The Productive Dentist Podcast: Recent Episodes
Dr. Bruce B. Baird: America's Most Productive Dentist
The Productive Dentist Podcast features Dr. Bruce Baird, America’s Most Productive Dentist, as he shares the wisdom and knowledge he has gained in over 30 years of dentistry. A pioneer in dental implants, scheduling, leadership, and practice management, Dr. Baird has a wealth of knowledge he is eager to share to help dentist become more productive and live better lives.
In this solo episode, Dr. Bruce Baird speaks directly to dentists who’ve weathered 2008, survived COVID, and are eyeing the horizon with justified caution. But instead of fear, Bruce calls for action.
This episode reframes how we prepare for recessions not by retreating, but by building something stronger: an investment-grade practice. That means high profitability, low stress, and systems so dialed-in that even chaos can’t shake you.
You’ve hit your goals. The practice is thriving. Patients love you. But now you’re asking what’s next? In this solo episode, Dr. Bruce Baird speaks directly to dentists at the top of their game. From lifestyle to legacy, here’s how to define success beyond the schedule.
Dr. Bruce B. Baird and the Productive Dentist Academy have helped thousands of doctors through turning points in their careers. In this episode, Bruce tackles the most common but often unspoken question mid-career dentists face: what’s next? From burnout to rediscovery, this episode shares real guidance and powerful mindset shifts for dentists at a crossroads.
Startup practice? Avoid years of chaos by scheduling to productivity from day one. Dr. Bruce Baird shares exactly how to design your schedule, case presentation, and clinical time to maximize growth while minimizing stress.
In this candid episode, Dr. Bruce Baird shares why most team problems aren’t really team problems—they’re leadership problems. Learn how better onboarding, clearer expectations, and courageous conversations can radically change the culture, productivity, and future of your dental practice.
In this episode, Dr. Bruce Baird and Dr. Wade Kifer discuss the importance of learning from mentors and courses, then implementing that knowledge to create a more enjoyable, less stressful dental practice. They emphasize that success in dentistry comes not from inventing something new, but from consistently applying what works.
In this episode of the Productive Dentist Podcast, Dr. Bruce B. Baird sits down with the renowned Dr. Paul Etchison—host of the Dental Practice Heroes podcast and author of the book Dental Practice Hero. Together, they dive into a candid discussion about the challenges and rewards of modern dentistry, from mastering communication and leadership to dealing with difficult patients and navigating the rise of DSOs.
Dr. Bruce B. Baird and Dr. Jackson Bean reflect on their shared history, mentorship, and transformative experiences in dentistry, while discussing innovative techniques, the importance of patient-centered care, and the value of mentoring the next generation of dentists.
Explore the inspiring journey of Dr. Tuan Phan, the Dental Maverick, as he shares his path from associate dentist to practice owner, the power of setting ambitious goals, and how taking control of your career can lead to financial freedom and personal fulfillment.
Continuing the conversation from Episode 239, Dr. Bruce B. Baird (host of The Productive Dentist Podcast) and Regan Robertson (co-host of Everyday Practices Dental Podcast) dive deeper into the principles and philosophies that have guided Dr. Baird’s career in dentistry. Listen as Dr. Baird shares his lifelong commitment to finding better, more effective ways of approaching challenges, while emphasizing the importance of continual learning and innovation.
In this episode of the Productive Dentist Podcast, Dr. Bruce Baird reveals specific ways you can create predictable growth in your dental practice. Dr. Bruce Baird explains the power of year-end planning, production analysis, and team alignment to make the upcoming year your most productive one yet.
If you’ve ever said to yourself, “I wish I knew then what I know now,” then this episode is for you. Dr. Bruce B. Baird joins Everyday Practices Dental Podcast co-host Regan Robertson in this special exploration of self-reflection and continuous learning in both dentistry and life. This engaging conversation takes you through the upcoming PDA Conference, and what you can expect to learn. Regan and Dr. Baird highlight the unique blend of practical knowledge and inspirational stories planned for the conference to empower dentists to enhance their productivity, get their practices ready for transition, and build a lasting legacy.
SOPs are a simple way to get massively productive. I know it can sound boring - I see people’s eyes glaze over when I say the word “SOP” - but if you’re serious about delivering consistent excellence to your patients then you need SOPs in your practice. Join me today as I break down the how-tos and benefits of SOPs.
We all want perfection, but what we should aim for is excellence in how we operate our business, lead our team, and interact with patients. Join Dr. Bruce B. Baird to learn more about operating your dental business with an excellence mindset.
It’s a major issue in most dental offices. The “us vs. them” mentality of the admin team at the front desk and the clinical team in the back. The problem isn’t your team. It’s your processes. Today, Dr. Bruce B. Baird shares how he set up his office procedures so the front and the back worked in harmony to give patients an exceptional experience.
In this powerful episode, we’re diving into the concept of freedom - what it really means and how we can achieve it, both in business and life. Dr. Bruce B. Baird, Victoria Peterson S.s.D., and Regan Robertson share their personal and professional experiences to living freely and discuss how freedom extends beyond financial success, exploring inner peace, clarity, and the strength to make courageous decisions. Discover how you, too, can tap into freedom and take charge of your path to a fulfilling and purpose-driven life.
After more than 42 years beside the dental chair, Dr. Bruce B. Baird shares his candid reflections on transitioning from a bustling dental practice to a world of new possibilities in retirement. Dr. Baird shares his unique insights on the joys, challenges, and surprising discoveries that come with retirement, while offering wisdom and inspiration to those who are contemplating the next chapter in their life.
If you've ever asked yourself, "How do I fix my team?" then keep listening. The answer is simple, but it's not always easy. I had to deal with this in my career, too. Early on, I’m almost embarrassed to tell you how horrible I was. The better I got as a leader, the better my team got. So today, I want to look at some pointers and things that you can do as a leader that can help you end up with a better team.
What would it be worth to you if you could organize your business in a way that you worry less about your day-to-day, and more about building and maintaining the relationships in your life that are important to you? In this episode of The Productive Dentist Podcast, host Dr. Bruce B. Baird draws from his own experiences and insights to tackle the critical aspects of being a dentist and maintaining a healthy work/life balance. Dr. Baird discusses the importance of communicating properly with your spouse, the necessity for balancing professional success with personal well-being, and the significance of planning for a secure financial future.
Do you want a great team who handles everything exactly how they’re supposed to? Does that sound like magic? It’s actually simpler than you might think. Over the years I developed a process in my dental practice called “trust, but verify.” Join me to learn what this can look like in your practice.
In this episode of The Productive Dentist Podcast host Dr. Bruce B. Baird reflects on the profound impact of leveraging time efficiently and the art of being present in both professional and personal spheres. Dr. Baird share insights on optimizing productivity in a dental practice, emphasizing the importance of delegation and collaborative efficiency. Beyond dentistry, Dr. Baird extends the conversation to the challenges posed by technology and the necessity of balancing screen time with genuine human connections.
Dr. Bruce B. Baird talks about the intricacies of team motivation, rewarding your team for higher engagement, and how fostering a team of inclusion, support, and transparency can transform your dental practice for the better. By sharing personal experiences and strategies he’s used for success, Dr. Baird illustrates how incentivizing team members not only improves productivity and profitability, but also cultivates a strong camaraderie among team members.
Join your host, Dr. Bruce B. Baird, as he navigates the complexities of leadership, delegation, and creating a positive work environment. Explore the struggles many dentists face in letting go of control, the toll it takes on team dynamics, and the key shift needed to become true leaders. This episode sets the stage for a series in which Dr. Baird will dive into the rewards and strategies you can use to elevate the morale of your team.
Uncertainty surrounds us, and it’s made even worse by external chatter about market fluctuations, looming elections and everything else that takes your focus away from what’s most important in your life. It’s time to stop paying attention to the noise and spend more time working on what really matters: building trust with your patients, providing exceptional care, and setting and achieving goals. In this episode of The Productive Dentist Podcast, your host Dr. Bruce B. Baird encourages you to eliminate the negatives and embrace the positives, as he provides you with tips and insights to better take control of your own destiny.
Have you ever brought an associate into your practice only to find they weren’t meeting your expectations? In this episode, we explore the ideal way to bring an associate into your practice, ensuring they understand it’s not just about production, but about delivering exceptional patient care from day one. I’ll share insights on building a strong mentorship relationship, understanding your associate’s goals, and fostering an environment of growth and learning.
In the dental profession, there are quite a few misconceptions and controversies that surround the notion of bringing on a coach or consultant to improve the way your practice runs. In this episode of The Productive Dentist Podcast, your host talks about the collaborative nature of coaching, and how it empowers dentists to achieve new heights they never thought possible. Through his personal experiences, Dr. Baird shares why he believes in the transformative power of coaching.
Lessons From a Young Dentist Producing $1,000 an Hour
In this episode of The Productive Dentist Podcast, Dr. Bruce B. Baird sits down with his nephew, Dr. Braden Baird, a remarkable young dentist who has already made waves in the industry just 13 months after graduating dental school. Braden shares his journey from being inspired by his dentist parents to becoming a top-producing associate dentist, earning more than $1,000 an hour.
A relationship-driven approach to elevate your practice
Are you a cosmetic dentist - or do you wish to do more cosmetic dentistry in your practice? In this episode of the Productive Dentist Podcast, host Dr. Bruce B. Baird challenges listeners to rethink what it means to offer cosmetic services by emphasizing the importance of building strong patient relationships.
If you’ve ever found yourself thinking, “I want to be just like that successful dentist down the street,” then this episode of The Productive Dentist Podcast is for you. Dr. Bruce B. Baird reveals key strategies that can rapidly transform your practice, starting with the power of comprehensive exams and the importance of a healthy new patient flow.
In this episode of The Productive Dentist Podcast, Dr. Bruce B. Baird breaks down the three main types of sellers: the retiring dentist, the dentist looking to take some money off the table, and the entrepreneurial dentist aiming for growth and long-term value. Whether you’re considering selling now or in the future, this episode is packed with great advice to help you make informed decisions and achieve the best possible outcome for your practice.
In this episode of The Productive Dentist Podcast, Dr. Bruce B. Baird dives into a topic that tends to resonate deeply with dentists and dental professionals everywhere: overcoming fear to achieve confidence. Inspired by insights from renowned Australian dentist Dr. Lincoln Harris, Dr. Baird explores how fear can hold dentists back from reaching their full potential and how pushing through that fear can lead to mastery and confidence in their practice.
In this important and enlightening episode of the Productive Dentist Podcast, host Dr. Bruce B. Baird welcomes PDA VP of Client Services Brent Hogan, as they discuss what it takes to grow dental practices the right way. Dr. Baird and Brent share invaluable insights on practice growth, mentorship, and achieving work-life balance in dentistry.
The elephant in the room for dentistry is that as consolidation heats up, dentists are getting left behind. This issue is particularly acute for associate doctors, who are plagued with student debt and isolated within their operatories, leading to alarming turnover and burnout rates among young dentists. In this special episode, Dr. Bruce B. Baird and Dr. Victoria Peterson unite to unveil Productive Dentist Academy's solution to this mounting problem: the launch of the Clinical Calibration Institute. "We are here to serve dentists, period," say the PDA co-founders. "It doesn't matter if you are a solo practitioner, small group partnership, or DSO; we have an obligation to elevate patient care."
It doesn’t matter how good you are if you don’t have people sitting in your dental chairs. It’s not enough to be a fantastic communicator with exceptional clinical skills. You need to have people walking through your doors. Join me today for the second part of this two-part series where I share marketing and acquisition strategies and how to keep your practice safe with risk management.
I get asked all the time “What are the most important things I need to do to run a dental practice?” Today, I’m going to share 5 areas every independent dentist needs to manage within their practice to ensure their productivity, as well as some tips for how to manage each area.
There’s nothing wrong with being ignorant. All it means is that you don’t know everything. But being arrogant means you don’t want to listen to anyone else. Join me, Dr. Bruce B. Baird, today for a conversation about the cost of arrogance, and the exponential benefits of seeking out help to grow your dental practice.
It doesn’t really matter how old you are – 20, 30, 60, 70 – it can happen anytime in your career. You can start feeling old. This is it, you've reached the pinnacle of your career. But this is what I know about dentists who stay on top: they keep pushing forward, learning new techniques. They don't let the old man in. So today, I want to talk about how you can stay focused on what matters in life so you can live the fulfilling life I believe you deserve.
Weight Watchers is a well-known program designed to help people lose weight. However, some dentists have their own “losing” program called “Wait Watchers.” These are dentists who see patients with significant oral health problems, and they suggest “waiting and watching” to see what happens. Maybe it’s because they aren’t confident in their clinical skills. Maybe insurance is dictating too much, or perhaps it’s because they can’t get their patients to agree to comprehensive treatment. Whatever the case, you don’t want to be a dentist on Wait Watchers, and this episode of The Productive Dentist Podcast will explain why this approach is problematic, and what steps you can take to avoid it.
Wouldn’t you like to have more time to do the things you want to do with the people you love? If you’re looking to improve your outlook on business ownership, join me in this special episode of The Productive Dentist Podcast in which I discuss the successes, failures, and lessons I’ve learned over more than 40 years as a serial entrepreneur.
"If you say you can't, then you must." ~Dr. Bruce B. Baird
In this replay episode of The Productive Dentist Podcast, Dr. Bruce B. Baird delves into a philosophy that has shaped his life and career: "If you say you can't, then you must." Dr. Baird explains how adopting this mindset can transform your approach to both personal and professional challenges, making the impossible achievable.
Stay Tuned for:
- The origin of Dr. Baird's philosophy and how it has guided his career and personal life.
- Practical examples of overcoming self-imposed limitations in dentistry.
- The importance of continuous learning and practice to master new skills.
- How to build confidence and achieve high productivity in your dental practice.
As you listen to this episode, ask yourself the following:
- What self-imposed limitations have I set for myself in my practice or personal life?
- How can I reframe these limitations into challenges that I must overcome?
- What steps can I take to improve my skills and achieve higher productivity?
Memento Mori… ”Remember, you will die”. One of my friends gave me a ring with that inscribed on it. And I have to say, it made me stop and think. As dental business owners, we spend so much time wrapped up in the process of working hard that we can lose sight of the bigger picture: what really matters, what are we sacrificing, what legacy are we leaving? Join me today as I unpack a frame of mind that can help you balance your business with your life.
Have you ever wondered what makes PDA tick? Why we do what we do? How it all works? Today, Dr. Bruce B. Baird escorts you behind the velvet curtain for a look behind the scenes at what “member-built-and-driven” means for you and your dental practice… and the answer might surprise you!
Uncertainty surrounds us, and it’s made even worse by external chatter about market fluctuations, looming elections and everything else that takes your focus away from what’s most important in your life. It’s time to stop paying attention to the noise and spend more time working on what really matters: building trust with your patients, providing exceptional care, and setting and achieving goals. In this episode of The Productive Dentist Podcast, your host Dr. Bruce B. Baird encourages you to eliminate the negatives and embrace the positives, as he provides you with tips and insights to better take control of your own destiny.
Have you ever brought an associate into your practice only to find they weren’t meeting your expectations? In this episode, we explore the ideal way to bring an associate into your practice, ensuring they understand it’s not just about production, but about delivering exceptional patient care from day one. I’ll share insights on building a strong mentorship relationship, understanding your associate’s goals, and fostering an environment of growth and learning.
How do you hire people in the dental office? If you always hire on skill, but are still struggling to maintain your systems, you may want to look at hiring on personality instead. Join Dr. Bruce B. Baird as he shares how hiring dental team on personality, not skill, saved his systems and solidified his dental office culture.
A DSO wants to buy your practice. So…what’s in it for you? There is so much pressure out there on dentists right now…you’ve probably received at least one unsolicited offer from a DSO for your dental practice. But the big question you should be asking yourself is “What’s in it for me?” I want you to be knowledgeable so you can get the most value for your dental practice so join me today as I share some things you need to think about.
Private equity wants to invest in dental practices right now. They’re a solid investment. But I get a lot of questions about what private equity is and what it has to do with independent dental practices. If you’re wondering about the impact of private equity on your dental practice and how that affects the value of your practice, join me today as I share what private equity is and the impact it could have on your financial future.
You’re running behind. Your team is stressed. You struggle to get patients to accept $2,500 treatment plans and you’re doing work piecemeal. Stop! I’m here to tell you today that you can have the kind of practice you dream about: you run on schedule, your team is 100% engaged, you love to go into the office, and your numbers reflect the good work you do. The difference is comprehensive diagnosis. Join me today to learn more.
My goal as a dentist is to get to know my patients. It’s to make them feel seen and heard and to build trust with them. Because if I can get in relationship with the patient then the financial arrangements become a whole lot easier when the patients want the treatment and they want me and my team to be the ones to do it. Join me today as I share some methods I used when presenting treatment and financial options to my patients.
I recently got this question from a doctor: “How can I as the doctor - through my leadership - build the skills to set expectations and promote accountability with my team?” Team management is probably the most challenging part of any dentist’s job. But, if you do it right, it will save you and your team from the chaos of uncertainty and team turnover. So today I am going to hit on a few answers to this crucial question.
I get this question all the time, “What is my first step in marketing?” The answer may not be what you think. Join me, Dr. Bruce B. Baird, as I share my dental marketing tips that will help you boost value and increase job satisfaction no matter where you are in your career.
In this episode of award-winning The Productive Dentist Podcast, your host Dr. Bruce B. Baird is joined by Dr. Paul Goodman of Dental Nachos. This influential pair discuss the ever changing landscape of the dental profession, DSOs, private practice, ownership, the challenges of finding and nurturing associates, and the importance of embracing change.
In this episode of award-winning The Productive Dentist Podcast, your host Dr. Bruce B. Baird discusses the complexities and considerations of starting your own dental practice. With decades of practical experience in the dental profession, Dr. Baird provides valuable insights into several strategies for aspiring dental practice owners, addressing common questions such as whether to start a fee-for-service practice or sign up for PPOs at the beginning. Join Dr. Baird as he offers his wisdom on navigating all of the challenges and opportunities practice ownership can bring.
In the dental profession, there are quite a few misconceptions and controversies that surround the notion of bringing on a coach or consultant to improve the way your practice runs. In this episode of The Productive Dentist Podcast, your host Dr. Bruce B. Baird talks about the collaborative nature of coaching, and how it empowers dentists to achieve new heights they never thought possible. Through his personal experiences, Dr. Baird shares why he believes in the transformative power of coaching.
Taking inspiration from the country song “Don’t Let The Old Man In” by the late Toby Keith, Dr. Bruce B. Baird, host of The Productive Dentist Podcast, emphasizes the importance of staying resilient and adaptable in the always changing dental profession. In this episode, Dr. Baird discusses the future of dentistry, emerging technologies like AI and 3D printing, and despite the industry’s shift toward consolidation, the core principles of patient care and practice leadership will always remain at the forefront of practice success.
Continuing the conversation from episode 192 (“Are You A Micromanager?”), Dr. Bruce B. Baird talks about the intricacies of team motivation, rewarding your team for higher engagement, and how fostering a team of inclusion, support, and transparency can transform your dental practice for the better. By sharing personal experiences and strategies he’s used for success, Dr. Baird illustrates how incentivizing team members not only improves productivity and profitability, but also cultivates a strong camaraderie among team members.
Continuing the conversation from the previous episode, Dr. Bruce B. Baird (host of The Productive Dentist Podcast) and Regan Robertson (co-host of Everyday Practices Dental Podcast) dive deeper into the principles and philosophies that have guided Dr. Baird’s career in dentistry. Listen as Dr. Baird shares his lifelong commitment to finding better, more effective ways of approaching challenges, while emphasizing the importance of continual learning and innovation.
If you’ve ever said to yourself, “I wish I knew then what I know now,” then this episode is for you. Dr. Bruce B. Baird joins Everyday Practices Dental Podcast co-host Regan Robertson in this special exploration of self-reflection and continuous learning in both dentistry and life. This engaging conversation then takes listeners through the upcoming PDA Productivity Workshop, and what they can expect to learn. Regan and Dr. Baird highlight the workshop’s incredible line-up of speakers, and the unique blend of practical knowledge and inspirational stories aimed to empower dentists so they can enhance their productivity, get their practices ready for transition, and build a lasting legacy. You do not want to miss this episode (or the March workshop)!
Join your host, Dr. Bruce B. Baird, as he navigates the complexities of leadership, delegation, and creating a positive work environment. Explore the struggles many dentists face in letting go of control, the toll it takes on team dynamics, and the key shift needed to become true leaders. This episode sets the stage for a series in which Dr. Baird will dive into the rewards and strategies you can use to elevate the morale of your team.
Join your host, Dr. Bruce B. Baird, as he explores the art of meticulous preparation for the new year. Drawing from 42 years of experience, Dr. Baird shares strategic insights on goal-setting, schedule optimization, and the invaluable practice of comparing year-over-year data. From analyzing production by procedure reports, to aligning financial planning with operational goals, this episode provides dental professionals with practical strategies for a successful year ahead.
As we step into the new year, The Productive Dentist Podcast host Dr. Bruce B. Baird reflects on the profound impact of leveraging time efficiently and the art of being present in both professional and personal spheres. Dr. Baird share insights on optimizing productivity in a dental practice, emphasizing the importance of delegation and collaborative efficiency. Beyond dentistry, Dr. Baird extends the conversation to the challenges posed by technology and the necessity of balancing screen time with genuine human connections.
We all get them eventually - the crazy patient. You know the type: negative, nasty, and unkind. But just because they walk through your doors, doesn’t mean you have to treat them. Join me today as I share some tricks I learned in my career about how to handle the crazy patient.
You’re a good dentist. And you do your absolute best for your patients. But your patients don’t know that. All they know is that they think it should take one visit to fix their problems, and when it takes longer they get frustrated and angry and blame you. Dr. Bruce B. Baird shares the only thing you need to say to your patients to kill their frustration before it even starts.
“I won’t replace dentistry that’s not my fault,” says Dr. Bruce B. Baird. You can be the best dentist in the world, but if your patients aren’t taking care of the good work you do, then it won’t last. Join Dr. Baird today as he shares communication strategies that help patients understand the responsibility they have in making their dental work last.
How I think about risk factors changed my attitude towards dentistry. Knowing patient risks are not my fault lowered my stress and improved my love of what I do. Now, when I go through a patient’s mouth, I look for periodontal risk, decay risk, functional risk, aesthetic risk, physiological risk, etc. We’ve covered all these risk factors in our podcasts, but let’s look at periodontal risk today.
If you listen to this podcast, you believe your dental patients deserve more. Just fixing their teeth when their risk factors will undo all your skilled work isn't good enough for your patients. Tune in today as I share how you can help your patients understand how their choices affect the longevity of their dental work.
I fell asleep at the wheel and ran off the road. That was the start of my own sleep apnea journey. This is serious. It saves lives. Doctor, if you want to do one thing as a clinical dentist to make the most difference in the lives of your patients, then get yourself as much education as you can about sleep apnea. Tune in to this episode to learn more.
Why are you selling your dental practice? So many dentists today are selling their practices because they’re burned out or worried they're going to miss an opportunity. I hate to see dentists not getting the value from their practice they deserve. So today I’m going to talk about the thought processes and options that will bring you maximum value when it comes time to sell your practice.
Why are you selling your dental practice? So many dentists today are selling their practices because they’re burned out or worried they're going to miss an opportunity. I hate to see dentists not getting the value from their practice they deserve. So today I’m going to talk about the thought processes and options that will bring you maximum value when it comes time to sell your practice.
After more than 42 years beside the dental chair, Dr. Bruce B. Baird shares his candid reflections on transitioning from a bustling dental practice to a world of new possibilities in retirement. Dr. Baird shares his unique insights on the joys, challenges, and surprising discoveries that come with retirement, while offering wisdom and inspiration to those who are contemplating the next chapter in their life.
In this episode of The Productive Dentist podcast, host Dr. Bruce B. Baird tackles a question about the ever-changing landscape of dental careers. He begins reflecting on the legacy of his grandfather Dr. Harry Lampa, and shares how the concept of selling dental practices has evolved from the 1950s and 60s to the 70s and 80s, and now today. And then Dr. Baird discusses the shift in the mindset of newer generations of dentists who are not looking to work relentlessly, but have balance with their careers and personal lives - and what they can do to achieve it.
What would it be worth to you if you could organize your business in a way that you worry less about your day-to-day, and more about building and maintaining the relationships in your life that are important to you? In this episode of The Productive Dentist Podcast, host Dr. Bruce B. Baird draws from his own experiences and insights to tackle the critical aspects of being a dentist and maintaining a healthy work/life balance. Dr. Baird discusses the importance of communicating properly with your spouse, the necessity for balancing professional success with personal well-being, and the significance of planning for a secure financial future.
How do you approach dental CE? Do you view it as a checkbox forced on you by your state board, or is it an opportunity to make your dental practice better? Today, I’m talking about the mindset and strategies you can employ to get the most out of your CE experiences.
We all want perfection. But what we should be really aiming for is excellence in how we operate our business, lead our team, and interact with patients. Join Dr. Bruce B. Baird to learn more about operating your dental business with a mindset of excellence.
How mature are you in your practice of dentistry? I’m not talking about how mature of a human being you are but where are you as a dental practice owner and clinician. Here’s an example: you can be the most highly skilled technician and not be able to get your patients to say yes to treatment. That’s not a very high level of maturity. So today I want to talk about how you grow your dental maturity by being wise about who you’re listening to and how you’re taking steps to craft the business you want.
If you've ever asked yourself, "How do I fix my team?" then keep listening. The answer is simple, but it's not always easy. I had to deal with this in my career, too. Early on, I’m almost embarrassed to tell you how horrible I was. The better I got as a leader, the better my team got. So today, I want to look at some pointers and things that you can do as a leader that can help you end up with a better team.
It’s a major issue in most dental offices. The “us vs. them” mentality of the admin team at the front desk and the clinical team in the back. The problem isn’t your team. It’s your processes. Today, Dr. Bruce B. Baird shares how he set up his office procedures so the front and the back worked in harmony to give patients an exceptional experience.
You just got an offer for your dental office…and it looks great! But do you know if the numbers on the page match your EBIDTA? If you don’t know what EBITDA is, or your practice EBITDA, then you could be leaving hundreds of thousands or even millions of dollars on the table. So join me today as I share what you need to know about this all-important number if you want to get the most value out of your dental practice.
My goal as a dentist is to get to know my patients. It’s to make them feel seen and heard and to build trust with them. If I can get in relationship with the patient then the financial arrangements become a whole lot easier when the patients want the treatment and they want me and my team to be the ones to do it. Join me today as I share some methods I used when presenting treatment and financial options to my patients.
Today, I’m talking about the importance of educating patients on the why behind what I diagnose, not just the what of diagnosis. I’ll share some secrets I’ve learned about communicating well with patients and why diagnosing on risk factors makes the whole process smoother and gets patients to say “yes” to treatment.
If you want to produce at the highest levels in dentistry, you've got to have a team that is amazingly trained, and trained the way YOU want things to be done. So today, let's look at some strategies for training your team.
This is something no one wants to talk about: selling to DSO networks. I often get asked, “Is this a good DSO?” Well, that depends. They’re good…if they’re the right fit for you. Join me for a discussion of topics and questions that it would be prudent for you to understand before you sell your life’s work.
When I was a young dentist my team would put a smiley face on the board if I was in a good mood that morning, and a frowny face if I was in a bad mood. What do you think the reason was that my team was putting that up there for everyone else to see? That was them reaching out in the only way they could and saying “help”.
What does it do to productivity when your team views you as a ticking time bomb? Join Dr. Baird today for insights on managing your emotions so you are the leader your team deserves.
“Dealing with my associate is difficult.” I hear that complaint a lot. The problem is, most of us don’t approach our dental partners from the mindset of relationship. Today, I’m sharing my experiences with associates and some strategies for open communication.
Don’t let procrastination get the better of you. It might seem counterintuitive, but procrastination can get the best of even the most productive dental practice owners. It might sound like this: “Yeah I want to do that, but…” I know I do it. And I know I’ve not accomplished what I want to because of that phrase. So join me today for an exploration of why we highly driven dental entrepreneurs fall for procrastination and some ideas about what you can do about it.
I realized there were people out there who knew more about business and leadership, how to deal with my team, and get rid of stress than I do. That's why in my career I've brought 9 different coaches in to help me achieve specific practice goals. But a lot of dentists dig in their heels when coaching is brought up. So today I'm going to talk to you about the reasons I sought coaching advice and the results I saw when I brought in expert help.
Truly legendary leaders mentor others to greatness. Join Dr. Bruce B. Baird as he shares the impact of mentors in his life, and shares advice on where to find mentors and how mentoring others will rocket your own leadership to new levels.
Today, I’m tackling this question I got recently from a listener. How do I answer my patient when they ask “What will my insurance cover?” This is one of the hardest questions any dentist has to answer with their patients, and today I will be sharing some techniques I learned over the years so you too can take control of the conversation and confidently answer.
Communication is everything in dentistry. You could be the world’s best clinician but if you can’t communicate effectively with patients, well, it’s game over for you. I believe every dentist deserves to have the skills to help patients say “yes” to the treatment they need. So listen now for practical strategies - including the #1 thing you can start doing today - to better communicate with your patients.
It doesn’t matter how good you are if you don’t have people sitting in your dental chairs. It’s not enough to be a fantastic communicator with exceptional clinical skills. You need to have people walking through your doors. Join me today for the second part of this two-part series where I share marketing and acquisition strategies and how to keep your practice safe with risk management.
I get asked all the time “What are the most important things I need to do to run a dental practice?” Today, I’m going to share 5 areas every independent dentist needs to manage within their practice to ensure their productivity, as well as some tips for how to manage each area.
Are you the leader your team deserves? For a long time, I was like a walking time bomb. I would let things build up and build up until I exploded. I lost good team members to my out-of-control emotions. I had to learn how to govern them instead of letting them govern me. Join me today so you can learn from my journey.
There’s nothing wrong with being ignorant. All it means is that you don’t know everything. But being arrogant means you don’t want to listen to anyone else. Join me, Dr. Bruce B. Baird, today for a conversation about the cost of arrogance, and the exponential benefits of seeking out help to grow your dental practice.
It doesn’t really matter how old you are – 20, 30, 60, 70 – it can happen anytime in your career. You can start feeling old. This is it, you've reached the pinnacle of your career. But this is what I know about dentists who stay on top: they keep pushing forward, learning new techniques. They don't let the old man in. So today, I want to talk about how you can stay focused on what matters in life so you can live the fulfilling life I believe you deserve.
Hey doctor, do you want a great team who handles everything exactly how they’re supposed to? Does that sound like magic? It’s actually simpler than you might think. Over the years I developed a process in my dental practice called “trust, but verify.” Join me to learn what this can look like in your practice.
Weight Watchers is a well-known program designed to help people lose weight. However, some dentists have their own “losing” program called “Wait Watchers.” These are dentists who see patients with significant oral health problems, and they suggest “waiting and watching” to see what happens. Maybe it’s because they aren’t confident in their clinical skills. Maybe insurance is dictating too much, or perhaps it’s because they can’t get their patients to agree to comprehensive treatment. Whatever the case, you don’t want to be a dentist on Wait Watchers, and this episode of The Productive Dentist Podcast will explain why this approach is problematic, and what steps you can take to avoid it.
Most dentists are spending about 1% of their budget on marketing. Dr. Bruce Baird markets at 8% and what he realized was not only was his market penetration getting better, but his overhead was also going down. That’s the concept of net zero marketing: as you start producing more, you drive all your fixed costs down. Today, Dr. Bruce Baird dives into how net zero marketing can help you grow your business and profits.
Wouldn’t you like to have more time to do the things you want to do with the people you love? If you’re looking to improve your outlook on business ownership, join me in this special episode of The Productive Dentist Podcast in which I discuss the successes, failures, and lessons I’ve learned over more than 40 years as a serial entrepreneur.
Have you ever found yourself saying “I can't do that” or “I’m not good at this?” If so, you may be limiting yourself and missing out on opportunities to learn and grow. In this podcast, Dr. Bruce B. Baird challenges you to adopt a new mantra: “If you say you can't do something, then you must do it.”
Memento Mori… ”Remember, you will die”. One of my friends gave me a ring with that inscribed on it. And I have to say, it made me stop and think. As dental business owners, we spend so much time wrapped up in the process of working hard that we can lose sight of the bigger picture: what really matters, what are we sacrificing, what legacy are we leaving? Join me today as I unpack a frame of mind that can help you balance your business with your life.
When enough people ask for it, we build it. That’s a driving force of PDA. Join me today as I share what is next in our commitment to being member-built-and-driven: The Lampa Dental Group.
Have you ever wondered what makes PDA tick? Why we do what we do? How it all works? Today, Dr. Bruce B. Baird escorts you behind the velvet curtain for a look behind the scenes at what “member-built-and-driven” means for you and your dental practice… and the answer might surprise you!
How do you hire people in the dental office? If you always hire on skill, but are still struggling to maintain your systems, you may want to look at hiring on personality instead. Join Dr. Bruce B. Baird as he shares how hiring dental team on personality, not skill, saved his systems and solidified his dental office culture.
A DSO wants to buy your practice. So…what’s in it for you? There is so much pressure out there on dentists right now…you’ve probably received at least one unsolicited offer from a DSO for your dental practice. But the big question you should be asking yourself is “What’s in it for me?” I want you to be knowledgeable so you can get the most value for your dental practice so join me today as I share some things you need to think about.
Private equity wants to invest in dental practices right now. They’re a solid investment. But I get a lot of questions about what private equity is and what it has to do with independent dental practices. If you’re wondering about the impact of private equity on your dental practice and how that affects the value of your practice, join me today as I share what private equity is and the impact it could have on your financial future.
In one of Dr. Baird's most popular episodes he shares how he used these 3 goals to grow his dental practice. The best part? These goals are simple, achievable and you can use them right now to set your business on the path to growth.
You just got an offer for your dental office…and it looks great! But do you know if the numbers on the page match your EBIDTA? If you don’t don’t know what EBITDA is, or your practice EBITDA, then you could be leaving hundreds of thousands or even millions of dollars on the table. So join me today as I share what you need to know about this all-important number if you want to get the most value out of your dental practice.
You’re running behind. Your team is stressed. You struggle to get patients to accept $2,500 treatment plans and you’re doing work piecemeal. Stop! I’m here to tell you today that you can have the kind of practice you dream about: you run on schedule, your team is 100% engaged, you love to go into the office, and your numbers reflect the good work you do. The difference is comprehensive diagnosis. Join me today to learn more.
My goal as a dentist is to get to know my patients. It’s to make them feel seen and heard and to build trust with them. Because if I can get in relationship with the patient then the financial arrangements become a whole lot easier when the patients want the treatment and they want me and my team to be the ones to do it. Join me today as I share some methods I used when presenting treatment and financial options to my patients.
I recently got this question from a doctor: “How can I as the doctor - through my leadership - build the skills to set expectations and promote accountability with my team?” Team management is probably the most challenging part of any dentist’s job. But, if you do it right, it will save you and your team from the chaos of uncertainty and team turnover. So today I am going to hit on a few answers to this crucial question.
I get this question all the time, “What is my first step in marketing?” The answer may not be what you think. Join me, Dr. Bruce B. Baird, as I share my dental marketing tips that will help you boost value and increase job satisfaction no matter where you are in your career.
We all get them eventually - the crazy patient. You know the type: negative, nasty, and unkind. But just because they walk through your doors, doesn’t mean you have to treat them. Join me today as I share some tricks I learned in my career about how to handle the crazy patient.
I fell asleep at the wheel and ran off the road. That was the start of my own sleep apnea journey. This is serious. It saves lives. Doctor, if you want to do one thing as a clinical dentist to make the most difference in the lives of your patients, then get yourself as much education as you can about sleep apnea. Tune in to this episode to learn more.
You’re a good dentist. And you do your absolute best for your patients. But your patients don’t know that. All they know is that they think it should take one visit to fix their problems, and when it takes longer they get frustrated and angry and blame you. Dr. Bruce B. Baird shares the only thing you need to say to your patients to kill their frustration before it even starts.
“I won’t replace dentistry that’s not my fault,” says Dr. Bruce B. Baird. You can be the best dentist in the world, but if your patients aren’t taking care of the good work you do, then it won’t last. Join Dr. Baird today as he shares communication strategies that help patients understand the responsibility they have in making their dental work last.
If you listen to this podcast, you believe your dental patients deserve more. Just fixing their teeth when their risk factors will undo all your skilled work isn't good enough for your patients. Tune in today as I share how you can help your patients understand how their choices affect the longevity of their dental work.
If you want to do work that lasts, you have to build on a good foundation. The healthier a patients mouth, the longer your work will last. But it’s tricky…a patient’s periodontal risk is not your fault, but it does affect the longevity of your work. Join me today as I share how to diagnose - and educate - your patients on their periodontal risk.
Every dentist needs to hear this: it's not your fault. When patients show up in your chair frustrated with their failed dentistry, it’s not your fault. You can do the best work in the world, but if your patients don’t take care of their health your work won’t last. Therefore, it is vital to educate patients on their risk factors and their role in the damage to their mouths. Join me today as I share how to incorporate risk factor discussions into your diagnosis and treatment planning discussions.
I was the worst boss in the world. My team hated me for the first 15 years. But dentistry is all about relationships…and the relationships you build with your team will make or break your practice. So join me today as I share methods and strategies I used that you can apply to your practice so you can have fun doing dentistry with a team that is 100% behind you.
This is the one secret to massive productivity: delegation. Your team is your greatest asset. They want to be responsible. They want to have a say in what happens in your practice. They want to do good work. So join me today for practical advice on getting work off of your plate and setting your team up to increase productivity in your dental practice.
After the 2008 recession, I lost 50% of my portfolio. While I recovered OK, I started looking at expanding my investments into something more stable…real estate. Many independent dentists look to real estate as a secure way to building cash flow and net worth. And it can be, if you do it the right way. So join me and my special guest, Dr. David Phelps of Freedom Founders, for an extended edition of The Productive Dentist Podcast filled with insights on real estate investment for the independent dentist.
SOPs are a simple way to get massively productive. I know it can sound boring - I see people’s eyes glaze over when I say the word “SOP” - but if you’re serious about delivering consistent excellence to your patients then you need SOPs in your practice. Join me today as I break down the how-tos and benefits of SOPs.
Raise your hand if your patients ever stress you out. I’ve found in my career that the secret to reducing stress and increasing productivity is through communication, by handling patient objections before they become objections. Join me today for a conversation about three things you can do to reduce patient-centered stress in your dental practice.
Have you ever thrown up your hands in frustration thinking “What is wrong with my team?!” We get it. Leading a dental practice is hard. The truth is, your team is probably not waking up every day thinking about how they can make your life difficult. They just don’t understand what you want or how they contribute to the success of the practice. Join me today as I answer your questions about leading your dental teams.
When you’re scared or tired, you don’t do things that are in your best interest. Join Dr. Bruce B. Baird for this timely reminder to step back from the edge of the cliff, and think about how long you’ve worked to build your dental practice. It’s your most valuable asset; it’s your future. So tune in to make sure you get what your business is worth.
There’s nothing wrong with being ignorant. All it means is that you don’t know everything. But being arrogant means you don’t want to listen to anyone else. Join me, Dr. Bruce B. Baird, today for a conversation about the cost of arrogance, and the exponential benefits of seeking out help to grow your dental practice.
Why are you selling your dental practice? So many dentists today are selling their practices because they’re burned out or worried they're going to miss an opportunity. I hate to see dentists not getting the value from their practice they deserve. So today I’m going to talk about the thought processes and options that will bring you maximum value when it comes time to sell your practice.
Why are you selling your dental practice? So many dentists today are selling their practices because they’re burned out or worried they're going to miss an opportunity. I hate to see dentists not getting the value from their practice they deserve. So today I’m going to talk about the thought processes and options that will bring you maximum value when it comes time to sell your practice.
What are your goals? A lot of people say they have goals for their dental practice….but they don’t set themselves up for success. In one of our most-liked episodes, I talk about actionable, practical steps that will help you plan your plan so you can build a practice that gives you the choices you deserve to live the life you want today, while building value for your future.
What is your dental practice really worth? Do you know its true value as seen by a buyer? Listen in as Dr. Bruce B. Baird talks about how you can determine what your practice is worth so you can grow its value to support your future.
Scheduling is the one thing that costs dental practices more in long-term revenue than anything else. It’s not fair that you have to deal with this. Listen in to one of Dr. Bruce B. Baird’s most popular episodes where he discusses how to work smarter and not harder through productive scheduling in the dental office.
It’s sad to me how many people are unhappy in dentistry right now and think that selling their practices is the answer. Join me today as I talk about some thinks that I hope will encourage you and help you discover the opportunities for the future of your dental practice.
How do you hire people in the dental office? If you always hire on skill, but are still struggling to maintain your systems, you may want to look at hiring on personality instead. Join Dr. Bruce B. Baird as he shares how hiring dental team on personality, not skill, saved his systems and solidified his dental office culture.
We all want perfection. But what we should be really aiming for is excellence in how we operate our business, lead our team, and interact with patients. Join Dr. Bruce B. Baird to learn more about operating your dental business with a mindset of excellence.
What does it do to productivity when your team views you as a ticking time bomb? Join Dr. Baird today for insights on managing your emotions so you are the leader your team deserves.
It’s a major issue in most dental offices. The “us vs. them” mentality of the admin team at the front desk and the clinical team in the back. The problem isn’t your team. It’s your processes. Today, Dr. Bruce B. Baird shares how he set up his office procedures so the front and the back worked in harmony to give patients an exceptional experience.
There is no perfect team. But there is a way to hire, train, and nurture an all-star team that makes your life easier and takes exceptional care of your patients. Tune in today as Dr. Baird shares practical tips on hiring and retaining and awesome dental team.
Truly legendary leaders mentor others to greatness. Join Dr. Bruce B. Baird as he shares the impact of mentors in his life, and shares advice on where to find mentors and how mentoring others will rocket your own leadership to new levels.
When you start focusing on others, you’ll notice your job satisfaction and team communication gets better. Legendary Leadership isn’t about making money, it’s about focusing on the team. Join me as I look back on some of what I’ve learned from Legendary Leaders in my life.
“Dealing with my associate is difficult.” I hear that complaint a lot. The problem is, most of us don’t approach our dental partners from the mindset of relationship. Today, I’m sharing my experiences with associates and some strategies for open communication.
How do you approach dental CE? Do you view it as a checkbox forced on you by your state board, or is it an opportunity to make your dental practice better? Today, I’m talking about the mindset and strategies you can employ to get the most out of your CE experiences.
Leadership is a lifetime endeavor. It's not something you just know. But there are a few keys to making it much easier. Today, I'm talking about the 4 Keys to Legendary Leadership and developing a supportive, advocacy-focused team.
If we want independent dentistry to be successful in the long-term, we need to be mentoring young dentists. Today, I'm talking about why this is critical to our industry and what you can do about it.
Today, I'm answering this great question from a listener:
I am a 44-year-old solo doctor. I built my practice from scratch and my associate, who has been with me six months, wants to buy in. But it seems so early. I can’t imagine asking a 50/50 partner for permission on business decisions when I built this practice from scratch. So what do I do?
This is a loaded question. A great question! But a loaded one. Join me as I dive into my answers to this listener.
Last podcast I shared a little bit about my experience with divorce and dentistry. Today, I want to talk about some of the things I've learned and am doing now that make all the difference in the world.
This is probably the biggest thing that leads to loss of revenue and the ability to retire when you want to. It’s divorce in dentistry. This is a tough one to talk about. But in this episode and the next, I'm going to share my experience. This is very personal, but I hope my story can help someone in the future.
This is something no one wants to talk about: selling to DSO networks. I often get asked, “Is this a good DSO?” Well, that depends. They’re good….if they’re the right fit for you. Join me for a discussion of topics and questions that it would be prudent for you to understand before you sell your life’s work.
If you've ever asked yourself, "How do I fix my team?" then keep listening. The answer is simple, but it's not always easy. I had to deal with this in my career, too. Early on, I’m almost embarrassed to tell you how horrible I was. The better I got as a leader, the better my team got. So today, I want to look at some pointers and things that you can do as a leader that can help you end up with a better team.
Today, I’m talking about the importance of educating patients on the why behind what I diagnose, not just the what of diagnosis. I’ll share some secrets I’ve learned about communicating well with patients and why diagnosing on risk factors makes the whole process smoother and gets patients to say “yes” to treatment.
I've gotten a lot of questions recently from doctors struggling to find and retain good team members. So today, I'm going to cover this topic from my perspective and share some of my methods for finding and keeping good people.
If you're on a diet and not fully committed, the only person you're cheating is yourself. The same applies to your dental practice. Today, we're diving into what commitment really means as a dental practice owner.
People are starving for exceptional service. From the leadership, to the team, to the practice, how do we present service to patients in our dental offices? Is your service so excellent, that your patients leave thinking that you deserve a tip?
“I'd like to retire. Should I hire an associate?" I get this question a lot. And the answer is, it really depends. Today, I'm going to examine this question and cover several points you should consider before brining on an associate as part of your retirement strategy.
I was recently asked, "How can I simplify my schedule so it’s not so 'willy nilly'?" Well, that’s a loaded question. In order to really control your schedule, you have to have a scheduling philosophy. So today I’m dissecting this question so help you avoid common scheduling mistakes that are costing you time, stress, and money.
Today we’re going to look at ways to improve your leadership strategies as I answering your questions about leadership.
If you want to produce at the highest levels in dentistry, you've got to have a team that is amazingly trained, and trained the way YOU want things to be done. So today, let's look at some strategies for training your team.
Your business is your greatest asset. So ask yourself this: Is your business something that is going to last? Is it a business other people would want to buy? Today, we talk about how to build a business that is so structurally sound that anyone could run it an people will be lining up to buy it.
This is the one thing that can make or break a practice: patient perception of the value of your practice. The fact is, people who see high value in a business are more likely to invest their money there. So join me today as we discuss ideas to elevate your office's value in the eyes of your patients.
How mature are you in your practice of dentistry? I’m not talking about how mature of a human being you are but where are you as a dental practice owner and clinician. Here’s an example: you can be the most highly skilled technician and not be able to get your patients to say yes to treatment. That’s not a very high level of maturity. So today I want to talk about how you grow your dental maturity by being wise about who you’re listening to and how you’re taking steps to craft the business you want.
We all have two dentists warring inside us: the producer and the pretender. Dr. Jeff Buske - my business partner of 15 years - joins me today to talk about how you can manage the pretender inside of you so the producer has their chance to shine.
My hope for you this year is you end up at the end of 2021 in a place you never expected you’d be able to be. I think what separates a growing practice from one that isn't growing is having an attitude of gratitude. So today, let's talk about setting the table for your success in 2021 with why gratitude matters so much, 4 topics to focus your intent on, and how often you should express gratitude.
Dr. Baird is taking a short recording break during the holidays, so we're bringing you some of his most timely, listened-to episodes.
Mindset is the difference between success and failure. As we head into the new year, do a quick self-check: where is your mindset? Is your outlook one of gratitude and abundance? Or are you gloomy as you think about the scarcity of everything you need? Dr. Baird explains his experience with these two mindsets and why they are crucial to your success in this next year.
Dr. Baird is taking a short recording break during the holidays, so we're bringing you some of his most listened-to episodes. Dentistry can be a lonely business - you carry all the responsible for the success of your practice as the doctor, the team leader, the business owner. The good news Dr. Baird shares today is you are NOT alone! Tune in to hear his insights on what help is available and how you can ask the right questions to get the help you need.
There is no silver bullet in dentistry. Its all the little things you pay attention to that make you productive. Today, I’m going to walk through what I do at the end of the year in my practice that helps me intentionally plan for the next year. Because if you don’t plan for next year, all you’re doing is hoping. And I don’t know about you, but I don’t want to hope, I want to make this next year not just survivable, but great. This includes what I commit to 100% no matter what, the production reports I look at and why, and what to adjust for given the disruption in 2020.
People who are winning during this time are the ones committed to setting and achieving their goals. It has been a rough year, and some dental offices will never recover. But the doctors who have had their best months ever this year have one thing in common: they have made the conscious decision to do what it takes to achieve their goals. Today, I want to talk a little about how you too can set yourself up to achieve your goals in the year ahead.
I realized there were people out there who knew more about business and leadership, how to deal with my team, and get rid of stress than I do. That's why in my career I've brought 9 different coaches in to help me achieve specific practice goals. But a lot of dentists dig in their heels when coaching is brought up. So today I'm going to talk to you about the reasons I sought coaching advice and the results I saw when I brought in expert help.
Having a marketing company get you 100 new patient calls means nothing if your office can’t convert them. We believe in budgets. We believe in a team that is trained to handle calls appropriately. We believe in having financial options that allow patients to say “yes” to treatment. Today, I’m going to give you an overview of why getting high ROI on your marketing is much more than just getting your phone to ring.
Marketing is a foundation of all modern dental practices. But your marketing needs vary depending on the type of dentistry you do and where you are in your career. Today, I’m going to talk about having a solid understanding of your business and a marketing strategy that supports your long-term goals. I’ll also touch on marketing strategy you need to consider depending on where you are in your career.
If you want to be successful, you have to be committed to being successful. Yeah, there are those out there who are lucky, but I don’t want to rely on that. I want to reach my goals with an intentional activity that says "this is where I want to be next year and my team and I are 100% committed to it and by golly we’re going to reach it." Today, I'm going to talk about how you can plan, goal set, and commit to your success.
Don't make the same mistake other docs to when they bring on an associate. What most dentists need to do is take a step back because they haven’t really evaluated if their business can support an associate. Today, I’m going to share where your business needs to be, some safeguards you can put in place, and what your mindset should be to successfully onboard an associate.
What is your practice really worth? A lot of docs have been asking me questions about how the outside world views the worth of their practice and how they can boost that value. So today I’m digging into what your practice is really worth when you look at production & income vs. debt & expenses, and how you can increase your practice’s value.
How much risk do you tolerate in your business? How do you protect yourself? Today, I’m going to share why I don’t mind when problems come to the surface, because it usually shows me that there’s a break in one of the systems I have set up to limit risk. I’m also going to talk about how building trust, safety, and predictability reduces risk in your practice.
Authenticity is the new currency in marketing. So what story is your practice telling? Today, I’m going to walk you through 5 steps you and your team can do to discover and direct your authenticity. I also have a challenge for you.
This is a tough subject. Most dentists are perfectionists, but the need for perfection causes us a lot of stress. We work our butts off to do the best we can, then inevitably something doesn’t work and we internalize those feelings of frustration and failure. Today, I want to help you take the stress off of your shoulders by changing your mindset from seeking perfection, to the pursuit of excellence. I’ll also share some methods I’ve used to help my own mindset.
How does that make the patient feel? Think about your practice and the things that cause patient stress. Anything you can do to remove that stress improves the patient journey. Today, we’re talking about how you and your team can give your patients a platinum experience that makes them feel like they’ve come to the right place.
You can have a great philosophy of care, but if you don’t have a team who is engaged with you then it will be extremely difficult to get anything done. It’s about finding the balance and knowing your people. Today I’m going to talk about the critical things you need to know about your team so they are engaged in your business.
Most of us have a philosophy of care, but its important to go a little deeper than most docs usually do if you want lasting impact. Today, I’m going to talk about the underlying traits that are critical to you crafting a philosophy of care that drives the long-term success of your practice.
One thing a lot of doctors are struggling with right now is team alignment. In fact, I know of several docs who are down 50-90% of their pre-COVID team. Many associates are also finding themselves without positions. As productive dentists, we look for the opportunities within those challenges. Today, I’ll talk about several options and scenarios to come out better on the other side of all this.
Does your team know what your goals are? Have you told them? When your team understands the why, you get their buy in and their pride in the office their working in. Today, I’m going to talk about some ways you can align your team to your goals.
“I want to sell my practice.” I’ve heard a lot of dentists recently who want out but I think for the most part this is premature. Remember, when you’re scared you don’t always make choices that are in your best interest. Step away from the cliff, and let’s talk about a different way of thinking.
What’s your why? What gets you through your day? It can be hard to stay motivated as a practitioner and business owner, especially in uncertain times. So, today we’re going to talk about motivation, finding your why, and what to do when circumstances challenge your motivation.
What dentistry really needs right now is leadership. One of the most important lessons I learned was that once I understood my business, I became a much better leader. And once I became a better leader, I realized how important my team was and - guess what - they started following me. Today I’m sharing part of a conversation I had with Dr. Joe Blalock from the Life and Dentistry Podcast last week as we dug into what dentists really need to do in their practices in the days and months ahead.
I had a very difficult time enjoying dentistry. Once I mastered the foundations, I started to love my work and patients. We're holding a class on mastering predictive analytics, cultivate a fee-for-service base, uniting a fearless and loyal team, and more and I want to talk a little bit today about why these foundations are critical.
I’m dedicating today to answering the myriad of questions I’ve gotten from listeners recently. We’ll cover the following: How do you schedule when you only have 2 operatories? Several of my team members didn’t return because of COVID…what do I do? What should I do if there’s a second wave?
It was like a light bulb went off in my head - I could eliminate risk, stabilize my business, and build up revenue. Today is a little bit of review, but some new information has come in about how financing patient care can protect your practice. Join in as I run some of the numbers for you so you can make informed decisions about the future of your business.
Today we’re looking at one new tool you can implement right now to grow your business. I’ve talked about Grab Bag on the show before, but today I want to give you some steps to implementing it in your office. I personally believe in rewards that are immediate and drive productivity. Grab Bag is a great incentive. So let’s dive into how this works.
My friend and fellow Texas dentist Dr. Nikki Green joins me as a special guest today for a conversation about:
- Clarifying your vision and goals
- Taking care of your team after a crisis
- Using CE to mold your vision
I went into the office and saw patients today for the first time since COVID shut us down. So I’m taking today to share my experience and thoughts on our “new normal”:
- How we are achieving 90% normal production
- How patients are acting
- What might happen with EIDL and PPP loans
As states reopen, there is still a lot of uncertainty about the future. We want to go back to work, but you, your team, and your patients all have to manage your fear and uncertainty. Tune in to hear my thoughts on some questions I’ve gotten recently:
- I got my PPP but we’re not open for business. What do I do?
- What should I do if one of my team gets COVID?
- What’s the likelihood that my team could get COVID from a patient?
I think we may finally be seeing the light at the end of the tunnel. This is the time to “take the bull by the horns” and make things happen. Today, I’m covering my thoughts on reopening strategies which include:
- How to charge for additional PPE
- Tips to be your most productive when your doors open
- Projections and goals for the rest of the year
Asking why this is happening is really doing you no good. A better question to ask is “What am I going to do to make things great again?” There are people who aren’t going to survive this because they’re focused on the wrong things. What you need to do right now, is figure out how you’re going to react to make sure your business is successful.
Today, we’re going to talk a little bit about my view of the pandemic and the current state of loans, but then I’m going to dive into:
- The importance of mindset in current events
- Things to use in your business that could be good for marketing
- Scheduling your patients exactly where you want them to double your production
I had a great conversation with Mark Costes last week about unique opportunities that are on the rise because of the COVID pandemic. Tune in to hear my thoughts based on my conversation with him:
- The current state of the stock market
- Possible new safety concerns in the office
- How productive scheduling will be key to meeting financial goals
- Why mindset will be key when your doors reopen
A lot of you might be wondering, “what can I do to help my business today”? So let’s take a look at what information I suggest you know to get through these events so you can be ready when the green light is given.
- New guidance on PPP loans
- Why scheduling to productivity is going to be crucial
- How to control your schedule and meet your financial goals when you reopen
We are living through unprecedented times and a very fluid situation. Today, we’re going to talk about my suggestions for your immediate question “What am I going to do with my practice right now” in light of the latest information:
- EIDL loans & Payroll Payment Protection (PPP) loans details
- Suggestions for how to best care for your team during this time
Today, I’m staying with current events and discussing what I’m seeing in the industry and my thoughts on:
- Keeping staff employed and possible payroll loans
- Handling urgent and true emergency patients
- Strategies to lead your team through uncertainty
- Communicating with patients
- How to keep your business healthy so you can hit the ground running when things open up
With concerns over CORVID-19 causing widespread school and business closures, a lot of dentists are taking a hard look at what the next few weeks might mean for their practices. Today, I’m starting with and overview of I’m seeing across the industry and reviewing some things you should consider to get your practice through the next few weeks. And looking past this current crisis, I have two pieces of advice for you that will help you protect your business.
Today we're focusing on a current event. Right now I'm sitting here watching some fears unfold across the country. From Coronavirus to oil being slashed by 30% overnight, and the stock markets halting trading after a 7% decline overnight. So let's take a dive in and I'll share my opinions about:
- Coronavirus and dentistry
- Investment portfolio strategies
- Using common sense during uncertain times
Today we’re diving into part 2 about using predictive analytics to understand your business and manage growth. What predictive analytics really means is I’m running my business like a real business. You have to set goals, you have to commit to them. So let’s jump into:
- Why there’s no such thing as miscellaneous expenses
- Budget to actual vs percentage to budget
- Options for when percentages run over
If we don’t have a business model that’s working really well it frustrates us. We have a lot of risk and debt and we’re working hard…we should be making more money. The question is why aren’t we? Today, I’m going to talk about what I did in my practice that let me predict and control my business:
- Understanding the data and cash flow
- How to commit to predictive revenue
- Understanding expense percentages
Do I need an associate? Well, that’s a loaded question. I’ve had about 10 associates over the years and worked with close to 1,000 offices. So I’m going to share my thoughts about what forms success in an associate position and what doesn’t. Here’s some of what we’ll cover in today’s episode:
- Good and bad reasons for hiring an associate; clarifying your why
- Production and workflow aspects to consider before bringing in an associate
- Pitfalls to avoid with an associate
- What associates are looking for
Most dentists are spending about 1% of their budget on marketing. I market at 8% and what I realized was not only was my market penetration getting better, my overhead was also going down. That’s the concept of net zero marketing: as you start producing more, you drive all your fixed costs down. So today I’m going to dive into how net zero marketing can help you grow your business and profits.
I’ve noticed something in all the work and presentations I do to dentists around the world - all the problems we have are pretty universal. Patients don’t show. We have to market our practices. Patients don't accept our treatment plans. The good news is, we’re not alone. Today, I’m talking about different ways you can find help and what to look for when vetting options.
The PPO trap is something I’ve watched develop over the past 20 years in dentistry. At their heart, they are basically a marketing company; they’re bringing you patients and you’re paying them. For some dentists, having a PPO as part of your business plan makes sense. But for other dentists, it takes a huge part of your hard-earned overhead. So today, I want to talk about your career, mindset, marketing budget, and more in relation to PPOs.
What is the most important thing you can do as a dentist as you prepare for tomorrow? Just as a reminder my biggest focus is productivity. So in the past 40 years, I’ve trained my team to handle the morning huddle. I don’t even go to the morning meeting because I empower my team and hold them accountable for those aspects of my practice. So today, I’m going to talk about how I spend my prep time to ensure I stay productive and connected to patients.
What happens to productivity when you’re stressed out? It doesn’t take a genius to know productivity goes down. I don’t know about you, but I want to keep my stress low and my production high. So here’s a question: how do you handle the stresses that bother you, your team, and your patients? Today, we’re doing to talk about how to reduce stress by handling objections before they become objections.
Annual Planning is something I’ve done every single year in the last 36 years in my practice. At the end of the year, I look at my numbers for this year versus the previous year and ask myself these questions: What have I focused on, what have I not focused on? What were my goals? Did I reach my goals? So today I want to walk through each of these topics and why I look at them.
What I’ve noticed in my years as a leader and practice owner is people who have an abundance mentality tend to attract the best of the best. This can make all the difference in how you come to work and deal with people. Today we’re going to talk about what it means to have a mentality of abundance or scarcity and the effect that has on your business and life.
Today we’re going to talk about one of the most important things you can do in your career. What are your goals? What are you doing? Where do you want to be in 1 year? 3 years? 5 years? This is something I have done my entire career that has allowed me to set achievable, attainable goals, but also allowed me to dream a little. Today, I’m going to talk about your 1, 3, 5 and what the purpose behind each goal is.
Recorded during my recent trip to Zimbabwe, I’m joined in today’s episode by my dear friends Victoria Peterson and JW Oliver. JW runs two companies called Global BP Solutions and SupportDDS.com that help provide resources and employees from oversees to dental offices. I only have two goals as a dentist – to take great care of my patients and to reach my goals. The people I work with allow me to reach those goals. Working with Global BP Solutions and SupportDDS allows me and my team to do what we do best, and live the PDA core value of Doing Good While Doing Good. Join us today as we discuss the wonderful impact SupportDDS has on our businesses.
I love answering your questions…after all, if one person is asking, then others are probably wondering too. Today, I’ll cover your question on:
- How many new patients blocks should I have per day?
- Why do you lean patients back two times in your treatment plans?
- For financial discussions, should we be focusing on monthly fee to make large treatment plans more affordable?
- What do office and team goals look like?
More questions keep on rolling in so today I’m going to answer your questions about:
- When do I expand my office/add more operatories?
- How do you add blocks without triple booking?
- How do you add to an associates’ productivity / hygienists’ productivity?
Today I’m answering more of your questions about how to increase production and productivity in your office. The questions we cover in this episode include:
- How can I add to my hygienists production?
- How can I prevent patients from falling through the cracks?
- What different bonus programs should I offer my team?
- How can I keep my team accountable on their tasks?
Questions have come flooding in so I’m going to spend a little more time answering your questions. I know I’ve said this before, but I’m always happy to cover any topics of interest to you on this podcast, so please keep asking. Today, I answer these top listener questions:
- What is the ROI on lasers?
- How do you add blocks and not triple book?
- When you have an associate, how do you add to their production?
My inbox has been flooded with numerous questions from doctors around the country. So today I’m going to answer the questions that keep popping up about scheduling. These came directly from our listeners and I’m always happy to answer any questions you might have about any of the topics I discuss on this podcast. Today I’ll cover the following questions:
- What is the key to a steady schedule?
- What do you do if most of the practice has been restored and there’s no room to expand your space?
- How should we schedule patients for recall?
- Why do I give different production designations for my assistants?
One of the hot topics right now is getting rid of PPOs. After all, with a PPO you’re writing off 30-40% of your productivity to these big corporations. That’s a big price tag for putting patients in your chairs. But what if you took that 30-40% and put the money to marketing toward fee-for-service patients who would support your practice goals? Now I’m not opposed to dentists signing up for PPOs; for some doctors it works. But today I’m going to give you a way to intentionally and strategically move away from the PPO environment and increase your productivity and increase profit like never before.
If you’re anything like me, you get emails and letters that offer to get you massive amounts of new patients. It sounds good up front, but you end up with all these patients who aren’t qualified for the work you want to do. As I learned in my own practice…marketing doesn’t always work how you intend. So today I’m going to talk about a marketing lesson I learned and how PDA | Marketing Group helped me find a good marketing message mix that supported my practice goals.
It's great to have all the technology, but it will also put you out of business. My wife told me a long time ago that if I hadn’t bought all this stuff that I probably would have been able to retire 20 years ago. One of my team members who handles all the ordering hates it when I go to a meeting and buy a new piece of equipment. Most of the time the equipment ends up on a shelf and when she asks me what it’s for I can’t remember. So, I just want to share a little bit today about how I look at technology and some of the protocols I use when deciding to acquire new technology.
“Who needs coaches anyway?” Well, every all-star and championship winning sports player and team has a coach or group of coaches. So why do people who are so good at their sport need coaches? This is something that really bugs me about dentistry; we have a lot of groups and people talking on Facebook about “oh you can do it yourself, you don’t need a coach.” Let me tell you, over my 39 years of practice, I had 9 different coaching groups come into my office to help me. Why? Because I knew early on that I didn’t know how to run a business so I would need to invest in myself and my practice. Today, I’m going to talk about the coaching I’ve had through my career and what types were most helpful for getting me to the professional and personal levels I wanted to reach.
“Today’s message is simple, be happy.” I’ve talked before about the smiley face and the frowny face that my staff used to put up in the break room to let everyone know what mood I was in. That was a big realization moment for me that I needed to change the way I thought about how I presented myself to my team. Today we’re going to talk about how you and your team should be in their happy place, some of the comments you should be aware of that can help you judge how you’re acting, and how it affects the people around you.
“We surveyed accounts receivable team members and 91% would rather hike 5 miles in the desert with no water or eat brussels sprouts 7 days a week than do collection calls.” Today we’re going to talk about something near and dear to every dentist’s heart, accounts receivable. The truth is accounts receivable is not an easy thing to do in dentistry; the work has already been done and the patient may not have been educated about the balance. In fact, your AR team spends 83% of their time working with insurance companies, which means the only spend 17% of their time actually doing collect calls. Today I’m going to talk about how I improved my accounts receivable through a program called Abella.
To learn more about Abella, visit www.abellaar.com.
“The truth is, my life just really wasn’t working at that point,” says my special guest and practice partner, Dr. Jeff Buske. “I was taking the stress of things at work home to the people who loved me the most, and not giving them the best part of myself.” Today, Dr. Buske and I chat more about that point that hit him between the eyes with his life and practice, what he did to get himself back on track, and how reflection and failures can help us get to where we really want to be.
“Everybody at heart wants to be abundant and share and give to people, but I think their perception of where they are isn’t true.” Dr. Jeff Buske joins me again for a conversation about abundance and scarcity. Today’s discussion dives into perceptions, what contributes to a mentality of scarcity or abundance vs. the reality of a situation, and how you and your thought processes can influence the abundance in your life and practice.
“I don’t think any of us are necessarily broken, it’s just that my priorities changed,” says Dr. Jeff Buske, my practice partner of 15 years, who joins me for another podcast discussion today, this time to discuss the producer and the pretender in all of us. I think a lot of doctors get locked into working on patients, coming home, working on patients, and like Dr. Buske says, “When you have things in your life that aren’t working, you look for the solutions that will make things work.” Join us as we talk about our driving principles and how to hold ourselves accountable to those principles.
“I was at a point in 2004 where I was considering walking away from dentistry,” says Dr. Jeff Buske, my good friend and practice partner for the past 15 years. Jeff was kind enough to join me for today’s podcast to talk about abundancy and what led to the creation of Compassionate Finance. Today we talk about what sparked the idea that grew into Compassionate Finance and some real-life, practical examples of how to use it in your practice.
“It’s counterintuitive. It’s 180 degrees from anything anyone has ever taught you.” We’ve talked a little bit about what Compassionate Finance is and how it works, but there are many, many ways to use it in your office. Today, we’re going to talk about how to utilize it and what some best practices are.
Patients want to see you for the work they need done. But what if they don’t have insurance or just can’t afford it? This is where Compassionate Finance comes in. Let me tell you something interesting, when offices stopped offering 3rd party financing and only gave patients two options – cash or monthly payments – cash payers went up by 39%. Today we’re going to talk more in depth about how Compassionate Finance works and what it can do for your practice.
Nine years ago, my practice partner Dr. Buske asked me, “Hey Bruce, do you think we could finance ortho?” That sparked a longer conversation about costs and interest and how to best serve the needs of our patients. I’d spent years telling doctors not to be the bank, but I wondered if there was a way to help our patients. Compassionate Finance was the result. Today we’re going to talk about how in-house financing - specifically Compassionate Finance - can help you increase your revenue and help all your patients afford the dental care they want and need.
There are some things in dentistry that we believe that are just not true. Today I’m going to cover a few myths in dentistry and what the reality of the situation is. Just a few of the topics will include the myths that access to care is a problem and you need large numbers of new patients to succeed. Listen in for more myths, and a few little secrets that could help your practice today.
The average bank account balance in America right now is $4,400 and the average credit card balance is $18,500. So what happens if you have a treatment plan that’s up around $9-10,000? Well, right now the economy is pretty good, but what happens if it goes down? The reality is we have to find ways to make dentistry more affordable to patients. So today we’re going to talk about financial options that could help your office and your patients.
I always tell doctors there are two kinds of people in this world: engineers and non-engineers. The engineer is the one who needs to have all the info before they make a decision; they’re the ones who want to know the molecular makeup of the material you’re going to use. The non-engineer needs to trust you. The truth is about 80% of dentists think like engineers, while about 80% of your patients don’t. Today we’re going to talk about how to not lose productivity and how to take advantage of the opportunities to take care of people.
In part 1 of this two-part series, we talked about the process of how we go through an examination. How I do it is all new patients come through me first, and we see a 37% increase in productivity when I see the patient first as opposed to hygiene. It also keeps us on track with our schedule. Today we’re going to talk about more best practices for handling new patient exam from what to look for, how to communicate with the patient, and how to get them to “yes” and make them a patient for life.