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The Delivering WOW Dental Podcast

Updated 4 days ago

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This Podcast is for you, the Dentist, Entrepreneur, or Small Business Owner. Voted one of the "Top 25 Women in Dentistry" by Dental Products Report, Dr. Anissa Holmes has effectively mastered the skill of the use of Social Media, with a Facebook following of over 50,000 fans. Dr. Holmes has discovered that the most effective way to get massive results is to first have a vision and to focus on what matters most. Dr. Holmes teaches you actionable steps to develop your dental practice's culture, systems, and brand. Dr. Holmes is going to reveal what works in Social Media, how to build an amazing dental team, and well as strategies to increase your productivity and profitability. Dr. Holmes has figured out what works to create a dental practice full of "Raving Fans". Dr. Holmes interviews Dental Experts and Non-Dental Entrepreneurs such as Dr. David Moffet, Dr. Mark Costes, Mike Michalowicz and John Lee Dumas, to bring you BIG, powerful strategies to help you scale up your business so that you can achieve more while working less.

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This Podcast is for you, the Dentist, Entrepreneur, or Small Business Owner. Voted one of the "Top 25 Women in Dentistry" by Dental Products Report, Dr. Anissa Holmes has effectively mastered the skill of the use of Social Media, with a Facebook following of over 50,000 fans. Dr. Holmes has discovered that the most effective way to get massive results is to first have a vision and to focus on what matters most. Dr. Holmes teaches you actionable steps to develop your dental practice's culture, systems, and brand. Dr. Holmes is going to reveal what works in Social Media, how to build an amazing dental team, and well as strategies to increase your productivity and profitability. Dr. Holmes has figured out what works to create a dental practice full of "Raving Fans". Dr. Holmes interviews Dental Experts and Non-Dental Entrepreneurs such as Dr. David Moffet, Dr. Mark Costes, Mike Michalowicz and John Lee Dumas, to bring you BIG, powerful strategies to help you scale up your business so that you can achieve more while working less.

iTunes Ratings

118 Ratings
Average Ratings
108
5
1
1
3

Listen and grow!

By Missmc123 - Jun 13 2018
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This podcast helps me in so many ways. I learn leadership skills, marketing, new technologies available for my practice, team building, time management, encouragement. You name it, this podcast covers it all.

Learning So Much!

By Duffash - Mar 13 2016
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Keep it coming! I am learning so much!

iTunes Ratings

118 Ratings
Average Ratings
108
5
1
1
3

Listen and grow!

By Missmc123 - Jun 13 2018
Read more
This podcast helps me in so many ways. I learn leadership skills, marketing, new technologies available for my practice, team building, time management, encouragement. You name it, this podcast covers it all.

Learning So Much!

By Duffash - Mar 13 2016
Read more
Keep it coming! I am learning so much!
Cover image of The Delivering WOW Dental Podcast

The Delivering WOW Dental Podcast

Updated 4 days ago

Read more

This Podcast is for you, the Dentist, Entrepreneur, or Small Business Owner. Voted one of the "Top 25 Women in Dentistry" by Dental Products Report, Dr. Anissa Holmes has effectively mastered the skill of the use of Social Media, with a Facebook following of over 50,000 fans. Dr. Holmes has discovered that the most effective way to get massive results is to first have a vision and to focus on what matters most. Dr. Holmes teaches you actionable steps to develop your dental practice's culture, systems, and brand. Dr. Holmes is going to reveal what works in Social Media, how to build an amazing dental team, and well as strategies to increase your productivity and profitability. Dr. Holmes has figured out what works to create a dental practice full of "Raving Fans". Dr. Holmes interviews Dental Experts and Non-Dental Entrepreneurs such as Dr. David Moffet, Dr. Mark Costes, Mike Michalowicz and John Lee Dumas, to bring you BIG, powerful strategies to help you scale up your business so that you can achieve more while working less.

Rank #1: 118 - The Best Promotion You Can Do And This Is Why...

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In this episode of the Delivering WOW podcast, I tackle a question that I’ve been asked countless times – What’s the best promotion you can do to grow your Facebook page and get more likes? The solution is something that I discuss a lot in my Facebook Bootcamp, and that’s Project Smile.

Project Smile has proved time and time again to be one of the fastest ways to grow a following on Facebook. People from all over the world have tried it and voiced their disbelief and gratitude following the remarkable results that this social campaign strategy has helped them achieve. So, in this podcast episode, I dive into this further and share some of my best Facebook marketing strategies with you. So that you can build engagement online, invite new patients to your practice and most importantly – change people’s lives.

Here’s what I discussed on the podcast:

  • Why you should use the Project Smile competition to help grow your Facebook following
  • Advantages of promoting a social campaign
  • Inviting people that have shown interest in your promotion to like your Facebook page
  • How to use a Project Smile competition to engage with your local community and spread awareness
  • Advice for creating profitable targeted Facebook ads for your practice
  • How to lower your social media marketing budget without sacrificing your ROI
  • Insider knowledge of Facebook’s algorithm and how you can use it to your benefit
  • Why you should share patient stories with your followers and use it as social proof that your practice genuinely cares about changing people’s lives
  • Using Facebook Live to elevate revenue, attract new patients and establish your practice within your community
  • The power of personal stories when it comes to crafting a viral social campaign

If you enjoyed this episode and you’d like to find out more ways that you can grow your social following on Facebook, head over to my Facebook Bootcamp, where you’ll learn how to create high-converting ads and promotions on Facebook!

For more information on this episode, click here.

Jul 19 2018

21mins

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Rank #2: 117 - How To Profitably Scale Your Practice With Dr. Scott Leune

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I’m delighted to welcome Dr. Scott Leune onto this week’s podcast to discuss how you can build a profitable business.

Dr. Scott Leune is the founder of Breakaway Practice, a practice management company which has consulted and helped develop 90 de novos. It has also helped to operate 500 practices through scheduling, insurance, billing, marketing, and IT services.

More recently, Dr. Leune co-founded Dental Whale, an innovative dental company which is carving a new category of group private practice ownership and management. Dental Whale's subsidiary companies include the largest dental repair franchise in North America, a hand piece repair company, a dental marketing company, a dental practice brokerage firm, an 80-practice dental support organization, a seminars company, a dental consulting company, and a dental back office services company. Together, Dental Whale companies have supported over 15,000 dentists in 2017.

With such a diversified set of experiences, Dr. Leune lectures on data-driven decision making in dentistry in an environment of scalable systems and infrastructure.

On the podcast we discussed…

  • Scott’s journey from graduating from dental school, becoming a group practice owner and starting his own businesses “Breakaway Practice” and “Dental Whale
  • The belief that you can take the infrastructure and knowledge that drives cooperate level dentistry and apply it to a private practice dentist
  • Six things that influence the success of a practice - Patient Flow, Diagnosis, Case Acceptance, Scheduled Capacity, Collections Health and Expenses
  • Why you need to define what you want to do in life before you start thinking about your goals for your practice
  • How to get your practice to a place where you can have the freedom to focus on what matters most
  • The importance of being disciplined with your boundaries and time spend in the office
  • Converting new patients over the phone and why it’s more important to answer new patient calls than those from existing patients
  • The benefits of using a scheduling center to reduce your missed call rate and triple new patient flow
  • Using virtual schedulers and coordinators to increase the productivity of your front desk team
  • How dentists and practices can improve their case acceptance rate
  • Why you need three different payment options for patients who can pay, patients who can’t pay but have good credit and patients who can’t pay and have bad credit
  • The importance of addressing finances simply and efficiently so that it’s easy for the patient to digest and understand
  • Communicating urgency to the patient and why it’s better to address the dental issue sooner rather than later

 You can sign-up for one of Dr. Scott Leune’s business training seminars and maximize your success by visiting breakawaypractice.com or find out more about Dental Whale and how they can help support, manage and market dental practice on the company’s website dentalwhale.com.  

For more information on this episode click here.

Jul 12 2018

47mins

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Rank #3: 093 - How to Get Your Patients To Say Yes To Your High Level Services With Dr. Steve Schluentz

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This week on the podcast I spoke to Dr. Steve Schluentz (shoe-lentz). Many of you already know Steve as he's super active in the Delivering WOW Facebook Group and he's a member of our bootcamp. 

Steve is a dentist, motivational speaker, guest speaker for The Texas Center for Occlusal Studies, and CEO/Founder of Mountain Sky Coaching, a company that helps businesses make quantum leaps in their results. He is a certified consultant for Bob Proctor, the world’s #1 teacher on human growth and potential. He is recognized as one of the top Proctor Gallagher Institute’s consultants in the world. In addition to his success transforming businesses, he also lectures to and coaches dentists across the country on creating successful and thriving practices and lives!

On the podcast we discussed:

  • The journey that has led Steve to where he is today - from being a burnt out associate to buying his own practice and transforming it into the practice that it is today
  • Why he changed the way that he communicated with his patients - cutting out the 'techno babble' and talking in the language that they understood
  • How mindset plays a really important role in selling dental service and you must tackle your own false beliefs
  • How to prepare and train your team if they present fees to patients
  • Why it's so important to learn how to sell and that dentists should focus more on developing their sales skillset as opposed to investing in more technical training
  • Why Steve thinks Facebook is the most powerful tool at the moment for marketing
  • It's so important to talk and talk about what you do in order to become 'known' as the person who does that - when you are becoming sick of hearing yourself talk about it, that's about the time people are willing to learn
  • Steve's process for selling high value services to his patients - Steve went through this in details
  • Why you should have a vision board for your practice and for yourself as well

Steve is launching an online course very soon covering 3 key skills - structuring the new patient experience, the proper mindset, and communication skills. It's a 6 week online course and includes an A-Z manual. Steve has distilled everything that he's learnt in the past 5 years into one course. When it's live he will offer my Delivering WOW audience a discount if they want to engage in the Masterclass Course.

To contact Steve you can email him at admin@mountainskycoaching.com and say you listened to the podcast.

You can find out more about Steve via his website.

Jan 04 2018

41mins

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Rank #4: Why You Should Never Drop The Ball on These Metrics

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Hi, guys. I hope that all is well. I actually wanted to jump on. Something really interesting happened to me when I was looking at the podcast stats, and it was quite interesting. It really related me to what happens inside of our practice where we really drop the ball in terms of looking at what is happening in our business, looking at what drives our performance and our success. So, I wanted to tell you a quick story.

So, I actually, as many of you guys know, we're starting this new podcast format, right? Where I am giving you quick tips, telling you what's going on behind the scenes in Delivering WOW. So, I actually went into our podcast audio player.

What's up, guys? It is Anissa Holmes. Wanted to jump on really quick. Hey, guys. What's up? Wanted to come on and tell you a quick story about the power of tracking, looking at numbers, and how it affects your performance as well as your behaviors. So, I actually want to start off with a quick story. So as many of you guys know, I decided to take you behind the scenes of Delivering WOW, let you know what we're working on, why we're doing certain things. What's interesting is that when we decided to shift over to doing more podcasts and using this format, I actually went into Libsyn, which is the place where we store, upload all of our podcast files.

Interestingly, I actually ... I no longer upload my podcast. I have someone that does that for me on my team, and so I haven't actually looked in there in a really, really long time. Now, I looked in there actually today, and it was really astounding. So number one, it was really, really cool to see that we typically have about 9,000 downloads per episode of our Delivering WOW podcast. But what's really interesting is I looked at our stats for December. Now, in December, we actually had half of the number that we typically had. We had almost 4,000 downloads of our podcast in December.

So, you might be asking, "Okay, well, what happened in December?" Well, what happened in December is December happened. I was on vacation with my family. A lot of things were happening with Delivering WOW wrapping up the end of the year. Quite frankly, I probably was just tired and needed a little break after traveling so much in the months of October and November. So, we actually only released maybe one or two podcasts in December. And when you look at the metrics, it really tells a lot. It shows us that, number one, if you're not being consistent, you're not going to get the same results.

But what was really interesting as well is it really showed me the power of looking at numbers and metrics really in any area that you want your business to grow. So with Delivering WOW, we're tracking all sorts of things. We're looking at how many email subscribers do we have, how many people are joining our Facebook group, right? Because if we can get in front of more people, we can help them. The same thing in our dental practice. We're tracking how many new patients are we're getting. We're looking at the reappointment rate, how many people are getting a next appointment. It happened for me with the podcast, and I was like, "What if we were looking at this number more often, right? Would we have decided to be more consistent in terms of not only doing our normal four podcasts, but even starting this program a little bit earlier where I'm podcasting a lot more often and taking you behind the scenes?" And you know, what's interesting is that now that we are adding on this new section of podcasts, these short little bites where I'm coaching and giving you strategy to grow your business, it'll be interesting to look at the data and see based on data what happens if you guys like it, if you don't like it.

And the numbers actually tell the truth, you know? So, looking inside of our practice, the same thing is so important, and not just in a dental business, but any business. Again, with Delivering WOW, we're tracking lots of little things and it's not necessarily money that we're tracking, but it all ties into the profitability of the company because many times it's those specific things that you focus on that really make the biggest difference. One thing that I've learned from my mentor, Russell Brunson, is, what is the one domino that if you just tip over that one domino, it makes them all fall down? That's the power of metrics. That's the power of using scorecards.

So what we decided to do about, well, maybe it was the middle of last year, was to start using a weekly scorecard inside of my practice. Not only did we start using it, but we started using it within our inner circle coaching program. We also, toward the end of the year, released it for Dental Profit Academy so that they could also get access to the template.

But what was really neat is we started tracking specific numbers, and those numbers were things like, again, new patient numbers, the dentist production per visit, the hygienist production per visit. We were looking at, again, the reappointment rate, how many patients who have not been seen within the last 18 months are now being scheduled, right? Are now being rescheduled. We started looking at the number of visits. How many visits were we actually getting done per week? We were looking at our accounts receivable over 30 days.

What's really interesting is that we decided to, again, use that scorecard. We had a team member and their job, not only in my practice but in all of the practices that we work with, was to go in. We actually use Dental Intel for just about all of our inner circle practices. The office manager or the scheduling coordinator, someone on the team goes in and pulls that number or those numbers. And then what they do is they quickly, from a weekly report, just enter them on the scorecard.

Now, a lot of times people will say like, "Why are you having your team do that? Can't that be automated?" And interestingly, I spoke to Weston, who's the founder of Dental Intel, and he was like, "You know, if you want, I can actually get this custom created for you and all of the people that are in your program so that it's automated." I was like, "No, Weston. I really want to have a team member to go in and look at the numbers. That's going to drive them back to Dental Intel every single week to really dig in and see what's happening, make sure that they're using the software to be able to dive deep, get the numbers, and names of the people that need to be called, and just take action, you know?" And it's also, again, a form of accountability versus just having a number that they are actually physically having to move. It means that you're going to look at it, you know what I mean?

But anyway, sometimes I go down a rabbit hole. So anyway, the purpose of the scorecard really is to look at the numbers. What was really interesting is that many times goals were set. So, say for example, a production per visit goal. I know I said it in my practice that we would double it, and I mean maybe I was a little bit aggressive, but I just wanted to see if we were tracking it, if we could actually do it. The interesting thing is that we actually met that goal, which is crazy, before the end of the quarter.

But, I started looking at, again, not just my scorecard, but the scorecards of all of our inner circle members, and the same exact thing was happening. The hygienist production per visit was increasing. The new patient numbers were increasing. And the reason why is that instead of focusing on lag measures or looking at things that happen after, you actually were using data and real information, real, real, real useful information to make decisions. So again, if the hygiene production per visit was consistently low and in the past nothing was done, now they were able to go in and say, "Okay, the production per visit is not where we want it to be or it's not as much as it was last week. What's gotten us off track?"

And then you can say, "Okay, let's make sure that we're talking to all of our patients about why scaling and root planing is absolutely necessary if they want to make sure that there's further destruction of bone. Or, let's really try to make it convenient for our patients and instead of scheduling one quadrant at a time or even two, we just block time out and we get the patient in and we get the treatment completed in one day. Or you know, let's go ahead and run a report to see all of our patients who have unscheduled scaling and root planing and let's get those people as a priority, even over perhaps people who have unscheduled hygiene, right?" Because again, the production per visit would be more by actually scheduling those patients versus, say, for example, a prophy patient, right? So, it's really interesting what happens when you start to look at numbers and you allow it to influence your decisions or really hold you accountable to things that you need to be held accountable for.

And again, going back to the podcast, if I had been looking at the number of the drop of podcast downloads, I probably would have not let a week slip, you know? But, we all learn. It's a lesson here. Hopefully this will encourage you and inspire you to start looking at your numbers again week by week. It's something that can be done very, very quickly. And if something is off inside of your weekly team meeting or in your morning huddle, a quick mention can be made of what one thing or one or two things that need to be focused on for that week and it will significantly improve the profitability of your practice as well as patient care because things will not be dropped. The ball will not be dropped.

And again, looking at the numbers, which is all that to me is the truth, right? It reveals the truth. When I looked at the performance of the practices that we're working with that are using scorecards, it was like a massive, drastic jump in performance in the quarter once they started implementing scorecards. If you haven't started tracking your numbers, you definitely want to go ahead and do that. We're here to help you if you need us. But again, I just wanted to make light of this because it's super important, super critical, and it can really change everything for you inside of your practice.

All right, guys. So, that is it. I will talk to you guys really soon. And again, I look forward to chatting with you inside of our Facebook group, so make sure you head on over to http://www.deliveringwowhangout.com.

Feb 11 2019

11mins

Play

Rank #5: 128 - How To Maximize the ROI of Your Dental Implant Marketing with Charles Biami

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I’m excited to welcome a close friend of mine, Charles Biami, onto the podcast to talk about how you can attract and convert high-value implant patients to your practice by combining Google Ads and Facebook.

Charles is the Founder and Chief Marketing Strategist of Driven Dental Marketing, a dental marketing agency that focuses on helping dentists attract and convert high value dental implant patients. Charles works with dentists to help them develop a digital marketing campaign that helps them stand out in their market and attract patients looking for high-value treatment such as dental implants, full mouth restoration and more.

On the podcast we discussed:

  • Charles’ story about how he developed his digital marketing skills to the steps he took to launch Driven Dental Marketing
  • What makes digital marketing one of the best returns on investments for dental practices
  • An insight into the impactful results that dental practices have witnessed when working with Driven Dental Marketing
  • Why Google Ads is so powerful and effective
  • Why your practice should implement Google Ads into your online marketing strategy
  • How to laser-target your ideal audience using Google Ads
  • Using Google to target people who are actively searching for dental implants
  • The importance of designing an implant landing page that effectively convinces potential patients that your practice is right for them
  • How to optimize your landing pages
  • The benefits of virtual consultations and how it can help increase your conversions
  • The pros and cons of Facebook Advertising Vs. Google Ads
  • Why you should position yourself as an authority on multiple channels
  • How Google and Facebook can work together to help build authority and drive more patients to your practice
  • Using Facebook retargeting to extend your reach and encourage people to enter your sales funnel
  • Driving more traffic to your landing page URL using Facebook Live
  • Utilizing Google Display campaigns to retarget warmer leads
  • How to increase conversions and transform leads into paying clients

For more information head to deliveringwow.com/128 

Nov 01 2018

47mins

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Rank #6: 107 - How to 10X Overdue Recall Conversions with Cory Pinegar

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In this week’s podcast episode, I interview Cory Pinegar about how to 10X your overdue recall conversions.

Cory is the CEO of CallForce, a dental solutions company dedicated to helping dentists across the country succeed in their practices by helping them improve their overdue hygiene recall. He offers a variety of excellent services from scheduling appointments with your overdue patients to set up reminders for your patients. When he’s not helping dentists out, he enjoys keeping active and loves to play golf and tennis in his spare time.

Here is what we discussed:

  • Cory’s professional background and the steps he took to grow his business over 400% within a concise space of time
  • An overview of a ‘regular day in the life’ of Cory’s team members and how they can assist practices with their knowledge and expertise
  • Facts and statistics concerning the number of patients that are active who are overdue for their hygiene appointment (over 750,000 people!)
  • The problem with inconsistency and the importance of having a documented and consistent recall strategy for your practice
  • The importance of recall and the right way to do it
  • How to build a process that allows for consistency
  • How your team can increase recall conversions and the right time of the day to contact patients for the best results
  • A sample of a script that’s effective and simple to use to improve your practice’s recall rate
  • The best method to communicate with your patients such as text messages, email reminders, and phone calls
  • How your practice can be more profitable by utilizing an effective overdue recall process
  • The benefits of outsourcing patient recall and how it can save time so that you can focus on more important aspects of your practice

For more information visit deliveringwow.com.

If you would like to learn more about how CallForce can improve your practice’s recall conversion rates, click here.

You can also send Cory a personal email with any questions or inquiries you have regarding CallForce via his email cory@getcallforce.com

Apr 19 2018

35mins

Play

Rank #7: How To Keep Your Hygiene Patients Coming Back

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Hi guys, and welcome to another episode of the Delivering WOW Dental Podcast. I actually wanted to come and talk to you guys about hygiene reappointment rate. So that is the number of patients, or the percentage of patients, that have a next appointment scheduled for dental hygiene. Now, what's been really interesting is I am going through Q3 planning with our inner circle, and we've got a few new people that have just joined our inner circle, and a few of them are really rocking their hygiene reappointment percentage, and we had a few that are not quite there yet. And what's really interesting that I tell people is that there's always going to be something that you're focusing on. You might be focusing on learning how to do a new service, so you're taking CEs, right? You might be focusing on creating a process for how you answer the phones, right? So there's things that you're going to be focusing on, and because you're focusing on that, you're not even thinking about other things. But, however, once you have processes in place, or you have a coach or your mentor, or you have tools, such as scorecards, to be able to look at things consistently, that's when change can really happen, right? And so I wanted to talk to you guys about a simple and easy process to be able to have consistency with your hygiene reappointment rate. Now, why do we want to do that? The reason why is that we have patients who are coming in. Our role is to keep them healthy, and if patients are slipping through the cracks, meaning life happens, time passes, and before you know it, a year passes, they are no longer in the healthy zone for many of them, right? Years pass, and again, bacteria's continuing to grow and grow, and they're missing lots of places, right? So we start looking at how can we help our patients to be more consistent. How can we create processes that patients do not have their healthcare slip through the cracks? And it is really looking at how do we have processes in our practice that can help hold our patients accountable. And so I just wanted to share a process with you that has allowed me and my practice, as well as the practices that we work with Delivering WOW to be able to consistently have at least a 97%, 98% hygiene reappointment rate. Now, why do I say not 100? Because there are going to be patients who quite simply cannot have a pre-booked appointment. A few examples in my particular practice is we have some people who live all over the world, so they may live in England, they may live in Canada, they may live in parts of the Caribbean, they may live in different places. And so they may not be able to set their next appointment, because it's only when they come in and they travel on specific holidays where they have their dental work done. We also have students who are in university, and so we're not 100% sure when they will be back in town. Same thing, we have students who are in boarding school, and so those students will typically come home for Christmas, and they'll come in the summer, and we'll see them during those specific times. But outside of that, I really want to make sure that all of our patients have a next appointment on the schedule, and so what we have done is we created a process, and how it works is when Mr. Joe comes in, we say, "Hey, Mr. Joe, I'm going to go ahead and make your next appointment for six months, and if it does not work for you at the time, then we can always change it. But we found that a lot of times, life happens, and what happens is that in the past, before we were pre-making appointments or pre-booking appointments, a lot of times patients just, life happened and things slipped through the cracks. And we want to make sure that we keep you on track, because as you know, when you're cleaning your teeth at home, you're not able to get everything. You're doing your best, but when you come in, we have mirrors and we have lights, and so we want to make sure that we keep you healthy and keep you consistent." Now, there are going to be patients, of course, that say, "Well, I don't know where I'm going to be in six months," and so this is a process that will allow them to feel comfortable still making the appointment. So what we do, or what we have done, is inside of our practice management software, there's always a color where you can have a customized, for example, you will have an area that says left message, and it will be a customized color. Maybe it's going to be purple. You have one that says confirmed. You have all of these different colors that can be there to code your appointment. So what we did was we actually created a new code, and it was called pre-booked. So we have Dentrix. We went in and we created an additional one called pre-booked, and we actually chose the color red. And so what we do is when we make the appointment, we will always want to make the appointment if possible the same day that the patient is in, and around the same time. And if we're always doing that, then that appointment time and day will pretty much always be available, right? So we'll go ahead and put that in, make sure that works for the patients. We will go ahead and choose the pre-booked color, and then what we do is fast forward six months every month, sorry, every Monday. What we do is every single Monday we look at, the front desk looks at, the next week's schedule, and anyone who has a red as a color code, we know that they were pre-booked six months ago. And so the front desk calls them, says, "Hey Mr. Joe, just reminding you that we had scheduled an appointment for you. It's going to be next week, Tuesday, at 2:00PM. Confirming that that time works for you. We look forward to seeing you then." And they'll say, "Yes, sounds great. I'll see you then." And we'll go ahead and get them confirmed. And if they say, "Oh no, I'm traveling," we say, "Not a problem. We can go ahead and move that appointment for you," and we go ahead and say, "When are you coming back from your travels?" And they'll say, "Well, I'll be back on a specific date," and we'll say, "You know what? Let's wait about a week, because I'm sure you'll be busy when you get back, and if you'd like we can schedule it the following week, if that works for you. We can do either morning or afternoon. Which would you prefer?" And so the goal here is to never let the patient actually come off the schedule. If they cannot make it, you find another time, because what you want to make sure, and this is the verbiage, is that you don't have their healthcare slip through the cracks, right? And what we have found is that when patients say they will call back, life happens, and before you know it, they're three months, four months, sometimes a year, even, past due. And you can tell the patients that, because that's the truth, right? And it makes sense, and they're like, "You know what? You're right. Let me go ahead and make that appointment." And so that is the process. Now, there are going to be some patients that you're not going to get on the phone right away, so you do have an opportunity to make a few attempts. Also, as you know, there are automated processes, so we have that in place, as well. That can send an email reminder or a text reminder to the patient, and so we have that process in place, as well. But it's really nice to be able to have that phone call, because that's when patients will say, "Oh no, I'm traveling," because sometimes what happens, I know I've had this happen, as well, I'll have an appointment and I mean to call, I mean to call, but I get busy and then I'm like, "Oh no." Like it's the day before or two days before. And so if somebody called me a week ahead, and I knew that I was traveling, then I could just move the appointment, and you would have less opportunities there, in terms of the practice, to have people who are no-showing or are breaking appointments. And it's also an opportunity, as well, to be able to look at unscheduled treatment that they have not actually completed within the six months' time, and you can go ahead and get that scheduled while they're already there. Again, "Mr. Joe, you're coming in for your cleaning. We noticed that you still have two fillings that have not been done in the last six months. We'd like to get that scheduled for you while you're coming that same visit, if that works for you, so that you don't have to miss more work. We can just get it all done while you're here, and you'll be done with all of those fillings." So that's kind of the verbiage, and again, that allows you to be able to increase the production on the doctor's side, while you are also, of course, keeping your hygiene schedule consistently booked and filled. And you know, it's really interesting, a lot of times we focus on marketing, and you'll have 10 patients a month that you're getting from marketing, or 20, or 30, or 90, or whatever the number is, and a lot of times, practices are not actually checking what's happening in the back door, and you have patients that are falling through the cracks and just as you're getting 20 patients a month, you have 20 that are becoming inactive every month or have not come in for the last 18 months. And so this is a really great process that's going to allow you to be able to keep your patients healthy, keep them on track, have a really great process for communicating with your patients, making sure that you are not having patients slip through the cracks, as well as allow you to be able to do more restorative work and get that unscheduled treatment rescheduled. So I hope that helps for you, and I really love being able to share all of these amazing tips and strategies with all of you. You are my people, and I love our Delivering WOW Podcast listeners, and our Delivering WOW community. Now, if you haven't had a chance, please make sure you're joining us inside of our Facebook group, which is deliveringwowhangout.com. And if you haven't had a chance already to sign up for our next marketing and practice growth challenge, you can do that by going to deliveringwowchallenge.com. All right, guys, that is it for today. Take care and keep Delivering WOW.

Jul 06 2019

11mins

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Rank #8: 086 - How To Create Systems That Work With Dr. Evelyn T. Samuel

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This week on the Delivering WOW podcast I spoke to Dr. Evelyn Samuel.

Dr. Samuel became a Dental Practice and Small Business Efficiency coach by chance. After achieving her life-time goal of becoming a Dentist, she set out to provide excellence within her chosen field. She had a unique experience after her residency. She worked in many different types of practices as a contractor and saw first-hand that although many of the owner dentists were excellent clinicians, they didn't have systems in place to run their businesses effectively. In fact, she continued to see the trend of dentists who were hands-off with their businesses, many times hearing them say, "I just want to do dentistry."  When Dr. Samuel opened her first dental practice from scratch, she discovered she had a gift for running the business and even hired business coaches before opening her doors and 'hanging her shingle.' She and her team continuously read books on and took courses to enhancing the experience of her practice's customers/patients.  Years later after helping many colleagues set up/run their practices and publishing a book, '100 Things I HATE/Love About Dentistry: A professional's guide to efficiency profitability and sanity!' with practical vignettes of how to run an effective business, Dr. Samuel established her Efficiency Coaching Firm.  On the podcast we discussed:

  • Evelyn’s journey to where she is today
  • How she gained unique experience working in many different practices before setting up in private practice, and how she realized many practices lacked systems
  • The lack of education in dental schools on being a CEO and a business owner
  • How important it is to know everything about your practice – you shouldn’t do everything but you should know about it
  • The most important systems that dentists need to focus on first
  • How effective it can be to role play out systems with your team
  • How to get your team on-board with systems
  • How to get started with developing systems
  • Evelyn’s new course – How to Start a Practice From Scratch
  • Getting started with opening a dental practice and why you should work out what your life goals are and ensure your practice aligns with them
  • Techniques for achieving our goals and the importance of learning about business and having a coach
  • What efficiency means to Evelyn

Evelyn can be found at info@drevelynteaguesamuel.com and you can head to https://efficiencyinstitute.com/ to find information about her How to Start a Practice From Scratch course and virtual workshops.

Nov 02 2017

42mins

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Rank #9: 080 - The Absolute Fastest Way To Achieve Your Practice Goals & Save Money with Dr. Glenn Vo

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This week’s podcast guest is none other than Dr. Glenn Vo.  Glenn is a dentist, a podcast host, and he is doing amazing things in the dental industry right now with a focus on helping others to grow their dental practice without spending a ton of money!

Glenn was born and raised in Pasadena, TX. After attending the University of Houston and University of Texas-Arlington for his undergraduate work, he attended Baylor College of Dentistry for his dental training. In addition to running a very successful dental practice, Dr. Vo is the host of the Nifty Thrifty Dentists Podcast.

We discussed:

  • Glenn’s journey to where he is today
  • The importance of finding the right mentors and coaches
  • What Glenn’s Facebook Group - The Nifty Thrifty Dentists Facebook Group – is all about and why he started it
  • How Glenn didn’t have much of a vision for his practice 5 years ago, and how that all changed when he had a shift in mindset
  • The blueprint that Glenn has developed and is launching soon - it shares the courses that he has taken that have been the most most useful in getting him on the right track (the blueprint has some great deals as well!)
  • The importance of knowing your ‘why’
  • Glenn’s goal to get more time back in his life and how he’s doing well in achieving that - having gone from working 5.5 days per week to 4
  • The next Nifty Thrifty Event in Las Vegas next year, date TBD

To get access to top Nifty Thrifty Deals go to https://niftythriftydentists.com/

To listen to Glenn’s podcast: https://niftythriftydentists.com/podcast/

You can reach Glenn in his Facebook group https://www.facebook.com/groups/niftythriftydentists/

Sep 21 2017

35mins

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Rank #10: 079 - How to Market Your Practice At Little To No Cost with Michael Arias

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This week on the Delivering Wow podcast I interviewed Michael Arias and I got to talk all about my favorite subject – marketing!  Specifically, we talked about ground marketing.

Michael is a really good friend of mine. He’s the host of the Dental Marketer Podcast and he’s doing amazing things to help dentists with ground marketing.

Michael is from Texas where he graduated with a degree in Nutrition. He helped to start up two companies before moving to California – where he helped to start up another company working as a nutritionist. A client of his happened to be a Dental Consultant and he assisted him with his marketing. This led to working with more dentists – bringing in new patients to their practices. He went from bringing in a couple of patients daily …to overbooking the doctor's schedule, three months in advance, with quality patients!

Michael has worked with several dentists, dental groups, dental consultants, and agencies. He loves educating anyone who is interested in how to market their dental practice. 

On the podcast we discussed:

  • Michael’s background and how he got into dental marketing
  • What ground marketing is and some great examples
  • Ideas for forming partnerships with local businesses in order to attract new patients
  • Digital marketing is very important but it shouldn’t be everything
  • Why it’s important to stand out as a dentist and have a “story”
  • The importance of having a strong online and offline presence and how they can complement each other
  • The role that personality plays in being successful with ground marketing
  • What start-ups or practices with available staff can do with regards to ground marketing
  • How Michael can help dental practices and the service that he offers
  • How to get started with ground marketing

You can reach Michael by heading to his website www.thedentalmarketer.site - where you’ll find links to his social media profiles and be able to listen to his podcast (the Dental Marketer Podcast).

Sep 14 2017

39mins

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Rank #11: The courage of a leader

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Hi, guys and welcome to another episode of the Delivering WOW Dental podcast. Today is going to be a little bit of a coaching session and today, we're going to be talking about how do you assume leadership? How do you level up, to be able to run a successful dental practice? So, what I see happening, so many times, is doctors are reaching out to me and they're blaming their team, right? They're like, "Oh, well, my team does not want to do vision boards. My team does not want to do scorecards. My team does not want to stay past 4:00 PM. My team does not want to, my team does not want to." Right? Then, I look at practices where the teams are super pumped up and excited to actually help the business grow. I want to talk to you guys today about, how do you get that team that is excited to be able to work alongside you, to be able to create a really amazing place inside of your community? What I see happening, so many times with practices, is that, to be honest with you, you have not necessarily done due diligence in hiring. What I mean by that, for you who are practice owners who are listening to this podcast, it's super important, before you even think about hiring a team member, that you're super clear about what you are expecting out of them. What is going to be their job description, right? Also, making sure that they are clear, in terms of what is expected of them, right? For example, if they are an office manager, it's not going to be possible for them to say, "Well, I can't come in until 10 o'clock." Or, "I can't work on Thursdays." Right? It's not going to be possible, because the office manager or the team lead, they are the one who is essentially running the business for the doctor. Taking the doctor's vision and carrying it out, ensuring that all projects, in terms of community service and marketing projects are being done, whether they're doing it or not, right? Overseeing to make sure that it's done. Making sure that processes are continuously being built, systems. Written documentation of processes, making sure that the practice is growing week-to-week. That scorecards are being done right. If you're getting resistance, doctors, from your office manager, saying that they are not able to do the things that need to be done, to be able to run the business, then either, to be honest with you, you've made a bad hire, right? It's not the right person for your culture. Or even more so, what happened is that a lot of times, we have not been clear about our expectations. What I find a lot, is that doctors are really amazing people and they are very kind. Sometimes, they're very afraid to step up and be a leader. If they are not happy with something that they're seeing in their business, they keep quiet. I can tell you one thing that I've always said in my business, is that if somebody is going to be disappointed, it's not going to be me. It's not going to be me. I'm going to make sure that what we believe in is going to happen. If that means that, for example, we have made a decision that we are going to do one marketing campaign every month to help all the community, then it has to be done. Or, if we're going to give headphones and iPads to our patients while they're having a procedure done, so that they can listen to music, it has to be done, right? As you're stepping into leadership, for many of you guys, it's super important that you understand that the business that you are running, you will get what you deserve, or you will get what you put into it. Or, you will get what you envision for your business, right? If you have a vision to be able to have a business where people are working alongside you, then first, you have to visualize that. Number two, you have to look at the employees that you have right now and think, "Are they there with my vision?" One thing that we do inside of our platinum program and our inner circle, is we always want to make sure that we can get the teams aligned and we see who is on our team or not. Who's going to be a part of our practice vision or not. We find that out really early. Typically, what I find is, when we work with practices within the first year, there's changes in their team. Why? Because the doctors become better leaders. They know clearly what they want, they know what they're going to tolerate and what they're not. They're going to be better at hiring and being very clear and specific about what the roles are, right? So, one of the things that we do with teams, of course, are the vision boards. Some people think that that's a little, silly exercise, but it's actually not a silly exercise. Having vision boards allows you to see what team members are going to give you pushback, or what team members are going to be excited, because guess what happens? Once the business grows and everybody works together, the team can achieve whatever is on that vision board. If they truly believe that they are in the right place with the right doctor, with the right teammates, then there's nothing that the team cannot do together. As I start looking at, how can I grow businesses, how can I work alongside practice owners so that they can get to time and financial freedom? It is super important to be very clear, in your mind, about the business that you are going to have. Not one that you wish or hope that you're going to have. Not Looking at what others have and being envious. I see some of the people that we work with, they've got amazing teams and they come to us and they're like, "You know what? We've just flatlined. We have been in other coaching programs and nothing has changed. Our team wants to be able to get to the next level and we a need next level of training to be able do that." I love when those practices come to us and then we have some that are, quite honestly, a mess. There's a lot of resistance and negativity on the team and the doctor is afraid to step up and be that leader. So, if you're listening to this and you are that leader or that future leader in your business, I encourage you, make that decision today, right? Make that decision today, that you're going to have that practice that you dreamed of. We spent a lot of time going into dental school and have put a lot of time, effort, expense and tears into building an amazing business that's going to allow us to be able to help a ton of people inside of our community. It's no way that we're going to be able to do that alone. We have to have dedicated people who are working side-by-side, arm-by-arm with us, so that we can achieve the goals. We start looking at, "We need to have weekly scorecards done so that we can know if the doctor production per visit is high or low. We need to make sure that the whiteboards are being done. We need to make sure that the AR is kept below a certain amount." Right? There has to be consistent processes. If you have a team that's giving you pushback or making excuses, you're never going to achieve your goal, right? A lot of those key metric tools that we utilize are there to be able to even highlight and see weaknesses. You look at, for example, if a hygiene production per visit is low, I can look at it and say, "Well, why is this so low?" When I'm reviewing scorecards at practices and then the doctors are like, "Well, my team member offered sealants to patients, but they told them 'no', so they're uncomfortable talking to the patients about sealants." I'm like, "Okay, well this is an opportunity for training." Like, "Don't accept that." Like, "Your team has to be trained on how to have verbal skills. They have to know that 4 out of 10 people are going to tell them 'no'." Just expect that. So the first four, you're like, "All right, that was one of my four." Then, the fifth one tells you, "Yeah." You have prevented a health problem and them having a cavity, right? The benefit is definitely more than being afraid to have a conversation or communicate, you know what I mean? Anyway, I hope this helps. I am just about to pull into my office right now, but I just wanted to send out that message today to you and I hope it speaks to you. We will chat soon. Again, if you have not joined us inside of our Facebook group, please join us at the Delivering WOW hangout. Once you're in there, please make sure that your introduce yourself so I can know who you are. I love Facebook Live videos, so if you can even come on and do a Facebook Live and introduce yourself, tell us a little bit more about you, we would love to get to know more about you and your practice. All right, guys, take care. Until next time, keep delivering WOW.

Jul 06 2019

10mins

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Rank #12: 126 - How to Make Google Easy with Brett Allen

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I’m thrilled to welcome Brett Allen onto the podcast to talk in depth about how you can get your dental practice found on Google and get more patients as a result.

Brett Allen is the CEO and Co-founder of Marketing 32 which is a Google Marketing Agency for Dentists and Dental Specialists. The team at Marketing 32 are also the creators of "Google Made Easy for Dentists" which is the best Dental SEO & SEM program that is transforming the industry by helping dentists do their own SEO and Google Ads.

On the podcast we discussed…

  • Brett Allen’s journey from graduation to becoming an SEO expert and growing his business
  • The importance of testing different areas of your online marketing strategy to identify what works for your practice and what doesn’t
  • The two core principles of Google’s search algorithm - relevance and authority
  • How dentists can improve relevancy on their websites with informative content that addresses your patient’s questions
  • How to increase your authority online by building links and showcasing reviews
  • What “Google My Business” is and how you can use it to claim your listing and edit information that Google has on your dental practice
  • What SEO (search engine optimization) is and why it’s so important to get your website found online
  • The difference between on-site and off-site SEO
  • How to ensure your website is “future-proof” from changes to the search algorithm
  • The importance of creating engaging and valuable content that answers your patients’ questions
  • The difference between organic search results and Google AdWords search results
  • Tips for ranking better on organic search results
  • Budgeting for implementing an SEO strategy that works

If you want to sign up for the “Google Made Easy for Dentists” program, you can enrol right here.

Or, you can join Brett every Thursday night at 7pm to hear him discuss high level SEO concepts where he explains everything you need to know about SEO for business in more depth. You can register to join Brett’s FREE webclass by clicking here.

To find out more and explore previous episodes go to: deliveringwow.com/126

Oct 18 2018

26mins

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Rank #13: 119 - My Latest Facebook Campaign that Generated Over 27 Appointment Requests in Under a Day

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I am super excited to share this podcast episode with you! It’s a little different this week as I am introducing the recording of one of my recent Facebook Live videos, but I really wanted to let you guys know about the awesome results from my latest Facebook campaign. 

We just created a new dental implant funnel for my practice, as part of my Facebook Bootcamp and the response has been crazy. At the time I recorded my introduction we had been launched for a day and a half and we already had tons of requests for appointments. So many, in fact, that my team are getting nervous!

I wanted to let you know how we set the funnel up, how we are testing it to optimize the results and exactly how much we spent to achieve this growing number of appointment requests.

On the podcast I discuss:

  • What the dental implant funnel looks like and how it works
  • Generating email sequences and lists through the funnel’s online quiz
  • The power of split-testing your Facebook ads between 2 different audiences
  • Budgeting your ad-spend and how you can monitor your costs-per-click
  • Data collection using Google Sheets and Facebook Analytics
  • The benefits of the testing phase and producing content that resonates with the right audience
  • Targeting and re-targeting your Facebook campaign
  • How you can create your own funnel quickly and easily at minimal cost
  • Answers to questions posed by my Facebook Live audience

If you want to find out more head over to my Facebook Bootcamp  where I’m working with doctors and practice team members to show them how to get their own campaigns up and running.

The entire process takes about an hour and it’s a really cool way to grow your practice without spending a ton of money.

Head over to deliveringwow.com/119 to watch a video of this recording where you can see the funnel I'm describing in action.

Aug 23 2018

20mins

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Rank #14: 108 - How To Integrate Online Scheduling With LocalMed

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This week on the podcast I interviewed Tom Brown from LocalMed and we talked about how online scheduling can be used to grow your practice.

Tom works in the Sales and Marketing department for LocalMed in Chicago. Growing up with nine siblings has helped strengthen his team-leading abilities, and he has always understood the value of being part of a team, whether that’s in the form of leadership or as a valuable team member.

LocalMed is the only real-time online scheduling platform in the dental marketplace. It boosts your existing marketing efforts by allowing patients to book fully scheduled appointments from anywhere and at any time. LocalMed is customized with your scheduling rules and is fully integrated with your practice management system, keeping you in full control of your schedule. It’s entirely automated, and you don’t need to waste time with additional software training.

On the podcast we discussed:

  • Tom’s story that led him to set up the sales and marketing department for LocalMed in the Chicago office
  • How you can grow your practice by integrating online scheduling with your current practice management system
  • What online scheduling is and how your patients can use it to book a fully automated appointment in less than a minute
  • Integrating online scheduling to your practice using social media channels to spread awareness and generate quality leads
  • The advantages of using an effective marketing campaign to encourage patients to schedule an appointment online and how you can use marketing to drive traffic to the scheduling link on your website
  • The financial and profitability impact dental practices can achieve with LocalMed
  • How a patient’s first impression of your practice is dependent mainly on how easy your practice is to do business with
  • How online scheduling can save your staff time and help them to be more productive
  • How people use LocalMed and how easy it is to book an appointment
  • Marketing tips on how you can increase bookings for your practice using online scheduling
  • The process of setting up LocalMed for your practice and learning how to get it up and running
  • Using simple call-to-action techniques to close the loop and convert more customers/patients
  • How different practices are using online scheduling to appeal to a broader audience
  • Integrating LocalMed to your Instagram account and using visuals to drive traffic to your website

If you would like to learn more about how LocalMed can integrate with your current practice management system, click here and enjoy a walkthrough demo that shows you how you can start using their online scheduling program today. You can also call them on (888) 203-7531

For more information visit https://www.deliveringwow.com/108

Apr 26 2018

34mins

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Rank #15: 122 - Creating An Automated Membership Program With Jordon Comstock

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I’m super excited to welcome Jordon Comstock from BoomCloud onto the podcast to discuss how dental practices can set up membership plans and how to get patients to sign-up for them.

Jordon has been in the dental industry for almost 15 years, so it’s safe to assume he knows a thing or two about membership plans! He began his career managing his family’s dental lab in Salt Lake City and studied Business, Marketing, UX/UI Design at The Art Institute of Salt Lake City. During his time managing his family’s lab, he built a sales and marketing department and helped grow the lab from local clients to nationwide. He also oversaw the financial department, helping to establish systems and reporting to help the company understand the numbers.

The lab’s clients introduced the concept of an in-house membership program to Jordan, who had been an entrepreneur in the making since an early age. In fact, by that time, he founded three start-up companies. Soon, Jordon realized that dental practices needed a system to manage a membership program effectively and so, the initial design for BoomCloud was born in 2013. Jordon’s main goal is to help as many practices as he can using BoomCloud to help grow practices, create recurring revenue for them and reduce dependence with insurance companies. He genuinely cares about his team, customers, and products.

On the podcast we discussed…

  • Jordon’s journey from working as a dental lab technician to launching the first version of BoomCloud
  • What membership programs are and how they work
  • Using membership plans to regain control of your profit margin from third-party companies
  • How membership programs can benefit patients
  • How to market dental membership plans to attract and retain patients
  • Understanding that a membership program is an investment and marketing is a key component to the success of a marketing program
  • What’s included in a typical membership plan
  • Selling your plans to other businesses and leveraging B2B (business to business) marketing
  • Creating educational content to help increase patient numbers and convince other business to join your membership plan
  • Using a Direct Primary Care model and keeping insurance providers out of the equation
  • How BoomCloud can help dental practices stop relying on dental insurances and establish a profitable membership program

You can find out more about Jordon and how to implement a successful membership program in your own dental practice over on the BoomCloud website.

For more information and to explore previous episodes, click here.

Sep 13 2018

38mins

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Rank #16: 112 - How To Get Your TEAM to Crush Your Production Goals with Dr. Anissa Holmes

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In this week’s podcast episode, I talk about how you can get your team to crush your production goals.

Have you ever thought about the life cycle of growing a business? In the beginning, production levels are through the roof. However, if you’re the business owner, it’s likely that you’re doing most (if not all) of the work. It’s your practice, after all, so you are the one creating the systems, seeing patients and leading the team. You do everything you can to get your practice off to a great start, and it all goes well…up until a certain point.

Eventually, you burn out. You feel overwhelmed, stressed and you just can’t do it anymore. You’re exhausted, and it’s not long before your own productivity simmers down. At this point, it’s critical to build and structure your team. You need to put them in a position where they can take your vision for the practice and take it to the next level.

Here’s what I discussed on the podcast:

  • Glenn Vo’s story on hitting his monthly goals despite working fewer hours!
  • The importance of empowering and training your team to carry out your vision
  • Discover what motivates your team and let them know that if they work with you to achieve the practice’s goals, they can accomplish ALL of their own goals too
  • Making your team members aware of what’s expected of them
  • Training team members to close cases
  • Having processes in place that encourage patients to agree to your treatment plan
  • Using whiteboards as a strategy to track your practice’s services
  • Giving your patients a variety of payment options and why this can help grow your practice
  • What to do if your practice is not on track to hit its monthly goals and how you can resolve the issue, overcome obstacles and hit your monthly target
  • How to be proactive and market your practice on social media and with a simple but effective email marketing strategy
  • Building a productive team and creating an effective and profitable action plan

I really hope you enjoyed this podcast episode! Join us over on the Dental Marketing and Profits Facebook Group, where I’d love to hear what you thought about this episode!

Learn how you can build, grow and market a profitable dental practice with one of our fantastic online courses by signing up for a $7 trial of Delivering WOW U for 14 days.

For more information click here

Jun 07 2018

18mins

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Rank #17: 138 - How to Improve Phone Call Conversions with Mango Voice

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Does your team struggle to convert potential new patients over the phone? If you’re nodding your head, this conversation with Jonathan Karren, the Account Executive at Mango Voice Phones, will be like music to your ears!

In the episode, we talk about how you can improve call conversions to help grow your practice and fill-up your weekly schedule. Jonathan’s role at Mango Voice is to drive customer acquisition through direct sales, social media marketing and partner relationships.

If you’re not familiar with Mango Voice, they are an enterprise-grade VoIP phone system based in the cloud. With its time-saving features, they help dentists and other business owners from all over the world run their business much more efficiently.

On the podcast we discussed…

  • What Mango Voice is and how it can help you increase phone call conversions
  • How you can use phone call recordings as a coaching guide for your team
  • Using SMS to respond to missed calls and get back to patients quicker
  • Converting voicemails to emails
  • How to use Mango Voice to market your services
  • Tracking the performance of your marketing campaigns using number tracking technology

For more information head to: deliveringwow.com/138

Mar 14 2019

29mins

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Rank #18: 109 - The Power of Storytelling in Case Acceptance

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This week on the Delivering WOW podcast, I explore the power of storytelling in case acceptance. Many dentists and team members struggle to get a patient to accept a treatment plan. The main reason for this is because dentists tend to get super technical and formal with patients and they ultimately lose interest because they don’t understand what’s going on.

In this week’s podcast, I share the concept of storytelling in case acceptance. Storytelling is a powerful thing. Humans have told stories since the beginning of time, whether it's on cave walls, around campfires or in storybooks. People are attracted to stories because they can relate to them and this is something that a lot of dentists and other professionals neglect in their marketing strategies.

Here’s what I discussed on the podcast:

  • How we’ve used Facebook and Google ads to generate quality leads for our practice
  • Using an interactive quiz where potential patients can find out if they are a suitable candidate for a particular procedure
  • Why sharing success stories with your patients is more impactful than showing models of teeth and feeding them with a lot of technical information
  • Finding a way to fit more intricate dentistry (such as implants and cosmetic dentistry) into every patient’s budget
  • How storytelling can have a positive impact on you and your practice
  • The importance of telling stories that are real and taking your patients through the journey from before you began the treatment right up until the end result

 I look forward to chatting with you all again, and I would love to hear your feedback on this episode over on the Dental Marketing and Profits Facebook Group.

 Head over to Delivering WOW U to find out how you can create a profitable dental practice. We’ve got a lot of excellent courses with clear action plans and proven techniques that will help to build, grow and market your practice.

I have more solo episodes coming up with some great tips and strategies, so make sure to subscribe and tune in if you want to find out how you can really grow your dental practice!

For more information on this episode click here.

May 17 2018

15mins

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Rank #19: 087 - How To Create A Fee For Service Practice That People Rave About With Dr. Robert Pick

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This week on the Delivering WOW podcast I am so pleased to share with you my interview with a true leader in the dental industry, Dr. Robert Pick.

Dr. Pick is a popular business practice management consultant, coach, best-selling author, entrepreneur, and professional speaker. He is known for his high energy, fast moving, motivational, highly educational and entertaining programs.

Dr. Pick is the CEO of The Pick Group, a practice management firm designed to yield a happy, healthy and wealthy practice. He is also in private practice working in the ‘trenches’. 

Dr. Pick received his Dental Degree, Certificate of Residency in Periodontics and his Master of Science Degree, Oral Pathology, all from Northwestern University. Dr. Pick is currently engaged in full time private practice of Periodontics, Implants and Oral Medicine in Aurora, Illinois. He is also a member of the attending staff of Northwestern Memorial Hospital and a Clinical Associate Professor of Surgery at the Northwestern University’s Medical School. Dr. Pick has also been involved with the Jack Welch Business Management Institute.

Dr. Pick is recognized by Dentistry Today as one of the top 200 Leaders in Continuing Education and has won this honor all 19 years that the award has been given. He is also on the Advisory Board of the Journal, Dentist’s Money Digest, where he also writes a monthly article. Dr. Pick has presented programs nationally and internationally, has published numerous articles and book chapters in the scientific literature and he has been on live closed circuit TV at both the CDS and Hinman Dental Meetings. As an official spokesperson for the American Dental Association he has frequently been featured in the media. 

On the podcast we discussed:

  • What Robert sees as the four basics for a successful practice
  • The importance of pre-clinical interviews, which Robert conducts with all new patients
  • The necessity of having social media presence, an up-to-date website and the opportunity video presents
  • A powerful tool Robert calls the post-procedure video check
  • The value of offsite business retreats and teambuilding to developing a dental business
  • How to motivate your team, including some great tips to get your team on-board
  • How to build a successful fee for service practice

Dr. Pick can be reached at www.thepickgroup.com (website coming soon!) and by email drpick@thepickgroup.com.

Nov 09 2017

47mins

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Rank #20: 081 - How to Control Your AR with Sandy Pardue

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This week on the Delivering Wow podcast I interviewed Sandy Pardue and I got to talk to her about Accounts Receivable or AR.

Sandy Pardue is a Director of Consulting at Classic Practice Resources and has over 35 years of hands-on experience in the dental field. Every year since 2003, Dentistry Today Magazine has recognized her as Leader in Consulting. She is a highly competent lecturer and consultant in the area of dental practice management.

In addition to traveling to private practices to set up workable systems and train teams, Sandy has given countless lectures and workshops at major dental meetings on every aspect of Scheduling, Accounts Receivable and Collections, Office Manager Training and Basic Organization in the dental practice. Hundreds of doctors and dental staff members have attended and connected with her interesting hands on approach

On the podcast we discussed:

  • The journey that has led Sandy to where she is today
  • Why it’s important for dentists to have a system for Accounts Receivable
  • The key things that happen in dental practices that cause challenges with AR
  • Treatment plan presentations that helps patients know what they need to pay, when and how
  • Strategies for handling patient objections to dental treatment plans and educating patients
  • Why every dental practice needs to have financial policies in writing for the team
  • Using systems to handle statements and insurance claims issues
  • Storing patient credit card details and obtaining patient credit ratings
  • Using 3rd party financing like Care Credit and its role in the practice
  • Team responsibility and reducing errors that lead to AR issues
  • Her thoughts on outsourcing and billing
  • Strategies that you can use to control your AR

You can find out more about Sandy, including her seminars, consulting programs and training events, on her website www.classicpractice.com.

Sep 28 2017

44mins

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