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The Raving Patients Podcast
52 minutes | Jun 11, 2021
Episode 24 - Importance Of Hiring, Training, And Creating A Rockstar Dental Team
On this episode of the Raving Patients Podcast, Len sits down with Laura Nelson to discuss the importance of investing in your team. We tend to throw new employees to the "wolves" and then wait to see if they sink or swim. We also limit our candidate pool so much by requiring people only have dental experience. How about learning how to find the best personality and skill set for the job and then teach them dental? Then making sure the team continually trains to ensure they are growing, learning and improving as they work and help grow the office. The team can make or break a practice and unfortunately, that is the area that the dentist/owner is least trained. Takeaways from this episode include: Patients don't know if you are a good dentist or not - they know how they "feel" in the office - importance of patient experience Case acceptance starts before the very first phone call To build the right team you have to know how to hire well and importance of training Culture trumps everything. The office culture is vital to team success Laura Nelson is the founder of Front Office Rocks, the leader in on-demand training for dental practices. Laura witnessed first-hand that continual training was missing in the dental practice and built Front Office Rocks to be a 24/7 virtual resource for dental practices and offers training for the entire team. Laura has authored hundreds of articles for leading dental publications and has published two books to help dentists discover their purpose and become true leaders of their practice, Step Away from the Drill and Hiring Without Hesitation: A How-To for Small Business Success. Laura is an international speaker, a member of many dental and national speaker associations and was recognized as one of Dental Product Report’s Top 25 Women in Dentistry.
53 minutes | Jun 4, 2021
Episode 23 -Cybersecurity, HIPAA Compliance and IT Best Practices
On this episode of the Raving Patients Podcast, Len sits down with Reuben Kamp founder of Darkhorse Tech to discuss Cybersecurity Trends in 2020-21 and Statistics on How Compliant Offices are (hint 2%). Takeaways from this episode include: Cybersecurity Trends in 2020-21 Statistics on How Compliant Offices are (hint 2%) Cloud vs Local Software and the Future Son of a General Dentist in Ithaca NY, Reuben got a Biochem (pre-dental) degree from UNC Chapel Hill thinking he wanted to follow in his father's footsteps. Realizing his truer passion was with technology, he graduated with the degree, threw it in the trash, and went to work for Benco Dental installing Computer Networks, CBCTs, Sensors, and technology all over the country. After some years, Reuben left and started Darkhorse Tech to focus more directly on IT and customer experience. Darkhorse currently supports 675 dental offices in all states, and Cayman/Guam as well!
52 minutes | May 28, 2021
Episode 22 - Linkedin Lead Generation
On this episode of the Raving Patients Podcast, Len sits down with Batya Comunale to discuss the difference between social media management and social media establishment. They discuss LinkedIn lead generation, and how to build a power list as well as how to build relationships through trust. Takeaways from this episode include: Linkedin & Data base (CRM) Connect With Local Social media establishment and why to build is more important to manage What is the purpose of social media these days what do do and what to avoid Batya Comunale is a renowned National Speaker, Author, Social Media Expert, and Visionary and founder and CEO of Social Connect. Batya's wisdom and sheer brilliance is best demonstrated by her seemingly endless stream of success stories by some of the biggest names in the industry. Her accolades number in the hundreds with the most recent distinction of being named one of Naples Distinctive Women 2016, 2017. She supports and or sits on the boards of no less than 42 local and national charities and has delivered seminars to tens of 1000’s of dentists and entrepreneurs nationwide. Her approach is direct and her events are powerful, provide cutting-edge fundamentals and solutions to help control and expand your business. Social media Experts for a dentist, teach dentists how to create & manage a prosperous & profitable practice online!
59 minutes | May 21, 2021
Episode 21 - The 5 Key Ingredients to a Successful Dental Practice
On this episode of the Raving Patients Podcast, Len sits down with Kirk Behrendt to discuss the 5 components to a successful practice. Key items from this episode include: A Plan KPIs Rocks / Priorities The Right People & Systems Kirk Behrendt speaks and consults with dentists all over the world on how to create a Better Practice and a Better Life. As one of Dentistry’s Top Seminar Leaders and Online Education Platform Experts, Kirk has invested more than 25 years of his professional life optimizing the best systems and practices within the dental industry. Kirk has spoken at every major dental meeting in the United States. He and his company ACT Dental, have been consistently ranked as one of the Top Dental Consultants in Dentistry for the last 8 years by Dentistry Today. Inc Magazine named ACT Dental to their Inc 5000 list, as one of the Fastest-Growing Companies in the United States. Dr. Peter Dawson of The Dawson Academy called Kirk, “THE best motivator I have ever heard.” Kirk has invested a lifetime assembling the very best talent dentistry has to offer to build a trusted team of advisor experts that customize individual solutions for each dentist they serve. “My favorite thing about being a part of this incredible company is one thing -- THE PEOPLE. Because when you find the right people, it changes your life and ultimately, it changes the game.” When Kirk isn't inspiring dentists and their teams, he’s usually coaching or watching his kids' sports or at home doing what he loves most -- spending time with his amazing wife, Sarah and their four children Kinzie, Lily, Zoe and Bo.
50 minutes | May 14, 2021
Episode 20 - Smart Student Loan Repayment Strategies for Dental Professionals
On this episode of the Raving Patients Podcast, Len sits down with Mark Johnson founder of StudentLoansRx to discuss financial planning and how working with an experienced, licensed professional may be a great option to consider. With the average dentist graduating with over $300k in student loans, many graduate with much more, especially residents, student loan repayment planning is the first major financial planning issue dentists will face. But they have other financial planning items as well: starting a family, buying or starting a practice perhaps, buying a home, upgrading transportation from years in school as well as saving and investing. Identifying a student loan repayment strategy that complements your other important financial planning goals is critical and can save thousands in unnecessary interest and anxiety. Takeaways from this episode include: What should dental borrowers/graduates be doing now in light of student loan relief being extended on most federal student loans through 9/30/2021? What should 2021 graduates be thinking about as they approach graduation? Student loan repayment planning is NOT a one-time event or transaction. Greatest chance of success is within the context of an overall financial plan. Pros and Cons of Federal repayment programs versus private refinancing options. Mark Johnson is the founder of StudentLoansRx and a wealth advisor with RBF Wealth Advisors in St. Louis, Missouri. Since founding StudentLoansRX in 2013, Mark has spent thousands of hours educating and helping many emerging dental professionals create plans to address their student loan debt within the context of an overall financial plan. Upon realizing that there are over 7,000 dental school graduates and residents entering the workforce each year, with anywhere from $300k-$700k or more in student loan debt, Mark knew he had to do something to help them. Prior to the Covid-19 outbreak, Mark visited between 10-12 dental schools each year educating students on the various student loan repayment strategies, and has attended a number of ASDA and other regional dental conferences. While his focus is on helping dental professionals, Mark also works with other healthcare professionals graduating with large six-figure student loan balances. Mark's three decades in the investment and financial planning industry and his in-depth knowledge of the various federal and private student loan repayment programs, allows him to create custom plans for his clients based on their desired career path (associate, public health, practice ownership and residency) and other financial goals, including insurance and investment planning.
50 minutes | May 7, 2021
Episode 19 - Promoting Your Safe Practices To Your Patients
On this episode of the Raving Patients Podcast, Len sits down with Karen Daw to discuss how to promote safety within your practice to your patients. There's no doubt we live in an interconnected age. That is, we have more access to information than any time in human history. With so much access to information, we seem to be losing the fine art of communication. And in the era of COVID-19, safety dialogue is more important than ever. By incorporating safety efforts in our communication, we will reassure patients visiting the dental practice is safe and maximize the appointment time with less turnover per chair while providing necessary care. Takeaways from this episode include: What are ways we can accomplish communicating safety to our patients. Walking the walk - training required in IC and OSHA Resources to help practices perform as a high-level team in this area Karen Daw is an award-winning national speaker, author of numerous articles and CE courses on safety in dentistry, and a trainer for practices and healthcare systems across the country. She earned her BA from the Ohio State University and her MBA with concentrations in Healthcare Administration and Business Management. After graduating, Karen was recruited from the Emergency Department to her roles as Assistant Director of Sterilization Monitoring and Health and Safety Director for the OSU College of Dentistry. Karen is a proud member of the Organization for Safety Asepsis and Prevention, where she also served as co-chair for their Annual Conference and Infection Control Boot Camp.
41 minutes | Apr 30, 2021
Episode 18 - Need a Hand?
On this episode of the Raving Patients Podcast, Len sits down with Brenda McNulty from Support DDS to discuss how remote team members are the wave of the future. They also discuss how it is a cost effective way to do business, and with Support DDS how you will get the 3 wins. Takeaways from this episode include: How can a remote team member boost morale in your practice? The 3 Wins of Support DDS What makes us different than other remote teams / venders Benefits of remote team members Brenda McNulty has over 27 years of dental experience and is currently an Efficiency and Profitability Coach for Support DDS. Brenda brings a depth of knowledge from both the clinical and the business side of dentistry. Brenda’s expertise is helping teams work smarter not harder by simplifying the everyday tasks that occur in dental practices. Brenda creates increased profitability by establishing systems for practices that focus on the talents of each team member. Prior to accepting the position with Support DDS, Brenda has provided dental coaching with consulting and has been seen speaking on her expertise from the podium at several major dental events. Her passion for the dental profession continues to propel her forward as a key expert for dentists and teams looking to pursue more successfully their ideal practice vision. Outside of dentistry, Brenda’s passion is her faith, family, giving back and volunteering. She has 5 children and one grandson who calls her Nana. Brenda is very active with veteran’s organizations especially the Navajo Code Talkers from World War II. She has been one of the organizers of Navajo Code Talker Day since 2006 and is proud to have been declared an honorary Navajo by the Navajo Code Talker Association. Brenda McNulty is also the Chairman of the Board for the Smile Foundation, a Non-Profit Missions program bringing dentistry to children in Mexico. Brenda is a member of the American Academy of Dental Management Consultants and Speakers Connection Network
62 minutes | Apr 23, 2021
Episode 17 - Give it away, give it away, give it away now...
On this episode of the Raving Patients Podcast, Len sits down with Brady Smith, founder of HALO dental network, to discuss why you should make your services more accessible to more people. A couple of takeaways from this episode include: Is "word of mouth" really the best form of marketing? How do we get more of that. Brady's belief that dental disease can be fixed Always Bitcoin The Founder of The HALO Dental Network and fearless leader of the Tooth Fairy Army, Dr. Brady Smith, DDS, received his undergraduate degree from Brigham Young University – Idaho. Upon graduating from The University of Pacific School of Dentistry in San Francisco, Dr. Brady and his lovely wife relocated to Colorado, where Brady began his career in dentistry. Five years later, the Spokane native returned to his home state of Washington, where he established his Comfort Dental practice in Camas. Although his practice was thriving, he wanted more. Inspired to give back, Brady launched the popular DRILLED with Dr. Brady, a podcast to help educate and demystify dentistry. Now, Dr. Brady is growing The HALO Dental Network, a global coalition of dental professionals willing to donate their services to their local communities. Not only does he lead the HALO effort, but he donates his time and services to the dentally underserved, changing countless smiles and lives. Now a father of four, Dr. Brady enjoys playing basketball with his sons between saving smiles. He also plays guitar in a local cover band called The Playlist.
42 minutes | Apr 16, 2021
Episode 16 - Top Marketing Strategies for 2021
On this episode of the Raving Patients Podcast, Len sits down with Anissa Holmes, Founder of Delivering WOW, to discuss how you can maximize your marketing online. Takeaways from this episode include: Simple Facebook Campaigns To Bring In Internal Referrals and Build Awareness In Your Community How to Integrate Existing Patients Into Your Marketing How To Attract High-Value Patients At The Lowest Cost. How To Use Google My Business To Repurpose Your Content To Scale Your Marketing Results How to Get New Patients From Clubhouse Founder of the Delivering WOW Platinum Coaching program, Dr. Anissa Holmes helps practices grow by focusing on leadership, effective case presentation, systems optimization, and implementing high return marketing. Dr. Holmes is also dentistry's leading digital marketing expert, having trained over 5000 practices to leverage social media to effectively grow their practices. Dr. Holmes has been named one of Ultradent's Female Icons of Dentistry, Dental Product Report's TOP 25 Women in Dentistry, and has been featured in top publications such as Dental Economics, Dentistry IQ, Dental Products Report, and Entrepreneur Magazine. Dr. Holmes is also the author of the bestselling book, Delivering WOW: How Dentists Can Build a Fascinating Brand and Achieve More While Working Less. In addition to coaching and being an International Dental Speaker, Dr. Holmes has been a featured speaker at Social Media Marketing World and Funnel Hacking Live and her Delivering WOW Dental Podcast has listeners in over 125 countries.
52 minutes | Apr 9, 2021
Episode 15- Two Sides To A Coin
On this episode of the Raving Patients Podcast, Len sits down with Kiera Dent, CEO of Dental A Team to discuss team culture and growing a practice. Kiera Dent is the CEO of Dental A Team; a company who believes running a practice shouldn't be hard, having an accountable can be easy, and getting home on time is your reality! Kiera’s passion is helping dentists and teams expand what they believe is possible in business and themselves.
46 minutes | Apr 2, 2021
Episode 14 - Convert more patients, be more profitable
On this episode of the Raving Patients Podcast, Len sits down with Bobby Hansen to discuss how to manage the millions of dollars of opportunities that walk through your doors each year and the easiest and most efficient way to increase production, collections, and profitability. Takeaways from this episode include: Why Keeping It Simple Matters How Financial Options Are Crucial Customer Service means being on the same page Bobby Hansen Jr. is the CEO of Treatment24seven and Velox Data Co- San Antonio based technology companies focused on leveraging big data to improve and guide dental organizations across the country in a multitude of different applications. Prior to getting into dentistry, Bobby played professional baseball with the Washington Nationals for 5 years.
51 minutes | Mar 26, 2021
Episode 13 - Dentist and Co Founder
On this episode of the Raving Patients Podcast, Len sits down with Kimberly Nguyen to discuss how having a touchless/contactless/digital workflow will create an excellent patient journey. Not only will your patients appreciate it, but your team will appreciate the smooth, stress-free workflow. Thus making your team and patients raving fans of the practice! Takeaways from this episode include: Excellent Patient and Team Experience Contactless/Touchless Patient Journey Digital Workflow Experience for the full team Offer - start up dentist $2/patient and maxes out at $650 Dr. Kimberly Nguyen (WIN), DDS is a college drop-out that finished dental school at 23 and started her first de novo at 25 and her second scratch practice at 30\. She practices 1 day/week and is the co-founder of Asprodental, a cloud-based practice management software that has a stress-free workflow. Aside from enjoying her family and friends, she loves travel, design, and organizing free dental community events.
33 minutes | Mar 19, 2021
Episode 12 - Minal Sampat
On this episode of the Raving Patients Podcast, Len sits down with Minal Sampat to discuss all things marketology. Takeaways from this episode include: 1. What is Marketology? 2. Who is Marketology for? 3. When does it start? 4. And why you should enroll. Minal Sampat is an International Best Selling Author of her book, Why Your Marketing is Killing Your Business & What to do About It, National Speaker, Marketing Strategist, Social Media Coach, Registered Dental Hygienist, and an enthusiastic shoe lover. Minal grew up in St.Thomas, US Virgin Islands, and now resides in Washington State with her husband. She launched her first marketing company by breaking a Guinness World Record, and just this year, she launched Marketologist™ - a marketing strategy school, online for coaches/consultants/speakers, dental practices, aspiring marketing ambassadors. Minal has also been featured in industry and national press including Forbes. To learn more or get in touch, please go to MinalSampat.com.
52 minutes | Mar 12, 2021
Episode 11 - the Future of Respiratory Health in Dentistry
On this episode of the Raving Patients Podcast Len sits down with Cherie Le Penske and Fred Joyal to discus Clara’s personal air filtration system and respiratory health. N95s are uncomfortable and do not provide ideal protection, and generate enormous hazardous waste. Clara's personal air filtration system provides an ideal solution, with N99+ filtration in a reusable mask. There are issues of respiratory health that go beyond this pandemic, and dentists will be adjusting to this just as they did to the HIV epidemic, and many new safety procedures will become permanent. Takeaways from this episode include: 1. The challenge of N95s 2. Respiratory issues in dentistry that have been ignored for years. 3. The Clara mask benefits for long term protection, savings, and comfort 4. Respiratory health beyond COVID-19 Cherie Le Penske is the founder of Armor Respiration, which she formed as a superior solution to N95s in March of 2020\. Five years ago she created Armor Dental, whose primary product, ScanMate provides superior retraction for digital scanning with a flexible non-reflective retractor. Fred is a speaker, author, executive coach and chief marketing officer for Armor Dental. He founded 1-800-DENTIST and wrote Everything is Marketing and Becoming Remarkable, two of the most highly regarded books on dental marketing.
54 minutes | Mar 5, 2021
Episode 10 - Predictable Profitable and Sustainable Results
On this episode of the Raving Patients Podcast, Len sits down with Douglas Sligting to discuss how a practice can build predictable, profitable, and sustainable results. Takeaways from this episode include: Subscription based marketing is the future of practice marketing. How analytics can predict results and establish correct budgets Correct reporting educes patient acquisition costs Antiquated onboarding and diagnosis vs. intelligent analysis and empowering the practice. The marketing must leverage the latest technology and be driven by intelligent analytics. Additionally, it should be comprehensive and cover: Online Visibility, Growth Campaigns, and The 7 Profit centers. • The latest technology - Automated data collection through Google, online public aggregates, and dynamic call tracking. This produces real-time, unbiased, and accurate reporting and diagnosis. • Intelligent Analytics - We follow the data from lead to confirmed patient. This data path allows us to use key metrics to predict future success and fine-tune current efforts to improve results and lower per-patient acquisition costs. • Online Visibility - How easy is it for prospective patients to find you online including the quantity the quality of your reviews. • Growth Campaigns - Campaigns that use intelligent data paths to ensure consistent profitable and predictable growth. • The 7 Profit Centers - Marketing is the key metric in determining the overall profitability of any practice. We provide solutions in each of the 7 profit centers: 1) Perceptions & Branding, 2) Phone conversion skills, 3) Patient referrals, 4) Ancillary sales, 5) Case acceptance, 6) Reactivation, 7) Insurance Management (Improving reimbursement rates) Douglas Sligting is the founder and CEO of Ascent Practice Growth Strategies. He has spent his entire 25-year career in marketing, working for national advertising agencies in addition to owning his own agency for 10 years before creating Ascent. Doug’s singular vision is to help dentists thrive in today’s evolving dental industry by focusing on a proactive, comprehensive, and strategic marketing approach.
55 minutes | Feb 26, 2021
Episode 9 - Digital Transformation and AI
On this episode of the Raving Patients Podcast, Len sits down with Tapan Patel and Eric Weeden from True Lark to discuss the current state of patient communications, the 'why' behind the current state, how the dental technology landscape has changed over the past several years, and how True Lark can help rethink a practice's approach to patient communications. Takeaways from this episode include: 1. The current state of patient communications and dental technology and why it's broken. 2. Ignoring the problem leads to lost revenue and poor patient experience. 3. Modernization of the dental technology landscape over the past few years. 4. What True Lark is and how it helps bridge the patient communication challenges. Tapan Patel is the head of product at True Lark, and brings 10+ years in building leading edge technology products. He leads the effort of gathering and synthesizing feedback from the market and translating this into meaningful products. Eric Weeden is the head of Sales and Marketing at True Lark, and brings 20+ years of leadership experience to the team, focusing on building sales, marketing, and implementation strategies that drive business growth and retention.
49 minutes | Feb 19, 2021
Transactional Conversations in Dentistry
On this episode of the Raving Patients Podcast, Len sits down with Brad Ferris to discuss how far too many practices don't focus on the elements that motivate patients and secure their commitments. And, how his approach is often transactional vs. therapeutic in the conversations he creates with his prospects and patients. Takeaways from this episode include: Transactional Conversations & Impact on Patient Experience Therapeutic Relationship Creation Sales Best Practices for Clinicians & Treatment Coordinators Patient Experience & Journey Brad Ferris is a practicing RN, graduate of the Lawrence Kinlin School of Business and co-owner of ClinicGrower; a medical marketing agency that provides evidence-based and best practice marketing techniques for dental practices across North America. Brad coaches practices on how to optimize their interactions with patients to transition them from a transactional approach to a more effective conversational approach. By focusing on creating an ideal therapeutic relationship practices are able to better bridge the gap between patient needs, increased patient satisfaction and higher case acceptance.
57 minutes | Feb 12, 2021
Episode 7 - Getting Real About Your Dental Career
On this episode of the Raving Patients Podcast, Len sits down with Laura Brenner to discuss the realities of your dental career. Many of us spend our entire dental careers taking care of everyone else. We want so badly to make our staff and patients happy that, in the process, we often do it at our own expense. When people pleasing and perfectionism take over, we end up carrying the weight of the world on our shoulders, and that pressure starts to break us down. It can lead to burnout and career dissatisfaction, which is unsustainable. If we can begin to draw boundaries, take care of ourselves, and understand how we really want to practice, we can design a career on our terms. We can better work through our stress and create more career satisfaction. Takeaways from this episode include: There is no one size fits all approach to "being a dentist". How people pleasing can increase burnout. How the dentist's career satisfaction can affect the entire business. Dr. Laura Brenner graduated from Baylor College of Dentistry in 2001 and moved to Denver to establish her dental roots. She worked in private practice for 10 years until she left clinical dentistry behind for good. As the author of the Lolabees blog and “10 Reasons Your Dentist Probably Hates You Too,” she began connecting with other dentists from around the world who wanted more from their careers. This work inspired her to become a Certified Professional Coach who is passionate about helping dentists find joy in their careers again.
50 minutes | Feb 5, 2021
Episode 6 - Creating A Workflow For An Optimum Dental Team
On this episode of the Raving Patients Podcast, Len sits down with Dayna Johnson to discuss how to create productive workflows for in your dental practice for an optimum dental team. It comes from a team that has a systematic approach to managing patient care, communicating with their patients and balancing their day. During this podcast we will talk about those daily, weekly and monthly systems that are essential to making sure all the pieces fall in to place. >>FREE RESOURCE
59 minutes | Jan 29, 2021
Episode 5 - The 5 Reasons You're NOT #1 In Your Market For Implants Or Cosmetic Dentistry.
On this episode of the Raving Patients Podcast, Len sits down with Matthew Petchel to discuss how to use a proven system and measure ROI to leverage digital marketing for your practice. Some takeaways from this episode include: How finding 'big case' patients requires a precise strategy - you're likely not spending enough on their Google/Facebook/Instagram Ads Your phone isn't being answered 100% of the time - and the person answering the phone is not selling your services - they're just answering questions. The importance of a treatment coordinator in new patient acquisition and must be trained to 'listen & sell'. The importance to trust your digital agency/website company since the vast majority of new patient leads will come from this. Matthew Petchel is a dental industry marketing veteran who owns Brand Target - a marketing and branding agency for healthcare companies. He also helps run Microsite's dental vertical by helping dentists use big case marketing to be #1 in their market for either implant or cosmetic procedures. Eight years ago, Matthew wrote 'Branding In Practice - The Little Black Book of Branding Secrets That is an Absolute Necessity to Dentists Success'.
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