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Less Insurance Dependence Podcast
22 minutes | Jul 22, 2021
Episode 145: 3 Insurance Nightmare Stories
Newsflash! Dental insurance companies do not care about the dentist nor patients. In this eye-opening episode, Gary Takacs shares three nightmare stories that'll punctuate it. Listen and find out how not to make any of these stories your story! Register for the Masterclass: https://bit.ly/3nsLWQ7 Practice coaching with Gary Takacs: https://bit.ly/3bfp6Xd
24 minutes | Jul 15, 2021
Episode 144: Photography Tips
Today, Gary Takacs discusses very practical & simple tips; you don't have to complicate them. They are more than enough to increase the case acceptance rate of every one of your adult patients. You will be blown away by how these photo tips will change your case mix! Patients will express interest in treatments that you had no idea that they had any interest in. Listen to accelerate your case acceptance! Register for the MBA workshop: https://bit.ly/36z0Dtg Practice coaching with Gary Takacs: https://bit.ly/3bfp6Xd Camera recommended by Gary Takacs: https://www.photomed.net/sx740.htm
23 minutes | Jul 8, 2021
Episode 143: Solutions for Overhead Control
The history of practice overhead is that it continues to rise, ever eating into the practice's profitability. If your current overhead is 74% or higher, you're literally working too hard for little! This week we discuss the solution to this long-standing problem.
21 minutes | Jul 1, 2021
Episode 142: The Time is Now For the Mouthguard Project
When it comes to attracting new patients, we think the "Mouthguard Project" is a grand slam for every practice that has done it. This week we talk about how you can implement this winning strategy in your local community and reap the awesome benefits! Episode show notes: https://bit.ly/3dyEyii Mouthguard Course Giveaway: https://bit.ly/3qFCQ47
23 minutes | Jun 24, 2021
Episode 141: The Importance of Patient Referrals when Dropping PPO Plans
Every practice has a segment of its patient base that doesn't have insurance. Often it's a very small segment. On average, 85% of dental practice patients come from PPO plans. In the context of this episode, we can apply Robert Cialdini's concept of leveraging the moment with the help of six fundamental principles of influence. Gary Takacs explains how to use this concept to ask for patients' referrals and make it three times more likely for them to say yes to your request. Listen and leverage the moment with your patients to increase patient referrals! Intro to today’s topic > 00:01:03 Quick announcement > 00:01:18 A familiar saying > 00:03:30 Usual data points > 00:04:30 Leveraging the moment > 00:05:50 Resources REGISTER FOR THE MBA WORKSHOP NOW GET RID OF PPO PLANS! FIND OUT YOUR INSURANCE ADJUSTMENTS SCHEDULE YOUR FREE MARKETING STRATEGY MEETING Transcript Naren: Welcome to another episode of the less insurance dependence podcast show. The official podcast of the reducing insurance dependence academy rid dot academy. Today's topic is the importance of patient referrals when dropping PPO plans, the importance of patient referrals when dropping PPO plans. This is Naren, your co-host. Before we jump into the episode, I have a quick announcement to make. We have an MBA coming up a three-part MBA workshop coming up, the ten elements of a thriving practice on July 27th, 28th, and 29th, 9 hours of CE, 7 to 10 pm on the 27th, 28th, and 29th of July, and you're going to learn the ten elements the 24 systems and most importantly Gary is going to help you with the help of 11 exercises learn how to apply this in your practice. So, if there are still seats available, the link is thrivingdentist.com forward slash MBA. Sign up, and I look forward to seeing you there. Now Gary, let's jump into today's topic; and this is a wonderful topic because as we are recording it right before this call, we had a wonderful conversation with a mutual client of ours and, and we talked about referrals. So, I'm really excited to talk about this topic, Gary. Gary: Yeah, Naren, it's very timely because of that conversation we just had, and the best way for our listeners to think about this is a saying that most people are familiar with, and the saying goes like this, birds of a feather flock together. Now Naren, is that a, a, saying you've heard in Canada? Naren: yeah, I heard it growing up; I remember my mother telling me this somebody telling me this when I was a kid Gary: my grandmother taught me that saying, and you know, growing up in Cleveland, Ohio, my grandmother taught me that. She said birds of a feather flock together. The context that my grandmother used, you know, the older I get, the smarter I realized my grandmother was now she's been gone for many years, but she still plays an influence in my life for sure, but the context my grandmother used was Gary choose your friends wisely. Naren: right Gary: hang out with good people. So, birds of a feather flock together. So now, let's extend that to the context of this podcast and our listener's interest, which is successfully dropping PPO plans. Now every practice has a segment of their patient base that doesn't have insurance, that doesn't have insurance. Now often it's, it's, very it's a small sliver. You know Naren when we've, we've been doing this in our webinars recently, where we do our, our, insurance write-off calculator and we tell our audience that if you don't know what you're writing off, we have a program a computer program that can figure that out for you. It's called our insurance write-off calculator, and doctors will enter the information in, and then the program does its work to be able to tell doctors how much they're actually writing off and one of the calculations that it figures is what percentage of the practice has PPO plans, what percentage of the practice, and what do we usually see Naren, what is the trend line that we normally see when we're looking at you know dozens and dozens and hundreds of, of, those data points. We usually see that a very high Naren: yes Gary: percentage of the practice has PPO plans Naren: yeah, I think we typically see like 80 percent is like the average. So, it's around 70 to 90 percent we said that's the range we see Gary: you know 75 percent, 78 percent, 84 percent, I think the most we've seen is 92 percent. Naren: right Gary: but rarely do we see that number being a small percentage of patients, rarely do we see it, you know, 25 percent. We rarely see and, and, if you think about it, it makes perfect sense because if the number one way you're getting new patients is by being listed on the PPO plans, that's going to create a disproportionate source of new patients for your practice and, and, that's why it becomes such a high number over time. If you've been a PPO office for a while, that number keeps creeping up. You know, in my own practice, when we started going out of network, it was 85 percent, it was 85 percent, and it really gives you the perspective that can I even do this when so much of my patient base, you know our PPO plans can I even do this, and we've talked about that we've addressed that in past issues but, but let's go to the topic here. Let's say 85 percent of your patient basis is PPO means that that 15 percent doesn't have insurance, and so we're going to in terms of we're going to use a Robert Cialdini concept, and the Robert Cialdini concept is to leverage the moment. You know Robert Cialdini talks about Doctor Cialdini talks about the six fundamental principles of influence, and if you haven't read his book or listened to his book influence and then done the follow-up, which is pre-suasion, the book pre-suasion, run don't walk, and listen to those books read those books if you're a reader and you'll know a lot more about marketing than you knew before you read those books, but he's got six fundamental principles of influence, and his point is that when you recognize those principles of influence, and you leverage the moment, you're three times more likely to, to, receive a favorable response from your patient. So, in the context of dentistry, when you leverage the moment, you're three times more likely for the patient to say yes, whatever it is we're asking them for Naren: Absolutely Gary: if we're asking them to schedule an appointment when you're leveraging the moment, you're three times more likely for them to say, of course, yes. If we're asking them to write a google review, when we're leveraging the moment, it's three times more likely for the patient to, to, literally you know, write that review, and now in the context of asking for a referral, the same thing applies. They're three times more likely. Think how powerful that is? Naren: yeah, so what you're saying is the moment when the patient is feeling appreciative of grateful love the moment the patient is feeling positive about your practice. That's the moment we need to tap into and ask them. Gary: Yeah, absolutely, you know when they are feeling part of your practice, when they're feeling like the top of the world like I have chosen the best dental office on the planet, you know that's when you want to leverage the moment. It sounds kind of obvious, but yes, that's exactly what that's about; you know, frankly, the six fundamental principles of influence are actually very obvious when you know it. Naren: right, for example, you gave me a shot, and I didn't feel it. I'm like, man, I'm so glad I come here because I hear going to the last dentist and, and, they verbalize it you know what this doctor gave me this amazing shot and I couldn't feel it. Gary: Another example is a lot of times, you know patients are feeling especially happy and at a high point emotionally after you've completed significant treatment. Naren: yeah Gary: and they're looking in the mirror, and they're saying, wow man, I the only regret I have is, I didn't do this sooner how come I didn't do this ten years ago oh doctor, you know they're feeling like on cloud nine. So Naren: sometimes this moment can also be created right, Gary. What I mean is you, you, taught me this. I mean, you learned it from Doctor Omar like when you know enough information about your patients, and you inquire about it. Let's say I love gardening, and then you remember that last time I was there, I was talking about, oh kids, I'm making this up. Hey, how are your kids' plans going? I mean, you're like, wow, this is amazing. Here is a dentist who knows me, who likes me, who gives you who cares about me, and now I'm in cloud nine. So that moment was created. Gary: you can go on offense or defense on this Naren: yeah Gary: defense as we wait for the moments to happen Naren: right Gary: And, and, that works, but I'd rather go on offense. I'd rather make these moments happen, so let's put this together in a system, Naren, because it's one thing to kind of have it in your mind and be somewhat aware of it, but in terms of it actually happening as a system, it is much better when we systematize it. A classic example of that Naren is when we decided that we would make even evening week care calls. This goes back to 07 in my practice; by the way, if you're following along and you know the script we converted those evening we care calls to evening we care contacts in 2019, where we now do those by text message we found that there it's, it's, been just as effective and more efficient to do them by text message, but when we made the system up in 2007, I sat down with Paul, and I said let's do this, let's have you make an evening we care to call to any patient on the schedule today that received an injection, any patient received an injection because now it wasn't up to Paul to arbitrarily randomly decide if this patient would appreciate a call or not. Naren: Right Gary: simply going to call every patient that got an injection, and we would do that evening we care call. So that's the concept of systematizing because now it's gone from a random activity to a systematized activity that happens on a regular basis, makes all the difference in the world. So here are some pieces of the system that I would suggest in terms of looking for patients to ask for referrals. Have someone show up to your team meeting, one of your team members shows up to your morning huddle with highlighted names of every patient on your schedule today that does not have insurance, that does not have insurance. So, you might be seeing 20 patients. I'll just make up a number. You might be seeing 20 patients, and maybe four of them today don't have insurance. So those are the highlighted names. So, step one, you know, shows up with this list. Step two look at those names and identify any patients who you think would be a good referral source, you know the happy, outgoing gracious, you know the ones that are very appreciative, and maybe if there are four names on the list, there's three of them that oh yeah these would be perfect. So the next step is, determine who's going to ask for the referral because if you have a team of eight and the doctor nine, you don't want nine people asking for a referral. I think that would be harassment, would you agree, Naren? Naren: yes Gary: It would certainly be Naren: Yes Gary: it would be less effective Naren: Yes Gary: if it's done that way, it'll feel artificial and contrived, so identify who's going to ask and usually it comes up organically like you know your Hygienist Kelly might say, oh I'll ask Maria you know we go to the same yoga studio I see her three times a week we're buddies, I'll ask Maria, and if you if it doesn't come up organically if someone doesn't volunteer, one thing I would encourage you to do in your practice is to identify your team member who has the highest I in the disc, they're, they're, outgoing gregarious social they're the ones that are extroverted and, and, have that person on your team ask because that's going to be a natural process for that person. Does that make sense, Naren? Naren: absolutely, absolutely, Gary: And then let's talk about what to say and again this has to be done individually, it's not going to be scripted it has to be done relevant to the patient in the example that I gave where Kelly said I'm, I'm, going to ask maria because we go to the same yoga studio, I see her three times a week outside of practice. Kelly can say something like this, maria, I have to tell you, I sure love seeing you on my schedule. When I see you on my schedule, I know I'm going to have an amazing day. Now that has to be genuine. If that's not the sentiment, then come up with something else, and by the way, you're going to share a tip-in just a minute about some other ways we can kind of leverage this, but that might be the way we ask, and then we would say to maria, you know maria I would love to see more people in our practice like you, that would make it amazing to have more people in our practice that are just like you. Now pause for just a second how does maria feel right now, Naren. Naren: she's in cloud nine she's, she's, feeling appreciated she's feeling you know validated like you know like because as humans today, especially in a world of devices, we don't appreciate people and acknowledge people Gary: How often does this kind of stuff happen Naren: exactly Gary: and now she feels like, oh thank you, Kelly, and then Kelly can make the request, and the request is if you know people that would appreciate how we take care of patients, please recommend our office to them. We will always make room we welcome new patients, Maria, and we'll always make room for friends of yours. They'll be a part of our VIP patient base. Hey, thanks in advance thanks in advance. Now, so we make her feel very special now, you can start to identify people as well, and then I want to flip it over to you to talk about some ways we can make this even more effective; we want to identify some people. Three groups of people that don't have insurance jump to mind. Retirees Naren do you think if we had an audience listener you know on our recording right now and I asked that doctor do you have any retirees in your practice? What do you think every doctor on the planet is going to say Naren: Absolutely. I mean, I think every single practice, you know, I bet can find many, many, many, retirees in their practice absolutely. Gary: They can probably think of, you know, 20 names right off the top of their head Naren: yeah Gary: so, retirees, remember, you know in the old days when you were retired, your benefits stayed with you, and you had benefits for life. Well, that doesn't happen anymore, so think about retirees as being good candidates—the opposite end of this age spectrum, millennials. Millennials, oftentimes millennials haven't reached the point in their career where they're accorded benefits. They don't have insurance, and then another group gig economy workers are independent contractors' freelancers. They're Uber drivers, Lyft drivers, Airbnb owners, and if we have a relationship-driven practice, we should know what they do for a living, right? Naren: yeah Gary: and then a third group would be small business owner's small business owners could be another group to target now Naren talk about how the concept of liking one of the six principles of Robert Cialdini principles of influence talk about how liking can apply here and how our listeners can easily apply that through using social media Naren: yeah, absolutely, you know I think the world has changed in the sense like we used to have a time I still remember it where we used to send birthday cards. I did this 25 years ago would you know to remember everyone's birthday and I would go to the shop buy a birthday card you know go to the post office mail it. Then it turned into, you know, phone calls where you would wish people on the phone and then now we live in a time in an age where most of us with each other on social media like Facebook because it's convenient it's easy Facebook will even remind you, it's Gary's birthday today. So, things have changed doesn't mean that we don't wish people on birthdays just how we do it has changed just because you know as humans, we like easier, simpler ways of doing things and almost like done for you and Facebook reminds it reminds you, so you don't have to even think about it you don't have to go to the post office you don't have to find the postcard. The same thing is happening here; I think you know in terms of referrals in the old days' referrals were like I remember when I needed something I had a tech guy I had in my phone. I would call him for anything tech. Oh, I'm thinking about this tv I'm thinking about this camera, and he would tell me, and I have a health guy in my pocket, and I call him for health stuff. So, we have we all had somebody we go to because remember 20 years ago Google didn't exist. So that was our way of getting the best information from someone we trusted. Today that's very different, so a lot of the referrals are happening virtually, and let me give you an example. So, let's say I'm an I'm you know I'm a man 45 years old, brown-skinned and I post on my social media, I'm holding a digital sign the digital sign says I love my dentist and my dentist posted it he tagged me now my friends say it now let's say if somebody else who is thinking about getting a dentist, especially if that person is similar to me, maybe in terms of either age may be in terms of gender or maybe in terms of Gary: And the other example that you use Naren is so perfect in terms of perfect because you're one of those four groups that we identified Naren: yeah Gary: you want to do business Naren: yes Gary: and so many people on your social media accounts, not all, but many will also be small business owners; why? birds of the feather flock together Naren: Flock together exactly. They're like my friends are seeing you know want to keep in touch with me, I'll see what I'm up to and yeah absolutely totally, totally, 100 percent agree. So now it's easy I don't even do anything so at that moment so the patient is getting talked about the moment when the patient is feeling grateful appreciate it at that moment one of the things you can ask for is instead of saying can you refer me to somebody you can say hey do you mind if you take a picture patient says absolutely no one absolutely you flip we have a tool called my digital signboards, but you could use anything it could be a physical sign, and the sign could be I love my dentist you know no cavities please you know just fun stuff right you can have different, different, signs and I'm just holding a sign and the team is standing his team member is standing next to me the hygienist and used to have a picture and then what you do is you post it on your social media, and you ask the patient's permission of course, and then you tag the patient. One other thing you can do is start collecting these pictures and put them on your website. You can have a page called happy patients, and that page can have pictures of different people, different skin colors, different age groups different you know, male versus female you know family versus you know individuals. When you when I see someone, who looks like me, I subconsciously believe, you know, going back to that statement birds of a feather flock together, I subconsciously believe I'm going to be happy because someone like me is happy. Gary: I'm in that club Naren: yeah, I'm in that club, and a lot of times this is why you know if you don't do this what happens is they will assume you can't help them let's say the doctor is 30 years old I am a 65-year-old female I think you know maybe he won't understand me, but when I see four other 60-year-old females like me I'm like yeah these people like him I'm going to like him. So, it's kind of not only it helps you get new patients through referrals but also it helps you, you, know helps you, you, know help people who otherwise wouldn't have come to come to your practice. So, I think these are great ideas, Gary. Gary: Yeah, I'm, I'm, loving the context of this episode for sure, and watch what happens when you start leveraging the moment, and you start gaining referrals of other people who don't have insurance. Remember, every time we bring in a new patient who doesn't have insurance, we're not going to hear two questions, are you in my network? They're never going to ask that question because they have no network, and then secondly, they're not going to ask when you make treatment recommendations; they're not going to ask is this covered by my insurance, and all of that leads to a happier practice. Well, as we come to the finish line in this episode, I want to come back full circle to something you mentioned in the opening Naren, and that is the digital association that you and I created called RIDA, R-I-D-A, and it's both a play on words we want to help you get rid of insurance. Naren: yes Gary: pardon the grammatical errors there, but we'll help you get rid of the insurance; but it's also an acronym, and it stands for reducing insurance dependence academy. Consider this an invitation to come join our club if you want to be birds of a feather flock together and you want to hang with other dentists and team members that are successfully dropping insurance, come join our association and guess what I think we have a rather compelling financial incentive for you. Your membership is a gift from Naren, and It's free. Come join us, and you can go to www.rid.com. Come join us. We'd love to have you be part of our club birds of a feather flock together. I think you'll enjoy hanging with the members. We've got all kinds of things planned in the future for that academy, that association. It's the first digital association in dentistry. Come join us, and I think that'll help support all the work that you're doing in your practice to successfully reduce insurance dependence. On that note, let me simply say thank you, and I'm going to follow true to the theme of this episode. We talked about referrals. We welcome new listeners here at the less insurance dependence podcast. If you know of a colleague that you think could benefit from our content, please tell them about us. Let them know they can find the podcast on our website unless insurance dependents dot com. They can find it on iTunes, google play, Spotify, amazon music, apple music, or wherever they get their podcast and let me simply say thank you in advance. We appreciate your support.
21 minutes | Jun 17, 2021
Episode 140: Are PPO Plans going to be lowering your contracted fees?
Are PPO plans going to be lowering your contracted fees? The answer is YES. So if you think your fees are low now, just wait until you get the next round of reductions. This week, we talk about this pattern that has been going on for the past 9 years! Episode show notes - https://bit.ly/3gC9D5u
22 minutes | Jun 10, 2021
Episode 139: The Power to Choose Your Response
You do not have the power to control the changes around you. But, you have the power to choose your response to such changes! In this episode, Gary Takacs discusses a viral letter shared by Dr. Paul Goodman & the dentists' power to choose their response to make a positive change in the world of dentistry! Episode resources Episode show notes MBA workshop iLoveDentistry community RID Academy
21 minutes | Jun 3, 2021
Episode 138: 1000 Dollar Annual Dental Insurance Limit... Really!
Doing more of single tooth dentistry? Blame it on the typical $1000 annual dental insurance limit that has changed patient mindsets! This week we talk about what you can do to shift patient attitudes towards ideal treatment plans and reduce the impact of insurance limitations in your practice.
21 minutes | May 27, 2021
Episode 137: Tipping Point?
2016 was a tipping point for dentistry and dentists now have to face new challenges. What does this mean and how do we face & overcome these challenges? Listen as Gary Takacs explores this topic and the way forward for dentists.
20 minutes | May 20, 2021
Episode 136: How to Deal with 1 or 2-Star Reviews
Here's the reality: you will face at least one negative review in your career as a dental professional, but there's good news! You can make negative reviews work in your favor if you respond correctly. Listen to this week's episode to learn how!
22 minutes | May 13, 2021
Episode 135: How do I know if I am ready?
This topic is a valid and frequently asked question from dentists. Transforming your practice from an insurance-dependent practice to a PPO-free practice should be a calculated decision. Having this question is a good sign because you can now FOCUS on the possibility of successfully dropping PPO plans in your practice. In this episode, Gary Takacs will help you figure out whether you are really ready and explain how to make the correct decision based on the current situation of your practice. 00:00:58 > Intro to today’s topic 00:01:09 > Quick announcement 00:03:07 > Ultimate answer 00:16:46 > Six steps of dropping PPO plans 00:19:22 > Regain control of your practice! Resources 6 STEPS TO SUCCESSFULLY RESIGN FROM PPO PLANS! PRACTICE COACHING WITH GARY TAKACS SCHEDULE YOUR FREE MARKETING STRATEGY MEETING
24 minutes | May 6, 2021
Episode 134: The One Question You Must Ask Every New Patient Caller
Here’s an episode that’ll help you convert new patient calls to ‘kept appointments! Conversion is the percentage of those new patient calls that can get converted to a kept new patient appointment. Doctor, you know how your new patients don’t show up for the appointments they made for themselves. But these no-shows represent lost opportunities to your practice. With the right amount of team training and tracking the necessary data, you can maximize these opportunities. 00:01:02 > Intro to today’s topic 00:01:10 > Grow your practice 10% or more! 00:02:50 > Dental practice conversion ratio 00:03:28 > Improving handling of calls 00:06:45 > The transformational question! 00:12:50 > Verbal skills and conversions Resources GROW YOUR PRACTICE 10% OR MORE PRACTICE COACHING WITH GARY TAKACS TALK TO GARY ABOUT COACHING SCHEDULE YOUR FREE MARKETING STRATEGY MEETING
20 minutes | Apr 29, 2021
Episode 133: Victim or Victor: The Choice is Yours
Typically dentists are victors! This is because the process of becoming a dentist is challenging, and you truly have to be a victor to become a dentist. After becoming a dentist, have you ever wondered about whether or not you are still a victor? You may be surrounded by dentists who tell you that you cannot survive as a PPO-free practice because they have a victim mindset. As a listener of this podcast, it is evident that YOU are still a victor among the naysayers! Listen to this episode as Gary Takacs helps you embrace the victor mindset to take action. 00:00:59 > Intro to today’s topic 00:01:08 > Quick announcement 00:03:40 > Who needs who? 00:05:10 > You can be a victor! 00:12:02 > Visit the show notes to get inspired 00:15:12 > Freedom of choice 00:18:06 > Get RID of PPOs' Resources REGISTER TO THE FIRST MASTERCLASS HOW LINCOLN PARKER DMD STARTED A PRACTICE FROM SCRATCH HOW DR. BRIAN BALIWAS ATTRACTED 1000+ NEW PATIENTS INSANE SUCCESS WITH DR. PEYMAN RAISSI LEARN MORE ABOUT COACHING GET RID OF PPO PLANS! Transcript Naren: Hello everyone welcome, to another amazing episode of the less insurance dependence podcast show. This is Naren your co-host. The topic today is victim or victor, the choice is yours, victim or victor the choice is yours. Before we jump in, I have a quick announcement. The last master class that Gary did was sold out it was amazing. We got so many people saying wonderful things great reviews. The next one is on the 12th of May of Wednesday from 7 to 10 pm, 3 hours of CE and the topic is, grow your practice 10 percent or more every year grow your practice 10 or more every year. We're going to include a link it's thrivingdentist.com forward slash masterclass if there are seats left, we are we are positive because the last two have sold out this is also going to sell out if there are seats left quickly sign up and reserve your spot. Now let me start talking about this topic today victim of victor the choice is yours. You know one of the reasons I think both Gary and I were attracted to dentistry was you know these people who end up becoming dentists are typically at the top of their class. They're in the top you know five percent of their class. I think you know both Gary and me kind of like to you know do whatever we do really well and you know succeed at it, so I guess this kind of made a lot of sense now we were thinking you know even though that's how they start their career you know as victors PPO and many other things perhaps make at least some of the victims, you know they just give up and they just accept that 44 write off so we wanted to have a conversation around it carry over to you Gary: Yeah, Naren I think this topic is one that's very pertinent for our audience here in the less insurance dependence podcast. Let's tie it into the topic of our podcast victim or victor. You know on the victim side it's you know sadly when you adopt the mindset of a victim and you feel like you're a victim, the number one reason for that is that you feel like you don't have any control, that you have lost control and as a result, you experience the negative consequences of being victimized and the context here is that many dentists feel like they have absolutely no choice other than to sign up for PPO plans and that's because of what, what, what, I think you know the terrible mindset that the insurance companies try to set among dentists, that the only way they're going to be successful is they sign up for these plans and you know I’ve said before, who needs who if there are two entities here there are the insurance companies and the dentists who needs who. Does the insurance company need the dentist or does the dentist need the insurance company? Well, if you can step back and look at this objectively, at a very core level, the insurance companies need your doctor because if no dentists sign up as participating providers, they have nothing to sell. They literally have no plan to sell if they don't have any providers and that's at a very core level. However, they've done a masterful marketing job, Naren you know marketing better than anyone I know on the planet the insurance companies have done a masterful marketing job of flipping the switch turning it upside down and convincing dentists that the dentist needs the PPO plan, when in fact the opposite is the truth. It's like you know when it's light outside we know it's the day, it's daytime, you know when the sunlight's out it is daytime when it's dark we know it's not it's like they flipped it they said no, no, at night-time this is the day, it's the day, and they flipped it and they've tricked dentists. This has been going on you know since the 1970s. So, this is not a new trick on their part but it's been a trick they've been pulling for many, many, many, years and I wanted this episode to ring loud and clear about, if you currently feel like you're in a victim status regarding whether you need to accept insurance or not, I want to share with you that you absolutely do not need to be a victim, you can be a victor and here's the first point that I want to make Naren, this happened somewhere around 2016 2017. So, this isn't new I don't have the exact date this will make sense in just a minute, I don't have the exact date but it was somewhere between 2016 and 2017 and the inflection point that I’m going to share with you is something that you need to embrace and that is whenever that inflection point was sometime between 2016 2017, there were more adults in the united states that didn't have dental insurance than adults that did have dental insurance. That was a switch that happened. Naren: so you're saying now the majority of the people in the united states do not subscribe to a dental insurance plan Gary: the majority of adults in the united states do not have dental insurance now prior to that inflection point the opposite was true slightly more had it but it's been going down ever since and it's dropping precipitously, I’m talking about what's dropping is the percentage of adults that have dental insurance is dropping precipitously and that number is radically shifting in favor of those that don't have dental insurance. So, there's one piece of information that if you embrace this as it is you say wait a minute, I know I don't need to there are more people that don't have it. Let me go find them; they are better when I say better, I’m not talking about a better human being. I’d like to think that they're all good human beings but if you're going to build your practice on patients that would choose you as for other than you have their insurance Naren: then you take their example insurance Gary: make sense Naren? Naren: more than half the jobs in the United States are created by small businesses. I bet small businesses many of those small businesses don't have identical insurance, you know all the freelancers the ETSY owners the Airbnb owners you know the what are you called eBay sellers the uber drivers, I mean the idea of being an entrepreneur working for yourself is has like taken off you know in the last you know 20 years or 30 years. It just exploded. So of course, what that means is not too many corporations that have ten thousand employees or a thousand employees and a dental insurance plan. Gary: exactly and let me list another group that's growing you know based on lifespan and healthspan and that's retirees. You know, it used to be if we go back a generation when people retired their benefits stayed with them the rest of their life. That's no longer true because those retirement benefits became a massive liability for big corporations and so they changed it and they said, hey once you retire, we'll provide a short period of benefits but once you hit the end of that you're on your own and so a massive group of people retirees doesn't have dental insurance and just another group you know in that. So, I want to share some great information, you know going back to-our listeners know that I enjoy everything about running and track and field and Roger Bannister that's a name that if you follow track and field everyone recognizes, he was the first person to ever break the four-minute mile barrier. He did that in 1954 he was an English runner, a runner from England, and before then there were scientists that actually publish scientific papers that said it could not be done because there wasn't enough oxygen content the oxygen couldn't flow enough to the legs and to the other you know parts of the body to allow someone to run less than four minutes and Roger Bannister did it in 1954 it was 359.89 three minutes 59 seconds 0.89 hundredths. He beat it by 11 100ths. And all of a sudden that completely upended the scientific community because they were proven wrong and interestingly enough Naren, remember this had never been done within three months three other people broke the four-minute barrier. Now in science, you can't tell me the cellular development in those three months is what made the difference. So, in other words, the human race you know when you look at three months’ time, it's a grain of sand on the beach you know in terms of the scientific measurement of time. So, you can't say that the body adapted in those three months to make humans that much faster. What happened what was the one thing that happened, someone did it and they figured hey if roger did it, I can do it right? Naren: yeah absolutely and I love that experiment the elevator experiment if you google elevator experiment on you'll find it it's like there's an elevator and there are three people facing the back of the elevator and these are hired you know actors and then everyone who entered the elevator from that moment on they all turned around and faced the back you know human beings really take a lot of cue as to what's possible what can be done from other human beings. Unfortunately, right now 95 percent of the practices are insurance dependent I think you said it might be even 98 percent right Gary Yeah Naren: because only two percent are service so what do you see around you it's everything that's you know unfortunately but I think what you are doing Gary and I commend you for this I mean your coaching work your coaching clients not only have you and your expertise but they have peers who are doing it with them and they all meet every week or every month and they share ideas with each other and they learn from each other and then, of course, the RITA project I know you're going to talk about it more but the reducing insurance dependence academy I think a huge coup for the insurance companies because they had billions of dollars and you know to throw at it they did an amazing job making you believe that facing the back of the elevator because that's what 95 percent Gary: Well, let me be blunt. They did an amazing job of playing a dirty trick on dentists Naren: they did yeah Gary: they did an amazing job of pulling the wool over your eyes, convincing you that when it's dark you now think it's daytime ‘ Naren: Yeah Gary: And that's what they did now here's what we're going to do because you need Roger Bannisters in your life as a listener to less insurance dependence you need Roger Bannisters in your life three links in the show notes you can get the show notes from lessinsurancedependence.com just scroll down. These three links are three dentists who successfully started a fee-for-service practice from scratch. I’m going to name these dentists and these were interviews that we did on the thriving dentist show. The other podcast, my, flagship podcast Lincoln Parker dentist who opened a scratch fee first in orange county California. Brian Baliwas opened ace and successfully I want to make the statement that all three of these did it successfully Brian Baliwas opened a scratch fee for service practice in downtown San Francisco and then Paymen Raisy opened a scratch fee for service practice in 2018 in Nashville Tennessee and I want you to hear their stories and I want you to hear what they did but one thing you need to understand Naren as these doctors as Lincoln and Brian and Paymen talk to their colleagues you know, hey Doctor so I’m, I’m, thinking of opening up a fee for service practice in orange county is something Lincoln Parker would have said guess what everyone told him what do you think everyone told him Naren: it's not possible Gary: you can't do this. His banker told them you can't do this. His accountant told him he couldn't do this the attorney told him he couldn't do this. The same thing happened, with Brian Baliwas was the same thing happened, with Paymen Raising well they were the scientists the naysayers were the scientists that told the world that nobody could run less than a four-minute mile Naren: right Gary: and it took it only took one person to prove that you know and that one person proved it proved the scientists wrong well in the analogy of our, of our profession these three dentists are simply three of many who they were you know they actually reacted differently. So, think about it Naren let's go back to the title victim or victor so what could have they assumed? It would have been logical to assume the position of a victim oh well I guess it was a bad idea you know I mean I really want to do it but everyone's telling me I can't do it I guess that's just a bad idea I guess I got no choice other than to be a fee for you know to be a PPO dentist but they didn't do that they actually said two words all three of them said two words watch me and what's that is that victim or victor perspective Naren: victor Gary: that's a victor Naren: it's the same kid who said watch me and got into dental school right so I guess that Gary: you're all victor because statistically, you didn't have a chance of getting in you had a snowball's chance in hell getting into the dental school you know you're Vic you're victors you're, victors and you just have to flip that switch because you do have a choice. You know one of the coolest things about you know being in the united states is we have freedom of choice you can choose your path. There are no rules or laws, there are no regulations that say you cannot reduce insurance dependence in your practice. You can absolutely do that. So think about it doctor do you want to be a victim or do you want to be a victor. You know intuitively what the answer is to that I know intuitively you've got it in you to be a victor because you've already been that you've already been there done that you've done it throughout your career. You got into dental school, you survived dental school, you passed the boards you got to a position where you own your practice that's even getting into the elite of the elite Naren, Naren: yes Gary: you know just being a dentist you're in that top four or five percent intellectually but now only a practice it elevates you even further you are innately victors and I want to share that message I strongly encourage you go to the link the links that we're sharing the interviews with Lincoln Parker Brian Baliwas and Paymen Raisy and just drink in their stories and have those stories you know kind of filed away in the back your mind you know coming back to when roger bannister broke the four minute mile here we are today Naren less than 60 years from the time he broke it broke the four-minute barrier by the way the record the world record in the mile today is 3 43, 3 minutes and 43 seconds and world class high school athletes routinely break the four-minute barrier so and again human evolution in that 60-year period of time is a grain of sand on the beach there's nothing about human evolution, that's made our lung capacity or our ability to transport oxygen to the to our limbs it's none of that it's the fact that there were pioneers paving the way that proved it could be done and here's three Lincoln Parker Brian Ballywas and Paymen Raisy. Naren fun conversation I hope it's inspiring and motivating for our listeners because sometimes we need that you know we need that guidance we need that vision of what's possible and I really want you to ask yourself, doctors, this question am I a victim or am I a victor and ask yourself that question and I think the only answer to that is you are a victor now start behaving like one and take the steps to take those steps. Hey Naren as we come to the finish line for this particular episode, I want to provide another resource for our listeners. You and I have partnered together to recently create a wonderful resource, the reducing insurance dependence academy this is the very first digital all digital association in dentistry and its association of people and resources to help you successfully reduce insurance dependence. We have just launched this; we're excited about this project and again it's dentists team members and resources that are members of the RIDA reducing insurance dependence academy and it's all about providing you all the tools and resources you need to successfully drop PPO plans. We playfully like the acronym R-I-D-A but we also like the way it rolls off your tongue I want to get rid of PPOs if you want to get rid of PPOs and we're doing something very cool at least for now there is no membership fee at least for the first year we reserve the right to change our mind down the road but as of right now there are no membership fees you can join for free and if you'd like to do that come join us at www dot rid dot academy and again that's www dot rid dot academy. Come join us the water's warm and you'll be surrounded by victors like yourself thanks for joining us on this less insurance dependence podcast. Thanks so much for listening we appreciate each and every one of you.
20 minutes | Apr 22, 2021
Episode 132: The Biggest Mistake On Your Website
To become a PPO-free practice, it's essential to maximize your marketing so that you can proactively replace any patients you may lose. The goal is to keep as many existing in-network patients as we can. Most dentists have no idea about how their marketing partner doesn't utilize marketing to increase loyal patients. And this leads to the biggest mistake on your dental website. As marketing becomes very important before and when you go out-of-network, Gary discusses the biggest mistake that could happen on your dental website. And then, he will explain how to AVOID it in this episode! 00:01:06 > Intro to today’s topic 00:05:08 > The biggest mistake! 00:05:52 > You don’t show up 00:09:46 > How to correct it 00:14:38 > Routine-checks of website uniqueness Resources SCHEDULE YOUR FREE MARKETING STRATEGY MEETING FIND OUT YOUR INSURANCE ADJUSTMENTS LEARN MORE ABOUT COACHING Transcript Gary: Welcome to another episode of the less insurance dependence podcast. I'm Gary Takacs, your podcast co-host, along with my great friend Naren. Hey Naren, how are you? Naren: I'm fine. Thank you, Gary. Today's topic is going to be a fun topic. Gary: Yeah, we've got a great topic. You might have noticed a title, but if you haven't let me give it to you right now, it's the biggest mistake on your website. Now, how's that for a provocative title? But it's something that's very, very important. It's something I've noticed now with some of our new clients. As we look at what they're doing in terms of marketing, we kind of scrub their marketing to determine what's working, what isn't working, and how we can refine it, and the reason why that is so important and in the context of this podcast why it's so important is that when you go out of network which is why you're listening to this podcast when you successfully go out of network, it's very important to maximize your marketing so that you can replace any patients you might lose when you go out of network and let's be candid you are going to lose some patience when you go out of network. Naren, that's a blunt statement, but it's the truth agreed? Naren: hundred percent agreed absolutely Gary: we've never seen it. We've never seen a situation where a practice didn't lose some patients, and sadly, it's the ones that the only reason they're in practice is that you take their insurance. So, you're going to shake those out. Now the goal is to minimize the loss of patients and lose as few as we can. We want to put it put another way put the positive way, we want to keep as many of your existing in-network patients as we possibly can, and the goal, let's put it right out there the goal is to keep 85 to 90 percent of your existing in-network patients when you go out of network, but you're going to lose some, and so marketing becomes even more important than it ever was because we want to replace those proactively before you go out of network and one more thing is that when you go out of network for many practices, they will lose what their biggest source of patients in the past the PPO plan was Naren: Right Gary: that was your it was your biggest source of patience, but also you were paying dearly for it. You were paying hundreds of thousands of dollars a year because, remember that key point, I want you to think of your discount the write-offs that you're required to take by the PPO plan. I want you to think of those write-offs as a marketing expense, you know, and the write-offs are the difference between your usual fee and your contracted fee and that difference today is typically 42 to 44 percent. So, you're paying 42 to 44 percent of your revenue for marketing, and I want you to think of it that way because you're basically paying the insurance company to provide you patients, and I think when you look at it that way, all of a sudden the light bulb will go off and it's like oh my goodness, I could spend a small fraction of that and get the added benefit of attracting people who choose me for reasons other than I'm on their insurance. So, the second reason why it's so important to be proactive about this is as soon as you resign from delta MetLife traveler's blue cross blue shield as soon as you resign is this it's as if a giant hand reaches out to the picket on your hose and turns the hose off. Naren: yes Gary: and what I mean by that is they turn the previous flow of new patients, so there let's get very specific about it let's say MetLife has been providing a practice of five new patients a month historically. Naren: yeah Gary: and we've got to replace not only the ones that we're going to lose but the five new patients a month that will now no longer be coming to us because we're no longer listed as a provider on those plans, so marketing if the marketing was important in the past it becomes even more important in the future for the reasons we just outlined, and we've noticed as we evaluate all the marketing that they've done in the past and we scrub it, the biggest mistake that the dentists make in terms of their website is that it does not have unique content, it doesn't have unique content. Google penalizes. It's like you go in the penalty box. You know we're in hockey season right now, Naren, kind of hockey season, and you're keen on hockey being up there in Canada, and what happens when you get to put what happens when a player gets put in the penalty box? Naren: I don't think they're happy, you know Gary: it's not good Naren: it's not good exactly, yeah Gary: and so, Google puts your website in the penalty box when you have duplicate content Naren: yeah, it's like one of the no-nos. It's like there are certain things they encourage you to do, and the certain things if you do it, you go on into what I call the virtual jail, the google jail. Gary: Yeah Naren: so once you're in the google jail doesn't matter how else you how hard you try, how hard you work, you're not going to be shown you know being seen Gary: you're not going to show up in a search when someone's searching for a dentist in your community if you're in google jail Naren: just to put things in perspective Gary: the sad part Naren most dentists have no idea that their website has duplicate content, and now if you think what, what do you mean most dentists have no idea because they didn't write their website a marketing company wrote their website, and maybe they said and doctor we will give you an exclusive in your area your zip code, we won't sign up any other dentist in your zip code or your area maybe you know however they do it. So now you think I'm good, but in fact, that website that you have is all over the internet in hundreds of other dental offices websites, and now you're all getting penalized because you have duplicate content. Naren: yeah, a couple of other points I want to make is you said this Gary I think your friend Howard used to say you know-in those days you know put up your dental office you know in a mall or where there's a lot of foot traffic right a lot of traffic Gary: And you know downtown founder was very strongly convicted that when you're looking for where to put your dental office, you want to put it on a busy street that has tens of thousands of cars driving by every day so they could see your sign. That was something, and Howard even said make sure that you've signed that you have in your dental office for your dental office make sure it's lit at night, so when people are driving by, you're not open or anything, but when they drive by, they can see your sign now that was I by the way I never fully subscribed to that approach you know that concept, but that was something that Howard taught for many years go ahead and take it from there Naren. Naren: yeah, so today it's different, right? For example, we were looking at your latest report from February. You were seen around 97 000 times, and it was for around 490 different keywords. So think of it like this, 97 000 people who are looking for a dentist and they're not looking for dentist phoenix, but they're looking for veneers you know zipcode vineyard street name best you know sedation dentist in town you know all kinds of keywords and in your case a total of 3 000 and out of that 485 you're doing extremely well in meaning you're showing up on the first ten results of google for 485 of those search terms. Now it's like 485 search terms are like 485 roads that are driving people to you and total traffic. Gary: Traffic analogy, traffic now traffic is still important Naren: yeah Gary: but it's not traffic in vehicles driving by your office looking at your sign. It's internet traffic Naren: Right Gary: visiting your website, so the traffic analogy is as important as ever, but it's not in the way we've always thought of traffic as you know cars driving by your office; however, it's people virtually driving by your website and stopping and so traffic's very, very, important but you know you're not going to get that traffic if you have duplicate content because you're not going to be ranked people aren't going to see you. It's literally like being listed in a, you know, build it's like in the old days building your office on a backwater road that nobody knows where it is Naren: right Gary: nobody's ever going to see it, so let's talk about how to how to correct it. The best way to correct it is to do what I did, which is to turn it over to the pros and by that I mean we use EKWA and one of them we use your agency Naren, in my life smiles dental practice and one of the very first things you did for us, and it's ongoing you've done it ever since is you create a unique custom website with completely custom content and that took initially- it was your initial project with us when we started four and a half years ago and every month that website gets enhanced gets added to adds new pages adds new elements adds new keywords key phrases new coding that goes along with it. So I would recommend that you jump on my shoulders and do what I did and turn it over to the pros. The other alternative is literally- for you to write your own website. Now the flaw with that is you might end up writing a decent website that's customized, but in fact, it'll probably lack unless you have coding experience computer coding experience, it will lack all the coding and the behind the curtain elements of your website that are as important to Google as anything else. Naren: yeah, so even when it comes to content- right, google will give you guidelines on how that page should be written. It's not just about, you know, original content but it's how many words and how things should be structured you know, for example, we don't want to get into too many details because we don't want to, you know, kind of confuse people but even like inserting your bio a certain way like Gary said the coding part if it's not done correctly you know it's useless I mean google won't give you all the credit you deserve because google doesn't see it the way it should see it so absolutely Gary it was a lot of science today maybe five-ten years ago it was more of an art, but, now it's very specific and very you know driven by google pretty much. Gary: and let's look at the cost-efficiency of that Naren if you don't mind me sharing your fees, okay if I do that Naren: absolutely, Gary. Gary: I love your fee structure it's a all-inclusive flat monthly fee no surprises it's twelve hundred dollars a month and that includes many, many, many, things but one of those things is to create a custom website that's continually enhanced so doctors even if you could do this I'd question whether it's a good use of your time wouldn't it be better to be chairside providing treatment uh generating much more than twelve hundred dollars a month than spending all that time you know working on your website you can certainly work with EKWA as we did Paul and Tim and I contributed parts of our of our content of our website but that was very manageable very easy and it was we had fun doing it because it wasn't something that was burdensome you know for us to do it but that's what I would recommend you do and Naren if you'd be kind enough to offer the marketing strategy meeting we could put a link in this show where any of our listeners you normally charge for that marketing strategy meeting 900 fee but let's waive that fee and they can meet with Lila stone your director of marketing and during that meeting Lila will spend about six hours in prep time looking at every aspect of your website what's working what isn't working pull some behind the scenes statistics on your website show that all with you some google analytics that you likely aren't aware of show you those things show you what you're doing well what you can do to improve and where the opportunity is to radically improve your digital marketing. That will be in in in less insurance dependence dot com. If you scroll down in the show notes, there'll be a link. Click that link and schedule that meeting with light. It'll be time very well spent. Naren: absolutely, thank you so much, Gary yeah, and Gary mentioned what we do in addition to building the custom site and adding content we also take care of NAP, Google lighthouse, Google EAT a lot of things to do with Doctor Robert Cialdini his influence principles how to apply it so not only do people find you know through the google highway so to speak, but also we can influence them, so they decide to call you and then, of course, track everything leads phone calls, so you know what's happening are things are getting better they're not getting better why and that ongoing process of making things you know better tomorrow than they were yesterday or last week or last month. Gary: now let's talk about a little dark topic that we need to talk about because it's reality sadly there's a lot of mischiefs that goes on the internet, and it's entirely possible that someone could discover your website and start cut and pasting and putting into their website Naren: 100 Percent Gary: that that happens. I mean, I'd love to tell you that Naren: all the time Gary: that never happens Naren: all the time Gary: All the time. So, I know one of the things you do for us is on a regular basis, you review the website to make sure it's not being duplicated somewhere else. Can you talk a little bit about that? Naren: absolutely, so we have a process, so we have a process on when our people write the content as well as when we maintain the website. So, for example, when we write new content, everything is put through a tool called Copyscape that checks if any part of that article that's getting published is copied from any other website. So even a sentence being copied will flag it. So we make sure that nothing we ever post has any copy. Of course, we make sure that it meets all of Google's guidelines. The second thing like Gary said is what we have noticed over the years is when a website is ranking as well like carries are you know, which usually happens after a while, if you do things properly the way google wants it, people will start copying it they're like oh he keeps showing up all the time let me just copy-paste the information and I'll show up to I mean you know people sometimes don't think that Google has pretty smart people working for it so they think they can fool google but of course google catches it when it catches it sometimes the problem is google does google kind of punishes both parties you know they don't just punish the one who sometimes copied the good guy gets punished too I mean they don't do it on purpose, but it happens so to avoid it what we do is we constantly keep looking at your content that we published-originally which we know was original content again like every few months or so to make sure that nobody else is copied. When they copy, we don't argue with them. It's just not worth our time. We will just go and rewrite that section or rewrite that page. So, it's a constant process. Gary is absolutely right. It's not just about because I know we had had conversations with clients they're like no, no, no, I wrote it how come somebody else has the same information because you did such a good job somebody just stole it from you know it's unfortunately you know. Gary: you're also proactive, Naren, in that the website is completely dynamic Naren: Yes Gary: you're adding pages-new pages of information on a regular basis. I could be mistaken on this narrative, so I'm going to ask you for accuracy on this, but I believe that we now have over a hundred website pages on my website is that absolutely so the website is a breathing living that's the way we look at it organism it just keeps getting better and better and the reason we do that is we want to target more and more search terms so instead of only 10 000 people seeing Gary's practice now it's 97 000. So the more content we add the more keywords we can target and therefore more traffic we can attract yeah that dynamic nature is one of the elements that's part of the google ranking algorithm you know if you have a static website meaning it doesn't change that will drop literally like a rock in in ranking on google because they have a high value they place a high value on dynamic websites those that are changing and adding new information and more relevant google sees it as more relevant because you're staying up with things one again let's tie this back to the context of this podcast marketing becomes more important when you when you go out of network because you're literally when you resign you're going to turn the spigot off of any new patients coming from metlife or delta or blue cross blue shield travels or whatever the PPO is so you've got to replace that flow and then you have to replace the patients that you're going to lose when you go out of network and if you do those ahead of time you're operating from a total position of strength you're prepared you're ready you've already replaced those and you just keep ploughing forward and it's why this is so important which is why we wanted to do this podcast episode on that to draw your attention to it and to put this very important topic on your radar screen because I don't think many dentists have naturally thought about whether their content is unique or not and now it is critical that you start to identify that and you take action so that your website provides unique content so that you can perform well when it relates to google it's all about google you know as I say when I'm when I'm speaking you know what's the number one search engine in the world google what's number two who cares and it literally is who cares because of the dominance of google and it's very important that your website perform well in in the eyes of google. Naren, thank you for contributing your expertise to this, and thanks for all your team does to keep my website unique and custom and reflecting our practice, and always improving in the eyes of Google, which is a very important criterion for us. Hey guys, thank you for joining us on the less insurance dependence podcast. We sure appreciate each and every one of you. If you haven't done so already, I have a request for you to go on iTunes, and if you haven't done this, already go on iTunes and write us a review. A review will help more dentists find the less insurance dependence podcast; for now, thank you for the privilege of your time, and we look forward to bringing you the next less insurance dependence podcast.
20 minutes | Apr 15, 2021
Episode 131: Help! My New Patients Aren't Showing Up!
Many dentists experience the problem of new patients not showing up. There could be many reasons why your new patients are not showing up for their appointments. However, this problem at your practice results from several common areas. Gary Takacs will dive in and turn three common problem-areas into three tips that will help dentists improve the process of getting new patients. By listening to this episode, you can transform your practice into a practice that attracts all the new patients with kept appointments! 00:01:05 > Intro to today’s topic 00:01:15 > Announcement 00:03:20 > Common problems 00:04:12 > 3 tips to solve the problem Resources REGISTER TO THE MBA WORKSHOP NOW! LEARN MORE ABOUT COACHING SCHEDULE YOUR FREE MARKETING STRATEGY MEETING Transcript N: Hello everyone, welcome to another amazing episode of the less insurance dependence podcast show. This is Naren, your cohost. Today's topic is going to be a viral topic; many of you have written to us asking this very same question – the question is Help! My New Patients Aren't Showing Up!. Help! My New Patients Aren't Showing Up! Before we jump into this topic, I have a quick announcement, the three-part thriving dentist MBA workshop is happening on the 20th, 21st, and 22nd of April, it is three evenings 7 – 10 pm eastern, 9 hours of CE, Garry goes through the ten elements and the 24 systems, this is one of our best-seller courses, so if you have not taken it, I strongly recommend that you take it we probably have a couple of more seats left to go to thriving dentist.com/MBA and sign up we will include a link. Gary, let's talk about Help! My New Patients Aren't Showing Up! G: Naren, we have been deluged with that question by dentists all over the country, so I have two opening comments, doctor. If you saw that title and you are thinking, gosh, I need to listen to this one, know that you have got company. There are other dentists that are expecting this challenge, and that is my first comment – you are not alone if this is your challenge and the comment I have is – here is the great news, there are some solutions at hand that is going to help you solve this – so stay tuned you are going to hear those solutions, and you know as we dive into the topic here one of the things I want to say, this can be a multi-faceted challenge there could be many reasons that contribute to new patients, not showing up, it is kind of like imagine this Naren, imagine you take your car into the mechanic, and you say my car is not working fix it, and what is the mechanic going to say at that point? Well, I need more information – what is it that is not working in our car? Is it the transmission; is it the motor? Is it electric? What is it I can help? What is it? So I really like to get more information before giving specific information you know specific solutions about new patients not showing up but we have been doing this long enough to know that the problems fall into a number of different common areas, on why new patients don't show up and so we are going to use our accumulated knowledge to share with you where those common speed bumps are so you can solve those in your practice and this becomes a solution in your rear view mirror instead of something that you consider to experience In your day to day, you know there is nothing more frustrating, our marketing worked, we got the patient to call they made an appointment it is like we are almost there and yet they didn't show up o let me go through the I will clarify the problem and then we will present the solution, and I am going to cover three tips to help more patients show up for a kept – we call it a kept new patient appointment because it means they kept it that they showed up – so here is what I believe and here is maybe the motivation for you, I believe if we can get the patient through your front door for that first appointment, they are never going to want to go anywhere else, and I hope that is true in your practice – ask yourself that question – that if anew patient comes in they will never want to go anywhere else for their dental care, I truly feel that from every ounce of my dna for my life smiles practice, that if patients come through the front door, they are never going to want to go anywhere else for their care – so kind of do a status check on that and make sure we are presenting the behaviors that we want to present when we want to encourage people that have found a practice for life, so let's over those tips along with a solution for each and every one of them. N: I was going to say, Gary, it is so basic and so science-based everything you are going to share; I think if people apply it, they will see a significant improvement; the key is understanding the science and applying it correctly G: Now, how do we know that? We know that because we have literally the data points on hundreds and hundreds and hundreds of practices where we can say look what happened to look at what we have improved. The conversion percentage – the number of calls that convert to an appointment, and then we track the number of kept appointments – is it a kept appointment? It is almost like when I ask doctors what the most important metric to track in your practice is – and they will give you all kinds of different types, and I say from a business standpoint, well, it is collections N: Yeah G: it is your collections because those are dollars in the bank, and so really it is the kept new patient that we track and the data, and when we are able to track it in hundreds of practices, and now I can report back to you, so let's talk about problem number 1 – why they are, and these are not numbered in the importance they are numbered to remember to cover all 3, but I am going to say problem number 1 on why patients might not show up for new appointments, and that is that the new appointment, was made too far in the future – was made too far in the future that is the problem, and here is the solution set up a template in your practice where you can see new patients no later than one week from that phone call and ideally that should be three business days, and Naren this is just human behavior common sense the longer a potential new patient needs to wait from the call to the actual appointment time the less likely they are going to show up. Remember that the new patient, the relationship that they have with you before they come in is thin at best, it is thin – maybe they found you through search through a Google search which Naren thanks to your support of EKWA a lot of our new patients come in to us because they found us through Google search, think about what they are experiencing of us in before that first appointment, they found us on line maybe they will look into some reviews maybe they went to the website now they talked to someone on the phone and they felt good so it is there, it is the beginning of rapport but it is still relatively thin so if you can shorten the amount of time from that phone call to the appointment the kept appointment ration will go sky high, and again ideally I know I am being tough on this with you but I am being tough on purpose because it will work if you do what I am suggesting here – no farther out from a week from the call ideally get that down to no more than 3 business days, and the language that we can use on that call is something like this – Naren we love seeing new patients at life smiles because of that doctor asked me to allocate a specific time for callers just like you this week – we can see you Thursday afternoon or Friday mooring which would you prefer, there is the language there – so if the patient pushes back and say oh right now I am at a big project at work, I am better off in 3 or 4 week s- no harm no fault – now that is perfectly fine, but we have let them know that the red carpet is rolled out for them – so and the solution is to st up new patient blocks in your schedule and every practice management software has the block scheduling functionality, set up those blocks and then use a 48 hour release for that block – what that means is that if you have not filled it with a new patient, 48 hours ahead of time 2 days, the 48 hours is not meant to be literally doesn’t have to be down to the second, it just means that about 2 days out, if it is not filled – pull it and you can fill it with anything at that point, and that way you are not going to be sitting on your hands, one thing you have to do doctor is you have to monitor your blocks, if they are all filled guess what – wouldn’t that be a wonderful problem to have? N: Yes G: To need more new patient blocks, so that is the first problem and solution, the second problem is there was not enough connection on the part of the patient to feel connected to your office that is the problem, it was there, but it was kind of loose and not as strong as it could be – wasn't enough connection so let me give you the solution to this and doctors stick with me on this one, this will this could be one of those things that you look back on 20 years ago and say I remember when I listened to Garry's podcast N: Haha G: And you could not believe the massive difference it has made in my practice ok I hope I have teased you enough on this – I want you to reach out to the patient, and send them a text message from you before their first is it, before their first visit and by the way this is not done on your phone with your tums, texting ha ha it is your team, they will send this out and they are going to send it out via their key board, we are going to send a text and the one of the text message goes something like this – Naren this is doctor Paul Neilson from life smiles dental care Carly mentioned to me that we are seeing you as a new patient this Thursday afternoon I just wanted to reach out to you personally and let you know how much I am looking forward to meeting you Naren Carly mentioned that you have just recently moved to phoenix I want to be part of the welcoming committee to tell you that you have chosen a great place to live, a big fan of this area and you are going to love it – hey I am looking forward to meeting you this Thursday afternoon – see you then, there is the text message. Now notice what I did – I added something personal to the text, which of course, your team members can do because whoever took the call should.be the one sending the text because they did the call – may be the customization is Naren Carly mentioned that you had some pain on the upper left that is fortunately now not causing you the trouble we would be sure to take a look at that visit, Naren Carly mentioned that nothing is going on in terms of concern with your mouth, we just wanted to get established with a great office well you called the right place – can't wait to see you on Thursday – now think about what this does – our listeners will recognize the name Robert Cialdini if you are a regular listeners podcast it is going to be on the quiz guys N: Haha G: There are no quiz guys, but if there was, there would be a Robert Cialdini on the quiz, and this is one of the six fundamental principles of marketing; get these right, and your marketing results will improve, and this is all about reciprocity, reciprocity. So you are giving something first, imagine how impressed a patient – my dentist sent me a text before my first appointment – who does that? N: Right! G: Who does that – I mean, that is really cool, and at a subconscious level, it creates an obligation, a feeling of obligation, the least I should do is show up – well, what a nice guy N: Exactly, and he knows a few things about me; he has paid attention he has looked at my – talked to his team about me, and looked at you know my situation, and he is sending me this personal text G: Maybe the patient is you know involved in a business somehow and they think well these guys have got their stuff together, you know these guys at life smiles really have it together – it is all encouraging it is all positive – so problem number two was there wasn't enough connection and the solution was to send a text message out to the patient, welcoming them to your practice, and customize that with a short note relative to what we shared on that for the patient phone call – problem number 3 – help my new patients aren't showing up is not effective enough telephone communication on that first call – not enough it was more of a process call like we are taking an order, and we want it to be a phone call that truly impresses the patient that they called the right office and read this on how your phones are handled in those new patient calls and this is something I believe that every office including my own can get better on, it is not something that has been perfect so something you can do we can do for your team members is talk about some phrases to use without scripting just some talking point and some phrases and some of those phrases might sound like this – 'Naren it is so great to meet you by phone I cannot wait to meet you face to face we love seeing new patients here at life smiles dental care you have called the right office,' just another way – we love seeing new patient, and a another red carpet is rolled to and make sure that the tine is welcoming that it literally feels like they are on the red carpet that was rolled out for them you know, and then we always like to finish that new patient call, with a fun little connection for the patient, Naren I am almost at the finish line, but I have one more little detail I want to share with you, before your visit on Tuesday I have a little homework assignment now don't worry it is a fun homework assignment, you are going to be seeing Dr. Paul, and in your appointment, you're going to see Kelly, your hygienist, and I would like you to visit our website and go to the about us page, and I would like you to review Dr. Paul's background and also Kelly she is the hygienist you will see, I think if you take a minute or two just to review that you are going to discover why you are going to have such a great experience with us on Thursday afternoon well, that is it cannot wait to see you will see you on Thursday so finish with the homework assignment, they may or may not do it likelihood – we have actually asked in client offices we have had team members, well did you do my homework? Yeah, well, I learn this and this and this about the doctor they literally show you that they have done their homework, now I am not going to say this will happened a hundred percent of the time, but if you can get them to do that, we have created another commitment that will enhance the likelihood that they will show up. N: Yeah, I mean every point, every tip that Garry just gave it is all about taking a stranger because they are a stranger to you. I mean, they are not your cousin, your brother your best friend, and kind of growing that commitment towards you which is what we call relationship so the chances of them not showing up comes down – and these three tips that Garry just shared, you know it is all in the show notes, you can go through them and even make notes create a cheat sheet, hang it on your wall or give it to your front desk person because and any-body else involved in sending the text, etc. implement it I can guarantee this is going to make a fundamental difference in your practice – how do we know? Well, Gary has tested it in every one of his practices, and it works, G: Yeah it really does and it is amazing how this stuff works, it is amazing the compounding effect these things have on patients showing up for that appointment, - if you take it and look at it by itself, it is a little thing but then you add the little things up and collectively they make a massive difference and they make an incredible difference – well I hope you enjoyed this episode, hopefully we are solving a challenge or problem in your practice, it is kind of like an itch that you need to scratch hopefully we are solving that for you and ensuring some tips that will help you increase your kept appointment rate, as we come to the finish line herein this episode you know I would like to make a comment if not getting enough new patients then I recommend you jump on my back and do what we did, in m life smiles dental care practice and that is as you would likely know life smiles is a client of EKWA digital marketing the company that Naren founded, CEO and founder – we are a paying client of EKWA and if you are not getting enough new clients or new patients, I would encourage you to schedule a marketing strategy meeting you will talk to Lila stone she will spend about 6 hours of preparation time before that meeting and let you know exactly how your website looks in the eyes of Google, she can give you a peak behind the curtain about how it looks in the eyes of Google, to share with you what is working and what is not – let face it, your website is your hub of all of your marketing and then she will share with you how to make some changes so that you can be better recognized by Google and search – so you appear on a page one in your community, so they will share tips with you shell let you know what is working and hat is not working in your practice and how EKWA can help you. If you are not seeing enough new patients, there is a solution there – Naren, can we put a link in the show notes for a marketing and strategy meeting with Lila? N: Absolutely, Gary, absolutely thank you G: Again, that is a – that is a- you will find that at less insurance dependence. Com if you simply follow that down, you will see show links, and all these links will be in the show notes, and you can click right on that, and it will take you to a scheduling template where you can schedule that – well, I hope you enjoyed this episode on the less insurance dependence podcast, and hopefully we solved a problem, and it helped you to make improvement in an area that is extremely important in every dental practice, thank you for the privilege of your time today, and we look forward to connecting with you on the next less insurance dependence podcast.
20 minutes | Apr 8, 2021
Episode 130: Talking Points Versus Scripts
Do scripts help you achieve a specific desired result? Whether you use scripts or talking points in your practice, it is essential to consider whether they help you achieve your goals. You can effectively utilize scripts or talking points in your practice if you understand the correct way to use them. In this episode, that’s exactly what Gary will explain! He will help you learn how to use scripts and talking points in the correct way to achieve your desired practice goals. 00:00:56 - Intro to today’s topic 00:01:10 - Get RID of PPOs’! 00:03:00 - Receiving end of scripts 00:03:34 - Using scripts "usefully" 00:10:40 - Creates complications 00:12:13 - The talking points 00:15:29 - Customized talking points Resources RIDA LEARN MORE ABOUT COACHING DECIDE WHETHER COACHING IS RIGHT FOR YOU DOWNLOAD THE TALKING POINT PDF
24 minutes | Apr 1, 2021
Episode 129: What Percentage of Patients will I lose when I drop PPO Plans?
It is not very easy to decide to go out-of-network when you do not know the actual consequences of making that decision. When it comes to dropping PPO plans, dentists are mainly concerned about the percentage of patients the new PPO-free practice will lose. And it has become the most frequently asked question that stops dentists from going out-of-network due to the fear of uncertainty. It would be false to say that you won't lose any patients once you drop PPO plans. However, this episode will help you decide whether or not the percentage of patients you will lose is high enough to stop you from going out-of-network, as Gary shares a real-life case study. 00:00:56 - Intro to today’s topic 00:01:41 - 3-Part MBA workshop! 00:03:22 - When you do this right 00:03:42 - Specific goal to keep 00:04:31 - Typical adjustments 00:18:20 - Resolving the question Resources FIND OUT YOUR INSURANCE ADJUSTMENTS TALK TO GARY AND DETERMINE WHETHER COACHING IS RIGHT FOR YOU LEARN MORE ABOUT COACHING REGISTER TO THE MBA WORKSHOP NOW! SCHEDULE YOUR FREE MARKETING STRATEGY MEETING SUBSCRIBE TO OUR YOUTUBE CHANNEL
21 minutes | Mar 25, 2021
Episode 128: The Important Role of Practice Champions in Reducing Insurance Dependance
Your team members are your greatest asset in your dental practice. With the correct measures, you can truly transform your team members into becoming practice champions who will lead the practice into success. The growth of your practice should not result from only your hard work, but it should be the result of everyone’s teamwork if you wish to avoid becoming overwhelmed as a dentist. Listen to this episode to find out how Gary would suggest you create practice champions that care about your practice’s growth as much as you do!
22 minutes | Mar 18, 2021
Episode 127: The Role of Confidence in Successfully Dropping PPO Plans
Confidence is absolutely EVERYTHING when it comes to dropping PPO plans. Every single time when a dentist resigns from PPO plans, they tend to have second thoughts on whether they did the right thing as they may lose some patients as a part of the process. In this episode, Gary shares a real-life case study that will illustrate how dropping from PPO plans does not significantly affect the number of patients who walk into your practice. It is all about the confidence a dentist has in the decision taken to overcome the challenges that arise. Listen and find out how Gary suggests you reinforce confidence within yourself and your team! 00:01:10 - Your favorite form of learning! 00:02:24 - Intro to today’s topic 00:08:52 - Coaching the team 00:10:27 - Idea of being prepared 00:12:06 - Story on confidence 00:17:44 - Moral of the story Resources REGISTER TO THE MBA WORKSHOP NOW! LEARN MORE ABOUT COACHING WATCH HOW CONFIDENCE HELPS! Transcript N: Hello everyone, welcome to another amazing episode of the less insurance podcast dependence show. This is our 127th episode; it is titled the role of confidence in successfully dropping PPO plans. This is really really important, before we jump into this I wanted to make a quick announcement, and the announcement is based on popular requests we are bringing back a format that all of you loved. It is the 3 evening format of the thriving dentist show format, it is on the 20th, 21st, and 22nd, Tuesday Wednesday, and Thursday of April – this year, so 20th 21st 22nd of April this year Tuesday Wednesday Thursday 7 to 10 pm eastern time, only 20 spots available so take advantage of this opportunity sign up as quickly s you can when you go to the website thrivingdentist.com/mba you will see how many spots are available and if there are any spots available Pease sign up. We think there are a few slots left, and you will get 9 hours of CE – and Garry will talk about the 24 systems that make up a thriving practice and the 10 elements of a thriving practice. Also, he will share the 6 goals, there are 11 exercises that he will go through, so it is like a working workshop where you not only learn all the connections but you learn how to figure out and apply them in your practice, thank you for check-in it out and if you have any questions, you can always email us. Garry lets jump into the podcast the role of confidence in successfully dropping PPO plans, in my life most of my challenges have been in me not having confidence in other words the minute I say to myself this is a piece of cake it is a piece of cake, but a lot of times it is not that easy, it is easier said than done so I am really interested in talking about this today, Gary. G: Naren confidence is everything in successfully dropping PPO it is absolutely everything, and certainly there are tactical components to it, but from the big picture, confidence is everything, henry ford said it and it is often quoted and attributed to him, ‘believe that you can, believe that you can’t – either way you are right.’ And that is so true – I mean think about the words there- believe that you can, you are halfway there, believe that you can’t it is not happening, and here I the behind the curtain detail I want to share with our listeners because this has happened every single time, every single time now Naren I have to be careful about using absolutes like always and never – rarely is something always or rarely is something never would you not agree? N: Agreed G: But on rare occasions, we can use absolutes accurately, and in this case, I can say that what I am about to tell you has happened one hundred percent of the time of every single dentist, we have worked with and coached to successfully reduce insurance dependence – how is that for a teaser. It happens every time so if you are listening you are thinking what is that Garry what is it? Well let me tell you what it is – every single time a dentist resigns from a PPO plan, he or she will start to have 2nd thoughts – did I do the right thing? Now what happens after she resigns, now remember when you resign from PPO plans you will lose patients, N: Right G: Again I say that confidently because you will lose patents, now when we did this initially in our practice back in 07 and 08 we had no idea what to expect we knew we were going to lose some. We knew it – we just did not know how many, and we are confident that however it shaped out was going to be better for us – today what we know and this is with a few hundred practices, successfully navigating and dropping insurances today what we experience because we track it in very detailed manner – our clients keep between 80, 85 and 90 percent of their in network patients when they go out of network, which when we look at the other way – they lose 10 to 15 percent now when we talk to dentists ahead of time about hey how’d you feel that you lost 10 to 15 percent of patients, they say oh my god f that is all I lose I would be thrilled but now here is what happens, and this happened this week I want to really use a case study it happened this week I won’t use our client’s name in deference to confidentially, but this doctor outlet the trigger resigned from delta and now the office because here is what happens, we send the letter out first to patients, letting them know what we have done because we know that delta is going to send their version of the letter to all the patients, it is , you know they do that every time and we want our letter to arrive first because it has an advantage because basically the letter from delta makes it sound like they have to find another dentist, it makes it sound that way – with the letter that goes to your patient’s doctor from delta, it makes it sound like it confuses the patient in to thinking that they have to go find another dentist so we send a letter out first that either arrives in their email box or in their physical mail box before delta’s letter does and it says you are going to receive a letter from delta be on the lookout for it – it will make you think that you have to go to another dentist but that is not the case – you can absolutely still come here for your case – now imagine being a patient that is now getting these letters and they are confused – what are they going to do? What are they going to do Naren when they get these letters? What are they going to do? N: I think if they get a letter I think they have not had a conversation with a doctor or been notified by the doctor with a letter – they are going to believe what that first messenger tells them, you know which is A G: They are going to call the office and say hey buddy I am kind of confused about what happened so this client got a hundred phone calls in the first couple of weeks after she resigned from delta N: Mhmm G: That really is not bad – it is a bigger practice, hundred phone calls – and how does that affect the doctor’s confidence N: Oh no G: Oh no so many calls – did I do the right thing? And then we dug into the data – out of those hundred calls – only 12 requested that their records be transferred somewhere else. N: Mhmm G: That is – so do the math, that is 12 percent thy lost and remember what did we say she as going to lose? N: 10 to 15 G: 10 to 15 – right in the sweet spot. N: Yeah and then the other patients, the other 80 said oh I am so glad I called – I was confused after I got this letter I will see you, next week doctor G: Yeah and furthermore many of them said I am never going anywhere else – that was nasty of Delta to send that letter – N: You know I think part of the reason these practices got the kind of result is the one you just shared– 88 percent of them decided to stay back – is because of your coaching the verbal skills you give them, the talking points you give them, the steps you teach them to take, one by one by one – if you do not have the coaching I think the results will not be 88 percent, it would be a lot less – G: Yeah especially if the team does not know what to say for those calls, we go through extensive coaching with talking points and what to say, how to say it, and how to respond to the questions we know that they are going to get, but in this master theme of this episode on confidence. N: Yeah G: I can imagine any doctor’s confidence getting rattled a little bit when they have a hundred calls essentially confused and kind of turning to the office and saying help me sought this out, N: I think as a human being when something unexpected happens we panic for example a lot of people are taking a vaccine, but a lot of people know that especially after the second vaccine you might feel, you might get a fever or stuff like that – they know it they expect it they do not panic, imagine nobody told them that and they go and take the second vaccine and they start – oh something is wrong with me! I am sick and stuff, so I think part of what you do and so marvelously it is – you have seen this rodeo like a hundred times G: I have seen this movie, um again and again N: So for them, they have not seen it and having someone like you kind of guides them and you know leads them, and I think that is critical and typically what I think happens is this happens and they have not been trained or coached or supported or told what is going to happen. They panic and what do we do when we panic? We run for the hills, we run away we make it worse we almost like take a situation that is bad and that is like taking something from a frying pan and putting it into the fire you know we do that – so i G: You know Naren I do most of my running solo N: Yeah G: By myself – I can’t imagine why my friends do not want to get up at 4.30 in the morning and run with me I mean what? Come one N: Haha G: But recently I had a friend join me for a run and I was doing some hill work that day, and this is someone who has about the same fitness level as I do and he is a very accomplished runner and when we were stretching to being the run and I told him hey just a heads up – mile 5 pretty steep hill it goes on for about a mile and a half, it is steep but I chose this route today because today is my day to do some hill work and I just wanted to give you a heads up – do not be surprised when we get to mile 5 and it goes on for about a mile and a half. Just follow my pace and I will lead you through it, and then the last 2 and a half miles are pretty easy so we get a break after that, ok so the reason I am telling you this story is that now when he was at mile 5 he was ready for it – he said yeah Garry you were right it as pretty steep but I did not know it was that steep, it was pretty steep but it is only a mile and a half and then we get to cruise – so it is just the idea of being prepared. Well I want to shift gears, and I want to share a story with our listeners that on confidence that is maybe the best story I have ever heard – I have ever experienced actually, about confidence and it is kind of timely, and some of you will know that I am a golfer and I happen to be a fairly decent golfer and last week was the phoenix open. Many of you watched it on TV, and in 201 there was an event of a practice round and I wanted to describe it to you, now we actually have the video of it for you in the show notes of this podcast, I want you to watch the video – you will love this video it will make your day but the video will be at less insurance depence.com just scroll down to the episode, click the episode and you will see a link to this YouTube video, so let me describe it to you, and I will tie it back into the story of confidence so it was the practice round, it was a Wednesday before the tournament started and it was the 16th hole and the 16th hole by the way TPC is played well the phoenix open is played at the phoenix players club of Scottsdale it is actually my home golf course that is where I play when I play golf – most of the time, and I am very familiar with that course having played it hundreds of times, hole number 16 is part of three that is for the tournament it is completely surrounded by 4 levels of bleachers of scaffolding with bleachers, Naren this is literally a 4 story stadium you know that is completely surrounding the course – 4 stories, and during the course, the tournament, not this year because of Covid but normally in the normal years there would be 30,000 in the stand – fans in the stand, 30,000 – can you imagine that? Playing golf – golf is usually kind of quiet and sedate except for the phoenix open, phoenix open is kind of crazy they will have 250,000 fans there on a Saturday, and on this hole, there will be 30,000 of them sitting in the stand surrounding this hole, now during the practice round the PGA decided to partner with Special Olympics to raise some money for special Olympics and they invited a golfer from special Olympics – her name is Amy Balderstad and they invited her to play – excuse me Buckerstad, Amy Buckerstad – they invited her to play, they invited Amy to play that hole with a PGA golfer – Amy is not only a golfer, a young lady, she is not only a golfer but she also has down syndrome and she is a very good golfer, anyway they invited her to play the hole with Garry woodland – Garry woodland is an awesome PGA tour player and anyway they step p on the t. she meets Garry for the first time, she is thrilled to meet these gofers. She meets Garry woodland and he says, I heard you are a really good golfer and she says yes and he says would you like to play the hole with me? She says yes and so here she is T’d up and the fans are going crazy. Now there weren’t 30,000 fans in the practice round but there were about 10 to 15000 in the stands. Naren I have to tell you if I play inform of 10 people I get nervous playing golf can you imagine playing in front of 20,000 people in front of TV cameras – yep N: I get it because I saw that video you made us watch us in one of your office hours with one of our mutual clients G: I did! So what – let me tell you what happens, so she hits the ball, hits a really nice t shot 10 high, and it rolls into the green – I have been in that sand trap hundreds of times ok but great shot, great t shot, pin high lands in the sand trap – so now they are walking and Garry woodland says Amy would you like to hit the ball out of the trap? She says yes and she is talking to herself, she is saying I got this I can do it, I can do this – it is so cute, she is literally in a totally transparent way which we all should do by the way; I got this, I got this. Garry hands her the sandwich and if you do not play golf it is not easy to hit a shot out of a sand trap, it is not easy it is hard anyway she hits a perfect shot out of the sand trap and it rolls to about 15 to 18 feet from the cup everyone is cheering and Garry says great shot, she said thank you and Garry says would you like to putt and she says absolutely I would love to put and he hands her the putter and she says I got this I got this I can do this I can do this, now her and Garry woodland are lining up the putt, he said it looks to me like it goes a little bit left, and she goes yes a little bit left, she hits the put goes right in the middle of the cup drops into cup number 3, and fans go wild, fans go absolutely wild, now what is the moral of that story? I want you to watch the video because it is the most heartwarming thing that you are going to see – what is the moral of the story? The moral of the story is confidence, I got this I can do this N: I think it is self-talk, a lot of people say G: It is self-talk! N: A lot of people do the opposite thing, oh it is going to be hard, it is going to hurt my practice, and all this stuff we say in the opposite direction, well self-talk we say things to yourself that we would never say to someone else, G: nowhere is the backstory that you do not know Naren and our listeners may not know – that happened in late January 2018, the video that you have seen is late Jan 2018, and in June of 2018 Garry woodland won the US open N: Wow G: One of the 4 major championships, if you are a PGA golfer your lifelong dream is to win a major, so there are 4 majors – there are the masters, us open, the British Open, and the PGA championship – those are the 4 and the us opens are always in June or was before Covid and he won the us masters and when he was doing the interview, I remember the interview on CBS, and they go awesome Gary you have been close before but you have never won a masters – what was it? What was the difference this year? Do you know what he said? N: No G: What was the difference? Can you guess? N: Maybe something to do with Amy? G: The difference is Amy Buckerstad. N: Oh wow G: He said she is why I won, he said I watched her on this hole, and I am thinking she’s my coach; she is my sports psychologist – N: Yeah G: This young lady had confidence and she pulled it off, she did not hesitate, she had no doubt, there was no negative self-doubt, no negative self-talk, he said ever since that day I have been following Amy buckerstad’s role model – I’ve been using positive self-talk I have been telling myself that I have got this, I have been telling myself I can do this and guess what – I did it. So he credited her with that, I thought that is such a cool backstory well as we bring this episode to completion, it is all about confidence, doctor you are going to have some patients that leave your practice because you are no longer in-network, you are going to have some leave however do it right and that number is going to be very manageable – typically 10 to 15 percent, and reverb the 85 to 90 percent that stays, when you start to have those moments of doubt – did I do the right thing, did I do the right this, am I doing the right thing, use the lessons from May – tell yourself you have got this, you can do this. Tell your team memes that they can do this – reinforce them, mind yourself, all of the amazing patients, that choose to stay with you when you go out of network well on that note I want you to take a minute and enjoy that video, share it with everyone you know, it is probably the most heartwarming video you have ever seen. On that note I want to take a minute and say thanks to all of you we appreciate each and every one of you listeners here at the less insurance dependence podcast, 3 things you can do to support our work, you can tell a colleague – maybe you can tell a friend that would benefit, from this lesson – the second thing that you can do is that you can write us a review on iTunes if you have not done it already go to iTunes lookup less insurance dependence and write us a review – third thing you can do is you can hit the subscribe button you can do it on iTunes Google Play or wherever you get your podcast to be sure to hit the subscribe button, that means every Thursday when we upload a new podcast episode, it will be uploaded for your listening convenience – thanks so much for the privilege of your time today.
21 minutes | Mar 11, 2021
Episode 126: Three Ways Your Patients Benefit When You Drop PPO Plans
Your patients lose by being a part of the insurance companies’ games. You need to understand how today’s dental insurance system works. Once you do, It is vital to take the necessary steps to help your patients receive the dental treatments they deserve. In this episode, Gary will explain how your decision to go out-of-network positively impacts your patients'. Listen now and get inspired to make the correct decision!
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