The Best Practices Show
Episode #317:Top 3 Fears of Patients and Dentists Combined with Dr. Ashton Prince

Episode #317:Top 3 Fears of Patients and Dentists Combined with Dr. Ashton Prince

February 4, 2020

Dr. Ashton Prince is here to talk about the three fears that patients have and how to overcome them, and the three fears that dentists have and how to overcome those. Dr. Prince has a restorative and cosmetic practice in St George Utah where he lives with his family. He also comes from a family of dentists. We talk about patient fears such as anxiety, pain, and embarrassment along with solutions for dealing with these issues. If you want a hint, most of these solutions revolve around communication and honing this extremely important skill. 

 

Then we move on to the fears that dentists have. We talk about how nothing great is ever accomplished without failure. Along with the importance of overcoming fears whether they revolve around money, business, your practice, or your reputation. We also talk about making time for your family. If your work doesn’t work for your family, what’s the point? We also talk about having a financial plan and security. Then we circle back to the all important communication aspect of running a great practice. 

Show Notes

[02:38] Dr. Ashton Prince has a private practice in St George Utah. He's been in practice for 12 years and specializes in restorative care and cosmetics.

[04:10] He got into dentistry to help people and improve lives. It's more about communication and relationships.

[05:20] 20% of dental patients have at least a minor fear or anxiety as to what they are getting themselves into. 

[06:23] The first thing is the fear of the unknown. His office Works off of word-of-mouth referrals, so new patients have already had a conversation with an existing patient.

[07:07] Try to make the patient as comfortable as possible. Ask them what is making them nervous. These include cost, procedure, and pain.

[08:16] Dr. Prince starts a conversation and asks the patient how they expect things to go. The patients fears will ease if they feel a little more in control. 

[10:56] Fear of embarrassment is fear number 2. People have low confidence about their teeth and smile and also worry about the financial aspect. 

[14:19] A lot of times it's the front office staff who's trying to calm the patients down instead of the dentist.

[15:13] It's good to ask if this is relational or transactional.

[15:43] One out of three people in the ages of 50 to 65 are embarrassed about their teeth.

[16:00] Fear number 3 is pain. 

[17:45] Dentist's number one fear is criticism. Dentists want to be looked at as experts.

[21:05] You can't do anything great without being criticized.

[24:00] Fear number two for dentists is a fear of financial crisis. They have worries about student loan debt and then fears about retirement. 

[27:17] Making money is a byproduct but you still need to know how to run a business.

[28:12] Set goals and find out what's most important to you.

[29:32] Make sure that you are maximizing your opportunities. Get a Roth or IRA. 

[30:20] Hire a financial adviser and/or educate yourself. 

[33:00] Fear number three of dentists is fear of business failure. A great coach can guide you.

[35:33] Another fear is fear of failing your family. Change your hours to make things work with your family. 

[37:02] Try changing your hours from 7 to 3. 

[40:47] When dealing with fears it needs to be communication based. It's time to start perfecting those skills.

 

Links and Resources:

Dr. Ashton Prince

The Totally Money Makeover

How to Retire with Enough Money: And How to Know What Enough Is

Episode #316: Fighting Inflammation and Treating More Than Heart Attacks with Dr. Bradley Bale

Episode #316: Fighting Inflammation and Treating More Than Heart Attacks with Dr. Bradley Bale

January 24, 2020

Dr. Bradley Bale has been on the cutting edge of heart health for decades. I’m excited to talk with him because this is such an important topic for new and established dentists. There is evidence that oral health, heart health, and overall health are not only related, but can be used as tools for diagnosis and treatment. Dentists are in a unique position to be at the front lines of patient health, and Dr. Bradley Bale is here to break it down for us. Dr. Bale is a medical doctor and he and Dr. Amy Doneen are the founders of The BaleDoneen Method. They are also co-authors of Beat the Heart Attack Gene

What is so exciting is that there is solid scientific evidence that shows that oral health is a sign of heart health, brain health, and more. This information can also be used to educate your patients and team about the important work you are doing by saving lives through early detection of disease. Treatment can prevent the occurence of heart attack, stroke and more. Dr. Bale shares how he got involved in this field and how important it is for him to help his patients by saving lives. He also shares an exciting new program that he’s introduced to help all of us assess our arterial health, because heart attacks and strokes are preventable. 

Show Notes

[02:20] Dr. Bradley Bale is a medical doctor. When he was in family practice, he would see his patients have strokes and heart attacks.

[03:10] Dr. Bale knew Dr. Paul Shields who had one of the first pieces of equipment that could identify coronary calcification. It was called electron beam tomography. 

[03:39] Dr. Bale used CT scans to look for signs of disease in his patients. Dr. Shields recommended treating calcification before a heart attack.

[04:01] The patients who took the test and received the treatment didn't have heart attacks and strokes. The thought of inflammation being the cause of heart attacks was just beginning to evolve in the early 1990s.

[04:51] He started working with Dr. Amy Doneen around the year 2000. Dr. Doneen did her thesis paper on Dr. Bale's coronary data.

[05:37] Dr. Bale and Dr. Doneen wrote the book Beat the Heart Attack Gene

[05:57] The book has become a national bestseller. It's focuses on the heart attack and stroke prevention care that Dr. Bale and Dr. Doneen give. It also has a section that focuses on oral health. 

[06:23] They have a new book coming out at the end of this year. It's about how their care reaches way beyond preventing heart attacks and strokes. Their patients also have an extremely low risk of dementia, Alzheimer's, heart failure, kidney failure, and ED.

[08:15] There is a recent correlation with Alzheimers and gingivitis. If you want to have good health, it starts with a healthy mouth.

[09:18] Dr. Bale's grandfather was a dentist and his oldest son is an oral surgeon. There's a ton of evidence between the health of gums and teeth and risk for heart attack and stroke.

[10:17] They now have evidence that show that high-risk periodontal pathogens are actually a cause of heart disease.

[11:23] Living at a low altitude was one of the number one ranked reasons for being at risk for heart disease. Number two is oral health. 

[12:41] Number three was skipping breakfast, and number four was having more than two to three drinks a day. 

[14:04] Dr. Bale shares a story about a patient who had disease in his arteries and high inflammatory markers. Without seeing the patient, Dr. Bale knew he had an infected tooth. It turned out Dr. Bale was right. After dental treatment, his markers dropped down to almost normal.

[19:10] Cardiovascular disease is the number one cause of death and disability. It's also occurring in younger people. It's critical to maintain the wellness of the gums and teeth.

[19:56] Dentists need to educate their entire team, so that they realize that they are actually saving lives. This is a valuable service that requires reaching beyond the standard of care.

[22:48] People see dentists much more frequently than they see their medical providers.

[24:03] The AHA for Life program can support your arterial health. Watch the first module and take the assessment for free. 

[25:42] We now live in a time when heart attacks and strokes are preventable.

[28:02] The doctors also offer courses online and CE courses. They also teach dentists and medical providers how to implement this in their own practice.

 

Links and Resources:

AHA for Life

Beat the Heart Attack Gene: The Revolutionary Plan to Prevent Heart Disease, Stroke, and Diabetes

Beat the Heart Attack Gene

BaleDoneen Method

Beat the Heart Attack Gene on YouTube

Dr. Bradley Bale The Dawson Academy

Episode #91: Beat The Heart Attack Gene With Bradley Bale M.D., Author Of Beat The Heart Attack Gene

40 Factors That Increase Your Risk of Heart Disease After 40

High-Risk Periodontal Pathogens Contribute to the Pathogenesis of Atherosclerosis

Episode #315: Making it Easy to Grow Your Practice Through Membership Plans with Megan Lohman

Episode #315: Making it Easy to Grow Your Practice Through Membership Plans with Megan Lohman

January 20, 2020

If you're a private care fee-for-service dentist, and you're wondering how you can sustain your practice for the long term, this show’s for you. Dentistry changed in 2013 when people started losing their employer covered dental plans. 33% of adults in the US don’t have dental insurance. Having an in-house membership plan can help these patients, increase patient loyalty, and create revenue. Megan Lohman is a worldwide expert on dental membership plans, and she’s here to break it all down for us. 

Megan is the Co-Founder & CEO at Plan Forward. Megan started out working for a practice that started a membership plan. It was not only a huge success, but they had surprising benefits that they didn’t expect. The plan was going great, but the administration was getting to be too much. That’s when she founded Plan Forward which helps run and administer the plan. Megan shares the surprising and unexpected benefits of having a plan. She talks about how it increases revenue, and she shares best practices to keep things running smoothly. 

Show Notes

[02:03] Plan Forward creates and powers in-house membership plans.

[02:19] Megan was friends with her co-founders wife. She worked for him at his practice. 

[03:01] Healthcare changed in 2013. A lot of patients were asking for guidance when their employers no longer offered insurance.

[03:56] The membership plan grew organically. Patients understood what to expect. 

[04:30] The plan grew so much that it was a headache to manage. That started the market research behind a platform to manage dental membership plans.

[05:00] It's hard to find a business that doesn't have a plan or a subscription service.

[05:32] Recurring revenue was an unexpected benefit of having a membership or subscription model. 

[06:09] When you look at the number of uninsured patients and people who don't use their benefits, there are so many encouraging things. 

[07:09] Not all dental plans are created equal. A robust membership plan can create retention and patient loyalty.

[07:37] It might look like you're reducing your fees, but you're getting an entire patient population to come in more. Plus, they're paying regularly.

[08:34] Patients on subscription plans always spend more.

[08:57] The most resistant people are the doctors and the teams. It's the dentist's plan, and they can create it the way they want. They can do fee balancing at the end of the year or whatever they need to do.

[11:01] Your plan needs a monthly payment office and your team needs to talk to patients about it. Megan can share best practices to make your plan a success.

[12:18] 1500 patients on the plan are your patients. Every practice has a member base already. This is a simple value add for uninsured patients. 

[13:55] To make this work you have to have auto renewals. You must offer a monthly payment option to cover preventive care.

[18:26] People are comfortable paying for something that they find value in. 

[21:33] Don't cherry-pick, offer the plan to everyone. Also, post it somewhere in the office.

[22:49] The membership plan is for uninsured patients. 33% of adults in the US don't have dental insurance.

[24:23] If you're looking for an edge, a membership plan can turn your uninsured base into a loyal base. 

[25:18] Create the plan on a per person basis, not for the entire family. 

[26:40] It's surprising that not every practice sees the value in this. 

[28:11] This is an added value for any practice of any of any size. It's a tool to treat every patient that you can. 

 

Links and Resources:

Plan Foreword

MLohman@planforward.io

Megan Lohman on LinkedIn

Plan Forward on Facebook

Plan Forward on Twitter

Plan Forward on Instagram

Episode #314: ScheduleWidget

Episode #314: ScheduleWidget

January 8, 2020

Bill Robbins and Joshua Austin are here today to talk about an inexpensive way to remove friction and get more customers in the door. You know Bill Robbins, he’s been on the show in the past. He’s an experienced dentist and a teacher. It’s his goal to remove friction and make dentistry easier for the dentist and the patient. He is joined by Joshua Austin who has a restorative practice in San Antonio, Texas. Joshua is a clinical columnist for Dental Economics and a host of the Working Interferences podcast. 

He started his practice in 2009 and didn’t have a lot of cash for marketing. He did notice that he was getting web traffic from reviews on Google and Yelp. That’s when he started using reviews and then social media to market his practice. Now everyone is doing that. Today we talk about a new tool called ScheduleWidget that can capture a new patient from your website before they bounce away. Schedule Widget can remove the friction of the phone call by allowing patients to schedule online without having to make that initial call.

https://www.schedulewidget.com/signup?promo_code=151

 

Episode #313: Dr. Uche Odiatu

Episode #313: Dr. Uche Odiatu

December 30, 2019

If you're looking for a brand new way to look at the new year and create the best year ever this show is for you, because Dr. Uche Odiatu is here to talk about getting fit, staying fit, and how to make that happen. Uche is my friend and one of the smartest guys in dentistry. Today, we are talking about dentistry and how critical it is to stay healthy when practicing. 

We all know that dentistry is a great profession, but it can be stressful. That’s why it’s so important for busy professionals to get fit and stay fit. We talk about finding the time to exercise. How it helps with stress, fitness, and making you feel better. According to Uche, the stats say that 95% of our population aren’t exercising on a regular basis at a level of intensity that would create benefit. To be at the top or our game, we also need to create a plan and make time for fitness.

When a young professional is putting their heart and soul into their practice, exercise can be one of the first things to go. Studies show that exercising for one hour can help slow down aging, lower your cortisol response, and enable better decision making. That being said, light exercise can also be very beneficial. Uche talks about interval training, going for walks, getting proper rest, eating whole foods, and so many more things that will get you fired up about fitness. 

Episode #312:  Best Practices of Successful Membership Programs with Dave Monahan

Episode #312: Best Practices of Successful Membership Programs with Dave Monahan

December 19, 2019

Are you struggling with bad discount plans, low rates of acceptance from uninsured patients, or dealing with dental insurance that just isn’t good for you or your patients? These are common problems that many practices face. Especially, those just starting out and existing practices in this ever changing landscape. I have an expert today that has a solution for these problems and more. 

Dave Monahan is the CEO of Kleer a dental membership platform that makes it easy for practices to create their own customized membership plans for their patients. The platform supplies the tools and resources needed to run things smoothly, stay in compliance, monitor data, and get support. Dave shares why a membership plan is a no-brainer for any practice. He shares benefits for the office, dentist, and patients. He also shares some of the pitfalls and how Kleer can help overcome these. 

For show notes, links and resources, please visit https://actdental.com/podcast/

Episode #311: 6 Steps to Time Blocking and Strategic Scheduling with Christina Byrne

Episode #311: 6 Steps to Time Blocking and Strategic Scheduling with Christina Byrne

December 12, 2019

Today’s Episode:

Being a dentist is one of the greatest jobs in the US, but it’s up to you as the dentist and practice owner to make sure that you schedule your work in a way that brings you joy, time, and money. Lead practice coach Christina Byrne is here to share six steps to creating a schedule that fits your work into your life and not the other way around. Proper scheduling can make everyone happier and more productive in the right ways. 

Christina has been involved with dentistry since 1985. As she puts it, she has sat in every chair. She’s been an assistant, worked the front office, and is a hygienist. She is also strategic in helping dentists build better practices that lead to more money and better lives. She shares her tips for time blocking or what she calls strategic scheduling. This strategy can help utilize assistants, staff, operatories, and the dentist's time in a way that makes the practice better for everyone involved including your patients. 

For show notes, links and resources, please visit https://actdental.com/podcast/

Episode #310: Should You Pay Almost Nothing on Your Student Loans with Travis Hornsby

Episode #310: Should You Pay Almost Nothing on Your Student Loans with Travis Hornsby

December 4, 2019

Today’s Episode:

Debt can be a huge stressor for recent graduates and young dentists. According to my guest today, students leaving NYU dental school in 2023 could have as much as $700,000 in debt. He also says that statistics like the average dental school debt of $280,000 is low based on the real cost of attendance. Fortunately, there are ways to manage student loan debt without living like a pauper or constantly being stressed. 

Travis Hornsby is a CFA who helps six-figure student loan borrowers by creating custom student loan plans. He runs Student Loan Planner which is a group of experts that can help you manage student loan debt that’s $50,000 or more. They can create a student loan plan that details your path to freedom or connect you with private lenders to refinance at a lower interest rate. 

Travis shares some great information and techniques that he helps people use to make the most of forgiveness plans and programs that are available. Even better, for a small fee, he and his team can create a plan that could save you thousands, along with those sleepless nights. He’s even created a free student loan debt calculator that helps you run your debt through different repayment options. This is a can’t miss episode for anyone who has student loan debt and needs a plan to tackle it in a smart way. 

 

For show notes, links and resources, please visit https://actdental.com/podcast/

 

Episode #309: The secrets of hiring with Tonya Lanthier

Episode #309: The secrets of hiring with Tonya Lanthier

November 27, 2019

Having the right people can make or break your practice. But finding and hiring the right team members can be one of the biggest challenges you face. In todays show, Tonya Lanthier shares her insights on how to attract and retain great team members.

Episode #308: 5 Steps to Driving Your Dental Practice with Medical Billing with Laurie Owens

Episode #308: 5 Steps to Driving Your Dental Practice with Medical Billing with Laurie Owens

November 21, 2019

Driving your practice forward is a goal that most dentists have. We have a special show today that will give you five solid methods to drive your practice forward through medical billing. My friend and frequent guest Laurie Owens is a professional coder and billing expert. She is trained in dental and medical billing, but focuses exclusively on the dental field. The steps that Laurie shares today will help improve case acceptance and help patients maximize all of their benefits. Laurie is the director of medical billing education at Devdent. They offer coaches, tools, and education to make dental practices thrive.

In this episode, Laurie talks about the importance of education and creating a strong foundation for billing practices. She talks about how coaching can help accelerate your practice and how continuing education is important for everyone. She also shares how to start small and get everyone on the same page for certain services. She shares techniques to maximize a patient benefits and get treatment covered. We talk about how to think outside the box, and Laurie gives her take on the future of dental insurance.

Play this podcast on Podbean App