Dentaltown January 2022 - 71

by Jay Geier
Jay Geier is an authority on
growing independent practices
to keep for a lifetime of revenue
or sell for maximum value.
He is the founder and CEO of
Scheduling Institute, a fi rm that
specializes in team training and
doctor coaching to help people
live up to their full potential and
uncover the blind spots that
are holding them back from that potential. To hear more,
subscribe to Geier's Private Practice Playbook podcast at
podcastfordoctors.com/townie.
Running the numbers
To determine how valuable an improved process
of communication and compliance could be to
your practice, use this basic equation.
First, insert your gross collections and new
patients for the past 12 months into the formula
below, then calculate your average revenue per
new patient. As an example, ABC Dental grossed
$800,000 in collections and brought in 500 new
patients last year, for an average revenue per new
patient of $1,600.
ABC DENTAL
$800,000 gross collections
÷ 500 new patients
$1,600 average revenue/NP
YOUR PRACTICE
gross collections
÷
$
new patients
average revenue/NP
Now, insert what you believe your average
revenue per new patient could be if you and your
team were better at explaining treatment plans and
costs and infl uencing patients to make advantageous
decisions about their health.
In the case of ABC Dental, let's say it was able
to increase average revenue per new patient from
$1,600 to $2,400. Gross collections would increase
by $400,000 in a single year-from $800,000 to
x
$
$1.2 million. And that assumes they ignored the
No. 1 strategy for growing the business, which
was to increase new patients.
ABC DENTAL
$2,400 average revenue/NP
x 500 new patients
$1,200,000 gross collections
YOUR PRACTICE
average revenue/NP
new patients
gross collections
The impact this can have on your bottom line
is undeniable. Factor in the new patient growth
you should always be working toward, and you can
see why these strategies make for such a powerful
one-two punch when it comes to building your
business.
However, if you're thinking this kind of
increase can be achieved only by learning to be
an aggressive salesperson, you'd be wrong. Case
acceptance must be earned. You must build trust
in the relationship and the quality of care you
provide through an infl uential end-to-end process
that demonstrates excellence, genuine care and
compassionate concern.
dentaltown.com \\ JANUARY 2022 71

http://www.podcastfordoctors.com/townie http://www.dentaltown.com

Dentaltown January 2022

Table of Contents for the Digital Edition of Dentaltown January 2022

Howard Speaks: Coach Your Team To Success
Professional Courtesy: Losing It Is Just The Beginning
Continuing Education Update
Industry News
Poll: Sleep Dentistry
Message Board: Crown Lengthening or Not
Message Board: Fixing a Natural Open Contact
Message Board: Golden Handcuffs/How to Retain an Associate Long Term
Message Board: Upper All-on-4 - Fast Track Workflow
Office Visit: Dr. Eric Steinbach
Autogenous Soft Tissue Grafting — Dr. David Paulson
Taking It In-House — Dr. Joe Westbury
Ad Index
Turning On the Dental Overhead Light — Dr. Claudia Le
Earn Trust, Then Compliance — Jay Geier
A Team Wins Playing 1-On-1 — Dr. Tim Goodheart
Dentally Incorrect
Dentaltown January 2022 - 1
Dentaltown January 2022 - Cover1
Dentaltown January 2022 - Cover2
Dentaltown January 2022 - 1
Dentaltown January 2022 - 2
Dentaltown January 2022 - 3
Dentaltown January 2022 - 4
Dentaltown January 2022 - 5
Dentaltown January 2022 - 6
Dentaltown January 2022 - 7
Dentaltown January 2022 - 8
Dentaltown January 2022 - 9
Dentaltown January 2022 - 10
Dentaltown January 2022 - 11
Dentaltown January 2022 - Howard Speaks: Coach Your Team To Success
Dentaltown January 2022 - 13
Dentaltown January 2022 - Professional Courtesy: Losing It Is Just The Beginning
Dentaltown January 2022 - 15
Dentaltown January 2022 - Continuing Education Update
Dentaltown January 2022 - 17
Dentaltown January 2022 - Industry News
Dentaltown January 2022 - 19
Dentaltown January 2022 - Poll: Sleep Dentistry
Dentaltown January 2022 - 21
Dentaltown January 2022 - Message Board: Crown Lengthening or Not
Dentaltown January 2022 - 23
Dentaltown January 2022 - 24
Dentaltown January 2022 - 25
Dentaltown January 2022 - Message Board: Fixing a Natural Open Contact
Dentaltown January 2022 - 27
Dentaltown January 2022 - Message Board: Golden Handcuffs/How to Retain an Associate Long Term
Dentaltown January 2022 - 29
Dentaltown January 2022 - 30
Dentaltown January 2022 - 31
Dentaltown January 2022 - Message Board: Upper All-on-4 - Fast Track Workflow
Dentaltown January 2022 - 33
Dentaltown January 2022 - 34
Dentaltown January 2022 - 35
Dentaltown January 2022 - 36
Dentaltown January 2022 - 37
Dentaltown January 2022 - 38
Dentaltown January 2022 - 39
Dentaltown January 2022 - Office Visit: Dr. Eric Steinbach
Dentaltown January 2022 - 41
Dentaltown January 2022 - 42
Dentaltown January 2022 - 43
Dentaltown January 2022 - 44
Dentaltown January 2022 - 45
Dentaltown January 2022 - 46
Dentaltown January 2022 - 47
Dentaltown January 2022 - 48
Dentaltown January 2022 - 49
Dentaltown January 2022 - Autogenous Soft Tissue Grafting — Dr. David Paulson
Dentaltown January 2022 - 51
Dentaltown January 2022 - 52
Dentaltown January 2022 - 53
Dentaltown January 2022 - 54
Dentaltown January 2022 - 55
Dentaltown January 2022 - Taking It In-House — Dr. Joe Westbury
Dentaltown January 2022 - 57
Dentaltown January 2022 - 58
Dentaltown January 2022 - 59
Dentaltown January 2022 - 60
Dentaltown January 2022 - 61
Dentaltown January 2022 - 62
Dentaltown January 2022 - 63
Dentaltown January 2022 - 64
Dentaltown January 2022 - Ad Index
Dentaltown January 2022 - Turning On the Dental Overhead Light — Dr. Claudia Le
Dentaltown January 2022 - 67
Dentaltown January 2022 - 68
Dentaltown January 2022 - 69
Dentaltown January 2022 - Earn Trust, Then Compliance — Jay Geier
Dentaltown January 2022 - 71
Dentaltown January 2022 - 72
Dentaltown January 2022 - 73
Dentaltown January 2022 - A Team Wins Playing 1-On-1 — Dr. Tim Goodheart
Dentaltown January 2022 - 75
Dentaltown January 2022 - 76
Dentaltown January 2022 - 77
Dentaltown January 2022 - 78
Dentaltown January 2022 - 79
Dentaltown January 2022 - Dentally Incorrect
Dentaltown January 2022 - Cover3
Dentaltown January 2022 - Cover4
Dentaltown January 2022 - 86
Dentaltown January 2022 - 87
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