Dental Drills Bits

Sandy Pardue and Dana Pardue
  • 4.8 (38)
  • MANAGEMENT
  • UPDATED WEEKLY

Sandy Pardue of Classic Practice Resources & Dana Salisbury discuss issues facing the dental practice owner of today. This is the podcast where you will want a pen and paper to take notes on every single procedure, system, step by step process, and lessons Sandy shares that she has accumulated in 40 years. Enjoy the fun, laid-back vibe as things get real. 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 40 years of "hands-on" experience.

  1. 3D AGO

    The Patients You Already Have: Closing the Back Door

    *]:pointer-events-auto scroll-mt-[calc(var(--header-height)+min(200px,max(70px,20svh)))]" dir="auto" data-turn-id= "request-WEB:0abb5bc4-797e-4a67-b715-7c1d8d36dac3-1" data-testid= "conversation-turn-4" data-scroll-anchor="true" data-turn= "assistant"> In this episode, we shift the focus from chasing new patients to strengthening one of the most overlooked drivers of growth—patient retention. Many practices are working hard to bring patients in, while unknowingly allowing just as many to slip out the back door. When recall systems are inconsistent or over-reliant on email and text, patients fall through the cracks. And without clear tracking, most practices don't even realize how many they've lost. We discuss how poor retention impacts production, schedule stability, and long-term growth—and what practice owners and teams must do to re-engage overdue patients, clean up their systems, and create a more reliable path to growth. If you want a fuller schedule, stronger patient relationships, and better results without constantly increasing your marketing spend, this episode will challenge how you think about retention. What You'll Learn • Why most practices don't know their true patient retention rate • How ineffective recall systems quietly reduce production • The risks of relying only on email and text communication Special Thanks to Our Sponsors: 📣 Identity Dental Marketing – Strategic, ethical, brand-aligned marketing that works. Learn more at identitydental.com 📊 Practice by Numbers – A unified platform that brings performance, workflows, and insights into one system—creating accountability without pressure and helping practices make smarter, data-driven decisions. Learn more at practicebynumbers.com 📲 Join the conversation! What has made the biggest impact on patient retention in your practice? Share your experience in the Dental Drill Bits Facebook Group—we may feature it in a future episode. Upcoming Event Front Desk Pro In-Person Seminar May 8, 2026 in New Orleans, Louisiana www.classicpractice.com Promo code for $100 off tuition: Secret Sauce

    16 min

  2. MAR 23

    Fairness in Practice: The Standard Your Team Is Watching

    In this episode, we break down one of the fastest ways practices lose control—not from lack of systems, but from inconsistent enforcement of them. When policies are applied differently depending on the person, tenure, or situation, they stop being policies and start becoming suggestions. And your team notices. We discuss how uneven accountability impacts culture, performance, retention, and even legal risk—and what practice owners and managers must do to reset expectations, rebuild trust, and lead with consistency. If you want a stronger team, better retention, and a more stable practice, this episode will challenge how you define—and enforce—fairness. What You'll Learn • Why inconsistent enforcement is more damaging than having no policy at all • How favoritism (intentional or not) leads to disengagement and turnover • The difference between flexibility and inconsistency • How uneven treatment can create HR and legal risk • Early warning signs your team is losing trust in leadership • How to reset expectations without creating backlash • Practical ways to reintroduce accountability and consistency Special Thanks to Our Sponsors: 📣 Identity Dental Marketing – Strategic, ethical, brand-aligned marketing that works. Learn more at identitydental.com 📊 Practice by Numbers – A unified platform that brings performance, workflows, and insights into one system—creating accountability without pressure and helping practices make smarter, data-driven decisions. Learn more at practicebynumbers.com 📲 Join the conversation! What systems have made the biggest impact on production in your practice? Share your experience in the Dental Drill Bits Facebook Group—we may feature it in a future episode. Upcoming Event Front Desk Pro In-Person Seminar May 8, 2026 in New Orleans, Louisiana www.classicpractice.com Promo code for $100 off tuition: Secret Sauce

    22 min

  3. MAR 16

    The $150K Production Boost: Where the Growth Really Comes From - Part 1

    *]:pointer-events-auto scroll-mt-[calc(var(--header-height)+min(200px,max(70px,20svh)))]" dir="auto" tabindex="-1" data-turn-id= "request-WEB:19589dbd-236d-4144-b1a5-8ac24b2159e3-2" data-testid= "conversation-turn-6" data-scroll-anchor="true" data-turn= "assistant"> n this episode of Dental Drill Bits, Sandy and Dana begin a three-part series exploring one of the most common questions dentists ask: how does a solo practice consistently reach an additional $150,000 per month in production? Many dentists assume the answer is more marketing, new technology, or outside solutions. But Sandy explains that production growth is usually driven by systems already inside the practice. When teams improve communication, scheduling, patient education, and training, they often uncover significant missed opportunities. In Part 1 of this series, Sandy and Dana break down four key production drivers that can immediately impact practice growth: same-day dentistry, phone call conversion, visual communication with patients, and consistent team training. Topics We Discuss Same-day dentistry and capturing treatment opportunities while the patient is in the office How unscheduled treatment represents one of the biggest missed opportunities in dental practices Why phone call conversion is critical to turning marketing into scheduled appointments How automated phone systems can create barriers for potential new patients Why visual tools help patients understand and accept treatment How intraoral photos, mirrors, and images improve case acceptance Why ongoing team training strengthens communication, systems, and production growth Special thanks to our sponsors: 📣 Identity Dental Marketing – Strategic, ethical, brand-aligned marketing that works. Learn more at identitydental.com 📊 Practice by Numbers – A unified platform that brings performance, workflows, and insights into one system—creating accountability without pressure and helping practices make smarter, data-driven decisions. Learn more at practicebynumbers.com 📲 Join the conversation! What systems have made the biggest impact on production in your practice? Share your experience in the Dental Drill Bits Facebook Group—we may feature it in a future episode.

    32 min

  4. MAR 9

    The Documentation Gap: Personnel Files, Write Ups, and Protecting Your Practice

    In this episode of Dental Drill Bits, Sandy and Dana discuss one of the most overlooked leadership systems in dental practices: documentation. Many practice owners believe conversations alone are enough to manage team performance, only to find themselves in difficult situations when there is no written record of expectations, warnings, or accountability. This conversation breaks down what should be in a personnel file, why documentation protects both the practice and the employee, and how proper record keeping makes leadership clearer and more consistent. If you have ever thought, "We've talked about this before," but nothing was written down, this episode will help you understand why documentation matters and how to implement it properly in your practice. Topics We Discuss Why documentation protects both the practice and the employee The most common documentation mistakes practices make What should be included in a personnel file Why verbal conversations are not enough The difference between coaching, counseling, and written warnings When documentation should begin What should be included in a termination letter State separation notices and employment documentation requirements How documentation strengthens leadership and accountability Special thanks to our sponsors: 📣 Identity Dental Marketing – Strategic, ethical, brand-aligned marketing that works. Learn more at identitydental.com 📊 Practice by Numbers – A unified platform that brings performance, workflows, and insights into one system—creating accountability without pressure and helping practices make smarter, data-driven decisions. Learn more at practicebynumbers.com 📲 Join the conversation! Have you ever experienced a situation where expectations weren't as clear as you thought? Share your story in the Dental Drill Bits Facebook Group—we may feature it in a future episode.

    28 min

  5. MAR 3

    The Raise Reset: Are You Rewarding Tenure or Trajectory?

    What happens when a new doctor buys a practice… but the team expects the same automatic raises they've received for the last 20 years? Excitement meets resistance. Vision meets comfort. And compensation conversations get awkward fast. In this episode of Dental Drill Bits, Dana and Sandy unpack the tension between loyalty and leadership — and why raises must be tied to increased value, not just time served. This conversation isn't about dismissing long-term employees. Stability matters. Commitment matters. Institutional knowledge matters. But alignment matters more. You'll learn how to: • Reset compensation expectations during a practice transition • Communicate clearly about raises before review season hits • Understand the difference between a raise and a bonus • Use staff overhead percentages to create a sustainable quarterly bonus model • Identify whether you're rewarding trajectory or tenure • Lead growth without funding stagnation Sandy walks through a practical bonus structure based on collections — not production — using a benchmark staff overhead percentage (typically 25–27%). When overhead comes in under target, the margin becomes a shared team reward. Transparent. Measurable. Sustainable. You'll also hear a powerful reminder: Raises are not a reward for time served. They are a reward for increased value. If you don't define value, your team will define it for you. Clarity protects your culture. Clarity protects your profitability. Clarity protects your relationships.   Special thanks to our sponsors: 📣 Identity Dental Marketing – Strategic, ethical, brand-aligned marketing that works. Learn more at identitydental.com 📊 Practice by Numbers – A unified platform that brings performance, workflows, and insights into one system—creating accountability without pressure and helping practices make smarter, data-driven decisions. Learn more at practicebynumbers.com 📲 Join the conversation! Have you ever experienced a situation where expectations weren't as clear as you thought? Share your story in the Dental Drill Bits Facebook Group—we may feature it in a future episode.

    25 min

  6. MAR 2

    The ROI Obsession That's Costing You Growth

    Dentists are trained to think in formulas. Spend X. Get Y. Measure it. Optimize it. So when marketing doesn't deliver immediate, perfectly trackable ROI, the reaction is often the same: turn it off. In this episode of Dental Drill Bits, Dana and Sandy are joined by Grace Rizza, CEO of Identity Dental Marketing, to challenge that mindset. Grace breaks down the three buckets of marketing every practice must understand: foundational credibility, lead generation for high-intent patients, and brand recognition that builds long-term authority. Each bucket has a different purpose, a different timeline, and a different way to measure success. The conversation also gets real about what happens inside the practice. Sometimes marketing is working — but phone skills, internal tracking, and team accountability determine whether those leads ever convert. Grace shares key questions every dentist should ask their marketing agency, including transparency in ad spend, keyword strategy, ownership of digital assets, and how AI search is reshaping visibility. If you've been chasing ROI month-to-month, this episode may help you see growth through a different lens. Connect with Grace at identitydental.com

    35 min

  7. FEB 23

    Clarity is Accountability

    You introduce a new system. A new expectation. A new metric. And someone struggles. They're not aggressive. Not insubordinate. Not openly defiant. But they're hesitant. Slow. Guarded. Quietly pushing back. So the question becomes: Do we show empathy? Or do we hold accountability? In this episode, Dana and Sandy unpack the reality that most employees aren't resistant to change — they're protective of competence, routine, and confidence. But understanding human behavior does not mean lowering standards. Drawing on research from McKinsey & Company showing that nearly 70 percent of major change efforts fail due to employee behavior and leadership misalignment, they explore why great ideas fade out after implementation. They discuss: • Why consistency builds discipline • How unclear follow-through trains teams to ignore new systems • When coaching turns into enabling • The power of written protocols and documented conversations • Why accountability is clarity, not punishment Because in a growing practice, adaptability is not optional. The standard is the standard. Special thanks to our sponsors: 📣 Identity Dental Marketing – Strategic, ethical, brand-aligned marketing that works. Learn more at identitydental.com 📊 Practice by Numbers – A unified platform that brings performance, workflows, and insights into one system—creating accountability without pressure and helping practices make smarter, data-driven decisions. Learn more at practicebynumbers.com 📲 Join the conversation! Have you ever experienced a situation where expectations weren't as clear as you thought? Share your story in the Dental Drill Bits Facebook Group—we may feature it in a future episode.

    27 min

  8. FEB 16

    When Letting Go Isn't Clear Enough

    What happens when a termination feels clear to leadership—but not to the employee? In this episode of Dental Drill Bits, Dana Pardue Salisbury and Sandy Pardue unpack a surprisingly common scenario: an employee is told they're being let go, only to return to work days later like nothing happened. Through real dental office experiences and a famous Larry David story that inspired a Seinfeld episode, they explore the psychology behind denial, shame, and stress—and why documentation and written follow-through aren't HR formalities, but essential leadership tools. You'll learn how unclear communication creates risk, why verbal conversations fail under stress, and how systems, separation notices, and documentation protect the practice, the team, and the patients watching it all unfold. Special thanks to our sponsors: 📣 Identity Dental Marketing – Strategic, ethical, brand-aligned marketing that works. Learn more at identitydental.com 📊 Practice by Numbers – A unified platform that brings performance, workflows, and insights into one system—creating accountability without pressure and helping practices make smarter, data-driven decisions. Learn more at practicebynumbers.com 📲 Join the conversation! Have you ever experienced a situation where expectations weren't as clear as you thought? Share your story in the Dental Drill Bits Facebook Group—we may feature it in a future episode.

    25 min
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4.8
out of 5
38 Ratings

About

Sandy Pardue of Classic Practice Resources & Dana Salisbury discuss issues facing the dental practice owner of today. This is the podcast where you will want a pen and paper to take notes on every single procedure, system, step by step process, and lessons Sandy shares that she has accumulated in 40 years. Enjoy the fun, laid-back vibe as things get real. 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 40 years of "hands-on" experience.

Information

  • Creator
    Sandy Pardue and Dana Pardue
  • Years Active
    2017 - 2026
  • Episodes
    256
  • Rating
    Clean
  • Copyright
    © (c) Copyright, Classic Practice Resources, Inc. ALL RIGHTS RESERVED.
  • Show Website
    Dental Drills Bits

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