The FFS Dentist Podcast

March 19, 2018 | 0

The FFS Dentist Podcast

The Fee For Service Dentist Podcast is a podcast where dentist and dental professionals come together to share their best ideas on how to practice dentistry free from insurances for years to come. With the rising tide of corporate dentistry and dental insurance companies, FFS dental practices are quickly becoming a thing of the past. Tune in as Dr. Drew Byrnes interviews everyone from industry leaders to average FFS dentists in your own backyard to find out what works for them and what he can do to keep his own practice FFS for years to come.


How to NOT take Dental Insurance

Listen to How to NOT take Dental Insurance

In today’s interview, you will learn:

 

How successful practices position themselves to be able to not accept dental insurance.

Strategies that even bread and butter general dentists can use to reduce their insurance dependancy. 

Ways to provide enough value in any demographic to keep patients coming back.

 

This is a information backed episode which you may want to bookmark for future listens. 

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

Become a supporter on Pateron:

https://www.patreon.com/user?u=22393667

PPO to FFS Success Story Part 2

Listen to PPO to FFS Success Story Part 2

Jason and Jen Tubo own a dental practice in a blue collar town. After getting fed up with changes being made by dental insurance companies, they decided to take matters into their own hands and go out of network with all insurance companies. Listen to today’s interview to find out how they trained their team to prepare for that change, how they marketed differently and how their practice grew as a result.

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

Become a supporter on Pateron:

https://www.patreon.com/user?u=22393667

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

PPO to FFS Success Story - Part 1

Listen to PPO to FFS Success Story - Part 1

Jason and Jen Tubo own a dental practice in a blue collar town. After getting fed up with changes being made by dental insurance companies, they decided to take matters into their own hands and go out of network with all insurance companies. Listen to today’s interview to find out how they trained their team to prepare for that change, how they marketed differently and how their practice grew as a result.

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

Become a supporter on Pateron:

https://www.patreon.com/user?u=22393667

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

FFS Stories: We Are Not Accepting New Patients

Listen to FFS Stories: We Are Not Accepting New Patients

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

FFS Stories - Hiring an Associate and Adds 3 Dental Chairs Part 2

Listen to FFS Stories -  Hiring an Associate and Adds 3 Dental Chairs Part 2

Dr. Shaina Holman is a regular guest of the FFS Dentist podcast. Listen in as she shares what led to the growth of her start up dental practice in a saturated market. She has not even been open for 2 full years yet and she is already adding 3 more dental chairs and a full time associate as they are trending towards $1.6M for year number 2.

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

FFS Stories -  Hiring an Associate and Adds 3 Dental Chairs Part 1

Listen to FFS Stories -  Hiring an Associate and Adds 3 Dental Chairs Part 1

 

Dr. Shaina Holman is a regular guest of the FFS Dentist podcast. Listen in as she shares what led to the growth of her start up dental practice in a saturated market. She has not even been open for 2 full years yet and she is already adding 3 more dental chairs and a full time associate as they are trending towards $1.6M for year number 2.

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

FFS Stories with a FFS Veteran

Listen to FFS Stories with a FFS Veteran

Dr. Steve Hecklin has been practicing FFS dentistry since 1982. Three years ago, he decided to acquire another dental practice and hire an associate. Steve believes in doing what you love and he loves to do dentistry. In today’s interview, he shares with us what has helped him to succeed in the FFS world for all of these years and the advice that he has given to his associate to allow him to continue to succeed for years to come.

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

Managing Mega Practice Growth

Listen to Managing Mega Practice Growth

Paul Etchison DDS FICOI FAGD

Dr. Paul Etchison is a practicing dentist in a south suburb of Chicago called New Lenox. He is the author

of Dental Practice Hero: From Ordinary Practice to Extraordinary Experience. He is the host of the

Dental Practice Heroes Podcast. Recently, along with Dr. Justin Bhullar, Dr. Etchison founded Dental

Business Mentor, an online curriculum teaching all things dental business, as well as systems used in his

practice. He currently practices only 6 days/month, and enjoys 12 weeks off per year. Dr. Etchison is

married and has two daughters, Briella (8) and Alyssa (4).

 

Social

Facebook https://www.facebook.com/dentalpracticeheroes

Instagram @dentalpracticeheroes

 

Web addresses

Podcast www.dentalpracticeheroes.com

Dental Business Mentor www.dentalbusinessmentor.com

Book https://www.amazon.com/Dental-Practice-Hero-Extraordinary-Experience/dp/099978630X

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

We are Out of Network with Your Insurance Company

Listen to We are Out of Network with Your Insurance Company

In today’s interview, Dr. Drew Byrnes interviews Dr. Josh Bernstein and his wife, Allison. In their practice, patients have to pay their full fee upfront and then wait for a check from their insurance company to come in the mail. Not every practice can achieve this level but Josh and Allison have made it work.

 

Josh credits Allison for her unique ability to patiently and honestly answer patient’s questions on the phone. Find out what she says on every new patient phone call. It’s honest, it’s helpful and it just might surprise you. 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

How to Have a 0% Cancellation Rate

Listen to How to Have a 0% Cancellation Rate

In today’s interview, Dr. Drew Byrnes interviews Dr. Josh Bernstein and his wife, Allison. In their practice, patients have to pay their full fee upfront just in order to get on the schedule. If they cancel without enough notice, they keep the full fee. The has essentially reduced their no show / cancellation rate to zero but it hasn’t been without some bumps in the road.

 

Find out what softwares they used to help make this work and consider if this might be the thing that your practice needs to reduce your own cancellation rate. 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

REPOST: Do You Take My Insurance

Listen to REPOST: Do You Take My Insurance

Dr. Drew Byrnes interviews Dr. Chris Bowman on good communication skills for growing a fee for service dental practice. Dr. Bowman has spent years teaching other dentists how to grow their practices through better communication and focusing on niche services. 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

Episode resources:

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

Finding FFS Employees

Listen to Finding FFS Employees

In today’s interview, Dr. Drew Byrnes interviews Damian Graybelle. Damian is a former employee of a large dental insurance company and now manages two dental practices. In this interview, he shares with us his best strategies for recruiting and hiring quality team members to grow your practice. 

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

Minimally Invasive FFS Dentistry Part 2

Listen to Minimally Invasive FFS Dentistry Part 2

In this interview, Dr. Drew Byrnes sits down with Dr. Matt Gillespie. Matt is a true FFS Dentist and his practice does not accept assignment of benefit. He focuses on practicing minimally invasive dentistry and he has made his practice successful by dropping dental insurance plans and focusing more time and attention on listening to his patients and giving them what they want. 

 

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

Minimally Invasive FFS Dentistry

Listen to Minimally Invasive FFS Dentistry

In this interview, Dr. Drew Byrnes sits down with Dr. Matt Gillespie. Matt is a true FFS Dentist and his practice does not accept assignment of benefit. He focuses on practicing minimally invasive dentistry and he has made his practice successful by dropping dental insurance plans and focusing more time and attention on listening to his patients and giving them what they want. 

 

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

FFS Stories: The Marketing and Branding of Sugar Fix Dental Loft

Listen to FFS Stories: The Marketing and Branding of Sugar Fix Dental Loft

In this interview, Dr. Drew Byrnes sits down with Dr. Jessica Emery. Jessica is not your average dentist. Her practice is incredibly personalized and very step of the patient experience has been crafted to perfection. Her marketing and branding are part of what allowed her to become the successful FFS dentist that she is today. In today’s interview, she share her strategies with us. 

 

Follow her on Instagram:

@sugarfixdentalloft 

@dentalsoiree (a dental digital marketing company that specializes in content creation), @whitehauteteeth (a teeth whitening bar)

@thedentaldiaries (a personal space for her life)

@dentalgirlgang 

 

 

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

FFS Stories

Listen to FFS Stories

In this interview, Dr. Drew Byrnes sits down with Dr. Kendra Zappia. After getting fed up with seeing dentistry performed unethically, Kendra opened her FFS dental practice in 2009 and hasn’t worried about dental insurance since. One of her secrets to success is crafting the perfect patient experience. 

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

Communication Tips for FFS Dentists with Dr. Martin Mendelson

Listen to Communication Tips for FFS Dentists with Dr. Martin Mendelson

In this interview, Dr. Drew Byrnes sits down with Dr. Martin Mendelson of Spear Education to talk about the communication skills needed by FFS dentists today to better engage with their teams, patients and specialists in their area. 

 

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

 

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

Systems to Make FFS Dentistry Easier

Listen to Systems to Make FFS Dentistry Easier

In this interview, Dr. Drew Byrnes sits down with Dr. Nicole Vane to talk about Her successes and struggles in growing a FFS practice. She recently created training videos for systems in her offices. She shares a link to these with us in today’s interview.

 

 

 

Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:

https://goo.gl/forms/7TaUF9Nqi49l1RFF2

 

 

Episode resources:

 

Dr. Vane’s Videos

https://www.moonlightbeachdental.com/training/

Password: welcome

Dentrix Trainer:

Leanne@trgcoaching.com

Dental Membership Direct

www.dentalmembershipdirect.com

Dental Financing Direct

www.dentalfinancingdirect.com

Dental Membership Master Course with Dr. Chris Phelps

www.membershipmastercourse.com

5 Essential Metrics You Need Before Buying a Practice

Listen to 5 Essential Metrics You Need Before Buying a Practice
In this interview, Dr. Drew Byrnes sits down with Dr. Sonny Spera to talk about practice transition and acquisition. Sonny has years of experience buying FFS practices and making them successful. He shares:
 
 
 
  1. Number of active patients (those that have been in in the last 12-18 months)
  2. Patient demographics- numbers of patients in zip codes and age of patients
  3. NP per month (need this over 3-4 years)- what’s the protocol for NP? What’s being done at that appt? What’s being done at hyg appt? Whats the xray policy? (please please please double check this on chart audit)
  4. Fee schedule- along with this are any insurance plans practice participates with, along with the number of patients in those plans- also collection policies for FFS and insurance plan patients. Any adjustments? Remember you should already have breakdowns for what is HYG revenue and what is DR revenue, along with procedure breakdowns and which provider is producing what revenues.
  5. Schedules- look at dr and hyg schedule for weeks at a time. Office hours and staff on hand during those hours..what’s the typical adult prophy scheduled time? Are they doing any perio therapy? What about pedo? (remember should have demographics on how many children are actually being seen and hopefully, the procedures being done on children- child prophy, child restorations, SSC etc…)
 
In researching this you will need to visit the site and discuss look at the books. Do a random chart audit. Check what’s been billed and what’s been collected.
 
The first five things can get you very far on your own. You will need great counsel, CPA and attorney before you sign ANYTHING but when evaluating you have to do your homework, visit the site, review the processes, speak to the dentist, if possible speak with the staff see if their stories are in agreement. Ask lots of questions.. Why are you selling? What are your plans? Do you  want to continue in dentistry? Do you want to stay on? What advice would you give the new dentist?(many dentists will freely share their misgivings- “I didn’t push too much crown and bridge or I referred out any difficult dentures, root canals. “ Etc… or sometimes they will tell you things about staff “I should’ve gotten rid of Jane a long time ago, but I knew I was retiring so I let her do what she wanted”.
 
 
 
 
Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:
 
 
Episode resources:
 
Dental Membership Direct
Dental Financing Direct
Dental Membership Master Course with Dr. Chris Phelps

 

The 5 Essential Finacial Things You Need to Know Prior to Purchasing a Practice

Listen to The 5 Essential Finacial Things You Need to Know Prior to Purchasing a Practice
In this interview, Dr. Drew Byrnes sits down with Dr. Sonny Spera to talk about practice transition and acquisition. Sonny has years of experience buying FFS practices and making them successful. He shares:
 
 
 
  1. Income and expenses- how profitable is the business?
  2. 3-4 years tax returns incl YTD
  3. 3-4 years P & L incl YTD
  4. 3-4 years balance sheets incl YTD
  5. Lease agreements, software agreements, loans (equip etc)
      2. Location arrangements-
  • Does the dentist own the building? If so is it for sale? Could it be?
  • What’s the rent?
  • What’s included?
  • Is it expandable? Can you increase the size if needed? Any restrictions in the lease?
  • What’s the term? Read the lease agreement-who’s paying the taxes and if so which ones? Are there any grandfathered in things? Such as tax abatement which won’t transfer to new owner or won’t be applicable because it’s based on age of owner?
  • Be great to have layout of practice (floor plan)
         3. Practice breakdown-
  • Production collection by provider
  • Production collection breakdown by category
  • Types of procedures not being done almost as important as what’s being done
          4. Employee list with salaries and benefits- written and unwritten
  • Job titles and job descriptions
  • Pay rates
  • Perks- free dental? Day care? Travel? Extended family?
  • Insurance? Days off? Sick days? Retirement plans?
 
          5. Practice valuation-
  • We can debate the specifics however it’s good to have something on hand
  • Equipment list and approx value (again highly debatable)
  • Practice wants/ needs and any future purchase agreements or understandings
 
If you have good enough information you can predict some cash flow based on what’s being done, who’s doing it and what’s it gonna take to continue? Increase? Minus purchase financing costs and purchases needed and what the incoming Dr  needs to survive/thrive…
 
 
 
 
Do you have a FFS practice? Would you like to be interviewed? Fill out the FFS Stories request form here:
 
 
Episode resources:
 
Dental Membership Direct
Dental Financing Direct
Dental Membership Master Course with Dr. Chris Phelps