The Nifty Thrifty Dentists

Latest Episodes:

Episode 80: Nifty Deals: Dr. Robert Pick- The Pick Group Oct 13, 2019

Show notes

Dr. Robert Pick of the Pick Group. Life changes quickly. One moment in 1997 he thought he had a stomachache which turned into a ruptured appendix and rapidly spreading cancer without missing work. He pioneered using lasers in dentistry. This opened many opportunities for him to work with Fortune 500 companies and gain insight into business practices. He started the Pick group to help build stronger dental practices with business ideology in mind. What helped you get through that tough time? He loves what he does as a periodontist, as well as teaching and helping others. What’s up with the purple cow? It is from a book. If you saw a field full of black and white cows and one purple cow, it would stand out. Stand out for all the rights reasons, but stand out. Purple cow wows are things that make you stand out from the competition. If you figure out your why, you develop your business as well as your mission and culture. Build a relationship with your patient and you will have 100% treatment acceptance. He meets every new patient in a separate room and the assistant will help while you do the exam. It builds trust in what you say. How do we find out where you are speaking? Go to the www.thepickgroup.com What is your advice for dealing with today’s team members? Learning the DISC profiles and hospitality quotient, which is the natural curiosity about people. How do I deal with staff? Staff is an infection, you need a team. Wait until the end of the day and bring your office manager in to handle it. You need to balance the clinical and CEO hats. Be careful in setting your tone at a morning huddle. Issues should have been done the night before. Don’t shy away from your team knowing your numbers. Your team will be able to help rally around you. Get 4 half-hour calls for 50% off by emailing The Pick Group with the word Glenn. Regular price is $1,100

Episode 79: Nifty Deals: Aaron R Boone- MVP Mailhouse Oct 02, 2019

Show notes

Aaron R Boone, CEO of MVP Mailhouse PPO practices are entering the end of the year where benefits are used of lost. Now is the perfect time to meet the deadlines to get mailings out before the end of the year. By getting in early enough, you get the chance to find them and their family members available spots on your schedule. Don’t turn away potential patients, be prepared! When is a good time to mail? August is typically a great month for everyone, but then Sucktember hits. October sees a bounce back, but you can finish strong with new patients and procedures. They look at neighborhoods within a distance from your office that are targeted based on everything from family demographics to media preferences. Using their Map IQ system, they input the locations from your last three years of patients and look at the trends and barriers to new patients. An analysis of the area and demographics helps customize the most effective marketing plan, whether it is EDDM or other marketing methods. No more mailing blindly. MVP will do the Map IQ for anyone for FREE! The mailings have customized phone numbers to track which mailings are effective. They can still get mailings out by the end of the month. Mail in November needs to be the first 2 weeks. December will need to be the first week of December. If budget is a concern, 2 mailings can still be successful. New practices can still use EDDM, but working from the inside out rather than a blanket campaign to the city. The MapIQ will target not only routes, but specific homes on the routes. Eliminating your current patients may help you spread your mailer budget to previously untapped neighborhoods. He has been in the direct mail business for 8 years and only focuses on the dental industry. To get started, schedule a 20-minute demo with a heat map (places where your patient base is coming from the past 3 years), links to the best mail routes as well as a starter or mare aggressive plan. What kinds of deals work best? Call tracking and analytics as well as listening to the calls to find out who is responding to what. Using metrics from previous mailings will allow the successive mailings to focus on the most successful responses. They educate your front desk on how to answer the calls. After the 3 mailings they do an audit against new patients and response calls to let you know the results of your campaign. Nifty Deal: Free Heat Map Analysis, Complete a 20 minute demo and get 250 designed referral cards for free, Sign up and get another 250 referral cards free ($400 value) Discount off a 5,000 mailer of $250, 10,000 mailers gives $500 off, 15,000 mailers or more $750 off

Episode 78: Nifty Deals: Vanessa Gilbert- Quantum Labs Oct 01, 2019

Show notes

Vanessa Gilbert, head of Marketing at Quantum Labs Toothcases are a great way to give your hygiene kits. The plastic zipper cases are reusable and have a spot for your business card. A reusable item that your patient enjoys can be personalized and gives frequent reminders of your office all the time. Imprinting is only $.13 each with no setup fee for your image. Lip balm that can be customized for your office as well as floss and other products. The kits allow you to leave a great final impression on your patients. The company started with exam gloves, toothbrush heads, suction bottom kids brushes, and more. Where did the name Quantum come from? It was chosen for the technical aspect starting with their gloves. They focus on gloves that have consistent fit and style so you never have to guess if you are getting the same product quality. Toothcase kits start at $.30 each and go up depending on style to around $.80 each. Adding the toothbrush, toothpaste, and floss is only $1.09 for their basic kit. The bags are TSA compliant. Online you can build your own case and additions. Save even more if you join their savings plans with scheduled ordering. Order samples online to check out, and there is a 100% satisfaction guarantee. They will even pay for the return shipping! Prepack your kits for an additional $50 if you choose. Prices are kept low because they are direct from the manufacturer. By testing and keeping only the products that are both good quality and value, they can save you even more money. Some brushes are customizable with a logo or lines of print. Quantum labs is offering an ongoing Nifty Thrifty 10% discount to new and existing customers. Phone 800-328-8213 and mention Nifty Thrifty Use promo code NiftyThrifty online at www.QuantumLabs.com to save 10% off your orders. ***It is not combinable with other promotions except the 11th case glove promo.

Episode 77: Nifty Deals: Laura Hatch- Front Office Rocks Sep 22, 2019

Show notes

Why is the front office so difficult for many doctors? It’s a lack of knowledge and the fear to say, “I don’t know what I’m doing”. What are some of the most common questions? How do I deal with the doctors? The front does not get the same kind of training that a doctor may get. A lack of communication and a lack of training creates a big disconnect. There is no school for front office like there is for the doctor, hygiene, or assistant. Most of the time they have to learn as they go. Front office rocks has over 300 videos that focus on different topics and positions. Their coordinators work through the practice’s individual issues and customize the track. Team members can watch together and learn. The hot topics are insurance, phones, and cancellations. There are three types of no shows: new patients, doctor production, and hygiene. Each has a different issue that must be addressed. The focus of doctors is production, but they need to focus on case acceptance. That falls on the doctors for responsibility to spend time with the patients to build trust and to show the need for treatment. The front needs to know the numbers, just like everyone else on the team. Knowing the metrics helps them to be more productive like the back office. In regards to phones, make sure the phones are being answered all the time by trained people. The phone is the most important piece of technology in our practice. How do we need to handle price shoppers? Don’t give prices when possible. We can’t diagnose over the phone and stress that they should be in the office for diagnosis. Try to turn calls into consultations. There are 3 ways to use or system: New hires, subject-specific, or as a team activity. If you want anything to change, you need time planned to make those changes. Ongoing training is important because we get beat up in our jobs and become frustrated, complacent, or need new skills. If you aren’t growing, you’re stagnant. Next year they will do events that are small, subject-specific events that include live stream option with CE. They will be a day and a half in three different locations. The information will be on the Front Office Rocks website. How do we get today’s employees to be engaged? State your why, goal and focus. Allow them to buy into the goal and they will work hard for you.

Episode 76: Nifty Deals: Dr. Rajan Seth- The Optimal Mindset Sep 22, 2019

Show notes

Dr. Rajan Seth- Dr. Seth moved from England to Cincinnati to become an American student and did a degree in Finance at the Ohio State University. He did a GPR and started a practice in Delaware, Ohio. He fell asleep at the wheel on the way home from work, and the accident made him shift his perspective about what he wanted out of life. He decided to pick up and start fresh in Arizona. He suggests that we look from an encompassing perspective rather than a single focus. He looked at the things he wanted out of life, the lifestyle he enjoyed, and benefits for licensure and taxes. He discovered that his why was implant dentistry. We need to change the perspective that dentistry is a race to the bottom. The fear of what is on the other side is what keeps us in fear of action. Be a part of your own growth and awareness of yourself. The 3 P’s are physical, personal, and professional. He went to a Tony Robbins event and realized that he had a lot more work to do on personal growth. Spending so much money to improve our practice is great, but why should we invest in ourselves. We all have 24 hours in a day, but we are living and dying on a constant continuum. What qualities do you look for in team members? Basic confidence, being on time, being reliable, passionate, not necessarily knowledge of dentistry. He hires based on personality and would hire someone with no dental experience unless we don’t have the training systems in place. If the pace of the environment work for on the job training is acceptable that is fine, but expecting someone to rain someone while they also do their own job is poor leadership. Bringing your team for CE helps everyone to grow. Don’t be afraid to ask for help from knowledgeable mentors, the execute the plan. Start with an easy case and plan the time. Dry runs with your team are an excellent way to build confidence. Be real, authentic and live for yourself, not for your family or peers. Dr. Seth will be at the Dental Implant MBA event the first weekend in October.

Episode 75: Nifty Deals: Dr. David Epstein- Wonderful Dental Sep 17, 2019

Show notes

Show Notes Dr. David Epstein- Wonderful Dental He started out as an electrical engineer but decided on dentistry after meeting a dentist in a bridge tournament. While in dental school, he ended up working well with kids and went into pediatric dentistry. He enjoyed a 50-year career in peds. Tips for working with children: Speak softly to calm a child and force them to listen. Pay attention to all of the senses because kids are sensitive. Talk to them and they are more likely to follow directions. One of his former patients is now a doctor in the practice! What was your motivation to start Wonderful Dental? He saw kids having bad experiences with terrible tasting prophy paste. He found someone who could make it, but only in large batches. He didn’t know how he would use all of it, so he started selling it to his friends. Most parents don’t want to see their kids get fillings or dental work. Focusing on the benefits of recall and prevention. Fluoride doesn’t taste delicious, we all know, but there is an improved flavor. An additional tip is to stir it for at least 10 seconds to evaporate the alcohol and lessen the bitter taste. He believes that we can give a good quality product for a very reasonable price. It may not be huge savings, but the little pieces add up. To help answer the need of the dental community, they designed a slightly coarser adult paste with the same great taste. It comes in chocolate, mint, and many other options. They offer free samples to try in your office. How do you order? They only sell direct to consumer to keep the cost low for the buyers. If they save money, we are passing the savings to you This is a family business that is online that has been open for about 3 years. How do we handle the parents? This generation is more entitled and wants to direct and want to direct their child’s care. Remind them that you are only doing what you would do for your own children or grandchildren. X-Rays are not always needed if there is little history of concern. What advice do you have for newer graduates? Find a friend who is a financial person who can give you advice, look to them for knowledge. The burden of student loans adds to the pressure to make decisions that risk compromising your ethics or values. Nifty Thrifty Deal: $5 off a box of prophy paste packages of 200 beyond their already low prices. The prophy paste is both nut and gluten free, and comes in wonderful flavors like Website: https://wonderfuldental.com/ Use Code: PY25TST

Episode 74: Nifty Deals: Kinzie Hess Broxson - PK Performance Solutions Sep 12, 2019

Show notes

Kinzie Hess Broxon answer viewer questions about PPO insurance and how to approve your claims and lessen appeals.

Episode 73: Nifty Deals: Dr. Henry Ernst, Dr. Lacey Andreotta, and Frank Curtin- Same Page Mastermind Sep 12, 2019

Show notes

Show notes Cash Flow Quadrant- Job, Owning a job that needs you, Expanding to a managerial role, Passive investments Same Page Mastermind There is a difference between owning a job or being relied heavily on for the success of your practice. The ideal is investing in passive income that you are informed about. Step 1- optimize your business Step 2- find knowledgeable people that can help you invest Having systems that don’t need you are what makes a true business with the kind of freedom you want What works for one person investment-wise may not work for others The hot seat model doesn’t dictate the time spent in the Mastermind, it is a way to directly talk about your struggles and concerns and get advice from a large group of knowledgeable peers. They include action points that you can take back and implement in the next 90 days. Sharing in the hot seat gives others a chance to learn as well. Deep discussion with the experts about an action plan or approach will help you strategize as to whether or not you want to continue pursuing the idea. Membership is by application https://samepagemm.com/?fbclid=IwAR21MzlkXX0cSy3jWODhDq4Q5Tk8T9bmdZ0VXRuwF4OXFjUqv14hCQU9sgw. There are a variety of experts that range from things you can do in your practice to types of investment strategies and types to help you find your niche. Nifty Deal- First meeting is $1500 and gives a money-back guarantee if you do not feel that the event is worthwhile, but you can still keep your 20 CE units. You will get an opportunity in the hot seat.

Episode 72: Nifty Deals: Dr. Nate Jeal - Dental Authority Marketing Sep 12, 2019

Show notes

Show Notes Dr. Nate Jeal, Dental Authority Marketing, owns 6 practices with his wife and enjoys time with his 4 kids. He’s too busy for social media drama. Why did you get into marketing? It’s such a polarizing group. Dr. Jeal says it’s better than being considered in “sales” The marketing aspect allows him to spend the limited amount of chair time he has on doing higher revenue procedures or more meaningful treatments for patients. DAM has a book, "The New Rules for Dental Marketing" Request a book directly from Dr. Jeal or get it at their one day course The event is limited to 30 people to get the most personal time. If you don’t feel it was worthwhile, they will pay for your flight, hotel and ticket. The course is a prerequisite for working with them as a client. Things you will learn at the course: This is a course that teaches marketing, not more skills. You can learn to use your strengths and skills you already have. Learning the sales cycle

Episode 71: Nifty Deals: Dr Tatiana Herzog, Neil Herzog, Keanu Oliva- Value Driven Ads Sep 06, 2019

Show notes

Show notes Dr. Herzog is a practicing dentist and board certified oral implantologist who places a large number of implants as a focus of her practice. She found with Neil’s marketing created a huge boom in her patient load. She began a group called Implant instructors that did courses in Puerta Vallerta. Neil started with adwords, which is now Google Ads. After doing his own thing and finding decent success, he connected with Keanu and did their first video in the basement of an AirBnB. The difference between what they do and what most people typically do is to drip feed information as an expert, rather than the “hot dog stand” approach. The videos focus on questions that potential patients are already asking. By delivering short bursts of information, you become the expert in your area. They provide simple scripts to use with your videos with the idea of pretending you are speaking with a person in your practice. For lead followups, the office knows what to do and Neil handles the initial contacts to pass on to the office. The FB leads has a fairly high show rate, and focus on the close rate rather than the no show rate. One new student of theirs did an additional $200k in revenue I the first 30 days. How do you differentiate your practice while working with few dentists in the area? If there is a dentist signing up with them, the section out an area of about 250k people in their immediate area and do not allow other doctors within that segment. She says that learning to specialize ops and run a tight schedule to be most efficient. With a demo, we screenshare and show them issues with their adwords, online presence, and competitiors in the area. This helps them to allow great assessment of how to best serve your practice. Do we learn how to close the cases effectively? They aim to be transparent to their clients and help in any way they can. They are one of the few that give clinical aspects, coaching, and even practice management. Their deal is only good for 7 clients to start. Normal retainer price: $2500/ month Nifty Price: $2099/ month Includes lighting, microphone and scripts as part of the package This is separate from ad spend. Our best clients who go on to add a recurring high 5 figures and 6 figures to their practice invest an additional $4K/mo into the ad systems we generate. (This is solely ad spend.) To learn a little more about us, you can also visit our home website here: www.valuedrivenads.com

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