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Dental Drill Bits with Sandy Pardue and Dana Pardue

Sandy Pardue of Classic Practice Resources & Michael Arias of The Dental Marketer discuss issues facing the dental practice owner of today. This podcast show features the movers and shakers of the dental industry as well as opinion leaders. Enjoy the fun, laid-back vibe as things get real. Sandy is an energetic lecturer and consultant in the area of dental practice management. She is Director of Consulting with Classic Practice Resources and has over 36 years of “hands-on” experience.
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Dental Drill Bits with Sandy Pardue and Dana Pardue
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Now displaying: January, 2026
Making Numbers Matter 0
Jan 26, 2026

Episode Summary

Tracking statistics does not have to feel like micromanagement or extra work. In this episode of Dental Drill Bits, Sandy Pardue and Dana Pardue Salisbury break down why teams push back on numbers and how leaders can shift compliance into cooperation.

You will learn how the right statistics eliminate micromanaging, create clarity, and help teams feel confident in their roles. Sandy shares real world examples from decades in dentistry, practical ways to assign metrics by position, and where practices should start if statistics have never been consistently tracked.

What You’ll Learn

• Why teams resist statistics when they feel like pressure or blame
• How tracking numbers reduces micromanagement
• Why statistics should align with what each role can control
• The danger of waiting until year end to evaluate performance
• Where to start if your practice feels overwhelmed by numbers
• How statistics support patient care and reduce chaos
• How monthly reviews turn numbers into leadership tools

Episode Sponsors

This episode is sponsored by:

Identity Dental Marketing
Helping dental practices grow through clear messaging, branding, and marketing systems designed specifically for dentistry.

Plan Forward
Providing in house membership plans that improve collections, patient loyalty, and financial predictability.

Upcoming Event

Front Desk Pro In-Person Seminar
May 8, 2026 in New Orleans, Louisiana

www.classicpractice.com

Promo code for $100 off tuition: Secret Sauce

Subscribe and Share

If this episode resonated, share it with a colleague or manager who is struggling with team buy-in around statistics. Subscribe to Dental Drill Bits so you never miss an episode.

Patient Referrals Aren't Just Luck 0
Jan 19, 2026

Episode Summary

Most dental practices don’t actually have a referral problem — they have a system problem. In this episode of Dental Drill Bits, Sandy Pardue and Dana Salisbury break down why referrals don’t happen by chance, how inconsistent service and communication quietly sabotage growth, and what simple systems practices can put in place to earn consistent, high-quality referrals.

Through real-world service examples, team accountability strategies, and practical chairside scripts, this conversation shows why referrals are a byproduct of confidence, consistency, and gratitude — not hope.

What You’ll Learn in This Episode

• Why referrals are built through systems, not luck
• How phone experiences and follow-up impact word-of-mouth
• When and how team members should confidently ask for referrals
• The most natural moments in the patient journey to introduce referrals
• Why referred patients accept treatment and stay loyal longer
• Referral incentive considerations and state regulations to know
• A realistic referral benchmark every practice should aim for
• How gratitude systems drive repeat referral behavior
• Simple ways to track and celebrate referrals with your team

Key Takeaways

• Referred patients are more loyal and more likely to accept treatment
• Team confidence directly influences referral outcomes
• If team members aren’t referring their own friends and family, that’s a red flag
• Asking for referrals is not pushy when it’s genuine and well-timed
• Gratitude and follow-up multiply referral behavior
• Internal marketing delivers some of the highest ROI in a practice

Thank You to Our Show Sponsors

Identity Dental Marketing
Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert.
👉 www.IdentityDental.com

Plan Forward
The #1 membership plan platform for dental practices — simple, secure, and patient-friendly.
👉 www.PlanForward.io

[REPLAY] Annual Planning Power Moves: How to Build a Stronger Practice in 2026 0
Jan 12, 2026

Episode Summary

In this strategic and energizing episode of Dental Drill Bits, Dana and Sandy unpack one of the most overlooked drivers of practice stability and growth, your annual planning session.

Together, they walk through the questions, metrics, team conversations, and leadership decisions that set the tone for a productive, organized, and profitable new year.

Sandy shares her trusted framework for evaluating practice performance, identifying bottlenecks, and turning missed opportunities into measurable goals. Dana breaks down how to communicate the importance of an annual planning meeting to your team—even if you haven’t done one in a few years.

From KPI awareness and production forecasting to team agreements, CE planning, and SOP check-ins, this episode gives practices everything they need to create a clear, motivating roadmap for 2026.

If you want to stop drifting into the new year and instead design it—this episode is your guide.

Show Notes

In This Episode, You’ll Learn:

  • Why most practices drift into the new year unprepared—and how to fix it

  • The must-track KPIs for evaluating your year-end performance

  • How to hold a productive annual planning meeting (without turning it into a gripe session)

  • What your team really needs to contribute meaningful input

  • How agreements, policies, and SOPs eliminate frustration and set expectations

  • How to turn dropped statistics into 2026 wins

  • Why tracking new patient sources matters more than ever

  • How to anticipate “slow” months and outflow your way into a full schedule

  • CE planning and skill inventories for every position

  • The importance of setting daily and hourly production goals

  • Updates your website and systems may be overdue for

  • The role of communication in shaping team culture and patient experience

Episode Sponsors

Identity Dental Marketing

Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert.
👉 www.IdentityDental.com

Plan Forward

The #1 membership plan platform for dental practices — simple, secure, and patient-friendly.
👉 www.PlanForward.io

Mango Voice

VoIP for dental practices that want fewer missed calls, better patient communication, and stronger scheduling.
👉 www.MangoVoice.com

 

Links & Resources

  • Email Sandy for details on Front Desk Pro Virtual Training: sandy@classicpractice.com

  • Follow us on Facebook: Dental Drill Bits

  • Share this episode with your office manager, dentist, or colleague!

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