Medical Billing for Dental Implants: Best Practices
Medical Billing for Dental Implants: Best Practices Medical insurance billing for dental implant services is one of the most complex and challenging processes in the medical reimbursement arena. Dental implant reconstructions require a high level of clinical expertise on the clinician's part and involve high-tech diagnostic and treatment "armamentariums." On a per arch basis, dental implant services are lower in cost today compared to 20 years ago but, even [...]
How A.I. and Voice Search Are Transforming the Dental Implant Niche
Voice Search and Its SEO Impact for Dental Implant Practices "Alexa, find an implant dentist near me." Have you ever wondered how AI and natural language search is transforming the dental implant niche? Today's post is for you. Voice search has revolutionized SEO for dental practices, particularly for patients searching for dental implants and dentists who provide implant services. With the increasing popularity of virtual assistants like Siri, Alexa, and [...]
Dental Mastermind: Igniting Practice Growth Through Accountability
Masterminds are relevant. Napoleon Hill’s model of Mastermind groups for 10-20 business owners meeting together is a nearly 100-year-old concept that’s still going strong fast forwarding success for business owners in every industry. Why? Because if you take multiple smart individuals and put them together in a group with a highly skilled and knowledgeable coach (or several coaches), the result is not simply addition of these smart individuals’ talents but [...]
Artificial Intelligence (AI) and Local Search (SEO)
I would like to expand on the topic of artificial intelligence (AI) and dental implants, which we covered in our last post. While artificial intelligence is not intended to replace dentists, it is already changing the way patients search for implant dentists. I recommend trying the chat feature on Bing by searching for "dental implants near [your zip code]." You will notice that the results differ greatly from the traditional [...]
Artificial Intelligence (AI), Selling Big Cases and Challenging Economies
Artificial Intelligence (AI), Selling Big Cases and Challenging Economies What have I learned from 30+ years of running dental businesses and having my hand in hundreds of advanced clinical practices spending tons of money on advertising in great (and not so great) economies? Well, the No. 1 business endeavor that made the most difference economically throughout these varying economies wasn’t the practices’ advertising; it was whether a practice possessed mastership [...]
Why BCM New Teeth in 1 Day™?
Why BCM New Teeth in 1 Day™? Before we get into the topic of the power of BCM New Teeth in 1 Day™ and New Teeth in 1 Day™ (a trademarked phrases owned by Big Case Marketing LLC and licensed to our clients), let’s talk about names. Names have value. Names help sell. Names set expectations for quality. Names set expectations for pricing. Toyota, BMW, Lexus, BMW. The first things [...]
What You Need to Know About 2023 Dental Implant Ad Costs
What You Need to Know About 2023 Dental Implant Ad Costs Here’s something you won’t hear from companies pitching Google and/or Facebook advertising for full-arch implant patients. In many major markets (think top 50 metros), expensive digital ads have “jumped the shark.” In case you don’t understand the phrase, it’s referencing the 1970s hit sitcom Happy Days where in the last season as the writers were floundering in efforts to [...]
Those National Dental Implant Centers vs. You
Have you wondered what the secrets are behind the leading implant center? This is the literal 800-pound gorilla in the full-arch case segment. Undoubtedly, you see their commercials and patients ask about them. So what's their secret? How are they able to serve so many patients while your practice loses out on these cases? Let's discuss. The Real Secret As a specialty ad agency focused just on dental implant cases, [...]
Implant Advertising Lead Optimization: It WILL Break (or Make) Your Advertising
A number I derived early on back in 2005 when I started Big Case Marketing was tracking the overall close rate from all leads coming from ads for any sales above the $10,000-level of treatment plan. I looked at this both in the practice and in the sales of our advertising/consulting client base. Pre-great recession, we used to have a lot of live, in-person meetings and it was easier to get numbers out of people as it was their homework to [...]
Queen Elizabeth and Dental Implants: A Royal Lesson
The world has been enraptured by Queen Elizabeth's recent passing. Is there more at work here than is first apparent? It's been quite a spectacle. Millions "grieving" someone they never met as if they were best friends at the pub. Apple putting her on the home page as if she was Steve Jobs. Former colonies who suffered at the hands of Her Majesty's military sending condolences from afar. Weeks [...]
Why You Need To Exit the Implant Case Sales Game – Part 6
Why You Need To Exit the Implant Case Sales Game - Part 6 Today's post, the last in this six-part series (revisit Part 1 here) is about the bottom line with firing yourself and team from sales. Here are the advantages the come out of firing yourself and your team from most of the traditional way independents have had to approach the process for the full-arch implant case. Say [...]
Why You Need To Exit the Implant Case Sales Game – Part 5
Why You Need To Exit the Implant Case Sales Game - Part 5 Back to Mr. Gorilla from Part 1 of this series… Question: What are the three giant advantages that the national chain of implant centers? (This is the 800-pound Mr. Gorilla referenced early on) has had (until now) that most independents didn’t/couldn’t fully leverage/access. But there are answers. Let's discuss them. National Advantages Mr. Gorilla’s Advantage #1 [...]
Why You Need To Exit the Implant Case Sales Game – Part 4
Why You Need To Exit the Implant Case Sales Game - Part 4 Fortunately, there is a new way to break from the failed past and approach sales in a way that’s far more predictable (at least with Big Case Marketing): The pandemic was an economic boom period for implant practices who went into it with strong advertising already in place. Record months and two record years were on [...]
Why You Need To Exit the Implant Case Sales Game – Part 3
Why You Need To Exit the Implant Case Sales Game - Part 3 Even if you are an elite clinician, your personal odds of having significant success at treating a lot of cases is terrible, so what’s the solution? Here are the facts about sales as it relates to the profession and implant dentists: Implant dentists and the profession as a whole we are ‘hacks’ at selling our best [...]
Why You Need To Exit the Implant Case Sales Game – Part 2
Why You Need To Exit the Implant Case Sales Game - Part 2 It’s more than okay that most implant clinicians truly suck at sales and have almost no chance of that fact changing. All of the facts we’ve reviewed in Part 1 about sales capabilities and the odds working against great clinicians from ever being proficient at sales (85% chance against) are more than okay because the everyday [...]
Why You Need To Exit the Implant Case Sales Game – Part 1
Why You Need To Exit the Implant Case Sales Game - Part 1 WARNING: This is a multi-part blog post, but if you are truly serious about treating far more implant cases than you do now (or if you have big dreams and aspirations to have a practice with an abundance of implant cases), you’ll take the time into read, digest, and act on what follows. Part 1 of [...]
Dental Implant Practice Hiring: Sales Team Challenges & Solutions (Part 1)
How is your dental implant practice hiring going? Hiring is THE implant business topic of 2022. Whether its associates, assistants, or basic admin, hygienists, finding staff is a challenge. If we are seeking highly specialized sales staff with direct to patient sales experiences the level of difficult is many multiples of difficulty beyond basic staff. As a sign of the reality of what’s happening on the ground, almost [...]
Full Arch Program Member Gets $174K in Cases in Just Two Weeks!
Music to me and my team's ears... "Hello James: a quick update on the activity of Full Arch =Program this last 2 weeks. We closed on an U/L AO4 "Medicare" case for $40,000 USD and also on a FMRx full mouth reconstruction $45,000 which came in due to the Program advertising plus my name recognition in newspaper plus the great content you have about my skills at the website. I [...]
The Limitations of Implant Knowledge, Part 2
When you take the profession as a whole, single teeth implants are the only treatment modality most dentists have a basic understanding of and there are still docs who can't restore even a single implant. AOX Case Knowledge When we move to the partial arch case or the full arch case, even among those with good single tooth capabilities, the knowledge about full arch cases is very limited. Few [...]
The Limitations of Implant Knowledge, Part 1
When you take the profession as a whole, single teeth implants are the only treatment modality most dentists have a basic understanding of and there are still plenty of docs who can't restore even a single implant. Realty of Dental Implant Knowledge in the Profession When we move to the partial arch case or the full arch case, even among those with good single tooth capabilities, the knowledge about [...]
Understanding AOX Case Discounts
In a moment, you'll listen to one of our docs stories on how he gets full fees for cases. But first, a reality or two to consider. Reality #1 Most dentists resort to uncontrolled discounting as their only way to sell their services. Why? They simply don't know any better. Our program members completing and using the #1 big case sales training for advanced dentists understand how to reduce the need [...]
Here’s a Typical Ledger for Medicare and All-on-4
If you click here, you will find a patient ledger showing how $13,000 was collected from Medicare for a double arch AO4/AO6 patient. There's also walk through on case fees and how this be approached. There is literally is no bad outcome for getting free money for qualified Medicare patients. The Medicare Money Program is available only as part of our Full Arch Advertising Program. It is market exclusive [...]
Here’s Why Your All-on-X Website Content Doesn’t Work
I personally review at least a dozen implant practice websites on a weekly basis. Generally, I am not impressed. It's RARE to find one site in my week that currently has the right content (words, images, and photos) that patients considering a full arch of implants wants to see. What Implant Dentists Get Wrong with Content Here's what's usually there: The wrong words The wrong images The wrong photos [...]
Our Dental Implant Print Ads Have Sold…
The majority is usually wrong. Yet, most educated dentists don't even know that maxim! Here's a huge insider secret in the dental implant advertising sub niche. Newsprint via subscription daily newspaper has sold and continues to sell more dental implants world wide than any other medium (including Google) yet most in the profession are clueless of this fact. It takes the right headlines, the right copy, and the right [...]
What Is Your Plan for Full-Arch Implant Cases?
Within 18 months of founding our Program, we surpassed ClearChoice with the number of practice locations in North America. Then they opened a few new centers and went back to being #1, then we quickly regained the upper hand and have continued to add 1-2 new locations monthly. Since then, we go back and forth. And of course, outside of the industry gorilla (ClearChoice), no one else ever comes [...]
Take a Look at This All-on-X Case
Do you like the case in this image? Pretty nice, right? It's an example of the kinds of cases our AO4 doctors do routinely. While others with advanced implant training "wish" our member doctors DO. This particular case also illustrates the power of our "Medicare Implant" advertising message as this patient responded to a Medicare related treatment ad. This particular patient, alas, did not have the right Medicare plan [...]
A Noteworthy New Full Arch Program Testimonial
This recent testimonial is from one of our member locations in Northern California; just one of many super competitive markets we work and succeed in. "Hello Doctor: A note, again, to let you know how happy I am with your Full Arch Program program. It has carried me into the New Year with Great Anticipation and Hope! Even though I have many, many full arch cases, most were being [...]
What Creates 100 Full-Arch Cases Yearly?
Change is a constant. I see it in the time I've been active in the implant world since 1995. The procedures and clinical thinking has evolved (AKA changed), protocols and implant design and work flows have changed, and there have been changes on the advertising and sales side of the equation. What's Changing? In advertising, the procedure (full arch implants), there's been a few minor (and a few major) [...]
4 Advantages that Matter with Full Arch Implants
In almost every market, there are multiple practices competing for All-on-X cases. Everyone is looking for advantages that matter so they can be successful at finding their cases. Full-Arch Implant Advantages Advantages that matter can be found in the following areas in the AOX niche: #1 - Advantages in AOX advertising using sound scientific principles both online and offline. This means A/B ad testing and use of reliable headlines shown [...]
Another Secret About Medicare
Full-arch implant cases, and, specifically, the All-on-X case, is almost entirely an advertising based service. At least 95% of cases are created by advertising. Yes, occasionally there is an oral surgeon, with a hella-massive referral network, who can avoid advertising for All-on-X cases BUT most specialists, including the OMFS and PERO docs, are in the exact same boat as the implantologist. You can refuse to accept this reality but, [...]
Do What Works… Or Do What’s Insane?
We are 50% advertising agency and 50% SALES consultancy. Why? Because even with some of the very best ads in the universe (ours), economic results are greatly hindered if the practice thinks and acts like a 'classic' one presenting and treating a few fillings and crowns here and there and doing hygiene checks. The processes, conversations, behaviors, and mindsets in this environment are basically like kryptonite to economic results [...]
Guess Which Implant Ad Agency Is FIRST?
Spoiler alert! Among independently owned practices actively advertising full-arch implants (e.g. All-on-4 / All-on-X) we rank first in total locations and have been in that spot since years straight. Yes, ClearChoice, Aspen, Affordable Dentures etc. have far more locations but to us what counts are hard working entrepreneurial individuals and small groups. Why not be a part of something big and help more patients who need implant therapy? At the [...]
Can You Treat This Implant Case?
Can you treat All-on-4 / All-on-X / full arch implant cases? Want cases just like the one above? If so, how many? Why not treat a least three every month OR 1-2 every week? Or... If you are of the 'go big or go home' mindset, how about aiming for 20 arches every month? ... IF you have the stamina! The only way to find out what's possible is [...]
ClearChoice Sends Our Doctors Cases Every Week
ClearChoice is one of the best things that ever happened to implant dentistry. I explain more about this in our educational presentation on the full arch implant market, but, in a nutshell, they're "bombarding" the U.S. population with their commercials creates a higher level of awareness than any association or specialty organization has. It's not just ClearChoice advertising on the airwaves, but also this entity, and this one, and this one. Pop quiz? [...]
Diagnosis and Informed Consent in All-on-4 Advertising
As an agency, we really hate surprises. Even if we have previously been active in a market, we are still concerned about current market conditions resulting in a surprise today that didn't exist a few years ago. In normal times, things can change locally in a competitive environment within two years. Diagnosing Properly Without this kind of analysis, this is the equivalent of you diving headfirst into a lake [...]
What’s the Cost for Advertising All-on-4 Cases?
We've gone into the long list of reasons why patients want full arch immediate load implant procedures such as All-on-X / All-on-4. This procedure (or similar protocols) continues to be a winner for patients and for implant practices willing to embrace the right advertising while taking relationship based sales process serious. We've also gone over the population demographics and that the trend of terminal dentition patients wanting and needing [...]
Imagine: Getting Your Full Case Fee While Medicare Covers Up to HALF of That Fee for the Patient
Right now, there is a 99% chance AGAINST there being another practice, within your driving distance market area, that is capable of getting Original Part B Medicare patients a 25-50% treatment subsidy (up to $13,600) for their oral surgery/implant care. You read that right, up to $13,600 in FREE money for implant patients looking for someone who will happily file a Medicare claim for them as part of the same patient also [...]
With Full-Arch Advertising/Sales, There Are No New Wheels To Invent
I've gone into the long list of reasons why the public wants full arch immediate loading solutions such as All-on-4 / All-on-X for terminal dentitions. We are almost ready to go into dollar amounts required to advertise this procedure effectively but, before we go there, we will cover one final CRITICAL CONCEPT to help you understand the reality of advertising and sales of this service. Concept Review As a [...]
Advertising Realities for Full-Arch Cases: Concept #2 – Best Messages
I've gone into the long list of reasons why the public wants immediate implant procedures such as All-on-4 / All-on-X / etc. There are millions of patients in terminal dentitions and millions who will enter that category during their life and every patient in this category is interested in options. One thing is certain, they do NOT want the dentures they saw their parents suffer with (or not wear [...]
Full-Arch Implants: 1 Part Clinical + 1 Part Ads + 2 Parts Sales Process
Want to know the #1 surprise discovery I made in 2001 as it related to advertising and sales of the full arch implant case (this was before All-on-4 / All-on-X)? The surprise was how easily everything amazing that I was up to with getting a solid implant message to the public via advertising could be easily destroyed by some of the nicest, caring, friendly, most personable staff you can [...]
Medicare and Full-Arch Cases: How To Think About This Payment
Not only is the Full Arch Program the #1 antidote to ClearChoice nationally in the US but our U.S. and U.S. territory members have access to a one of a kind, predictable way to advertise for and access a treatment subsidy of up to $13,600 per patient from Medicare Original Part B. While the practice collects their full fee (Medicare Surgical Fees + Patient Out of Pocket for Non-Covered [...]
Why Nine Months Is the Magic Number…
Month nine in the Full Arch Program is what we call the "momentum" month. It's a magic month, for sure. Things start to fire on all cylinders and doctors "disappear" on me because they are too busy to talk. One of our practices that started 9 months ago recently reported a $200K collection month for their implant cases. World record for this guy AND he has been practicing a [...]
Just Say No To Dumb Discounting
FACT: The Full Arch Advertising Program with optional Medicare Medical Oral Surgery billing is the largest independent affiliation of practices delivering the much desired and much needed immediate loading dental implant solution to patients in terminal dentitions. There are many 'fast treatment' protocols and many implants out there be they premium priced or discounted that can WORK with the right case. It's even legal to design and manufacture your very [...]
The Best Advertising Mix for AOX Is…
What is the BEST ad mix for finding AOX Cases? A very good question. Ultimately, the ad mix will depend on location as well as goals with case numbers. If your goal is 3-4 arches per month, your ad 'mix' will be different from someone that wants two arches EVERY week. If you are in a market that is predictable with Medicare billing for medical necessity oral surgery and [...]
Two Things That Divide Those Who Can From Those Who Do (A Lot)
Is it still possible to treat three to four full-arch implant cases per month or even two arches every week? In most most markets, these goals are still achievable. [We verify all markets before we embark on ANY goal which is a discussion we have on our 1:1 calls with possible new member clients. More on that below.] But there is a divide between those who can and those who [...]
Self-Assessment: Is It Time for More Full-Arch Implant Cases?
Here is a self-assessment to help you decide if it's time to consider you are ready to pursue more full-arch implant cases by way of laser focused specialty advertising and for using a sales process rivals or exceeds any competitor or the local ClearChoice. Can you competently perform All-on-4 / All-on-X cases now with your last case being within the last 60 days? Do you are use computer guided surgery [...]
How Medicare Dental Implants and Oral Surgery Work In Your State
FACT: Medicare doesn’t pay for dentistry, but it can and will pay for medically necessary oral surgery and Medicare will pay some fees for dental implants as part of bone reconstruction surgery, which most dental implantologists perform. If you live in one of the following states, you can expect a Medicare oral surgery or a Medicare dental implant claim payment to be paid in 21-30 days for a Medicare Patient [...]
Why Traditional Dental Sales Is Such a Turnoff
If you never liked playing the role of salesman as defined what circulates in the profession as what constitutes dental ‘sales,’ you are not alone. Routinely what is falsely believed as how one is ‘supposed’ to sell treatment in a dental practice includes high pressures selling, sales gimmicks (if you could wave a magic wand in front of your mouth…), and often advertising big discounts or published low fees to [...]
With Full-Arch Advertising and Sales, There Are No New Wheels To Invent
I've gone into the long list of reasons why the public wants full arch immediate loading solutions such as AO4/All-on-X for terminal dentitions. We are almost ready to go into dollar amounts required to advertise this procedure effectively but, before we go there, we will cover one final CRITICAL CONCEPT to help you understand the reality of advertising and sales of this service. Critical Concepts As a reminder, CRITICAL [...]
Advertising Realities for Full-Arch Cases: Concept #2 – Best Messages
I've gone into the long list of reasons why the public wants immediate implant procedures such as AO4/6, etc. There are millions of patients in terminal dentitions and millions who will enter that category during their life and every patient in this category is interested in options. One thing is certain, they do NOT want the dentures they saw their parents suffer with (or not wear at all!). While ortho [...]
Full-Arch Implants: 1 Part Clinical + 1 Part Ads + 2 Parts Sales Process
Want to know the #1 surprise discovery I made in 2001 as it related to advertising and sales of the full arch implant case (this was before AOX)? The surprise was how easily everything amazing that I was up to with getting a solid implant message to the public via advertising could be easily destroyed by some of the nicest, caring, friendly, most personable staff you can imagine. Yes, [...]
Medicare and Full-Arch Cases: How To Think About This Payment
Not only is the Full Arch Program the #1 competitor to ClearChoice nationally in the US but our U.S. and U.S. territory members also have a one of a kind, predictable way to access a treatment subsidy of up to $12,500 per patient from Medicare Original Part B fee for service medical insurance. It's a implant marketing and case sales advantage that no other specialty implant advertising agency has mastered [...]
Imagine: Getting Full Fee While Medicare Covers 25-50% of That Fee for Your Patient
Right now, there is a 99% chance AGAINST there being another practice, within your driving distance market area, that is capable of getting Original Part B Medicare patients a 25-50% treatment subsidy (up to $12,500) for their oral surgery/implant care. The Ideal Scenario If having the ability to reduce out of pocket full mouth treatment cost for these patients by a minimum of $8,000 was predictable for your practice, IMAGINE.... Getting your full [...]
Why Serious Clinicians Write A Book (or Two)
To illustrate the importance of books to the public when positioning yourself as the “go to” expert, let’s talk about presidential candidates. EVERY presidential candidate writes a book (or two or three) when preparing to run or when running for office. Why? Well, the reasons are many. Here are just a few: To express ideas of what they would do as “leader of the free world” To engender a [...]
Do You Follow Steps To Perform Your Procedures?
What's better, randomness or following steps? ....do you randomly pick and choose steps in the procedures you perform based on your mood that day? "Oh well...today Mrs. Smith, anesthesia is the last step on my list...so sorry this will hurt you more than me...." I have little doubt that you follow specific steps to perform your clinical procedures....otherwise you wouldn't have a license and you wouldn't be reading this. [...]
Social Media for All-on-4 / All-on-X?
...in a nutshell total bunk, B.S., a waste of time and resources. The only thing even faintly close to social media that matters to a implant practice doing AOX cases are REVIEWS and PHOTOs of CASES treated that are posted/shown. When you look at all the types of advertising that we handle as an agency to find 36-100+ AOX cases annually for each client, you'll find almost no mention [...]
Kvetchers and Believability
How believable are you to prospective patients? How hard have you worked to engineer believability when it comes to advanced procedures such as full arch implants / All-on-4 / All-on-X implants? Did you know believability will either help or hinder your advertising results? Here's a story about believability in the marketplace. About Believability Six years ago, I had a conference call with two docs in an area of South [...]
Why I Became A Student of the Sales Process
Why I became a student of sales process and why ClearChoice and every implant practice owner serious about treating multiple full arch cases weekly or daily is also a student of the same. Well, tough personal real-world experience where my advertising dollars were on the line forced me to leave my comfort zone as a typical implant practitioner to find answers otherwise I had no business advertising for these patients. On my personal journey to treating [...]
Training and Intention Go Hand-In-Hand with All-on-X
The Full Arch Program is the largest network of independent and DSO implant practices delivering full arch implant care in North America. All of the details are here. It's one thing to be clinically qualified but intention (attitude and mindset) and it's role in success with these cases is also a big deal and rarely discussed professionally. There are thousands of docs with great clinical qualifications but either as a [...]
All-on-X Practice Websites: What’s Important
Recently, I had calls with several All-on-X focused docs who had either recently spent $12K plus with Einstein Dental on a website or were considering it. It’s utter nonsense to spend this kind of money on a website now, next year, or the year after and be it with Einstein, Progressive, or whoever, and I’ll go into the reasons below. Now for these two particular practices for which we [...]
Our Expertise Exclusive To YOUR Practice
When it comes to niche full arch implant service advertising, it's important to have a market exclusive relationship for both the ads bringing your cases and the strategies employed on your behalf that are specific to your market location. Here's why. What Successful Implant Marketing Takes With all All-on-X, it's a numbers game. It takes... ...so many phone calls to that lead to... ...so many consults that lead to... ...so [...]
Doctor: You and All-on-4 / All-on-X Are Not BMW, Mercedes, Lexus Nor Toyota!
While most implant dentists would rather have a root canal than discuss sales or address sales issues in their business, the reality is sales is a mandatory and serious aspect of practice operations for anyone wanting to treat multiple full arch cases on a monthly or weekly basis. You Can't Wing Luxury Patient out of pocket cost is the #1 reason that sales process can’t be ‘winged.’ The most basic [...]
Implant Case Presentation Is Not What You Were Taught In Dental School
Have you spent many thousands of dollars on implant advertising and you received leads, but not many leads ended up as cases? Is your local area saturated by corporate chains like ClearChoice, Aspen Dental, Heartland, Affordable Dentures & Implants, and others? Do you hate the feeling of being a salesperson who needs to “close” people on treatments? Does what you’ve been told related to sales in dental implant CE courses [...]
Make Your Month in 3 Days (TM) Treating Full-Arch Implant Cases
More than 80% of our advertising doctors treat from three to six arches per month. At this arch volume, these doctors ‘make their implant production’ in just 3 days. Yes, we have a smaller group who ‘go big’ and want 10-20 or even ClearChoice-level 30 arches per month but most are happy clinically administratively at the three to six arch per month volume. In the U.S. when you add up [...]
Working On Weekends
Doctors who are ambitious and driven take more CE than all the rest combined. They go to Kois, Spear, LVI, Misch, Pankey, etc. They sometimes attend CE on weekends or travel on a weekend day to get there. On a recent weekend, I met to have dinner with a group of doctors driven to help more patients with the All-on-X technique. They were in Miami to attend a course at [...]
Why I Love Young Oral Surgeons and Periodontists
Younger oral surgeons and periodontists get it! (Occasionally, older ones get wise and also get it!) In a second, we'll cover what "it" is all about. Professions are slow to change. On the whole, this is a good thing. The most change embracing group in dentistry has traditionally been the GP, especially in dental implants, but that's no longer the case. There are some specialists who are now surpassing [...]
When To NOT Use Nobel Biocare Implants for All-on-X Cases
With dental implants, there is a time to use premium and there is a time to not use premium implants. As a business owner and clinician there is a balancing act between cutting supply costs just for the sake of cutting costs versus ensuring you deliver a clinically predictable long-term result. Too often clinicians look at implant fixtures as completely interchangeable and then simply go to a lowest cost [...]
Why There’s No Such Thing As Franchise All-on-X
There are a few entities out there claiming to be "franchisors" of the All-on-X procedure as a business model. How many dental franchises can you name and point to as resoundingly successful in the profession? Different Models for Different Businesses Think of the biggest national clinic names you know: First up. ClearChoice - 100% corporate owned (now owned by Aspen). Definitely not a franchise. There is Aspen dental which owns [...]
How Credible Are You Compared To Other All-on-X Doctors?
To treat All-on-X cases regularly, it's mandatory that you have effective specialty All-on-X advertising and operate your sales process at a level similar to ClearChoice (e.g MBA Level). To treat a LOT of cases, you have to be more credible than others around you who are also advertising to the public for All-on-X cases. The more local competition there is, the more credible you need to be seen as compared [...]
Storefronts and Google Ads
A big part of All-on-X advertising is having the right "storefront" online. Tis refers to what people see digitally about this procedure and you (versus others) when they go from an ad to your website. No matter what you do to advertise or promote, patients wind up at the storefront (your website). At your website, it's about All-on-X content and All-on-X correct copy to generate a phone call. If you [...]
I Need Your Help To Heal At Least 36 More Arches In The Coming Year
I need your help so that me and my team and you and your team can heal more patients in the coming 12 months. You see...we are in the same business as you. THE HEALING BUSINESS! At the end of the day, we are here to heal patients and we do that week by week by sending patients in need of full arch implants to doctors like you who want [...]
Case Study #7: All-on-X Practice Success
We can talk till the cows come home about how many full arch implant cases we send our members annually (last year 3500!), how we are #1 in Medicare reimbursement for oral surgery/implants, how we are Google's #1 non-corporate full arch implant digital advertiser internationally (US, UK, Canada, and Australia), and or how we are the #1 national competitor to ClearChoice. The REAL proof is when our member dentists tell [...]
Top 5 Reasons Our Advertising Clients LOVE Full-Arch Cases
FACT/REAL NEWS: Money is not the main driver behind why our advertising client members pursue full arch implant cases and All-on-X cases. In a bit, we'll return to the top five motivatorsm which may resonate with you. First, let's get the economics of seeing 1 full arch immediate load All-on-X implant case every week covered. Some Basic Economics Fees for an arch ranges from $7K in Poland, $10K in Vietnam, [...]
Case Study #6: All-on-X Practice Success
We can talk till the cows come home about how many full arch implant cases we send our members annually (3500 in the latest year), how we are #1 in Medicare reimbursement for oral surgery/implants and Google's #1 full arch implant digital advertiser internationally (US, UK, Canada, and Australia) based on their objective metrics. How are network of independent practices have been competing and winning against ClearChoice for 10+ years. [...]
The Average Dentist and Terminal Dentitions
Past full arch implant clinical skills which are easy to acquire and gaining the ability to "sell" cases that cost as much as a nice motorbike or a well equipped car, unless you secure professional specialty advertising assistance, the odds are stacked greatly against you having a regular supply of terminal dentition patients looking for full arch implant answers who are also willing to write a check for the fee involved [...]
The FORMULA That Unlocks an Abundance of Full-Arch Cases
Today, I'm going to let you in on another secret. THE FORMULA that unlocks full arch implant cases month after month and year after year and that has been working for 17+ years in our longest term member's practice. The Secret Formula Previously we've covered truths about what prevents implant dentists and implant specialists from performing these life changing immediate loading modalities of implantology (or from referring their patients to [...]
Two Facts About Advertising Costs for All-on-X / All-on-4 Cases
We put full arch “All-on-X” implant cases in practices like yours every month – it’s literally all we do. The No. 1 question we get when we do this is as follows: "What’s my cost to generate these cases every month from advertising?" It's an understandable question and one that requires fact-based answers. Facts About Advertising Costs for All-on-X Cases FACT 1: The advertising cost in many markets for [...]
Medicare Original Part B Oral Surgery Dental Implant Claim Payment Proof
Everyone says, "Medicare doesn't pay for dentistry..." ...and "everyone" is absolutely correct on this item. But what "everyone" got 100% wrong is that Medicare will pay for the the repair of radiographically visible bony defects in the jaw structure that are a consequence of bony infections. Invariably implant patients in terminal dentitions have these very defects and infections visible on radiograph. Medicare DOES Pay So, yes, Medicare does pay for [...]
Advertising Realities for AOX Full-Arch Implant Cases
I've gone into the long list of reasons why the public wants immediate implant procedures such as AO4/6, etc. So, what are the marketing cost ranges to treat 3 full arch cases each month? Well, before we get into dollar amounts and ranges, there are THREE CRITICAL CONCEPTS unique to specialty implant advertising such as AOX. Critical Advertising Concepts #1: The first thing to know is that with marketing/advertising a [...]
Video: The Easiest Way To Explain All-on-X
They say pictures are worth a thousand words and videos are worth ten thousand. It's true, but in dentistry we have real issues with video. The Biggest Problems with Most Dental Videos Dental video is 99.9% too technical or simply too scary to use in promotion efforts. I’ve wanted a great explainer video for several years and today I have some good news. We’re pleased to announce a practice exclusive [...]
Full Arch (AOX) Implant Program: Are You Ready for 3 AO4 Arches Every Month?
The best way to find out whether our geographic market area exclusive Full Arch Advertising Program for AO4/6 cases (with or without the optional Medicare Medical Billing option) is right for your practice and implant case goals is to schedule a time to have a one-on-one call. We'll discuss your clinical background, specific practice situation, and personal goals with cases. The first discovery call, of course, is free. Click here [...]
I Need Your Help To Heal At Least 36 More Arches In The Coming Year
I need your help so that me and my team and you and your team can heal more patients in the coming 12 months. You see...we are in the same business as you. THE HEALING BUSINESS! At the end of the day, we are here to heal patients and we do that week by week by sending patients in need of full arch implants to doctors like you who want [...]
Case Study #7: All-on-X Practice Success
We can talk till the cows come home about how many full arch implant cases we send our members annually (last year 3500!), how we are #1 in Medicare reimbursement for oral surgery/implants, how we are Google's #1 non-corporate full arch implant digital advertiser internationally (US, UK, Canada, and Australia), and or how we are the #1 national competitor to ClearChoice. The REAL proof is when our member dentists tell [...]
Full-Arch Implant Economics: 5 Reasons Our Members LOVE These Cases
FACT/REAL NEWS: Money is not the main driver behind why our members pursue full arch implant cases. In a bit, we'll return to the Top 5 motivators which may resonate with you. First, let's get the economics of seeing one full arch immediate load All-on-X implant case every week covered. Fees for these cases range from $7K in Poland, $10K in Vietnam, to $18K-$36K in the US. Removable implant cases, [...]
Case Study #6: All-on-X Practice Success
We can talk till the cows come home about how many full arch implant cases we send our members annually (3500 in the latest year), how we are #1 in Medicare reimbursement for oral surgery/implants and Google's #1 full arch implant digital advertiser internationally (US, UK, Canada, and Australia) based on their objective metrics. How are network of independent practices have been competing and winning against ClearChoice for 10+ years. [...]
The Average Dentists and Terminal Dentitions
Past full-arch implant clinical skills which are easy to acquire and gaining the ability to "sell" cases that cost as much as a nice motorbike or a well equipped car, unless a practice secures professional specialty advertising assistance, the odds are stacked greatly against that practice having a regular supply of terminal dentition patients looking for full arch implant answers who are also willing to write a check for the [...]
The FORMULA That Unlocks an Abundance of Full-Arch Cases
Today, I'm going to let you in on another secret. THE FORMULA that unlocks full arch implant cases month after month and year after year and that has been working for 17+ years in our longest term member's practice. The Formula for Full-Arch Success In the last few posts, we've covered truths about what prevents dentists from performing these life changing immediate loading modalities of implantology (or from referring [...]
Full-Arch Cases and The Secret About Help
Here is a fundamental truth that few implant dentists understand. "The more you allow yourself and team to be helped, the more patients you and your team are allowed to help." When I analyze my top-performing doctors for full-arch cases who have been with us for more than a decade, they ALL have this same thing in common. Not only did they allow me and my team to help them [...]
MBA-Level Sales and All-on-X Practices
Why not do more cases in general in your office beyond our proven advertising? Training in the #1 advanced case sales process is a mandatory part of the Full-Arch Program that guarantees at least 3 or more All-on-X arches each month from our proven advertising. As a result, it's not unusual for practices to report selling more and bigger cases throughout their practice beyond our proven advertising due to the [...]
Case Study #5: All-on-X Practice Success
Case studies are important and valuable. We can talk till the cows come home about how many full-arch implant cases we send our members monthly and annually, how we are the longest-running specialty dental implant advertising agency in existence (15+ years), how we are #1 in Medicare reimbursement for oral surgery/implants and the #1 national US competitor to ClearChoice for 10+ years of head-to-head competition. We can also point out [...]
What Prevents Most from Doing More Full-Arch Implant Cases
When is the last time a patient wrote a check for $50,000 to your practice? What about $25,000? When I lecture in full-arch implant courses where All-on-4/X is taught, perhaps 1 out of 40 doctors in the room has seen a $50,000 check once or twice in his/her career which means 39 docs haven't seen a check like that EVER! AND... many of the 39 don't believe it's even possible! [...]
Case Study #4: All-on-X Practice Success
We can talk till the cows come home about how many full-arch All-on-X implant cases we send our members, how we are #1 in Medicare reimbursement for oral surgery/implants, #1 in digital ads served across the Google network, and #1 in Trusted Advisor Sales Process Training for advanced dentists. We can also talk about how great we are compared to all the runner-ups lagging and/or attempting to copy what we [...]
The Truth About Average Dentists and All-on-X
Here is the reality "out there" in clinical land. Very few dentists have adequate clinical training (surgical or restorative) in the newest immediate loading modalities. The list of why this is the case is more than what's possible to cover in a short e-letter. This inadequate knowledge about new full arch implant modalities and/or lack of actual training is bad for patients who interact with the average clinician. A Better [...]
Let’s Heal Patients with All-on-X
I'm an oddball. I run the No. 1 specialty advertising agency focusing on dental implants and have a lengthy clinical background outside of my unique background in the study of advertising and sales. I know that my team and my skills in advertising dental implants deliver All-on-X patients to practices AND, as a result, MORE patients are healed. If we weren't #1 in what we do, far fewer patients would [...]
Case Study #3: All-on-X Implant Practice Success
We've got yet another example of practice success for our all-on-x advertising program. This time, it's a doctor from the East Coast. Thanks to the Full-Arch Program, the doc experienced personal bests, even during the public health crisis and with tons of local competition. All-on-X Case Study Ready to see how the doc did it? Check out the case study below. Click here to have your one-on-one discussion about all [...]
Secrets In Advertising All-on-X Cases
Here's a secret critical to understand related to today's implant patients and cases and the specialty All-on-X advertising we produce, place, and manage for our member practices in the Full-Arch Program: Gone are the days when implant patients were mostly those in dentures. Yes, there are on occasion denture wearers who still need and who will buy dental implants, but the majority of cases right now are those in terminal [...]
Case Study #2: All-on-X Practice Success
Another Big Case Member Practice Implant Success Case Study? We've got one from one of our docs in the South. Thanks to the Full-Arch Program, the senior doc does JUST BIG IMPLANT CASES (50+ per year) while the two associate/partners happily work full time treating all the routine general dentistry that most of us advanced clinicians find tedious. All-on-x Case Study Ready for dental implant practice paradise? Check out the [...]
How to Treat 1-2 All-on-X Cases Every Week
Would you like to treat... THREE additional full arch All-on-X cases every month? Or, how about just one or two additional full arch All-on-X cases each week? These case goals are possible and happening right now throughout the US, Canada, UK and Australia. The Three Rules If you are a qualified clinician with implant restoring and surgical skills OR you are part of a surgical/restoring team based in the same office, [...]
All-on-X Dental Practices Live and Die By This Formula
To regularly do successful cases, a member practices in the Full-Arch Advertising Program, you will live and die by the following formula: Training (the easy part) + Niche Specialty All-on-X Advertising (done for you by us) + Ethical All-on-X Selling at an MBA business school level (taught by us to you and your team) The Full Arch Program is the only one of its kind that specializes just in dental [...]
Broken Storefronts: The Big Problem with Dental Websites
In the old days, all you had to worry about was your literal storefront. Windows, sidewalk, signage. Physical stuff. The landlord of my practice building (before I bought it) was lazy about having clean-up done regularly. I or someone on my team would be found on occasion doing whatever was necessary to make sure the storefront was in good shape. There was a bus stop on the property and, while [...]
Break Your Mental Box: Do More All-on-X Cases
The Full Arch Program remains the No. 1 independent affiliation of clinicians delivering this desired implant service in North America. All of the details are here. As we work on a market exclusive basis, as we add locations market areas close each month - one reason to take action. Don't miss out on securing your area and cases! Let's talk about the mental box issue for a moment. The Mental [...]
Scared of ClearChoice?
Most dentists are terrified when ClearChoice rides into town or are depressed that they are already "stealing" the show / "stealing my cases." If ClearChoice is in your market, it's actually a great thing. In fact, if you could have your suite next door to theirs you would be in the best position possible. Here's the truth about this company being active in a market. Benefits of ClearChoice Nearby [...]
ClearChoice and Big Case Marketing Prove All-on-X is Advertising Based
The All-on-X case is the most advertising-driven procedure to date in our profession. Patients know what "caps," "facings," "braces," "wisdom teeth," "bridges," and "root canals" are but ask them what All-on-X is and they'll give you a blank stare. Why? Essentially because of confusion on who it's for by providers and lack of awareness among dentists and patients. Explanations Matter Patients seldom know what a “dental implant” is much [...]
The $299 Dental Implant, Explained
There's ALWAYS a lower price. Ads for $299 dental implants are a perfect example. Deep discounting on the front end of dental services is common. We see it in ads of all kinds. It's a tell-tale sign of a systemic failure in the profession to address sales in a responsible manner. Dental schools have failed us on this and clinical CE programs continue to fail at this subject that [...]
When Credentials Matter
We are a profession of learners. Anyone with a license is forced to learn at least a little bit. Beyond that basic reality, we then fall into two groups: the 80% that are sort of getting by with trying to maintain their knowledge (doing the minimum) and the 20%. Step inside the top 20% of learners in the profession and you'll find this group taking 80% of the advanced [...]
Saving Money On Dental Implants with the Full-Arch Program
FACT: The Full Arch Advertising Program with optional Medicare Medical Oral Surgery billing Program is the fastest-growing independent affiliation of practices delivering the much desired and much needed immediate loading dental implant solution to patients in terminal dentitions. This includes Nobel, BioHorizons, Straumann, MiS, Implant Direct and Neodent. There are many protocols and many implants be they premium-priced or discounted that WORK. Heck, it's even legal to manufacture your [...]
Case Study #1: Big Case Member Practice Success Story
We can talk till the cows come home about how many full-arch implant cases we send our members weekly or monthly, how we are No. 1 in Google digital advertising for full arch cases (All-on-4, All-on-6, etc.), No. 1 in Medicare reimbursement for oral surgery/implants, and No. 1 in MBAL Level Sales Process Training for advanced dentists. And yet... talk is cheap. The REAL proof is when our member [...]
Full-Arch Program Clinical Mentoring: We Got Your Back!
Clinical mentoring can be your solution for selling more big cases! It's important to have clinical mentoring, especially when advanced immediate or near-immediate loading implant procedures such as All-on-4, All-on-6, Teeth Tomorrow, XPress, Hybridge, etc. are involved. In fact, clinical mentoring might be your best chance to even start selling big cases like full-arch implants. Credentials That Matter There's only one specialty dental implant advertising agency and [...]
5 Common Questions About Medicare Dental Implants
When it comes to Medicare, most people (including dentists) are under the impression that it is only for medical procedures and has nothing to do with dentistry. If more dentists knew about the Medicare Money Program, however, they would see that they can get paid as much as 25-50 percent of the total treatment plan cost for qualifying procedures. How is this possible? How could so many people be [...]
Increasing Full-Arch Implant Cases with Professional Dental Sales
Imagine if you and your team could sell professionally, ethically, and without pressuring patients at the same level as ClearChoice, the No. 1 full-arch implant (aka "All-on-X") corporate chain in the world. Would you? Of course you would. But what ClearChoice has and what you most likely do not is called "professional dental sales." Professional dental sales is the No. 1 business process missing in 95% of dental implant [...]
All-on-4 Implant Advertising Mistakes and Full Arch Implant Advertising Mistakes – The Two Biggies
All-on-4 implant advertising mistakes and full arch implant advertising mistakes are easily avoided. Today, we'll discuss the two biggest that set up many new dental implant and All-on-4 implant advertisers for failure. It’s easy for me to tell when one of the two biggest dental implant advertising or all-on-4 dental implant advertising mistakes has happened or is about to happen for a new practice seeking full arch implant / [...]
Five reasons to bill Medicare dental implants and Medicare oral reconstructive surgery right now.
Medicare dental implants and medical oral surgery -separating fact from hearsay. Medicare is the single biggest health care payer in the US yet few dental implantology practices leverage this payment system even though it could greatly help patients in their area and their practice financially. Does Medicare pay for oral reconstructive surgery? Yes, Medicare oral surgery benefits are payable for dental implant patients and are available in every US [...]
Ready for a dental implant (All-on-4) only practice?
Want a dental implant only practice? A dental implant only practice or having at least a practice with significantly more full arch dental implant cases is the dream of many clinicians. If this describes you, the above graphic literally gives away the secret to getting from where you are now to a practice with many full arch dental implant cases or to having a practice devoted to dental implantology. My [...]
Dental implant case acceptance and full arch (All-on-4) cases every month. Dr. Kathy’s story.
What led to an "a-ha" by this highly skilled Implantologist? Dr. Kathy has been building her clinical Implantology skills for years but like most implant dentists going through extensive training there was no focus on dental implant case acceptance nor dental implant advertising. The lack of specialty advertising for full arch implant cases and dental implant case acceptanc She is now at the point of sitting for the American [...]
Medicare Dental Implants: Who You Gonna Call?
Medicare Dental Implants: Who You Gonna’ Call? “Do you take Medicare?” Medicare Dental Implants May Help... This is a common phone call question that arrives to every dental practice in the country on a weekly if not daily basis. The answer 99 times out of 100 is “no” as less than 1% of US dentists are involved with the Medicare insurance system. These [...]
Dental Practice Bonus Systems for Big Case and Trust Based Practices
Dental Practice Bonus Systems for Big Case and Trust Based Practices There are a lot of dental bonus systems floating around and I’ve seen most of them. Quite a few will work for a year or two but then MOST fall by the wayside because they are too easily gamed by the participants. I’ve only seen two variations on dental practice bonus systems that work [...]
Building a Dental Team – What Google Says
Building a Dental Team – What Google Says Our member dentists successfully use Google to build their practices on many levels including building their dental team. Many are amassing large stockpiles of Google reviews using this technology that makes getting hundreds of reviews annually as easy as seating a patient in an operatory. Dentists who are trusted the most tend to have the most reviews. [...]
Flying Lessons and Dentistry-Dental Practice Advice
Flying Lessons and Dentistry-Dental Practice Advice In this dental practice advice series lets talk about how critical it is to review how you go about how you present your cases with a check-list and how you have an advantage over other dentists who have not learned how to use them. Would you personally try to fly a plane (or land it!) without flight lessons? [...]
Lessons from Dental Meetings Like the ICOI Part 1- Online Dental Practice Reviews
Lessons from Dental Meetings Like the ICOI Part 1- Online Dental Practice Reviews I’m one of the few consultants that has spent 20 years treating patients first hand. I still go to clinical dental meetings. I still keep up with new dental science and in particular I keep up with the science of implants and how critical it is to have online dental practice [...]
Believability and Kvetching in Boca Raton- Dental Practice Advice
Believability and Kvetching in Boca Raton- Dental Practice Advice In my dental practice advice series lets talk about those who complain too much. After years of observing and listening to specific situations in practices throughout the world, I can tell you there aren’t a lot of new surprises in what I hear. Being more than a decade into what I call my third career [...]
Procedure TIDAL WAVES!!! – The reality of Dental Practice Marketing
Procedure TIDAL WAVES!!! – The reality of Dental Practice Marketing In this dental practice marketing series let's discuss how all kinds of things cross yours and my inbox. I love Dental-Town and Howard as they are always pitching something through my email box that’s interesting and of benefit to a percentage of the profession. There are some amazing innovative techniques out there such as the [...]
Dental Consultants-What You Don’t Know about Consultants
Dental Consultants-What You Don’t Know about Consultants There are a lot of very good consulting programs and dental consultants and gurus out there. Scheduling Institute, Blatchford, Pride, Miles, Jameson, etc. Some are quiet behind the scenes types that you have to decrypt a special code to track down, some scream at you from a big stage using subliminal selling methods on you leaving you wondering how [...]
How many All-on-4 Phone Calls – What’s Reasonable: All-on-4 training
How many All-on-4 Phone Calls – What’s Reasonable: All-on-4 training I’m often asked “how many phone calls can I expect if we’re doing the right kind of marketing and spending the right amount of money each month for my all-on-4 cases after my all-on-4 training?” One thing to understand about “deep disability” marketing (which is what All-on-4/6/8 etc. is all about) is that when you provide [...]
The Skinny on Dental Practice Websites
The Skinny on Dental Practice Websites Recently, I had calls with several docs who had either recently spent $9,000 plus with Einstein Dental on a dental practice website or were considering it. To be blunt--it’s utter nonsense to spend this kind of money on a dental practice website in 2016 be it with Einstein, Progressive, or whoever, and I’ll go into the reasons below. Yes, I [...]
What is the Marketing Cost for All-on-4-Cases
What is the Marketing Cost for All-on-4-Cases I've gone into the long list of reasons why the public wants this procedure. So, what are the marketing costs for all-on-4-cases to see 50-100 of these cases annually? Well, before we get into actually dollar amounts and ranges, there are four big picture concepts to understand. #1 - The first thing to realize is that with marketing/advertising ANY [...]
What does it take to have 50-100 All-on-4 cases every year in dental practice marketing ?
What does it take to have 50-100 All-on-4 cases every year in dental practice marketing? When it comes to dental implant marketing what does it take to have 50-100 All-on-4 cases every year? In major metro markets 50-100 cases a year will mean you are one the top 3 docs in the area performing this procedure. In a more rural setting, you very well may [...]
Dental Patient Lifetime Value and Online Reviews
Dental Patient Lifetime Value and Online Reviews In a minute we'll get into the math of online patient reviews and dental patient online value. A big take home message from the numbers you'll see below is that it is possible in many markets and in "stealth" fashion with minimal to no paid advertising to generate most or all of a practice's NP flow just [...]
Dental Patient Financing – The Truth about 3rd Party Financing
Dental Patient Financing – The Truth about 3rd Party Financing If you drink the kool-aid put forth by 3rd party finance companies, they will convince you that you "need" to put every patient on an account and do all of your billing through it when dental patient financing. WHY? Well, because they get an amazing fee out of the deal—duh. There is also a [...]
Dental Specialist Marketing and The State of Specialty Referrals
Dental Specialist Marketing and The State of Specialty Referrals While this article series is centered on the specialist, be aware that if you are a generalist doing niche procedures, there is value for you in understanding the trends which will be discussed. Feel free to forward this article on to your specialist colleagues who can benefit. Dentistry as it relates to the traditional referral [...]
Dental Specialist Marketing and The State of Specialty Referrals Part 2
Dental Specialist Marketing and The State of Specialty Referrals Part 2 Dental Specialist Marketing and The State of Specialty Referrals Part 2 We’re continuing the discussion of changes in referral patterns and how this needs to affect thinking on the specialist part as related to dental specialist marketing. Feel free to forward this article on to your specialist colleagues who can benefit. Due to [...]
Dental Specialist Marketing and The State of Specialty Referrals Part 1
Dental Specialist Marketing and The State of Specialty Referrals Part 1 Dental Specialist Marketing and the State of Referrals Part 1 While this article series is centered on the specialist, be aware that if you are a generalist doing niche procedures, there is value for you in understanding the trends which will be discussed. Feel free to forward this article on to your specialist [...]
All-on-4 Implants
All-on-4 Implants By popular demand, here are all three parts of the All-on-4 series in one place regarding dental implant marketing. Enjoy! Recently I met with a two doc practice who has been providing implant services for 30+ years and an active client for 6+ years. I meet with them 2 times per year (5 years ago the senior doc brought in a new graduate) [...]
5 Ways to Attract New Dental Patients to Any Practice – Part 2
5 Ways to Attract New Dental Patients to Any Practice - Part 2 We are full speed ahead in the last business period of 2015 (Labor-Day to 2nd Weekend of December). This week we continue with the final 3 Ways to Attract New Dental Patients. “Way” #3 to Attract New Dental Patients Look REALLY professional. Did you know trust in the professions, including dentistry, [...]
5 Ways to Attract New Dental Patients- Part 1
5 Ways to Attract New Dental Patients- Part 1 We are full speed ahead in the last business period of 2015 (Labor-Day to 2nd Weekend of December) and I’ve decided to give you 5 ways to attract new dental patients to any practice. “Way” #1 to Attract New Dental Patients Every 90 days, mail out a letter to all your local friends, family, and [...]
Who is Your Dental Competition- Part 2
Who is Your Dental Competition- Part 2 Last week we covered the non-clinical dental competition you are in with other goods and services that have similar or greater price points than anything you do in your practice. Dentists greatly underestimate the pull of all of the other options in the market place. The wisest set-up a sales method that helps position fees and value against whatever [...]
Who Is Your Dental Competition Part 1
Who Is Your Dental Competition Part 1 You have two forms of dental competition. The one that is routinely thought of is competition with other dentists. If you are serious about performance, you’ll identify the highest performing practices in your market and list them out. More on why that’s important in Part 2 of this series. The second type of dental competition in every [...]
Should I take dental insurance or not? Part 2
Should I take dental insurance or not? Part 2 Last week we started this topic related to what’s the best avenue for most practice when it comes to fee for service dentistry and a client story was being shared to what it takes related to being 100% fee for service and dental insurance. In a moment, we’ll finish with the rest of his story. [...]
Should I take dental insurance or not? Part 1
Should I take dental insurance or not? Part 1 Have you ever wondered what it takes to be dental “insurance free?” Or why it makes sense to be “blended” with a mix of dental insurance and fee for service revenue? If so, this two part discussion will be of interest to you. Before we get into the subject matter, a few insights today from [...]
Dental Practice Marketing Calendars
Dental Practice Marketing Calendars Do you do an annual marketing plan or calendar? If you do, then consider yourself part of the elite. If you are part of the elite, I have little doubt that you get more out of your practice in less time and with less stress AND help more patients versus those who “go with the flow” when it comes to [...]
Even More about Online Dentist Reviews
Even More about Online Dentist Reviews Digital word of mouth advertising comes in two distinct types....... Digital Word of Mouth Advertising Type 1 - Online Dentist Reviews. These are customer/patient reviews about their experience posted on objective, independent, 3rd party platforms that you do not own or control. The key word here is independent. Patients and prospective patients understand there is a difference between [...]
10 Problem Solving Principles for Dental Practice Success
10 Problem Solving Principles for Dental Practice Success My Top 10 Principles of Problem Solving Problem solving principles are not taught in dental school. Dental school teaches clinical problem solving but FAILS at teaching problem solving for running a professional service business. Today you’ll get the distillation of years of trial and error about how I approach “problems” and how it can impact your [...]
Is word of mouth advertising dead? Online Dentist Reviews-Part 2
Is word of mouth advertising dead? Online Dentist Reviews-Part 2 How did Reviews “kill” Old Word of Mouth Advertising? In the online dentist reviews series let's continue the discussion about word of mouth advertising. This thing called the internet came along. Yes, the internet buried old word of mouth advertising plus many other things that are simply no longer true about how the world [...]
Online Dental Practice Reviews-Is word of mouth advertising dead? Part 1
Online Dental Practice Reviews-Is word of mouth advertising dead? Part 1 New Flash - Old fashioned Word of Mouth Advertising IS dead! But…..New Word of Mouth Advertising, or more appropriately,online dental practice reviews or Digital Word of Mouth Advertising (DWOMA) is alive, growing by double digits every year, and far better than the original. Based on review of the data, most dentists are ignorant [...]
Dental Patient Education Truths
Dental Patient Education Truths In dental patient education series lets discuss the area of truths. Ever heard of the show "Shark Tank?" It’s ABC show where entrepreneur's pitch their ideas to a panel of business experts. They grill the entrepreneur with questions about their business idea and occasionally an entrepreneur walks out with business funding (in exchange for giving up part of their business). [...]
Dental Consulting and The 5 Types of Dentists
Dental Consulting and The 5 Types of Dentists Based on my interactions with more than 1,000 clinicians, I can tell you that the profession breaks out into 5 different types of Dentists. Each one has specific ways of thinking and practicing. [If you want to understand the 3 Types of Dental Patients, you'll find it here. Knowing this one thing will have you rethinking [...]
The #1 Place Patients Read Online Dental Practice Reviews
The #1 Place Patients Read Online Dental Practice Reviews If you believe online dental practice reviews are seriously important, you'll want to finish this entire article. As I rarely invite non-member dentists to our special courses, there’s also information at the end on how you can get into a one of kind to the profession course for online dental practice reviews that normally you [...]
The One Thing You Can Control as a Dentist – It’s Not What You Think
The One Thing You Can Control as a Dentist - It's Not What You Think Dentistry in many ways is still in the dark ages. Fundamentally we refuse to learn from history especially when it comes to human behavior related to decision making and how it directly impacts dental case acceptance and fees. For more than 100 years, we've continued to try to “educate” [...]
July 3rd, International Day of the Independent Dentist
July 3rd, International Day of the Independent Dentist For US readers, the 4th of July is nearly upon us. It’s one of MY personal favorite holidays. Each year, I declare July 3rd a day of responsibility for personal dental independence and in that spirit July 3rd is officially hereby known as the International Day of the Independent Dentist. This is hands-down my most lengthy [...]
The 10 Best Dental Practice Management Monitors
The 10 Best Dental Practice Management Monitors In a moment, we’ll get to an exercise related to what you currently spend on dental marketing and how to improve your direct return (meaning production coming to you) from whatever you spend on external advertising right now. Monthly monitors are a fundamental part of good dental practice management systems. They are basic tools that yield outsized [...]
Dental Case Acceptance, Dental Marketing, and Better, Faster, Cheaper.
Dental Case Acceptance, Dental Marketing, and Better, Faster, Cheaper. You current challenges and your immense reward or potential rewards that come from your owning a business are a direct result of one or more of these words and the actions they create in the economic worlds of your patients. Technology and information drives the better, faster, cheaper process and it’s happening in spite of [...]
Dental Case Acceptance is Impacted by Hiring.
Dental Case Acceptance is Impacted by Hiring. Did you know that your dental marketing, dental case acceptance, and fees greatly affect what kind of employees you can attract and hire for the long term? If you want to permanently solve something most practice owners find as frustrating or an annoyance –the task of hiring good and even great team members WHENEVER needed, then this [...]
Dental Practice Management and Pareto’s Law
Dental Practice Management and Pareto's Law Pareto's Law - 20% of effort yields 80% of results. One of the biggest challenges in dental practice management is related to what we allocate time to and what the "to do" priorities are. You’ve probably been exposed to this 80/20 rule before or at least heard someone say it in casual conversation. It's highly doubtful that any [...]
Dental Practice Marketing Graduate advantages
Dental Practice Marketing Graduate advantages Graduates from our Dental Practice Marketing do more and better dentistry than the other 95% of dentists and report a much higher case acceptance. They get the following after graduation: *License to use Dentistry’s only check-list method for selling professional services backed by Harvard, Stanford, Yale, and Columbia Research. 20% of fee for service dentists make 80% of the [...]
Dental Case acceptance…When it is not a good fit move on !
Dental Case acceptance...When it is not a good fit move on ! In our dental case acceptance training we touch on one rule- When it’s not a good fit move on ! What’s a good fit? Well for a clinician with a high level or morals and clinical skills it is: When you can deliver an acceptable result that you’ll happily provide for a [...]
Dental Practice Advice-You Screwed Up So Now What Happens? Do you have a strategy ?
Dental Practice Advice-You Screwed Up So Now What Happens? Do you have a strategy ? Dental schools do not teach you strategies or give advice on how to deal with unpleasant surprises in your practice. You screw up, people are angry, now what? You should have a strategy for dealing with situations like this. Our members are give solid and proven advice which helps [...]
Niche Services Nirvana Revealed for Dental Case Marketing
Niche Services Nirvana Revealed for Dental Case Marketing The McAnally Selling System makes marketing for niche services easy by following our methods. There truly is a secret formula for niche cases (outside 20th century referral networks). We offer advice to our members and reveal the secret formulas for getting strong case acceptance on large cases. The niche nirvana secret formula is: Niche Website (not [...]
Dental Case Acceptance-The Good News about Hard Selling
Dental Case Acceptance-The Good News about Hard Selling McAnally Selling Rule #16 in dental case acceptance- Hard selling focuses on OUR reasons why a patient would pick a certain treatment versus their reasons. This one fact alone suggests that hard selling is a bad idea. To be blunter, hard selling isn't just a bad idea it's something that isn't necessary for case acceptance and [...]
Dental Practice Marketing- Advice about the 101 on Dental Signage
Dental Practice Marketing- Advice about the 101 on Dental Signage Dental Practice Marketing can be tricky for most dentists unless they know how to advertise their practice and expertise. I drive by a lot of Dental offices... and when I do, I mostly cringe at the incorrect ways dentists apply themselves to dental marketing and how they send out their message. No wonder consumers [...]
Dental Practice Advice- Patient Instincts -do you know how they will react
Dental Practice Advice- Patient Instincts -do you know how they will react As part of my dental practice advice and how to market and present to patients I ask my members - "Do you have any idea of how your patient is going to react to your dental marketing and sales in your dental practice ?" McAnally Selling Advice-Rule #16 -If you make the [...]
Dental Practice Marketing-How much do you REALLY want to produce? 2, 4, 6, or 8 Million ??
Dental Practice Marketing-How much do you REALLY want to produce? 2, 4, 6, or 8 Million ?? Doctor’s routinely ask “how much more dentistry” will they do if they begin using The McAnally Selling System as part of their current fee for service dental practice marketing or if they take the sales training and attach themselves to Big Case Marketing through our Elite Advertising [...]
Bombs away-Dental Case acceptance and how they sometimes fail
Bombs away-Dental Case acceptance and how they sometimes fail Every day dentists and teams let bombs (barriers to good patient decision making) blow up their dental case acceptance and treatment recommendations . The sad part is everyone sees and knows the same bombs are going to appear again and again but few do anything to diffuse them or to get out of the way [...]
Dental Practice Marketing- Do you need to redo your website Part 2 ?
Dental Practice Marketing- Do you need to redo your website Part 2 ? In dental practice marketing we often get asked how often do I need to redo my website. The answer in a nutshell is like it or not websites have to be redone and usually more often than we would like.When it comes to appearances of websites, they continue to evolve and [...]
Dental Practice Marketing-Redoing your website and how often ?
Dental Practice Marketing-Redoing your website and how often ? In dental practice marketing a key question is how often should you redo your website ? Answer – more often than any of us would like. We’ve just been through a complete re-design of our website as part of an upgrade of what was already the professions #1 ethical sales training course for selling professional [...]
Dentistry News- Buffett Says to Dentistry Get Off Your..
Dentistry News- Buffett Says to Dentistry Get Off Your.. Breaking Dentistry News........Warren Buffett says that Dentists should get off their...... ....Keesters! Yesterday during my treadmill warm up at the gym (I’m there M-F by 3 pm), I caught Warren Buffett’s interview at the National Automobile Dealers Show. The NADA is sort of like the ADA except they actually demand that their members market and [...]
Dental Practice Advice-Hey doc, this is awkward…
Dental Practice Advice-Hey doc, this is awkward... One of the main rules we like to impart to our members through our dental practice advice is: McAnally Selling Rule #14 – Eliminate awkwardness and more patients win. Awkward; causing or feeling embarrassment or inconvenience. If something has happened in a patient relationship or in the early stages of prospective patient relationship that’s created or is [...]
Dental Implant Marketing-For dental implants- media helps
Dental Implant Marketing-For dental implants- media helps The dental implant economy has recovered completely. Better than it was even before the 2008 recession. Sadly, while it’s feast time for a small crowd of implant oriented practices who know how to correctly apply dental implant marketing using our strategies, most who dream of doing these cases aren’t. It's even more unfortunate that thousands are lining [...]
Ethical Selling Dentistry-Professionals don’t take orders
Ethical Selling Dentistry-Professionals don't take orders In my ethical selling dentistry system we do not take orders........we take the lead gently and lead our patients to realize what it is they actually need to help them to better dental health by using my proven sales system. McAnally Selling Rule #13 –Professionals don’t need or have to take orders. Frequently from the podium, you’ll hear [...]
Who else is disappointed in their dental practice marketing results?
Who else is disappointed in their dental practice marketing results? A common refrain, “I wish my dental practice marketing performed better.” Yes, there’s a lot of bad dental marketing that goes on. That is often the issue. Then at other times, it’s pretty good marketing but it is that they failed to prioritize and exhausted their resources (time and money) on the wrong activities. [...]
Dental practice management-Associates and practice owners with associates who whine
Dental practice management-Associates and practice owners with associates who whine When it comes to dental practice management the mumero uno complaint from practice owners – “My associate doesn’t do enough dentistry or doesn’t sell enough dentistry.” Invariably there are two things absent from these practices. Absent item #1 – no sales training/no selling system. Absent item #2 – not understanding that a big key [...]
Dental Marketing Ideas-The best questions are…..
Dental Marketing Ideas-The best questions are….. McAnally Selling Rule #11 in dental marketing ideas - Dumb questions are the best questions. Getting a patient to ask questions is always better than blathering at a patient until their ears turn blue! Remember, EVERYONE but another dentist is a layperson. I advise my clients who have patients with larger needs to have a check-list they follow [...]
Dental Practice Advice on Dental Colleges, Boards, Consultations, and Your Competition
Dental Practice Advice on Dental Colleges, Boards, Consultations, and Your Competition Here is sound dental practice advice: The Dental industry…like many industries, functions in a bubble. Each has its own economy, politics, and agenda. …and like many industries, Dentistry as a profession is segmented. [As a very important aside, your patients as consumers of dentistry are becoming more segmented based on demographic need and [...]