740: The Tale of 2 Business Models & Annual Patient Value (APV) – Dr. Barrett Straub

There's a reason we don't drive blind. But when you don't know your metrics, that's exactly what you're doing with your business. To help you steer your business more safely and with more clarity, Kirk Behrendt brings back Dr. Barrett Straub, ACT’s CEO, to explain the importance of annual patient value and how to increase it for a more profitable practice. To learn how to work less and earn more with a higher APV, listen to Episode 740 of The Best Practices Show!

Learn More About Dr. Straub:

• Send Dr. Straub an email: barrett@actdental.com
• Join Dr. Straub on Facebook: https://www.facebook.com/barrett.d.straub
• Register for Dr. Straub’s live workshop (August 23, 2024): https://www.eventbrite.com/e/act-dental-gaps-method-the-formula-for-financial-freedom-tickets-776572418007

More Helpful Links for a Better Practice & a Better Life:

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• Get The Best Practices Magazine for free: https://www.actdental.com/magazine
• Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

• Watch the video version of Episode 740: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Don't rate your practice on gross production. It doesn't tell the whole story.
• Understand how to calculate annual patient value and what it tells you.
• Change your mindset about patients not wanting to pay for dentistry.
• Overhead isn't the main problem with having a low profit margin.
• Instead of cutting overhead, understand your effort gap.
• You don't need 4,500 patients to “produce more”.

Snippets:

0:00 Introduction.

1:03 Why this is an important topic.

2:31 High profit margin, low profit margin, and volume, explained.

5:12 Annual patient value, explained.

6:08 Characteristics of a low APV practice.

8:55 The fundamental problem with low profit margin.

11:22 Your mindset affects APV.

12:26 The better you are, the less patients you have.

21:48 Final thoughts.

Dr. Barrett Straub Bio:

Dr. Barrett Straub practices general and sedation dentistry in Port Washington, Wisconsin. He has worked hard to develop his practice into a top-performing, fee-for-service...

In this special episode, Kirk Behrendt brings in Brad Arnett, his friend of 30 years and owner of NX Level Sports Performance, to talk about his journey as a trainer, growing the best athletes, and building NX Level. He also shares his philosophy on success, working hard, and the mindset you need to be your best. To take your thinking to the next level, listen to Episode 739 of The Best Practices Show!

Learn More About Brad:

• Send Brad an email: nxlevelathletic@gmail.com
• Join Brad on Facebook: https://www.facebook.com/NXLevelSports
• Follow Brad on Instagram: https://www.instagram.com/nxarnett
• Learn more about NX Level: https://www.gonxlevel.com

More Helpful Links for a Better Practice & a Better Life:

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• Get The Best Practices Magazine for free: https://www.actdental.com/magazine
• Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

• Watch the video version of Episode 739: https://www.youtube.com/@actdental/videos

Main Takeaways:

• No matter what stage of life you're in, have your values and priorities in line.
• Everyone works hard. But it’s how long you stay at it that leads to success.
• Learn to consistently do the boring, monotonous, and mundane things.
• Sometimes, the “greener grass” on the other side is just field turf.
• Being proactive is always better than being reactive.
• Define success for yourself.

Snippets:

0:00 Introduction.

1:42 Brad’s college life.

3:12 Life after college and starting his career.

16:17 Struggling with work-life balance.

18:09 Sometimes, the “green grass” is just field turf.

22:14 His career change and the start of NX Level.

39:08 His vision for NX Level.

43:13 Favorite stories from his time as a trainer.

53:34 Prehab, explained.

58:19 The problem of kids’ injuries in sports.

1:01:29 Multisport versus specializing.

1:04:50 The state of parenting in sports.

1:10:33 The future for Brad and NX Level.

1:13:38 Final thoughts.

Brad Arnett Bio:

Brad Arnett has been working professionally with athletes of all ages to meet their goals for more than 20 years. He was a four-year letter winner for the football team at the University of Wisconsin-Whitewater, two

When you have great chemistry, everything goes better. But seamless interactions don't just happen. You first need to put in some work. To help you lay the foundation for great chemistry between you and your team, Kirk Behrendt brings back Courtney Dalton, one of ACT’s amazing coaches, to share three keys that will improve efficiency, predictability, and your patients’ experience. To learn the secrets of great chairside chemistry, listen to Episode 738 of The Best Practices Show!

Learn More About Courtney:

• Send Courtney an email: courtney@actdental.com
• Follow Courtney on ACT’s Instagram: https://www.instagram.com/actdental
• Send Gina an email: gina@actdental.com

More Helpful Links for a Better Practice & a Better Life:

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• Get The Best Practices Magazine for free: https://www.actdental.com/magazine
• Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

• Watch the video version of Episode 738: https://www.youtube.com/@actdental/videos
• Register for ACT’s To The Top Study Club (July 12, 2024): https://www.eventbrite.com/e/members-only-climb-with-us-register-for-july-12-2024-ttt-study-club-tickets-722281472327?aff=odcleoeventsincollection
• Register for ACT’s To The Top Study Club (August 2, 2024): https://www.eventbrite.com/e/members-only-climb-with-us-register-for-august-2-2024-ttt-study-club-tickets-722297861347?aff=odcleoeventsincollection

Main Takeaways:

• Pour your effort into your assistants. They want to help you succeed.
• Great chairside chemistry makes your workday more efficient.
• Patients can feel it when there is no chemistry or alignment.
• Having great chemistry starts with a morning huddle.
• Create checklists to create predictability.
• Master the flawless hand-off.

Snippets:

0:00 Introduction.

2:09 Why chairside chemistry is important for your practice.

5:49 It starts with a morning huddle.

11:39 Creating checklists is extremely...

737: 3 Ways to Turn Failure into Success – Heather Crockett

What's one thing all successful people do? They fail — a lot! To help you do it right, Kirk Behrendt brings back Heather Crockett, one of ACT’s amazing coaches, to share some insight into overcoming and embracing failure. Stop fearing your mistakes and shortcomings. Change your mindset and be excited to fail! To learn the three strategies to succeed from your failures, listen to Episode 737 of The Best Practices Show!

Learn More About Heather:

• Send Heather an email: heather@actdental.com
• Join Heather on Facebook: https://www.facebook.com/heather.r.crockett
• Follow Heather on ACT’s Instagram: https://www.instagram.com/actdental
• Send Gina an email: gina@actdental.com

More Helpful Links for a Better Practice & a Better Life:

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• Get The Best Practices Magazine for free: https://www.actdental.com/magazine
• Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

• Watch the video version of Episode 737: https://www.youtube.com/@actdental/videos
• Read Traction by Gino Wickman: https://benbellabooks.com/shop/traction

Main Takeaways:

• You should fail often.
• Failure is where the learning is.
• Fear of failure won't get you anywhere.
• Identify and discuss your failures to solve it.
• Encourage experimentation to make progress.
• Plan to fail often. When you fail often, you learn often.
• When there's a failure, blame the system — not the person.
• Let your team see your failure first. Show them it’s okay to fail.
• Aim for GETMO — Good Enough To Move On — not perfection.

Snippets:

0:00 Introduction.

2:09 Why this is an important topic.

4:16 Recognize and call out your failures.

5:19 Blame the system, not the person.

7:07 Take a deep breath and process.

9:05 Identify, discuss, and solve.

11:57 Learn from the failure you've identified.

15:47 Encourage experimentation.

16:58 GETMO (Good Enough To Move On).

17:57 An example of learning from failure.

21:36 Final thoughts.

Heather Crockett...

736: The 5 Stages of My Dentistry Journey – Dr. Christian Coachman

Successful people experience adversity — and they learn to embrace it! Today, Kirk Behrendt brings back Dr. Christian Coachman, founder of Digital Smile Design and one of the most successful people in dentistry, to share his inspirational story about overcoming his hardships, the origins of DSD, and his passion and love for this profession. We all struggle at some point in life. But you can get the most out of your suffering! To learn how to succeed at struggling, listen to Episode 736 of The Best Practices Show!

Learn More About Dr. Coachman:

• Join Dr. Coachman on Facebook: https://www.facebook.com/christiancoachman
• Follow Dr. Coachman on Instagram: https://www.instagram.com/chriscoachman
• Learn more about Digital Smile Design: https://digitalsmiledesign.com
• Register for DSD Residency 1: https://digitalsmiledesign.com/dsd-residency-1-on-demand

More Helpful Links for a Better Practice & a Better Life:

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• Get The Best Practices Magazine for free: https://www.actdental.com/magazine
• Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

• Watch the video version of Episode 736: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Without adversity, you won't grow and develop.
• Learn, grow, and create. Don't stay in survival mode.
• Don't stay stuck in frustration. Use that energy to change.
• There is always light at the end of the tunnel. Never give up!
• Everyone has an “unfair advantage”. Discover yours and use it.
• Stop being a perfectionist. Be brave and put your work out there.
• Let your mind wander from time to time. It can be good for creativity.

Snippets:

0:00 Introduction.

2:19 Fulfilling dreams through dentistry.

7:46 Dentistry wasn't always a passion.

11:34 Stage 1) Being in survival mode.

17:01 Stage 2) Learning, growing, and creating.

28:57 Stage 3) Becoming a communicator.

41:46 Stage 4) Turning passion into a business.

44:27 Stage 5) Becoming a delegator.

48:09 The future for Dr. Coachman and DSD.

50:20 Final thoughts.

Dr. Christian Coachman Bio:

Combining his...

735: Unlock the Secrets to a Thriving Dental Practice: Mastering the New Patient Experience! – Miranda Beeson

Patients don't love being in the office. So, how do you get them to come in — and to come back? There are two things you can focus on for that to happen, and Kirk Behrendt brings back Miranda Beeson, ACT’s director of education and amazing coach, to share those secrets. By mastering the new patient phone call and new patient visit, you will create raving fans who help your practice thrive. To learn how to give patients the “wow” experience, listen to Episode 735 of The Best Practices Show!

Learn More About Miranda:

• Send Miranda an email: miranda@actdental.com
• Follow Miranda on ACT’s Instagram: https://www.instagram.com/actdental
• Send Kirk a recording of your patient phone call for feedback: kirk@actdental.com
• Send Gina an email: gina@actdental.com

More Helpful Links for a Better Practice & a Better Life:

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• Get The Best Practices Magazine for free: https://www.actdental.com/magazine
• Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

• Watch the video version of Episode 735: https://www.youtube.com/@actdental/videos
• ACT’s 5 Success Strategies for Impactful New Patient Calls: https://23476641.fs1.hubspotusercontent-na1.net/hubfs/23476641/PDF/New%20Patient%20Call%20Success%20Strategies%20-%20Final%20-%2004.pdf
• Read The Power of Moments by Chip Heath & Dan Heath: https://bookshop.org/p/books/the-power-of-moments-why-certain-experiences-have-extraordinary-impact-dan-heath/6707437?ean=9781501147760&ref=&source=IndieBound&title=

Main Takeaways:

• You have one chance at a first impression.
• Give patients a “wow” experience with your call and visit.
• Strengthen your team culture. Patients can feel when there's tension.
• Make patients feel cared about with...

734: Chronic Oral Wounds in Your Dental Practice – Tanya Dunlap

Getting patients healthy is your number-one role. But are you focusing on the disease that matters most? It’s time to address the most undiagnosed and untreated condition — gum disease — and now there's an easier way. To help you start the conversation, Kirk Behrendt brings in Tanya Dunlap, vice president of Perio Protect, to showcase Perio Tray, a convenient way to treat, prevent, and manage gum disease. To learn more about Perio Tray and how it can improve your patients’ lives, listen to Episode 734 of The Best Practices Show!

Learn More About Tanya:

• Join Perio Protect on Facebook: https://www.facebook.com/PerioProtect
• Follow Perio Protect on Instagram: https://www.instagram.com/perioprotect
• Learn more about Perio Protect: https://www.perioprotect.com
• Register for a free product demo of Perio Protect: https://www.hatchbuck.co/NTUeJL

More Helpful Links for a Better Practice & a Better Life:

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• Get The Best Practices Magazine for free: https://www.actdental.com/magazine
• Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

• Watch the video version of Episode 734: https://www.youtube.com/@actdental/videos

Main Takeaways:

• Patients need better home care.
• Brushing, rinsing, and flossing is not enough.
• Systemic antibiotics are not long-term solutions.
• Perio Protect makes home care easy and convenient.
• Be honest with patients about their gum disease findings.
• You have the opportunity to change patients’ lives for the better.

Snippets:

0:00 Introduction.

1:32 Why this is an important topic.

6:24 The problem of diagnosis and treatment planning.

10:10 How to be honest with patients about gum disease.

12:46 Health benefits of treating gum disease.

15:04 Put periodontal disease into remission.

18:03 The Perio Protect process.

19:32 More about Perio Protect.

Tanya Dunlap Bio:

Tanya Dunlap, PhD, is the vice president at Perio Protect, where she has worked since 2005. For several years, she served as the research liaison for the company, working with researchers and investigators who were testing Perio Tray® therapy in...

733: Health Habits to Wind Down for Deep Sleep – Dr. Uche Odiatu & Loren King

Are you exhausted before the day is done? Do you wish you had more sleep? Better health, a better life — even being a better dental professional — is tied to a more restful night. To help you be your best self at home and the office, Kirk Behrendt brings back one of ACT’s favorite health and wellness gurus, Dr. Uche Odiatu, and Loren King, an international speaker, life coach, and dental hygienist, to reveal a few simple hacks and habits to start sleeping better today. To learn the foundation for better sleep, listen to Episode 733 of The Best Practices Show!

Learn More About Dr. Odiatu & Loren:

• Join Dr. Odiatu on Facebook: https://www.facebook.com/UcheOdiatu
• Follow Dr. Odiatu on Instagram: https://www.instagram.com/fitspeakers
• Learn more on Dr. Odiatu’s website: http://www.druche.com
• Register for the 2024 Bulletproof Summit (June 14-15, 2024): https://reg.bravuratechnologies.com/events/47000020/ae8c3cd7-475c-2bb7-92f0-2pqr33700290/open
• Follow Loren on Instagram: https://www.instagram.com/lorenthecoachforhumans
• Schedule a call with Loren: https://calendly.com/thehumanexperiencecoach/schedule-a-call?month=2024-05
• · Watch Loren’s Human Trafficking and Dentistry course: https://www.youtube.com/watch?v=eNnOI7eGpd4

More Helpful Links for a Better Practice & a Better Life:

• Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listen
• Join The Best Practices Association: https://www.actdental.com/bpa
• Join ACT’s To The Top Study Club: https://www.actdental.com/ttt
• See the ACT Dental/BPA Live Event Schedule: https://www.actdental.com/event
• Get The Best Practices Magazine for free: https://www.actdental.com/magazine
• Please leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218

Episode Resources:

• Watch the video version of Episode 733: https://www.youtube.com/@actdental/videos
• Try the Oura Ring: https://ouraring.com
• Read Sapiens by Yuval Noah Harari: