Dental Drill Bits with Sandy Pardue

Sandy Pardue of Classic Practice Resources discusses the issues facing the dental practice owner of today. This podcast show features the movers and shakers of the dental industry changing the shape of how we do business. Sandy is an energetic and highly competent lecturer and consultant in the area of dental practice management. She is Director of Consulting with Classic Practice Resources and has over 35 years of “hands on” experience in the dental field. In addition to being a practice developer, Sandy has presented workshops to dental teams at major dental conferences across the country. DENTISTRY TODAY magazine has named her a Leader in Consulting every year for over a decade. Sandy is a regular contributor on message boards and has been a featured writer for DENTALTOWN Magazine and DENTISTRY TODAY Magazine and blog.
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Dental Drill Bits with Sandy Pardue








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Mar 21, 2023


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It was "dental assistant" appreciation week not that long ago...did you feel like you HAD to do something instead of wanting to do something for your dental assistant?

You never really know what goes on in the private life of team members. Sometimes a little acknowledgement goes a long way.

Sandy shows us how to properly do this and gives us a system to make sure our team members feel appreciated weekly!

We also share what team members expect from their leaders/ managers/ practice owners.

Mar 9, 2023


Do you need a new website or marketing agency, check out what Docsites can do for you::


Does your front office understand your marketing? If they don’t then they are probably decreasing the amount of new patients you could and should be seeing!


Did you also know that your website and marketing campaigns, such as Google Ads, can decrease your case acceptance percentage?


In this episode we dive deep with Sandy and Ali from Docsites discuss how to increase case acceptance, new patient numbers and what could be hindering your marketing and how to fix it, and how to strengthen your front office through marketing.

Mar 1, 2023

Think about it, if you put an ad out and get 10 applicants… 8 out of the 10 sent in a resume that seems good… will you take a whole day to interview those 8 applicants? There’s a better way, a much better way!


Group interviews! Sandy gives us the tools and system to establish and conduct an extremely successful group interview. Once you hear this episode, I wouldn’t be surprised if you wanted to ONLY do group interviews!



Do you need a new website or an affordable marketing agency, check out what Docsites can do for you::


Feb 22, 2023

Do you feel like you can’t find any great employees? Are you tired of recommending procedures, systems, or even tips to your front office but for some reason they don’t stick with the recommendations? Do you feel like you are always having to micromanage your team or a team member? Do you even know if some team members are really contributing to the practice growth, or are they just doing the bare minimum?


In this episode we dive deeper into this as  Sandy gives us 4 pillars that we need to have in order to build a productive front office team. 



Do you need a new website or marketing agency, check out what Docsites can do for you::


Feb 16, 2023


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Get the money! Sandy’s a real world consultant and having a ZERO A/R is not real world!


You’ve got people that come and get the dental work and ins pays, or your going to bill them, if you get a 30% open rate in emails you’re in the top tier. 


Sandy came across a practice that had 100k in A/R, and stopped sending sending out  statements. That’s when Sandy noticed something MAJOR! Something that affected their A/R. It’s so simple but we guarantee if you were to do a report on this… you will see what she saw and immediately make changes … which WILL drastically lower your A/R!


Sandy provides a system to implement so that you do NOT have to continue to go through this and you can start lowering your A/R today!

Feb 9, 2023

This episode is for the person greeting patients and answering the phones at the front desk. Some new team members need to know and master some of the basics, so if you have new team members, this episode is a “mandatory listen” as part of their training. We discuss these four essential tips:

  1. Practice Information. Know basic practice information. How long has the doctor been practicing? Know the website & office address.

  2. Greeting and checking in patients. Have the front office understand it’s their responsibility to know who's on the schedule and who will walk in the door next. 

  3. Do regular updates! Make sure you update patient information at each visit.

  4. Patients are guests in your office. Always say goodbye.

Sandy dives deeper into each tip and how to implement it successfully.


Do you need a new website or marketing agency, check out what Docsites can do for you::

Feb 2, 2023

Do you need a new website or marketing agency, check out what Docsites can do for you::


It’s a piece of paper. But what’s on this piece of paper that’s not in your software?


This slip is going to keep your new patient calls on task and in order. It will have all the necessary information you need and it will ensure the conversation flows well and the front office makes the appointment! You want to have really good relations with people who call for the first time. Being thorough is how you’re going to get the consistency of making sure everyone who calls for the first time is scheduled.


Listen in as Sandy breaks down this process and builds a system for your front office!

Jan 26, 2023

This is a serious talk we have to have. Have you ever said to yourself:  “my employee isn’t smart, my team isn’t doing the best, I buy new equipment and no one uses it… I’m not buying them anything anymore!”etc.


Or maybe people aren’t delivering and producing on your team, or you can’t keep people on your team...


Whose fault is it… the leader. Sometimes your own lack of trust and organization may be holding your business back.


Sandy gives us the system and steps we need to take to fix this and make sure you are no longer the problem in your practice.



Do you need a new website or marketing agency, check out what Docsites can do for you::

Jan 19, 2023

Check out Docsites here and schedule a completely free personalized demo:


You need to have protocols in place and systems in order to find someone GREAT for your team and it starts with your reputation. That’s step one in the system, what are your employees and ex-employees saying about you? Your reputation is where it starts for easing the workflow of hiring.


The second step in your system is to make sure that the people on your team know this one rule: anytime that someone calls asking about a position available,  get their name, number, email, and resume immediately.


Sandy expands much more on these first two and gives you more precise steps in this system to ensure you will always find and have great people as you grow your practice.

Jan 12, 2023

Did you know January is one of the best months to reactivate patients?


Think about the retention rate and see what’s the percentage of patients you're retaining. The problem is practices are always looking for new patients because the back door is always open. Some of us have two back doors open!


You need to stay in touch with people and mix up the types of communication with your patients, it keeps the interest there. That’s what Sandy discusses in this episode and gives you a system on how to reactivate your patients, retain your existing patients, and she shares the best methods, formulas, and times on when to do this.

Jan 4, 2023

You get a text message from a staff member that says they can’t come to work today, now what do you do?


In this episode Sandy talks to us about the proper steps we need to take with handling staff members who seem to be absent or miss a lot of work days for whatever reason. We discuss how we can remedy this and how you can ensure it doesn’t spread to other employees. She also gives us a step by step process on how to start this system today!

Dec 29, 2022

You may have heard this or possibly, some of you listening, may even think this way:  “we don’t have a production goal because we are patient focused”.


Knowing your income and taking care of patients are two different things. In this episode Sandy gives us the exact formula you need to boost your production. She also lets us know how patient care is woven into this. There is a way to reach production goals without the patient feeling like you are upselling or pushing treatment on them and Sandy let us know how to do this.

A great way to look at it is: “Production goals” are the food.. The type of food is patient care.

Dec 22, 2022

In this episode we dive into our Facebook group: Dental Gumbo and answer questions you have asked Sandy in the recent weeks.

Sandy answers and discusses these 3 main questions:

  • How early to confirm appointments? 
  • How do you deal with assistants or hygienists not showing up for work (slightest cold)? 
  • How to present 3rd party financing as an option and favorite company?
Dec 14, 2022

Lately in the last week or two people are thinking ahead and what they’ll do differently in 2023. And we love it!

In this episode Sandy gives us 10 key principles we MUST upgrade or improve within our practice!

They are:

  1. Low retention rate.
  2. Too many broken appointments.
  3. Bonus systems that don’t work. 
  4. Poor Recare systems.
  5. High accounts receivable balance. 
  6. Low treatment acceptance. 
  7. No marketing or poor marketing. 
  8. Phones!! 
  9. Too many people are falling into the “practice management of the month club”.
  10. Doctors not setting performance expectations for their team. 

Listen to the episode to discover more details and strategies on how to improve each key element.

Dec 8, 2022

A lot of your employees are planning their whole Christmas around their Christmas bonus. However, is a Christmas bonus really necessary? How can you make this “bonus” work for you and how can you stop it if you don’t have the funds but feel the “need” to do it because you’ve done it in the past?!


Sandy gives us the instructions, script, and formula on what we need to do to be consistent with rewarding our team. She let’s us know how she doesn’t always agree with the Christmas bonus but has created a system on how this type of bonus can work for you and the practice.

Nov 30, 2022

Most dentists and especially practice owners, watch their money, and the decisions they make to KEEP money is causing missed opportunities and keeping the income down. Now, saving money is not a bad thing, that’s not what we are discussing here. We are talking about how often we step over dollars to pick up pennies.


In this episode Sandy gives us about 7 main reasons on where we stumble and mess up. These 7 reasons/ mistakes are causing an illusion that we are saving money, when in reality we are missing too many opportunities and hurting our potential and profits.

Nov 22, 2022

If you ever wanted to be a fly on the wall in Sandy’s Scheduling Academy, this is it!

Nov 10, 2022

Should you add 3-4% on the dental bill if people are going to use credit cards? The quick answer is “NO”! This can easily make your patient lose trust in you. Remember people don’t carry cash or checks as much anymore. More and more people are using credit cards. When you add the 3-4% on the patients bill, this is working against your internal marketing!


In this episode Sandy breaks down for us what we should do if our terminal/ credit card charges come with a fee and how we should present it to the patient. We also discuss other great alternatives that you should adopt now to easily get the money from the patient without hassle.

Nov 3, 2022

Did you know if your team is less than 10 employees, you more than likely should NOT have an office manager! Some practice owners put someone who has some dental experience in the front and name them an office manager. That is not the right thing to do. 


In this episode Sandy breaks down the real responsibilities of an Office Manager and when is it time to bring one on. We also discuss how promoting or having someone considered an “office manager” can actually cause more harm than good. We also discuss how to demote an office manager and discuss the proper script and terminology on how to do this.

Oct 26, 2022

There’s a shocking statistic that Sandy mentions in this episode which is: 1.6 million people are changing dentists and 25%-50% patients are lost over a 5 year period. This means we MUST work on our attrition, retaining these patients! 


In this episode Sandy tells us the 3 main reasons why we lose patients and how we can stop making these major mistakes. She also gives us a system on what our team should do to make sure our attrition rate is good. We also discuss and talk about scripts on what we should ask our patients to make sure their experience is always above and beyond!

Oct 19, 2022

You know what? You shouldn’t even call them “performance reviews” anymore! In this episode Sandy lets us know exactly what we should do with the “one on one” meetings we have with our team members. Meeting one on one with team members is always a good thing.


Sandy tells us how we should call them a “one on one” and bring the employee’s:

  • Attendance record
  • Statistics
  • Ask them “how do you think it’s going”?
  • Involve the whole team


She breaks each one of these things down and dives into specifics on how we should handle every point. Another good thing to keep in mind is we should never tie “one on ones” or performance reviews with raises! Listen to this episode to understand why!

Oct 12, 2022

If you haven’t heard “How to Handle “Inter-Office wars” which was the episode before this one, please go do so! It got so much feedback! Because of all the questions we received, Sandy decided to answer those questions and do a part two!

The 2 most popular things that people contacted Sandy after the previous episode was:

  1. What to do if you are new to the office and you witness “inter-office wars”/ what do you do if you are a team member watching on the sidelines “inter-office war” happening? What should you do? 
  2. Team members complaining to the doctor or gossiping to the doctor. Trying to get to the doctor on their side. 

In this episode Sandy dives deeper on these two scenarios and also shows you how to handle them from an employee perspective and a practice owner's perspective.

Oct 5, 2022

Are you experiencing gossip, negativity, conflicts between your team, dishonesty, and employees always shifting the blame to other employees? This episode will help! 


20% of all workers are unhappy with their jobs! This means that 80% are trying to get along with their workers and the other 20% are sabotaging that relationship! A lot of this dissatisfaction doesn’t have to do with the job itself, but it’s with the worker’s attitudes. 


One thing Sandy has observed over the decades of handling employee conflicts and “inter-office wars” is that the more organized a practice is, the more the agreements that are in place, the less “inter-office wars” happen! In this episode Sandy gives us the definition of what “inter-office wars” means, how this is occurring in many offices today (either the front office doesn't get along with the back office, or someone on the team keeps gossiping about another team member, etc.) and she tells us exactly how to handle it!

Sep 29, 2022

Nowadays there are lots of consultants out there. Specific consultants and consultants who try to cover everything under the sun. However, what is the ultimate goal of a consultant? In this episode Sandy gives us insight on this and what we MUST look out for, when it comes to bringing on a consultant.


Sandy tells us what questions we should ask before hiring the consultant, what their goal should be, how much productions should be going up, how the team should feel, what road-bumps the consultant may face, how can you tell you are getting a “cookie cutter” consultant, and what data they should have.


A consultant's goal is not to be hired and work for the practice forever, it's to work with the practice until the owner (and team) is completely satisfied with the results. Listen into this episode if you have EVER thought about hiring a practice management consultant.

Sep 22, 2022

“Quiet quitting” is nothing new, it just has a name now. According to a recent study: “Quiet Quitters” make up 50% of the US workforce! 32% are disengaged employees and 18% are the type of employees that go on social media and trash talk or display how they hate their employer. Why does “quiet quitting'' happen?


In this episode Sandy lets us know how we can identify these "quiet quitters" and what you should look for before it’s too late. These types of employees will kill your productivity and also drag down your team culture and ultimately hinder your growth. 


As you’re listening to this episode you may start to identify that you MAY have a “quiet quitter”. So listen to this episode to see how you can handle any “quiet quitting” situation.

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