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.
Outsourcing V.S. Keeping In-House. Which is better for you?
Sometimes new practice owners want to outsource insurance verification, billing, phones, and more… but is it really necessary?
In this episode Sandy Pardue lets us know the exact math and patients you must have in order to officially outsource or become more efficient in your practice. First, every single practice owner needs to know their overhead and understand that your “team” overhead is your largest percentage. Most practices get in trouble when they overpay their people/ team. This could happen due to outsourcing inappropriately.
We discuss the only absolute times you MUST outsource, what would be ridiculous to outsource, and what needs to always stay in-house and how to make it all happen.
How to Properly Fire Someone
What if you are extremely fed up with an employee and you’re thinking “that’s it! I’m going to fire this person”. How should you do it? When is the best time and day to do this? Who should be there? What should you say?
In this episode Sandy breaks down the important steps you need to take before, during, and after firing an individual in your team who just isn’t performing the way you need them to. Something you MUST understand is that the individual you are intending to fire should NEVER be shocked or surprised that they are being let go. Sandy dives deeper on this and explains how “write-ups” prime you to fire someone which becomes easier to do in the long run.
We discuss specific examples and talk about tools you can utilize to help you with all of this.
How to Control Your Overhead During Inflation
If you’re not feeling the effects of inflation now, you will be in a couple of months! Save this episode because it will teach you how to “inflation proof” your practice!
Sandy Pardue lets us know about 10 specific steps we need to take in order to get lean and mean and control our practice through anything. The first step is: KNOW WHERE YOU ARE. You need to be hungry for your overhead percentage numbers at the beginning of the month, don’t just leave them to your accountant/ bookkeeper. Knowing your numbers are statistics in your practice, and statistics are meant for you to know where to make adjustments.
Listen in to hear the next steps and how to immediately implement them into your practice.
The 7 Objections That Patients Give
The reason most treatment plans fail is because we ignore objections
In this episode Sandy breaks down for us the 7 most common objections patients will give you and your team for not accepting treatment or going with treatment right away.
We figure out the psychology and thinking behind these objections and she lets us know the proper steps to take and what to say to overcome every single one of these objections.
The Good, Bad, & Ugly of Bonuses
If you have had bad experiences with bonuses, that's probably because you or whoever implemented it, has put in the wrong type of bonuses for your team.
In this episode Sandy lets us know the best kind of bonus you can implement for your team and your hygienist. She breaks down where you are going to find the money for appropriate bonuses, the percentages, the one to implement first, how to divide it amongst your team, and to keep your team motivated.
We also discuss what you can do to "penalize" that one team member who probably would abuse a team bonus.
Don’t Cancel Your Hygienist!
Does this sound familiar:
“We’ve had a lot of cancellations and I don’t want to pay my hygienist during down time”
Some of you may lean towards doing this. In fact, the hygienist may HATE this so your hygienist has to look or act busy so you won't deduct their pay.
Do NOT do this anymore! Your hygienist AND you (the practice owner) deserve a full schedule always.
In this episode Sandy Pardue tells us exactly how to do this. Remember, hygienists want to see patients and they want a full schedule! It’s the practice that doesn’t put enough pressure, enough urgency, on the front office to fill that schedule.
If you are interested in the business of dental management, this is a super helpful podcast! Get a paper and pen, because you’ll need want to take notes!
Sandy is a Great Dental Gem!
I’m enjoying the Dental Drill Bits podcasts. Sandy provides a refreshing perspective for all issues that may trouble a dental practice. Her approach is common sense & practical while also engaging. Thank you for providing this service Sandy!
More episodes please!
Wish you could more episodes. Love the information! Enjoy it very much !