Investment Grade Practices: A Dentist Podcast

In this episode of the Investment Grade Practices podcast, your host Dr. Victoria Peterson is joined by the remarkable Dr. Jonathan Ehlers, the visionary dentist behind Tiger Family Dental in Sedalia, Missouri. Dr. Ehlers shares insights into empowering associates and building a thriving practice in his blue-collar community. Learn how he paved the way for his new associate to be successful by discovering the type of dentistry she enjoys doing, and then what he did to market to her strengths.

"It doesn't matter if they get the work done over four months or four years. What matters is they're in control, and you have a plan." ~ Dr. Victoria Peterson

In the previous episode, we learned that the most important metric in your practice is if your patients are saying "yes" to treatment, and at what level. How do we move patients from the "I'm scared," "You might hurt me," "I'm embarrassed," "I can't afford this" mindset to the mindset of "I trust you," "I believe what you're telling me about my mouth," "I'm confident you're my provider," and "I'm confident I can work this into my budget"?

One of the ways we can do this is through financing. Technology has finally caught up with this important part of the dental visit, as what used to be a tricky negotiation where forms are being filled out, and you're waiting to see who's approved by what vendor, can now be presented to the patient in a way they can understand and accept.

As you listen to this episode, we want you to think about:

• How has third-party financing affected your practice?
• What are the various ways you offer financing to your patients?
• How do you present these financing options?

Welcome to the first part of a special four-part crossover series of the award-winning Everyday Practices Dental Podcast and highly acclaimed Investment Grade Practices Podcast, featuring a conversation between Regan Robertson and Dr. Victoria Peterson. In this episode, we dive into the dynamics of leadership and practice management, as Regan and Dr. Victoria explore the critical balance between above-the-line strategic planning and below-the-line daily operations. Dr. Victoria breaks down the four categories doctors and their teams need to focus on to develop an Investment Grade Practice. The discussion also covers the importance of building a strong foundation in your practice to avoid burnout and create sustainable success.

In this final part of our four-part series, Investment Grade Practices host Dr. Victoria Peterson, and Everyday Practices Dental Podcast co-host Regan Robertson finish their discussion of above- and below-the-line behaviors. They explore the concept of above- and below-the-line communication in your practice, emphasizing that success requires not just support but the right kind of support.

In this episode of Investment Grade Practice podcast, we delve even deeper into the critical metric of whether your patients say “yes” to treatment (and how often) and explore innovative ways to streamline financing presentations. Since one-third of your patients will wait to make their treatment decision, this episode is fully dedicated to patient reactivation. By staying in relationship with your patients and effectively re-engaging those who were previously recommended treatment, you could potentially add $30,000 in monthly revenue to your bottom line.