The Millennial Dentist

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Latest Episodes:

129. Strategy to Keep your Team Happy and Navigating Team Bonuses - Millennial Dentist Podcast Nov 14, 2023

Show notes

In this episode of the Millennial Dentist podcast, T-Bone and I talk about the crucial role of team bonuses and the balance between base pay and bonus structures in dental practices. The importance of transparent communication, commitment to goals, and driving revenue for bonus success is discussed, offering valuable insights for practice owners and teams. Efficiency and clinical skills are emphasized as essential components in achieving practice growth and success.

@2:41 Keeping the Practice in place

@12:52 Hourly Rate Earning

@15:47 It’s all about Efficiency

@22:18 Facing challenges in adapting

@24:39 Commitment with Team Bonus

Who is Dr. Sully Sullivan?

Dr. Sully is a fourth-generation dentist from Nashville, Tn. After receiving his doctorate of dental surgery from the University of Tennessee, he moved back to Nashville to practice with his father. By continuing to invest in his education through adult orthodontics, soft tissue grafting, dental implants, third molar extractions, and obstructive sleep apnea, he helped double his practice in just 24 months.

As a millennial, he truly believes in working smarter not harder, which has led him to utilize technology to not only deliver better patient care but more efficient care. Dr. Sullivan regularly uses CEREC, 3D imaging with Galileos, 3D printing, and multiple lasers. In addition to his practice, he started the Millennial Dentist Podcast in February of 2017 to help push his fellow colleagues to take their dental careers to the next level. Dr. Sully lectures around the country on cone beam technology, cad/cam dentistry, obstructive sleep apnea, and practice management. He is also an ambassador for the 3D-Dentist teaching facility in Raleigh, NC.

As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com

Links and Resources

Richard Sullivan, DDS

Partner, Sullivan Dental Partners

Co-host/Founder of the Millennial Dentist Podcast

http://www.millennialdentist.com

www.drsullysullivan.com

c. (615)574-8208

w. (615)373-1012

Visit Us On Social Media

MillennialDentist@gmail.com

The Millennial Dentist Website: http://millennialdentist.com/

Millennial Dentist Facebook Page: https://www.facebook.com/MillennialDentist

Millennial Dentist Twitter: https://twitter.com/millennialdds

Millennial Dentist Instagram : https://www.instagram.com/millennialdentist/ Dr. Peyman Instagram: https://www.instagram.com/drpeyray/

Dr. Sully’s Website & Blog: http://www.drsullysullivan.com

127. Elevating Your Dental Practice by Feeding Associates for Success Oct 31, 2023

Show notes

In this episode of the Millennial Dentist podcast, I explore strategies for ensuring the success of your dental associates. A scheduling approach that emphasizes limiting specific procedures to prioritize quality over quantity is the key. By blocking certain procedures and assigning them to capable providers, we optimize our menu of services, promoting growth and efficiency. As the practice owner, I share my journey of gradually reducing the range of services I personally provide, thus ensuring that associates have the opportunity to thrive and flourish.

@1:53 - Diagnosis on Feeding the Associate

@6:18 - Reducing the Services

@9:51 - Example of Aligning Specific Procedures with Specific Dentists

@13:31 - Trajectory or Outcome of Implementing It

@16:34 - Pitfalls and Providing Satisfaction to Nurture the Patients' Mindset

Who is Dr. Sully Sullivan?

Connect with Dr. Sully Sullivan LinkedIn: https://www.linkedin.com/in/millennialdentist/

Instagram : https://www.instagram.com/millennialdentist/

126. Balancing the Growth and Financial Risk of Your Dental Practice with Dental Associate Oct 25, 2023

Show notes

In this episode of the Millennial Dentist podcast, I explore the important role of dental associates in driving practice growth. We'll dive into the importance of building financial flexibility, allowing you to take calculated risks and elevate your practice to new heights. I'll share insights into the strategy of balancing risk and reward and how bringing dental associates on board can have a transformative impact on your dental practice.

@1:58 The Challenges of Growth

@4:12 Financial Flexibility

@7:11 Taking the Risk

@9:57 Recruitment Strategy

@14:04 Managing the Numbers

Who is Dr. Sully Sullivan?

Connect with Dr. Sully Sullivan LinkedIn: https://www.linkedin.com/in/millennialdentist/

Instagram : https://www.instagram.com/millennialdentist/

125. Why You Should Offer In-Office Payment Plans May 02, 2023

Show notes

Let’s continue this conversation about financing. The fact of the matter is that financing makes comprehensive dentistry possible for a lot of people. And there’s a lot to consider here. Are you hesitant to offer comprehensive dentistry out of fear that the patient can’t afford it? That’s the mindset that needs to be shifted, because financing is something that helps patients as long as it is consumer driven.

This episode is all about offering in-office payment plans. It doesn’t all have to be third party financing options. Regardless of what systems you have in place and the demographic you serve, in-office financing can be a huge benefit to patients and the practice. We wouldn’t be where we are without it. Aubrey joins this conversation again for round 2 of our financing discussion and gives you a lot of things to consider as you dip your toe into this option.

Show Notes:

[02:25] - Look at the amount that was financed in the previous year.

[04:04] - Without in-office financing, some patients would have walked away.

[05:48] - A lot of people will choose in-office to avoid the credit hit.

[06:35] - Aubrey shares the in-office payment plans we offer.

[08:01] - There are rules that patients follow when using in-office financing.

[09:58] - There are also some unrealistic increments to consider.

[13:37] - How many patients are you offering comprehensive dentistry on?

[16:08] - When someone is asking how they can afford something, they want it.

[19:33] - What moves the needle is moving from single tooth dentistry to quadrant.

[21:16] - Sometimes it is better to push third party payment options.

[22:27] - What happens when a payment defaults? Aubrey says it is rare.

[25:40] - The rules of down payments mitigates a lot of potential problems.

[28:26] - The period of growth you are in with your practice impacts the way you offer payment options.

[31:20] - Once you get to a specific point, you have passive income.

[34:08] - Test the waters first and see how it works.

Links and Resources

Richard Sullivan, DDS

Partner, Sullivan Dental Partners

Co-host/Founder of the Millennial Dentist Podcast

www.drsullysullivan.com

c. (615)574-8208

w. (615)373-1012

Visit Us On Social Media

MillennialDentist@gmail.com

@Millennialdentist on Facebook

@MillennialDDS on Twitter

Dr. Sully…@Millennialdentist on Instagram

Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

124. The Benefits of Financial Menus Apr 25, 2023

Show notes

Financial menus have changed the way we do business. Let’s be real, dentistry is expensive and no matter what type of client you have in the chair, they need to be presented with different options to help make it affordable or at least manageable.

Aubrey, our Director of Operations at Sullivan Dental Partners is back on for this conversation on financial arrangements and financial menus. She helps us understand the difference between the various types of payment options on the financial menus we provide to patients and we talk about why you should be tracking how much you are doing with each type of financial option in your practice. This is one of the key metrics to track closely in 2023.

It always comes down to what problems we are trying to solve. In this conversation, the problem is making dentistry affordable and that’s exactly why you need financial arrangements.

Show Notes:

[02:21] - The core fundamentals are no secret at 3D.

[03:52] - There are a lot of benefits to financial arrangements.

[04:51] - What should a financial menu look like?

[07:02] - Is it outlined anywhere in your business all the ways a patient can pay?

[09:06] - Affordability and price are completely different.

[10:18] - Firm financial arrangements help manage your AR.

[13:05] - Are you presenting any dentistry outside what you think the patient can afford?

[14:45] - There are a ton of options out there for third party financing.

[17:23] - Team members also appreciate being able to give patients different options.

[20:14] - We need to always be consumer-driven.

[22:31] - Aubrey provides some ways you can discuss payment plans with clients.

[24:42] - Learn some of the third parties you could use.

[26:49] - Have multiple options for the work you prefer to provide.

[28:36] - Financial menus should be provided to every patient.

Links and Resources

Richard Sullivan, DDS

Partner, Sullivan Dental Partners

Co-host/Founder of the Millennial Dentist Podcast

http://www.millennialdentist.com

www.drsullysullivan.com

c. (615)574-8208

w. (615)373-1012

Visit Us On Social Media

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

Dr. Sully…@Millennialdentist on Instagram

Dr. Sully’s website and blog

123. Does It Make Sense to Print Crowns? Apr 18, 2023

Show notes

Like it or not, 3D printing is on its way and milling may soon be a thing of the past. But right now, is it sustainable? Is it realistic?

In this episode, Dr. Sully discusses what printing crowns looks like, what the costs are, what problems it solves, and the pros and cons of implementing a system now. Ultimately, it’s about leveraging technology to grow your business. Can this new technology do that? Dr. Sully is cautious but optimistic about this big topic of conversation in the industry.

Show Notes:

[01:41] - Sully wants to stay cutting edge and up to date.

[02:29] - We need to be consumer driven and focus on same-day dentistry.

[03:59] - What is scalable in a big group practice?

[05:36] - We have to consider the longevity of the material used.

[07:02] - Leverage technology to grow your business, not to save money.

[09:46] - There are differences in brands and developers.

[12:26] - Sully goes through some pros and cons of software and printing.

[14:09] - How long does it take to accomplish this?

[16:35] - Milling may be a thing of the past in the coming years.

[18:35] - Printing wins with mass production.

Links and Resources

Richard Sullivan, DDS

Partner, Sullivan Dental Partners

Co-host/Founder of the Millennial Dentist Podcast

http://www.millennialdentist.com

www.drsullysullivan.com

c. (615)574-8208

w. (615)373-1012

Visit Us On Social Media

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

Dr. Sully…@Millennialdentist on Instagram

Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

122. How to Deal with Office Gossip Apr 11, 2023

Show notes

No matter what industry you are in, if you work with other people, there will be office gossip and drama. It’s inevitable, but there are ways to deal with it that leave people feeling safe, less stressed, and less impacted by the office gossip.

Doc Jock joins the conversation because he’s dealing with this situation in his practice right now. Without going into the specifics, you’ll be able to hear and relate to the issue at hand and together, he and Sully come up with some ways to navigate the problem.

Listen for some ideas, like simple walks or lunches with team members or even personality tests to determine the best way to converse with your staff and the best way to group them in order to avoid the dreaded office gossip.

Show Notes:

[01:59] - Office drama has been a struggle for Doc Jock for several months.

[02:57] - Previously, the practice was focused on something different and the separation could be a catalyst for the office gossip.

[04:46] - Adding new members to a larger team is harder than adding to a smaller team.

[06:23] - When leadership is delegated, it gets watered down.

[07:40] - Office gossip isn’t going to go anywhere, so how do you address it?

[09:38] - Leaders need to do a better job of vetting new hires and making sure they are in the right place on the team.

[11:21] - The larger the practice gets, the less your vision is being communicated directly from you.

[13:19] - Sully implements personality testing to build the best team.

[17:53] - The office is not the place where you’ll be able to have a true conversation with someone.

[20:06] - Sometimes people just want to be listened to rather than being offered a solution.

[24:03] - Going for walks or even out to lunch are ways to get to talk to team members.

[27:33] - When gossip becomes a poison to the team, changes need to be made.

Links and Resources

Richard Sullivan, DDS

Partner, Sullivan Dental Partners

Co-host/Founder of the Millennial Dentist Podcast

http://www.millennialdentist.com

www.drsullysullivan.com

c. (615)574-8208

w. (615)373-1012

Visit Us On Social Media

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

Dr. Sully…@Millennialdentist on Instagram

Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

121. Leading Team Members Better Apr 04, 2023

Show notes

We all have issues that come up with team members. It’s human nature and we have to be prepared for whatever happens when people are put into groups.

Andrea Deloach is a practice assistant here and she joins this conversation on how to lead team members more effectively and how to handle uncomfortable situations. Andrea runs a lot in this practice and takes on the bulk of the growth of team members so she’s the perfect person to tackle this topic today.

In this episode, you’ll learn how to have hard conversations to hold people accountable, how to set clear expectations for everyone, and the value of having clear and concise standard operating procedures.

Show Notes:

[02:45] - No matter the size of the team, issues happen.

[03:47] - Using checklists is a great strategy to hold others accountable.

[06:07] - It’s important to have written guides for standard operating procedures.

[09:27] - One area of improvement could be video training content.

[11:15] - It’s better to bring solutions rather than just the problems.

[13:24] - We set our team members up to fail when we don’t prepare them.

[15:36] - Andrea reads scenarios and how she would respond.

[17:08] - When it comes to difficult situations, you have to have a face to face conversation.

[22:10] - There is a bonus structure and it can be a good incentive.

[25:54] - Rather than an HR handbook, present manuals as procedures.

Links and Resources

Richard Sullivan, DDS

Partner, Sullivan Dental Partners

Co-host/Founder of the Millennial Dentist Podcast

http://www.millennialdentist.com

www.drsullysullivan.com

c. (615)574-8208

w. (615)373-1012

Visit Us On Social Media

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

Dr. Sully…@Millennialdentist on Instagram

Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

120. Value of a chair Mar 28, 2023

Show notes

This episode pertains to every type of dentist, owner, and associate out there. No matter how you run your business, whether or not you are looking to expand, or how many chairs you have in your practice. Today we’re talking about the value of a chair.

Leaning into the value of a chair was really eye-opening. Each chair has a ton of potential but you have to break it down by its use. Who is using the chair and for how long? What is being done in that chair? What’s the overhead for each?

Listen to this episode to learn how to break these numbers down to get a good look at the big picture and the potential your practice has for growth. You’ll also learn how to avoid the hamster wheel and how to maximize the value of a chair.

Show Notes:

[02:03] - What is a typical hygiene chair worth and what is the potential of a doctor’s chair?

[03:28] - Sully believes in one doctor, one chair.

[05:53] - What is the cost of the overhead for each chair?

[08:01] - We can break down the money produced by each chair.

[11:17] - Sometimes we get on this hamster wheel by hiring more hygienists to bring in more clients.

[13:19] - The true value of the hygienist in the rapport they build with patients.

[15:02] - The plan is not to exceed five hygiene chairs.

[16:50] - Sedation is something else to consider in order to get more done in less time.

[18:27] - Let’s break down the value of each chair in a practice.

[21:22] - General practice is a great base, but the growth is in specialty dentistry.

Links and Resources

Richard Sullivan, DDS

Partner, Sullivan Dental Partners

Co-host/Founder of the Millennial Dentist Podcast

http://www.millennialdentist.com

www.drsullysullivan.com

c. (615)574-8208

w. (615)373-1012

Visit Us On Social Media

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

Dr. Sully…@Millennialdentist on Instagram

Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

119. Mike Abernathy on KPIs Mar 21, 2023

Show notes

It’s important to take a close look at metrics. They are important tools to use when making decisions. But the metrics you look at and the goals you set around them all depend on how you run your practice.

There was a recent article penned by Mike Abernathy around KPIs for your practice. Mike joins the Millennial Dentist Podcast to talk about the points in the article and to share his experience in the field. There are some areas of agreement and disagreement and no matter where you are in your practice development, this episode has a lot of great takeaways.

Ultimately, the goals you set are up to you. You can set lofty goals, but make sure they are attainable. But don’t sell yourself short and set mediocre goals when you can do so much more.

Show Notes:

[01:11] - Mike Abernathy shares his background and how he got started in dentistry.

[02:42] - There are hundreds of articles on a site that Mike shares and some he has authored.

[05:07] - The way you run your practice dictates the metrics you look for.

[07:51] - First, Mike looks at profitability.

[10:52] - Sully and Mike go through some numbers and compare to average practices.

[14:56] - What happens to numbers when another doctor is hired?

[17:01] - In a one doctor practice, Sully wears several hats and explains the metrics.

[20:40] - Feed your associate first.

[22:57] - You have a ceiling based on supply and demand.

[25:40] - How can we have incremental growth?

[27:42] - The type of patients you attract makes a huge difference when it comes to growth.

[29:28] - Demographics do make a difference, but Sully’s people skills have driven more business.

[31:51] - Mike believes in setting realistic goals for each individual but Sully believes that setting a goal for mediocrity isn’t beneficial.

[34:32] - Sully points out a metric goal that he doesn’t agree with.

[37:00] - You can’t always make people want what they need.

[39:10] - A lot of times, we are reluctant to offer the things patients need based on the cost.

[41:06] - The decisions you make today are important for the future of the business.

[44:36] - Dentistry has evolved significantly in the last few decades.

[47:43] - It’s about new patients and capacity both in staffing and in facility.

[48:19] - Sully attributes a lot of his success to his idea of replacing himself.

[51:34] - If all the doctors in the office are doing specific procedures, you will need to hire enough hygienists to support patients.

Links and Resources

Richard Sullivan, DDS

Partner, Sullivan Dental Partners

Co-host/Founder of the Millennial Dentist Podcast

http://www.millennialdentist.com

www.drsullysullivan.com

c. (615)574-8208

w. (615)373-1012

Visit Us On Social Media

MillennialDentist@gmail.com

The Millennial Dentist Website

@Millennialdentist on Facebook

@MillennialDDS on Twitter

Dr. Sully…@Millennialdentist on Instagram

Dr. Peyman…@drpeyray on Instagram

Dr. Sully’s website and blog

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