Sandy Pardue and Dana Salisbury of Classic Practice Resources discuss issues facing the dental practice owner of today. This podcast show features the movers and shakers of the dental industry as well as opinion leaders. Enjoy the fun, laid-back vibe as things get real.
Dana has been in dentistry for over 15 years. She first entered the industry at the ripe old age of 18 years old selling a crown and bridge removal system. She left to go to college and worked part-time, moving to full-time after graduating from Southeastern Louisiana University with a degree in Marketing and almost a minor in Math (but she barely remembers how to reduce fractions nowadays).
Sandy is an energetic lecturer and consultant in the area of dental practice management. She is Director of Consulting with Classic Practice Resources and has over 36 years of “hands-on” experience.
Are You The Problem in Your Practice?
This is a serious talk we have to have. Have you ever said to yourself: “my employee isn’t smart, my team isn’t doing the best, I buy new equipment and no one uses it… I’m not buying them anything anymore!”etc.
Or maybe people aren’t delivering and producing on your team, or you can’t keep people on your team...
Whose fault is it… the leader. Sometimes your own lack of trust and organization may be holding your business back.
Sandy gives us the system and steps we need to take to fix this and make sure you are no longer the problem in your practice.
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You need to have protocols in place and systems in order to find someone GREAT for your team and it starts with your reputation. That’s step one in the system, what are your employees and ex-employees saying about you? Your reputation is where it starts for easing the workflow of hiring.
The second step in your system is to make sure that the people on your team know this one rule: anytime that someone calls asking about a position available, get their name, number, email, and resume immediately.
Sandy expands much more on these first two and gives you more precise steps in this system to ensure you will always find and have great people as you grow your practice.
The Forgotten Patients
Did you know January is one of the best months to reactivate patients?
Think about the retention rate and see what’s the percentage of patients you're retaining. The problem is practices are always looking for new patients because the back door is always open. Some of us have two back doors open!
You need to stay in touch with people and mix up the types of communication with your patients, it keeps the interest there. That’s what Sandy discusses in this episode and gives you a system on how to reactivate your patients, retain your existing patients, and she shares the best methods, formulas, and times on when to do this.
A Solution for Chronic Absenteeism
You get a text message from a staff member that says they can’t come to work today, now what do you do?
In this episode Sandy talks to us about the proper steps we need to take with handling staff members who seem to be absent or miss a lot of work days for whatever reason. We discuss how we can remedy this and how you can ensure it doesn’t spread to other employees. She also gives us a step by step process on how to start this system today!
Production Focused v.s. Patient Focused
You may have heard this or possibly, some of you listening, may even think this way: “we don’t have a production goal because we are patient focused”.
Knowing your income and taking care of patients are two different things. In this episode Sandy gives us the exact formula you need to boost your production. She also lets us know how patient care is woven into this. There is a way to reach production goals without the patient feeling like you are upselling or pushing treatment on them and Sandy let us know how to do this.
A great way to look at it is: “Production goals” are the food.. The type of food is patient care.
Ask Sandy Anything!
In this episode we dive into our Facebook group: Dental Gumbo and answer questions you have asked Sandy in the recent weeks.
Sandy answers and discusses these 3 main questions:
How early to confirm appointments? How do you deal with assistants or hygienists not showing up for work (slightest cold)? How to present 3rd party financing as an option and favorite company?
Sandy is great to share good pearls in running a practice.
To the point
Most of the podcasts they full episodes with fluff. She does not and is so to the point. Love it
Very helpful Information
I have listened to 2 episodes so far and I am hooked! Just listening to those two have helped my confidence with confirming reservations. I’m only sorry for not listening sooner! Thank you for sharing your expertise.