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. 6D AGO

    It's Procedural, Not Personal

    Episode Description Most managers don't avoid tough conversations because they're hard. They avoid them because they're awkward. In this episode of Dental Drill Bits, Dana and Sandy tackle the real-world issues that show up in nearly every dental practice: sloppy scrubs, chronic tardiness, missed clock-ins, appearance concerns, and employees who seemed perfect in the interview but show up very differently on the job. The problem isn't the people. It's the lack of clear expectations. Sandy shares decades of experience helping doctors and managers shift these conversations away from emotion and back to policy, systems, and consistency. Together, they walk through how strong onboarding, written policies, documentation, and leadership modeling prevent most of these issues before they ever escalate. You'll learn how to: Address uncomfortable topics without damaging relationships Keep conversations focused on business standards, not personal judgment Know when to observe, when to remind, and when behavior becomes a performance issue Use documentation to protect the practice and fairly support employees Build a culture where professionalism is expected, not policed If you've ever delayed a conversation hoping the problem would fix itself, this episode will give you the language, confidence, and structure to lead clearly and compassionately—starting from day one. What You'll Learn • Why unclear expectations turn small issues into awkward conversations • How onboarding sets the tone for accountability • Why employees often forget policies—and how to reset them • How to lead correction conversations without emotion or defensiveness • When and how to reference policies effectively • Why consistency matters more than confrontation • How clear expectations protect both leaders and teams Episode Sponsors Identity Dental Marketing Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert. 👉 www.IdentityDental.com

    26 min

  2. JAN 26

    Making Numbers Matter

    *]:pointer-events-auto scroll-mt-[calc(var(--header-height)+min(200px,max(70px,20svh)))]" dir="auto" tabindex="-1" data-turn-id= "c2d61f3a-b2c8-4558-8e8c-d5c66bc4a21c" data-testid= "conversation-turn-6" data-scroll-anchor="true" data-turn= "assistant"> Episode Summary Tracking statistics does not have to feel like micromanagement or extra work. In this episode of Dental Drill Bits, Sandy Pardue and Dana Pardue Salisbury break down why teams push back on numbers and how leaders can shift compliance into cooperation. You will learn how the right statistics eliminate micromanaging, create clarity, and help teams feel confident in their roles. Sandy shares real world examples from decades in dentistry, practical ways to assign metrics by position, and where practices should start if statistics have never been consistently tracked. What You'll Learn • Why teams resist statistics when they feel like pressure or blame • How tracking numbers reduces micromanagement • Why statistics should align with what each role can control • The danger of waiting until year end to evaluate performance • Where to start if your practice feels overwhelmed by numbers • How statistics support patient care and reduce chaos • How monthly reviews turn numbers into leadership tools Episode Sponsors This episode is sponsored by: Identity Dental Marketing Helping dental practices grow through clear messaging, branding, and marketing systems designed specifically for dentistry. Plan Forward Providing in house membership plans that improve collections, patient loyalty, and financial predictability. 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 Subscribe and Share If this episode resonated, share it with a colleague or manager who is struggling with team buy-in around statistics. Subscribe to Dental Drill Bits so you never miss an episode.

    27 min

  3. JAN 19

    Patient Referrals Aren't Just Luck

    Episode Summary Most dental practices don't actually have a referral problem — they have a system problem. In this episode of Dental Drill Bits, Sandy Pardue and Dana Salisbury break down why referrals don't happen by chance, how inconsistent service and communication quietly sabotage growth, and what simple systems practices can put in place to earn consistent, high-quality referrals. Through real-world service examples, team accountability strategies, and practical chairside scripts, this conversation shows why referrals are a byproduct of confidence, consistency, and gratitude — not hope. What You'll Learn in This Episode • Why referrals are built through systems, not luck • How phone experiences and follow-up impact word-of-mouth • When and how team members should confidently ask for referrals • The most natural moments in the patient journey to introduce referrals • Why referred patients accept treatment and stay loyal longer • Referral incentive considerations and state regulations to know • A realistic referral benchmark every practice should aim for • How gratitude systems drive repeat referral behavior • Simple ways to track and celebrate referrals with your team Key Takeaways • Referred patients are more loyal and more likely to accept treatment • Team confidence directly influences referral outcomes • If team members aren't referring their own friends and family, that's a red flag • Asking for referrals is not pushy when it's genuine and well-timed • Gratitude and follow-up multiply referral behavior • Internal marketing delivers some of the highest ROI in a practice Thank You to Our Show Sponsors Identity Dental Marketing Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert. 👉 www.IdentityDental.com Plan Forward The #1 membership plan platform for dental practices — simple, secure, and patient-friendly. 👉 www.PlanForward.io

    23 min

  4. JAN 12

    [REPLAY] Annual Planning Power Moves: How to Build a Stronger Practice in 2026

    Episode Summary In this strategic and energizing episode of Dental Drill Bits, Dana and Sandy unpack one of the most overlooked drivers of practice stability and growth, your annual planning session. Together, they walk through the questions, metrics, team conversations, and leadership decisions that set the tone for a productive, organized, and profitable new year. Sandy shares her trusted framework for evaluating practice performance, identifying bottlenecks, and turning missed opportunities into measurable goals. Dana breaks down how to communicate the importance of an annual planning meeting to your team—even if you haven't done one in a few years. From KPI awareness and production forecasting to team agreements, CE planning, and SOP check-ins, this episode gives practices everything they need to create a clear, motivating roadmap for 2026. If you want to stop drifting into the new year and instead design it—this episode is your guide. Show Notes In This Episode, You'll Learn: Why most practices drift into the new year unprepared—and how to fix it The must-track KPIs for evaluating your year-end performance How to hold a productive annual planning meeting (without turning it into a gripe session) What your team really needs to contribute meaningful input How agreements, policies, and SOPs eliminate frustration and set expectations How to turn dropped statistics into 2026 wins Why tracking new patient sources matters more than ever How to anticipate "slow" months and outflow your way into a full schedule CE planning and skill inventories for every position The importance of setting daily and hourly production goals Updates your website and systems may be overdue for The role of communication in shaping team culture and patient experience Episode Sponsors Identity Dental Marketing Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert. 👉 www.IdentityDental.com Plan Forward The #1 membership plan platform for dental practices — simple, secure, and patient-friendly. 👉 www.PlanForward.io Mango Voice VoIP for dental practices that want fewer missed calls, better patient communication, and stronger scheduling. 👉 www.MangoVoice.com   Links & Resources Email Sandy for details on Front Desk Pro Virtual Training: sandy@classicpractice.com Follow us on Facebook: Dental Drill Bits Share this episode with your office manager, dentist, or colleague!

    32 min
  5. [REPLAY] The Pulse of the Practice: Balancing Team Energy and Measurable Success

    12/29/2025

    [REPLAY] The Pulse of the Practice: Balancing Team Energy and Measurable Success

    In this episode of Dental Drill Bits, Dana and Sandy discuss the importance of measuring team energy and performance metrics in dental practices. They emphasize that while patient care is paramount, tracking statistics can enhance care quality and team morale. The conversation explores the concept of buy-in from team members, the significance of accountability, and how metrics can serve as tools for improvement rather than judgment. The episode concludes with actionable steps for practices to foster a positive culture through measurement and celebration of achievements. takeaways Your team's energy is crucial for productivity. Statistics can enhance patient care, not detract from it. Tracking metrics helps connect efforts to results. Buy-in from the team is essential for success. Purpose should always come before profit. Celebrating small wins boosts team morale. Metrics can reveal blind spots in practice management. Accountability fosters a culture of improvement. Positivity is contagious within a team. Consistent actions lead to predictable outcomes. 🔊 Episode Sponsors: Identity Dental Marketing Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert. 👉 www.IdentityDental.com Plan Forward The #1 membership plan platform for dental practices — simple, secure, and patient-friendly. 👉 www.PlanForward.io Mango Voice VoIP that works for dental practices. Elevate your phone systems and never miss a patient call again. 👉 www.MangoVoice.com

    25 min

  6. 12/22/2025

    [REPLAY] Job Descriptions Might Be Costing You Great Hires

    Episode Summary: In this episode of Dental Drill Bits, Sandy Pardue and Dana Salisbury explore the often-overlooked power of a well-crafted job description. They explain why generic or outdated descriptions can set your practice up for failure—creating confusion, legal risk, and missed hiring opportunities. You'll learn what must be included, how to stay compliant, and why being transparent about your expectations (including physical demands and performance metrics) is key to attracting the right candidates. If you're serious about improving your hiring process and retaining top talent, this conversation is a must-listen. Takeaways: Job descriptions should reflect the specific needs of your practice. Outdated job descriptions create misalignment and confusion. Every job description serves as a legal agreement between employer and employee. Transparency in compensation, expectations, and requirements is essential. Include physical job requirements and measurable performance goals. Store and organize job descriptions properly for easy access and compliance. 🔊 Episode Sponsors: Mango Voice VoIP that works for dental practices. Elevate your phone systems and never miss a patient call again. 👉 www.mangovoice.com Identity Dental Marketing Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert. 👉 www.identitydental.com Plan Forward The #1 membership plan platform for dental practices—simple, secure, and patient-friendly. 👉 www.planforward.io

    28 min

  7. 12/16/2025

    [REPLAY] Marketing Your Practice to Top Talent

    Episode Summary: In this episode of Dental Drill Bits, Sandy Pardue and Dana Pardue tackle one of the most underestimated tools in the hiring process—your job ad. They explain why hiring should be treated like a marketing campaign and how your job postings either attract or repel the very people you are trying to hire. From crafting compelling headlines and utilizing creative job titles to understanding hiring psychology, Sandy and Dana share strategies to elevate your job ads and recruit with intention. They also explore the power of nontraditional hiring sources and the importance of keeping your energy positive throughout the hiring process. Whether you are actively hiring or just building your team, this conversation is packed with must-use tips to help you find and retain great talent. Takeaways: If you are having trouble hiring, check your job ads first Always accept resumes even when you are not actively hiring Make sure job ads reflect your practice's values and culture Use creative job titles to capture attention and stand out Women apply when they meet 80 percent of requirements; men at 20 percent Treat hiring like a marketing campaign, not just an HR task Track where your applicants come from to measure effectiveness Consider nontraditional candidates from service-oriented industries Stay positive throughout the process—your mindset matters Great employees are often already employed—go find them 🔊 Episode Sponsors: Mango Voice VoIP that works for dental practices. Elevate your phone systems and never miss a patient call again 👉 www.mangovoice.com Identity Dental Marketing Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert 👉 www.identitydental.com Plan Forward The number one membership plan platform for dental practices—simple, secure, and patient friendly 👉 www.planforward.io

    31 min

  8. 12/08/2025

    [REPLAY] Marketing Can't Save You From a Bad Phone Call

    You can have the best marketing strategy in the world, but if your phone skills are lacking, patients will walk. In this episode, Dana and Sandy get real about what happens when dental teams unknowingly drive callers away with poor phone habits, disconnection, or defaulting to "no." They walk through mystery shopper call examples, red-flag language to avoid, and the mindset shift every front desk team member needs to convert, not repel, new patients. This one's packed with real talk, laugh-out-loud stories, and practical ways to be the cheerleader your practice needs. You'll learn how to: ✅ Build rapport in the first 7 seconds of a call ✅ Ask the right questions during discovery ✅ Avoid "no" language and still set boundaries ✅ Take control of the appointment conversation ✅ End calls in a way that reduces broken appointments 📓 Listener challenge: Call your own office or listen to a recorded call (if legal in your state). Would you schedule an appointment based on how it sounds? Key takeaways: Your marketing dollars are wasted if your phone skills don't back it up. "Unfortunately" and "Sorry" are red flags—replace them with warmth and guidance. Patients don't want homework. Take the lead, get their name and number first. Schedule with confidence. Too many options = confusion. A cheerful, confident voice beats fancy scripts every time. Episode Sponsors Identity Dental Marketing Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert. 👉 www.IdentityDental.com Plan Forward The #1 membership plan platform for dental practices — simple, secure, and patient-friendly. 👉 www.PlanForward.io Mango Voice VoIP for dental practices that want fewer missed calls, better patient communication, and stronger scheduling. 👉 www.MangoVoice.com 📲 Join the conversation! Drop your favorite phone call tip or share a "worst call ever" moment in the Dental Drill Bits Facebook Group—your post could inspire our next episode!

    28 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
    247
  • Rating
    Clean
  • Copyright
    © (c) Copyright, Classic Practice Resources, Inc. ALL RIGHTS RESERVED.
  • Show Website
    Dental Drills Bits

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