The Dental A Team Podcast Kiera Dent

Just because dentistry is one of your talents doesn’t mean it’s not a worthwhile service. When it comes to friends and family asking for discounts or free treatment, it can get sticky if you’re not prepared. In this episode, Kiera gives three pointers to addressing when someone inevitably drops your name in hopes of a discount:
Recognize your worth as a dental professional
Put a dollar amount to the discounts you’ve given
Create a friends and family fee schedule, then use it
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Dana and Tiff dive into the topic of creating exceptional first impressions in dental offices. They explore practical strategies for creating a welcoming atmosphere that instills confidence and trust in patients from the moment they arrive. From personalized greetings to thorough attention to cleanliness and organization, they emphasize the importance of every detail in shaping a positive patient experience.
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TRANSCRIPT:

The Dental A Team (01:04:00.494)
Hello, everybody. We're so excited to be here. Dana and I just brainstormed just a second on what we were going to chat about today. We've always got our topics, but we kind of have to brainstorm. And sometimes they feel like, gosh, Dana, I was like, I don't know, I feel like we just did this one. But I think we can dive deeper. And I think you've got me spinning in a different direction that I hadn't even thought of. That is the power of teamwork. So Dana, thank you for being here. Thank you for spinning my brain always and seeing that other side you actually.
 
You just come and clutch with that a lot during team meetings, during consulting, during podcasting. Like you really truly are able to see a different side that I don't always see. So thank you. Thank you for being here. How are you doing today? Good. Thanks for having me. You know, these are always so fun. I know. I love it. I love how we get to see each other now. When we started these, we couldn't see each other and we could just be wearing, you know, pajamas or whatever we wanted, but it's okay.
 
But I do love that we get to see each other. I remember like the first couple ones we had all three of us, we had Niki and Brit on there. And it was like so weird. And we were like, is this so weird? And now it would be really weird not to see you. Weird how, it's funny how like quickly that switches. So if you're listening, know that there's a video out there on the interweb somewhere. If you could see our blonde hair and beautiful faces anytime you want. I think it's on, I think we started putting them on YouTube every time and they're always on Instagram.
 
probably TikTok, I would assume that it's on TikTok. I should know these things. But anyways, today we are talking about first impressions. So if you haven't listened to it yet, we did a deep dive on the phone call and how that value of the first phone call can turn into a scheduled appointment. So that was kind of our first impressions phone call. This time we're gonna deep dive a little bit further into the patient actually coming to the practice.
 
So they've already had the phone call, they've already been scheduled, they've already gotten the confirmation emails and texts, and you've gotten the paperwork, all of those pieces, and now they're coming into the office. So Dana, this was your brainchild. You were like, no, we're going to do an office. I think it's brilliant. Duh. Duh, Tiff. How do you want that to look for your practices? If you were to walk into one of the practices that you've consulted, how do you expect that first impression to go?
 
The Dental A Team (01:06:18.254)
I want it to be so warm and welcoming and that the instant the patient walks in, this is a place that they want to be. They feel comfortable being dental, right? We know it can be an anxiety space for a lot of patients. And I think more patients, right? Than not. They anticipate maybe pain, some discomfort, some maybe even embarrassment because they don't love what their teeth look like or, you know, they're just,
 
generally in pain from coming in, right? They're coming in to deal with pain. And so that can be an anxiety space for a lot of people. And the more warm and welcoming they feel from the second that they walk in, again, it's just that safe space, right? That trust that we a

Question: Will private practices be around long-term or is selling to a DSO inevitable?
Episode 836: Clarity Around DSOs
Get ready for a deep dive on DSOs. Kiera is joined by Brannon Moncrief, principal and CEO of McLerran + Associates, an industry leader in dental practice sales and sell-side advisory for DSOs. Basically, if you want insight about selling to a DSO, this episode is for you. Kiera and Brannon discuss:
Pros and conso to selling to a DSO
What common mistakes are and how you can avoid them
Different deal structure examples
The DSO landscape over the next 20 to 50 years
And so much more!
 
Episode resources:
Learn about McLerran + Associates
Connect with Brannon: brannon@dentaltransitions.com or 512-660-8505
Reach out to Kiera
Practice Momentum Virtual Consulting
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TRANSCRIPT:
 
Kiera Dent (00:00.878)
Hello, Dental A Team listeners. This is Kiera and I am so jazzed. I have been dying for this man to get on our podcast. I think DSOs are hot right now and it's what do I do? Is the DSO world good? Is the DSO world bad? Should I sell to a DSO? Should I not sell to a DSO? What are the mistakes? I think there's so much confusion and lack of clarity around it. And I have actually found someone referred to me from a client that I think toes the line really well of private practice and DSO to really be educational. Brandon.
 
I don't even know how to say your last name, Brandon. I'm not going to lie to you. So tell me how I say your last name. I was going to say Moncrief. Is that right? Brandon Moncrief. Coming in today, he has over 20 years of experience as a banker, broker, and sales side advisor, and has facilitated the sale of over a thousand dental practices. That's impressive. Kudos. His firm, McLaren and Associates, provides sales side advisory to large practice owners who are interested in pursuing a DSO affiliation or private equity partner.
 
Brannon Moncrief (00:36.297)
Moncreme. You got it. Yeah.
 
Kiera Dent (00:57.614)
He lives in Austin, Texas with his wife and two daughters and spends his free time traveling, cooking, and being outdoors. So we're definitely going to geek on travel. Austin, keep it weird. Brandon McCreary. I think I got it. Welcome to the show. How are you?
 
Brannon Moncrief (01:09.545)
I'm doing good, good to see you. Thanks for having me.
 
Kiera Dent (01:11.79)
Yeah, Brandon and I are actually like swimming in the same pool. We're going to be at the same events together. He's going to be speaking with our private Dr. Mastermind pretty soon. But one of our mutual, I have a client that I've consulted for years, sent me your thoughts about his practice. And that's how I actually got introduced to you. And I just am super jazzed. Let's talk. I obviously gave your intro, but kind of tell a little bit about who you guys are.
 
how you even got into the DSO space. I mean, bank or broker, you already have red flags on you from most people's perspectives. So kind of like win us over. I think you're great. So they already will like you, but kind of give us some feedback.
 
Brannon Moncrief (01:47.273)
Awesome, thanks. I have spent my adult life in dentistry. The first nine years of my career was focused on lending money to dentists all across the country to buy, start, expand practices. So in that role, I worked.
 
Kiera Dent (02:00.43)
How did you even get there? Like, were you just like, cool, I'm on Dennis? Or did it kind of fall into your lap?
 
Brannon Moncrief (02:04.841)
It was very random. I mean, finance degree straight out of college. I was recruited by a finance company that focused on lending money to dentists out of the Houston area. Thought it was cool that I could actually use my degree. You know, new dentistry was a good industry to be in. And yeah, took a took a leap, started off as a loan underwriter and then worked my

When it comes to a prospective patient’s first phone call to your practice, there is magic that should be happening to convert the call into a visit. Tiff and Dana talk through that process, including the right energy to give, what to say, the information to request, and more.
Episode resources:
Reach out to Tiff and Dana
Practice Momentum Virtual Consulting
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This episode is all about celebrating your team and practice. Kiera gives ideas for adding more fun to the work day while still keeping things professional. Remember, applying flavor is a culture builder, marketing tool, energy booster, and more.
Episode resources:
Wish Tiff and Kiera a happy birthday!
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Kiera touches on the best-of from this year’s Dental A-Team Summit, including: your relationship between your work life and personal life; increasing production or improving efficiency; facing the pain of change; building long-term wealth; and more.
Episode resources:
Reach out to Kiera
Practice Momentum Virtual Consulting
Subscribe to The Dental A-Team podcast
Become Dental A-Team Platinum!
Review the podcast