Episodios

  • #1,004: How to Actually Implement That CE You’re So Jazzed About

    #1,004: How to Actually Implement That CE You’re So Jazzed About
    Jun 10 2025
    Tiff and Britt dive into the nitty-gritty details of turning all that CE energy you have into an implementable system in your practice. They give insight on establishing a point person, training the team, identifying patients, and more. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: The Dental A Team (00:01) Hello, Dental A Team listeners. Thank you for being back here with me and I have Miss Brittany Stone. What is it? No BS Brit. Miss BS Brit. I don't remember what Carrie calls you. This is one of them, right? One of them. But also soon to be Grand Canyon champion. If you didn't listen to our case acceptance one, go listen and hopefully soon we will have some results from Brit killing it. Yeah, you will be a survivor. Britt (00:10) What fun of them! Winner survivor. One of the two. At least one. The Dental A Team (00:29) but then I wanna know how much you sleep on Saturday when you're done. So that'll be the big question. Exactly, yeah, how long does it take for you to get back on the bike once you're done? But thank you for being here with us today, Britt. I think we've gotten, I love podcasting with you, your hygiene brain, like Dana's hygiene brain, you guys just kind of come at it from a different angle. I know the rest of us all have dental assisting backgrounds and. Britt (00:32) Yeah, like that. I if I can reach my legs or not. The Dental A Team (00:55) you know, hygiene assisting, but that hygienist brain just shares a different section. ⁓ And I think you do really well relating with the doctors and kind of that support team space like we spoke to on the case acceptance one. So I'm excited for today, Brett. Thank you for being here. ⁓ You've got the Grand Canyon, but like, gosh, what else is what else is new and exciting? You just went to one of our favorite Mexican restaurants not too long ago. So that's true. Britt (01:21) conferences, I went to PNDC, that was a good time. Luckily it was gorgeous weather there. mean, podcasting today is special. I wear my tooth earrings for us today since we're podcasting, know, just lots of fun things. The Dental A Team (01:35) Getting a little fancy. I like it. And you guys, so you just went to that conference, you went to the Arizona Dental Convention that was in March, right? I think that one's always March for like the last, I don't know, 50 years. It's always been in March. ⁓ And then you just went to the other one and then you're heading out again in a couple weeks to dentist advisors. Yeah. Britt (01:55) Yeah, Dentist Money Summit is by Dentist Advisors, which will be in gorgeous Park City, Utah. So, you know, it's a rough life over here. The Dental A Team (02:01) Yeah, I know, right? And actually it's perfect timing because they, I think we've all like our, our seasons were a little bit off this year. So we are barely getting hot, which normally we're at like 110 already, um, which has been fantastic in Arizona, but that meant that Nevada and, um, Salt Lake area, both Reno and Salt Lake area have had snow longer. So I think you're going to hit Salt Lake for Dentist Money Summit right as the like peak. summer season starts. So you're gonna get some beautiful weather and I'm a little jealous. I will be in California or something like that. But anyways, somewhere. Britt (02:36) somewhere else. It'll be great. And my second, my nephew, second of my nieces and nephews graduate. So I won't go to graduation, but I'll get to go. I'm like, I'll be coming like a couple weeks later to see you. So I'll go get to see them while I'm up there too. The Dental A Team (02:50) Okay. Okay, good, good. I was like, wait a second, how do we get you there? That's good. Britt (02:55) I'm not fighting the crowd up there for graduation, which he's like, mom, everybody graduates. I'm like, no, it's still a big deal. We'll just celebrate when I come see you on my own instead of along with everybody else. The Dental A Team (03:06) gosh, that's funny. I was just talking over the weekend, we had a graduation party that we had to drop in on yesterday. So was like, gosh, I'm gonna have to, which is, I don't like thinking about it, but I have to start thinking about it that Brody's in a year. So was like, Aaron's like, is he gonna want a party? And he, said, no, he's gonna be the kid that's like, everybody graduates. It's fine. Like it's no big deal. But it is a big deal. same, Exactly. Britt (03:26) But they still want it, even though you know it, even though they're like, they're disappointed, it's like, oh, come on. But like, they want it. The Dental A Team (03:33) Exactly. It's like my birthday where I was like, it's fine. Like just a dinner, but like, had they not done a big deal for my 40th, I probably would have, you know, been in shambles. So when it comes, he's surely going to want it, but graduation season is upon us and ...
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    27 m
  • #1,003: The Top Commonality of the Best Dental Practices is ________

    #1,003: The Top Commonality of the Best Dental Practices is ________
    Jun 5 2025
    Kiera shares a key secret from the most recent Dental A-Team Summit: common traits of highest-performing and happiest practices. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript Kiera Dent (00:01) Hello, Dental A Team listeners. This is Kiera. And today I am so excited to chat with you. I hope that you're just having an incredible day. I hope you're having an incredible life. I hope you remember that honestly, we are so blessed to be in dentistry. We are so blessed to live the lives that we do. You are making huge changes and I hope that you're always so proud of yourself and that you're remembering that what you're doing is truly changing lives. Today I wanted to pop on and I wanted to talk real quick about... something that we did at our virtual summit in April. And I hope you were able to attend. you weren't, your calendars for next year. We are having it on April 24th, 2026. So mark your calendars now, plan to be there. I would love, love, love to see you there. Because this year our topic was on unlocking extraordinary leadership and profitability. And I think those things go hand in hand. And one of the quotes that we had in there was, extraordinary doesn't mean perfect. And Simon Sinek has said, there is no such thing as a perfect leader, only one who learns, adapts and grows with their team. And I really, really loved this because we went through an entire model of what's extraordinary leadership, what's the extraordinary leadership formula. And then at the end, we actually went through this amazing thing of common themes of practices. And so what our team did is we actually started looking at all of the dental offices that we've consulted, that we've been a part of, that we've worked with over the years. And we started looking to see What are maybe some of the common themes of awesome practices that have amazing leadership and practices who maybe have not so good of leadership? And so I thought today it would actually be really fun to hop on the podcast. And for those of who attended summit amazing, this is a nice recap for you. Hopefully to dive it in, there are no recordings of summit. So I thought this would be a fun thing to bring back to the table for you and something I really loved. And I thought about it so much. And also for those of you who might not have been able to attend to help you start thinking because I found that when I can figure out what are the patterns, like Tony Robbins says, success leaves clues. And I think about this often of, okay, what are the clues of the successful practices? What are the clues of the offices that are doing things differently? What are the clues of the offices that struggle constantly versus the offices that do really well? And one thing that is always in common is there's always an amazing leader, always. They're always watching their numbers. So they make their decisions based on their numbers. And the third thing is that they have these common themes. So our team actually went through and I remember asking our team, said, okay, let's look at these leaders. Let's look to see what are the themes? What are the pieces? are, like, what is it? And we picked out a couple of offices. We picked out some of these different things and we said, like, okay, here's these awesome offices. What do they have in common? What are the things that they're doing consistently? And let's see if we could build this like, common theme. ⁓ let's go through it. And it was really a message. Amazing because when we were in summit, we had people I was like, okay, this isn't you. This is other practices, of course. But let's think of like, what are some of the not so good attributes of leadership? What do you think? Of course, this is not you. This is someone else. But what is it for you that that maybe would be like the not so good leadership again, and these are these are offices that could be doing great. financially. But what I usually find are the great leaders are always the more successful and more profitable practices. So the not so good what they have, what they tend to have ⁓ is they don't trust their office manager or their leadership team. I'm always here for trust and verify, but to truly trust your office manager and to let them lead and to have them as a partner in the business and to hold them to that high level. They're also usually sometimes poor clinicians. ⁓ Again, I'm not a dentist. I'm not here for it. But was interesting of like a lot of the practices that we see struggling, was the dentistry is actually not so good. And I feel like that kind of ⁓ like truly kind of revolves and it might reflect some possible pieces. So for that, just know, again, these are not all, but we started just looking at like, what were some of the common themes? They were poor leaders. So there's team turnover constantly. So they weren't having the conversations. They were...
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    12 m
  • #1,002: This Is How You Stop Over-Complicating Case Acceptance

    #1,002: This Is How You Stop Over-Complicating Case Acceptance
    Jun 4 2025
    Tiff and Britt explain the right way to achieve case acceptance — without over-complicating or over-simplifying. Getting this down will increase trust among team members and help keep your schedules on track. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript: The Dental A Team (00:01) Hello, Dental A Team listeners. I am so excited to be here today. I have Miss Brittany Stone. I pull her in every now and again as often as I can to do recordings with me. And I love, love, love nothing more than having Britt here. I love having all of the consultants in a rotation, but Britt is, you know, a special OG podcaster. She has been with me since the beginning of time on these podcasts, it feels like. So, Britt, thank you so much for being here today. How are you? It is a beautiful Monday morning for us. I'm actually a little warm. It's getting hotter in Phoenix again, but Britt, how are you today? Britt (00:40) I'm doing good. I mean, it's the time of year where shade is beautiful, right? Like it makes a big difference. And right now in the shade, it is still very nice. It's just the direct sunlight that's a little bit warmer. So it is a gorgeous day outside and I will still definitely go get out on a ride later today. So but happy to be here. It's always fun. I feel like we said it before like these are times like geek out together. So it's like hangout time, but we get everybody else to come along with us and listen to the fun things we chat The Dental A Team (00:43) Yes. fair. That's so true. I do love bringing them on rides. I always make Dana talk about like workout apparel and have something for me to do. Britt (01:12) Dana's like the deaf queen. need something like Dana's got whatever it is that you need. The Dental A Team (01:20) know, I know I love it. So I just pick and choose like what do I need from who's on who's on with me today and what can I gather from them and you are my outdoors like Dana's outdoors too, but she's my apparel and my protein. You're my like outdoors you're doing Grand Canyon this weekend, I was supposed to be doing it next weekend. I don't think I am but you are doing it Friday. So in just a couple days, are you prepped and ready? I don't know that there's every day that anyone says yes, I'm ready. But are you prepped and ready? for the Grand Canyon Rim to Rim, guys. She is hiking from one rim of the canyon to the other rim of the canyon. It's a big deal. Britt (01:54) in one day. yeah, it's four days away and I'm as ready as I'm gonna be. Like at this point, like let's go. The Dental A Team (02:01) Yeah. I agree. agree. I'm near doing it in one day, which we had planned on doing as well. I was calculating the other day based on like how our hike was going what I felt like our timing was going to be. And I calculated with the addition of the extra like two ish miles because the bridge is closed. ⁓ I was thinking like a good 20 minute a mile pace obviously would get you to like 10 hours but then that's no breaks. That's a freaking hauling pace. Britt (02:20) Correct? The Dental A Team (02:31) So I thought for us it was gonna probably be like 12 to 13 hours. Is that what you're thinking? Yeah. Britt (02:37) Yeah, and I have to remind myself, like it's one of those things. I'm a power through girly for most things, but this is a marathon, not a sprint. And so from things I've read, they're like, take a break every hour, eat something every hour, make sure you're hydrating. So I'm gonna try to do that. And they say, get down the canyon in the first like third of whatever time you're planning and it's gonna take you like double that time to get out. So that's fun. The Dental A Team (03:05) good. Good. That's what I was thinking too. Like, take your time. That's what we were saying when we checked our pace, did like almost we did nine and a half, 10 miles, and kept like a 20 to 25 minute pace and it was fine. But it was like, that's a third of what we are going to be doing. so making sure that was to get down. So that was, you know, get down in that amount of time. Britt (03:08) Yeah. The Dental A Team (03:26) But I'm excited for you. can't wait to hear about it. You're to have to post pictures, send them to our marketing team so that we can see a Duna-Lay team out on the rim to rim. It's something that our team has been actually talking about for a couple of years now. So Britt's going to be the first one to overcome that bucket list item for us and test it out. So she's our test queen. Britt (03:44) We'll see if I go do it with you again when someone else wants to go do it or if it's like, I did that once, I'm good. The Dental A Team (03:51) Yeah, yeah, well, hopefully it's I'll do it with you again, because it sounds like my Grand Canyon partner is you know, he's younger than me, but he's an old man and is falling apart. So he may not ...
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    27 m
  • #1,001: How to Survive Cash Flow Row

    #1,001: How to Survive Cash Flow Row
    Jun 3 2025
    Kiera and Dana offer a life raft for businesses struggling to keep cash flow in the green, including specific steps to help get your practice back on course. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript Kiera Dent (00:00) Hello, Dental A Team listeners. This is Kiera. And today I am jazzed. Dana, the one and only Dynamite Dana over there. She's on the podcast with me today. Dana, how are you today? Dana (00:10) doing pretty good. It's a beautiful day here and so I'm just excited to be on the podcast with you. Kiera Dent (00:15) Dana, I am so glad because you and I, feel like we're ships in the night. We see each other, we wave to each other. We love working together, but the reality of us like being on the same boat to talk to each other is few and far between, which is so ironic. But every time I see you in person, I'm like, Dana, we need to hang out more. Like, so it's fun to podcast, even though, I mean, it's a funny way to say hello. We're like here to do work, but at least we get to like have more interactions. So, ⁓ thanks for being on my ship today. I guess like welcome, welcome aboard, matey. Dana (00:44) Yeah, happy to be here, Gatton. Kiera Dent (00:48) But today you guys, Dana and I, we were talking about like some burnout and cashflow row. So think about death row. We actually have a lot of clients that come to us. Thankfully, like once they become clients, they get off death row, cashflow row. But we thought about, think oftentimes burnout and cashflow row ⁓ go hand in hand. And so I figured, Dana, let's get into like, how do you get off of cashflow row? like death row, you're about to go and like die like literally. ⁓ I feel it's becoming a bit more common than I've seen in the past. I'm super grateful and I just want to shout out and for all of you listening, if you're on cashflow row or you're on burnout row, ⁓ just like a huge hug, a huge hug of love, a huge hug of no judgment. Gosh, I get like emotional thinking about it I think it's so easy as a business owner to like just harp on yourself to just feel like Like, why am I so dumb? Like, why can't I figure this out? Like, the mean girl or boy in your mind is just like vicious and wicked. And it makes me so angry that we're this way to ourselves as business owners. Cause I'm like, you know what? You're freaking strong. And like, you took these risks and like, you don't know what you're doing, but you know, you wanted to like build a great like culture for your team. You wanted to build this amazing life for your family. And yeah, it's hard. It's really hard to be a business owner. And I think I speak of this so candidly because Like I've been on death row, like cashflow row. I've been on burnout row, like, and you just sit there and when you need to like have the most love and respect for yourself and grace, it's when we like punch ourselves and kick ourselves and yell at ourselves. And so ⁓ I thought it would be a really, ⁓ hopefully timely podcast for some of you listening of just love of no judgment, of encouragement, and maybe some like shining little stars when you need a North star right now, because It can feel very daunting. And I want to tell you, you don't have to do it alone. ⁓ You telling yourself you're alone and on an island is your choice. And it's a choice that you don't have to stay with. There's so many ways we can help. I think even just like when we get clients that are on cashflow row, I feel like they feel they finally got a life raft sent to them when they didn't know it was even possible. And as consultants, think Dana and I and our whole consulting team are so passionate about getting you into cashflow positive and doing it with ease where it's not that hard. But Like it wasn't overnight that you got here either. So it's not going to be overnight. get you out of there. We're to move you pretty quickly. Cause I think like, Hey, someone's like holding the lantern for you in this dark cave. Like, all right, here's the way out. can really, really help you. But really Dana, think like just again, I hope all of you listening know we come to you with love, with no judgment. You're not a terrible business owner. You're not dumb. You shouldn't have known this before. It's just, this is where we are kind of like a patient with perio, right? Like it's okay. Like this is where we are. And the great news is There are solutions and there's a way out and there's a way to happiness again if you want. So Dana, that's kind of my like emotional pitch to start this off with. Any thoughts you have? Because I think you've seen quite a few come to you on Cash Flow Row from day one. Dana (03:49) This is. Yeah, yeah. And I love just your vulnerability there, Kiera, as a business owner, because I say it to doctors all the time, like, whether it's a dental office, whether it's a consulting company, whatever ...
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    23 m
  • #1,000: We’ve Spent 1,000 Episodes Together.

    #1,000: We’ve Spent 1,000 Episodes Together.
    May 29 2025
    Kiera reflects on some of her most memorable episodes and experiences across 1,000 episodes (!!!) of the Dental A-Team podcast! Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript Kiera Dent (00:00) Hello, Dental A Team listeners. This is Kiera and today feels like a ridiculously special, amazing, incredible day. We are at 1,000 Dental A Team podcasts. Like, can you honestly believe this? I can't believe it. I can't believe that we have hit record on this podcast a thousand times. And honestly, I wanna say thank you to you as listeners, to all of you who have made this podcast a reality. If you're new to the show, welcome. I'm Kiera Dent. I love dentistry. I love making people happy. I love. truly enjoying life. And this podcast came to me while Jason, my husband and I were hiking Yosemite. And I said, Hey, I've noticed that there's this area where they're unserved, where doctors and teams are not communicating on the same way. And like, there's really got to be a better way to help practices scale, to grow, to evolve. And being a team member myself and a business owner, I thought let's combine both of those perspectives. So truly it's an honor. ⁓ I honestly cannot believe that we are here. So if you've been here since episode one, please send me an email. Hello@TheDentalATeam.com. I will send you a personalized thank you to you. I am just so honored. If you've been here for at least like 900 of them, let me know. But truly it's such an honor to be able to have this podcast where we're able to give back, to serve, to share, to laugh, to grow. This podcast has been such a healing space for me. And so today I thought it'd be really fun. for us to actually go through some of our most powerful success networks that's helped hundreds of doctors. It helps you. And I've called it the yes model. ⁓ that's focusing, wow, that's focusing in on you being able to say you, earnings and systems and team development. So focusing on you as a person, helping make sure that you're profitable as a practice, and then having systems and team development in place ⁓ to make sure that you can really, truly say yes to everything in life that you want. Because I truly, truly, truly believe. that running a practice, having a successful team, having a team of people that are accountable does not have to be hard. And so really that's been the whole purpose of this is to make it tactical, practical. And I thought like, Hey, this is going to be something really fun. We're actually going to pull from our framework. But what I'm going to do is I'm actually going to pull from past episodes, some of our hottest episodes, some of those fun episodes to kind of help you see how we can focus on you as a person, how we can focus on your earnings and profitability of the practice and helping with your systems and team development. Now, something that is fun is that there actually were several episodes that were our top downloaded episodes over the years. And so this is just something fun if you enjoyed it, amazing, but truly we looked back and these ones stood out. And so our episodes were episode 469, 10 Practices in 2 Years with Lewis Chen. So such a fun one to inspire, to ignite, to help all of us like really just get, I remember that practice and I was like, my gosh, I thought I like. rampaged up and in like two years we had three, but to do 10 practices in two years. Our other top downloaded episode is episode 501, What Office Managers Need to Know and really helping those office managers highlight, elevate. Being an office manager in dentistry, I feel is such a tricky zone because there's really no rule book for it. And that's what we tried to create at Dental A Team is what is an office manager supposed to do and giving support to office managers and doctors so you can truly have these incredible leaders in your practice. And then our next most downloaded episode was episode 607, A Day to Remember. And that was actually released on Thanksgiving. So shout out to you guys for having these as the most popular downloaded episodes. But like I said, I want to give you guys that framework for being able to say yes to everything with some podcast tools. Don't worry. You want to go back and listen to them if you don't want to. But trying to chunk that so you can really look at your life and your practice. Kiera Dent (03:41) So breaking into the you section, this is about you as a person. This is about you being that visionary, that owner, that fulfilled human, because honestly, if you're not fulfilled and you're not happy with what you're doing, honestly, your practice can't be there. And when we build the yes model, we purposely put it in a specific order of you first, and we focus on you as a person. Then we focus on earnings and profitability. And then we focus on systems and team, because what I found is if we put them in this order, You as ...
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    30 m
  • #999: Drop Those Credit Card Fees FAST

    #999: Drop Those Credit Card Fees FAST
    May 28 2025
    Kiera is joined by Mark Rasmussen, CEO of Moolah, to talk about the landscape of credit card fees and how to reduce them, membership discount plans, and other bonus features offered by the dental payment tech company. (Pssst, Mark was last on episode 866, It’s Time to Modernize Payment Processing!) Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript Kiera Dent (00:00) Hello, Dental A Team listeners. This is Kiera. And today I am super jazzed because I have a guest here who's going to help us with cashflow leaks, modernizing your practice, figuring out those membership plans, all the things that you need and want. We're going to talk about some case studies. This is one of my absolute favorite guests, Mark Rasmussen, CEO, owner, founder, Moolah. How are you today, Mark? Welcome to the show. Mark Rasmussen (00:22) Hey, Kara, I'm doing fantastic. I'm doing awesome. So, so, so it's connected with you and your listeners and excited to get into all this juicy good stuff about revenue and payments and modernizing things. Let's do it. I love it. Kiera Dent (00:31) Yeah. Let's do it. So I have a slight crush on Moolah. Like truly you guys like just make credit card processing easy. And so what I want to start off, if you guys don't listen, Mark and I have done other podcasts in the past together. ⁓ But I don't know, Mark, what you guys say on your email subject lines, like on your little, what is it your signature, but I feel like it should be like your new favorite credit card processing company. Like that's what I feel like Moolah's tagline should be because I wanted to do a couple case studies with you since we last chatted. Mark Rasmussen (00:40) Hahaha Kiera Dent (01:05) ⁓ Mark knows, like, I do have a crush on Moolah. I try to get them to come and be our processor too. Mark Rasmussen (01:10) I need to like soundbite clip that, like I have a crush on Moolah just like everywhere in social. I love that. Kiera Dent (01:15) I do. do because I like companies that make things easy, but also are like the cheapest on the market and credit card fees are one of my biggest beefs. Like really truly I get annoyed when I look to see how much credit card fees are charging. And when you guys, ⁓ deadly team listeners, just so you know, I'm going to throw it out there. Like anybody who goes through our link literally saves 10 basis points. ⁓ on it, which is huge to get anywhere in the credit card industry. So you're getting below that 2.99. So you're getting 2.89 on cards not present and 2.39. And I hope that Mark, I'm allowed to say that because I'm just going to be bold and brazen. And if not, we'll cut that out. So don't stress about that. Mark Rasmussen (01:52) No, no, no, for sure. And not only that, it's like, that's not just a like teaser rate, like they look, your practices will get that preferred rate forever, right, which is awesome. And, and it's like you and I were talking a little bit earlier, too, of like, a bit of shock and awe of like, I and myself as well, I've been seeing like some statements from potential practices. And I'm like, ⁓ my God, I'm like, I'm seeing like, Kiera Dent (02:03) which is so big and you don't add extra heat. Mark Rasmussen (02:19) six, seven, eight percent, like net effective rates. I know you were saying you have been seeing even higher. It's crazy. Yeah, that's crazy. It's almost criminal. Kiera Dent (02:25) Mm-hmm. Yeah, so it does feel criminal because like here's the thing like you might get a cheaper rate somewhere else but when you look and dig into the details and this is where it feels annoying and obnoxious to me and doesn't happen right away it happens like when you've stopped looking at it you're like I've checked my credit card company for years they don't do anything and then all of a sudden it starts creeping up and being eerie and that's where I just get annoyed and that's why like I have a crush on Moolah because you guys don't do it and you guys stay consistent for it so I felt Mark and I, you didn't listen to our last podcast, we'll definitely link it in the show notes for you. But Mark, I felt we should kick today off with some case studies because I have some clients that I've recommended over to Moolah. And I think my favorite one is we were looking and I had a practice and our overhead was high. So like this practice, they don't love to like look at numbers. They have an amazing CPA. Like I will say we do look at numbers, but they're kind of like, yeah, carry it. We'll just like out produce our problems a little bit. And that's fine. Like anybody can have that. But I said, Hey, Mark Rasmussen (03:17) Alright. Kiera Dent (03:21) Your credit card fees are really high. think that they were honestly like 10%. And I'm like, is that really true? Like that just seems outlandish. And they said, well, Kiera, we're in a contract. ...
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    43 m
  • #998: The Secret to Maximizing the Limited Exam

    #998: The Secret to Maximizing the Limited Exam
    May 27 2025
    Tiff and Kristy discuss how to best support patients during limited exams, including centering your own team’s frame of mind, creating proper triage protocol, building trust through communication, and more. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript Tiffanie (00:00) Hello, Dental A Team listeners. We are back today with some really, really exciting things. We speak to the doctors, we speak to the team side, and we really want that to come together in today's podcast. We've got a lot of information for you doctors, but then we've also got a lot of information for you to pass off and train your team members on or pass off this podcast, and we will help train your team members on this space just here within this podcast even. Jam-packed with a ton of information. It's for everyone. Team members, if you're here listening and your doctor's not a listener, vice versa, send it on over because I do think this is going to be some great information for everyone to start implementing right away. So you guys, I have Kristy here with me today. You know her, you love her. I know her, I love her. There's just no one on this earth that will meet her and not love her. So Kristy, you are just an amazing human being. are an excellent coach. and consultant. You've been doing this for many years and I am just constantly impressed by you and how you really work so well with doctors and especially team members. I've seen you really diffuse a lot of situations, handle with care, and you constantly make people feel seen and feel heard. So thank you for being here with me today, Kristy. And really before we pop into this, I'm going to I like to surprise you and Dana. Dana will tell you I do this a lot. So something pops into my head and I'm like, actually, that's gonna be really great. I think before we even get started on this, you guys, so that you know, we're gonna be really, we're gonna be talking about how to really, really maximize a limited or an emergency exam and how to enlist the team to support and getting the most out of it for yourself and for your patients. So before we get started, Kristy I would love for you to share with everyone here today and myself. on a couple of ideas or maybe even tools, I don't know, but how do you do so well at presenting yourself for other people to be able to feel so comfortable and the ability to allow people to be able to feel vulnerable in your space to be able to learn and to be able to make changes and impart changes with practices? Like, how is that? I know it's a natural tendency of yours, but if there's anything you can help doctors and team members really learn on how to show up so that they can do that too, I guess is what I'm asking. Kristy (02:35) I suppose you're right. I think it does come natural to me. I'm a pretty great listener yet. Also, I think it's very important to validate people where they're at and never make them feel small. You know, Tiff, I do not like being in the limelight, but I get a lot of thrill out of watching other people's growth or really watching them and seeing their brilliance within them and making that shine, bringing it out. I suppose I look again, it's meeting them where they're at, showing them maybe something different than they even thought possible for themselves and just touching on their brilliance. It's okay if we don't know everything right now, but dang, together we're gonna grow and we're gonna do this. So really just partnering with them and making them feel safe in that space, know, treating them like I would have wanted to be treated too. So, yeah. Tiffanie (03:30) Yeah, thank you. Thank you. And it sounds like for implement implementation tools, it's really seeing people and acknowledging. what it is that they're doing. if you've got a front office team member and you're like, gosh, like we've got 99 % of our patients confirmed for tomorrow, acknowledging that like, how did you do that? And really, like you said, partnering, I love that you use that word use it often, really partnering with that person and celebrating some of the things that they're doing really well. But also acknowledging there may be space for growth, we might have 99 % confirmations, but maybe we have three, four, five hygiene openings on the same day. So acknowledging spaces that are going really well, but also that there is growth in everyone to be found and how do we layer on top of what we're doing really well already to create change in all of the areas to get the results we're after. Yeah? Yeah, yeah. So I love that theory and idea and I love how you do handle that. I think it's key and Kristy (04:28) You nailed it. Tiffanie (04:36) imparting any kind of change or any kind of just updates even, right? Like handbook updates, like all of those pieces that are scary to go back to your team and say, hey, we're going to change this, we're...
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    30 m
  • #997: Make Dentistry Economics Understandable Again

    #997: Make Dentistry Economics Understandable Again
    May 22 2025
    Fred Heppner of Arizona Transitions is back for part 2 of his chat with Kiera! Life comes at you fast, and sometimes, it comes in the form of a surprise. Kiera and Fred talk about creating an exit strategy today for your departure from dentistry, as well as what the economics look like for moving on from a practice. Episode resources: Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript Kiera Dent (00:01) Hello, Dental A Team listeners. This is Kiera and I am so excited for you to have part two of me and Fred Heppner going through associates, DSOs, how to really grow this. You guys, we had such an incredible first half of this episode. It was so long and so much information that I wanted to break it into two parts. So here's part two. I hope you enjoy. And as always, thanks for listening. I'll catch you next time on the Dental A Team podcast. Kiera Dent (00:24) should people be talking when they're in their 20s 30s or is it something we're like start to think about it I know Ryan and I from Dentist advisors we we talk shop about this quite often of like there I mean there are studies that show that when you retire you actually start to atrophy in life and ⁓ there isn't as much of a purpose and so we talk often of like how can we continue that mental stamina, the things that are going to fulfill us, whether it's working or something else of philanthropy, like whatever is going to keep you going as a human, whether you're working in the chair or you're not, I think is important. So that's I was curious of like, really probably connecting with you three to five years before we think we might retire, but with the caveat of, hey, if something were to happen to me, what would kind of be my exit strategy? your like death list like I do, like if I die, this is what's going to happen. It's creepy, but it's awesome. Fred Heppner (01:15) No, it's, it's creepy and it is awesome. And at the same time, it's a really good conversation to have because if we're three to five years out, then one of the first things to do is say, okay, so what's going to happen if you're not here? And that carries on to the discussion we had earlier. So once the discussion about, what do want to do when you, when you retire or you stop practicing dentistry, then the questions start coming up. What about the economics? Kiera Dent (01:27) Mm-hmm. Fred Heppner (01:44) So in any... Yep, absolutely. Kiera Dent (01:44) I was just going to say, like, is it sell? Is it DSO? it? And also, I mean, this to me also, I think might exponentially accelerate some people's plans because the DSOs are hot and it's like 10x EBITDA. That might accelerate your retirement or your sell because you're on a wave right now that who knows if in the next 20, 30, 40 years we'll be there. Fred, I'm super curious, like, how is this whole DSO model maybe shifting it for transitions? Or is it? I'm curious. Fred Heppner (02:13) It is, it's shifted quite a bit, but what it's shifted is a real desire for dentists to be able to sell their businesses and release the management responsibility and to have somebody else take that over. 15, 20. Yeah. I just want to do, I just want to do dentistry. I don't want to manage a business. I don't want to manage people. Um, I don't want to run the company. I want to be able to practice my trade. Well, Kiera Dent (02:22) you The dream for every business owner. ⁓ Exactly. Fred Heppner (02:43) I can tell you that in the last 15, 20 years, it's certainly exploded in dentistry and not in a bad way. And here's why. Dentists graduating from dental school today need a place to work. The banks that loan money to dentists to buy dental practices are looking for dentists that have a couple years experience in dentistry. They have a production track record. The banks can see what it is that the dentist can do. Chair aside. a good credit score and some liquidity, usually 8 to 10 % of the purchase price of the business that they're looking at in cash. So one of the things to consider is graduating dentists should be able to make the minimum payments on their debt, on their student loans, on what debt they have, and begin to put money away as quickly as possible to gain some liquidity. So as we look at the equation of what DSOs are doing, they're providing them with a place to work. Because as dentists come out, I mean, the majority of dental practices that I work with, maybe you can echo this or discuss it, are just single dentist practices. Right, they don't have a, somebody called it a plus one at some point time, and I thought, okay, that's decent. So you have the dentistry, but there's the ability to bring somebody on maybe one or two days a week. Well, that doesn't, Kiera Dent (03:44) Mm-hmm. Totally same. Mm-hmm. Fred Heppner (04:09) That doesn't feed a hungry young dentist coming out of dental school who really has a lot of debt and ...
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    36 m
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