576: The Recall Renewal Exam - Debra Engelhardt-Nash - a podcast by ACT Dental

The Recall Renewal Exam

Episode #576 with Debra Engelhardt-Nash

For the same reasons people renew their wedding vows, you should renew your commitment to your existing patients. Their recall renewal exam is the perfect opportunity to review your progress, reaffirm your philosophy, and strengthen your relationship. So, how do you get more patients to show up? To share advice for communicating the value of recall exams, Kirk Behrendt brings back Debra Engelhardt-Nash, practice management expert and co-founder of The Nash Institute. Remember — it’s not “just” a recall exam! To learn how to reengage, reignite, and reinspire patients with a recall exam, listen to Episode 576 of The Best Practices Show! 

Episode Resources:

• Debra’s email: debraengelhardtnash@gmail.com 
• Debra’s website: https://debraengelhardtnash.com
• Debra’s phone number: (704) 904-3459
• Debra’s social media: @debralnash
• Subscribe to the Best Practices Show Podcast
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Links Mentioned in This Episode:

Debra’s courses at The Nash Institute: https://www.thenashinstitute.com/about-the-nash-institute/meet-debra-engelhardt-nash

Debra’s other programs: https://debraengelhardtnash.com/programs

Pearl: https://www.hellopearl.com

Dental Intel: https://www.dentalintel.com

BlueIQ: https://getblueiq.com

Main Takeaways:

Recare treatment acceptance is between 25% and 35%.

Run a report to know your unscheduled treatment rate.

Understand why your patients don't accept treatment.

Be engaged and intentional in your conversations.

Exhibit proper body language in conversations.

Use artificial intelligence to educate patients. 

Quotes:

“It’s one thing to know how to do the dentistry. It’s another thing to know how to talk about it and get your patients to say yes to it. Those are different skillsets. And sometimes, you have a great clinician who’s not a great communicator. And sometimes, you have a great communicator who’s not a great clinician. If you can marry the two and have a hybrid, that's the best of all worlds.” (3:52—4:13)

“The average treatment acceptance rate for new patients is between 70% and 78%. When dentists say they get 100% treatment acceptance, they're fooling themselves. That's not true. If you want to

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