In this episode of Millennial Dentist Podcast, I talk into the intricacies of managing a dental practice as the year winds down. As practice owners, we explore crucial considerations such as equipment purchases, tax planning, and projecting production for the upcoming year. I stress the importance of strategic growth, optimizing your practice, and the potential pitfalls of building a practice solely around yourself. Whether you're in growth, stability, or optimization mode, join me for valuable insights into end-of-year planning and the keys to sustained success in the dental industry
@1:47 - Year end Purchasing of Equipments
@8:53 - 2024 Practice Projections
@12:04 - Projection Finances
@15:08 - Future of the Practice
@17:08 - Adding New Team Member
Who is Dr. Sully Sullivan?
Dr. Sully is a fourth-generation dentist from Nashville, Tn. After receiving his doctorate of dental surgery from the University of Tennessee, he moved back to Nashville to practice with his father. By continuing to invest in his education through adult orthodontics, soft tissue grafting, dental implants, third molar extractions, and obstructive sleep apnea, he helped double his practice in just 24 months.
As a millennial, he truly believes in working smarter not harder, which has led him to utilize technology to not only deliver better patient care but more efficient care. Dr. Sullivan regularly uses CEREC, 3D imaging with Galileos, 3D printing, and multiple lasers. In addition to his practice, he started the Millennial Dentist Podcast in February of 2017 to help push his fellow colleagues to take their dental careers to the next level. Dr. Sully lectures around the country on cone beam technology, cad/cam dentistry, obstructive sleep apnea, and practice management. He is also an ambassador for the 3D-Dentist teaching facility in Raleigh, NC.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
www.drsullysullivan.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
MillennialDentist@gmail.com
The Millennial Dentist Website: http://millennialdentist.com/
Millennial Dentist Facebook Page: https://www.facebook.com/MillennialDentist
Millennial Dentist Twitter: https://twitter.com/millennialdds
Millennial Dentist Instagram : https://www.instagram.com/millennialdentist/
Dr. Peyman Instagram: https://www.instagram.com/drpeyray/
Dr. Sully’s Website & Blog: http://www.drsullysullivan.com
In this episode of the Millennial Dentist podcast, we're diving into the game-changer in my career – dental implants. I can't stress enough how crucial a strong foundation in extraction and grafting is for long-term success. Allow me to take you through my journey, from embracing guided surgery for efficiency gains to the groundbreaking practice of taking final impressions on the day of implant placement. We'll discuss the significance of continuous education, fostering clinical growth, and honing those communication skills that truly elevate your career. I'll shed light on the 3D Dentist implant curriculum, a resource close to my heart, and encourage you to see dental implants as more than just a procedure but as a gateway to a broader clinical horizon.
@1:10 Upskill right after Graduating
@4:29 Cost of Continuing Education
@9:55 Skills you Need to Earn more
@11:38 Where can you learn?
@15:08 Rate of Return with Skill Investments
Who is Dr. Sully Sullivan?
Dr. Sully is a fourth-generation dentist from Nashville, Tn. After receiving his doctorate of dental surgery from the University of Tennessee, he moved back to Nashville to practice with his father. By continuing to invest in his education through adult orthodontics, soft tissue grafting, dental implants, third molar extractions, and obstructive sleep apnea, he helped double his practice in just 24 months.
As a millennial, he truly believes in working smarter not harder, which has led him to utilize technology to not only deliver better patient care but more efficient care. Dr. Sullivan regularly uses CEREC, 3D imaging with Galileos, 3D printing, and multiple lasers. In addition to his practice, he started the Millennial Dentist Podcast in February of 2017 to help push his fellow colleagues to take their dental careers to the next level. Dr. Sully lectures around the country on cone beam technology, cad/cam dentistry, obstructive sleep apnea, and practice management. He is also an ambassador for the 3D-Dentist teaching facility in Raleigh, NC.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
www.drsullysullivan.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
MillennialDentist@gmail.com
The Millennial Dentist Website: http://millennialdentist.com/
Millennial Dentist Facebook Page: https://www.facebook.com/MillennialDentist
Millennial Dentist Twitter: https://twitter.com/millennialdds
Millennial Dentist Instagram : https://www.instagram.com/millennialdentist/
Dr. Peyman Instagram: https://www.instagram.com/drpeyray/
Dr. Sully’s Website & Blog: http://www.drsullysullivan.com
In this episode of Millennial Dentist Podcast, I reflect on my journey, highlighting the importance of embracing experiences, including challenges, for continuous improvement. The episode delves into the role of therapy in understanding personal and team dynamics, emphasizing the need to acknowledge and support each other's struggles. I also discuss the significance of a balanced communication approach within the team and stress the importance of daily communication for sustained growth.
@1:01 Strengthening Through Leadership
@3:58 Therapy and Acknowledging Others' Struggles
@5:58 Approaching Communication with the Team
@11:39 Emphasizing the Importance of Daily Communication
Who is Dr. Sully Sullivan?
Dr. Sully is a fourth-generation dentist from Nashville, Tn. After receiving his doctorate of dental surgery from the University of Tennessee, he moved back to Nashville to practice with his father. By continuing to invest in his education through adult orthodontics, soft tissue grafting, dental implants, third molar extractions, and obstructive sleep apnea, he helped double his practice in just 24 months.
As a millennial, he truly believes in working smarter not harder, which has led him to utilize technology to not only deliver better patient care but more efficient care. Dr. Sullivan regularly uses CEREC, 3D imaging with Galileos, 3D printing, and multiple lasers. In addition to his practice, he started the Millennial Dentist Podcast in February of 2017 to help push his fellow colleagues to take their dental careers to the next level. Dr. Sully lectures around the country on cone beam technology, cad/cam dentistry, obstructive sleep apnea, and practice management. He is also an ambassador for the 3D-Dentist teaching facility in Raleigh, NC.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
www.drsullysullivan.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
MillennialDentist@gmail.com
The Millennial Dentist Website: http://millennialdentist.com/
Millennial Dentist Facebook Page: https://www.facebook.com/MillennialDentist
Millennial Dentist Twitter: https://twitter.com/millennialdds
Millennial Dentist Instagram : https://www.instagram.com/millennialdentist/
Dr. Peyman Instagram: https://www.instagram.com/drpeyray/
Dr. Sully’s Website & Blog: http://www.drsullysullivan.com
In this episode of Millenial Dentist, Dr. T Bone, Dr. Sully, and Dr. Craig Spodak engage in a dynamic discussion on the multifaceted aspects of dentistry, entrepreneurship, and personal fulfillment. Driven by a passion for building organizations that transcend profit centers, the trio explores the profound impact of creating a supportive dental culture. They talk into the critical diagnostic skills required for associates in growing dental models, emphasizing the unique challenges faced and the path to effective communication and optimal dentistry. The conversation also navigates the complexities of predicting the dental landscape over the next five to ten years, urging practitioners to approach their journey with intentionality and strategic vision. Finally, the episode explores the evolving dynamics of work-life balance, shedding light on the changing energy and comfort levels as dentists progress through their careers.
@5:42 Recognizing the Cost of team to reach Success
@11:05 It’s impossible to Scale Efficiency
@20:40 Be an observer of your Character to build Leadership Ability
@30:58 There are other Kinds of Dentist
@36:44 TBone: Teaching the Positive Mindset of Being a Great Dentist
@40:38 Importance of Learning the Percentages
Who is Dr. Sully Sullivan?
Dr. Sully is a fourth-generation dentist from Nashville, Tn. After receiving his doctorate of dental surgery from the University of Tennessee, he moved back to Nashville to practice with his father. By continuing to invest in his education through adult orthodontics, soft tissue grafting, dental implants, third molar extractions, and obstructive sleep apnea, he helped double his practice in just 24 months.
As a millennial, he truly believes in working smarter not harder, which has led him to utilize technology to not only deliver better patient care but more efficient care. Dr. Sullivan regularly uses CEREC, 3D imaging with Galileos, 3D printing, and multiple lasers. In addition to his practice, he started the Millennial Dentist Podcast in February of 2017 to help push his fellow colleagues to take their dental careers to the next level. Dr. Sully lectures around the country on cone beam technology, cad/cam dentistry, obstructive sleep apnea, and practice management. He is also an ambassador for the 3D-Dentist teaching facility in Raleigh, NC.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
www.drsullysullivan.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
MillennialDentist@gmail.com
The Millennial Dentist Website: http://millennialdentist.com/
Millennial Dentist Facebook Page: https://www.facebook.com/MillennialDentist
Millennial Dentist Twitter: https://twitter.com/millennialdds
Millennial Dentist Instagram : https://www.instagram.com/millennialdentist/
Dr. Peyman Instagram: https://www.instagram.com/drpeyray/
Dr. Sully’s Website & Blog: http://www.drsullysullivan.com
In this episode of the Millennial Dentist podcast, I emphasized the importance of evolving dental treatment planning beyond traditional approaches. Acknowledging the gaps in dental education, particularly in communication skills, I urge you to align their clinical knowledge with effective patient dialogue. The episode covers the challenges of overtreatment and highlights the need for communication to keep pace with clinical education. I advocate for a patient-centric approach, urging practitioners to understand and cater to individual patient preferences and needs in a conservative yet adaptive manner.
@2:05 - Improve dental communication for patient understanding
@4:58 - Timing matters: When to recommend tire replacements
@10:36 - Mastering communication in dentistry to bridge gaps.
@14:23 - Stop the ‘maybe’ BS
@16:11 - Prioritize accuracy in diagnosis for effective treatments
Who is Dr. Sully Sullivan?
Dr. Sully is a fourth-generation dentist from Nashville, Tn. After receiving his doctorate of dental surgery from the University of Tennessee, he moved back to Nashville to practice with his father. By continuing to invest in his education through adult orthodontics, soft tissue grafting, dental implants, third molar extractions, and obstructive sleep apnea, he helped double his practice in just 24 months.
As a millennial, he truly believes in working smarter not harder, which has led him to utilize technology to not only deliver better patient care but more efficient care. Dr. Sullivan regularly uses CEREC, 3D imaging with Galileos, 3D printing, and multiple lasers. In addition to his practice, he started the Millennial Dentist Podcast in February of 2017 to help push his fellow colleagues to take their dental careers to the next level. Dr. Sully lectures around the country on cone beam technology, cad/cam dentistry, obstructive sleep apnea, and practice management. He is also an ambassador for the 3D-Dentist teaching facility in Raleigh, NC.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
www.drsullysullivan.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
MillennialDentist@gmail.com
The Millennial Dentist Website: http://millennialdentist.com/
Millennial Dentist Facebook Page: https://www.facebook.com/MillennialDentist
Millennial Dentist Twitter: https://twitter.com/millennialdds
Millennial Dentist Instagram : https://www.instagram.com/millennialdentist/
Dr. Peyman Instagram: https://www.instagram.com/drpeyray/
Dr. Sully’s Website & Blog: http://www.drsullysullivan.com
In this episode of the Millennial Dentist podcast, T-Bone and I talk about the crucial role of team bonuses and the balance between base pay and bonus structures in dental practices. The importance of transparent communication, commitment to goals, and driving revenue for bonus success is discussed, offering valuable insights for practice owners and teams. Efficiency and clinical skills are emphasized as essential components in achieving practice growth and success.
@2:41 Keeping the Practice in place
@12:52 Hourly Rate Earning
@15:47 It’s all about Efficiency
@22:18 Facing challenges in adapting
@24:39 Commitment with Team Bonus
Who is Dr. Sully Sullivan?
Dr. Sully is a fourth-generation dentist from Nashville, Tn. After receiving his doctorate of dental surgery from the University of Tennessee, he moved back to Nashville to practice with his father. By continuing to invest in his education through adult orthodontics, soft tissue grafting, dental implants, third molar extractions, and obstructive sleep apnea, he helped double his practice in just 24 months.
As a millennial, he truly believes in working smarter not harder, which has led him to utilize technology to not only deliver better patient care but more efficient care. Dr. Sullivan regularly uses CEREC, 3D imaging with Galileos, 3D printing, and multiple lasers. In addition to his practice, he started the Millennial Dentist Podcast in February of 2017 to help push his fellow colleagues to take their dental careers to the next level. Dr. Sully lectures around the country on cone beam technology, cad/cam dentistry, obstructive sleep apnea, and practice management. He is also an ambassador for the 3D-Dentist teaching facility in Raleigh, NC.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
www.drsullysullivan.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
MillennialDentist@gmail.com
The Millennial Dentist Website: http://millennialdentist.com/
Millennial Dentist Facebook Page: https://www.facebook.com/MillennialDentist
Millennial Dentist Twitter: https://twitter.com/millennialdds
Millennial Dentist Instagram : https://www.instagram.com/millennialdentist/
Dr. Peyman Instagram: https://www.instagram.com/drpeyray/
Dr. Sully’s Website & Blog: http://www.drsullysullivan.com
In this episode of the Millennial Dentist podcast, I explore strategies for ensuring the success of your dental associates. A scheduling approach that emphasizes limiting specific procedures to prioritize quality over quantity is the key. By blocking certain procedures and assigning them to capable providers, we optimize our menu of services, promoting growth and efficiency. As the practice owner, I share my journey of gradually reducing the range of services I personally provide, thus ensuring that associates have the opportunity to thrive and flourish.
@1:53 - Diagnosis on Feeding the Associate
@6:18 - Reducing the Services
@9:51 - Example of Aligning Specific Procedures with Specific Dentists
@13:31 - Trajectory or Outcome of Implementing It
@16:34 - Pitfalls and Providing Satisfaction to Nurture the Patients' Mindset
Who is Dr. Sully Sullivan?
Dr. Sully is a fourth-generation dentist from Nashville, Tn. After receiving his doctorate of dental surgery from the University of Tennessee, he moved back to Nashville to practice with his father. By continuing to invest in his education through adult orthodontics, soft tissue grafting, dental implants, third molar extractions, and obstructive sleep apnea, he helped double his practice in just 24 months.
As a millennial, he truly believes in working smarter not harder, which has led him to utilize technology to not only deliver better patient care but more efficient care. Dr. Sullivan regularly uses CEREC, 3D imaging with Galileos, 3D printing, and multiple lasers. In addition to his practice, he started the Millennial Dentist Podcast in February of 2017 to help push his fellow colleagues to take their dental careers to the next level. Dr. Sully lectures around the country on cone beam technology, cad/cam dentistry, obstructive sleep apnea, and practice management. He is also an ambassador for the 3D-Dentist teaching facility in Raleigh, NC.
Connect with Dr. Sully Sullivan
LinkedIn: https://www.linkedin.com/in/millennialdentist/
Instagram : https://www.instagram.com/millennialdentist/
In this episode of the Millennial Dentist podcast, I explore the important role of dental associates in driving practice growth. We'll dive into the importance of building financial flexibility, allowing you to take calculated risks and elevate your practice to new heights. I'll share insights into the strategy of balancing risk and reward and how bringing dental associates on board can have a transformative impact on your dental practice.
@1:58 The Challenges of Growth
@4:12 Financial Flexibility
@7:11 Taking the Risk
@9:57 Recruitment Strategy
@14:04 Managing the Numbers
Who is Dr. Sully Sullivan?
Dr. Sully is a fourth-generation dentist from Nashville, Tn. After receiving his doctorate of dental surgery from the University of Tennessee, he moved back to Nashville to practice with his father. By continuing to invest in his education through adult orthodontics, soft tissue grafting, dental implants, third molar extractions, and obstructive sleep apnea, he helped double his practice in just 24 months.
As a millennial, he truly believes in working smarter not harder, which has led him to utilize technology to not only deliver better patient care but more efficient care. Dr. Sullivan regularly uses CEREC, 3D imaging with Galileos, 3D printing, and multiple lasers. In addition to his practice, he started the Millennial Dentist Podcast in February of 2017 to help push his fellow colleagues to take their dental careers to the next level. Dr. Sully lectures around the country on cone beam technology, cad/cam dentistry, obstructive sleep apnea, and practice management. He is also an ambassador for the 3D-Dentist teaching facility in Raleigh, NC.
Connect with Dr. Sully Sullivan
LinkedIn: https://www.linkedin.com/in/millennialdentist/
Instagram : https://www.instagram.com/millennialdentist/
Let’s continue this conversation about financing. The fact of the matter is that financing makes comprehensive dentistry possible for a lot of people. And there’s a lot to consider here. Are you hesitant to offer comprehensive dentistry out of fear that the patient can’t afford it? That’s the mindset that needs to be shifted, because financing is something that helps patients as long as it is consumer driven.
This episode is all about offering in-office payment plans. It doesn’t all have to be third party financing options. Regardless of what systems you have in place and the demographic you serve, in-office financing can be a huge benefit to patients and the practice. We wouldn’t be where we are without it. Aubrey joins this conversation again for round 2 of our financing discussion and gives you a lot of things to consider as you dip your toe into this option.
Show Notes:
[02:25] - Look at the amount that was financed in the previous year.
[04:04] - Without in-office financing, some patients would have walked away.
[05:48] - A lot of people will choose in-office to avoid the credit hit.
[06:35] - Aubrey shares the in-office payment plans we offer.
[08:01] - There are rules that patients follow when using in-office financing.
[09:58] - There are also some unrealistic increments to consider.
[13:37] - How many patients are you offering comprehensive dentistry on?
[16:08] - When someone is asking how they can afford something, they want it.
[19:33] - What moves the needle is moving from single tooth dentistry to quadrant.
[21:16] - Sometimes it is better to push third party payment options.
[22:27] - What happens when a payment defaults? Aubrey says it is rare.
[25:40] - The rules of down payments mitigates a lot of potential problems.
[28:26] - The period of growth you are in with your practice impacts the way you offer payment options.
[31:20] - Once you get to a specific point, you have passive income.
[34:08] - Test the waters first and see how it works.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
@Millennialdentist on Facebook
Dr. Sully…@Millennialdentist on Instagram
Financial menus have changed the way we do business. Let’s be real, dentistry is expensive and no matter what type of client you have in the chair, they need to be presented with different options to help make it affordable or at least manageable.
Aubrey, our Director of Operations at Sullivan Dental Partners is back on for this conversation on financial arrangements and financial menus. She helps us understand the difference between the various types of payment options on the financial menus we provide to patients and we talk about why you should be tracking how much you are doing with each type of financial option in your practice. This is one of the key metrics to track closely in 2023.
It always comes down to what problems we are trying to solve. In this conversation, the problem is making dentistry affordable and that’s exactly why you need financial arrangements.
Show Notes:
[02:21] - The core fundamentals are no secret at 3D.
[03:52] - There are a lot of benefits to financial arrangements.
[04:51] - What should a financial menu look like?
[07:02] - Is it outlined anywhere in your business all the ways a patient can pay?
[09:06] - Affordability and price are completely different.
[10:18] - Firm financial arrangements help manage your AR.
[13:05] - Are you presenting any dentistry outside what you think the patient can afford?
[14:45] - There are a ton of options out there for third party financing.
[17:23] - Team members also appreciate being able to give patients different options.
[20:14] - We need to always be consumer-driven.
[22:31] - Aubrey provides some ways you can discuss payment plans with clients.
[24:42] - Learn some of the third parties you could use.
[26:49] - Have multiple options for the work you prefer to provide.
[28:36] - Financial menus should be provided to every patient.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
The Millennial Dentist Website
@Millennialdentist on Facebook
Like it or not, 3D printing is on its way and milling may soon be a thing of the past. But right now, is it sustainable? Is it realistic?
In this episode, Dr. Sully discusses what printing crowns looks like, what the costs are, what problems it solves, and the pros and cons of implementing a system now. Ultimately, it’s about leveraging technology to grow your business. Can this new technology do that? Dr. Sully is cautious but optimistic about this big topic of conversation in the industry.
Show Notes:
[01:41] - Sully wants to stay cutting edge and up to date.
[02:29] - We need to be consumer driven and focus on same-day dentistry.
[03:59] - What is scalable in a big group practice?
[05:36] - We have to consider the longevity of the material used.
[07:02] - Leverage technology to grow your business, not to save money.
[09:46] - There are differences in brands and developers.
[12:26] - Sully goes through some pros and cons of software and printing.
[14:09] - How long does it take to accomplish this?
[16:35] - Milling may be a thing of the past in the coming years.
[18:35] - Printing wins with mass production.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
The Millennial Dentist Website
@Millennialdentist on Facebook
Dr. Sully…@Millennialdentist on Instagram
No matter what industry you are in, if you work with other people, there will be office gossip and drama. It’s inevitable, but there are ways to deal with it that leave people feeling safe, less stressed, and less impacted by the office gossip.
Doc Jock joins the conversation because he’s dealing with this situation in his practice right now. Without going into the specifics, you’ll be able to hear and relate to the issue at hand and together, he and Sully come up with some ways to navigate the problem.
Listen for some ideas, like simple walks or lunches with team members or even personality tests to determine the best way to converse with your staff and the best way to group them in order to avoid the dreaded office gossip.
Show Notes:
[01:59] - Office drama has been a struggle for Doc Jock for several months.
[02:57] - Previously, the practice was focused on something different and the separation could be a catalyst for the office gossip.
[04:46] - Adding new members to a larger team is harder than adding to a smaller team.
[06:23] - When leadership is delegated, it gets watered down.
[07:40] - Office gossip isn’t going to go anywhere, so how do you address it?
[09:38] - Leaders need to do a better job of vetting new hires and making sure they are in the right place on the team.
[11:21] - The larger the practice gets, the less your vision is being communicated directly from you.
[13:19] - Sully implements personality testing to build the best team.
[17:53] - The office is not the place where you’ll be able to have a true conversation with someone.
[20:06] - Sometimes people just want to be listened to rather than being offered a solution.
[24:03] - Going for walks or even out to lunch are ways to get to talk to team members.
[27:33] - When gossip becomes a poison to the team, changes need to be made.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
The Millennial Dentist Website
@Millennialdentist on Facebook
Dr. Sully…@Millennialdentist on Instagram
We all have issues that come up with team members. It’s human nature and we have to be prepared for whatever happens when people are put into groups.
Andrea Deloach is a practice assistant here and she joins this conversation on how to lead team members more effectively and how to handle uncomfortable situations. Andrea runs a lot in this practice and takes on the bulk of the growth of team members so she’s the perfect person to tackle this topic today.
In this episode, you’ll learn how to have hard conversations to hold people accountable, how to set clear expectations for everyone, and the value of having clear and concise standard operating procedures.
Show Notes:
[02:45] - No matter the size of the team, issues happen.
[03:47] - Using checklists is a great strategy to hold others accountable.
[06:07] - It’s important to have written guides for standard operating procedures.
[09:27] - One area of improvement could be video training content.
[11:15] - It’s better to bring solutions rather than just the problems.
[13:24] - We set our team members up to fail when we don’t prepare them.
[15:36] - Andrea reads scenarios and how she would respond.
[17:08] - When it comes to difficult situations, you have to have a face to face conversation.
[22:10] - There is a bonus structure and it can be a good incentive.
[25:54] - Rather than an HR handbook, present manuals as procedures.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
The Millennial Dentist Website
@Millennialdentist on Facebook
Dr. Sully…@Millennialdentist on Instagram
This episode pertains to every type of dentist, owner, and associate out there. No matter how you run your business, whether or not you are looking to expand, or how many chairs you have in your practice. Today we’re talking about the value of a chair.
Leaning into the value of a chair was really eye-opening. Each chair has a ton of potential but you have to break it down by its use. Who is using the chair and for how long? What is being done in that chair? What’s the overhead for each?
Listen to this episode to learn how to break these numbers down to get a good look at the big picture and the potential your practice has for growth. You’ll also learn how to avoid the hamster wheel and how to maximize the value of a chair.
Show Notes:
[02:03] - What is a typical hygiene chair worth and what is the potential of a doctor’s chair?
[03:28] - Sully believes in one doctor, one chair.
[05:53] - What is the cost of the overhead for each chair?
[08:01] - We can break down the money produced by each chair.
[11:17] - Sometimes we get on this hamster wheel by hiring more hygienists to bring in more clients.
[13:19] - The true value of the hygienist in the rapport they build with patients.
[15:02] - The plan is not to exceed five hygiene chairs.
[16:50] - Sedation is something else to consider in order to get more done in less time.
[18:27] - Let’s break down the value of each chair in a practice.
[21:22] - General practice is a great base, but the growth is in specialty dentistry.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
The Millennial Dentist Website
@Millennialdentist on Facebook
Dr. Sully…@Millennialdentist on Instagram
It’s important to take a close look at metrics. They are important tools to use when making decisions. But the metrics you look at and the goals you set around them all depend on how you run your practice.
There was a recent article penned by Mike Abernathy around KPIs for your practice. Mike joins the Millennial Dentist Podcast to talk about the points in the article and to share his experience in the field. There are some areas of agreement and disagreement and no matter where you are in your practice development, this episode has a lot of great takeaways.
Ultimately, the goals you set are up to you. You can set lofty goals, but make sure they are attainable. But don’t sell yourself short and set mediocre goals when you can do so much more.
Show Notes:
[01:11] - Mike Abernathy shares his background and how he got started in dentistry.
[02:42] - There are hundreds of articles on a site that Mike shares and some he has authored.
[05:07] - The way you run your practice dictates the metrics you look for.
[07:51] - First, Mike looks at profitability.
[10:52] - Sully and Mike go through some numbers and compare to average practices.
[14:56] - What happens to numbers when another doctor is hired?
[17:01] - In a one doctor practice, Sully wears several hats and explains the metrics.
[20:40] - Feed your associate first.
[22:57] - You have a ceiling based on supply and demand.
[25:40] - How can we have incremental growth?
[27:42] - The type of patients you attract makes a huge difference when it comes to growth.
[29:28] - Demographics do make a difference, but Sully’s people skills have driven more business.
[31:51] - Mike believes in setting realistic goals for each individual but Sully believes that setting a goal for mediocrity isn’t beneficial.
[34:32] - Sully points out a metric goal that he doesn’t agree with.
[37:00] - You can’t always make people want what they need.
[39:10] - A lot of times, we are reluctant to offer the things patients need based on the cost.
[41:06] - The decisions you make today are important for the future of the business.
[44:36] - Dentistry has evolved significantly in the last few decades.
[47:43] - It’s about new patients and capacity both in staffing and in facility.
[48:19] - Sully attributes a lot of his success to his idea of replacing himself.
[51:34] - If all the doctors in the office are doing specific procedures, you will need to hire enough hygienists to support patients.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
The Millennial Dentist Website
@Millennialdentist on Facebook
Dr. Sully…@Millennialdentist on Instagram
It’s important to learn through every experience and Sully certainly has learned a lot from the loss of his first associate. This conversation with TBone is all about where Sully and the practice went wrong in keeping this associate and what they could have done better to prevent it.
Failure isn’t a bad thing. There are different challenges presented when hiring associates and those challenges vary by person. And keeping with that mindset of learning never stops, Sully has learned something new from every associate he’s had.
Listen to this episode of Millennial Dentist to learn some of the pitfalls you can avoid and reflect on ways you can make the associateship experience better for you and your associates.
Show Notes:
[01:13] - We learn from everything and the goal is to move forward.
[02:28] - There are different challenges presented with different associates.
[03:36] - Why did they move forward with Jackson as an associate?
[05:49] - Ideally you want an associate that can level up the skills in the practice.
[07:11] - It’s easy for owners to hire associates to do the things they don’t want to do.
[10:05] - Part of the practice growth can be hard for owners to change their mindset.
[12:06] - Sully admits that he should have taken more of a mentor role.
[13:14] - A good relationship is when both parties have skin in the game.
[16:21] - If you want associateship to work, you have to know that they won’t do things the same exact way as you.
[19:35] - Training comes first and you have to keep learning.
[21:08] - Sully shares what he feels his practice has done well with associates.
[23:04] - What comes next for the practice?
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
The Millennial Dentist Website
@Millennialdentist on Facebook
Dr. Sully…@Millennialdentist on Instagram
Welcome back to part 2 of a previous conversation with former associate Dr. Jackson. Dr. Jackson has recently taken the opportunity to shift from associateship to ownership and with that change comes a lot of decisions. In part 1, Dr. Jackson shared his journey, how he made decisions for his new practice so far, and he laid his fears all out on the table. In today’s installment of this conversation, we talk more about the team he’s inheriting with the purchase of an existing practice as well as leadership skills Dr. Jackson will need to learn on the way to being the best leader the team can have.
Shifting from associateship to ownership is a huge decision, but one that many dentists make. We are confident that Dr. Jackson has been prepared for this new endeavor through his work with us and are thrilled for this new opportunity for him.
Show Notes:
[01:20] - An early area of struggle for Sully was coaching the team.
[03:51] - When is it right to expand?
[06:04] - Dr. Jackson is going to have to change the way he practices initially.
[09:26] - Sully tends to come across as “winging it,” but decisions are calculated.
[10:52] - Find somebody that does things well and use their strategies to work for you.
[12:43] - You need to know where your decisions are coming from.
[13:54] - Sully describes what he would do at first if he were in Dr. Jackson’s position.
[16:42] - Suly doesn’t believe in hygienists being paid by production.
[18:13] - The best leadership strategy is Immediate Daily Feedback.
[23:10] - It’s better to stick with one plan than to have four plans.
[24:28] - Is marketing something Dr. Jackson needs to focus on?
[26:07] - The best way to fire someone is to hire someone to replace them.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
The Millennial Dentist Website
@Millennialdentist on Facebook
Dr. Sully…@Millennialdentist on Instagram
Dr. Jackson is a current associate who is about to take the leap to ownership! It’s very exciting for him and we’re really happy for him and this opportunity. Of course it is a blessing and a curse because we are now faced with replacing him, but with transparency early on, we knew this would happen one day when we took Dr. Jackson on as an associate.
Our conversation today is all about this upcoming transition for Dr. Jackson. He is moving from associateship to ownership and it’s going to happen quickly, so in addition to him sharing the process he’s gone through, he also takes the time to ask questions, share his fears, and discuss the big decisions he’s faced with.
If you’ve ever considered moving from associateship to ownership or you are a current owner aiding an associate to do the same, this episode is full of the ins and outs of making this adjustment.
Show Notes:
[01:26] - As an associate, you only work on dentistry. As an owner, there’s more behind the scenes.
[04:13] - Part of Dr. Jackson’s decision was a personal choice for his family.
[06:31] - Dr. Jackson shares his search for a practice.
[10:23] - Moving from an existing and successful practice to owning a smaller one in need of improvements is an adjustment.
[13:10] - Where should you focus your spending on updating your new practice?
[18:50] - It’s important to consider sales reps and distributors.
[26:42] - Should you keep things the way they are when you take over a practice or rip off the bandaid and make changes right away?
[29:47] - Consider what needs to change when it comes to current team members.
[33:52] - In the first two years, the challenge is to focus on closing dentistry.
[36:03] - Learning to effectively communicate is the least flashy skills to improve but it is the one that moves the needle forward the most.
[37:47] - You’re going to be successful early on.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
The Millennial Dentist Website
@Millennialdentist on Facebook
Dr. Sully…@Millennialdentist on Instagram
For years we have used CEREC Dental Milling machines and they are excellent. But it is so exciting to get something new in the door. So today, we’re talking all about some new tech in the practice and why the clear choice was a new VHF lab mill. You’ll learn all about some of the challenges we’ve run into with existing technology which you may also relate to and you’ll learn the things we hope to see in alternatives for specific uses.
CEREC Dental Milling Machines are great for specific things and we’ll be keeping them around, but we discuss the pros and cons, what’s lacking, and what we’re able to do to add efficiency with new machines as well as new software. In the long run, it's not about saving revenue. It’s about driving revenue in.
Show Notes:
[01:58] - There are specific uses that we need some new tech for.
[03:51] - The process and workflow using existing tech.
[08:16] - Software differences and opportunities in new tech.
[10:04] - New tech is expensive, but it’s about driving revenue instead of saving it.
[13:13] - What programs and machines TBone is using now.
[14:53] - The unique competitiveness with new tech additions to the practice.
[17:12] - How mock-ups impact patients and the selling process.
[19:23] - Response possibilities when cost is an issue.
[22:16] - Why we chose our new VHF lab mill.
[30:19] - Examples of how efficiency has been impacted.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
The Millennial Dentist Website
@Millennialdentist on Facebook
Dr. Sully…@Millennialdentist on Instagram
Goal setting and reflecting on last year are big buzz words at the start of a new year, but for business owners, these things are crucial. But when it comes to reading reports, what numbers are important? What do they all mean? And most importantly, how can we use these numbers to set goals and drive the business forward?
In this episode, Aubrey joins me as we dig into our own metrics and discuss some key points that will keep us moving forward in 2023. Metrics are only as good as what you do with them and these numbers are sure to create conversations that will not only benefit the business’s bottom line, but also each team member’s growth and development.
Show Notes:
[02:04] - Aubrey explains what she looks at compared to their financial goals.
[05:55] - Reverse engineer your numbers and move from the top down.
[08:09] - Should you track procedures or time?
[10:36] - Reports may be skewed depending on how your practice is set up.
[11:51] - List out the services you provide and how much time it takes for each one.
[14:03] - Reports can shed light on some challenges in the practice.
[17:18] - Feed your associate first, but give new patients to your best treatment planner.
[21:23] - You need to understand each number.
[23:47] - Reports help create conversations.
[26:18] - Block administrative time into your schedule.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
c. (615)574-8208
w. (615)373-1012
Visit Us On Social Media
The Millennial Dentist Website
@Millennialdentist on Facebook
Dr. Sully…@Millennialdentist on Instagram
When it comes to the owner and associate relationship, sometimes things can get a little uncomfortable. As the owner, how do you manage the associate that is growing and is being successful? There’s a natural hesitation in associates growing and doing more because what does that mean for you?
You can look at it in one of two ways. You can be threatened by it and refuse to give them the work they can handle. Or you can step aside and give them the opportunities to grow and level up. The latter means that you can focus on other things. You can focus on leveling yourself up, honing your craft, or working on the business.
In this episode, you’ll learn some of the different options you have as the owner or the associate and why feeding the associate first benefits everyone. Remember that if associates aren’t given the opportunities to grow, they’ll leave. There’s definitely a reality check in this episode, but it’s an important conversation to have.
Show Notes:
[01:53] - There’s a hesitancy in the owner and associate relationship.
[03:28] - What are challenges to associates wanting to level up?
[05:08] - You have options when this happens. You can focus on other things.
[07:06] - There will be some fears that will come up in this situation but feed the associate first.
[10:34] - Everyone’s timeline to success is different and shouldn’t be compared.
[13:01] - If associates aren’t given the opportunity to grow, they’ll leave.
[14:41] - The last thing that should be delegated away is new-patient hygiene checks.
[18:11] - You might be letting dentistry walk out the door.
[21:44] - It’s better to give associates the means to level up and replace them because they’re doing more advanced work.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
www.drsullysullivan.com
Visit Us On Social Media
MillennialDentist@gmail.com
The Millennial Dentist Website
@Millennialdentist on Facebook
@MillennialDDS on Twitter
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram
Dr. Sully’s website and blog
Welcome Back!
Well, it has been a minute since you’ve heard a new Millennial Dentist episode! So much has happened and I am thrilled to bring more content your way.
Listen to this quick episode to learn what to expect in coming episodes. There has been so much change and so much growth within our practice and what we are doing with education. The podcast is going to be an extension of that to help each other push our professions forward.
We’re coming back with a vengeance and already have several episodes ready to go recorded with the movers and shakers in the industry!
Show Notes:
[01:13] - The podcast started in 2017 and was an opportunity to grow my own knowledge
[02:26] - What you can expect moving forward.
[03:59] - We are pumped to talk about emerging technology in future episodes.
[05:17] - Let’s connect in a way that pushes our profession forward.
As always, thanks so much for listening! If you like the show, we would love for you to review the show on Apple Podcasts as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.
Links and Resources
Richard Sullivan, DDS
Partner, Sullivan Dental Partners
Co-host/Founder of the Millennial Dentist Podcast
http://www.millennialdentist.com
www.drsullysullivan.com
Visit Us On Social Media
MillennialDentist@gmail.com
The Millennial Dentist Website
@Millennialdentist on Facebook
@MillennialDDS on Twitter
Dr. Sully…@Millennialdentist on Instagram
Dr. Peyman…@drpeyray on Instagram
Dr. Sully’s website and blog