Kevin Burniston

Have you ever fallen short of a weight-loss goal despite consistently checking your weight on a scale? Unfortunately, it takes more than just tracking progress to reach a goal. If someone really wants to lose 20 pounds, they can’t just look at the scale every day and expect much to change. Similarly, if someone wants to grow his or her dental practice, the person can’t just look at monthly production and collection numbers and expect those numbers to change. Having a goal and a scale are… Show more

Have you ever fallen short of a weight-loss goal despite consistently checking your weight on a scale? Unfortunately, it takes more than just tracking progress to reach a goal. If someone really wants to lose 20 pounds, they can’t just look at the scale every day and expect much to change. Similarly, if someone wants to grow his or her dental practice, the person can’t just look at monthly production and collection numbers and expect those numbers to change. Having a goal and a scale are nothing without an impactful action plan to accompany them. Show less

You might have hidden profit sources that can impact your dental practice health—you just need to prospect the right places.

Dental sales representatives can be valuable resources for introducing dentists to practice experts

We spend hours working with the impressions we take, but how much time do we spend thinking about the impressions we make?

Wouldn't it be great if our best patients didn't just tell a few friends and family members about our practice but told a few hundred, or maybe even a few thousand? My favorite patients are those who get referred from other good patients-there's something magical about patients who have a great experience and tell their friends about the practice. When those friends show up for their first appointment, they already have a connection with our practice and are expecting a great experience.

Are your patients satisfied or are they loyal? A satisfied patient is content but won't necessarily stay with the practice if something changes. A loyal patient will continue to visit your practice regularly because he or she feels your practice is unique and special. I'm sure you have a mix of both. The real question is: How do we convert our satisfied patients into loyal patients?

Did you know that insurance companies do not pay all dentists the same amount for the same services? Some dentists could receive 10% more from the same insurance company depending on how they negotiated, when they negotiated, and if they partnered with a negotiation expert. Every extra dollar negotiated is one more dollar in the dentist's pocket. In a million dollar practice, an additional 10% in fees could be an extra $100,000 in income. Why don't all dentists just negotiate higher fees from… Show more

Did you know that insurance companies do not pay all dentists the same amount for the same services? Some dentists could receive 10% more from the same insurance company depending on how they negotiated, when they negotiated, and if they partnered with a negotiation expert. Every extra dollar negotiated is one more dollar in the dentist's pocket. In a million dollar practice, an additional 10% in fees could be an extra $100,000 in income. Why don't all dentists just negotiate higher fees from insurance companies? Show less

After a truly persuasive case presentation, how many times has a patient turned to you and asked, "Does my insurance cover that?"

One simple question may dramatically affect treatment acceptance in a dental office. When a patient asks, "Does my insurance cover that?" how do you respond and how does your team respond? Many patients will focus more on your response to this question than the treatment plan. To best answer your patient, we need to understand what prompted this… Show more

After a truly persuasive case presentation, how many times has a patient turned to you and asked, "Does my insurance cover that?"

One simple question may dramatically affect treatment acceptance in a dental office. When a patient asks, "Does my insurance cover that?" how do you respond and how does your team respond? Many patients will focus more on your response to this question than the treatment plan. To best answer your patient, we need to understand what prompted this question.

Show less

If you are a dentist or work in the dental industry, it's likely you have a strong opinion about PPO insurance. If PPOs are such a polarizing topic, why have 85% of dental offices chosen to go in-network?

In a 2012 survey, 67% of dentists reported having Facebook pages for their practices. While many dental offices are now on Facebook, often the marketing power of these pages is underused with minimal "fans" and a lack of content.