few free consultations left this month. Would you like to claim one? And you can even get specific, we have three, we have two consultations left this month for free. What's your name and number? So I can put you down, right?Because it's gonna run out. And then watch them put their name and number down. So that is the loss aversion. This you can call it FOMO almost, right? Why people fear missing out. Seven, the power of storytelling. Emotion beats logic. Now you hear Joshua Scott from Studio 88 talk about this quite a bit, So facts tell stories sell. That's by Seth Godin. People don't remember statistics. They remember stories. Ground marketing thrives on relatable, emotionally compelling narratives that make impact. Give you an example before and after patient stories. Share real experiences where treatment changed someone's confidence or life.We know it changes smiles, but how did it change their confidence? How did it change their life? Share that personal journeys. Why did you start your practice? Authenticity breeds connection. Always, if you are a startup, if you haven't opened up yet and you're listening to this right now, please share that in your social media, share that story, share your personal journey.Why did you start your practice? Ask yourself that push record and just riff. Just talk why you started your practice. This is the beginning of your journey. You're going to see a lot of connections happen this way in a lot of new patients. And then three is emotional hooks, right? Use sensory language and patient driven success stories to make your message resonate.I'll give you an example of how you can do this. Instead of simply listing services, tell a short, powerful story at community events. For example, Last year, a mother came to us worried about her son's self confidence due to his teeth. He was being bullied. After Invisalign, he now smiles in every school picture.Look at the before school pictures. Look at the after school pictures. After Invisalign. Look at his confidence. Look how his life is changing. This kid will remember this forever. He will remember what you did forever. You changed his life. That's why we love what we do. And kind of continue with that point on right stories like these create an emotional anchor, making your brand more memorable.So that's the power of storytelling. Eight is the commitment principle. Now these are all principles when I'm mentioning involved in ground marketing, okay, the commitment principle, small yeses. Lead to big yeses. This is so huge. Robert Chiodeni says people who commit to small actions are more likely to commit to larger ones later.By getting people to say yes to a minor request, they become psychologically inclined to say yes to a bigger one.And I'll give you three examples of this, right? Micro commitments, a small step like signing up for a free newsletter makes them more likely to book an appointment. So have that two surveys and engagements. Asking simple questions like, Hey, do you floss daily increases their investment in the conversation.And it doesn't have to be about teeth either. It can be simple questions, open ended questions, right? That you're asking to the patient and then you want them to open up a little bit more, getting them to say yes in those situations or prime them to say yes in bigger situations, especially in real life when you're talking to them.So I like that a lot. And then three is loyalty and follow ups, rewarding small commitments, Give them a welcome kit. Thank you for coming in. Here's your welcome kit, right? Kind of A thing. It builds long term loyalty. And you can apply this like this. Instead of immediately asking people to schedule an appointment, start with low stakes commitments sometimes.Would you like a free smile assessment to see how your teeth could look? Once they engage, they're more likely to take the next step. So that's it. Those are the eight principles involved. In, ground marketing. Now the final thought, trust takes time, but it pays off, right? The psychology behind ground marketing revolves around trust, familiarity, and reciprocity.Now, when you apply these principles strategically, you create a system where people feel comfortable, engaged, and naturally drawn to your brand. The psychology behind ground marketing when it comes to all of this is that you really want to make lasting connections that convert into loyal patients.Every decision, a potential patient makes is influenced by subconscious biases, emotions, and behavioral triggers. Always remember that. I hope this is helpful, now I want to dive into some examples right now on how you can utilize some of these principles from the get go. Right? So number one was the trust formula, right? And we discussed what it meant, Credibility, reliability, personal connection. And then you want to have Less of a perceived self interest, So if you're marketing at a local school event, you know, you're wearing a branded polo display, a well designed clutter free banner, and you simple expert backed messaging, So you can say stuff like, Hey, did you know, 42 percent of kids have cavities by age 11. Let's help your child avoid that, right?If you're doing a specific presentation and parents are there. You want to frame yourself as an expert without feeling like a sales pitch and something like that will help you, but you want to say it in an emotional way, right? From the other things that we, learned from. So that would be more of the credibility.You're establishing yourself credible when it comes to the trust formula. Remember it's credibility, reliability, personal connection. So credibility, that's a good way. Reliability is, Hey, if you partner with a local pediatrician, don't just drop off business cards. Like I've told you, right?Instead. Set a recurring schedule. Dr. Smith, would it help if I came in once a month to answer parents questions about kids dental health? Now, this makes you reliable and on top of mind for referrals. More times out of not, they will say, Yeah, you know, we can create something for the community or we can do that.We can partner up. Reliability. You're building something together. You're seeming reliable. And third is personal connection, right? Now, personal connection, an example of application for this is if a parent at a community event expresses concern about their child's teeth, don't just push a service.Instead, relate personally. Say something like, I totally understand. I have young kids too. I always remind them that brushing is like feeding their teeth good food. Now, this builds emotional trust rather than feeling transactional. You're giving them something they can use when they get home too.And then finally, self interest, An example of this is, instead of saying, we're offering a special on teeth whitening, would you like to book? Say, a lot of people are surprised how much whiter their teeth can get with just one session. I mean, Look at the before and after pictures. Do you want to see a quick before and after preview?For you, we can make that happen, right? This picks curiosity and engagement leading to an easier yes. So these are things you can utilize, especially with the trust formula. Now, when it comes to number two, first impressions are everything. Remember the seven second rule, an example on how you can apply.This is at a local health fair. Don't sit behind a booth looking at your phone. Never ever do that. I can't tell you. And we're going to discuss this in further on how to perform for optimal results at a booth in a later episode. But this is my biggest annoyance when you see someone doing this.Stand up, make eye contact and offer a warm greeting, approach people with a natural question even, You can approach them with, Hey, how's it going? That's a question. But approach people. Have you ever seen what your smile could look like with Invisalign? Let me show you a quick digital preview, right?And then you show them. This makes interactions engaging and welcoming rather than, just pushy. First impressions are everything. Stand up, make eye contact and offer a warm greeting. No. You have to turn it on for those hours. Okay. And like I said, we'll discuss that in a later episode.Reciprocity. Number three, give first and they'll want to give back, right? An example of this is at a local gym, instead of saying, Hey, here's my business card, call us if you need a dentist, say, Hey, would your members find it helpful if we provided free sports mouth cards for youth athletes? For the young ones, If this is one of those type of gyms where they have a sports team and things like that, this works fantastic. They now feel obligated to reciprocate by recommending your practice when you do this. And it happens. Be as involved as you can be. Push the limits when it comes to this. Don't just sponsor something.Don't just make free mouth guards. The name of the game is never convenience in these things, right? Have them go to your practice, have them come to your operatory, get fitted. You know what I mean? Have their families come in because you want their families to become your patients too. There's so much involved in this.And like I say, this is going to be in a later episode as well on how to do this effectively, especially with, want to sponsor like teams and things like that. So number four is the power of, Familiarity. So the more they see you, the more they trust you. An example on how to do this is if you want to create an ongoing partnership, you can say, Hey, we'll be at a local coffee shop every Saturday, offering free coffee for new patients.When you do the coffee shop strategy, which is found in the ground marketing course, you're able to set up at the coffee shop as much as you want. And when you do that, you're able to bring people there as much as you want to, and the coffee shop loves it. And by showing up repeatedly, potential patients become more comfortable with your brand.Now, that's just one thing. Imagine showing up consistently at a gym, consistently at a school, at a senior home, at an apartment, where you feel, hey, I'm going to get a lot of new patients. I saw great results the first event, I'm going to continue to go. Be consistent. You want to be familiar with them. Five was social proof, right?People follow the crowd. Instead of saying, hey, we offer family dentistry services. Say, did you know over a hundred families in this area trust us for their dental care? And this can be written in your marketing material because it leverages social proof and it makes people more likely to consider your practice.Six with scarcity and urgency, people hate missing out. So instead of saying at a school event, we're offering free dental checkups. You can say, Hey, we're only offering 10 free checkup slots for families at this event. I can save you one right now. What's your name and number that creates urgency and drives immediate action.So you can continue to do these things, When it comes to how to apply it, we're going to make specific episodes just for these events, just for these locations, just for these businesses. if you ever wondered. And wanted to know how to get into a school ground market and get the children, the teachers, the staff to come in.We're going to do an episode on that, on gyms, on farmer's markets, on partnerships, on a lot of things, This is it. revealing it all here but if you want to know now and you want the strategies written down and you want the actual real life examples, you want to see me actually call some of these businesses, you want the Excel sheets, you want it all.There's a ground marketing course, and in that ground marketing course, you're, it's like one on one with me, right? And I continue to add to that course as well. And I'm going to put a link to that in the show notes below. Or you can just Google the ground marketing course and see what everybody else is saying about it.Now it's helped their practice as well. hope you enjoy this episode. Feel free to check out the ground marketing course. If you do, I'm excited to see you in there. And the next episode, we're going to be discussing setting up for success, ground marketing foundations, and we'll dive deeper into that.Thank you so much for tuning in and I'll talk to you in the next episode.

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Cat and Pat are in D.C. during their East Coast Activation this week administering treatment to listeners who both work in the government and do not! Patients include an older sister who wants to connect with her younger sister, a dentist who's into his Invisalign patient, and a young woman who needs some texts from a man interpreted. Cat and Pat also discuss bad food they've had on tour and do a classic Seek Treatment reenactment stage play! Watch the full episode on our YouTube and follow below!Show Instagram: https://www.instagram.com/seektreatmentpodShow Tiktok: https://www.tiktok.com/@seektreatmentpodCat: https://www.instagram.com/catccohenPat: https://www.instagram.com/patreegsSeek Treatment is a production of Headgum Studios. Our associate producer is Allie Kahan. Our producer is Tavi Kaunitz. Our executive producer is Emma Foley. The show is edited, mixed, and mastered by Richelle Chen. The show art was created by Carly Jean Andrews. Like the show? Rate Seek Treatment on Spotify and Apple Podcasts and leave a review.Advertise on Seek Treatment via Gumball.fmSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Where did the Kevin Fryer we know and love come from? In today's throwback episode Zach interviews Kevin about why he became a dentist and how his career evolved! Kevin shares his journey in dentistry, from a traumatic childhood injury that sparked his interest in the field to establishing his own practice. He discusses his educational background, initial years doing general dentistry, and the subsequent shifts that led him to embrace advanced procedures like ortho, implants, and sleep apnea treatments. Kevin highlights key influences like Dr. Rick DePaul and Dr. Tarun "T-Bone" Agarwal, and how advancements with CEREC technology and cone beam integration helped him revolutionize his practice. He also covers the importance of continuing education, team involvement, and the financial and emotional rewards from adopting new dental technologies and techniques. The episode concludes with advice for younger dentists on taking similar career paths. Very Clinical is brought to you by Zirc Dental Products, Inc., your trusted partner in dental efficiency and organization. The Very Clinical Corner segment features Kate Reinert, LDA, an experienced dental professional passionate about helping practices achieve clinical excellence.  Connect with Kate Reinert on LinkedIn: Kate Reinert, LDA  Book a call with Kate: Reserve a Call  Ready to upscale your team? Explore Zirc's solutions today: zirc.com  

What if you could help a child develop straighter teeth without the need for braces while also improving their breathing, sleep, and jaw development—all with the power of teledentistry? That's exactly what Dr. Kalli Hale achieves with Toothpillow, an innovative pre-orthodontic treatment system. In this inspiring Part 2 episode, we explore how Dr. Hale's approach is redefining pediatric dentistry and the transformative possibilities of airway-focused care. Dr. Hale shares: How to integrate sleep dentistry into your practice: Learn what to look for in your patients, the steps to evaluate airway health, and why addressing sleep-disordered breathing is critical for systemic health. Insights into her Vivos training journey: Discover how her training shaped her expertise and how Vivos Therapeutics supports dentists in implementing airway-centered treatment plans. About Dr. Kalli Hale Dr. Kalli Hale has had a lifelong passion for dentistry, inspired by her parents. After earning her bachelor's degree in biology and Master of Public Health from Texas A&M University, she completed her Doctor of Dental Surgery degree at the University of Texas School of Dentistry at Houston. As the Chief Dental Officer at Toothpillow, Dr. Hale is revolutionizing pediatric dental care, offering children a supportive and engaging experience that enhances not just their smiles but also their overall health. She's passionate about the long-term impacts of dental treatment, the connection between periodontal disease and heart health, and the link between airway issues and tooth grinding. Dr. Hale is also a: Clinical Advocate for Vivos Therapeutics, helping dentists nationwide implement airway-centered dentistry. Frequent lecturer on airway dentistry and systemic health. Affiliate Fellow of the American Academy of Implant Dentistry and a certified Invisalign provider. Listen now to learn: How teledentistry is expanding access to innovative treatment options. Why airway health is vital for children's growth and development. Practical tips for incorporating sleep dentistry into your practice. To connect with Dr. Kalli Hale and explore her work, visit: Instagram: @theairwaycentereddentist, @toothpillow_official Toothpillow: Learn about her pre-orthodontic system. Vivos Therapeutics: Explore airway-centered solutions. American Academy of Dental Sleep Medicine: Discover resources for sleep dentistry. Sleep Well Journey Mentorship: For professional development in airway dentistry. Dr. Kalli Hale has known since she was a young child that she wanted to follow in her parent's footsteps and become a dentist! She received her bachelor's degree in biology and her Master of Public Health from Texas A&M University, followed by her Doctor of Dental Surgery degree from the University of Texas School of Dentistry at Houston. As the Chief Dental Officer at Toothpillow, Dr. Hale is dedicated to revolutionizing pediatric dental care by providing a supportive and engaging experience for children during their dental journey. Her passion extends to how our teeth affect systemic health, the long-term consequences of dental treatment, the link between dental infection/periodontal disease and heart attacks, and the relationship between chronic airway problems and tooth grinding. Dr. Hale is a Clinical Advocate for Vivos Therapeutics and an accomplished airway dentist, frequently lecturing across the country to help dentists implement airway-centered dentistry in their practices. She is an Affiliate Fellow of the American Academy of Implant Dentistry and a certified Invisalign provider. If you made it all the way down here, hit a like and share a comment. Until next time, Peace out peeps! ✌️ _____________________________________  

Claire Nightingale, a consultant orthodontist and former practice owner, shares her remarkable journey through dentistry spanning over three decades.  From her early experiences as a patient that sparked her interest in dentistry, through to her recent venture into stand-up comedy, Claire offers candid insights into practice ownership, clinical excellence, and embracing change in orthodontics.  She discusses her transition from NHS to private practice, her pioneering adoption of Invisalign and digital dentistry, and her recent experience selling to a corporate group.  In This Episode 00:01:45 - Early career influences and becoming an orthodontist 00:04:15 - Digital dentistry adoption and Invisalign journey 00:09:35 - Evolution of aligner treatment 00:12:15 - NHS training challenges and future of orthodontics 00:33:25 - Practice ownership journey 00:42:10 - Keys to running a successful business 00:49:55 - Selling to a corporate group 01:04:35 - Women's Dentist Network 01:21:55 - Blackbox thinking 01:24:00 - Life after practice sale 01:57:15 - Stand-up comedy venture 02:02:15 - Fantasy dinner party guests 02:03:50 - Last days and legacy About Claire Nightingale Claire Nightingale is a consultant orthodontist at Watford General Hospital and private practitioner with over 25 years of specialist experience.  A pioneer in digital orthodontics and remote monitoring, she successfully built and sold Queensgate Orthodontics while maintaining her NHS consultant role. Claire is actively involved in the Women's Dentist Network and recently embarked on a new chapter combining expert witness work with stand-up comedy.

In this throwback episode Kevin and Zach discuss the importance of communication and managing patient expectations throughout the Invisalign process, from initial consultation to final results. Key Takeaways: Verbal skills are crucial: Effectively communicating with patients about the Invisalign process, including attachments, IPR ("slenderizing"), and potential refinements, is key to ensuring satisfaction. Manage expectations early: Clearly explain the process, including potential discomfort, dietary changes, and the need for retainers, to avoid surprises and disappointment later. Address objections proactively: Have answers prepared for common concerns like the appearance of attachments, the need for IPR, and the duration of treatment. Use visual aids: Models, photos, or videos can help patients understand the process and visualize the expected outcomes. Don't fight the "mostly satisfied": If an adult patient is happy with their results, even if not perfect, respect their decision and avoid pushing for further refinements. Be prepared for the "never satisfied": Some patients may have unrealistic expectations or hyper-focus on minor imperfections. Patience, clear communication, and gentle guidance are essential. Address noncompliance: Reiterate the importance of wearing aligners as prescribed and address non-compliance directly, but ultimately, patients are responsible for their own choices. Invest in a good Invisalign manager: A dedicated team member can handle patient communication, manage expectations, and provide support throughout the process. Remember the positive: While negative experiences tend to be more memorable, the majority of Invisalign patients are satisfied with their results. Very Clinical is brought to you by Zirc Dental Products, Inc., your trusted partner in dental efficiency and organization. The Very Clinical Corner segment features Kate Reinert, LDA, an experienced dental professional passionate about helping practices achieve clinical excellence.  Connect with Kate Reinert on LinkedIn: Kate Reinert, LDA  Book a call with Kate: Reserve a Call  Ready to upscale your team? Explore Zirc's solutions today: zirc.com  

Dr. Kelly Tombs, an orthodontist and avid race car driver, shares his journey from rebuilding a 1964 MGB at 15 to competing in the 24 Hours of Daytona. He discusses his passion for dentistry, the importance of embracing new technologies like Invisalign, and his founding of Smiles Change Lives, a non-profit providing orthodontic care to underprivileged families. Dr. Tombs emphasizes the importance of genuine patient care and producing excellent results.  ------------------------------------------------------------------------  Subscribe & Listen: Spotify: https://open.spotify.com/show/69Dz26hgC9D6YqwN8JMDBV Apple Podcast: https://podcasts.apple.com/us/podcast/mb2-underground/id1747349567 ---------------------------------------------------------------------- Follow MB2 Dental on Social: MB2 Dental: mb2dental.com Instagram: instagram.com/mb2dental Facebook: facebook.com/mb2dental YouTube: youtube.com/@mb2dental LinkedIn: linkedin.com/mb2-dental

Are dentists at high risk of Mercury poisoning? Does that increase the risk of Suicide? Is snoring normal? All these questions and more are discussed in this week's episode, you may be shocked at what you'll hear. Irene Iancu engages in a compelling conversation with Dr. Kalli Hale, a second-generation dentist renowned for her expertise in airway-centered dentistry and her leadership as Chief Dental Officer at Toothpillow. Dr. Hale's dedication to pediatric dental care emphasizes the critical connection between oral health and systemic well-being, particularly focusing on how dental issues can influence conditions like heart disease and sleep-disordered breathing. Dr. Kalli Hale has known since she was a young child that she wanted to follow in her parent's footsteps and become a dentist! She received her bachelor's degree in biology and her Master of Public Health from Texas A&M University, followed by her Doctor of Dental Surgery degree from the University of Texas School of Dentistry at Houston.   As the Chief Dental Officer at Toothpillow, Dr. Hale is dedicated to revolutionizing pediatric dental care by providing a supportive and engaging experience for children during their dental journey. Her passion extends to how our teeth affect systemic health, the long-term consequences of dental treatment, the link between dental infection/periodontal disease and heart attacks, and the relationship between chronic airway problems and tooth grinding.   Dr. Hale is a Clinical Advocate for Vivos Therapeutics and an accomplished airway dentist, frequently lecturing across the country to help dentists implement airway-centered dentistry in their practices. She is an Affiliate Fellow of the American Academy of Implant Dentistry and a certified Invisalign provider. The Airway Dentists In this episode, Dr. Hale discusses the significance of maintaining a healthy airway for improved sleep and overall health, the importance of exercising caution with amalgam fillings due to potential health risks, and effective strategies to prevent burnout among busy clinicians. Her insights are informed by her extensive experience, including her role as a Clinical Advocate for Vivos Therapeutics, where she collaborates with dentists nationwide to develop clinical protocols for treating obstructive sleep apnea and sleep-disordered breathing. The Airway Dentists Listeners can anticipate a wealth of practical advice and professional insights in this episode, with the continuation of this enlightening discussion scheduled for Part 2 next week. To connect with Dr. Kalli Hale and explore her work further, visit her online platforms: Instagram: @theairwaycentereddentist, @toothpillow_official Toothpillow: https://www.toothpillow.com/ Myobrace: https://myobrace.com/en-us American Academy of Dental Sleep Medicine: https://aadsm.org/ Vivos Therapeutics: https://vivos.com/ Sleep Well Journey Mentorship: https://sleepwelljourney.com/mentorship As humans we all have one thing in common - we need to breathe! It should come as no surprise that a healthy airway is connected to better sleep and oral health. Learn more about the evolving field of airway dentistry, why you should still be cautious about amalgams, and how to deal with burnout as a busy clinician in the first half of our discussion with Dr. Hale - stay tuned for Part 2 next week! This episode offers valuable insights for dental professionals and anyone interested in the intersections of dental health, sleep medicine, and overall wellness.   If you made it all the way down here, hit a like and share a comment. Until next time, Peace out peeps! ✌️ _______________________________________  

Wellness + Wisdom | Episode 710 What role does the mind play in healing chronic disease? Dane Johnson, Board Certified Nutritionist + Founder of Crohn's Colitis Lifestyle, joins Josh Trent on the Wellness + Wisdom Podcast, episode 710, to share his journey of battling ulcerative colitis to transforming his pain into purpose, why we should be blending alternative and conventional medicine, and why using mindset and manifestation can rebuild your health. "I was done suffering because I just suffered enough. Something just changed in me where I said, I'm tired of being unhappy and I'm tired of being sick and I'm tired of being depressed. I needed to get back to normal, but then I went straight above normal and did 10X over anyone ever before. I'm happier, healthier, stronger, wiser, and a better person now than ever before I was sick." - Dane Johnson 25% Off Seed Daily Synbiotic Use the code "25JOSHTRENT" for 25% off SEED'S DS-01® DAILY SYNBIOTIC FOR 18+ AGE GROUP For Gastrointestinal + Whole-body Health 2-in-1 capsule-in-capsule probiotic and prebiotic. Formulated for adults ages 18+ with 24 clinically and scientifically studied probiotic strains and a polyphenol-based prebiotic to support systemic health. BENEFITS BEYOND YOUR GUT HEALTH: Digestive Health Gut Barrier Integrity Gut Immune Function Cardiovascular Health Dermatological Health Micronutrient Synthesis 25% off first month of supply with "25JOSHTRENT" In This Episode, Dane Johnson Uncovers: [01:30] Healing Is Possible Dane Johnson How Dane began to struggle with health when he was 19 years old. Why he was angry and ashamed when he got diagnosed. How ulcerative colitis and autoimmune disease affected his confidence. [06:55] Ulcerative Colitis + Crohn's Disease How ulcerative colitis shows up in the body. Why Dane was misdiagnosed multiple times. What characteristic traits he got from his parents. Why everyone else in his family has had perfect health. [10:55] Pain to Purpose How Dane sees the disease as a gift because it turned his pain into purpose. Why the disease forced him to take a different path than his peers. How his entire family supported his healing emotionally and financially. [13:55] Uniting Conventional + Alternative Medicine How Dane's goal is to unite conventional and alternative medicine. Why conventional medicine is the best option for emergency cases. How we can choose to be the victim or to create. Why intuition tells us what's hurting us. [19:10] How to Heal Your Health How to use manifestation to heal our health. Why we need to feel the healing to make it our reality. How we condition our feelings. Why truth is not real, it's only a perspective. How Dane changed his language to live a reality where he's healing. [22:00] Law of Attraction Garrain Jones | Harmonized Human: How To STOP Suffering + Create The New 2.0 Version of YOU Why Dane would rather suffer himself than have anyone he loves suffer. Belief consists of faith and hard work. How beliefs activate the law of attraction. Why Dane started giving more love to the people around him when he was sick. [27:10] Create a New Reality How we create a ripple effect. Why we can get trapped in focusing on the future. How Dane had everything, even though everything was taken away from him. Why he wasn't willing to accept that he was going to die. How prayer and purpose have no risk. Why he made all conversations about other people to be of value to them. How Dane realized how to create happiness and deal with negative energy. Why energy has a direct impact on the physical. [34:15] The Breakthrough Moment Why Dane suffered enough to be able to let go. How he flipped all of his priorities and started praying and journaling. FREE JOURNAL Why he decided to start his day reading books. How he achieved to be healthier, happier, and stronger than ever before he was sick. [39:40] Are You Poising Yourself? Why we need to let go and take responsibility at the same time. What helped Dane when he was at his worst. How being social was making him sick. Dry Farm Wines: Get an extra bottle of Pure Natural Wine with your first membership order for just 1¢ How Dane inspires people to live like him to be happier and healthier. [47:25] Total Body Health Why being fit doesn't equal being healthy. 345 Zach Bush MD: Humanity, Consciousness & COVID19 How working out made Dane even sicker. Why peak performance has to be in harmony with recovery. How being healthy makes us look better. What steps Dane took to become healthy. [52:25] How to Start Taking Action The importance of using language consciously. Unlimited Power by Tony Robbins Why we need new conditioning in order to take action. How the word "try" lacks accountability. [57:10] Can You Be Enough? The difference between short-term goals and long-term success. We can choose to decide what our reality is. How Dane chose the word "commitment" for the year and met his wife a few weeks later. What's stopping us from being enough. [01:03:05] The Road to Success What men do wrong when they want to achieve success. Why being of service to others gives us value in life. How Dane rebuilt himself through the disease. What led him to create a company to help other people with ulcerative colitis. Why it's not easy to receive advice from someone who's never had the same problem. [01:09:00] Healing in Community How Dane created the healing home for colitis patients. Why he includes sound therapies in the healing process. Energy and time are the most valuable assets we have. [01:14:40] Get Rid of The Barriers Why many people said his healing program was a scam because it follows alternative approaches. How every person Dane works with receives personalized care. Why he wants to open a restaurant where people can eat truly healthy and get educated about food. We're moving to an expansion of consciousness. How Dane resonates with RFK Junior's goals. [01:23:45] What Destroys Your Health Who we have children with is the most important decision we make in life. How our consciousness stays present within our children. Why younger and younger people are getting sick. How toxins and diet influence our health. Why people who wear Invisalign have more plastic particles in their bodies. How doctors couldn't figure out why Dane was dying. The impacts of severe Candida overgrowth. Why leaky gut causes additional health problems. Leave Wellness + Wisdom a Review on Apple Podcasts Power Quotes From The Show You Decide What Truth Is "Everything that you need to do to take back your life is the exact same to actually be one of the strongest humans on the planet. Your goal is to change how you feel about life, not what is truth, because truth is not real. It's all what you decide is truth. You get to decide what is good or bad with integrity in your soul, and you get to decide what success is." - Dane Johnson Choose Your Reality "I chose a reality that I'm already healed, that my body is already healing and I'm on my way up. Instead of living in the reality that I'm not there yet and this can't work and I'm exhausted, I'm gonna burn out and quit. Every vibration, every word out of your mouth, every conversation is now more beautiful, more helpful for everyone else, including yourself. Because I believe what is good for others is also good for yourself." - Dane Johnson Be of Value to Others "One of the hardest things spiritually is that you are no longer of value to anybody. Everyone has to do everything for you when you're sick. And so I took back my power to be of value to others. And that is so spiritually nourishing. What gives us all the most value in our life is how we are of service to others." - Dane Johnson Links From Today's Show  Dane Johnson Garrain Jones | Harmonized Human: How To STOP Suffering + Create The New 2.0 Version of YOU FREE JOURNAL Dry Farm Wines: Get an extra bottle of Pure Natural Wine with your first membership order for just 1¢ 345 Zach Bush MD: Humanity, Consciousness & COVID19 Unlimited Power by Tony Robbins Josh's Trusted Products | Up To 40% Off Shop All Products Biohacking⁠ MANNA Vitality - Save 20% with code JOSH20 HigherDOSE - 15% off with the code JOSH15 PLUNGE - $150 off with discount code WELLNESSFORCE Pulsetto - Save 20% with code "JOSH" SaunaSpace - 10% off with discount code JOSH10 Ultrahuman Ring Air - 10% off with code JOSH Wellness Test Kits Choose Joi - Save 50% on all Lab Tests with JOSH Blokes - Save 50% on all Lab Tests with JOSH FertilityWize Test by Clockwize - Save 10% with code JOSH Tiny Health Gut Tests - $20 off with discount code JOSH20 VIVOO Health Tests - Save 30% off with code JOSH SiPhox Health Blood Test - Save 15% off with code JOSH Nutrition + Gut Health Organifi - 20% off with discount code WELLNESSFORCE SEED Synbiotic - 25% off with the code 25JOSHTRENT

In this episode, I chat with Dr. Steven Semaan, an Australian orthodontist who runs a practice that's 99% aligner-based.He shares how he transitioned into a full aligner model in a country where aligner adoption is still relatively low. Steven also shares the tools he uses, like dental monitoring and remote response, to run his practice more efficiently and create more time for himself and his patients.At one point, he got an award for being the #1 doctor in the world using dental monitoring.Not only that, but Steven is the mastermind behind iChew®, an innovative aligner accessory that patients absolutely love. It solves a lot of the issues with traditional chewies, and his patients can't stop asking for more!If you have issues with aligner patient compliance or scaling your practice efficiently, Steven drops some golden nuggets you don't want to miss.Ready to rethink how you run your practice and get inspired to innovate? Click play, and let's go!Key TakeawaysIntroduction (00:00) Dr. Steven Semaan's background and early career (00:58)Transition to orthodontics and early adoption of aligners (07:51)Transitioning to aligner-based practice (14:36)Embracing dental monitoring and remote response (21:15)Using AI tools like ChatGPT in daily workflows (28:38)Addressing compliance in aligner treatments (36:43)Importance of delegation in practice management (39:35)iChew® and its benefits (45:54)Additional Resources- Order The iChew®: https://www.chewly.com.au/- Remote Response: https://www.remoteresponse.com/—- Register for the OrthoPreneurs Summit 2025: http://opsummit2025.com/- For more information, visit: https://orthopreneurs.com/- Join our FREE Facebook group here: https://www.facebook.com/groups/OrthoPreneurs

This is a free preview of a paid episode. To hear more, visit www.eyewitnessbeauty.comNick and Annie catch up after a whirlwind start to the new year. Updates on Blake Brown Beauty, Invisalign, and Annie's product of the week is a facelift for $75.

The Stupid History of Invisalign as told by Reen Friedman Watts of the Better Call Daddy Podcast. Please check out her podcast here: https://go.goodpods.com/WuHpMdBecome a supporter of this podcast: https://www.spreaker.com/podcast/the-stupid-history-minute--4965707/support.

Imagine the thrill of a same-day Invisalign start, only to be met with the crushing realization that no one in the office, not even the doctor, can perform the critical iTero scan. Join me, Dr. Paul Etchison, on Dental Practice Heroes as I unravel this cautionary tale from a coaching client, underscoring the chaos that ensues when key team members are unavailable and the vital importance of cross-training. This episode promises to arm you with the insights needed to fortify your team against the unpredictable nature of dental practice life.Reflecting on my own early career, I share a humorous yet enlightening story of reliance on a single skilled assistant and the struggles that emerged when she went on maternity leave. From navigating frustrating daily operations to a memorable extraction fiasco, these stories aim to highlight the lessons learned in building a resilient and adaptable team. Whether you're a seasoned practitioner or just starting out, this episode offers valuable leadership lessons to ensure smooth, effective operations in your practice. Join the conversation and discover how to transform challenges into opportunities for growth and learning.FREE RESOURCE : Get the Free Assistant 30-60-90 Checklist HereText us your feedback! (please note: we cannot respond through this channel)) I teach dentists how to make more money, work less, and create a team driven practice that runs itself. Join the DPH Hero Collective to Learn every single dental practice management tool you need to do it. You will get: ✓Comprehensive Training to increase profit and engagement in your practice✓Live Monthly Webinars to teach you how to run your practice✓Live Question and Answer Sessions to get you help when you need it✓A Community of practice owners to support and cheer you on✓System and Protocol Documents to Edit, to standardize your operations Visit www.DPHPod.com to Learn more.

Today we'll be discussing the benefits of 3D printing, and how it simplifies office workflow, increases efficiency, and allows dentists to provide the highest quality care to their patients. We will also detail the different applications 3D printing can be used for, as well as the specific steps involved. Our guest is Dr. Julia Latham, a general dentist and partner in a 5-doctor, 16-operatory practice in Stratford, Connecticut. She has completed many postdoctoral courses in orthodontics and is an Invisalign platinum provider.

Figuring out how to drink from the firehouse of the new year can be overwhelming. Tiff and Britt give suggestions on where to start your journey to improving your practice's growth, or perfecting your scheduling, or addressing high cancellations — or whatever your goal is in 2025. Episode resources: Subscribe to The Dental A-Team podcast Join Dental A-Team Consulting Leave us a review Transcript: The Dental A Team (00:00.983) Hello, Dental A Team listeners. I am so excited to be here with you today. I have pulled in the one and only Britt. We still need a really strong nickname for you, Britt, but I'm just excited to be here with you today. And I love Britt. People call me Tiff. I love Britt. I feel like it's just like rolls off the tongue. So we'll just, we'll stick with that for now, but we're here in the new year. I'm excited to have these conversations. I've pulled you for a few podcasts today and I just think that you are going to be so stellar.   at the content that we're gonna talk about. And doctors, I hope you're here to freaking learn. Britt, one of her nicknames is No BS Britt. So welcome to that. And I say that today because we're gonna be just talking a lot of business in a lot of the podcasts that we're recording today, but especially this one and some planning for the year. We're in 2025 now. So I wanna make sure you guys are just totally prepped and planned for it. So Britt, how are you on this fine, beautiful morning in Arizona today?   Britt (00:56.718) mean I'm great. It's a sunny day every day pretty much here. So you got to love it. I love that. I'm like, I mean, there's a few nicknames out there, but I don't like spiffy Tiffy is such a good one that like, I don't know if the rest of us will get one that's like that same level, which is deserved. But yeah, so I've got a few but nothing quite like spiffy Tiffy.   The Dental A Team (01:09.455) I know.   The Dental A Team (01:17.303) I know, you had to come in early, you know? The nickname game started earlier than everyone else got here. That must be what it is, right? Yeah, yeah, yeah. think things just, my grandma called me Tiffy my whole life growing up. I was Tiffy. And so I think things just rhyme with Tiffy better, you know? It's like a hard end at Britt or Tiff. So it was easy to, it was easy to monopolize on that one. But it is.   Britt (01:19.266) I know.   Britt (01:24.137) It just takes some years. Eventually we'll get there.   The Dental A Team (01:45.709) It is always sunny. I feel like this year I decided, or not this year, I guess last year, I told my son, I said, I think we just need to stop pretending like we live in a state or a space of life that actually has a winter. People who live in the tropics, they just realize, guess what? It's just going to be tropical. Like we're not going to get a winter and that's okay. And I think in Arizona and Phoenix, at least, like that's the life we need to start living. Stop pretending like it's going to be sweater weather. It's not going to happen.   So here we are. Yeah.   Britt (02:15.414) saying, it's warmer this year. Every year we say like, it should be cooler. Like exactly, like it is what it is and you know what? I'm happy for it. I am perfectly fine not having freezing weather.   The Dental A Team (02:21.603) Yeah.   The Dental A Team (02:27.672) I agree. I agree. The 70s in December, I will take it. It's fine. We'll just see what the summer looks like. So we'll chat back around on that when the summer comes.   Britt (02:32.161) Absolutely.   We'll sound a little different then, but it's fine. It's short. It's short.   The Dental A Team (02:38.928) Yeah, yeah, I love it. this kind of, honestly, all of it kind of goes into itself and the plans and the prepping and looking forward. And we are in the business of constantly looking at where we're going. But you also have to look at where you've been. And so in order to make sure your 2025 is super, super strong, you guys, we kind of wanted to revisit some of the pieces that we chatted about towards the end or towards the last quarter, Q4, of 2024.   some of those strategic planning tips and tricks that we had given you back then. We want to make sure that you guys actually implemented them and then look at, okay, implemented, now how do we use them? So I brought Brett here because Brett, think your business brain is brilliant and I want to make sure we don't miss any of the pieces. So guys, I know we chatted about this. It might be a review.   But I really want you to dig deep sometimes when you re-listen to a podcast or when you listen to something that has similar information, you're like, gosh, I didn't hear that last time or this means more to me today than it did when I listened to it three months ago because I'm in a different space. So I really want you to dive deep. I want you to listen in. One of the biggest pieces I think practices can miss is the opportunity to look at the stats and really, really look at where you've been.   where you're trying to go, but where you are right now. for it, correct me if I'm wrong. I think 99.9 % of the people who come to us, the clients, the potential clients, the future clients, the listeners are here saying, we need systems. And WATM is here and we get to build systems. And we come in and I'm like, gosh, you have so many systems. Like the reason that you feel chaotic is because you don't know where to start.   Britt (04:03.172) you   The Dental A Team (04:25.893) Right, Britt? So how do we help them? I really want them to learn how to check trends, know where to start, know what like 2025's focus needs to be, because systems, like you've got a whole dental practice, you've got multiple departments within your dental practice, and to say systems is quite overwhelming. It's like, you know, trying to pull a raindrop out of a rain cloud, it's just not possible, and it causes a lot of chaos and confusion, and I think narrowing that down helps people to be able to see.   What needs to come next? What's that next step? So Britt, you do work with a lot of clients and you've worked with a lot of clients over the last three years that you've been here with us. Thank you so much. A little longer than that now, but almost four. But how do you help them to really see that space, especially going into the new year to say, okay, what do I need to do this year to be super successful?   Britt (05:18.5) I think Tiff, comes from planning for systems, yes, and also our big picture like ultimately shapes our priorities. So like, that's why I think even in Q4, we harp so much on like, all right, what's happened this year? What do you want to do next year? What are our goals for next year? Because having a path or having something we're shooting for helps us to prioritize some things. For example, let's say,   great, we want to grow 15 % next year, right? We've got the space, we know our schedule's not full, we want to grow our revenue, our collections by 15%, and then it's like, all right, then if.   what's going on that's keeping us from getting there. So then we like walk it back and those are some of the important stats that we need to set goals around and make sure we're tracking. If our schedule's not full, then it's like, all right, do we have enough patients to fill the schedule? Do we not have enough patients? Do we need to get more? Is it a marketing thing? Is it just better scheduling and follow up on our end? And that's gonna start to shape some of the systems. So like with this example.   The Dental A Team (06:10.801) Go.   Britt (06:16.824) Let's say our schedule's not full. All right, do we have block scheduling and how are we following up with people who don't have appointments? Those would be two systems that we would start with to get things rolling in the right direction to set us up for success in 2025 if you've got a growth goal like that.   The Dental A Team (06:17.234) .   The Dental A Team (06:31.046) Yeah. Yeah, I love that. I love that you narrowed it down from big to small. And that's what the trends will show us. And the mark that I think is truly must right is seeing the bigger picture, like you said, but on a small level, which sounds confusing and contradictory. you're like, how do you go like you're saying big, but you're saying small when we're looking at those big pieces, when we're tracking them. And I do love there's like a side tangent. I do love   the companies that come in and they pull your stats for you, right? So you've got an outside source and you log in and you can see all your stuff. You guys know what I'm talking about. There's multiple different companies and different systems out there. I do love those analytics companies and resources, but I really, really love too for you guys to know the actual numbers and to know how to pull them yourself, even if you're using an analytics company. I want you to be able to see both of them because I believe that if you   have your hands in it yourself, you're soaking in the knowledge. So either way, I want you to just verify, clarify, verify all the pieces, but having a space, I know we've got a lot of our clients, if not all of them by now, on our scorecard system. It's a simple, well simple is probably the wrong word to use there, but it's simple for our clients. It was a labor of love for us, but it's an Excel spreadsheet and I love going old school.   Britt (07:48.055) You   The Dental A Team (07:54.48) with those kind of simple tools like Excel, because I think if we can get all of that data and metrics onto one screen, right, even in a lot of the analytics, like you've got to, flipped between screens and you don't always see how one trend leads into another trend or one metric can negatively or positively affect a metric that it seems like it wouldn't. So you might have hygiene data on one screen, right, flip to another screen and you've got.   your production collections, and then another screen you got your AR. Well, guess what? There are different systems within each one of those screens, right, that affect all of them. And when we've got them all in one space, you guys, and you're looking at them, your brain is like, wait, this is a puzzle. Let me put this together. And you start seeing how they lead up or lead down into one another. So, Britt, like you're saying, our schedule's not full, right? This is a common, common, common statement.   from dental practices, my schedule's not full, or I have high cancellations. And it's very easy to be like, oh my gosh, I have all of the answers for that. Like, Britt could come up with like 15 different things for both of those problems. Schedule's not full, high cancellations. We can tackle it all, and I could implement, and Britt could implement 30 systems today, but the question is, are those systems the actual problem, or are we kind of like putting a band-aid?   over a bigger issue that's underlying that we may not be seeing underneath, right? So I love, Britt, that you said that like, great, let's talk, let's look at block scheduling. And you said, you didn't say let's do block scheduling. You said, do we have block scheduling in place? Because, you know, practices do that. Practices know how to do it. There's a million freaking podcasts. We're not the only company who does block scheduling, number one. And we have so many podcasts on block scheduling. So a lot of people are doing it. So then we dig into,   Britt (09:41.86) Thank   The Dental A Team (09:48.735) how are we doing the block scheduling instead of just saying, this is how you should be doing it. Because I do think that's the mark that a lot of people overlook as well. know, coaches come in and they're like, well, this is how I want you to do it. Well, your way might be working. It might be something else. So really digging into those pieces. So Britt, as you're looking at these scorecards with your clients and we've used analytics companies, we still do, right? We have analytics that we use from companies and we have clients who use different companies.   What is it that you look for the most and like big overarching that these practices and these doctors can really start keying into that show a space that like, want growth this year. That could mean anything. What are some overarching numbers that you like to track with your practices that will help them key into their focus this year?   Britt (10:39.78) Yeah, and I'll go through some of those numbers and we want both like leading and lagging, right? So for example, if I want to hit 15 % growth and revenue, tracking that revenue is going to be a lagging measure. So we need to work on, all right, what are some leading things to get us to that end goal that are going to be helpful to track and see what's going on? Another reason for tracking is one, if we're implementing a system or adjusting a system,   Feelings are fleeting and numbers are facts, whatever that saying is. But the numbers actually will tell you, one, did you implement something that's actually having the impact you want it to have? And number two, if we shifted something, is it shifting it in the right direction for us? So is it useful or not? And sometimes there's things that we'll implement that are so cumbersome and it doesn't do anything, then it's like, why are we doing it? It should be easy and it should be effective at the end of the day.   The Dental A Team (11:10.741) Mm-hmm.   The Dental A Team (11:18.439) Yeah.   The Dental A Team (11:31.304) Yeah.   Britt (11:34.756) And so that's kind of my little plug for also tracking numbers is one, knowing where we're at and two, knowing if the things that we're implementing are having the impact we want them to have. So some important ones, you're gonna have your big picture ones, right? And that's, you'll notice my brain thinks big to little. That's just kind of how I think, where's the end goal we wanna get to? And then what are the things that build up to that top most important thing?   So if it's revenue, right, then of course production and collection. We're only gonna collect as much as we produce and we've got to make sure that we're collecting everything that we actually do the work for and can have the potential to collect.   The Dental A Team (12:02.645) Yeah.   Britt (12:07.64) So that's gonna be one. And then it's like, all right, next level beyond that, what leads into those two things? Production is gonna be case acceptance, how we're scheduling, right? Those are gonna lead up to that production. And then on the collection side, it's like, all right, what's our AR? Where are all our buckets at? What's sitting out there? What are we not getting collected from patients? That are gonna be some of the big pieces.   And then you can kind of walk it down from there and great track by provider, track by hygienist. And then what are the other things? What's our SRP that's going to feed to our production? What's our fluoride that's going to be feeding to our production and what are the doctors diagnosing? Right? Cause we're the buckets are right. We're only going to make as much as we ever diagnose. And we only are going to make as much as we actually like get scheduled and complete from what we diagnose.   The Dental A Team (12:30.134) Yeah.   The Dental A Team (12:49.525) Yeah.   Britt (12:54.756) and then we've got to collect on the things that we actually complete. So we kind of work our way down that way. So those are some of my favorite ones, Tiff, and looking ahead can be super helpful. What are we scheduled to next week? Just to get team members looking ahead, and if we're not scheduled to go, then it should spur a plan of, okay, then what do we need to do to get next week's schedule to go? Or if there's holes in hygiene, what are we going to do to get those holes filled?   The Dental A Team (13:18.999) Yeah, and what you just said right there to like all of that, I want everyone to take all of that and figure out how you can implement those pieces or what you're not looking at maybe, like what have you not been paying attention to that we can add in, not replace, but add into the metrics that you're looking at this year. But what you just said is if we're not scheduled to go next week, what's our action items now? A lot of practices, you know, get stuck in the lag measures. We know our lead measure, we know   we're supposed to make $250,000 each month, right? So that's our lead measure. Our lead measure is what are we supposed to produce and collect? How many new patients are we supposed to have? And then the first week of every month, we look back and we say, did we do that last month? And sometimes we did, right? Sometimes we didn't. And if we're not tracking it more frequently, like you said, if we're not looking at next week, what's next week's lead measure based on last week's lag measures?   We have to alter them sometimes. If last week or the week before we were down, that impacts us moving forward. So then we get to the last week, sometimes I hear office managers really rallying. They're like, okay, guys, we've got three days left and we need $30,000 in addition to what we already have on the schedule. And people are like, you want us to add 10 grand a day? What are you talking about? Like, yep, we need six Invisalign cases.   Britt (14:38.798) to get, we can do it guys, right? Like come on.   The Dental A Team (14:43.096) We got this, right? But what if 15 days ago, you were like, hey, we need $2,000 every day, right? Instead of three days, 30,000. Like, how do we make sure, you know, that we're looking at those things far enough ahead, but also looking at the backside? And I think you caved into it there on the weekly basis. So making sure doctors that, and this is how the scorecard works. We have it working off of.   monthly but also a weekly. The weekly will feed into the monthly for that purpose because we want to be able to see the trends within the weeks. We want to be able to predict what we need successfully so that hitting goals is easy. When I put practices on these kinds of metrics, these weekly metrics, I train a lot, does too, we train a lot of office managers on scorecards like this because it's the easiest way to learn how the numbers work and how the   small changes, like you said, Britt, affect those numbers so drastically. Sometimes you're like, gosh, ding it, our collections stinks and we've got cancellations all over the place. And so an office manager might be like, okay, guys, implement a $75 fee for every cancellations, black and white, they cancel, get $75 fee. And then all of a sudden it's like, that didn't help either one of them. We've got patients in an uproar and next month we realized we attritioned out 10 patients.   because of fees. So we might be too dramatic or too drastic in a systems implementation if we're not watching the rest of what's happening as well. So if you start to see the trends within the week, you might notice, you might even start paying attention, like, what was this week, right? We had high cancellations, but guess what? Maybe it's spring break and maybe parents forgot. So then maybe the metric we need to look at is how far out to the frequencies of our confirmations are.   Are we giving them enough notice and enough reminder notice four times like this when it's spring break rather than like, nope, cut it. People suck, $75, cross the board, we're doing it. And it's like, we weren't looking closely enough to the smaller trends within or the things that are sometimes hidden, like a break that we don't think about. So watching it on a weekly basis, I think sincerely helps with the AR. Britt, that's a huge piece that I think doctors   Britt (16:55.331) Yeah.   The Dental A Team (17:03.81) I know they don't get trained on, like they don't know, we barely know, right? I'm like, we were trained by other people and other people and now we have all of the knowledge, but most front office people have been trained by other people. And now it's like, yes, Dental A Team, please teach me my AR, because now we know, right? What are the big pieces that doctors should be watching on a weekly basis when it comes to the AR? What do you train your doctors to look for?   Britt (17:28.964) Yeah. And with AR, you want to look at the buckets, right? And buckets mean what's current zero to 30 days, then what's 31 to 60, and you look at it in 30 day chunks. So you can see.   how things are trending again with numbers, right? That's another piece of tracking it regularly is to see trends and what's trending, what direction are we heading? AR is a big one, right? We want most of that money that's due to us within the next 30 days, because it should mostly be insurance. We should have collected from patients their estimated portion at least.   The Dental A Team (17:52.056) Yeah.   Britt (18:00.612) And so it should be insurance. then from there, right, zero to six days. OK, maybe some claims take us a little bit longer to get paid. So like there's going to be a little chunk in there. And then 60 to 90, we shouldn't have as much. And by 90 plus, we really shouldn't have hardly anything, five percent or less really sitting in there. And so with doctors one knowing how much is in each bucket and then you can kind of see what insurance company was it was it United that had an issue this year and you saw everybody's buckets go from zero to 30.   The Dental A Team (18:03.578) you   The Dental A Team (18:17.242) Thank you.   Britt (18:30.566) Oh, now there's a big chunk in 30 to 60 and there's a big chunk in 60 to 90 until that got resolved and the money's coming in so you can kind of watch where that bolus happens and if there's a bolus moving along into getting older there's something happening that we need to address that's causing that to happen.   The Dental A Team (18:32.468) So,   The Dental A Team (18:49.498) Totally agree. And you're right though, you have that big insurance thing that happened this year as multiple companies. And then I think that was the one that got super hit. But also I've had clients that have tracked it weekly, monthly, all those pieces and started realizing that they had payment plans that were lapsing that they didn't realize before. So I do not advocate, know that my team does not advocate in office payment plans, you guys, I hate them for this reason. They get lost. You're not a bank. you're a provider, a service provider.   Britt (19:09.624) No. Don't do it.   The Dental A Team (19:18.661) provide the services and get paid for what you do. If you need options for payment plans, please call us. Just let us know. Hello at the NLATN.com. Exactly.   Britt (19:24.952) Pre-payment is your option. Pre-payment is the option. can force the payment and get it done once it can be paid for.   The Dental A Team (19:31.382) Exactly. I always say, me help you build a savings account and we will save it here for you. And then we can get your treatment when you're done. But I had a lot of patients that, or a lot of practices that realized all of a sudden, like it wasn't necessarily just the insurance companies. We started really looking at it on a super fine scale because of what happened with the insurance. But then they're like, wait a second Tiff.   A lot of this is patient and I'm like, because you've not been looking at it, right? We've not tracked it like this on this kind of a scale. So these are the pieces you guys that really start to jump out. These are the things that I think you guys are waking up in the middle of the night, like, my gosh, what if this is a thing, right? And you're like, give me a system. Like, we have the systems. This is the system. Like track the trends, track what's happening, track where you're going, track where you've been so you can see where you need to go. So you know where you're going.   You know where you've been. Now do we need to add anything to where you're going in order to hit goals? Make sure your money is accounted for. Call us when you need systems, KPIs, key performance indicators, scorecards that track trends, and having people in your back pocket that are there to help you. Whether it's us, a consulting company, a coach, a friend, whomever it is, also having your team members on your side. So who's filling in this information and has your back there?   Britt (20:24.141) Mm-hmm.   The Dental A Team (20:48.508) Those are my biggest to-do's for your 2025. You guys don't over-complicate it. It's really easy to over-complicate it. It's really easy to try to tackle too much at one time. I want you guys to pull your data, pull your numbers, where are you trying to go, and which metric needs to be dialed first. So first quarter, which metric do we need to dial up in order to push you towards those goals? Britt mentioned earlier in the podcast, it might be billing.   It might be marketing. might be that you need more new patients. It might be scheduling. Like where is it that you're low in all of the different areas within your trends? So you can twist that dial, ramp it up, and then watch the other ones and see how those trends do so you can pick your next one. Britt, brilliant brain, brilliant Britt. I was going to call you today. Brilliant brain Britt. Thank you so much for all of the input and all of the work that you've put in. You helped me a ton with that scorecard.   Britt (21:33.7) you   The Dental A Team (21:42.976) for our clients, so thank you so much. cannot wait to have everyone on that ding-ding scorecard. It's going to be incredible. And you guys, if you're a client of ours, you're not on the scorecard yet, reach out to your consultant. Make sure that you've got all the data, you've got all the meetings and all the pieces together for that. If you're not yet a client, we can't wait to meet you. And if you're Forever Podcast listener, then freaking rock out, text us, email us.   Ask us what you need and if you need help with these things. always here for all of you guys, no matter what your status is. Thank you so much. Reach out Hello@TheDentalATeam.com Drop us a five star review. We can't wait to hear from you guys and hear how amazing your 2025 is going.  

Send us a textClick here to learn more and join our Clinical, Business and Life MasterMind Group. Work closely with the most forward thinking doctors in healthcare and our Founder & CEO, Brian Wright. Click here to choose your day and time to meet with us online to help you create a plan of success.Book Suggestion: Tim Ferris - The Four Hour Work WeekWelcome to 2025! Watch our Founder & CEO get the year kicked off with long time New Patient Group and WrightChat customer, Dr. Bob Skopek. This episode encourages listeners to redefine their understanding of growth, focusing on efficiency and quality rather than volume. Key topics include tracking important metrics, identifying personal financial goals, seeking mentorship, and pursuing continuous education to enhance business practices for a healthier work-life balance.• Reimagining growth as working smarter, not harder• Understanding your personal magic number for financial freedom• Importance of tracking earnings per hour rather than just volume• Differences between being a business owner and an entrepreneur• Benefits of outsourcing non-essential tasks for increased efficiency• Importance of mentorship in developing professional skills• Role of ongoing education in staying effective and current in the fieldWhat if you could redefine success by working smarter, not harder? Our latest episode promises to transform your approach to business as we explore the flourishing possibilities of 2025, a year brimming with innovation and resilience. Discover how the entrepreneurial mindset and strategic efficiency can outshine traditional growth metrics and help you thrive even when the economy takes a downturn. We unpack the pitfalls of conventional advertising and shine a light on internal business inefficiencies, as we embark on a journey of continuous evolution, buoyed by the new season's transformative spirit.Join us as we venture beyond mere numbers to redefine entrepreneurial success. The conversation pivots to exploring how fewer working days and heightened hourly productivity can lead to unprecedented growth, both personally and professionally. We unravel the intricate tapestry of key performance indicators, the nuances between being a business owner and an entrepreneur, and the critical concept of your "magic number"—all essential components in maximizing earnings while living your ideal life. This isn't just about financial success; it's about reclaiming time for what truly matters.Our exploration doesn't stop there. We cast the spotlight on the orthodontic industry, underlining the pivotal role of mentorship and continuous education in shaping the future of young orthodontists. With insights from industry experts like Jeremy Emanuele, we delve into the creation of a legacy Dental Service Organization focused on clear aligner orthodontists. Through this narrative, we underscore the importance of long-term vision, strategic decision-making, and embracing a collaborative mindset to navigate the complexities of modern orthodontic practice. Prepare to be inspired as we reveal how diverse mentorship and strategic innovation can redefine success in any field. 

Dr. Nammy Patel was one of the first people to put forth the movement to bring eco consciousness into the dental world. She specializes in Green Dentistry, a holistic, functional Ayurvedic approach to dentistry. In this episode Colette chats with Dr. Patel about the following: Dr. Patel's passion for Ayurveda and holistic green dentistry. The vital connection between dental health and whole-body health. Why mouth breathing is so problematic for our health. The ideal morning and evening dental routine. A sample experience in Dr. Patel's holistic practice. Dr. Patel's view on braces, Invisalign, mouth guards, mercury fillings, charcoal and root canal treatments. Why the critical years for dental healthcare are from 40+. * Check out Dr. Patels website.... www.drnammypatel.com * Click here to learn more about discounted group Digestive Reset Cleanse starting January 31st, 2025 * Visit Colette's website www.elementshealingandwellbeing.com  Online consultations & Gift Vouchers Next discounted Group Cleanse starts January 31st, 2025 Private at-home Digestive Reset Cleanse tailored to you Educational programs - Daily Habits for Holistic Health Have questions before you book? Book a FREE 15 min online Services Enquiry Call * Join the Elements of Ayurveda Community! * Stay connected on the Elements Instagram and Facebook pages. * Thanks for listening!  

Tiff and Dana are here to gameplan your goals for 2025 by starting big and breaking it into smaller and more attainable pieces. They discuss aspects to consider, such as profitability, time management, tracking systems, and more. Episode resources: Subscribe to The Dental A-Team podcast Join Dental A-Team Consulting Leave us a review Transcript: The Dental A Team (00:01.106) Hello, Dental A Team team listeners. We are back here today. I've got Ms. Dana with me and we are here to talk to you about numbers today. I'm excited for this one. Practice owners, doctors, dentists, all of you guys out there, this is a really important one and Dana and I have some awesome information to really hand out to you. But before we dive in, Dana, how are you doing over there? How are you?   We're wrapping up the end of the year. I know I've seen a ton of successes in so many of our clients. How are your clients doing? What are you working on right now with your clients?   Dana (00:34.404) Yeah, it's great. 2024, I think was an interesting year for a lot of practices. I think different than some of the more recent years. But I think in all of that, practices are still coming out with huge wins, lots of growth, and getting patients to accept treatments. So I call that a win for 2024 for sure.   The Dental A Team (00:52.836) Yeah, I agree. think there was a lot of... gosh.   unknown uncertainties in 2024. I think 2020 we had some uncertainties too, right? We walked into the year with uncertainties, but then it kind of grew from there. And we've had just this massive growth in dentistry, I think since 2020 and COVID shutdowns. And this year, was kind of like, wait, hang on dentistry still doing fine. we're in a, we're in a recession proof industry, but what the heck is going on? And so there were just so many questions I think in outside of   of dentistry and financially that it did lead to some oddities that we haven't seen in recent years, like you said, within the dental world. know a lot of my practices have been, I think they're coming out of it now, but we had some issues with confirmations or patients coming to appointments or pre-collecting, kind of making sure that those pieces were really dialed in and locked in, because I did feel as though here in the recent months, kind of September, October.   some August really was tough for some practices in case acceptance, but then November hit got a couple weeks into November, how we'll say it and things just started to really turn around again. And I think again, there's so many uncertainties of the world translated into uncertainties within the dental industry and and Dana, I think you saw that too. Yeah.   Dana (01:55.438) Thank   Dana (02:15.363) Yeah.   The Dental A Team (02:16.56) Yeah, well guys, we're on the other side of that. So this is the exciting part and this is one of my favorite times of year. I'm really looking forward to what's to come and we have to look at what was right to know what can be in many cases, but this is the time of year where we really get to dream up what next year will look like and what it can look like and it's just so much fun for me.   I love building out goals with practices. I love seeing what it's going to take to get you to that goal and really working backwards. So dream big and then work backwards and make it smaller and smaller and smaller. So today, I wanted to chat about that and Dana pulled in to help me just really discuss how we go about increasing goals every year. And we do this with all of our clients. We look at what does an increase look like for next year? What is it going to create for you? So a lot of our clients will say, you know,   I want to have more time at home with my family. We're having a baby this year. We want to take a maternity leave. I want to take a vacation to Europe for two weeks. I had a doctor that took her family to Paris this year. Like, how are we building that into the goals? And realistically, how are we making your business work for you so that you can have the personal life that you want? And so your team members can as well.   But really what does the business have to do to afford you those pieces of life that are really, really valuable and important to you? One of those things that we look at is your profitability. And your profitability is key, you guys. That is the extra money on top, that's the kush, that's the, this is really what my business is able to create for me within that. So we do look at that when we build out your goals, but just on average, we wanted you to know what an increase, an annual increase looks like.   her practice majority of the time a practice that's already been working off of their BAM. So their bare ACE minimum, right? Your, this is what it takes to pay my bills. This is what it takes to survive plus a percentage to get that profitability. So we typically look at, I Dana and I talked about this this morning, we're usually looking at what's your BAM. So what's your baseline? This is my baseline, just like at home, like this is what it takes to   The Dental A Team (04:35.57) feed my family and to pay my bills. This is the baseline money that's going out and then 20 % on top of that. So baseline plus 20 % creates a profitable business. If we're only looking at baseline, you guys, I don't know, I felt Dana like in that conversation this morning that it was a confusing space maybe for people that...   That's one of those spots I think where we talk dental. People are like, what are you talking about? All right. Our marketer this morning was like, what's a bloody profie? And I was like, that's funny. So it's one of those spaces that's like, what are you talking about? But Dana, I you do this with your clients to have really that baseline plus that 20%. So Dana, how do you go through that with your clients and really helping them to figure out one what their baseline is, and then what that 20 % is on top?   Dana (05:00.716) No.   Dana (05:25.09) Yeah. So really it is, it starts with their overhead. So what is their overall practice expenses? Okay. So that's going to be part of their bare ACE minimum. And then what are they taking home? Right. Also to any debt services, because we've got a pair of debt services to be to utilize them, whether it's a practice loan or equipment loan or whatever it is, as far as debt services, we've got to put that in your BAM. Cause at the end of the day, those things have to be paid or business will be shut down.   The Dental A Team (05:34.546) Yeah.   Dana (05:53.052) Failure to pay those things too So just making sure that you know all of those pieces that go into it and all of that is accounted for because oftentimes actors like well No, I don't put my pay in there. Well, right? You're not being able to live your life and you're not being able to afford like you have to be paid too That's why you are a practice owner. That's why you chose ownership, right? So we want to make sure that is included in there. So Let's just say we know you know, they're they're   The Dental A Team (06:05.446) Yeah, yeah.   The Dental A Team (06:15.538) Yeah.   Dana (06:22.148) BAM is 100,000, because I like round numbers. So 100,000, we would obviously say then, okay, for that 20 % profitability, we need an extra 20,000 each month. So your goal then for that month becomes 120,000. And as long as we hit 120,000 each and every month, that will give you your BAM every month, plus your 20%.   The Dental A Team (06:25.735) Yeah, same.   The Dental A Team (06:37.339) Mm-hmm.   The Dental A Team (06:43.302) Yep, I love that. I think the confusion or to separate statements is we've talked about when we talk about all the time your overhead and Dana, you just mentioned your overhead, right? So we do say your your true overhead.   is if someone if someone were to purchase your practice from you today, what would they respond be responsible for taking on your pay your loans and come with you right you they they're not going to continue paying you. So what would a practice owner take from you if they were to purchase your practice is your true overhead. So in order to find your band, you find your true overhead, this is your outgoing money. And then you add in your loans, your debts and your pay.   And if your associate pay or whatever else is not included in your true overhead for you, you add that in underneath. This is what you have to make in order to maintain your business as it is. So if you were looking at your personal finances, you would say, great, what are my credit card payments? What's my mortgage payment? What's my car payment? Those go into your baseline for what you need to make as an individual within your home. So you're to think the same thing. What does my practice need to make to baseline to say,   We are at a zero zero, right? We are zero zero. We are not negative, but we are not positive. This is what my business has to make. And then we add, like Dana said, that 20 % on top of it. So that's the difference, you guys, when we talk overhead versus bam, is overhead is different. Your bam is going to be everything included. So I think that's where some of that confusion may come in.   Now that 20 % can be bucketed out however you want it to be. So that 20 % could be bonuses. I do have a practice that's like, Tip, want, this is our BAM, but I want my practice to bonus every month. I'm like, great, then let's add a percentage after your BAM.   The Dental A Team (08:34.276) a certain percentage of that will be their bonus. So they know if they get to this tier, this tier, this tier, but for that practice specifically, you guys and for most of my practices that talk about this, I want you to know I don't go bam plus 10 % and then they get you know, they get that bonus at that 10%. No, I still want bam plus some now it's above above and beyond that. So it has to be above and beyond your profit. Otherwise, now you're bonusing and taking out of your profit for the practice and the   for the practice should be going towards renovations, should be going towards new equipment, it should be going towards whatever you want it to be, an emergency fund, like all these things to be reinvested back into the practice, not taking, we're not taking money out to pay people. That's an above and beyond situation. So just clarifying that a little bit for you guys, going into a new year, once you have that settled, you're like this year Tiff, I went off my ban plus my profit, that was my goal.   Fantastic. So then next year, going into 2025 goals, we really want those goals to be, I like 10%. I usually say seven to 10 % on top of what you did last year. Super easy math, number one. Number two, inflation has to be accounted for. Inflation on average in America right now is near 7%, right, at least. So   If we go above and beyond that 7 % and hit that 10%, again, we're looking for that profit margin. Because if we're only accounting for 7 % inflation, again, we're just status quo. We're not growing. In order to see that growth, we've got to go above and beyond. So that 10 % creates that above and beyond. And again, that's if you've been operating off of BAM Plus profitability. If you haven't, then let's work the numbers and figure out where you should be and what you're able to do next year.   but that 10 % should be able to be finagled within that. And creating that space is really fun. Figuring out how am going to get 10 %? A lot of doctors' teams usually will be like, that sounds awesome, but like, my schedule is full. Where in the heck do you want me to get? So we're adding 10 % every day. So we're adding 10 % of time every day to have like, how are you doing this? I'm like, no, it doesn't have to be that   The Dental A Team (10:57.736) hard. This is where we make sure you're pulling your financial analytics. Like where are you at for your fees, your fee analysis? Have you had a rep pull your fee analysis? Have you requested fee increases from all the insurances? Have you looked at insurances that you could drop? How do we squeeze more out of the time that you have? Dana, I know a lot of clients come in and they're like, I want to reduce stays, but I want to be more profitable.   Fine, absolutely, you guys, can create the magic for whatever you want. If it's unrealistic and we're like, that's a little crazy, we will tell you that too. But oftentimes coming in from, you're working five days or four days and you're like, I really want a half day admin day.   Great, we're going to squeeze more dollars out of the time that you have. So Dana, I know you've been working on this a lot with a lot of your clients this year specifically and block scheduling, things like that definitely contribute. But what are some pieces that you've got a lot of clients currently working on for next year to squeeze more out of that time that they have?   Dana (12:03.5) Yeah, so one, is taking a look at just each provider in the practice, their production per hour. Because if we're looking to cut hours, then we know exactly how much production we need to make up in different hours of the day. Also, two, helps us see just is there any provider that like, okay, they've got a little bit more opportunity. So we can kind of let's say we look at hygiene, right? And they're not hygiene across the board isn't hitting their daily goal or their hourly goal. Then what can we do there? Can we talk about a   The Dental A Team (12:08.765) Yeah.   Dana (12:32.452) upgrading our perio protocol, can we talk about adding adjunct services? What can we talk about on that end? On the other side, when it comes to providers, can we look at just efficiency? Are we maximizing and utilizing our assistance so that there is more actual doctor time to do additional dentistry? Another thing that I'm working on as far as building that in and helping to see goals is just cost of procedure versus   The Dental A Team (12:58.408) Mm.   Dana (12:59.576) time it takes to do the procedure. So a cost per procedure is I'm doing that with a couple of offices just because it does help us see. Okay, if   this doctor does this procedure in 70 minutes and this doctor's doing it in 90, like what does that look like as far as then their production per hour and where can we squeeze and those things. So I think it starts by knowing really what you're producing each hour, especially if you want to cut back hours. And then as we're looking at that, who has potential for growth or where do we have potential for growth? And then how do we get there? What does that look like?   The Dental A Team (13:30.632) Yeah, I like the breaking it down by cost per procedure and hourly. That's something I think that we forget we can do and that really makes such a drastic difference. The perio space, the hygiene space is huge. You guys, I have a client this year that we were just looking at their KPIs this morning, Dana and I, and they had a goal of increasing one to 2 % on their perio.   program, right? So hygiene was going to go from 18 to 19 percent and on average is where they were in 2023. This year they needed to hit at least 20 percent overall production, which means the hygiene department as a whole contributes 20 percent of the monthly and yearly production.   So we looked at it this morning and luckily the office manager had filled out November and so for November they're actually tracking at 25 % for their hygiene department which is great. I usually push for goal wise so you guys know for goal sake 25 to 30 percent.   Dana (14:23.844) Thank   The Dental A Team (14:36.38) for hygiene to be making up of that goal. So when you're going into next year's goal, and you're like, gosh, 10 % means I'm going to be at $2.1 million next year. Freaking fantastic, do it. So look at, okay, well, what did my hygiene team do? On average, what was their percentage now with us not looking at it? And think, okay, what would one to 2 %? What would a 2 % increase from last year look like financially? It's over a year, it's usually pretty significant what a 2 % increase can do.   And then how can we get a 2 % increase? Normally when practices are not tracking their hygiene department, they're typically sitting anywhere from like 14, 15 to maybe 20 % on average. I would say probably like that 17 % range is pretty common.   for practices that haven't been really looking at it and caring. So then you have a space of like fantastic, what's a 1 % increase in everything that we do? It could be making sure we're always charging out for the PAs. That's a 1 % increase. Like really looking at all of the coding and making sure we're getting every single code in there every single time, because those things add up over time. But when you're parsing it out, sometimes I think doctors feel like, gosh, $2.1 million. That's a lot of   implants, that's a lot of crowns, like, you are not the only one that's providing that. And so really looking at what are the other contributing factors? How can we add more value? How can we add more whitening this year? So in-office whitening that our assistants are doing, what would it look like if we did three more Invisalign cases this year in comparison to last year? What would it look like? How many, you know, how many of each thing do I want to do?   Oftentimes I'll take a practice and say, do you want to do more of next year that you love doing this year? And I know I had a doctor that was like, gosh, Tiff, I love placing implants. just, I want to do more implants. Great.   The Dental A Team (16:31.144) So we went into 2023 with a goal of X amount of implants this year. And so then the goal from there, we backtracked and we're like, okay, great, every month you have to do this amount of implants every month to get to this yearly goal, which would allot for X amount of dollars towards your yearly goal. So then we translated that into well, how many opportunities do I need based on my case acceptance? So then we said, well, you've got to talk to X amount of people about missing teeth   and the implant option to get your 65 % case acceptance on it to get to that. And within the first quarter of the year, he had surpassed his quarterly goal and was well into his six month goal for the year. But it was because we had worked backwards and made it so simple, it was really easy for everyone to track. From there,   the team was like, well, how do we keep track of all these? Like we're talking, they're like, I have ideas. And now the team is creating tracking systems and using the whiteboard and they're following up with the patients because they can see it. And it's so easy. So that 10 % increase from last year can feel a little daunting sometimes. And I've had practices, Dana, that I'm like, to get you on track to where you actually want to be. And because we weren't working off of a BAM plus 20 %   previously, you actually need a 15 % increase this year to get you to where you should be. And still though, as long as you can increase it by how much ever you want to, and as long as there's a plan in place and we can work backwards to see how we can actually accomplish it, I think that's where the success really lies. And I've watched it time and time again of how easy it can be to just say,   How many implants do we have to do? How many Invisalign cases do we have to start? How many, you know, all-on-fours do I need to do? And you guys, holy Hannah, if you don't like surgery, you don't want to do all-on-fours, don't do it. It is not a space where it's easy money. It is not lucrative if you do not like doing it, so don't do it.   The Dental A Team (18:43.334) Pick the things that you enjoy doing. Is Botox something you want to do next year? Fillers, like what does this look like? Cosmetic cases, like what do you love doing? And how do we translate that into part of that percentage goal for next year? Dana, what other thoughts do you have on that goal and just really making sure that it's set in stone?   Dana (19:05.349) I love that you do that and I think too if you're like, well, I don't really know even okay I know 2.1 right but what does that look like every day or what does that look like every month? Map out your projections put in your number of working days put in   your number of hygiene days for each month, your number of doctor days each month, and then play around with your numbers. Say, okay, well, I did, let's say $3,000 a day this year, and I'm trying to grow 10%. Okay, well, that looks like 3,300. So put in 3,300 and see, does that get me to my 2.1 million? If it doesn't, okay, let's increase that. Let's say 3,500, put that in and see, okay, does that get me there? Okay, that gets me partway. Now, what can I do with hygiene? Right? If hygiene hit, let's say 960 this year, if I get them to a thousand, if I can just get $40 additional every hygiene day, what does that look like?   So take your working days take where you were for the last year look and say okay average This is what we produce each day. What does it take each day? Because once you know what it takes each day Each week each month then you can do exactly what you did tip and say, okay How do we do that? Because oftentimes if we don't know what that looks like if we don't know that that's the difference in a crown every other day   The Dental A Team (20:03.058) Yeah.   Dana (20:11.0) Right? Once you have it broken down into daily and weekly and monthly numbers, then it's very easy to say, okay, look, these simple things, if done consistently, or this addition of 10 crowns each month, that's what's gonna get us there. But you have to know kind of what those smaller numbers look like. It's real easy to say 2.1, but when you break it down into daily and monthly, it's super simple then to see where opportunity lies.   The Dental A Team (20:36.968) Totally agree. And I love that you said like going from 3000 to 3300 or 3500 because even if it 3500 and I've got an eight hour day, it's like that's less than $100 an hour. In addition to what I was already doing. That's a couple PA's. That's a couple x-rays like it's, it's charging out for the things that you're doing. So I love that. Thank you, Dana. Right now you guys know it's the time of the year to see where are you going to end you should be able to project at this point in the game like what what it's going to look like at the end of the year.   Dana (20:51.556) Thanks   The Dental A Team (21:06.918) Start mapping out what next year can look like. Don't wait till January, because in January, you should be boots on the ground, freaking running for those goals. So start building that out now. Reach out to us, you guys. Hello@TheDentalATeam.com If you have any questions on this, there was a lot of numbers involved. There's a lot of trajectory, a lot of projections. Reach out to us. We have all of this information. We love giving it out, and we love nothing more than to answer your questions. So Hello@TheDentalATeam.com You can find us on all the socials as well, Dental A Team.   We want to hear from you. Drop us a five star review. Let us know that you loved this content and we cannot wait to support you and your biggest 2025 dreams. Let's make them all a reality. Thanks guys. Thank you, Dana, and we'll catch you guys next time.

Alaska and Willam giggle and goss this week as they discuss body modifications and wickedly talented surgeons, viral marketing campaigns about discharge, and the secret life of a S.F.S. Plus some hot coco debates and a breakdown of all the Race Chaser December to Remember programming to come! Check Out @Transdocproject on IG and Support their GoFund Me. Listen to Race Chaser Ad-Free on MOM Plus Follow us on IG at @racechaserpod and click the link in bio for a list of organizations you can donate to in support of Black Lives Matter Rainbow Spotlight: A-Z by Actavia & Zahirah FOLLOW ALASKA https://twitter.com/Alaska5000 https://www.instagram.com/theonlyalaska5000 https://www.facebook.com/AlaskaThunder https://www.youtube.com/channel/UC9vnKqhNky1BcWqXbDs0NAQ FOLLOW WILLAM https://twitter.com/willam https://www.instagram.com/willam https://www.facebook.com/willam https://www.youtube.com/channel/UCrO9hj5VqGJufBlVJy-8D1g RACE CHASER IS A FOREVER DOG PODCAST Learn more about your ad choices. Visit megaphone.fm/adchoices

My friend told me I'm magic...is it true? More Zach Bryan drama, the Invisalign saga comes to a close, and I have some opinions about DWTS. You can expect that + the usual show and book recommendations and updates.

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Happy Halloween! In this episode, Kiera lists four “tricks” in dental practices that might scare a practice owner off, and gives advice on how to turn them into treats. Leaking revenue A team that doesn't care about company goals Untapped potential holding you back Low case acceptance and high overhead Episode resources: Reach out to Kiera Tune Into DAT's Monthly Webinar Practice Momentum Group Consulting Subscribe to The Dental A-Team podcast Become Dental A-Team Platinum! Review the podcast Transcript: Kiera Dent (00:01.09) Hello, Dental A Team listeners. This is Kiera and happy Halloween -y. man, I love Halloween. This year, I'm so excited. We have some really, really, really special neighbors and they have two kids and they have definitely allowed us to be a part of their family. And so they're now six -year -old son. They have a six -year -old and a two -year -old. Their six -year -old plans our Halloween costumes for us. If you know anything about Kiera Dent or if you don't, my mom was very much not.   pro having her kids trick or treat. My mom is very, very, very conventional and she did not want to teach her children. She felt like trick or treating was slightly like begging and she did not want her children to be that way. And so I do not, I do not endorse that nor agree with that. And my mom has since changed, but that was her beliefs as a young mom. so trick or treating, she had us go what's called pick a treat where we would actually take treats to our friends instead of trick or treating. And so   Actually last year, 2023 was the first time that Kiera Dent actually went trick or treating. And it was with this family that takes us with us. Last year we were Incredibles. And this year he has given, this little boy has given all of us the assignment of something from Toy Story. He plans every one of us who we're going to be. So this year I get to be Little Bo Peep. My husband's Woody. Don't worry. We'll definitely post up some pictures for you guys, but happy Halloween. I hope you have the best time. I hope it's fun, but.   What I wanted to do today is one, thank you guys for being a part of our podcast family. But two, remind you, please share this podcast with someone fun. Today's gonna be a fun one. These are things that should scare you as a dental practice owner. Our goal is to help you learn to overcome them and running practice does not need to be scary. So come and join our consulting with us. There's no tricks, just treats for you guys. And I'm gonna give you guys four little things that probably do scare you as practice owners and ways to overcome them.   We're going to do a little trick or treating here where I might trick, I might treat. Of course I'm going to treat guys. Here we go. but please share this podcast with those around you. And thank you for being a part of our Dental A Team podcast family. If I could give you a giant hug right now and just tell you how much I love and appreciate you for who you are and the special things that you bring to dentistry and to this world. And, just you being here, no matter what you do or don't do is a huge blessing to those around you and in my life as well, even though I might not know you personally.   Kiera Dent (02:26.07) I feel you, I feel your energy and I'm so grateful for you. just share this with someone that you feel could use that huge giant hug of love and appreciation and probably just like some fun and some support. with that, right. Number one possible scary thing in a practice is revenue leaks in your practice. So what are some of those things that are leaking out revenue that if we just were able to patch up that hole might actually be able to help you. So things such as inefficient scheduling, billing errors, uncollected payments.   So I want you guys to look at your practices and see where are our revenue leaks. I think this could be a really fun almost scavenger hunt for you and your team to think about like, where are all the ways that we might be losing money on imperfect handoffs, on not billing out all the procedures that we do, on not having the correct dollar amounts attached to those. Keir Dents practice definitely sent out a $0 crown. We billed it straight to insurance. You better believe they were so happy to send me the EOB on that. That is a revenue leak in our practice. so,   on our inefficient scheduling? Have you built in the block schedules? Have you created a perfect day schedule? Are we working and role playing on how we can get people perfectly in there? Are we looking for same day treatment opportunities? That's a huge revenue leak within your practice. Looking for those same days, you get raving fans out of it and you're also able to help a ton of people with it. So can we actually help you guys close up that revenue leak and make it even better? What about the billing errors? Like I mentioned, attaching the correct things to our procedures so we get our money in within those.   20 to 30 days the first time and we're not having to rebuild or reattaching like setting up a process and a policy that we all follow every single time. Make that quick checklist, have it in the notes. We just grab it and go and everybody's there with it. It makes it so much easier. Uncollected payments, I can't tell you how many offices just let patients leave without stopping at the front desk or getting credit cards on file so that way we can bill these patients very quickly and collect. It's so easy. You guys, I have all of my stuff on autopay. I go to the therapist, I credit card on file, click, paid, done.   At my chiropractor same thing at my therapist my my physical therapist same thing at my gym person All these quick ways like you guys we live in a world of credit cards on file. We have Apple pay We have all these different pieces. Can we do that there? And what are the revenue leaks within your practice? Those are just some to get your your mind spurring But really look at that because that could be very scary in a practice. You're doing the work Let's make sure you're getting paid for it. Like I said, no tricks just treats. It does not need to be scary   Kiera Dent (04:50.132) Number two, your team not caring about your company goals. Well, that can feel scary because doctors can feel like, I'm rowing this boat all by myself and it can feel awful. And so let's get your team to care about the goals. How can this help give them a better life? How can this help them help more patients? How can we get them on board and excited? I have an office right now and we're rolling out sleep in their practice and I cannot wait. We're making it all fun. They're going to get like part of the bonus and the rewards of helping more patients not die from sleep.   That's incredible. That's such a fun way to do it. And so looking for ways, people don't care about things that they're not passionate about. No surprise, right? Like that's a very easy thing. Kiera, give us some wisdom here. But I think sometimes simplicity and remembering what we already know is half the point of learning. And a lot of times learning is just remembering what we already know. And so getting our team, like what inspires them? Why do we want to hit these goals? How many patients do we want to serve together as a team? And oftentimes if your team doesn't care about the goals,   guess what, they might not be your right team. You want people that are obsessed about hitting these goals. You want people that are excited about building this practice. It's gonna serve so many patients. And so you also, as the owner and the leader, need to feel that way about it. Oftentimes when teens don't care about goals, it's because the owner doesn't actually care. And I say that with love and a huge giant hug and no judgment, because sometimes it's hard to stay motivated as owners. Sometimes we need someone to pick us up.   You guys, am so appreciative over these last couple of months. I've had some personal things in my life and so grateful for the coaches in my life that literally have like lifted me up with love and support and helped me figure out what is my vision? What is my path? I have probably five really strong people in my life and I'm so grateful. I happily pay them. so, I could not do this without all five of them. And just so thankful that I have that support system around me because   A lot of times it is hard to keep trying to figure it out on your own day in and day out. And so really being able to have that from your team and have that support is something absolutely magical. All right, number three is untapped potential losing you money. So things like, could we do some CE within our practice? Could we do helping a lot of our team start like learning to scan or taking impressions, or could we add Invisalign or could we add sleep to our practice?   Kiera Dent (07:09.886) Or what other things are untapped potential within every team member? Could we do better with our treatment plan acceptance? Can we do better with how we schedule our practice? But what is this untapped potential? If I was looking at your practice today, what I think that your practice is a brand new baby, like in the life cycle of a business. Is it maybe a toddler? Is it maybe like a teenager? Is it a young adult? Is it like in its prime? Is it a dying practice, like getting a little bit older to retirement? Or is it on its way to death?   There's untapped potential within all of those lifespans. And so what's our way that we're able to find that untapped potential because there's so much opportunity. I have offices right now that are, we've just added very simple things to the practice and we've been able to take them from a $2 million practice to a $4 million practice just by adding in some untapped potential with them. Are there untapped potential within like the operatories in the space within your practice?   Is there untapped potential around your hygienist being able to offer fluoride to every patient or fluoride therapy where it's toothpaste and fluoride treatments? Is there untapped potential with us scanning for night guards? Is there untapped potential with us looking for same day treatment opportunities? These are fun little things that could be spooky and scary, but if we look at them, make them fun. Now, I'm gonna put a huge like asterisk caveat with this.   We do not wanna add all these things at the exact same time because that is very scary and daunting for our team, but we can brainstorm and like throw everything on a board and then pick the thing that's the easiest, least amount of effort with the greatest impact. And that's what we wanna go implement and execute on our practice. right, number four of things that are scary, no tricks, just treats today, of low case acceptance and high overhead. So kind of technically two in one.   So low case acceptance, that can feel really scary. It can make doctors feel like patients don't like me. It can make treatment coordinators feel like, we're just not closing cases. Case acceptance to me just tells a story. One, are we doing incredible with how we're presenting treatment? Doctors, are you using that NDTR next visit date, time, the re -care, there we go. Are you doing that and putting the bow on every single treatment plan that you're giving?   Kiera Dent (09:20.032) Are you diagnosing with confidence? Are we doing quadrant dentistry rather than solo tooth dentistry? Are you confident on how you're presenting it to the patient? Are you possibly planting weeds in your flower garden by giving them obstacles as opposed to opportunities without realizing it? After doctors give this the most amazing confident treatment plan, they put the bow of NDTR on it. Team members, are we all taking that perfect hand off, scheduling them first and then having our team present the treatment plans and the finance?   Are we leading with insurance? Because if you better believe if I'm any part of your life, you will never lead with insurance. You will always lead with what we need to do. And then we will help the patient say yes to the treatment. Low case acceptance to me tells what are the doctors confident in, what's the treatment coordinator confident in, and where are awesome opportunities to grow. I love case acceptance. I'm obsessed with it. I'm obsessed with helping offices. I have literally taken a practice from 9 million.   to over 40 million just by working with them on case acceptance. I kid you not, there's multiple practices in it. They are incredible. And we just work on case acceptance over and over and over over over and over and over and over over again, because we know that that's what's gonna help more patients have a happier life. So when I look at this, I love it. It tells me what is that treatment coordinator afraid of? What does that treatment coordinator need to break through? What does that doctor need to break through? I can look to see the type of treatment plans just by looking at your case acceptance.   And so looking at this and how can we boost it? Now, if it's too high, I know we are actually not diagnosing enough. If it's too low, I know we're not closing and it's a happy medium. If you're presenting implants and high cases, it should be a little bit lower. If we're doing a single tooth dentistry and general dentistry more so, you should have a much higher case acceptance. So looking at that, because that can feel very eerie in a practice of like, what are we doing wrong? Oftentimes it's not what are we doing wrong? It's what are we saying? That's actually not helping us get to our case acceptance that we want.   So play the game, have fun with it because that case acceptance fills the schedule. Now if our schedule is too full and we're not hitting our goals, let's look to see what are we diagnosing doctors? Let's see, are we truly diagnosing full comprehensive care or are we diagnosing what we think they want? No, those are questions for you to answer that can feel spooky and eerie, but they do not need to be. Just be confident, the patient's there. It's not your fault they're there. It's not your fault that they have this treatment. It didn't get there overnight and now you have the amazing opportunity to educate them.   Kiera Dent (11:40.93) help them get healthy again and become like so fulfilled by having that confident smile again. And then that in turn can also reduce your overhead. Looking at our P &L consistently, making sure that we're not overpaying for things that we don't need, but also making sure that our revenue we're producing what we need to be producing for our practice. These are things that I am obsessed with. I love them. It doesn't need to be spooky for you. It really just needs to be fun for you. And so that's why at this Halloweeny time,   No tricks, just treat. And within our consulting, we have our online version and we also have our in -person version and both of them give you a way for these spooky things to actually be done with ease. So I'd love for you guys to come try it out. Like, what's it gonna hurt you to come and be a part of a community of people of like -minded dentists, to have consultants at your fingertips that literally will give you the answers to all these spooky things and also get your team on board with you.   to come and either be in person and meet us. We're literally getting ready to have our doctors in person together and work on your business from the minds of brilliant people to be able to lift you and your practice to the highest heights that are out of this world, to be able to have consistent accountability in your practice of people that hold you to a higher standard and grow you. Come join us and be a part of it. I'd love for you to come try it out. Running a practice truly does not need to be scary. So come try us. I'd love to have you.   No tricks, just treats for all of you. You guys, I am obsessed with dentistry. I'm obsessed with helping you guys have the life that you deserve to live and that you're worthy to live and that you have every capacity to have. I'm obsessed with getting your team on board with you. So come try us out. Hello @ TheDentalATeam .com or just go to TheDentalATeam.com. Book a call with us. You guys, it's not scary. We literally like meet you with open arms and a huge hug. And we're there, whether you are on the top of your game or you are at the bottom of your game, anywhere in between.   We're there for you and I can't wait for you guys. end of year. It's a great time for you to be looking at these things, to make decisions, to make sure that next year that you are successful without knowing that it's maybe going to happen or not, but being confident that it will happen for you. Now is the time for you to take action, to not have it be scary and to have the best, best life that you could ever imagine. Reach out. Hello@TheDentalATeam.com. And as always, thanks for listening and I'll catch you next time on the Dental A Team Podcast.  

Welcome to New York City's most exclusive roof top! Sofia and your favorite cousin Alex talk morning vs. night anxiety, their struggles with adderall, and the never ending InvisAlign saga. After the wasps force them to move inside, Alex confesses the discovery she made in Sofia's closet (it looked like a box of Theroguns) and the two brainstorm some scrappy masterbtaion hacks. Sit down, enjoy, and call your sloot cousin!  To learn more about listener data and our privacy practices visit: https://www.audacyinc.com/privacy-policy Learn more about your ad choices. Visit https://podcastchoices.com/adchoices

Sloots, we've got a lot to cover – Sofia's Invisalign saga, Jlo's delusions, and the wedding recap you've all been waiting for. Sofia tried on several women's engagement rings but did she walk away with a new man herself? Not to mention she managed to survive a hex with the help of a special crystal. And of course, Sofia tackles your burning questions, including the ultimate morning debate: coffee before or after sex?? Follow Sofia on:  Instagram - https://www.instagram.com/sofiafranklyn   TikTok - https://www.tiktok.com/@sofiafranklyn   Twitter - https://twitter.com/sofiafranklyn    Threads - https://www.threads.net/@sofiafranklyn To learn more about listener data and our privacy practices visit: https://www.audacyinc.com/privacy-policy Learn more about your ad choices. Visit https://podcastchoices.com/adchoices