The Best Practices Show with Kirk Behrendt

Is your schedule “full” but still feels chaotic, stressful, and unproductive? In this episode, Kirk Behrendt talks with ACT Dental coach Robyn Theisen about the real reason your schedule feels like chaos—and how to fix it by designing your day with intention, predictability, and clear scheduling agreements. You’ll learn how to work backwards from annual goals to daily targets, use block scheduling without losing flexibility, protect emergency time, and stop letting patients dictate your day. Listen to Episode 1029 of The Best Practices Show!Main Takeaways:Chaos in the schedule is a design problem, not a people problem.Predictability in the schedule reduces stress for the doctor, the team, and the patient experience.A proactive schedule shifts the practice from being busy to being productive and consistently hitting goals.Build the schedule by working backwards from annual production goals to determine daily production targets.Use block scheduling across the entire week and protect block integrity by shifting blocks instead of overriding them.Reserve true emergency time and use separate urgency time for patients who need to get in but can’t come immediately.Assign a single owner of the schedule and reinforce their decisions so the system stays consistent.Snippets:00:00 Intro01:45 Why a reactive schedule increases stress for the team and patients.03:05 Predictability as a major driver of dentist and team happiness.04:45 Why schedule chaos is a design problem, not a people problem.05:50 What a schedule without intention looks like.08:05 How to work backwards from annual goals to daily production targets.10:35 Using the production-per-day feature in practice management software.12:10 Build the schedule for the doctor’s wants first, then patient needs.17:10 How blocks protect flow, profit, and patient access.18:55 Why you need block scheduling across the whole week.20:05 New patient and hygiene/perio scheduling must be intentional.21:40 Emergency time vs. urgency time and how each should be used.24:05 Confirming key appointments earlier and setting scheduling agreements.25:05 One person must own the schedule and the dentist must support that role.26:05 “Show me your schedule and I can tell you how you’ll feel at day’s end.”27:10 Rating the day to identify what made it a 10 or a 5.29:05 BPA resource mentioned: Ideal Day Scheduling Guide.Guest Bio/Guest Resources:Robyn Theisen brings an entire life and legacy of dental experience to the team and every team with which she works as the daughter and sister of dentists. With almost 20 years of experience in dentistry, her roles ranged from practice management to operations at Patterson Dental to coaching teams. Robyn’s passion is empowering teams to realize that they can dramatically impact the lives of the people they serve by implementing skills and systems to remove barriers to life-changing dental treatment. She has done it for decades and does it every day with dental teams.Outside of coaching, she enjoys time with her husband, Rob, and two daughters, Emerson and Ruby. She loves traveling, music, fitness, and cheering on the Michigan State Spartans.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

As a dentist, you can present the best treatment plan—and still lose case acceptance if your team “translates” it differently after you leave the room. In this episode, Kirk Behrendt sits down with Debra Engelhardt-Nash, educator and founder of the Nash Institute for Dental Learning, to unpack what’s really being said in the operatory when you’re not there. You’ll learn how belief systems and “wallet biopsies” derail care, how to position assistants as clinical endorsers (not counterpoints), and how to train communication so patients hear one consistent message. Listen to Episode 1028 of The Best Practices Show!Main Takeaways:Team members can unintentionally undermine treatment when they assume patients can’t afford or won’t value ideal care.A simple reset is asking the assistant, “If this were your mouth, what would you rather have?” and aligning the recommendation accordingly.The assistant’s role is to create a “perception of quality” even when the doctor is not present.Standing physically with (not across from) the doctor signals unity and increases patient confidence in the plan.Too many treatment options create confusion, and a confused mind often defaults to “no.”Doctors should delegate parts of the explanation intentionally so assistants can reinforce the why, answer questions, and help the patient process fees.Communication must be trained and rehearsed; it won’t improve by osmosis after a course, study club, or podcast.Snippets:00:00 Intro01:11 Meet Debra Nash02:10 Rural Practice Dilemma04:41 If It Were Your Mouth06:24 Wallet Biopsies06:32 Dermatology Delegation Story10:09 Moment of Truth After Doctor Leaves10:36 Standing With The Doctor12:03 Jargon And Too Many Choices15:53 Training Without Scripts17:43 Team as Patient Advocates18:10 Veneers Parade of Shades18:46 Investing in Staff Smiles20:08 Retention and Loyalty Boost20:41 Empathy vs Sympathy23:57 Stop Apologizing for Care25:37 Recall Value and Exams26:23 Quality Without Doctor27:53 Train Communication Skills28:55 Programs and Contact Info30:47 Final Takeaways and WrapGuest Bio/Guest Resources:Debra Engelhardt-Nash has been in dentistry since 1985 as a consultant, trainer, author and speaker. She has presented workshops nationally and internationally for numerous associations and study clubs. She is a repeat presenter for organizations including Chicago Dental Society Midwinter Meeting, the Yankee Dental Meeting, The Swedish Academy of Cosmetic Dentistry, and the Greater New York Dental Meeting. Debra has also appeared on several podcasts and webinars and authored several articles for dental publications.Debra served three terms as the President of the Academy of Dental Management Consultants who presented her their Lifetime Achievement Award as well as the Charles Kidd Meritorious Service Award. She is the Immediate Past President of the Academy for Private Practice Dentistry. She has been repeatedly recognized as a Leader in Consulting and Education by Dentistry Today and has been listed as top 25 Women in Dentistry. Debra is also the recipient of the Gordon Christensen Lecturer Recognition Award.Together with her husband, Dr. Ross Nash, Debra is the co-founder of the Nash Institute for Dental Learning – a post graduate training center in cosmetic and esthetic techniques and dental business administration training.Guest resources mentioned:Nash Institute for Dental Learning: https://www.thenashinstitute.com/Debra Engelhardt-Nash: https://debraengelhardtnash.com/Text Debra: 704-904-3459More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Case acceptance slows down when patients don’t fully trust the diagnosis or understand the outcomes they’re buying—not just the treatment they’re paying for. In this episode, Kirk Behrendt talks with Miranda Beason, ACT’s Director of Education, about why low case acceptance is often a trust problem and how to fix it with better value communication, co-discovery, and consistent team language. You’ll learn what it looks like when practices get case acceptance wrong, what “right” looks like in real conversations, and the specific behaviors and tools that move patients from “let me think about it” to scheduling before they leave. Listen to Episode 1027 of The Best Practices Show!Main Takeaways:Low case acceptance is rarely about price alone and is often rooted in missing trust and value creation.Patient acceptance percentage can look strong even when dollar amount acceptance shows weak commitment to comprehensive care.When practices miss trust-building, patients leave without scheduling, say “let me think about it,” and large plans sit in unscheduled treatment reports.Inconsistent case acceptance between providers often reflects differences in how clearly outcomes, value, and trust are communicated.When teams build trust well, patients ask curious questions, prioritize recommended care, and accept comprehensive plans at higher rates.Co-discovery and co-diagnosis help patients participate in understanding their condition and choosing solutions, which increases trust and commitment.Visuals like intraoral photos and properly oriented radiographs help patients see what you see and reduce confusion during treatment discussions.Snippets:00:00 Metric Monday Kickoff01:55 Why Trust Drives Acceptance04:19 Signs Youre Getting It Wrong05:48 Patient vs Dollar Acceptance07:39 Accountability and Assistants10:05 What It Looks Like Right13:13 How to Improve Today15:01 Tools Visuals and Language16:37 Resources and Wrap UpGuest Bio/Guest Resources:Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

One of the hardest parts of running a dental practice is producing dentistry consistently while cash flow stays unpredictable because you’re not collecting what you’re actually owed. In this episode, Kirk Behrendt brings in Ashley Bond, founder of Wisdom Dental Billing, to explain where revenue leaks happen inside the billing and collections process and how to tighten up your systems so production turns into real collections. You’ll learn how to calculate your collection percentage, what numbers to watch every month, where missing money usually hides, and which daily workflows keep claims moving and prevent write-offs that shouldn’t happen. Listen to Episode 1026 of The Best Practices Show!Main Takeaways:Track your collection percentage monthly by dividing total collections by net production (after adjustments) and multiplying by 100, aiming for 98% or higher.When collection percentage is below 98%, the missing money is typically found in adjustments, patient accounts receivable, or insurance accounts receivable.Relying on one “hero” biller is risky; practices need repeatable systems that don’t collapse when turnover happens.Most denied claims are tied to office administrative errors, often due to missing or incomplete documentation and attachments.Posting insurance payments accurately is critical because incorrect write-offs and misposted EOBs can trigger audits and slow payment timelines.Rejected claims can sit unseen in the clearinghouse and never reach insurance unless someone works rejections daily.Claims should be followed up every 14 days with complete claim notes (date, rep, outcome, action taken, reference number, initials) until paid.Snippets:00:00 Welcome and Revenue Leak01:17 Meet Ashley Bond02:26 Ashley Origin Story03:59 Why She Built Wisdom05:26 Insurance Keeps Changing06:42 Production vs Collections Reality08:17 Calculate Collection Percentage09:37 Find the Missing Money15:45 Systems Not a Hero17:13 Insurance Verification Time Sink18:42 Insurance Breakdown Reality19:18 What Outsourced Billing Means20:24 Why Teams Lose Money22:16 Core Systems And Cadence26:18 Clean Claims And Notes28:08 How Long To Get Paid30:52 EOB Audits And Risk34:07 Final Metrics To Track35:00 Wisdom Services And Contact36:40 Wrap Up And Next StepsGuest Bio/Guest Resources:Ashley Bond, Co-Founder & Chief Dental Billing Officer at Wisdom, leads our billing team, focusing on innovative solutions and training for enhanced service quality and efficiency. Previously, Ashley founded Bond Dental Billing, where she developed a nationwide billing service from her initial experience in her father's dental practice. Ashley is a proud member of the ASCA, SCN, demonstrating her commitment to professional development and excellence in the dental billing community. Ashley is passionate about continuing education in the dental community, and contributes in both editorial, and speaking capacities.Guest Resources: https://www.withwisdom.com/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Dental teams are feeling the hygienist shortage, and many practices are reacting with shortcuts instead of fixing what’s actually driving clinicians away. In this episode, Kirk Behrendt sits down with Katrina Sanders, a dental hygienist, educator, and clinician with AZ Perio, to unpack what’s behind the shortage, why “oral preventive assistant” roles miss the point, and what leaders can change right now to attract (and keep) high-performing hygienists. You’ll learn what the data says, what “respect from leadership” really looks like in day-to-day practice, and how core values and humility shape the culture that determines who you can hire. Listen to Episode 1025 of The Best Practices Show!Main Takeaways:The hygienist shortage is tied to training pipeline shifts: dental school graduations rising while hygiene graduations decline, creating a sustainability gap for practices staffed with multiple hygienists per doctor.Many hygienists cite leaving for reasons that practices can influence directly: limited growth opportunities, toxic work environments, inflexible scheduling, and lack of respect from leadership.Creating “oral preventive assistant” roles can further devalue hygienists and distract from fixing the actual causes of turnover.Leaders who feel threatened by clinical pushback often create cultures that repel proactive hygienists and attract clinicians who won’t challenge outdated protocols.A sustainable hygiene model requires clarity on expectations and systems that support diagnosis support, perio protocols, utilization, and production—not just filling chairs.Practices that retain top talent invest in development, collaboration, and shared learning rather than relying on ego or “this is the way we’ve always done it.”The future of independent dentistry requires intentional choices about culture, values, and team development rather than letting external forces dictate direction.Snippets:00:00 Podcast cold open01:20 Meet Katrina Sanders03:25 Panel story setup05:48 Hygienist shortage data10:19 OPA debate and applause12:02 Would you hire her16:36 Ego and leadership respect24:47 Silver tsunami and workforce trends28:04 Building growth and flexibility30:17 Ego Versus Growth31:03 Core Values Alignment32:53 Prophy Princess Problem33:51 Hygiene Metrics Math37:38 You Attract Your Team39:11 Building Values Nucleus40:09 Why She Stays42:40 Pick Your Direction45:08 Max Bet Contrarian48:49 Curiosity Over Ego50:55 Would You Hire Her51:27 Hire Thought Leaders53:42 Where To Find Katrina54:11 Exchange Perio Workshop56:26 Team Learning Together59:45 Final SendoffGuest Bio/Guest Resources:In the ever-changing world of dental science where research, technology, and techniques for patient care are constantly evolving, dental professionals look to continuing education to provide insight, deliver actionable steps, empower, and create a dramatic impact within their clinical practice.With wit, charm, and a dash of humor, Katrina Sanders enchants dental professionals with her course deliverables, insightful content, and delightful inspiration. Her message of empowerment rings mighty throughout her lectures and stirs a deep sense of motivation amongst course participants.Katrina is the Clinical Liaison for AZPerio, the country's largest periodontal practice. She performs clinically, working alongside Diplomates to the American Board of Periodontology in the surgical operatory. Katrina perfected techniques during L.A.N.A.P. surgery, suture placement, IV therapy, and blood draws. She instructs on collaborative professionalism and standard-of-care protocols while delivering education through hygiene boot camps and study clubs.Resources mentioned:Website: www.katrinasanders.comInstagram: https://www.instagram.com/thedentalwinegenist/Program: https://katrinasanders.com/speaking/https://smilesource.com/exchangeMore Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Overhead feels too high, and many dentists try to fix it by cutting costs in the wrong places. In this episode, Kirk Behrendt talks with co-host Miranda Beeson about how to evaluate overhead through two lenses—spending and collections—so you can reduce overhead without compromising the practice. You’ll learn what “high overhead” actually looks like, where practices typically leak revenue, what to review inside your overhead buckets, and the specific actions you can implement today to strengthen collections and control supply and lab spend.Listen to Episode 1024 of The Best Practices Show!Main Takeaways:Overhead should be evaluated through two lenses: spending and collections.Cutting costs reactively can create team frustration and does not fix the root cause of high overhead.If collections are below 100%, the practice is chasing money, accounts receivable grows, and overhead percentage rises.High overhead is often tied to inconsistent expense review and emotional purchasing decisions instead of systematic ones.Strong overhead performance includes consistent review of overhead buckets and budgeting supplies and lab as a percent of collections.Same-day financial closure and clearer ownership of accounts receivable improve collection performance.Assigning an ordering and inventory “champion” with a defined budget helps prevent overspending and product waste.Snippets:00:00 Metric Mondays Intro01:30 Overhead Problem Framing02:33 Two Lenses Overview04:37 Common Overhead Mistakes07:59 What Good Looks Like10:57 Fix Collections Today12:51 Control Spending Systems14:20 Supply Budget Benchmarks16:15 Labs And Invoice Checks17:26 Wrap Up And Next StepsGuest Bio/Guest Resources:Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.Resources mentioned in this episode:Smile Source Marketplace: https://smilesource.com/Smile Source Transform membership: https://smilesource.com/membership-benefits-for-private-dental-practice-growth-and-successMore Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Weekly team meetings often get skipped, squeezed into lunch, or treated as optional — and that creates misalignment, unresolved issues, and reactive decision-making. In this episode, Kirk Behrendt brings back ACT Dental coach Carlie Einarson to explain why a structured weekly team meeting is the key rhythm for “practice care” (not patient care). You’ll learn when to schedule it, what to cover, how to use KPIs to course-correct quickly, and how consistent meetings build an aligned, smarter, healthier team over time — listen to Episode 1023 of The Best Practices Show!Main Takeaways:The daily morning huddle is for patient care, and the weekly team meeting is for practice care.Weekly meetings prevent misalignment by giving the team a consistent space to communicate, prioritize, and solve problems together.“As-needed” meetings don’t work because issues pile up, side conversations grow, and small problems become big ones.The best weekly meeting time is typically Tuesday or Wednesday morning, not Monday, not Thursday, and not over lunch.Reviewing KPIs weekly turns data into decisions and allows faster course corrections when systems aren’t working.A healthy culture isn’t conflict-free; weekly meetings create structured time for healthy conflict, recognition, and connection.Progress comes from consistency over time, especially by breaking annual goals into quarterly priorities and working them weekly.Snippets:00:00 Intro01:24 Meet Carlie Einarson02:45 Why Weekly Meetings05:45 Team First Mindset06:36 Weekly Beats Monthly09:04 Best Time To Meet12:31 Alignment Through Vision15:57 KPIs Make Teams Smarter20:08 Healthy Culture And Conflict24:51 Airplane Maintenance Wrap27:02 Resources And Next Steps28:35 Final Thanks And SignoffGuest Bio/Guest Resources:Carlie Einarson is a lead practice coach who has a passion for helping others succeed in the dental field. She loves helping to create a stable foundation for practices so both professionals and patients have a great experience every time they walk in the door!Carlie graduated from Utah College of Dental Hygiene. She has ten years of experience in the dental field, including clinical dental hygiene, front office, and leading teams.In her free time, she enjoys spending quality time with loved ones, traveling, skiing, playing volleyball, and golfing.Resources mentioned in this episode:Best Practices Association (BPA) resources and guides:https://www.actdental.com/free-resources/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Do your patients feel cared for — or are you just taking care of them? In this episode, Kirk Behrendt interviews Dr. Bryan Laskin, dental author, tech entrepreneur, and patient-advocacy leader, about why dentistry is losing patient trust and what to do about it. You’ll learn how private equity and spreadsheet-driven decisions can quietly degrade the patient experience, why “clarity” is the biggest lever for rebuilding trust, and how simple systems and technology can help patients feel listened to, informed, and confident. Listen to Episode 1022 of The Best Practices Show!Main Takeaways:Taking care of people is different than making people feel cared for, and patients primarily feel listened to, communicated with, and given clarity.Private equity has accelerated aggregation in dentistry, and tighter margins can increase the risk of decisions that ignore how patients experience care.Patients may still trust their own dentist, but broader trust in dentists is eroding, making transparency and clarity more important than ever.Building “care more, make more” requires systems that create connection, reinforce clarity, and build confidence to improve recall and referrals.Treatment plans are often accepted at the kitchen table, so practices need to share information that patients can review after leaving the office.Removing human variability by automating “robotic” tasks frees the team to do what humans do best: welcome, connect, and care.When evaluating technology, the first question should be how it makes people feel, because patient experience drives growth.Snippets:00:00 Huge difference between taking care of people and making people feel cared for.00:03 Bryan’s background: practice ownership, CAD/CAM training, scaling a patient engagement solution, and standards work.00:05 “Care more, make more” and the clarity, confidence, connection framework.00:06 Why dentistry’s recurring hygiene model attracted private equity and accelerated DSO growth.00:09 What spreadsheets miss: the patient experience and the “silent killer” of lost confidence.00:10 “Patients still trust their dentist, but patients don’t trust dentists.”00:14 The biggest problem: patients are confused, and confusion destroys confidence.00:16 Transparency as the flip side of trust and why everyone “Googles” their care.00:22 New patient intake as a systems problem and how automation improves the human welcome.00:25 The pathway to trust: connection, clarity, then confidence.00:31 The technology question: “How does it make people feel?”00:32 Where to learn more: cair.net, toothapps.com, and Bryan’s books.Guest Bio/Guest Resources:Dr. Bryan Laskin has spent over two decades at the intersection of healthcare, technology, and patient advocacy. As a practicing dentist, he witnessed firsthand the artificial barriers separating dental and medical care despite their profound connections. As a healthcare technology entrepreneur, he's developed innovative solutions to improve care coordination, enhance patient communication, and increase healthcare transparency.Resources mentioned:Cair (patient-facing): https://cair.net/ToothApps (practice side): https://www.toothapps.com/Brian’s website: https://bryanlaskin.com/Books: The Patient First Manifesto https://bryanlaskin.com/patient-first-manifestoMore Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Hygiene production problems don’t start this week — they were built months ago through leading indicators you can track and influence. In this episode, Kirk Behrendt sits down with ACT Dental coach Ariel Siegel to explain why hygiene production is a lagging indicator and how to improve it by focusing on reappointment rate, perio diagnosis, and perio acceptance. You’ll learn what hygiene breakdown looks like in real time, what predictable stability looks like when systems are working, and the simplest numbers to start tracking today so you can engineer future results instead of reacting to past ones.Listen to Episode 1021 of The Best Practices Show!Main TakeawaysHygiene production is a lagging indicator that is built three to six months before the appointment through daily behaviors and tracking.Reviewing last week or last month’s numbers shows where you were, but it doesn’t give you a chance to change those results now.Reappointment rate, perio diagnosis, and perio acceptance are leading indicators that drive future hygiene production.When hygiene is built poorly, teams scramble to rebuild schedules, cancellations feel disruptive, and there is little depth in future hygiene.Perio diagnosis will vary by provider when the department lacks alignment, consistent protocols, and consistent verbal skills.Tracking real reappointment data (patients seen vs. patients scheduled) immediately increases awareness and improves performance.Focusing on one KPI for 30 days creates clarity for the team and compounds into stronger, more predictable hygiene production.Snippets:00:00 Hygiene production problems are built months before today.02:16 Hygiene production is a lagging indicator driven by leading indicators.04:22 What it looks like when hygiene is built wrong: scrambling, inconsistency, and a weak schedule.06:33 What it looks like when you build hygiene right: stable, predictable hygiene three to six months out.09:23 Engineer hygiene production by tracking reappointment, perio diagnosis, and perio acceptance.11:16 The actionable first step: track patients seen vs. patients reappointed.13:08 Use perio diagnosis by provider to find alignment gaps and improve consistency.15:49 Pick one KPI at a time to create focus and compounding improvement.17:13 Data removes emotion and lets the team solve the problem together.18:35 New BPA resources added for hygiene systems and metrics.Guest Bio/Guest Resources:Ariel has a master’s in healthcare administration and several years of dental experience in all aspects of the administrative roles within the dental office. Her passion is to work with dental teams to empower team members to realize their full potential in order to better serve patients, improve office systems to ensure a well-functioning team/office, and to help everyone have fun in the process!Resources mentioned in the episode:Best Practices Association (BPA) resources: https://www.actdental.com/free-resources/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Embezzlement can feel like a cash-only problem—until it isn’t. In this episode, Kirk Behrendt sits down with David Harris of Prosperident to explain what dental thieves steal besides cash, why modern payment methods create new vulnerabilities, and what behaviors can signal elevated risk inside your practice.You’ll learn how thieves think, where they tend to steal (revenue vs. expense), why comparing collections to deposits matters, and how to reduce risk by trusting systems—not people. listen to Episode 1020 of The Best Practices Show!Main Takeaways:Cash is still a thief’s first choice, but declining cash payments force thieves to adapt to other methods of stealing.If you don’t compare collections in your practice management software against bank deposits, even an unsophisticated thief can steal undetected.Checks are easier to monetize than many dentists assume because banks scrutinize them less than they used to.Electronic funds transfers can be redirected by a fraudster, and staff often post EFTs “blind” without confirming the money actually hit the account.Virtual credit cards from insurers create added fees and theft risk because they function like prepaid card numbers that can be monetized.Thieves are typically driven by either need (financial pressure) or greed (entitlement), and their behavior often changes as they steal.Background checks, credit checks, and drug testing should be standardized for roles with access to money and sensitive systems.Snippets:00:00 Cash isn’t the only thing dental thieves steal.05:00 “I don’t take much cash” is not a theft prevention plan.06:40 Why thieves have adapted as cash collections decline.08:10 How check processing changes made theft easier.11:20 Why it’s “way easier” to steal now than 20–40 years ago.12:30 EFTs aren’t bulletproof—and how redirecting deposits happens.15:00 A safer EFT setup: separate account + monthly sweep + read-only access.18:20 Virtual credit cards: why they’re bad and what to do about them.21:40 Thieves are driven by need or greed.24:00 Why access determines whether theft happens on revenue or expense.25:10 “Compare collections against deposits” as a non-negotiable control.28:00 Why “nice,” religious, long-tenured, or small-town staff can still steal.29:20 Red flags: working alone early/late, weekend “catch-up,” and avoiding vacation.31:00 How an absence exposed a $600,000 theft.32:10 Why consultants can trigger sudden resignations.34:40 Background checks, credit checks, drug testing, and driving records.37:20 A real example: “Trust systems, not people.”40:10 Why audits should be stealthy—and why telegraphing concerns is risky.42:50 How to contact Prosperident.Guest Bio/Guest Resources:David Harris is a dental-exclusive forensic investigator who has spent more than three decades investigating employee theft and embezzlement in dental practices. He works with a team that conducts forensic audits and investigations focused exclusively on dentistry, helping practice owners identify risk and implement systems to reduce opportunity for theft.Resources mentioned:Prosperident: www.prosperident.comPhone: 888-398-2327Episode 1013: https://podcasts.apple.com/ph/podcast/1013-the-6-divisions-of-duties-to-prevent/id1223838218?i=1000751483020More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

In dentistry, many problems aren’t caused by the procedure itself—they come from what wasn’t discussed before treatment started. In this episode, Kirk Behrendt brings back Dr. Dennis Hartlieb, a general dentist and educator, to share four communication tips that help you set expectations, reduce misunderstandings, and protect the practice before you ever pick up a handpiece. You’ll learn how to give patients clearer choices, document risk the right way, talk through outcomes without creating fear, and spot red flags before they become bigger problems—listen to Episode 1019 of The Best Practices Show!Main Takeaways:Give patients two options to simplify decisions and prevent overwhelm.Explain material choices in simple terms (composite as “plastic,” porcelain as “glass”) and connect each to tradeoffs.Set yourself up for success by having the key conversations before you start treatment, especially on higher-risk cases.Sell the benefits of the recommended treatment before you explain what can go wrong.Use photos and brief chart notes (like “reviewed photograph of crack with patient”) to document the condition and the conversation.Watch for red flags like patients who fight you on treatment, arrive with multiple splints, or evaluate dentistry with magnification.Manage expectations for single-tooth esthetics by defining “social distance” success and planning for follow-up adjustments.Snippets:00:00 Why communication before treatment matters.01:00 Meet Dr. Dennis Hartlieb and what he teaches.02:10 Dennis explains his practice focus and Dental Online Training.04:10 Dennis shares his connection to Buddy Mopper and composite dentistry.06:10 The two-option framework for a chipped anterior tooth.07:20 “Plastic vs. glass”: how to explain composite vs. porcelain in patient language.09:35 What Dennis says when patients ask, “What would you do, doc?”12:45 Managing cracked teeth: using pre-op photos to document unpredictability.16:25 Sell the benefits first, then discuss the risks.18:05 Missing tooth conversations: step-by-step options without overwhelming patients.20:35 Why Dennis limits choices to two options at a time.25:10 Red flags: patients who resist treatment or “know dentistry too well.”28:05 Splints, magnifying mirrors, and when to step back from treatment.31:20 Setting expectations for single-tooth matching in the esthetic zone.34:45 Fee levels based on esthetic difficulty and patient expectations.36:20 Why Dennis prefers composite veneers for control and predictable revisions.39:00 Final lesson: ask questions, truly listen, and pull on the thread.41:15 Where to find Dennis: Dental Online Training and YouTube.Guest Bio/Guest Resources:Dr. Dennis Hartlieb is a graduate of the University of Michigan School of Dentistry. He maintains a full-time practice, Chicago Beautiful Smiles, in the Chicago suburb of Glenview, Illinois. Dr. Hartlieb is an instructor at the Center for Esthetic Excellence in Chicago and is an Adjunct Associate Professor at the Marquette University School of Dentistry in Milwaukee, Wisconsin. He lectures extensively to dentists throughout the U.S. on the art and science of anterior and posterior direct resin techniques. Dr. Hartlieb is an Accredited Member of the American Academy of Cosmetic Dentistry. He is also a member of the prestigious American Academy of Restorative Dentistry, and the American Dental Association. He is the president of the Chicago Academy of Interdisciplinary Dentofacial Therapy, and officer for the Chicago Academy of Dental Research study club. His dentistry has been seen in many dental publications and he has contributed articles on his techniques in restorative dentistry.Dental Online Training: https://www.dothandson.com/Dr. Hartlieb’s email: hartliebdds@dothandson.com Dr. Hartlieb’s Facebook: / dennishartliebdds Dr. Hartlieb’s social media: @hartliebddsMore Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Do your numbers look good on paper, but the practice still feels heavy day-to-day? In this episode, Kirk Behrendt brings back ACT coach Ariel Siegel to explain why “busy” doesn’t automatically mean “healthy,” and how the effort gap between gross production and net production creates exhaustion, tight cash flow, and a constant hamster-wheel feeling. You’ll learn how to calculate your effort gap, translate it into an “energy quotient,” and start managing write-offs so your schedule is built around profitable dentistry—not just busy dentistry. Listen to Episode 1018 of The Best Practices Show!Main Takeaways:Gross production can look successful while net production reveals whether the practice is actually healthy.The “effort gap” is the difference between what you produce and what you will realistically collect after adjustments and write-offs.When the effort gap is high, the team isn’t lacking effort—it’s performing dentistry that won’t be collected, which creates the feeling of heaviness.You don’t get paid on gross production, but you still pay overhead on gross production, which makes the gap more damaging as the practice grows.Converting the effort gap into “days worked for free” helps quantify how much time and energy is being donated to adjustments.Tracking both gross and net production allows you to see the effort being spent and the money actually retained, so you can make informed decisions.Breaking adjustments into categories (membership, elective discounts, and insurance by plan) creates transparency and shows exactly where to start improving.Snippets:00:00 Intro01:15 Why “numbers look good” can still feel heavy.02:15 The effort gap: gross production vs. net production.03:15 Why gross production is a false proxy in today’s dentistry.04:20 You don’t get paid on gross production, but you pay out on it.07:05 Bigger isn’t always better: adjusted EBITDA and what a large practice is really worth.08:10 Turning the effort gap into an “energy quotient.”10:55 Track both gross and net production to manage effort and collections.12:10 How to calculate your effort gap using the last 12 months.13:20 Break adjustments into categories to find the biggest drivers.15:00 Clean reporting: track insurance adjustments by plan, not one bucket.16:40 The first step is finding where the heaviness is coming from.Guest Bio/Guest Resources:Ariel has a master’s in healthcare administration and several years of dental experience in all aspects of the administrative roles within the dental office. Her passion is to work with dental teams to empower team members to realize their full potential in order to better serve patients, improve office systems to ensure a well-functioning team/office, and to help everyone have fun in the process!More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Occlusion cases stall when dentists focus only on how the teeth fit, instead of why the bite doesn’t fit in the first place. In this episode, Kirk Behrendt brings back Dr. Jim McKee to explain the #1 thing dentists get wrong about occlusion—and why it’s not the teeth. You’ll learn how to redefine occlusion beyond tooth contacts, how disc displacement changes the bite, why many “malocclusions” should be considered joint-driven until proven otherwise, and how better diagnosis can create a restorative diagnostic practice model that attracts the right patients. listen to Episode 1017 of The Best Practices Show!Main TakeawaysOcclusion must be defined as both how the teeth fit together and how the joints fit together, because joint position drives tooth position.Many cases that stall in treatment planning stall because the dentist doesn’t know how to manage occlusion and TMD variables.Clicking and popping joints are most often ligament tears that create a disc displacement, not “stretching” that resolves on its own.Instead of asking how to remove a posterior interference, the better question is why the interference exists in the first place.Class II malocclusions are often related to joint conditions, and the disc-condyle relationship can explain why the mandible isn’t forward enough.If you wait for TMJ pain to appear, you are often late, because many adult TMD presentations started during growth years.Diagnosis requires appropriate imaging, and evaluating only hard tissue can miss the disc-condyle interface that drives growth and occlusal change.Snippets:00:00 Podcast Welcome01:10 Meet Dr Jim McKee02:25 Young Dentist Challenges04:17 Why Occlusion Stalls Cases07:02 Redefining Occlusion08:26 Class Two Joint Clues11:34 Disc Displacement Basics13:25 Injury Causes Clicking14:47 Gasket Analogy Explained17:39 Posterior Interference Rethink21:00 Reading Patient Red Flags22:53 Growth Airway MRI Debate26:16 Supporting Orthodontists Better27:21 Malocclusion Is Joint Driven28:02 Prevalence And Planting Seeds30:29 Diagnostic Records Practice Model31:50 Fees And Low Stress Workflow33:15 Rethinking Orofacial Pain36:40 Bruxism And Sympathetic Drive38:50 Patients Are Not Crazy40:01 Imaging Before Appliances41:37 TMD As Practice Growth Engine43:19 Referrals And Study Clubs44:33 Chicago Study Club And Courses47:52 Wrap Up And ResourcesGuest Bio/Guest Resource:Dr. Jim McKee is a restorative dentist and educator focused on occlusion, TMD, and restorative diagnosis. He is a member of the Spear Resident Faculty. He has maintained a private practice since 1984 in Downers Grove, Illinois, where he treats a wide variety of cases with a focus on predictable restorative dentistry. He is a member of the American Academy of Restorative Dentistry and former president of the American Equilibration Society. He has lectured both nationally and internationally for over 25 years and directs several study clubs. Dr. McKee graduated from the University of Notre Dame in 1980 and earned his dental degree from the University of Illinois College of Dentistry in 1984. More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

A growing number of dentists are reconsidering PPO participation as costs rise and reimbursement falls. In this episode, Kirk Behrendt sits down with dental consultant Deborah Engelhart Nash to unpack why a reported 29% of surveyed dental practices stopped taking insurance in 2025, what fears keep dentists stuck, and how to transition the right way. You’ll learn how to evaluate your patient mix, identify low-hanging fruit plans to drop first, communicate changes without blaming insurance, and redesign systems so your team can focus on people work instead of paperwork—listen to Episode 1016 of The Best Practices Show!Main TakeawaysA survey of dental marketers’ client data reported that 29% of participating practices stopped taking insurance in 2025.Leaving insurance rarely fails when doctors do due diligence on patient concentration, capacity, and fee schedules before making changes.Doctors should prioritize dropping low-reimbursement plans and plans with low patient volume instead of quitting all plans at once.If a practice is booked out for months with in-network patients while losing money on those visits, reducing PPO participation can open capacity for higher-fee care.Successful transitions require team alignment, consistent messaging, and avoiding language that blames insurers or frames the decision as “about the money.”Practices should reframe insurance as an employer-provided allowance that helps offset care rather than something that determines the standard of care.Outsourcing insurance and billing work can help teams focus on patients, keep up with code changes, and improve claim outcomes.Snippets:00:00 Intro02:20 The survey source and the 29% statistic from 2025.03:15 Why some in-network hygiene visits can lose money.05:20 The “40% cut” example to explain PPO economics to teams.06:25 Why dentists don’t go back once they leave insurance.07:10 The Anchorage example: when a single employer dominates the patient base.08:10 If you’re booked out for months, cutting low-fee volume can create room.09:15 How umbrella plans expanded participation without doctors realizing it.10:10 Start with low-hanging fruit plans and lowest reimbursement fee schedules.12:05 The reminder: about 50% of Americans don’t have dental insurance.13:20 How many active patients a solo doctor with two hygienists actually needs.15:15 Why the patient conversation should focus on quality of care, not fees.17:05 What callers ask first—and how to answer the insurance question.18:05 Predicting the future: hybrid models based on practice profile.20:10 “Roleplay” reframed as upskilling the team.23:05 Outsourcing insurance to specialists so teams do people work.24:00 72 insurance code changes in 2025 and why that matters.25:15 The biggest fear: upsetting the team, not the patients.30:55 The transition checklist: due diligence, team prep, timelines, and letters.33:00 Where to find Deborah and request the insurance letter template.Guest Bio/Guest ResourcesDebra Engelhardt-Nash has been in dentistry since 1985 as a consultant, trainer, author and speaker. She has presented workshops nationally and internationally for numerous associations and study clubs. She is a repeat presenter for organizations including Chicago Dental Society Midwinter Meeting, the Yankee Dental Meeting, The Swedish Academy of Cosmetic Dentistry, and the Greater New York Dental Meeting. Debra has also appeared on several podcasts and webinars and authored several articles for dental publications.Debra served three terms as the President of the Academy of Dental Management Consultants who presented her their Lifetime Achievement Award as well as the Charles Kidd Meritorious Service Award. She is the Immediate Past President of the Academy for Private Practice Dentistry. She has been repeatedly recognized as a Leader in Consulting and Education by Dentistry Today and has been listed as top 25 Women in Dentistry. Debra is also the recipient of the Gordon Christensen Lecturer Recognition Award.Guest Resources:Deborah Engelhart Nash website: https://debraengelhardtnash.com/Text: 704-904-3459More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Many dentists track annual patient value (APV) but don’t use it to make a clear decision about what kind of practice they want to build. In this episode, Kirk Behrendt talks with Miranda Beason, ACT’s co-host and education leader, about what APV reveals about your business model, why it impacts stress and schedule design, and how to calculate it using your last 12 months of collections and active patient count.You’ll learn what low versus high APV typically looks like in day-to-day operations, what changes when you start improving it, and the first step to take this week to decide whether your current model matches your vision—listen to Episode 1015 of The Best Practices Show!Main TakeawaysAPV is calculated by dividing the last 12 months of collections by your active patient count.APV is not just a number; it reflects the business model your practice is operating within.A low APV often correlates with a high-volume, low-margin practice that feels constantly busy and stressed.A higher APV allows a practice to rely on fewer patient visits while improving collections and protecting time.Write-offs and insurance contractual adjustments are major drivers of a lower APV and can limit profitability.Improving APV typically requires greater consistency in diagnosis, a strong periodontal protocol, and intentional scheduling strategy.The first step is awareness: calculate your APV and decide if it aligns with the type of practice you want to build.Snippets00:00 Metric Mondays Intro01:24 Meet Miranda and The Big Question02:58 What Annual Patient Value Means05:11 How to Calculate APV06:51 Low APV Warning Signs09:01 High APV Benefits and Mindset Shift13:38 Real World Results and Freedom15:23 What to Do This Week17:27 Resources and Final Wrap UpGuest Bio/Guest ResourcesMiranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Have you ever felt like your team is “getting along” but no one is saying what they really think? That’s artificial harmony, and it quietly creates frustration, drifting standards, and eventual blowups. In this episode, Kirk Behrendt brings back coach Miranda Beason to explain the difference between toxic positivity and productive conflict, why unresolved issues always become a crisis, and how leaders can build a culture where real problems get discussed calmly and respectfully. To learn how to find the sweet spot on the conflict continuum and create healthier conversations in your practice, listen to Episode 1014 of The Best Practices Show!Main TakeawaysArtificial harmony looks peaceful on the surface, but unresolved issues build underneath and erode trust over time.Conflict is not the same as confrontation; it is differing perceptions or approaches that can be discussed respectfully.Avoiding conflict often leads to intensity later, which triggers defensiveness and makes resolution harder.Productive conflict strengthens decisions by stress-testing ideas and increasing team buy-in, even when not everyone “wins.”Leaders must be intentional about creating psychological safety and trust before a team can debate issues constructively.Structured meeting tools and regular check-ins reduce emotional flooding and prevent small issues from becoming crises.Leaders should resist the “writing reflex” and allow space for discussion before jumping to correction or closing the loop.Snippets00:00 Artificial Harmony Intro01:25 Meet Miranda Beason04:50 Defining Artificial Harmony09:52 Conflict Continuum Framework12:10 Toxic Positivity Signs18:43 Miranda Meeting Story22:25 Building Productive Conflict25:44 Control Your Response27:06 24 Hour Rule27:48 Phones Kill The Pause29:11 Healthy Team Conflict32:18 Styles And Trust34:09 Check In Case Study37:20 Leaders Build Frameworks39:50 User Manuals For Teams41:03 Final Takeaways45:28 Tools And Resources47:42 Closing EncouragementGuest Bio/Guest ResourcesMiranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Do you know exactly where money can slip through the cracks in your practice—and what to do about it before it becomes a major problem? In this episode, Kirk Behrendt brings back David Harris, dental-exclusive forensic investigator and embezzlement expert, to break down the division of duties in a dental practice and explain how to apply it in real workflows. You’ll learn the six-step revenue cycle, the three rules that reduce opportunity for theft, and practical ways to create checks and balances in both large and small practices. Listen to Episode 1013 of The Best Practices Show!Main TakeawaysEmbezzlement requires both theft and concealment, and separating duties makes concealment harder.Enter treatment in the operatory by the clinician present so patient balances exist before payments are taken.Start by entering the full fee and use adjustments to document intentional discounts.In the revenue cycle, limit any one person to no more than two financial tasks.Do not allow the same person to perform consecutive steps in the financial workflow.Balancing must occur daily, even though it is more complex now due to multiple payment methods and timing delays.Practice owners should reconcile monthly by comparing collections in software to bank deposits and tracking variances over time.Snippets00:00 Welcome01:49 Meet David Harris03:33 How Common Embezzlement Is06:58 Why Division Matters11:03 Revenue Cycle Breakdown12:27 Rule One Enter Treatment17:22 Rule Two Limit Roles19:53 Small Practice Workarounds21:18 Mail Check Oversight23:11 Balancing Gets Complex25:59 Monthly Reconciliation Method28:35 Spotting Theft Patterns31:01 Trust Systems Not People33:59 Discreet Audit Options35:20 Risk Assessment Tools37:33 How to Contact Them38:47 Closing TakeawaysGuest Bio/Guest ResourcesDavid Harris is a dental-exclusive forensic investigator who has spent more than three decades investigating employee theft and embezzlement in dental practices. He works with a team that conducts forensic audits and investigations focused exclusively on dentistry, helping practice owners identify risk and implement systems to reduce opportunity for theft.Resources mentioned:Prosperident: https://www.prosperident.comMore Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Most practices have plenty of numbers but still feel unclear about what to work on next. In this episode, Kirk Behrendt talks with Miranda Beason about why many dental practices don’t have a data problem — they have a focus problem — and how to use quarterly priorities and the right metrics to create alignment, reduce chaos, and make steady progress toward annual goals. To learn how to set focus, choose what to measure, and lead your team with calmer, clearer direction, listen to Episode 1012 of The Best Practices Show!Main TakeawaysMore data does not create clarity unless the practice has clear priorities and a defined direction.Annual planning works best when it’s translated into quarterly priorities that connect to day-to-day execution.When focus is missing, leadership often reacts to what feels urgent or “loud” instead of following a strategy.Practices build momentum when they choose two to four priorities for a 12-week quarter and measure progress consistently.Tracking fewer, quarter-specific metrics is more effective than maintaining a constant list of 30–40 KPIs.Weekly reporting improves a team’s ability to make timely changes compared to waiting until the end of the month.Metrics gain traction when leaders clearly communicate the purpose, the team’s role, and how the focus supports the patient experience.Snippets00:00 Metric Monday Kickoff: Data Doesn’t Fix Everything01:57 Meet Miranda: Most Practices Have a Focus Problem02:40 Why Data Creates Alignment (and Removes Emotion)04:52 When You Get It Wrong: Chaos, Fires, and Moving Targets08:11 Real-World ‘Loud’ Moments: Snow Days, Short Months & Panic09:44 When You Get It Right: Annual Goals → Quarterly Priorities13:06 Leading vs. Lagging Indicators: Staying Calm Under Pressure14:27 What You Can Do Today: Pick a Focus + Track the Right KPIs16:28 Report Weekly, Celebrate Wins, and Tie Metrics to Patient Experience17:47 Wrap-Up: Get Help, Stay Focused, and Build a Better PracticeGuest Bio/Guest ResourcesMiranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/ Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Private practice is getting squeezed by complexity, competition, and promises that “bigger is better.” That pressure is pushing more dentists to consider selling, scaling, or giving up control. In this episode, Kirk Behrendt talks with Dr. Christian Coachman, dentist and educator, about why celebrating independent private practice matters, why quality in dentistry isn’t scalable, and what private practitioners can do to stay clinically excellent without burning out. To learn how community, support, and smart strategy can help you protect your freedom and your standards, listen to Episode 1011 of The Best Practices Show!Main TakeawaysPrivate practice protects the dentist’s freedom to make key decisions that support quality and patient-first care.Motivation, attention to detail, and passion can decline when a practice is sold and clinical decisions are influenced by outside ownership.Quality in dentistry is not scalable, and it typically drops as practices grow beyond a size that can be closely managed.The temptation to scale often hits when a dentist reaches a ceiling on fees but demand continues to grow.Independent dentists can gain many advantages of large organizations by joining a real community that offers support and shared resources.The increasing demands of technology, marketing, leadership, and management are pressuring private practitioners and fueling DSO interest.Many dentists who sell are financially relieved but still want their freedom back once non-compete periods end.Snippets00:00 Intro – Protecting Independent Private Practice01:12 Why Private Practice Matters02:45 Introducing Dr. Christian Coachman04:10 Celebrating the Freedom of Ownership06:30 The Current Challenges Facing Private Dentists08:55 The Mindset Shift Required to Stay Independent11:20 Why Community and Collaboration Matter13:40 Innovation in Modern Private Practice16:05 The Future of Independent Dentistry18:30 Why Events Like The Exchange Matter20:10 Final Thoughts – Choosing Freedom Intentionally21:32 OutroGuest Bio/Guest ResourcesDr. Christian Coachman is a dentist and dental technician known internationally for his work in dental communication, treatment planning, and interdisciplinary collaboration. He is the founder of Digital Smile Design and has spent decades working inside dental practices, observing patient interactions, and teaching clinicians how to communicate more effectively with patients and teams. He lectures globally and consults with dentists seeking to improve trust, case acceptance, and long-term patient relationships.Guest resources mentioned in the episode:Digital Smile Design: https://digitalsmiledesign.comDr. Christian Coachman on Instagram: https://www.instagram.com/chriscoachmanMore Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Are you relying on the sale of your practice to fund your retirement? Before you accept an attractive offer from a DSO, it’s critical to understand what those numbers really mean — and what alternatives exist.In this episode, Kirk Behrendt interviews Dr. Bob Margeas, founder of Iowa Dental Group in Des Moines, Iowa, about how he evaluated multiple DSO offers, broke down EBITDA and earn-outs, and ultimately chose a different transition strategy. They discuss adjusted EBITDA, recap risk, associate buy-ins, creative ownership structures, and why equity matters more than a headline purchase price. If you’re considering selling your practice — or simply want to understand your options — listen to Episode 1010 of The Best Practices Show!Main TakeawaysEBITDA is calculated differently than a dentist’s net income and often includes add-backs that significantly change a practice’s valuation.Most DSOs evaluate practices on an accrual basis rather than cash basis accounting, which affects perceived profitability.Earn-outs and recapitalization payouts are tied to performance and market conditions and are not guaranteed.Selling to a DSO typically requires the dentist to stay for several years, effectively replacing future EBITDA with the sale proceeds.Structuring an associate buy-in based on trailing three-year profits can allow debt to be serviced without increasing production.Ownership equity creates long-term wealth potential that an associate-only model does not provide.Dentists who are financially independent have more flexibility and leverage when evaluating transition options.Snippets00:00 Intro03:00 The difference between a DSO and a DPO.05:00 Understanding EBITDA and common add-backs.08:00 Why DSOs prefer accrual accounting over cash basis.10:00 How earn-outs and clawbacks work.13:30 Hiring an associate based on personality and communication skills.15:00 Structuring a 20% buy-in using trailing three-year profits.17:00 Reducing clinical days while maintaining profitability.21:00 Merging practices into a holding company model.24:00 Why saving early creates flexibility at transition.30:00 “I’m just a referee” — communicating treatment without pressure.34:00 Why equity ownership is essential for long-term wealth.Guest Bio/Guest ResourcesDr. Bob Margeas is the founder of Iowa Dental Group in Des Moines, Iowa. He is a nationally recognized clinician and educator known for his expertise in restorative dentistry, financial management, and practice efficiency. Dr. Margeas lectures to study clubs and professional groups across the country and mentors dentists on both clinical and business systems. Dr. Margeas welcomes dentists to observe him in practice by contacting his office directly.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/ Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com