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Dental Patient Acquisition, with Deneen Dismore, Dismore Consulting, LLC

December 15, 2023 by John Ray

Dental Business Radio

Dental Patient Acquisition, with Deneen Dismore, Dismore Consulting, LLC

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Dental Patient Acquisition, with Deneen Dismore, Dismore Consulting, LLC (Dental Business Radio, Episode 49)

In this episode, host Patrick O’Rourke discusses dental business strategies with guest Deneen Dismore, a new patient acquisition specialist. Deneen highlights the importance of understanding and expressing your unique selling proposition to attract the right patient demographic. She suggests focusing on building personal emotional connections with patients to drive business growth, and she emphasizes the crucial role of retention strategies in dental practices. Deneen shares how tailored welcome bags and patient relationships can generate referrals. Both Patrick and Deneen suggest hiring marketing directors for business growth and discuss the value of tracking and accountability in dental businesses.

Dental Business Radio is underwritten and presented by Practice Quotient: PPO Negotiations & Analysis and produced by the North Fulton studio of Business RadioX®.

Deneen Dismore, Dismore Consulting, LLC

Deneen Dismore is the outgoing CEO and Founder of Dismore Consulting and serves the dental community as a New Patient Acquisition Specialist. Born and raised in Long Island, New York, she’s no stranger to working in fast-paced environments that desire business growth.

While Deneen started her career in dentistry as the Marketing Director of two practices in Manhattan, she found her entrepreneurial calling after two career milestones. She was thrilled after nearly doubling the number of new patients in one practice. Then, Deneen led the marketing initiatives of another practice featured on Inc. 5000’s list of America’s fastest-growing companies.

While her career has led her to the hair, fitness and nutrition, and legal industries, her authority and passion remain in dentistry. And she’s served as a mentor and consultant for many other dental professionals and practice owners over the last 12 years.

Deneen is an unapologetic Harry Potter fan, a shameless self-development junkie, a huge fan of HGTV, and a self-described “outgoing introvert.” She is the proud mother of a one-year-old boy, Matthew, so staying active is a must! You can catch her working out at home, taking neighborhood walks with her son, or enjoying the occasional spin class.

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00:03 Introduction and Sponsor Acknowledgement

01:01 Guest Introduction: Deneen Dismore

01:23 Deneen’s Background and Journey to Dental Business

02:37 Understanding the Role of a New Patient Acquisition Specialist

04:44 Deneen’s Personal Journey into the Dental Business

08:51 The Importance of Knowing Your Unique Selling Proposition

14:35 The Role of Retention in Dental Practice Growth

19:50 Comparing Marketing Strategies for Small and Large Practices

23:19 The Impact of PPOs on Dental Practices

23:49 Understanding Dental Insurance Perceptions

24:25 Creating Client Personas for Better Communication

25:51 Building Trust and Value with Patients

26:23 The iPhone Analogy: Value Over Cost

28:18 Addressing the PPO Dentist Perception

30:36 The Importance of Referrals in Dental Practice

38:16 The Power of Patient Gift Bags

40:48 Closing Remarks and Contact Information

About Dental Business Radio

**Patrick O’Rourke, Host of “Dental Business Radio”**

Patrick O’Rourke is the host of Dental Business Radio covers the business side of dentistry. O’Rourke and his guests cover industry trends, insights, success stories, and more in this wide-ranging show. The show’s guests include successful doctors across the spectrum of dental practice providers, as well as trusted advisors and noted industry participants.

Dental Business Radio is underwritten and presented by Practice Quotient and produced by the North Fulton studio of Business RadioX®. The show can be found on all the major podcast apps, and a complete show archive is here.

Practice Quotient

Dental Business Radio is sponsored by Patrick O’Rourke, Founder & CEO, Practice Quotient. Practice Quotient, Inc. serves as a bridge between the payor and provider communities. Their clients include general dentists and dental specialty practices across the nation of all sizes, from completely fee-for-service-only to active network participation with every dental plan possible. They work with independent practices, emerging multi-practice entities, and various large ownership entities in the dental space. Their PPO negotiations and analysis projects evaluate the merits of the various in-network participation contract options specific to your practice’s patient acquisition strategy. There is no one-size-fits-all solution.

Connect with Patrick O’Rourke and Practice Quotient

Point of Service Plans with Patrick O’Rourke, Host of Dental Business Radio

April 27, 2023 by John Ray

Dental Business Radio

Point of Service Plans with Patrick O’Rourke, Host of Dental Business Radio

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Point of Service Plans, with Patrick O’Rourke, Host of Dental Business Radio

Patrick O’Rourke, the host of Dental Business Radio, uses an automobile analogy to explain Point of Service Plans available to dental patients.

You can find the video of this episode here.

Dental Business Radio is underwritten and presented by Practice Quotient: PPO Negotiations & Analysis and produced by the North Fulton studio of Business RadioX®.

Dental Business Radio covers the business side of dentistry. Host Patrick O’Rourke and his guests cover industry trends, insights, success stories, and more in this wide-ranging show. The show’s guests include successful doctors across the spectrum of dental practice providers, as well as trusted advisors and noted industry participants. Dental Business Radio is underwritten and presented by Practice Quotient and produced by the North Fulton studio of Business RadioX®. The show can be found on all the major podcast apps and a complete show archive is here.

Practice Quotient

Dental Business Radio is sponsored by Practice Quotient. Practice Quotient, Inc. serves as a bridge between the payor and provider communities. Their clients include general dentist and dental specialty practices across the nation of all sizes, from completely fee-for-service-only to active network participation with every dental plan possible. They work with independent practices, emerging multi-practice entities, and various large ownership entities in the dental space. Their PPO negotiations and analysis projects evaluate the merits of the various in-network participation contract options specific to your Practice’s patient acquisition strategy. There is no one-size-fits-all solution.

Connect with Practice Quotient

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TRANSCRIPT

Patrick O’Rourke: [00:00:00] Hi. This is Patrick O’Rourke. We’ve been getting some questions and I’ve been asked about dental insurance, Point of Service Plans or the acronym POS.

Patrick O’Rourke: [00:00:13] Point of Service Plans sort of look like a PPO. They’re a hybrid between a PPO and HMO. Interestingly enough, in the medical world, these are very popular, particularly in metropolitan areas, but it looks like a PPO and then it’s put on an HMO chassis. Where, in the dental insurance world, it looks like, more often than not, they’re trying to make an HMO and cram it onto a PPO chassis, albeit a very low reimbursing PPO in most cases. All right.

Patrick O’Rourke: [00:00:00] So, the POS or the Point of Service Plan in dental insurance looks like a PPO, but the out of network benefits are going to be skewed heavily, so it’s going to incentivize or steer you in network. And then, if it says something like when you go out of network, the out of network allowable is going to be whatever we want it to be, then you’re going to get dinged again.

Patrick O’Rourke: [00:01:16] So, it’s not just the percentages are less, but also whatever they decide the allowable rate is for that plan, which probably will not be disclosed to you until the transaction or the insurance transaction is complete, is very likely to be even less, which is going to hurt the provider and cause a big balance bill for your patient.

Patrick O’Rourke: [00:01:45] I like analogies, so let me use another analogy. So, POS means something in the automobile world too. And it is not altogether uncommon for companies to give a company car as a perk, as a way to attract and retain talent. Much like dental insurance is a benefit for the employees, for them to come in and say, “Look we got great dental insurance and so here’s our point of service.”

Patrick O’Rourke: [00:02:19] If I’m using an analogy for the layperson out there that’s listening to this for whatever reason, it would your new boss is, “Welcome to the team. We’re going to give you that company car.” And then, he walks you out there to the car lot outside in the parking lot and it’s a Yugo. That’s a POS in the automobile world.

Patrick O’Rourke: [00:02:46] I hope that’s helpful. Until next time.

Teresa Duncan, Odyssey Management, Inc.

August 30, 2022 by John Ray

Dental Business Radio

Teresa Duncan, Odyssey Management, Inc.

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Teresa Duncan, Odyssey Management, Inc. (Dental Business Radio, Episode 32)

Teresa Duncan, President of Odyssey Management, returned to the show to discuss dental insurance coverage and issues the employers may be facing. Teresa joined host Patrick O’Rourke to discuss covered changes in the market, challenges with the myriad of plan designs, PPO contracts, insurance coordinators, patient portals, and much more.

Dental Business Radio is underwritten and presented by Practice Quotient: PPO Negotiations & Analysis and produced by the North Fulton studio of Business RadioX®.

Odyssey Management, Inc.

Odyssey Management Inc. provides courses and workshops to help doctors and managers to recover revenue by streamlining billing, accounts receivable and insurance systems. Management courses are designed for beginner to advanced levels. Most popular courses are centered around dental insurance and strategic business planning.

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Teresa Duncan, Owner and President, Odyssey Management, Inc.

Teresa Duncan is a speaker and writer with over 20 years experience in healthcare. Her areas of expertise include proven accounts receivable and insurance methods; and helping doctors and managers establish solid management systems. A recipient of the Educator of the Year Award by the Association of Dental Implant Auxiliaries – a component of the International Congress of Oral Implantologists, she understands the importance of continuing education.

She is the author of Moving Your Patients to Yes: Easy Insurance Conversations and an annual contributing author to the ADA’s CDT Companion Guide since 2017. Teresa is a frequent contributor to The Observer, The Progressive Dentist and Dr. Bicuspid publications. She served as a founding Trustee for the auxiliary-learning focused DALE Foundation. Teresa is a member of the National Association of Dental Plans and the National Speakers Association. Teresa also hosts her own podcast, “Nobody Told Me That!”

She has been named one of the Top 25 Women in Dentistry by Dental Products Report Magazine and is recognized yearly as a Leader in Consulting by Dentistry Today. Most recently she provided consulting assistance in the development of several modules of the American Dental Association’s Guidelines for Practice Success™. Teresa received her Master’s Degree in Healthcare Management from Marymount University.

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