Episode #19 - The Single Biggest Lie When it Comes to New Patient Flow with Dr. Scott Leune

Summary: Dr. Scott Leune from Breakaway Practice is here today to talk about the single biggest lie when it comes to new patient flow. Breakaway Practice has some of the best courses around for helping new and old dentists alike run profitable and successful dental practices. Since 2005, Dr. Scott Leuna has been opening, running, and building dental practices. His first practice grew into three within the first four years. He has helped build 90 startup practices, and Breakaway Support Services include over 400 practices. Data is important to Scott and we talk about split testing and how to know if your marketing really works. Scott shares valuable insights on answer rate and conversion rate. He thinks everything needs to be tracked and that there needs to be checklists for every task. We also talk about the importance of answering the phone and understanding the capacity of your practice. This show has a lot of great information. You can find Dr. Scott Leune here: <a href="http://breakawaypractice.com/">Breakaway Practice</a> <a href="http://jonessmiles.com/">Dr. Eric Jones</a> <a href="https://heartland.com/">Heartland Dental</a> Show Notes [02:19] Scott is a dentist who has built and sold practices. He now helps other dentists across the country and manages over 350 offices. [02:54] He learns how to build and run and grow an office very fast. In turn, he started teaching people how to do that and doing it for them. He has a large team that takes care of marketing, IT, insurance verification and more. [03:24] After graduating, Scott opened his first practice. They had so many patients that he had to find a completely different way to do everything. Four years later that practice had three locations with 10 dentist. He sold the group to Heartland because he broke his back. [04:32] After building and growing these practices, Scott learn how to do so many things better. He then built seven new practices. He realized there was a lot more stuff he needed to learn. [05:20] Now he teaches everything he's learned and do everything he says. [06:01] Scott comes from a place of data. They track and audit and measure everything. Scott discovered that a lot of marketing is wishful thinking. [07:53] We don't know how well our marketing will work until we perform an experiment. That experiment is called a split test. This is where we test different offers and messages against each other. These tests have to be performed with similar demographics. [09:54] Scott tracks and listens to every call and then does the data analysis to see what does and doesn't work. [11:10] Data removes all emotion. [11:33] The most important numbers in a dental office are the answer rate and how many of those convert to an appointment. Answer rate and conversion rate. [14:26] Poor conversion rates have to do with how the team member is trained and poor policy practices. [16:07] If there's anything worth investing money in it's your conversion rate on the phone. [18:00] When a patient calls take control of the call and wal

Episode #19 - The Single Biggest Lie When it Comes to New Patient Flow with Dr. Scott Leune

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