//ASHLEY LATTER - DISCUSSING FEES (PART 2) E154

Podcasts
Written By Michelle Hyde
 

This week we welcome back Ashley Latter, author and experienced business trainer/coach, delve deeper into the topic of dentists discussing fees with their patients, previously touched upon in his first episode (episode 131, released in Feb 2024).

In this episode, Ashley explores whether dentists value themselves and examines the potential link between self-worth and the ease of discussing fees.

He discusses if there is a standard process that can make the 'money conversation' more comfortable, identifies who in a practice is best suited to discuss fees, and addresses the gap between public perception and the actual cost of dentistry. Additionally, he considers the impact of the NHS's positioning on this issue.

Finally, Ashley highlights the importance of training and the necessary skills for discussing fees within a dental practice. He also questions whether there is enough tenacity in dental practices to handle objections effectively or if there is a tendency to quickly move on to the next patient.

Topics:

-          Do dentists value themselves?

-          Does there need to be a link between valuing yourself and others to be comfortable discussing fees?

-          Is there a standard process to follow which makes the ‘money conversation’ easier?

-          Who is the best person in a practice to discuss fees?

-          Is there a disconnect between public perception and the actual cost of dentistry?

-          Does the positioning of the NHS help?

-          Are there other areas of life that getting comfortable with fees positively impact?

-          Is there enough tenacity in dental practices to handle objections or is there a tendency to move on to the next patient?

-          How important is training to be informed enough to discuss fees?

-          Is there a fine line between hard sales tactics vs ethical sales?

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//ANDY & CHRIS - 9 STEPS TO SELLING A DENTAL PRACTICE E160
//ANDY & CHRIS - 9 STEPS TO SELLING A DENTAL PRACTICE E160

In this special episode of the Dentology Podcast, hosts Andy and Chris dive into the 9 essential steps of selling a dental practice.

Deciding when to sell is one of the most emotional decisions for any practice owner. Years of hard work, investment, and personal sacrifice make this a significant and challenging choice.

Andy and Chris explore the critical steps in the selling process, offering their top tips and expert advice.

Selling a practice is a major decision. If you're considering it, don't miss this insightful episode.

//NEAL MEHTA - INNOVATING RECRUITMENT E159
//NEAL MEHTA - INNOVATING RECRUITMENT E159

In this week’s episode of Dentology, hosts Chris and Andy chat with Dr Neal Mehta, a dentist and the innovative founder of Locumloop, a recruitment app for locum dental nurses.

Neal talks about his childhood, family background, influence of his father, who is also a dentist and reflects on how his father’s enjoyment of the profession inspired him to follow in his footsteps.

Neal discusses the gaps he has observed in dental education today compared to when he was a student and highlights the new skills and knowledge that recent graduates possess which were not part of the curriculum during his time.

Neal talks about becoming a partner in two dental practices, and explains more about his decision to enter partnerships rather than starting a solo practice.

Finally, Neal discusses the inspiration behind Locumloop which was launched 18 months ago and its role in mitigating the ongoing recruitment issues within the dental nursing sector.

Topics:

- Tell us about your family background

- Your father is a dentist – was he the reason you decided to become a dentist?

- Would you recommend dentistry to your kids?

- What did you learn at dental school that is missing today?

- Are there things new graduates have which you didn’t when you qualified?

- Becoming a partner in 2 practices

- Was this a conscious decision to enter into partnership rather than go it alone?

- Locumloop – what was the spark to launch this app?

- Is there still a recruitment issue on the nursing side of dentistry?

//PREETEE HYLTON - THE NURSING CHAMPION E158
//PREETEE HYLTON - THE NURSING CHAMPION E158

PLEASE NOTE THAT THIS EPISODE CONTAINS DISCUSSIONS OF DOMESTIC ABUSE.

In this podcast episode, hosts Chris and Andy sit down with Preetee Hylton, a dedicated dental nurse and the President-elect of the British Association of Dental Nurses (BADN). Preetee shares her journey into the dental profession, which she has grown to love despite an initially different career outlook.

Preetee delves into her upbringing, discussing whether her parents' careers influenced her path into dentistry. She reveals the pivotal moments and motivations that led her to become a dental nurse and reflects on the experiences gained by working in various settings throughout her career.

She talks about how career has evolved from patient-facing roles to more management-focused responsibilities and discusses the importance of raising awareness about domestic abuse within the dental profession, highlighting the unique position dental practices have in maintaining ongoing relationships with their patients.

She also touches on the general treatment and perception of dental nurses in the field. As she prepares to assume the role of president-elect of the BADN in October, she shares her feelings about this new responsibility, outlines her plans and shares her views on the best and worst aspects of working in dentistry.

Topics:

- What was your upbringing like?

- Are your parents in dentistry?

- What was the spark to get into the profession?

- After you qualified did you settle down or move around to gain a broad range of experience?

- Has your own career seen you move away from patient facing and more into management?

- Raising awareness of domestic abuse – is this something that dentistry has a role to play?

- Treatment of dental nurses in practices – how is this in general?

- Your role as president-elect of the BADN – what’s your agenda?

- What’s the best and worst thing about dentistry?

//ANDY & CHRIS - 9 STEPS TO BUYING A DENTAL PRACTICE E157
//ANDY & CHRIS - 9 STEPS TO BUYING A DENTAL PRACTICE E157

In this special episode of the Dentology Podcast, hosts Andy and Chris discuss the 9 steps involved in buying a dental practice.

With so many things to think about, buying outright or buying into a dental practice is not as easy as it sounds. So often viewing a dental practice is seen as the first session step towards practice ownership. Indeed, it is a critical step, but some firm foundations need laying well before this time.

In this episode, Andy and Chris explore some of the key steps involved in a dental practice purchase and share their top tips on how best to start the journey towards practice ownership.

//SIMRAN BAINS - THE SWEET TOOTH FAIRY E156
//SIMRAN BAINS - THE SWEET TOOTH FAIRY E156

In this week’s episode of Dentology, hosts Chris and Andy chat with Simran Bains, a dentist, Chair of the BACD’s young membership committee, and secretary of the College of Dentistry West Midlands division.

Simran shares stories from her childhood and her time at dentistry school before qualifying in 2017. She explains how, from graduation until 2023, she gained valuable experience working in four different practices—two private and two high-needs NHS—allowing her to broaden her skills and learn more about herself.

She discusses her current studies pursuing a Post-graduate Diploma in Restorative and Aesthetic Dentistry and outlines her future career plans.

Finally, Simran talks about her role with the BACD, her involvement as a judge in the Private Dentistry Awards 2024, and her recognition in the Dentistry Top 50 for 2023 and 2024.

Topics:

- Background and childhood

- Do you have dentists in your family?

- Was dentistry always your dream?

- Your time spent at Dentistry School & graduating in 2017

- Tell us about working in 4 different practices from graduation until 2023

- How did this allow you to broaden your skills?

- Would you encourage younger dentists to move around a bit and get some broader experience?

- Your current studies & future career plans

- Being the Chair of the BACD young membership committee

- Dental Awards – what’s your opinion?

//LUKE HUTCHINGS - GETTING GOOD OVER TIME E155
//LUKE HUTCHINGS - GETTING GOOD OVER TIME E155

In this week’s episode of Dentology, hosts Chris and Andy chat with Luke Hutchings, a dentist in general practice in Hampshire and the President of the British Academy of Cosmetic Dentistry (BACD).

Luke shares his inspiration for becoming a dentist, memories of graduating from Cardiff Dental School in 2002, and his early career days in the NHS where he built clinical experience and honed his patient communication skills.

He discusses whether the NHS provides a foundation for newly qualified dentists and if there’s a trend towards ‘going private’ too soon.

Luke also talks about his decision to transition to private practice in 2011, the training that supported this move, being recognised as the Aesthetic Dentist of the Year in 2021, and his current role as the President of the BACD, including how the group has benefitted him as a clinician and his priorities for his term.

Topics:

- What was your inspiration to become a dentist?

- Is there dentistry in your family history?

- Graduating from dental school in 2002

- What did this period in your life teach you?

- Do you have fond memories of your dental school experience?

- Was your early career a good time to build your skills?

- Is the NHS overlooked as a good grounding for newly qualified dentists?

- Is there a trend to go private too soon?

- Your transition to private practice in 2011

- Aesthetic Dentist Award 2021

- Current role and priorities as President of the BACD

//ASHLEY LATTER - DISCUSSING FEES (PART 2) E154
//ASHLEY LATTER - DISCUSSING FEES (PART 2) E154

This week we welcome back Ashley Latter, author and experienced business trainer/coach, and delve deeper into the topic of dentists discussing fees with their patients, previously touched upon in his first episode (episode 131, released in Feb 2024).

In this episode, Ashley explores whether dentists value themselves and examines the potential link between self-worth and the ease of discussing fees.

He discusses if there is a standard process that can make the 'money conversation' more comfortable, identifies who in a practice is best suited to discuss fees, and addresses the gap between public perception and the actual cost of dentistry. Additionally, he considers the impact of the NHS's positioning on this issue.

Finally, Ashley highlights the importance of training and the necessary skills for discussing fees within a dental practice. He also questions whether there is enough tenacity in dental practices to handle objections effectively or if there is a tendency to quickly move on to the next patient.

Topics:

- Do dentists value themselves?

- Does there need to be a link between valuing yourself and others to be comfortable discussing fees?

- Is there a standard process to follow which makes the ‘money conversation’ easier?

- Who is the best person in a practice to discuss fees?

- Is there a disconnect between public perception and the actual cost of dentistry?

- Does the positioning of the NHS help?

- Are there other areas of life that getting comfortable with fees positively impact?

- Is there enough tenacity in dental practices to handle objections or is there a tendency to move on to the next patient?

- How important is training to be informed enough to discuss fees?

- Is there a fine line between hard sales tactics vs ethical sales?

//ROY BENNETT - KEEPING CALM E153
//ROY BENNETT - KEEPING CALM E153

In this week’s episode of Dentology, hosts Chris and Andy chat to Roy Bennett, who is not only the founder of Mellow Sedation Ltd, an IV sedation accredited training company, but also a seasoned dentist and educator.

Roy chats about how dentistry is still a big part of his life having been in practice for over 36 years. He reflects on his early career days, his time at dental school and what initially inspired him to pursue dentistry as a profession.

He talks about his decision to start a private practice back in 1995, why he chose to move away from the NHS so early in his career, and his 2010 venture into founding a sedation training company, offering specialised courses and lectures throughout the UK.

Finally, he shares his views on the important role of communication in dentistry and shares insights into how he personally manages his own clinical and non-clinical learning and development.

Topics:

- What was dental school like back in the 1980’s?

- Did dental school back then equip you to be a dentist?

- Why did you decide to leave the NHS?

- The decision to set up a sedation training company in 2010

- Does sedation have a broader place in dentistry before being for anxious patients?

- Do anxious patients require different communication techniques to achieve a positive experience for them?

- Is communication given enough air-time in dentistry?

- Through your own career, have you segmented your own learning into clinical and non-clinical?

//ALY TEJANI - GOING FOR GOLD E152
//ALY TEJANI - GOING FOR GOLD E152

This week we chat to Aly Tejani, Acquisitions and Operations Director at A&U Dental, an independent and family-owned dental group that was set up in 2016 and now has 7 practices under its ownership.

Aly discusses his transition from earning an Economics degree at the University of Warwick to pursuing a career in the dental sector after joining his family business in 2016.

He talks about some of the challenges and complexities that many small group owners face when managing multiple locations and the extent to which robust systems, comprehensive data and automation need to be relied on.

Finally he chats about his current responsibilities within the family business and shares what he finds most fulfilling about his role.

Topics:

- Your early career days

- What was the appeal of moving into the dental sector?

- Was the plan to always move in to the family business?

- What challenges do many small group owners face when managing multiple locations?

- To what extent are systems, data and automation relied on?

- Is the dental profession as you expected or have there been some surprises?

- What is the most fulfilling part of what you do?

//DR ALEX & TIM OTTO - WE’RE THE KIDS IN AMERICA E151
//DR ALEX & TIM OTTO - WE’RE THE KIDS IN AMERICA E151

In this week’s episode of Dentology, Chris and Andy chat to Dr Alex and Tim Otto, co-founders of the Alcan Dental Cooperative offering practice support solutions for paediatric practices throughout Texas, USA.

They discuss the landscape of dentistry in the United States and specifically in Texas, sharing insights about the beginnings of their careers. They also explore what it's like to be both business partners and spouses and the ground rules they have set for working together.

They continue by explaining how Alcan assists owners of paediatric practices, detailing its origins as a resource for practices aiming to stay independent while ensuring a work-life balance for the owners.

They also share their views on the importance of being entrepreneurial and business-minded to succeed in dentistry today.

Topics:

- What’s your secret to getting the important stuff done and not burning out?

- Talk us through what the USA dental scene looks like and what it’s like in Texas

- Outline your career beginnings

- What it’s like to be business partners and spouses

- Do you have rules around when you turn off the business switch?

- Alcan Dental Cooperative – what support does it offer?

- Do you need to be more nimble, entrepreneurial and business-minded to succeed in dentistry today?

 
Michelle Hyde
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