SmartBox » The Patient Attraction Podcast

By Colin Receveur

About this podcast   English    United States

For your practice to stand out, scoring the top spot on Google for your most-desired niches isn’t enough.
April 6, 2018
Having trouble watching this video? Click here. Patient Attraction Episode 1143 You’re certainly aware that competition between dental practices is at an all-time high. What you may not know is that it’s going to get worse. More new dental school grads, more corporate dental practices, and more cost shifting by insurance companies to patients will erode your patient base. Fortunately, there is something you can do that will not only stop the erosion but actually grow your practice. I’ll be back after the break to tell you about my first book of 2018. Stay tuned. – I’m Colin Receveur. – Thanks for watching the Patient Attraction Podcast. – The U.S. economy looked really good through all of 2016 and 2017. – That doesn’t mean a correction isn’t coming – it is. – History teaches that every boom is followed by a contraction. – But for now, businesspeople in the U.S. are feeling optimistic. – The thing about economic growth is that it puts more competitors on the playing field. – The growth in competition can outpace the growth in demand, leaving each business struggling for enough customers. – Dental practices aren’t immune to this problem. – Barring something like well-funded universal dental care, there are only so many potential dental prospects in any market. – If you’re getting paid less for each patient, you’ll need more of them to make any money. – Okay, enough doom and gloom. – If you act quickly, you can prevent the ground beneath your dental practice from eroding. – In fact, you can even grow and thrive in the face of adverse conditions. – That’s the basis of my upcoming book – Rise UP: The Keys to Ultimate Dental Practice Success. – When you read this book, you’ll learn how to take the high ground in your market. – That high ground comes with a lot of advantages, not the least of which is that you’ll make a lot more money. – And you’ll be able to expand your patient base, even in the face of increased competition. – Not to mention making dental insurance pretty much irrelevant to your success. – You’ll also get a wealth of knowledge from SmartBox experts to help you make your practice marketing a new patient delivery machine. – The book will be available later this month, and I’ll give you ordering information in a later podcast. – You might be wondering why I’m putting out this book when my previous book, The Four Horsemen of Dentistry, came out just last year. – The answer is that not all dental practices are the same. – That’s not just in terms of the services they offer. – They also differ in the competitive landscape in their markets. – Some practices dominate because they have relatively little competition. – Some are successful because they have a great marketing approach and provide a superior patient experience. – If your practice is successful and you want it to become even more so, my new book is for you. – What I describe in Rise UP Slipping Away is a strategy that successful and even dominant practices can use to grow even more – no matter why they’re successful. – Practices that aren’t as successful as they want to be can use this information to safeguard their patient base and grow. – The economy is moving into a “grow or perish” state of competition. – Don’t let the ground erode from under your dental practice. – Follow the Patient Attraction Podcast to learn how to get your copy. – Join me for our next podcast. – Until then, keep moving forward. The post Is the Ground Slipping Away Beneath Your Dental Practice? appeared first on SmartBox » The Patient Attraction Podcast.
April 5, 2018
Having trouble watching this video? Click here. Patient Attraction Episode 1142 SmartBox is devoted to helping dentists thrive. That holds true whether you’re a SmartBox dentist or not. We’ve introduced a suite of products – our Practice Perfection Suite – that will help you manage your online reputation, continually optimize your search engine page results, streamline your appointment process, and turn missed new patient opportunities into new appointments. After the break, I’ll tell you why our affordable Practice Perfection products should be part of your marketing approach. Stay tuned. – Thanks for watching the Patient Attraction Podcast. – I’m Colin Receveur, founder and CEO of SmartBox. – Dentists today are facing more competition for new patients than ever before. – If you’re going to keep your chairs filled, you need every advantage you can get. – But not only are you facing more competition – the nature of that competition is more complicated. – The vast majority of dental prospects begin their search for a dentist online. – Step 1 is showing up online when your prospects search for a dentist in your market. – Few dental practices have the time or expertise to continually update their search engine optimization. – That’s why your practice needs SmartBox’s Local360 search optimization. – You get a ​done-for-you, cost-effective, turnkey, local search solution that works with your existing website to ensure​ ​you​ ​can​ ​be​ ​found​ ​online​. – But once your prospects find you, what will they find out about your practice? – Online reviews and patient testimonials are the new word-of-mouth advertising. – Research has shown that most people trust online reviews as much as they trust recommendations from colleagues or friends. – Managing your online reputation is vital for getting more new patients. – But just as with SEO, you and your staff probably don’t have time to continually monitor your online reviews. – Enter SmartBox’s RAVE Reputation Management. – RAVE automatically solicits reviews from your existing patients following each appointment. – And your practice is immediately notified of all new online reviews so that you or your staff can quickly deal with any negative reviews. – RAVE is the smart solution to protecting your online reputation. – Once prospects have found your practice and read your reviews, they’ll hopefully set up an appointment. – Most website-based appointment systems only give prospects the opportunity to send an appointment request. – That’s several unnecessary barriers between your practice and a new patient. – Apoint powered by LocalMed is very different. – Apoint works seamlessly with your existing practice management software. – Your practice displays only the appointment slots you want to fill. – Your prospects and existing patients pick the days and times that work best for them. – And you can see your online appointment rate increase by 35 to 70 percent and get much higher show rates. – Of course, not everyone schedules online. – Many prospects may call your practice instead. – And every new patient caller who’s not appointed is a waste of your marketing dollars. – SmartBox’s proprietary, dental-practice specific, Patient Attraction Phone Training and Certification program is the answer. – Your incoming calls are recorded and analyzed by our Call Quality Analysts. – You’re notified of any improvements your front office needs to make in phone technique. – As a result, you can turn your front office into a new-patient-appointing powerhouse. – Dr. Randy Schmidt of the Chicago area is a big fan of tracking and monitoring phone calls. – He told us,  “Our daily phone log and recorded calls into our internet phone number we’ve been very pleased with. – “And our website is beautiful – you’ve done one heck of a great job.”  – SmartBox’s Practice Perfection Suite is available as a la carte services or as a complete package. – For more information, email us at [email protected] or call 502-509-1413. – Perfect your patient attraction efforts and get many more new patient butts in your chairs with our Practice Perfection Suite. – Join me for our next podcast. – Until then, keep moving forward. The post Introducing the SmartBox Dental Practice Perfection™ Suite appeared first on SmartBox » The Patient Attraction Podcast.
March 30, 2018
Having trouble watching this video? Click here. Patient Attraction Episode 1141 Have you ever heard of Pacific Dental Services? I just found out about them. I was surprised to learn that they support 600 dental practices and plan to add another 50 or more offices a year. Now, it’s not earthshaking news that dental service organizations are out there, but many of them are flying under the radar. When we come back, I’ll discuss the challenges of corporate dentistry for your dental practice and the best way for a truly independent dentist to compete. Stay tuned. – I’m Colin Receveur, founder and CEO of SmartBox. – Thanks for watching the Patient Attraction Podcast. – As of February 2017, the ADA estimated that roughly 8 percent of dental practices in the U.S. were aligned with a dental service organization. – Or a dental support organization – the terms are used interchangeably. – Regardless, roughly one in 12 practices nationwide are aligned with some form of corporate dentistry structure. – That may not sound like much, but corporate dental practices represent a trend that’s catching fire. – I mentioned that Pacific Dental Services plans to add at least 50 more practices a year. – Over 8 years, that would represent 40 percent growth for that company. – Heartland Dental is another chain that’s on fire with over 1,000 dentists. – Then there’s Aspen Dental with over 600 offices, and – well, you get the idea. – Those practices enjoy discounts from consolidated purchasing services, state-of-the-art practice management services, and a host of other benefits. – That’s tough for a truly independent practice to compete against. – When you consider that the Association of Dental Support Organizations alone has 50-plus members right now, you’re talking serious numbers of dental practices.   – So the odds are pretty good that you have one or more corporate practices in your market. – You might be thinking that you should join a chain. – Reports differ on whether dentists who join a corporate dental chain are truly independent in their clinical decision-making. – Reports also differ on whether they’re under pressure to maximize profits. – I know quite a few dentist entrepreneurs who simply hate the idea of being told what to do for their patients. – If you’re one of them, you need a strategy to help you succeed against dentists who enjoy economies of scale that you can’t hope to match. – Let’s face it – practices that spend less can afford to cut prices. – If you don’t have those economies, you can’t afford to cut prices to the same degree. – But why should you compete where corporate practices are strong? – That makes no sense. – Instead of focusing on price in your marketing, you need to be focusing on the segment of your market that doesn’t see price as a motivator. – In just about every market, that segment is around 30 percent of your prospects. – These are people who wouldn’t be caught dead in an Aspen Dental office. – These are people who want to establish an ongoing relationship with the right dentist and dental practice. – They’re also people who are able and willing to pay more. – You’ll need to retool your marketing if you’re going to attract those better patients. – Because the right dentist for your better prospects is someone they like, relate to, and trust. – It’s someone they regard as the dental expert to solve their dental problems. – Establishing yourself as the right dentist for better prospects is a long-term process. – And it’s a lot of work, frankly. – You’ll almost certainly need to revamp your website, your social media, and your blog. – You’ll need email content streams for each specific condition and a way to manage your drip email marketing effectively. – You might need to update your office and add some comfort amenities. – People who are willing to pay more expect more. – Like I said, attracting those better patients is a lot of work. – Of course, you could outsource that marketing to an innovative, full-service dental marketing firm with a proven track record of success. – That’s what Dr. Raleigh Pioch did when he partnered with SmartBox. – Here’s what he said about his experience. –  “SmartBox helped me take my practice from $800K to $3.2 million in just 6 years. – “We couldn’t stop the growth.”  – Discover what SmartBox can do for your dental practice. – Visit smartboxdentalmarketing.com and click on the “Get Started” button to reserve your free, no-obligation Practice Discovery Session. – Invest 25 minutes of your time to discover how you can get more patients, more profits, and more freedom. – You can join the 550 dentists on 3 continents who enjoy the benefits of working with SmartBox. – And you can stop worrying about what corporate practices are doing. – Join me for our next podcast. – Until then, keep moving forward. The post How Will You Compete Against Corporate Dental Practices? appeared first on SmartBox » The Patient Attraction Podcast.
March 29, 2018
Having trouble watching this video? Click here. Patient Attraction Episode 1140 Have you ever asked yourself, “Did I get into dentistry to work this hard?” It wouldn’t surprise me if you have. Way too many dentists are wearing out their necks, their backs, and their tempers by spending too much time doing low-value, unrewarding dentistry. There’s a much better way to operate your dental practice, and the way to get there is to embrace quality over quantity. After the break, I’ll tell you how to apply that approach to your practice marketing to get more of the cases you love to handle. Stay tuned. – Thanks for watching the Patient Attraction Podcast. – I’m Colin Receveur, founder and CEO of SmartBox. – In my previous podcast, I discussed why dentists are much better off hanging up their marketer’s hat and focusing on seeing patients. – But I know that many dentists will keep right on wearing too many hats, handling too many aspects of their businesses, and working too hard. – So for those who insist on doing their own practice marketing, I’d like to share a proven approach that will help you earn more while working less. – The key is something called market segmentation. – The basic idea is that your dental prospects aren’t all the same and won’t respond to a single marketing approach. – Clearly, this applies to individual dental concerns, because few 20-somethings will care much about dentures or implants. – Quite a few 60-somethings will care about prosthodontic work. – But that’s not where the idea of segmentation stops. – Dentists tend to segment their markets by ability to pay – without realizing it. – Are you trying to get new patients by focusing on low price, insurance acceptance, and specials? – Then you’ve targeted about 70 percent of your market, which sounds great. – It sounds great until you realize you’re going to get price-shoppers, one-and-dones, and patients who want only the work that insurance will cover. – Oh, your aching back, and neck. – When your margins are thin, you’ll have to work a lot to make any money. – But if you and your staff have the stamina, you can make a go of it. – What would happen, though, if you focused your marketing on the other 30 percent of prospects? – Those are prospects with the ability and willingness to pay more for the right dentist. – Because of that ability and willingness, they’re not going to respond to low-price or insurance-driven marketing. – They’re looking for something else in their dentist and hygienist. – No matter their particular dental concerns, they’re looking for a dentist they like, relate to, and trust. – If you think about it, it’s no different than someone staying with the same hairstylist or barber for many years, even if they have to pay more. – It’s not because the haircuts are better but because they like that stylist or barber, and they enjoy the experience of visiting the shop. – The lifetime value of those customers is huge. – It’s pretty much the same with 30 percent of your prospects. – They’re looking for comfort, relationship, and acceptable outcomes. – Your marketing has to convey that they’ll find what they’re looking for with your practice. – You can use the segmentation approach to appeal to specific types of dental patients who represent higher case values. – In my March 13th podcast, I mentioned the success that Dr. Thomas J. Feder of Belleville, Illinois, is enjoying since he’s been working with SmartBox. – Here’s something else he told us. – He said, “Our average case value has increased. – “People are coming in looking for dentures and implants. – “The practice is now overwhelming our dental lab.” – SmartBox’s industry-leading Patient Attraction System provides Dr. Feder with a steady stream of more and better patients. – He gets to focus on doing the dentistry while working less and making more. – What we’ve done for Dr. Feder’s practice, we can likely do for your practice. – Are you interested in working less, earning more, and enjoying what you do? – Then visit smartboxdentalmarketing.com and click on the “Get Started” button to reserve your free, no-obligation Practice Discovery Session. – Invest 25 minutes of your time to discover how you can get more patients, more profits, and more freedom. – You can join the 550 dentists on 3 continents who enjoy the benefits of working with SmartBox – the ones who are working less and earning more. – Join me for our next podcast. – Until then, keep moving forward. The post Quality Beats Quantity for Dentists appeared first on SmartBox » The Patient Attraction Podcast.
March 23, 2018
Dentists Should Take Off Their Marketing “Hats” Having trouble watching this video? Click here. Patient Attraction Episode 1139 There are all kinds of articles these days on how businesses can attract new customers. Like everything else, not all those articles are created equal. It seems like the majority are designed for businesses that want to sell their services to other businesses. That’s not the kind of advice dental practices need or can use. After the break, I’ll be back to tell you about the crucial distinction you must make between your practice and your competitors’ practices. Stay tuned. – I’m Colin Receveur. – Thanks for watching the Patient Attraction Podcast. – I know thousands of dentists, and that’s no exaggeration. – Out of those thousands of dentists, a handful have training in the principles of marketing. – Yet the vast majority of dentists still try to handle their practice marketing on their own. – That’s not necessarily a criticism of those dentists. – I remember how many hats I had to wear until SmartBox grew to the point that I could hire trained professionals in different disciplines. – I only wish I could have done it sooner. – It was a huge relief when I took off those other hats, and I made more money, too. – If you’re doing your own marketing, you should take off that hat. – Differentiating yourself from your competitors is a time-intensive process. – And it’s not the best use of your time. – Differentiation is crucial because today, dentists are assumed to be competent. – That’s both a blessing and a curse. – If all dentists are competent, they’re commodities, and the only reason to choose one brand of commodity over another is price. – It’s just like hunting for the lowest price on gas for your car. – Don’t take offense at being labeled a commodity – that’s just how prospects think about dentists these days. – If you’re going to attract the new patients you want rather than just getting what walks through your door, you have to give prospects reasons to choose you. – That’s differentiation. – When it comes to differentiating your dental practice from your competition, you can’t follow advice meant for completely different types of companies. – As a dentist, you’re in the personal services industry just as much as you’re in the medical field. – There’s not much that’s more personal than putting your hands inside someone’s mouth. – Dentistry is a trust-based business, much more so than retail sales or business-to-business companies. – You already have the assumption of competence working for you, but so do your competitors. – So your differentiators need to focus on building trust and promoting the patient experience in your practice. – Focus your marketing on those two factors, and you can make your practice a destination for the prospects you want. – And prospects who care about more than price will become the patients you want to keep. – But as I mentioned earlier, achieving that kind of difference takes time. – And it won’t directly make you a single dollar. – Attracting those better prospects and helping turn them into appointed patients is what SmartBox does for more than 550 dentists on 3 continents. – Just ask Dr. James Kiehl of southern New Hampshire. – He said, “Since we’ve implemented our SmartBox Patient Attraction System, we’re definitely getting the quality patients that I want to see come into my practice.”  – SmartBox will keep a steady stream of more and better new patients coming into your practice. – You get to focus on doing the dentistry – making money by seeing patients and solving their dental problems, not spending your time on your practice marketing. – Discover what SmartBox’s Patient Attraction System can do for your practice by visiting smartboxdentalmarketing.com. – Click on the “Get Started” button to reserve your free, no-obligation Practice Discovery Session. – Invest 25 minutes of your time to discover how you can get more patients, more profits, and more freedom. – Take off your dental marketing hat. – We’ll position you as the trusted, relatable, and personable dental expert. – And that’s the kind of differentiation you can take to the bank. – Join me for our next podcast. – Until then, keep moving forward. The post Dentists Should Take Off Their Marketing “Hats” appeared first on SmartBox » The Patient Attraction Podcast.
March 17, 2018
Is Dental Blogging Worth the Effort? Having trouble watching this video? Click here. Patient Attraction Episode 1138 In today’s online world, the importance of dental practice blogs ranks right up there with social media. But should they? The online marketing environment is constantly changing, and yesterday’s must-do’s turn into today’s don’t-do’s. There are some guidelines for blogs, including dental blogs, that will ensure your blog continues to produce as part of your overall marketing effort. I’ll share those recommendations right after the break. Stay tuned. – Thanks for watching the Patient Attraction Podcast. – I’m Colin Receveur, founder and CEO of SmartBox. – At SmartBox, we’re firm believers in the power of dental practice blogs. – But only in the context of an integrated dental marketing system. – Our team of expert writers provides content for most of our dentists’ blogs. – So we have to stay abreast of the latest findings in what makes business blogs work – and what is basically the kiss of death. – An article that appeared in late 2017 gathered feedback from over 1,000 bloggers. – Not all of what they found applies to dentists’ blogs. – You’re not writing an entertainment blog, after all. – But there are some things that should serve as food for thought. – First, around two-thirds of bloggers said that posting daily, or even multiple times a day, was very effective. – That sounds great until you realize that the average blog length is now over 1,100 words. – Try sitting down and writing a 1,000-word article, and see how long it takes you. – The vast majority of dentists would struggle writing one article a week, much less one a day. – In fact, the bloggers who report the most success say they spend around 6 hours for each post. – And the average amount of time for regular bloggers to write a post is over 3 hours. – Devoting that much time is something dentists simply can’t afford. – After all, you make money by seeing patients and solving their dental problems. – But dental blogs don’t need daily postings – once or twice a week is generally fine. – So it makes sense to outsource your blog writing to a professional who “gets” dentistry and dental patients. – Here are some tips that your blog writer needs to be aware of. – Bloggers report that posts with more than one image attract more readers. – Given the length of posts these days, that just makes sense. – When it comes to online reading, keeping readers’ attention is crucial. – Graphics and photos break up the “wall of text” and help hold attention. – There’s considerable evidence to suggest that stock photos are generally less effective than real photos. – However, SmartBox’s experience is that well-chosen stock photos are very acceptable on dental blogs. – Your writer should have access to a good stock photo library. – And be sure that his or her rate per post includes the images because stock photo costs can add up quickly. – Once your blog has a good number of posts, consider having your writer update selected posts periodically. – Updated posts are treated as new content by Google, which can help your search engine results page ranking. – Now, I mentioned earlier that dental blogs are effective only when they’re part of an integrated marketing system. – So paying someone just to write blog posts is probably a waste of your money. – If you’re looking for maximum return on investment in the form of more and better patients, choose SmartBox’s industry-leading Patient Attraction System. – Dr. Michael Abernathy, the founder of Summit Practice Solutions, is a fan. – He said,  “I can say with all confidence that Colin Receveur knows what he’s doing to leverage the internet to help dentists attract more and better patients. – “We use him, and probably the greatest endorsement I can give is that we encourage our clients to work with Colin. – “We want them to be successful. – “His systems guide you on how to attract potential patients to your website, what kinds of blogs, videos, content and pictures to put on your website … – “and how to keep your name in front of potential patients and turn them into paying patients.”  – To learn what SmartBox’s Patient Attraction System can do for your practice, visit smartboxdentalmarketing.com. – Click on the “Get Started” button to reserve your free, no-obligation Practice Discovery Session. – Invest 25 minutes of your time to discover how you can get more patients, more profits, and more freedom – and a whole lot of expertly written posts for your dental blog. – Join me for our next podcast. – Until then, keep moving forward. The post Is Dental Blogging Worth the Effort? appeared first on SmartBox » The Patient Attraction Podcast.
March 16, 2018
Having trouble watching this video? Click here. Patient Attraction Episode 1137 One of the problems dentists face these days is that all dentists are assumed to be competent. Any given dentist will have trouble attracting patients without cutting prices, offering specials and discounts, or emphasizing insurance acceptance. But when dentists take steps to stand out from the crowd, prospects have more reasons to select the right dentist for them. Giving back to the community is a great way for dental practices to stand out. And it comes with a number of other benefits. After the break, I’ll tell you why being socially responsible is good business for dentists. – I’m Colin Receveur. – Thanks for watching the Patient Attraction Podcast. – Dentists don’t think much about their brand. – Your brand is more than just the name of your practice, a tagline, and your logo. – A brand is snapshot that conveys the essence of what you are and what you offer. – It takes time, attention, and a lot of thought to create a successful brand. – And you have to be able to back up what your brand represents. – In the last 10 years or so, consumers have begun to indicate a preference for doing business with brands they respect. – One of the factors that commands respect these days is when companies give back to the public good. – A number of dental practices take part in annual events such as Mission of Mercy and Give Kids A Smile. – If you’re not participating in socially responsible events, you should seriously consider taking part. – Those events raise your profile in the community and increase your name awareness. – They also lend value to your brand. – Your office can participate in nondental charitable events such as fun runs and health fairs. – A majority of millennials strongly prefer doing business with socially responsible companies. – Beyond brand and name recognition, you can leverage socially responsible community events to improve your search engine results page ranking. – If your local paper or TV station mentions your practice’s name and provides a link to your website, that’s good for your SEO. – That’s known as earned media, and it increases your authority, in Google terms. – You can also do your own “coverage” on your social media, touting your practice’s involvement and charitable giving. – Keep the buzz going, encourage sharing, and follow up with additional posts. – This may sound like a lot of work, but remember that the millennials who become your patients next week can remain your patients for decades. – From a sheer profit standpoint, giving back is good business. – You can get more patients – and arguably better patients. – A patient you keep long-term is one you don’t have to spend marketing dollars to replace. – Beyond revenue aspects, being engaged in the community can help you retain staff. – You may find that the millennials and Gen Xers you employ enjoy giving back. – Keeping your staff’s engagement level high is one of the keys to keeping good people. – Giving back is something you can do to differentiate yourself from the competition and increase brand awareness. – But you can’t do charitable events constantly. – There’s a better way to differentiate yourself, and that’s with SmartBox’s Patient Attraction System. – SmartBox works with more than 550 dentists on 3 continents to help them get more and better patients. – We provide a steady stream of new patients so you can focus on doing the dentistry. – Dr. Jonathan Gilbart of Hagerstown, Maryland, found that his time was much better spent doing the dentistry than doing the marketing. – He said, “I wanted to find a company that could do everything, as far as marketing, for me … – “… and put it all together without me having to spend a ton of time learning what search engine optimization was or Google AdWords. – “I’ve been very happy with SmartBox and their ability to take all the stuff, put it together, and handle that aspect so I can focus on my patients.”  – Find out what SmartBox’s Patient Attraction System can do for your practice. – Visit smartboxdentalmarketing.com and reserve your no-cost, no-obligation Practice Discovery Session. – Invest 25 minutes of your time to discover how you can get more patients, more profits, and more freedom. – After the session, we’ll send your free Patient Attraction Roadmap as well. – Making your practice socially responsible is something you and your staff can handle. – SmartBox will handle getting you a steady stream of more and better new patients. – Join me for our next podcast. – Until then, keep moving forward. The post Dentists Should Give Back to Do Well appeared first on SmartBox » The Patient Attraction Podcast.
March 15, 2018
The Mighty Delta Dental Has Stumbled Having trouble watching this video? Click here. Patient Attraction Episode 1136 Historically, Delta Dental has been the heavyweight of dental insurance companies. Delta had things pretty much its own way for a long time. But now the mighty have fallen, so to speak, and the California Dental Association is responsible. The impact of this will extend far beyond California, and dentists need to know how it will affect their practices. I’ll be back after the break to tell you what it all means and the steps you should take to protect your practice. – Thanks for watching the Patient Attraction Podcast. – I’m Colin Receveur, founder and CEO of SmartBox. – In December 2017, the California Dental Association submitted a revised, proposed settlement agreement in a class action suit against Delta Dental. – The suit was filed in 2013 in response to Delta proposing to cut its California Premier Provider rates by 8 to 12 percent. – Arbitration between the CDA and Delta arrived at a settlement amount of about $35 million. – But an error was discovered in the calculations for the settlement amount, and the CDA and Delta agreed to additional negotiations. – The new proposed settlement tops $65 million. – Now, regardless of how you feel about Delta or state dental associations, there are three things here that dentists should take seriously. – The first is that individual dentists are pretty much at the mercy, such as it is, of the dental insurance companies. – That’s certainly not news to you, but I wonder whether you’ve realized the implications. – If your practice depends on dental insurance to any significant extent, your revenue can take a huge hit very quickly and with almost no warning. – The second is that the trend in dental insurance is to shift costs more to patients. – The result is fewer dental patients seeking care or more of them needing to make financial arrangements through your practice to pay for the work. – That’s either a decrease in income for you or a somewhat longer time before you’re paid. – And the third thing is that insurance reimbursement rates overall for dentists are trending downward. – And the CDA’s victory, while important, is basically a blip in that trend. – If you as a dentist can’t successfully fight the insurance companies, what are your choices? – A few dental practices have decided not to accept insurance any longer. – That probably sounds like a dream or a nightmare, depending on your circumstances. – And it’s not a workable solution for all dental practices. – The other, and much better, option is to make dental insurance pretty much irrelevant to your success. – Now before you think I’ve lost my mind, let me explain. – A significant segment of almost every market doesn’t care about dental insurance. – That segment is about 30 percent of your prospects. – Those better prospects don’t care about low prices or discounts, either. – Those prospects have the ability and the willingness to pay more for the right dentist. – Being the right dentist isn’t about having the best hands in the business. – It’s about your prospects coming to like you, trust you, and regard you as the best and only logical choice to solve their dental problems. – It’s possible for almost all dentists to use their online marketing to position themselves as their prospects’ preferred choice. – It still surprises me how few dentists even try. – I don’t know, maybe they’re just too used to the traditional way of marketing dental practices. – That’s on low price, discounts, specials, and insurance acceptance. – Of course, you can see where I’m going with this. – Traditional dental marketing is a recipe for financial disaster if the current insurance trends continue, and they will. – There’s one dental patient attraction firm that specializes in helping practices get more and better patients. – SmartBox’s industry-leading Patient Attraction System delivers a steady stream of new patients for more than 550 dentists on 3 continents. – And SmartBox dentists are free to focus on doing the dentistry, not on riding herd on the practice marketing. – Discover what SmartBox’s Patient Attraction System can do for your practice. – Visit smartboxdentalmarketing.com and reserve your no-cost, no-obligation Practice Discovery Session. – After the session, we’ll send your free Patient Attraction Roadmap as well. – Invest 25 minutes in securing the future of your practice – no matter what the “false gods” of dental insurance wind up doing. – Join me for our next podcast. – Until then, keep moving forward. The post The Mighty Delta Dental Has Stumbled appeared first on SmartBox » The Patient Attraction Podcast.
March 9, 2018
Having trouble watching this video? Click here. Patient Attraction Episode 1135 The stars have aligned, and the signs are favorable: 2018 can be a great year for you and your dental practice – if you take steps now. This isn’t the year for same-old, same-old practice marketing. There’s another market segment that is more fun, more fulfilling, and more profitable than what you’ve been getting. When we come back, I’ll tell you who those better dental prospects are and why you absolutely need them in your chairs. Stay tuned. – Thanks for watching the Patient Attraction Podcast. – I’m Colin Receveur, founder and CEO of SmartBox. – It’s no secret that the last 8 years haven’t been kind to a lot of dental practices. – But now, things look to be turning around somewhat. – Spending on dental services is trending up for at least the last 2 years. – That’s a sharp contrast from the years when dental spending was pretty much flat. – The stock market has had a tremendous run of growth, and unemployment is at near-historic lows. – Against that upbeat news, dental competition is increasing. – Insurance reimbursements are decreasing. – And only time will tell what effect the recent tax overhaul will have on the economy. – The reviews are mixed so far. – If things work out as forecast, dentists should be even better off. – If not, dentists need to be prepared. – So if you’re going to take advantage of the positive economic indicators to get your share of success, it’s prudent to take action now. – The marketing tactics that worked, more or less, during the lean times aren’t what you want to use during good times. – Dentists cut their prices to keep their chairs filled during the bad times. – They worked more and earned less per case. – Why would you do that when times are good? – The secret to success as a dentist is to work less and earn more, not the other way around. – But you’ll need to take a different approach to attracting the patients you want rather than just the patients you get. – The prospects that represent a much higher lifetime value to your practice make up about 30 percent of your market. – When your appointments consist of far more loyal patients than one-and-dones, you’re doing dental marketing right. – And 2018 can be your best year ever. – Dr. Thomas J. Feder of Belleville, Illinois, knows something about best years. – He said,  “The last 6 to 8 months have been very exceptional. – “I’ve had more new patients than I’ve ever had. – “My income for the year last year was up, and this year, the way it’s going, it’s going to beat that by several percentage points. – “We’re doing a lot better this year than we did last year, and I was extremely happy with last year. – “If I had it to do over, there’s absolutely no doubt I would join SmartBox.” – What SmartBox did for Dr. Feder’s practice, we can likely do for yours. – Our industry-leading Patient Attraction System works 24/7 to provide a steady stream of more and better patients. – You get to focus on actually doing the dentistry rather than trying to market your practice.   – Discover what SmartBox’s Patient Attraction System can do for your practice. – Visit smartboxdentalmarketing.com and reserve your no-cost, no-obligation Practice Discovery Session. – Invest 25 minutes in the ongoing success of your practice. – We’ll show you how we position you to get more and better patients. – After the session, we’ll send your free Patient Attraction Roadmap as well. – Act now to make 2018 your best year ever. – Join me for our next podcast. – Until then, keep moving forward. The post Make 2018 Your Best Year of Dental Practice appeared first on SmartBox » The Patient Attraction Podcast.
March 8, 2018
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Having trouble watching this video? Click here. Patient Attraction Episode 1134 According to a report by the ADA, spending on dental care rose for the second straight year in 2016. While the numbers aren’t out for 2017, it seems likely that we’re finally seeing an upward trend. Your practice has to be positioned to achieve maximum benefit from this trend, because the lessons of the Great Recession are that dental spending can crash without warning. After the break, I’ll tell you the best way to prosper from dental patients opening their wallets. Stay tuned. – I’m Colin Receveur. – Thanks for watching the Patient Attraction Podcast. – Dentists’ incomes and retirement plans took a hit during the Great Recession. – Most practices were able to weather the storm, but growth projections had to be severely revised. – And dental spending remained flat through 2014, leading more and more dentists to cut their prices just to keep their chairs filled. – That’s no way to run a dental practice, in my opinion. – And with spending now rising, there’s no reason dentists should be discounting their work. – But too many dentists will continue to advertise low price, discounts, and insurance acceptance even though dental spending increased by 3.3 percent in 2016. – What could your dental practice do with another 3 percent in revenue? – Quite a bit, I’d imagine. – So, why aren’t you going after the prospects who are now willing and able to pay more? – Those better prospects are about 30 percent of any given market. – They don’t care much about specials, discounts, or insurance. – They’re far more interested in finding the right dentist for them. – And the right dentist is someone they like, relate to, trust, and regard as the dental expert for their particular needs. – Now, you can’t be the low-price, discount dental expert. – That’s a massive disconnect in your prospects’ minds, and you lose credibility. – So, you’ll need to retool your marketing to give those better prospects what they’re looking for. – And since the overwhelming majority of dental prospects begin their search online, you’ll need to change your website, your social media, and your blog. – You’ll also need to create email streams with content specifically written to address their various dental concerns. – That’s a lot of very specific writing, and carrying it out is beyond the ability of most dentists. – Frankly, doing all that doesn’t make you one thin dime. – You make money seeing patients and solving their dental problems – not by spending a lot of time masterminding your marketing. – But if you’re going to catch the dental spending “money train” and ride it into the future, your marketing will have to change. – The single best way to position yourself as the only logical choice to solve your prospects’ dental problems is to contact SmartBox. – Our industry-leading Patient Attraction System helps more than 550 dentists on 3 continents get more and better patients. – We provide a steady stream of new patients so our dentists can focus on doing the dentistry and making money. – Dr. Anish Patel of Panama City, Florida, became a SmartBox dentist, and here’s what he said about the results. –  “I think when we started we were somewhere in the double digits, maybe 70 or 80 new patients a month. – “Last month we had 257. – “We’ve been with the program 2 or 3 years. – “It works. – “The numbers just start to tick up through their Facebook posts, and website, and updates, and things like that.”  – Discover what our Patient Attraction System can do for your practice. – Visit smartboxdentalmarketing.com and reserve your no-cost, no-obligation Practice Discovery Session. – In 25 minutes, we’ll show you how you can catch and ride the upswing in dental patient spending – and how you can get more patients, more profits, and more freedom. – After the session, you’ll receive your free Patient Attraction Roadmap as well. – Don’t let the trend toward greater profits pass you by. – Be sure to join me for our next podcast. – Until then, keep moving forward. The post Your Dental Practice Should Ride the Upswing appeared first on SmartBox » The Patient Attraction Podcast.
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