The Best Practices Show with Kirk Behrendt

When patients don’t accept treatment, most dentists assume it’s about money — but the real breakdown often happens earlier in the process. In this episode, Kirk Behrendt brings back Dr. Jim McKee to share the five questions that determine whether a patient will say yes and whether you should take the case. You’ll learn how to diagnose the real problem, frame expectations, evaluate timing and affordability, and build the kind of trust that prevents conflict in complex dentistry. Listen to Episode 1046 of The Best Practices Show!Main Takeaways:Case acceptance starts when the dentist clearly understands the problem and has a predictable solution.Patients say no when they understand the complaint but don’t understand the real diagnosis or why the proposed solution makes sense.Many declined treatment plans are a timing issue in the patient’s life, not a fee issue.Affordability often comes down to phasing treatment while clearly explaining the risks, changes, and potential added cost over time.Unrealistic expectations — clinical, financial, or both — are a leading cause of difficult cases and post-treatment conflict.Trust is built by accurate diagnosis, transparent expectation-setting, and having the clinical skills to manage complex problems.You should trust your “spider senses” and be willing to lose the case early rather than getting stuck in treatment you can’t deliver predictably.Snippets:00:00 Where the “five keys to case acceptance” came from.00:05 “Checkers vs. chess” patients and why Julie’s case changed the conversation.00:07 Why tooth-based solutions fail when the problem is skeletal or joint-based.00:11 Unrealistic expectations and the hidden mismatch between insurance and “perfect” dentistry.00:17 Why “too expensive” is often a timing issue, not the real reason patients delay.00:19 The money question: phasing complex cases without surprising patients later.00:25 The trust question and why sustaining practices are built on relationships, not volume.00:30 How to think through failure points before you start treatment.00:33 Why it’s better to lose up front than disappoint a patient mid-treatment.00:38 Where to learn more: online training, hands-on workshops, and a Chicago study club.Guest Bio/Guest Resources:Dr. Jim McKee is a restorative dentist and educator focused on occlusion, TMD, and restorative diagnosis. He is a member of the Spear Resident Faculty. He has maintained a private practice since 1984 in Downers Grove, Illinois, where he treats a wide variety of cases with a focus on predictable restorative dentistry. He is a member of the American Academy of Restorative Dentistry and former president of the American Equilibration Society. He has lectured both nationally and internationally for over 25 years and directs several study clubs. Dr. McKee graduated from the University of Notre Dame in 1980 and earned his dental degree from the University of Illinois College of Dentistry in 1984.Guest Resources Mentioned:Online program through Phelan Dental Seminars: https://courses.phelandentalseminars.com/tmd-pdsAdvanced Occlusion Workshop at Spear Education : https://app.speareducation.com/events/workshops/advanced-occlusionMore Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

When your schedule is packed, it’s easy to assume your practice is healthy—but “busy” can hide low productivity and weak profitability. In this episode, Kirk Behrendt brings in ACT Dental coach Robyn Theisen to explain why volume masks inefficiency longer than any other metric, how “busy” becomes a false proxy for performance, and what to measure instead. You’ll learn how to compare number of visits with production per visit and production per hour, what inefficient schedules look like, and how to build a strategic schedule that slows down on purpose while producing more. Listen to Episode 1045 of The Best Practices Show!Main Takeaways:A full schedule can look healthy while profitability is not there because volume can hide inefficiency.“Busy” is a false proxy and has zero value unless you connect it to productivity and profitability.Compare number of visits with production per visit (PPV) and production per hour (PPH) to see whether you’re churning through patients or producing efficiently.Low PPV and low PPH often show up as lots of short, low-value appointments and reactive treatment planning that keeps the day running long.Inefficient volume creates physical fatigue and mental fatigue when the activity doesn’t match what ends up in the bank account.A practice that gets it right builds a strategic schedule with the right mix of procedures, not just filled spots, and matches time to clinical complexity and value.Start by planning the year (days worked, vacations, holidays, CE, meetings), set an annual production goal, and break it down into a daily target to build the schedule around.Snippets:00:00 Why a busy schedule doesn’t automatically mean a profitable schedule.03:10 Why “busy” is a false proxy and what “time is the new rich” looks like.04:05 The homework metric: calculate PPV, PPH, and compare them to number of visits.06:00 What inefficient volume looks like in the schedule and treatment planning.08:05 What it looks like when a practice gets it right with a strategic schedule.11:05 The first step: plan your year, set annual goals, and convert them into a daily production target.12:00 Why write-offs matter and how inaccurate assumptions can hide the real numbers.Guest Bio/Guest Resources:Robyn Theisen brings an entire life and legacy of dental experience to the team and every team with which she works as the daughter and sister of dentists. With almost 20 years of experience in dentistry, her roles ranged from practice management to operations at Patterson Dental to coaching teams. Robyn’s passion is empowering teams to realize that they can dramatically impact the lives of the people they serve by implementing skills and systems to remove barriers to life-changing dental treatment. She has done it for decades and does it every day with dental teams.Outside of coaching, she enjoys time with her husband, Rob, and two daughters, Emerson and Ruby. She loves traveling, music, fitness, and cheering on the Michigan State Spartans.Resources mentioned in the episode:Pro Coaching (ACT Dental): https://www.actdental.com/proTo The Top Study Club: https://www.actdental.com/ttt/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Dental insurance rules are changing fast, and “dental loss ratio” (DLR) is becoming a key issue dentists can’t ignore. In this episode, Kirk Behrendt sits down with Shelley DeGroff of PPO Advisors to explain what DLR is, how it works, why states are adopting it, and what it could mean for premiums, access to coverage, and the future of PPO participation. You’ll learn how DLR is measured, what accountability could improve for patients and practices, and where to watch for state-by-state updates as the market shifts. Listen to Episode 1044 of The Best Practices Show!Main Takeaways:Dental loss ratio (DLR) is the percentage of dental insurance premium dollars spent on patient care rather than overhead, administration, or profit.DLR is state-specific legislation, and states can require carriers to meet a target percentage or refund premium dollars back to patients.The current national average DLR discussed is about 64%–67%, which is driving efforts to push DLR targets into the 80% range.As DLR expands, dentists may see operational improvements like fewer denials and faster claims processing, depending on how carriers respond.One downside risk is that some carriers may raise premiums or exit certain markets, making coverage harder to find or more expensive for employers and patients.NCOIL (National Council of Insurance Legislators) has a model DLR framework that states can use as a starting point when drafting legislation.Dentists should track DLR activity through their state dental society and stay engaged in the legislative conversation as changes accelerate.Snippets:00:00 Why dentists need to understand dental loss ratio (DLR).04:00 What DLR is and how premium dollars are measured against patient care.06:00 How state DLR laws can trigger refunds of premium dollars to patients.09:00 The national average DLR discussed (64%–67%) and the push toward the 80s.10:00 Why brokers may feel the squeeze first as carriers adjust to DLR pressure.12:00 How relying on PPO lists can become riskier as networks and rules shift.13:00 A warning sign: treatment planning based on insurance instead of clinical judgment.18:00 What NCOIL is and how it influences state DLR bills.19:00 How DLR could mirror medical loss ratio dynamics, including premium pressure.24:00 Where to start: practice evaluation and understanding how insurance impacts the business.Guest Bio/Guest Resources:Shelley DeGroff, founder and CEO of PPO Advisors, knows dentistry. After graduating from the University of Nebraska, she began working as a dental receptionist in a nearby dental office. After completing her certification as a dental assistant, Shelley transitioned to become a successful office manager. It was in that role that Shelley began noticing the need for PPO negotiations for her employing doctor. This experience began the business model for PPO Advisors, which has now become a nationwide industry leader.Resources mentioned in the episode:PPO Advisors website: https://ppoadvisors.com/PPO Advisors blog: https://ppoadvisors.com/ppo-insights/blog/NCOIL (National Council of Insurance Legislators) model dental loss ratio framework:https://ncoil.org/wp-content/uploads/2024/01/NCOIL-DLR-Model-Health-Cmte-Adopted-1-26-24.pdfMore Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Do you ever catch yourself thinking, “Why am I even doing this?” When dentistry becomes all noise—production goals, staffing issues, and nonstop mental load—it’s easy to lose your purpose and drift into burnout. In this episode, Kirk Behrendt brings back practice coach Miranda Beeson to explain how reconnecting to service—without sacrificing yourself—restores energy, strengthens leadership, and makes the work meaningful again. You’ll learn how service applies to patients, your team, your profession, and your community, plus practical ways to re-anchor your mindset through daily habits and better language around numbers. Listen to Episode 1043 of The Best Practices Show!Main Takeaways:Dentistry is a helping profession, and burnout grows when purpose gets replaced by task-focus, noise, and transactional thinking.Service is not self-sacrifice; you have to protect boundaries and run a strong business to serve appropriately.When patients become “appointments” or “dollar signs,” fulfillment drops and emotional fatigue increases for both doctors and teams.Serving your team means creating an opportunity for financial stability, fulfillment, and development—not just expecting performance.Leadership is a mindset, not a title, and anyone can lead by showing up with an others-focused approach.Serving the profession and community through mentorship, study clubs, and giving back can restore meaning and re-energize seasoned dentists.Re-anchoring daily to purpose and gratitude helps reset mindset, improves team language around metrics, and supports healthier leadership.Snippets:00:00 Burnout And The Why01:23 Meet Coach Miranda03:02 Dentistry Noise Overload04:22 Service Fuels Purpose06:22 Serve Without Sacrifice09:06 When Service Gets Lost14:10 Serving Patients Deeply16:50 Serving Your Team20:52 Leadership Without Titles22:21 Serve Dentistry Community24:15 Community Service Mindset24:32 Mentorship Stories25:34 Giving Back Fuels Joy27:12 Keep the Fire Lit27:25 Margin and Mindsets29:07 Practical Reset Tips30:16 Purpose in Huddles31:41 Gratitude Over the Gap33:38 Reframing Numbers as Care35:03 Accountability and the Right People37:14 Final Takeaways on Service41:28 Core Purpose and Resources42:41 Podcast FarewellGuest Bio/Guest Resources:Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaBest Practices Resources:https://www.actdental.com/free-resources/Upcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Letting insurance fee schedules become your “real” fees creates bad data, bad decisions, and an unnecessary production treadmill. In this episode, Kirk Behrendt coaches with Robyn Theisen on why every practice — even PPO-heavy practices — must use a master fee schedule, bill full fees, and track adjustments correctly so you can see the true gap between UCR and contracted rates. You’ll learn how insurance-driven fees distort write-offs, inflate gross production, hide profitability, and anchor patients to allowance instead of clinical value — plus what to do today to start fixing it. Listen to Episode 1042 of The Best Practices Show!Main Takeaways:If your practice management system uses insurance fee schedules instead of a master fee schedule, your production, adjustments, and write-offs become inaccurate.Without regularly comparing UCR to contracted fees, you can’t see the true adjustment gap or make good plan-by-plan decisions.When practices bill contracted fees, gross production may look strong while net production tells a very different story.Insurance-driven fees can force doctors to produce more volume to reach the same results, creating scheduling and profitability challenges.Billing full fees and categorizing adjustments by insurance plan allows you to identify where discounts are coming from and how large they are.Getting granular with adjustment categories can reveal hidden issues, like different doctors operating under different insurance fee schedules.Auditing a small sample of EOBs weekly helps you validate whether adjustments and payments match what you think is happening.Snippets:00:01 What “the hidden cost of letting insurance set your fees” actually means.03:00 What it looks like when practices get this wrong: distorted adjustments, write-offs, and inflated gross production.05:40 Why not using a master fee schedule creates “fake news” everywhere in the practice.06:30 What it looks like when practices get it right: billing full fees and tracking adjustments by plan.08:50 How granular write-off categories reveal deeper problems — including huge write-offs and mismatched fee schedules.11:10 What you can do today: check how adjustments are entered and get more specific by insurance company.12:20 Why anchoring patients to allowances instead of clinical value hurts your practice long-term.Guest Bio/Guest Resources:Robyn Theisen brings an entire life and legacy of dental experience to the team and every team with which she works as the daughter and sister of dentists. With almost 20 years of experience in dentistry, her roles ranged from practice management to operations at Patterson Dental to coaching teams. Robyn’s passion is empowering teams to realize that they can dramatically impact the lives of the people they serve by implementing skills and systems to remove barriers to life-changing dental treatment. She has done it for decades and does it every day with dental teams.Outside of coaching, she enjoys time with her husband, Rob, and two daughters, Emerson and Ruby. She loves traveling, music, fitness, and cheering on the Michigan State Spartans.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

AI is showing up everywhere in dentistry, but how far should you go with it in HR—and where does it create risk? In this episode, Kirk Behrendt brings back Alan Twigg, HR professional and leader at Bent Ericksen, to unpack practical, low-risk ways to use AI in a private dental practice, where it can backfire, and why compliance and culture still require trained human judgment. You’ll learn what AI does well today, what it gets wrong, how employees may use it against you, and how to protect your practice while staying efficient. Listen to Episode 1041 of The Best Practices Show!Main Takeaways:AI can summarize information confidently even when it is wrong, so you should not use it as a source of HR compliance guidance.Employees and patients can use AI tools to research employment and practice issues faster, increasing the need for accurate HR compliance.Using AI to write or review policies can miss common real-world scenarios and still requires significant human time to verify and maintain.AI’s default “agreeable” responses can be risky in HR decisions like termination because it may not challenge high-risk choices.Useful AI applications in HR are generally administrative or creative support, not legal interpretation or employee-relations decision-making.Culture and trust remain key differentiators for private practices, especially as larger organizations pursue efficiency through automation.The real value of technology should be freeing time for human connection, not compressing more tasks into the day.Snippets:00:00 AI is everywhere—would you use it for HR?01:00 Alan explains what he does and why HR support matters in dentistry.04:00 Kirk on “this will change everything” predictions and why trust still runs dentistry.08:00 The five Cs that differentiate humans from AI: communication, compassion, curiosity, creativity, courage.11:00 Why AI can be dangerous for HR compliance information, with real examples of errors.14:00 The Workday lawsuit and what it could mean for AI-driven hiring tools.17:00 What happens when a practice tries to use AI to build policies and procedures.22:00 How AI’s “agreeable” nature can increase risk in terminations and employee conflict.25:00 Safer, practical uses of AI: UEP drafting, appreciation ideas, and reducing admin drudgery.28:00 Five years out: efficiency vs. work intensification, and the hope for more human connection.32:00 Final cautions: don’t let AI change your vision, and don’t use it for compliance decisions.Guest Bio/Guest Resources:Alan Twigg is the president of Bent Ericksen & Associates. For over 10 years, he has guided thousands of clients and consultants through the ever-changing world of HR and employment compliance. He is a speaker, consultant, and author who is passionate about bringing education and peace of mind to such a confusing topic.As a strong proponent of symbiotic employer-employee relations, Alan is passionate about teamwork and positive work cultures, with an emphasis on long-term personnel retention and employment compliance, where his solutions-oriented outlook excels.Resources mentioned:https://bentericksen.com/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Turnover is expensive, disruptive, and often blamed on “the staffing market”—but what if the real issue is your internal culture and leadership systems? In this episode, Kirk Behrendt sits down with coach Heather Crockett to explain why turnover isn’t a staffing problem—it’s a culture problem—and to walk you through the practical framework that attracts the right people, keeps them, and helps them thrive. You’ll learn what truly drives turnover, the leadership behaviors that reduce it, and the culture systems that create clarity, consistency, and accountability. Listen to Episode 1040 of The Best Practices Show!Main Takeaways:Turnover is often a lagging indicator of deeper issues like unclear leadership, inconsistent expectations, weak onboarding, and uneven accountability.Strong cultures still attract and retain top talent, even in tight labor markets, because people choose workplaces for leadership and experience—not just pay.Clear roles, defined success, and documented expectations reduce guessing and frustration, and help the right people perform in the right seats.Consistency in leadership—supported by regular meeting rhythms—eliminates “rule changes” that make accountability feel unfair.Systems create predictable, repeatable behaviors and improve training so you don’t rely on memory, mood, or “training by people.”Avoiding conflict quietly erodes culture; productive conflict builds trust when leaders use clear frameworks and address issues early.Team members stay when they feel clear, valued, and connected to meaningful purpose—not because of perks alone.Snippets:00:00 Turnover isn’t a staffing problem—it’s a culture problem.02:00 Why hiring is hard, and why culture is the real retention advantage.05:30 Turnover as a lagging indicator of internal leadership and systems issues.07:00 Why onboarding drives retention and the “3-3-3” framework.10:00 “Team members come first” and what it changes operationally.11:00 Clarity: defining roles, success, and expectations for behavior and performance.13:30 Consistency and the meeting rhythms that remove unfair accountability.17:00 Systems as the “this is the way” to reduce errors and speed up training.19:00 Purpose: moving from transactional dentistry to meaningful, relational work.22:00 Avoiding conflict erodes culture and drives high performers away.24:00 Clear is kind: why clarity prevents conflict from becoming a crisis.26:30 Tactical leadership behaviors you can start immediately to reduce turnover.29:00 Two questions to ask your team to uncover what’s hurting culture.Guest Bio/Guest Resources:Heather Crockett is a Lead Practice Coach who finds joy in not only improving practices but improving the lives of those she coaches as well. With over 20 years of combined experience in assisting, office management, and clinical dental hygiene, her awareness supports many aspects of the practice setting.Heather received her dental hygiene degree from the Utah College of Dental Hygiene in 2008. Networking in the dental community comes easy to her, and she loves to connect with like-minded colleagues on social media. Heather enjoys both attending and presenting continuing education to expand her knowledge and learn from her friends and colleagues.She enjoys hanging out with her husband, three sons, and their dog, Moki, scrolling through social media, watching football, and traveling.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Are you producing at a high level but still feeling tight on cash? In this episode, Kirk Behrendt brings back Carlie Einarson, ACT Dental coach, to explain why strong production doesn’t automatically mean strong cash flow. You’ll learn the two metrics that reveal what’s really happening—collections percentage and AR days—plus the practical steps to tighten your financial systems so the money you’ve earned actually makes it to the bank. Listen to Episode 1039 of The Best Practices Show!Main Takeaways:Strong production does not guarantee strong cash flow because production does not automatically convert to money in the bank.Collections percentage and AR days are two key metrics that reveal why a practice can feel tight on cash even when schedules are full.If you are not collecting 100% of net production, profitability is being impacted and the practice is leaving money on the table.Over-the-counter collections must be consistent, with confident same-day payment conversations at time of service.AR days reflect how long it takes to collect what you’re owed, and the goal is roughly 30 days or less.A clear financial policy and an AR management system reduce delays from patient balances and insurance claims.Improving collections systems can create a cascading effect, including healthier financial behavior, better compliance, and more consistent processes.Snippets:00:00 Producing a lot but still tight on cash—why this happens.02:20 The two metrics that reveal the story: collections percentage and AR days.04:40 What “getting it wrong” looks like when cash doesn’t match production.05:35 Why AR days creep up and how delays compound.07:40 What “getting it right” looks like inside a healthy practice.08:35 Why 95% collections is not acceptable in dental practice management.11:05 Targeting 30 AR days and tightening follow-up systems.12:00 Moving to deposits and collecting in a more consistent process.13:10 Action plan: financial policy alignment and AR management systems.15:00 Where to find BPA resources for financial policies and AR systems.Guest Bio/Guest Resources:Carlie Einarson is a lead practice coach who has a passion for helping others succeed in the dental field. She loves helping to create a stable foundation for practices so both professionals and patients have a great experience every time they walk in the door!Carlie graduated from Utah College of Dental Hygiene. She has ten years of experience in the dental field, including clinical dental hygiene, front office, and leading teams.In her free time, she enjoys spending quality time with loved ones, traveling, skiing, playing volleyball, and golfing.Resources mentioned in this episode:Best Practices Association (BPA) resources and guides:https://www.actdental.com/free-resources/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Building an amazing dental team is hard when everyone is “busy” but daily friction, miscommunication, and inconsistent expectations keep getting in the way. In this episode, Kirk Behrendt sits down with coach Jenni Poulos to explain how written team agreements create alignment, reduce conflict, and make accountability easier. You’ll learn why individual, unwritten expectations create expensive operational friction, how agreements support core values with specific behaviors, and how to build a living document your team actually uses. Listen to Episode 1038 of The Best Practices Show!Main Takeaways:Alignment reduces daily friction by creating clear, shared expectations for how the team works together.Misalignment is expensive because it shows up in tone, handoffs, duplicated work, and ultimately impacts patient experience and profitability.The root of conflict is the gap between expectations and reality, summed up as E minus R equals C.Team agreements support core values by defining what those values look like in specific, observable behaviors during the workday.People resist surprise accountability more than accountability itself, and written agreements reduce that surprise.Agreements must be written, modeled by leadership, and used for coaching so accountability feels less personal and more objective.Team agreements should be created with the full team and revisited regularly so they stay “living,” not just “laminated.”Snippets:00:00 Welcome and Big Question01:17 Meet Jenny and Why Alignment Matters03:08 Core Values and Misalignment Costs05:18 Unwritten Rules Create Friction07:22 E Minus R Equals Conflict09:28 Team Agreements Create Clarity11:22 Written Agreements and Accountability15:48 Modeling Agreements and Coaching18:11 How to Build Agreements Together23:24 Final Takeaways and Next Steps25:38 Wrap Up and FarewellGuest Bio/Guest Resources:Jenni brings to dental teams a literal lifetime of experience in dentistry. As the daughter and sister of periodontists and a dental hygienist, she has been working in many facets of the dental world since she first held a summer job turning rooms and pouring models at the age of 12. Now, with over 10 years of experience in managing and leading a large periodontal practice, she has a firm grasp on what it takes to run a thriving business. Her passion for organizational health and culture has been a driving force behind her coaching career. She has witnessed firsthand how creating an aligned and engaged team will take a practice to levels of success that they never believed possible! Guest resources mentioned:Best Practices Association: Team Agreements Coaching Guide.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

AI is moving fast, but most dentists still don’t know what to use, what to ignore, or how to avoid wasting time on tools that don’t help the practice. In this episode, Kirk Behrendt sits down with Travis Wentworth, an AI and cybersecurity expert (with a doctorate in chemical engineering and a background in data modeling), to explain how AI has evolved beyond chatbots into practical “coworker” tools and agent-based workflows that can save time in a dental office. You’ll learn how to think about AI use cases, how to structure prompts for better outputs, where the real risks are (including hallucinations and overreliance), and how to pick one measurable project to implement without getting overwhelmed—listen to Episode 1037 of The Best Practices Show!Main Takeaways:AI has quickly moved beyond basic chatbot use into tools that can work directly with files, folders, and workflows on your computer.Agent-based AI can connect services (like calendars and email) to automate multi-step tasks that would normally take manual follow-up.Better AI outputs depend on structured, specific inputs, including context like practice values, tone, and desired formats.A major risk is trusting AI outputs without reviewing them, especially when the model can hallucinate details or references.Another risk is getting distracted by too many possibilities instead of completing one scoped, practical project.AI can be used for simple, high-value office tasks like drafting consistent SOP templates and maintenance logs.Tools that record and summarize conversations can help improve consistency and completeness of clinical notes when used responsibly.Snippets:00:00 AI in Dentistry Intro01:08 Meet Travis Wentworth03:18 How Fast AI Is Moving04:43 Beyond Chatbots to Cowork06:41 Agents That Automate Work08:26 Dental Use Cases and Reviews11:57 Prompting and Better Inputs16:14 Dental AI Tools and Notes20:38 Pitfalls and Staying Focused24:31 Adoption Curves and Urgency27:51 Final Advice and Resources30:28 Wrap Up and Next StepsGuest Bio/Guest Resources:Travis Wentworth has been training students in engineering, networking, and cybersecurity for over a decade. He received his PhD in engineering from the University of Kansas in 2015 and completed a Postdoctoral Research fellowship at the University of Chalmers in Gothenburg, Sweden. While there, he was part of the world-renowned research group led by Dr. Louise Olsson and had the privilege to work with the European Union, Swedish Research Council, Volvo, and Chalmers University.As a researcher, instructor, and consultant, Travis has presented his technical content to far-reaching corners of the globe including China, Germany, and Sweden, to name a few. Returning to the United States in 2017, he narrowed his emphasis to cybersecurity and networking training.Travis has a diverse background with a proclivity in the acquisition and analysis of public and proprietary data. He is a published author in numerous peer-reviewed journals for computer modeling and catalysis and is well-versed in programming, networking, data acquisition, and cybersecurity.Resource mentioned:https://www.plaud.ai/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

When patients don’t say yes to treatment, it’s easy to assume the problem is fees, timing, or motivation—but the first place to look is your data. In this episode, Kirk Behrendt sits down with ACT coach Carlie Einarson to break down two key performance indicators that reveal where case acceptance is actually breaking down: diagnostic percentage and case acceptance percentage. You’ll learn how to define and track these metrics, what “low” numbers typically indicate inside your systems, and the first practical steps to improve diagnosis, presentation, and scheduling outcomes. Listen to Episode 1036 of The Best Practices Show!Main Takeaways:Key performance indicators are “indicators” because they point to which systems are working and which are not.Diagnostic percentage measures what percentage of patients are diagnosed with new treatment.Case acceptance percentage measures what percentage of patients with treatment presented schedule something before leaving that day.A low diagnostic percentage can indicate missed or inconsistent diagnosis, unclear philosophy, or “watching” treatment instead of recommending it.A low case acceptance percentage often reflects rushed conversations and unclear explanations rather than patients simply refusing because of cost or time.Improving both metrics starts with writing down and aligning the practice’s standard of care and treatment philosophy across the entire team.Pulling two to four weeks of diagnostic and case acceptance data helps identify whether the breakdown is happening in diagnosis or in communication and scheduling.Snippets:00:00 What to look at first when patients aren’t saying yes.02:06 Why KPIs are called “indicators” and what they reveal.03:06 Diagnostic percentage defined with a simple example.03:42 Case acceptance percentage defined as scheduling before leaving.04:10 What low diagnostic and case acceptance numbers usually mean.06:07 What it looks like when diagnosis and case acceptance are strong.07:25 Why diagnosis is a priority and why “winging it” fails.09:18 The first steps: write down your standard of care and pull recent data.10:12 What to review with your team to strengthen diagnosis systems.11:20 What to fix when diagnosis is strong but case acceptance is low.12:05 Raising the standard of care and bringing the team with you.12:41 The value of periodic comprehensive sit-downs for patients.13:12 Holding doctors accountable with daily tracking.15:18 The two metrics to start with when patients aren’t saying yes.Guest Bio/Guest Resources:Carlie Einarson is a lead practice coach who has a passion for helping others succeed in the dental field. She loves helping to create a stable foundation for practices so both professionals and patients have a great experience every time they walk in the door!Carlie graduated from Utah College of Dental Hygiene. She has ten years of experience in the dental field, including clinical dental hygiene, front office, and leading teams.In her free time, she enjoys spending quality time with loved ones, traveling, skiing, playing volleyball, and golfing.Resources mentioned in this episode:Best Practices Association (BPA) resources and guides:https://www.actdental.com/free-resources/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Dentistry is full of big-ticket purchases, but many clinicians overlook the most expensive and valuable “equipment” they own: their body. In this episode, Kirk Behrendt sits down with Dr. Uche Odiatu to reframe the equipment conversation around physical health, and to lay out practical, sustainable habits that protect performance over a long career. You’ll learn why sleep and light exposure are foundational, how consistency beats extremes, and which nutrition “bottlenecks” can quietly undermine energy, cognition, and longevity—so you can keep practicing (and living) well for decades. listen to Episode 1035 of The Best Practices Show!Main Takeaways:The most valuable and expensive piece of equipment in a dental practice is the dentist’s physical body, and it requires intentional investment.By midlife, poor sleep and food habits stop being sustainable and begin to show up as chronic pain, fatigue, and reduced capacity to perform.Sleep is the bedrock habit because it impacts hormones, recovery, cognition, and long-term health outcomes.Getting outside shortly after waking (even briefly) supports circadian rhythm, daytime energy, and deeper sleep later that night.Consistency with simple habits beats “all-or-nothing” health plans that are hard to sustain long term.Nutrition basics matter more than supplements, and common nutrient shortfalls can impact decision-making and overall health.Clinicians can model wellness-based leadership by taking care of themselves and guiding patients with a broader view of health.Snippets:00:00 The “most valuable and expensive equipment” in dentistry.02:00 Why dentists invest in tech but not their physical health.04:10 The health cost of delaying self-care until “later.”05:30 Why the conversation should focus on solutions, not just problems.06:10 Sleep as the foundation habit.07:10 The “six doctors”: exercise, nutrition, sleep, stress, light, and hormesis.08:20 Morning light exposure and why going outside matters.11:00 Kirk’s daily weighted-vest walking routine.14:20 Why consistency beats extreme routines.17:10 Nutrition bottlenecks: choline, omega-3s, vitamin D, and fiber.21:40 Practical fiber sources and simplifying food choices.23:10 A simple daily baseline: sleep, light, eggs, and avocado.26:00 What dentists can notice about health by observing faces and mouths.27:10 Kirk’s “Nordstrom suit” moment and making a change.28:10 Dr. Uche’s “gray face” moment and rethinking work habits.Guest Bio/Guest Resources:Dr. Uche Odiatu has a DMD (Doctor of Dental Medicine). He is a professional member of the ACSM (American College of Sports Medicine), a Certified Personal Trainer NSCA (National Strength & Conditioning Association), and the Canadian Association of Fitness Professionals (canfitpro). He is the co-author of The Miracle of Health and has lectured in Canada, the USA, the Caribbean, the UK, and Europe. He is an invited guest on over 400 TV and radio shows, from ABC 20/20, Canada CTV AM, Breakfast TV, to Magic Sunday Drum FM in Texas. This high-energy healthcare professional has done over 450 lectures in seven countries over the last 15 years.Instagram: https://www.instagram.com/fitspeakers/Website: https://www.druche.com/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Hiring in dentistry is harder than ever, especially when you hire for skill and end up firing for attitude. In this episode, Kirk Behrendt talks with coach Heather Crockett about how to hire for culture fit using a structured system, including four essential types of interview questions that reveal credentials, technical ability, experience, and behaviors tied to your core values. You’ll learn how to define the role, reduce bias, avoid “least-worst” hiring decisions, and build a repeatable process that strengthens your team over time—listen to Episode 1034 of The Best Practices Show!Main Takeaways:One bad hire can erode culture, frustrate strong performers, and create turnover and management problems.Hiring for software knowledge or skill alone misses the behavioral alignment required for long-term success.A structured hiring system prevents reactive, rushed decisions and makes interviews consistent across candidates.Define the role clearly so candidates understand the expectations and you can evaluate fit accurately.Use credential questions to confirm education, licenses, and certifications relevant to the position.Use technical and experience questions to assess minimum performance standards and past responsibilities.Use behavior-based questions tied to core values to evaluate how candidates respond to feedback, stress, and leadership opportunities.Snippets:00:00 Hiring Is Harder Now01:19 Why Culture Fit Wins05:26 Core Values Over Skills07:42 Build A Hiring System10:45 Define Roles And Ads12:04 Four Interview Question Types12:50 Credentials And Technical Skills14:52 Experience And Behavior Questions20:50 Templates Video Screens And Takeaways24:55 AI Proof Your Hiring ProcessGuest Bio/Guest Resources:Heather Crockett is a Lead Practice Coach who finds joy in not only improving practices but improving the lives of those she coaches as well. With over 20 years of combined experience in assisting, office management, and clinical dental hygiene, her awareness supports many aspects of the practice setting.Heather received her dental hygiene degree from the Utah College of Dental Hygiene in 2008. Networking in the dental community comes easy to her, and she loves to connect with like-minded colleagues on social media. Heather enjoys both attending and presenting continuing education to expand her knowledge and learn from her friends and colleagues.She enjoys hanging out with her husband, three sons, and their dog, Moki, scrolling through social media, watching football, and traveling.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Metrics don’t create pressure—unclear expectations do. In this episode, Kirk Behrendt talks with Robyn Theisen, coach at ACT Dental, about how role-specific KPIs reduce stress by creating clarity, ownership, and accountability. You’ll learn why teams feel pressured when success isn’t defined, how to use metrics as a “scoreboard” for standard of care and performance, and how to build meeting rhythms that keep everyone aligned and improving. Listen to Episode 1033 of The Best Practices Show!Main Takeaways:Metrics reduce emotion in leadership conversations by replacing opinions with observable data.Pressure rises when leaders don’t define success and KPIs only get discussed when something goes wrong.Teams feel less stress when each role has two to five measurable outcomes that define responsibility.A “scoreboard” creates alignment by showing progress, opportunities, and wins in real time.Reviewing expectations and KPIs in regular meeting rhythms helps teams adjust before issues become crises.Role-specific metrics make performance conversations less subjective and more constructive.When team members help define and track outcomes, they feel led and accountable rather than micromanaged.Snippets:00:00 Metric Monday Kickoff01:26 Metrics vs Pressure03:08 Why Data Matters04:09 When Expectations Fail05:25 Scoreboards and Alignment08:01 Getting KPIs Right09:00 Leading Indicator Examples11:09 Coaching and Next Steps13:29 Wrap Up and CommunityGuest Bio/Guest Resources:Robyn Theisen brings an entire life and legacy of dental experience to the team and every team with which she works as the daughter and sister of dentists. With almost 20 years of experience in dentistry, her roles ranged from practice management to operations at Patterson Dental to coaching teams. Robyn’s passion is empowering teams to realize that they can dramatically impact the lives of the people they serve by implementing skills and systems to remove barriers to life-changing dental treatment. She has done it for decades and does it every day with dental teams.Outside of coaching, she enjoys time with her husband, Rob, and two daughters, Emerson and Ruby. She loves traveling, music, fitness, and cheering on the Michigan State Spartans.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Most practices spend thousands each month on supplies but still don’t have a documented ordering system—so spending becomes reactive, inconsistent, and hard to control. In this episode, Kirk Behrendt talks with co-host Miranda Beeson, Director of Education at ACT Dental, about what a GPO (group purchasing organization) is, where it fits in your ordering system, and how to combine budgets, accountability, and a repeatable process to stabilize supply costs and improve profitability over time—Listen to Episode 1032 of The Best Practices Show!Main Takeaways:A GPO (group purchasing organization) leverages collective buying power to secure better pricing than a single practice can typically negotiate alone.Most offices don’t have a documented ordering system, which leads to reactive ordering habits and fluctuating supply percentages month to month.A defined ordering system should clearly outline what it is, why it exists, who is accountable, who participates, when it happens, where it happens, and exactly how it’s done.Supply ordering should be driven by a budget tied to collections (commonly targeting around 5%) so teams can measure performance and correct course.Accountability requires accounting, meaning practices need clear reporting and a way to review whether spending stayed on budget and why.Setting minimum/maximum inventory levels and approval guardrails reduces overstock, emergency purchases, and delays when the primary ordering person is unavailable.A centralized procurement platform can reduce decision fatigue, save time, and help teams compare options, track spend, and capture savings and rebates more consistently.Snippets:00:00 Intro01:00 Why the GPO conversation matters and where it fits in your ordering system.03:00 Why ordering must be system-driven, not habit-driven.06:00 Common “systems” that aren’t systems (the whiteboard and the rep-driven order).09:00 The real dollar impact of small percentage swings in supply spend.12:00 What a complete ordering system should include (what, why, who, when, where, how).15:00 Why supply ordering must start with a collections-based budget.19:00 What a GPO is and how group buying power works.24:00 How a procurement platform can include supplies, labs, savings, and rebates.26:00 Why saving time matters as much as saving money in ordering.30:00 Final recap: intentionality, consistency, visibility, and long-term profitability.Guest Bio/Guest Resources:Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.More Helpful Links for a Better Practice & a Better Life:The Exchange 2026: https://smilesource.com/exchangeThe Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Do you ever feel like your team is technically doing their jobs—but they’re not pulling in the same direction, and performance still falls short? In this episode, Kirk Behrendt talks with Miranda Beeson, ACT’s co-host and practice coach, about how to shift a practice from “working with each other” to “working for each other.”You’ll learn how a “me” mindset creates invisible walls, why vulnerability-based trust changes accountability and communication, and how leaders build clarity, consistency, and connection to create a true “we” culture. Listen to Episode 1031 of The Best Practices Show!Main Takeaways:A team can have high individual performers and still underachieve if people are playing for themselves instead of for each other.A “me” mindset shows up as guarded communication, weak collaboration, reduced trust, and decreased accountability.Shifting to a “we” mindset starts by replacing “that’s not my job” thinking with “how can I help the team succeed today?”Vulnerability-based trust creates psychological safety where people admit mistakes, ask for help, and assume positive intent.Leaders must model the behavior first by owning mistakes, asking for help, and consistently reinforcing expectations.Team building matters because time together outside the daily pressure helps people connect as humans and lowers defenses.Culture is shaped intentionally through clarity, consistency, and connection—and unintentionally through defensiveness, favoritism, avoidance, and hierarchy.Snippets:00:00 Intro02:25 The volleyball story that sparked the “with each other vs. for each other” framework.04:00 How “I did my job” thinking limits team performance.10:00 A practical example of “me mindset” vs. “team player mindset” during a handoff and ringing phone.13:00 Predictive trust vs. vulnerability-based trust in a dental practice.16:45 Why team building and bonding help teams lower their guard.23:00 Using purpose and process mapping to show how every role impacts the patient experience.27:00 Clarity, consistency, and connection as leadership habits that shape culture.34:00 A simple next step to start building “for each other” behavior in your next team meeting.Guest Bio/Guest Resources:Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.More Helpful Links for a Better Practice & a Better Life:The Exchange 2026: https://smilesource.com/exchangeThe Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Do you feel busy all day, yet your production doesn’t reflect it? In this episode, Kirk Behrendt brings in Robyn Theisen, practice coach and co-host, to break down why “busy” is a false proxy—and how to replace it with intentional productivity. You’ll learn how to use two key metrics, production per day (PPD) and production per visit (PPV), to spot schedule problems, reduce day-to-day production swings, and build more stable, higher-value days without the frantic pace. Listen to Episode 1030 of The Best Practices Show!Main Takeaways:Busyness and productivity are not the same thing, and a busy schedule can still produce inconsistent results.PPD and PPV reveal whether your schedule is intentionally designed for value or simply filled to stay busy.When PPD is off, production fluctuates sharply, large cases are “hoped for,” and one cancellation can derail the day.When PPV is off, the schedule is packed with small appointments, relies on same-day treatment or emergencies, and creates wasted time.Getting PPD right means working backward from annual goals to daily targets and intentionally placing larger cases to stabilize the day.Getting PPV right means fewer visits at higher value, with appointment lengths matched to procedure value and complexity.Reviewing past schedules and rating day “busyness” helps identify bottlenecks and what needs to change.Snippets:00:00 Metric Monday Kickoff01:33 Meet Coach Robin02:21 Busy Versus Productive03:38 Key Metrics PPD PPV03:53 When Metrics Go Wrong06:35 When You Get It Right08:29 Less Busy More Productive09:43 Action Steps Today11:02 Final Takeaways12:00 Wrap Up And ResourcesGuest Bio/Guest Resources:Robyn Theisen brings an entire life and legacy of dental experience to the team and every team with which she works as the daughter and sister of dentists. With almost 20 years of experience in dentistry, her roles ranged from practice management to operations at Patterson Dental to coaching teams. Robyn’s passion is empowering teams to realize that they can dramatically impact the lives of the people they serve by implementing skills and systems to remove barriers to life-changing dental treatment. She has done it for decades and does it every day with dental teams.Outside of coaching, she enjoys time with her husband, Rob, and two daughters, Emerson and Ruby. She loves traveling, music, fitness, and cheering on the Michigan State Spartans.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Many dental practices feel surprised by their numbers at the end of the month, even when they review reports regularly. In this episode, Kirk Behrendt sits down with Miranda Beeson, leadership coach at ACT Dental, to explain the difference between leading and lagging indicators and why relying too heavily on historical data creates stress, reactivity, and missed opportunities. They break down how leading indicators connect daily behaviors to long-term results, how to spot problems earlier, and how to use data to lead calmly instead of reactively. If you want to understand which numbers actually help you influence outcomes before it’s too late, listen to Episode 1009 of The Best Practices Show!Main TakeawaysLagging indicators show what has already happened in a practice and cannot be changed once reported.Leading indicators help predict future outcomes and guide daily and weekly behavior.Practices that focus only on lagging indicators often feel blindsided and become reactive under pressure.Tracking leading indicators weekly allows leaders to correct course before the end of the month.Hygiene reappointment, diagnostic percentage, and case acceptance are examples of leading indicators that influence production.Teams engage more effectively when they understand which daily actions influence practice results.Snippets00:52 Leading indicators versus lagging indicators and why both matter.02:28 Why lagging indicators create reactive leadership and team stress.03:50 Using hygiene metrics to predict future production.06:11 Planning ahead for known schedule disruptions like holidays.07:38 What it looks like when practices rely only on lagging indicators.09:42 How leadership changes when leading indicators are used correctly.11:39 Tracking diagnostic percentage and case acceptance week over week.14:47 A simple first step to start using leading indicators today.Guest Bio/Guest ResourcesMiranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/ Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Is online continuing education enough to elevate your dentistry? With unlimited access to webinars, social media cases, and on-demand videos, it’s easy to believe you can master complex procedures from a screen. But is that really how clinical excellence is built? In this episode, Kirk Behrendt interviews Dr. Adamo Notarantonio, educator, clinician, and faculty member at the Kois Center, about the critical differences between online and in-person learning. They discuss why hands-on training, mentorship, and layered learning are essential for developing technical skill, clinical judgment, and the ability to think under pressure. You’ll learn how to adopt CE with patience, how to avoid the social media comparison trap, and why real growth requires more than watching a video. If you want to elevate your thinking and your results, listen to Episode 1008 of The Best Practices Show!Main TakeawaysIn-person, hands-on education is essential for mastering clinical techniques that cannot be fully learned through online videos.True clinical growth requires repetition, deliberate practice, and mentorship over time.Social media often presents highlight reels that do not reflect the full clinical reality behind cases.The ability to think outside the box during unexpected clinical situations separates good clinicians from great clinicians.Layered learning—lecture, hands-on application, mentorship, and case review—deepens understanding and improves implementation.Dentists should focus on competing with themselves rather than comparing their work to others.Adopting CE effectively requires patience and a long-term mindset rather than seeking rapid results.Snippets00:00 Introduction and Welcome00:18 Meet Adamo: A Special Guest01:20 The Importance of Continuing Education02:48 Adamo's Journey and Career Changes04:15 Hands-On Learning vs. Online Education07:43 The Value of In-Person Training09:48 Thinking Outside the Box in Dentistry12:22 Mindset and Continuous Learning14:47 The Reality of Social Media in Dentistry16:29 The Reality of Before and After16:41 The Trust Factor with Instagram16:58 AI in Dentistry Presentations17:29 The Importance of Clinical Tips18:20 The Role of Educators in Dentistry20:27 Understanding Constricted Chewing Patterns21:53 The Value of Layered Learning23:48 The Future of Continuing Education (CE)24:50 Shadowing and Mentorship in Dentistry27:42 Final Thoughts on Adopting CE29:25 Where to Learn More About Adamo31:01 Conclusion and Podcast Wrap-UpGuest Bio/Guest ResourcesDr. Adamo Notarantonio is a practicing dentist, speaker, and educator who serves as faculty at the Kois Center. He is a past president of the American Academy of Cosmetic Dentistry and has earned accreditation status within the organization. Dr. Notarantonio lectures nationally and teaches hands-on composite and restorative courses. He previously owned a private practice in Long Island, New York, and now practices as an associate while focusing extensively on education and mentorship.Instagram: https://www.instagram.com/adamoelvis/Course website: https://www.imprescourses.com/Kois Center: https://www.koiscenter.com/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/ Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Running a dental practice can feel like an endless cycle of putting out fires, reacting to problems, and repeating the same frustrations day after day. In this episode, Kirk Behrendt sits down with Christina Burn, Director of Operations at ACT Dental, to explain why most of these daily issues stem from a lack of clear systems, not people. Together, they break down how systems create predictability, reduce stress, improve team accountability, and support long-term growth. You’ll learn where to start with systems, how to build them with your team, and how to keep them relevant as your practice evolves. To learn how to stop firefighting and start creating predictability, listen to Episode 1007 of The Best Practices Show!Main Takeaways:Most recurring daily problems in a dental practice are caused by missing or unclear systems rather than individual team performance.Systems create predictability, which leads to less stress, better patient experiences, and more consistent outcomes for doctors and teams.Practices should aim to be systems-driven instead of people-dependent to avoid burnout and constant staff additions.Effective systems start with a clearly defined “why” that connects directly to patient experience and team success.The best systems are created collaboratively during dedicated team meeting time, not by the doctor alone or outside of work hours.Systems should be specific, step-by-step, and written clearly so anyone in the practice can follow them when needed.Systems must be treated as living tools that are reviewed, updated, and improved as the practice grows and changes.Snippets:00:00 Introduction and Welcome00:08 The Importance of Systems in Dentistry01:28 Meet Christina Burn: Director of Operations02:30 Common Issues in Dental Practices03:23 Creating Effective Systems05:52 The Why Behind Systems09:58 Implementing and Refining Systems13:22 The 80% Approach to System Development16:02 Specificity in Systems20:32 Living Systems: Continuous Improvement25:11 Conclusion and Final ThoughtsGuest Bio/Guest Resources:Christina Byrne is the Director of Operations at ACT Dental, where she oversees coaching alignment, system development, and operational consistency across practices nationwide. She works closely with dental teams to help them build scalable systems that improve predictability, accountability, and long-term practice performance. In this episode, Christina references ACT Dental resources including the Analyzing Existing Systems document, the master systems checklist, and the systems and checklist support guide available through the Best Practices Association.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/ Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Many dental leaders make decisions based on how the day feels instead of what the data shows. In this episode, Kirk Behrendt is joined by Miranda Beeson, ACT Dental coach and leadership advisor, to explain why leading from emotion creates reactive leadership and how metrics create clarity, consistency, and confidence for teams. You will learn how data removes emotion from decision-making, how to pause emotional reactions, and how to use key performance indicators to guide smarter conversations and actions. Listen to Episode 1006 of The Best Practices Show!Main TakeawaysLeading from feelings creates reactive decision-making and inconsistency for the team.Metrics reveal patterns over time and provide an objective truth that removes emotion from leadership conversations.Data-driven leadership allows teams to align around priorities and solve problems instead of chasing anxiety.Reviewing metrics consistently helps leaders respond thoughtfully rather than react emotionally.Sharing data weekly builds accountability and ownership across the entire team.Measuring and reporting on a focus area regularly accelerates improvement.Verifying emotional reactions with data builds trust and credibility as a leader.Snippets01:43 Why today’s Metric Monday focuses on feelings versus data.02:18 How leading with data creates smarter leadership decisions.03:20 How personal bias disappears when data is introduced.04:38 What reactive leadership looks like in a dental practice.06:05 Why leading with feelings creates inconsistency for teams.07:42 How teams unify when data is shared consistently.08:45 Using weekly reporting to drive improvement.10:18 Pausing emotional reactions and verifying them with data.13:25 Asking which KPI confirms or challenges a feeling.14:50 Using capacity data to validate schedule concerns.15:45 Why coaches help remove emotional stories from leadership decisions.Guest Bio/Guest ResourcesMiranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/ Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Most dentists treat sleep as optional until performance drops, patience gets shorter, and focus slips. In this episode, Kirk Behrendt talks with Dr. Uche Odiatu, health and fitness educator for dentistry, about sleep hygiene fundamentals that improve energy, cognition, metabolic health, and daily productivity. You will learn why seven hours is the minimum, why “sleep debt” can’t be repaid on weekends, and the practical habits that make sleep deeper and more consistent. Listen to Episode 1005 of The Best Practices Show!Main TakeawaysSeven hours is the minimum sleep needed for most adults to avoid ongoing sleep deprivation.“Catching up” on sleep over the weekend does not fully reverse the effects of several nights of poor sleep.Morning outdoor light exposure helps reset circadian rhythm and supports falling asleep more easily at night.Daily physical activity builds physiological sleep drive beyond mental fatigue from a long clinical day.Alcohol can make you feel sedated but reduces deep sleep quality and interferes with memory consolidation and emotional regulation.Eating within three hours of bedtime can reduce sleep quality because the body is focused on digestion.Evening light control, including avoiding bright overhead LED lighting and late-night scrolling, supports melatonin and sleep depth.Snippets01:56 Seven hours as the minimum, and how being awake too long affects performance.03:44 Why “sleep debt” can’t be repaid on weekends.06:23 Morning sunlight and outdoor exposure to reset circadian rhythm.09:35 Why sedentary days reduce true sleep drive, even when you feel mentally exhausted.11:28 Alcohol as sedation vs. sleep, and what it does to deep sleep and retention.17:35 Eating close to bedtime and the impact on sleep quality.18:45 Managing evening light by avoiding overhead LEDs after sunset.20:35 Doomscrolling, dopamine hits, and how small amounts of light disrupt physiology.24:10 “Become a sleep master” before chasing other wellness tools.Guest Bio/Guest ResourcesDr. Uche Odiatu has a DMD (Doctor of Dental Medicine). He is a professional member of the ACSM (American College of Sports Medicine), a Certified Personal Trainer NSCA (National Strength & Conditioning Association), and the Canadian Association of Fitness Professionals (canfitpro). He is the co-author of The Miracle of Health and has lectured in Canada, the USA, the Caribbean, the UK, and Europe. He is an invited guest on over 400 TV and radio shows, from ABC 20/20, Canada CTV AM, Breakfast TV, to Magic Sunday Drum FM in Texas. This high-energy healthcare professional has done over 450 lectures in seven countries over the last 15 years.Instagram: https://www.instagram.com/fitspeakers/Website: https://www.druche.com/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/ Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Leaves of absence are complicated, highly regulated, and often misunderstood in dental practices. In this episode, Kirk Behrendt sits down with Alan Twigg, HR expert at Ben Erickson Administrative Services, to explain how leaves of absence actually work, why documentation matters, and how dentists can protect their practices while treating team members fairly. You’ll learn how to identify protected leave, handle medical and mental health requests, manage return-to-work issues, and avoid common mistakes that lead to liability. Listen to Episode 1004 of The Best Practices Show!Main TakeawaysA leave of absence typically applies when an employee will be out for more than one week and may trigger state or federal protections.The reason for the leave determines which laws apply, so employers must clearly document whether the leave is due to pregnancy, medical conditions, mental health, or family care.Mental health conditions are medical conditions and may qualify for protected leave under disability laws.Every leave of absence should have a documented start date and an estimated return date to prevent confusion and legal risk.Medical certifications and job descriptions are essential tools for determining work restrictions and accommodations.Most leaves of absence are unpaid, but accrued PTO is usually used at the beginning of the leave as wage replacement.Employees on protected leave generally must be reinstated to the same role, pay, and hours unless the position is legitimately eliminated.Snippets00:39 What qualifies as a leave of absence versus regular sick time.02:06 Why state and federal leave laws vary by location and practice size.04:18 Mental health as a protected medical condition.07:38 Pregnancy and disability protections explained.10:40 Why every leave needs a defined return date.13:27 Risks of replacing an employee on protected leave.14:21 Medical certification and job descriptions.17:38 Accommodations and undue hardship.19:29 Health insurance and benefits during leave.20:55 Using accrued PTO during a leave of absence.24:27 Medical release and return-to-work requirements.27:33 When a leave of absence is not legally protected.30:40 Documentation tips to protect the practice.Guest Bio/Guest ResourcesAlan Twigg is an HR specialist with Ben Erickson Administrative Services, where he advises dental practices on employment law, compliance, and human resources best practices. He works closely with dentists to help them navigate complex issues such as leaves of absence, accommodations, documentation, and employee relations.Guest resource mentioned:https://bentericksen.com/alan-twigg/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/ Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Marketing costs can easily drift without clear benchmarks, clear goals, or reliable data. In this episode, Kirk Behrendt continues the Metric Monday series with practice coach Ariel Siegel to break down marketing percentage as part of overall overhead. They explain what marketing percentage actually measures, why the benchmark matters, how internal and external marketing must align, and how to evaluate return on investment using real practice data. If you want to understand how much you should be spending on marketing and how to know whether it’s working, listen to Episode 1003 of The Best Practices Show!Main TakeawaysMarketing percentage measures the total percentage of revenue spent on both internal and external marketing efforts.The general benchmark for marketing spend is around 3%, depending on whether a practice is in growth or maintenance mode.Effective marketing fuels new patient growth while also strengthening the practice brand.Internal marketing systems and patient experience must align with external marketing efforts.Tracking return on investment requires comparing marketing spend to new patient numbers and resulting production.High marketing spend without strong systems can result in poor conversions and wasted dollars.Snippets00:56 What marketing percentage measures01:44 The 3% benchmark and why it varies03:07 How marketing impacts new patient growth and branding04:22 Why more new patients is not always better06:52 Using ROI to evaluate marketing effectiveness08:12 How to respond when marketing percentage is too high10:03 Using call and conversion data to diagnose marketing performance11:34 Final Thoughts on Marketing StrategiesGuest Bio/Guest ResourcesAriel has a master’s in healthcare administration and several years of dental experience in all aspects of the administrative roles within the dental office. Her passion is to work with dental teams to empower team members to realize their full potential in order to better serve patients, improve office systems to ensure a well-functioning team/office, and to help everyone have fun in the process!More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/ Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Poor communication can quietly undermine trust, case acceptance, and long-term relationships with patients — even when the clinical work is excellent. In this episode, Kirk Behrendt sits down with Dr. Christian Coachman, dentist, dental technician, and founder of Digital Smile Design, to identify the most common communication mistakes dentists make with patients and teams. You’ll learn why context matters, how confidence and humility work together, why “selling” erodes trust, and how practicing communication changes outcomes. If you want patients to understand you, trust you, and move forward with care, listen to Episode 1002 of The Best Practices Show!Main Takeaways:Communication skills have a greater impact on patient trust and case acceptance than clinical outcomes alone.Failing to give proper context is one of the most common communication mistakes dentists make with patients and teams.Asking better, more complete questions leads to better answers and more efficient collaboration.Confidence without humility sounds arrogant, while humility without confidence sounds weak; effective communication requires both.Dentists rarely practice communication skills, which leads to repeated mistakes over long careers.Explaining dentistry by “thinking out loud” or using jargon confuses patients and erodes trust.Showing patients visual information builds trust more effectively than selling or persuading verbally.Snippets:07:35 Why communication determines how far you go in dentistry.08:18 The problem with not giving patients enough context.13:27 Why poorly formed questions waste time and limit answers.20:44 Confidence versus humility in patient communication.26:46 Why dentists need to practice communication like a clinical skill.33:49 How selling dentistry destroys trust while showing builds it.38:09 Why love and trust come from communication, not clinical work alone.Dr. Christian Coachman Bio:Dr. Christian Coachman is a dentist and dental technician known internationally for his work in dental communication, treatment planning, and interdisciplinary collaboration. He is the founder of Digital Smile Design and has spent decades working inside dental practices, observing patient interactions, and teaching clinicians how to communicate more effectively with patients and teams. He lectures globally and consults with dentists seeking to improve trust, case acceptance, and long-term patient relationships.Digital Smile Design: https://digitalsmiledesign.comDr. Christian Coachman on Instagram: https://www.instagram.com/chriscoachmanMore Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/ Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com

Great dentistry doesn’t sell itself if patients can’t see it. Many dentists struggle to explain conditions, earn trust, and grow into the type of practice they want because their communication relies too heavily on words. In this episode, Kirk Behrendt sits down with Dr. Zach Sisler, cosmetic dentist and educator, to break down the three lessons he learned the hard way about dental photography. You’ll learn how photography improves case acceptance, strengthens branding, sharpens clinical skills, and creates better communication with patients, labs, specialists, and your team. If you want photography to work for your practice instead of sitting unused, listen to Episode 1001 of The Best Practices Show!Main Takeaways:Dental photography helps clinicians get out of their own way by letting patients see conditions instead of hearing long explanations.What dentists find impressive in photos is often different from what patients want to see, which is typically full-face smiles and relatable transformations.Consistent photography strengthens a practice’s brand and helps patients recognize what services are possible.Treating camera equipment as an investment requires daily use; unused equipment produces no return.Reviewing clinical photos allows dentists to self-critique and continuously improve their restorative outcomes.Photography improves communication with labs and specialists by providing clearer information and better collaboration.Snippets:02:20 Who Dr. Zach Sisler is and how his practice evolved.05:00 Why dental photography is a non-negotiable for modern practices.07:47 How photography helped Zach get out of his own way with patient communication.12:05 The difference between what dentists want to see and what patients want to see.18:14 Why branding matters and how photography supports it.19:16 Treating camera equipment like gym equipment to get a return on investment.23:26 How photography improves clinical self-critique and growth.29:23 How photos improve lab and specialist relationships.34:23 Addressing time concerns and when to invest in photography.36:29 How much of the photography should be delegated to the team.Dr. Zach Sisler Bio:Dr. Zach Sisler is a cosmetic dentist and educator practicing in rural central Pennsylvania. He transitioned a traditionally focused practice into an aesthetics-driven practice by integrating comprehensive dental photography, advanced restorative techniques, and consistent branding. Dr. Sisler teaches hands-on photography and over-the-shoulder restorative courses, both in his office and on-site for dental teams across the country. He is known for his focus on predictable systems, clinical growth, and practical implementation that supports both patient care and practice sustainability.Dr. Zach Sisler Instagram: https://www.instagram.com/dr_zachsisler/Zach Sisler Courses & In-Office Training:https://www.drsisler.com/Instagram: https://www.instagram.com/dr_zachsisler/Website (Courses & Education): https://www.drsisler.com/More Helpful Links for a Better Practice & a Better Life:The Best Practices Show: https://www.actdental.com/podcast/Best Practices Association: https://www.actdental.com/bpaUpcoming Events & Workshops: https://www.actdental.com/events/

When overhead is high, you buy cheaper supplies. But there's a better way! In this episode, Kirk Behrendt brings back Ariel Siegel, one of ACT’s amazing coaches, to continue the series on overhead and break down supplies percentage. She shares why your numbers may be high, how that impacts your practice, and what you can do about it. For the treatment plan to reduce waste and overspending on supplies, listen to Episode 1000 of The Best Practices Show!Learn More About Ariel:Send Ariel an email: [email protected] Follow Ariel on ACT’s Instagram: https://www.instagram.com/actdentalSend Courtney an email to learn more about ACT: [email protected] More Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaDownload ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_USJoin ACT’s To The Top Study Club: https://www.actdental.com/tttGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 1000: https://www.youtube.com/@actdental/videosLearn more about Smile Source: https://smilesource.com Main Takeaways:Your ideal supplies percentage is 5% to 6%.Categorize your supplies correctly to track them appropriately.If your supplies percentage is high, don't panic. It can be fixed very easily.Don't buy cheaper supplies. Create systems to cut waste and overspending.A team member — never the doctor — should be the one to manage inventory.Snippets:0:00 Introduction.0:52 Supplies percentage, explained.3:56 How supplies percentage impacts the practice.6:44 Manage your inventory.8:25 Keep your systems simple.9:32 What you can do today to impact your metrics.12:03 Last thoughts.Ariel Juday Bio:Ariel has a master’s in healthcare administration and several years of dental experience in all aspects of the administrative roles within the dental office. Her passion is to work with dental teams to empower team members to realize their full potential in order to better serve patients, improve office systems to ensure a well-functioning team/office, and to help everyone have fun in the process!

Success isn't just about the medals. In this episode, Kirk Behrendt brings back Dr. Amanda Seay, president of the AACD, and Dr. Zach Sisler, board chair of the AACD, to share their journeys and lessons of the accreditation process and the importance of investing in yourself for your future. To learn what success could look like for you, listen to Episode 999 of The Best Practices Show!Learn More About Dr. Seay & Dr. Sisler:Join Dr. Seay on Facebook: https://www.facebook.com/DrAmandaSeayFollow Dr. Seay on Instagram: https://www.instagram.com/dramandaseayJoin Dr. Sisler on Facebook: https://www.facebook.com/SmilesBySislerFollow Dr. Sisler on Instagram: https://www.instagram.com/dr_zachsislerRegister for the AACD Scientific Session (April 16-18, 2026): https://www.aacdconference.com/event/1a1b9fe4-2097-4006-b107-822d4da3654b/main-menuMore Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaDownload ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_USJoin ACT’s To The Top Study Club: https://www.actdental.com/tttGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 999: https://www.youtube.com/@actdental/videosRead Atomic Habits by James Clear: https://jamesclear.com/atomic-habitsRead Buy Back Your Time by Dan Martell: https://www.buybackyourtime.comMain Takeaways:Being content does not mean being complacent. Find contentment with where you’re at.Accreditation is not about the medal. It’s about the process, learning, and your journey.Find your people. They will inspire and challenge you beyond what you imagine.You're capable of much more than you think. Always invest in yourself.Snippets:0:00 Introduction.1:01 Dr. Seay’s and Dr. Sisler’s backgrounds.6:16 Dr. Seay’s and Dr. Sisler’s journeys.13:11 Contentment, explained.15:45 It’s not just about the medal.22:35 The importance of finding your people.34:57 Dr. Seay’s and Dr. Sisler’s DiSC styles.36:33 Buy Back Your Time by Dan Martell.38:22 Last thoughts.41:47 More about the AACD.Dr. Amanda Seay DDS, FAGD, FAACD Bio:Dr. Amanda Seay is the award-winning Founder, Chief Executive Officer, and Clinical Director of Expertise Dental in Charleston, South Carolina. Her expertise ranges from complex restorative treatment planning to comprehensive preventative and reconstructive dentistry.Dr. Seay is a recognized leader in the dental industry and has been featured in various dental publications for her influence and dedication to the profession. She was named the 11th Most Influential Person in Dentistry by Incisal Edge Magazine. She is the 85th dentist in the world who has earned the honor of Fellow Accredited Member status with the American Academy of Cosmetic Dentistry.Dr. Seay is the Director of Outreach and Engagement for the Seattle Study Club, an international and preeminent continuing education organization for dentists. She is also the co-creator of imPRES Dental Courses, an internationally recognized dental esthetics continuum. She holds a clinical instructor position at the Kois Center, one of the most prestigious dental institutes in the country, and has published over 70 articles covering the art and techniques of esthetic dentistry. She also serves as the Restorative Section Editor for Inside Dentistry.In addition to operating a thriving full-time dental practice, Dr. Seay is a dedicated wife and the mother of four children.Dr. Zachary Sisler Bio:Dr. Zachary Sisler is a native of Kingwood, West Virginia. He attended West Virginia University, where he received an undergraduate degree in chemistry in three years. He continued his education at the West Virginia University School of Dentistry, earning his Doctor of Dental Surgery degree. During his time at dental school, he explored the field of dentistry by completing externships and honor programs in oral surgery and endodontics. As a further testament to his dedication, he was honored with the following awards: Simon P. Hullihen Scholarship Award for Oral & Maxillofacial Surgery, American Association of Endodontics Student Achievement Award, American Association of Oral and Maxillofacial Surgeons Student Award, Whip Mix 2010 Hanau Prosthodontic Award, Delta Dental Student Leadership Award, and the Quintessence Book Award for Restorative Dentistry.Since graduation, Dr. Sisler has...

Your expenses go up year over year — and so should your fees! In this episode, Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to help you think better about your fees and provide tips for when and how to raise them. To learn how to start owning your value and charging what you're worth, listen to Episode 998 of The Best Practices Show!Learn More About Miranda:Send Miranda an email: [email protected] Follow Miranda on ACT’s Instagram: https://www.instagram.com/actdentalSend Gina an email to learn more about ACT: [email protected] More Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaDownload ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_USJoin ACT’s To The Top Study Club: https://www.actdental.com/tttGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 998: https://www.youtube.com/@actdental/videosSmile Source: https://smilesource.comJoin ACT’s BPA for their Financial GAPs Calculator: https://join.actdental.com/users/sign_in?post_login_redirect=https%3A%2F%2Fjoin.actdental.com%2Fc%2Fannouncements-9fc6ae%2Ffinancial-gaps-calculator#emailJoin ACT’s BPA for their Fee Balancing Tool: https://join.actdental.com/c/practice-coaching-tools/fee-balancing-part-1Join ACT’s BPA for their PPO Roadmap: https://join.actdental.com/c/practice-coaching-tools/bpa-ppo-roadmap-2-0Main Takeaways:Start with a fee analysis so you know where you stand.Assess your office fees relative to your region and insurance contracts.When fees are low, it means more patients, more stress, and more burnout.Review your fees annually. It’s how you can match your fees to rising expenses.Believe in the value you provide so you can charge appropriately without pushback.Snippets:0:00 Introduction.3:08 Why this is an important topic.7:23 Fee analysis, explained.10:15 Master fee schedule, explained.14:02 How to conduct a fee analysis.20:29 Restorative procedures, new patient procedures, and hygiene fees.22:51 Flexible and inflexible fees, explained.24:52 Two tips for making gradual fee changes.26:33 Confidence is the most important element behind your fee increases.30:42 Why dentists should never be the ones to present fees.36:17 Final takeaways.39:31 ACT’s BPA and Smile Source.Miranda Beeson, MS, BSDH Bio:Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.

Your accountant says your practice is profitable. So, why doesn't it feel like it? In this episode, Kirk Behrendt brings back Miranda Beeson, ACT’s director of education, to break down the cash flow gap, what it is, and how not understanding it affects your practice. To learn how to close your cash flow gap so you can grow your practice, listen to Episode 997 of The Best Practices Show!Learn More About Miranda:Send Miranda an email: [email protected] Follow Miranda on ACT’s Instagram: https://www.instagram.com/actdentalSend Courtney an email to learn more about ACT: [email protected] More Helpful Links for a Better Practice & a Better Life:Subscribe to The Best Practices Show: https://the-best-practices-show.captivate.fm/listenJoin The Best Practices Association: https://www.actdental.com/bpaDownload ACT’s BPA app on the Apple App Store: https://apps.apple.com/us/app/best-practices-association/id6738960360Download ACT’s BPA app on the Google Play Store: https://play.google.com/store/apps/details?id=com.actdental.join&hl=en_USJoin ACT’s To The Top Study Club: https://www.actdental.com/tttGet The Best Practices Magazine for free: https://www.actdental.com/magazinePlease leave us a review on the podcast: https://podcasts.apple.com/us/podcast/the-best-practices-show-with-kirk-behrendt/id1223838218Episode Resources:Watch the video version of Episode 997: https://www.youtube.com/@actdental/videosMain Takeaways:When your cash flow gap is wide, it creates more work without creating more wealth.A widening cash flow gap affects decision-making around investing in your practice.Your P&L doesn't tell the whole story. Be sure to review your cash flow statement.Track draws, distributions, and other activities to monitor practice health.Plan and budget for your taxes so that you're not panicking last-minute.Snippets:0:00 Introduction.1:09 The cash flow gap, explained.3:12 The gap between gross profit and true profit.6:00 How the cash flow gap impacts your practice.13:52 What you can do to impact your metrics.18:00 Last thoughts.Miranda Beeson, MS, BSDH Bio:Miranda Beeson has over 25 years of clinical dental hygiene, front office, practice administration, and speaking experience. She is enthusiastic about communication and loves helping others find the power that words can bring to their patient interactions and practice dynamics. As a Lead Practice Coach, she is driven to create opportunities to find value in experiences and cultivate new approaches.Miranda graduated from Old Dominion University, and enjoys spending time with her husband, Chuck, and her children, Trent, Mallory, and Cassidy. Family time is the best time, and is often spent on a golf course, a volleyball court, or spending the day boating at the beach.