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How to Increase Your Bottom Line (Without Increasing Your Patient Base)

How to Increase Your Bottom Line (Without Increasing Your Patient Base)

8/4/2026 10:50:00 AM   |   Comments: 0   |   Views: 27
How to Increase Your Bottom Line (Without Increasing Your Patient Base)
So many offices out there think growth has to come from new patients. Tiff and Kristy share specific areas in your practice where you can increase what you’re pulling in. This includes fee analyses, unscheduled patients, a finely tuned schedule, and more.



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Transcript:

Tiffanie (00:01)

Hello, Dental A Team listeners. We are so excited to be here with you today. We love podcasting. We love giving out so much great information. And more than anything, we really love sharing our journeys with you guys, us consultants here on the team. We get to be in office with you, a lot of you. we get to be on the road, we get to go to CE courses, we take a ton of CE courses. The gal who's podcasting with me today is a CE maniac. she's always just looking things up and

 

And learning and growing. So we get to learn and grow. We get to boots on the ground, test things out, and then we get to deliver those ideas and those thoughts here to everyone on this platform. So thank you for being a valued listener. We hope that you enjoy today's content and please, please, please share with a friend something that we're very passionate about is reaching as many people as we possibly can on this platform and others. So whether you are a current client, a future client, or a forever podcast listener alone.

 

We just ask that you share this information, you pass it along to a friend, so that they can get some great nuggets as well. And Kristy, I have Kristy here with me today. And like I said, Kristy, you are just like a learning magnet. I love it because you just have this broad spectrum, this range of things that you love consuming, and you bring so much knowledge to the Dental A Team consulting team. So, Kristy.

 

Thank you for being here with us today. I am excited for today's topic. and before we dive in, how are you? How has your podcasting been? You listen to, you consume a lot. And then you you're

 

DAT- Kristy (01:37)

Yeah.

 

Tiffanie (01:38)

someone that consumes but also utilizes what you consume, which I think is a special skill. So how are you? How's your world? How's your learning? What's new for you?

 

DAT- Kristy (01:47)

Yeah, it's going good, Tiff. it's beginning of the week, so it's always fun to dive in and hear the things. I think lately it's really been around insurance and getting payments on time. They're doing some sneaky stuff with payments, so keeping clients apprised to that and making sure the revenue's coming in. But beyond that, like you're right. I I do like to to listen and stay up on things so that we can share with our

 

not just our clients, but even like you said, future clients or people listening to the podcast.

 

Tiffanie (02:22)

Yeah, I agree. I know you're gonna say insurance. That has been a bug this year. Insurance

 

DAT- Kristy (02:27)

Mm-hmm.

 

Tiffanie (02:27)

the insurance bug is what we will call it. and

 

DAT- Kristy (02:30)

Yeah.

 

Tiffanie (02:30)

I love it because I know I can I can pick your brain for so many things and you do stay up on so many forums and you're always reading. but then on the opposite end of that spectrum, like I know I I know you will what does Kiera call you? A truffle, a truffle hunter, right? Like you're gonna find those truffles in the forest.

 

within the insurance and the billing world, but also you love leadership, like growth and development and this the non-dental leadership podcast of the world and books and we're always talking about that stuff. So I think it's really cool and very valuable for everybody and and gives you just a ton of credibility as we speak to a lot of the things we're gonna talk about.

 

DAT- Kristy (03:15)

thank you, Teff.

 

Tiffanie (03:16)

Of course. and yes, it is early in the week starting my

 

Starting my Monday podcasting is really fun. And starting my Monday podcasting with Kristy brings it down. It's only 10 a.m. and I feel like it has been a whirlwind this morning. So knowing

 

DAT- Kristy (03:31)

Yeah.

 

Tiffanie (03:31)

that I'm here, I'm like, okay, actually we're gonna breathe. So I hope all of our listeners feel that. Kristy brings a sense of calm to every every space that you enter. so thank you for doing that for me today. I need it.

 

DAT- Kristy (03:44)

Absolutely, my pleasure.

 

Tiffanie (03:46)

So, Kristy, this is something I think you're really great at. I do go through and and this was the first podcast on our list, and I was like, Yeah, this is Kristy's podcast. If we do no more

 

DAT- Kristy (03:56)

Mm-hmm.

 

Tiffanie (03:56)

today, it's at least this one. And we really wanted to speak to the podcasting world here and and dental listeners about how to find growth within a practice without physically growing the practice. And this is something that has come up a lot. And I think Kristy.

 

I've at least had a lot of I've been experiencing this. I've had a lot of practices that are like tapped out on space, right? Like physical space. And after 2020, right? The year of 2020, March to December, this massive boom, right? We had this tank of like, what are we gonna do? And then we just had this massive boom and this influx. And so I think what I saw happen is a ton of practices remodeled or they did expansions, they added as much as they physically could.

 

And they're kind of tapped out. I know I have you know some that are like if I build anymore, I don't have parking where my patients gonna park. And so

 

DAT- Kristy (04:50)

That's seven.

 

Tiffanie (04:51)

they're finding themselves in this space or they're finding themselves in this space where maybe they don't have the finances right now to physically build or the capability and it doesn't make sense to. So we push growth. We're always saying, you know, seven to ten percent, ten percent is our goal, at seven percent is a minimum, a bare minimum to keep up with inflation. And my

 

Clients, you know, a lot of my practices are looking at me like, okay, Tiff, like that's crazy. So I wanted to chat today through some ideas that we utilize and Kristy that you bring to the table specifically to increase that like dollar per hour, that bottom line, that production collection space without physically increasing maybe even our patient base. Cause Kristy also have got a ton of practices.

 

that are struggling for new patients. We're like scraping the bottom of the braille all trying to find new patients. So yeah, that's where we're at. We're just like, how do you grow without pouring water on a plant and growing it, you know?

 

DAT- Kristy (05:52)

Mm-hmm. Absolutely. Tip, I love this subject because so many offices think that it all has to come from new patients, you know? And sometimes new patients can be expensive if we're looking for outside marketing, right? And we have so much to tap into within our practices already. And first and foremost, I always like to say when's the last time you did a fee evaluation? a lot of people after COVID.

 

really didn't tap into this. And I speak to doctors almost every day who think they were at the 80th percentile. And when we look at it, they're down in the 40th or 50th percentile, you know? And I also say tip with that, a lot of docs are hesitant to to look at this because they're like, I'm so high PPO. And I always say, hey, if you don't raise your fees, they're never going to raise theirs either. So

 

Tiffanie (06:47)

Yeah.

 

DAT- Kristy (06:48)

Taking a look at that first and foremost is huge.

 

Tiffanie (06:51)

I totally agree with that. It's something that's overlooked. I love what you said about the PPO space because so many doctors are like, what difference does it make? I'm tied to these fee schedules or nobody ever sees my UCR. Well, they do. The insurance companies see it. And I actually have a practice, I don't remember who I was podcasting with, but we spoke about them a couple weeks ago that they do their fee analysis and updates in during the summer. It's their slow time and so

 

DAT- Kristy (07:16)

Mm.

 

Tiffanie (07:18)

they do it during the summer.

 

when there's space and there's time because January, you know, that's an influx of just

 

DAT- Kristy (07:24)

Basically.

 

Tiffanie (07:25)

yeah, is it crazy. And so they move that task to the summer, which I think is really smart. And we actually just went through and did a fee analysis and found that they're they have a couple of insurances that are paying in network almost to their UCR fees. And their UCR fees are not low, right? They're getting like a thousand to eleven hundred dollars for a crown.

 

So when we requested a fee increase, right, they're like, hey, we're already paying 90% or 95% of your UCR, so we're denying it right now. And to your point, Kristy, they need to change their UCR because their insurances are following those UCR fees, right?

 

DAT- Kristy (08:06)

Yeah.

 

Tiffanie (08:07)

And so many practices overlook that and just go with the flow, and they just like muscle memory, they just keep.

 

you just keep doing it, right? You're like Dory, just keep swimming and you just don't think about what's behind you. And increasing

 

DAT- Kristy (08:20)

Yeah.

 

Tiffanie (08:21)

those UCRs makes a massive difference, especially when you're a PPO

 

dentist in the area that's at that 50th percentile. You need to be way higher. And if no one's seeing those UCR fees, great. Then guess what? You don't have to have that conversation with your with your patients.

 

that their fees are increasing because you increased fees. Like no now your insurances see those fee increases and then you can request fee increases from them for your fee schedules.

 

DAT- Kristy (08:49)

Yeah, exactly. I think it's a it's a huge missed opportunity if if you haven't looked at them in a while. And and I like to say look at once a year. I mean, it it really is worth it and it fluctuates. And don't forget your products if you're selling products. Like make

 

Tiffanie (09:05)

Yes.

 

DAT- Kristy (09:05)

sure you're updating those and looking at invoices. Make sure you're you're charging the correct, you know, a lot of offices don't add on for like

 

toothbrushes and that sort of stuff, you could actually be going in the hole if you haven't looked at it in a while. So

 

Tiffanie (09:20)

Absolutely. I have had so many practices that were that look back, you know, they haven't done it in three, four years and they look at it and they're like, my gosh, I'm literally losing money on fluoride. Like, we haven't updated our fees, so my fluoride costs more than what I'm charging my patients. And I'm like, Yeah, and that's an easy

 

DAT- Kristy (09:37)

Crazy.

 

Tiffanie (09:38)

one. And even like to your point the oral bee and crest and all of them, they increase inflation, right, is everywhere. So if your goodie bags are, you know, costing a certain amount

 

Add that in too. Take that into consideration because you've got to pay for those somehow, and we forget that those freebies are coming out of our overhead somewhere. We've got to make

 

DAT- Kristy (09:59)

Yeah,

 

agree with you, Tiff. you know, the other area that I like is looking at your unscheduled patients. I mean,

 

Tiffanie (10:07)

Right.

 

DAT- Kristy (10:08)

so many of my practices have a whole practice within a practice and and we get busy and we think we we don't have time to call on those. And I like to say it's a proactive and a reactive approach and making sure we're touching it every single day is huge.

 

Tiffanie (10:25)

Yeah.

 

Yeah, and to your point, that's a like a reactivation campaign. This is not just it's also including, but it's not just patients who were due last month that didn't come in. Those are very top of mind. We're hitting those. 90% of our our our practices are hitting those recare due. Recare coming up, recare six months past due, one year past due. This is patients who haven't been seen in 18, 24, 36 months because

 

To your point, there's a practice practice within a practice. I have practices, I know we both do. The physical practice has been around for 30 plus years. You may have been the newest dentist, the newest owner. So maybe you've only been there for two, three, five years, and you're thinking active patient count, but you've got 30 years of this physical space being there of patients who per perhaps haven't seen a dentist or been touched by your recare efforts.

 

DAT- Kristy (11:21)

Yeah, absolutely. And I love those ones because you already have a relationship with them. So

 

Tiffanie (11:25)

Yeah.

 

DAT- Kristy (11:26)

you even if you've physically inactivated them, you can run an inactivated campaign and and systematically touch these people to remind them, Hey, I'm still here. We'd love to see ya, you know.

 

Tiffanie (11:39)

Yeah.

 

Yeah. I have a lot of clients that do that reactivation campaign and they're like, okay, but what if they've moved? What if they decided not to come? He's like, great, then you get to clean up your system as well and remind those patients, no matter where they live, they need to see a dentist. So if our goal is to ensure that our patients are healthy, you're still handling that because you're still reminding them to find a dentist and

 

To me, those are new patients, right? And you said earlier, like a lot of a lot of practices will put all their eggs in a basket of a new patient. And I think that comes from the early 2000s of everything was new patients. There were so many consulting companies and I just everything we heard in dentistry was new patients. You heard nothing else, new patients in production. And that's evolved a ton because I think people got tired of being new patient mills, right? Where it was like,

 

We see so many patients, but we're not worried about what's happening to them after they leave that first appointment. And that has dramatically shifted. And that's where this comes into play. So even if you haven't physically, maybe you've been there for a year or three years, you haven't met that patient yet, that's okay. That patient

 

DAT- Kristy (12:49)

Sure.

 

Tiffanie (12:50)

has a relationship with the practice, with the building, it's memory, it's driving up to the place that you've gone.

 

three, four, five times for your dental care. That's my dentist, right? That's my dental practice. So then you have that opportunity now to build the relationship one-on-one with that person as they enter.

 

DAT- Kristy (13:10)

Yeah, agree with you, Tiff. it it's look at the number because I bet you would be surprised at how many patients you have sitting out there. And if truly you are at a capacity, you guys can go through those and look at them strategically. If they have outstanding treatment, those patients potentially could be could be coming back in not just hygiene, but in the doctor's chair too. So

 

Tiffanie (13:32)

Yes. Yes.

 

DAT- Kristy (13:34)

yeah, there's a gold mine sitting out there most of the time, and it just takes tapping

 

Tiffanie (13:36)

Yeah. Yeah.

 

DAT- Kristy (13:38)

into it.

 

Tiffanie (13:39)

I have a practice that had nineteen thousand patients had touched this physical building at one point or another. Nineteen thousand people in this small town. And I was like, Yeah, stop paying for new patients. Just just physically hit those patients with emails. You just automated emails that go out once a month and you're gonna get you're gonna get patients back because I've seen it and you're gonna get patients that call and say, Hey, actually I moved out of town. Great.

 

clean up our system. So I love those.

 

DAT- Kristy (14:06)

Yeah.

 

You know, Tiff, even to that point, how many offices look at how many new patients they get, but take it one step further and see, okay, we had thirty new patients this month, but only twenty rescheduled for another appointment. So making

 

Tiffanie (14:21)

Right. Mm-hmm.

 

DAT- Kristy (14:22)

sure when we have them or having those conversations to keep them and capture them as they're coming in as well.

 

Tiffanie (14:29)

Yeah, I have I had that conversation last week with a client and they asked the great question of okay, is that that they scheduled for their treatment or they scheduled their six month recare? And I said, Great question because I love definitions and both

 

DAT- Kristy (14:41)

Yeah.

 

Tiffanie (14:43)

because so many patients, Kristy, so many people are like, yeah, sure, we'll schedule. And then they cancel in two weeks

 

DAT- Kristy (14:49)

Mm-hmm.

 

Tiffanie (14:50)

or six months right before their visit, right? And you never see them again. So if they had treatment diagnosed and didn't schedule that, but they scheduled their six month visit.

 

That's a little fishy to me. So I said both. And that

 

DAT- Kristy (15:01)

Yeah.

 

Tiffanie (15:02)

leads into that case acceptance space too. We're only watching we're only watching case acceptance of an overall and we're not differentiating to are the new patients accepting versus just maybe recare's accepting that we've already had this relationship because then you're seeing what's that relationship we're building with the new patients? Are they sticking or are they canceling?

 

DAT- Kristy (15:23)

Yeah, 100%, Tiff. I think there's a couple other areas too that come to mind for me when it comes to the growth. And it goes back to what you were saying in the case acceptance realm. Like what I found lately is people really have to have some strategic resources for patients to accept treatment, you know?

 

Tiffanie (15:43)

Mm.

 

DAT- Kristy (15:44)

So from the realm of finances, making sure we have ways that patients can say yes.

 

Tiffanie (15:50)

Yeah.

 

DAT- Kristy (15:50)

You know,

 

and really measuring when they don't, what what stood

 

Tiffanie (15:54)

Yeah.

 

DAT- Kristy (15:55)

in the way.

 

Tiffanie (15:56)

Yeah, I love that. And that seems to be I think in for my client base, what I've seen is scheduling hurdles and finances, making sure

 

DAT- Kristy (16:05)

Yep.

 

Tiffanie (16:06)

that there's an easy way to say yes to the price. and making sure that blocked scheduling or whatever it is that you choose to use for your scheduling that it that it works. I've got a lot of patient or a lot of clients that

 

their patient appointments, like they're just throwing things on the schedule to try to fill it. Like especially the ones that are struggling to fill a schedule, they're just grabbing whatever they can. And

 

DAT- Kristy (16:31)

Mm-hmm.

 

Tiffanie (16:33)

without utilizing a blocked scheduling method and filling it in that way, we do a really big disservice because I think Kristy, what I've seen at least, is sometimes those patients that are in, those appointments that are in that should be an hour, are now taking an hour and a half, two hours because there's other stuff mixed in.

 

And so then we are making our days longer and like, okay, if we're scheduling that, now I need two hours in the future. You probably didn't. You probably just didn't schedule correctly around it. And so you're actually losing a ton of time throughout your day to be more productive. And to your point, Kristy, that's the growth. If we can condense our schedule and do things more effectively and more efficiently, we can add more production onto the schedule.

 

DAT- Kristy (17:20)

Agree with you. again, too, in this day and age, a lot of people don't like taking a lot of time off work. So consider

 

Tiffanie (17:27)

Yeah.

 

DAT- Kristy (17:27)

doing more on your patient while they're there. Give them give them the choice, you know, let them decide. Are you the type of patient that likes to do what more in one treatment, you know, or do you

 

Tiffanie (17:39)

Yeah.

 

DAT- Kristy (17:39)

want to come more frequently?

 

Tiffanie (17:41)

Yeah, and that goes into your being able to say yes to the treatment. I think that's a that's a space as well because if you come at me with like two, three, four appointments, I might be like overwhelmed by the idea and not want to start anything because I can't finish it. And if

 

DAT- Kristy (17:57)

Yeah.

 

Tiffanie (17:58)

my schedule is too difficult to envision being able to finish all of these appointments in a timely manner, I might just back away and say, you know what, I'm not ready to start anything because I can't figure out how to do it all.

 

DAT- Kristy (18:09)

Yep, agree with you, Tiff. And lastly, I think I hear a lot of doctors say, All my patients are so healthy. All my patients

 

Tiffanie (18:16)

Yes.

 

DAT- Kristy (18:17)

are so healthy. And I I truly think that that's a huge missed opportunity too. It's a great time to take a step back and just say, Hey, what are your long-term goals for your teeth? And maybe now that you've repaired damage in my mouth or gotten rid of infection, this is a perfect time to talk about the cosmetic things that a lot of doctors

 

Tiffanie (18:37)

Wonderful thing.

 

DAT- Kristy (18:37)

love doing, right?

 

Tiffanie (18:39)

Yep, I had that conversation with two or three doctors just last week that I do we hear that constantly, right? Well, I need new patients because my patients are healthy. That's fantastic because what if you could do really fun work on healthy patients? There's ortho, right? And ortho, I love when when practitioners look at ortho as a way to prevent future issues, right? So if you're misaligned, especially the lower anterior.

 

Always right. There's always something there. So it's perio, it's chip teeth in the future, it's losing teeth. Like, how can we help how can ortho become a preventative measurement? And then to your point, cosmetics, whitening. My fiance just asked me the other night. Like he hasn't talked to his dentist at all about it, but he's got two, he's got an implant with a crown and he's got a crown.

 

And they're discoloring. They're they're years old. They're probably like six years old at this point, right? And so they're discoloring. And he's like, What do I even do? Right? Thank goodness. I'm here and I I'm like, well, let me give you your options. You can do four,

 

DAT- Kristy (19:46)

Yeah.

 

Tiffanie (19:46)

six, eight. Let me tell you what I would do. Let me tell you who I would like all of these things. But he isn't talking to them about it. He's talking to me about it. So how many patients do we have that don't even have someone to talk to about it? They're just sitting there wondering.

 

Could this be better and afraid to say something because it's an embarrassing or confusing or an unknown? Like so many things hold us back.

 

DAT- Kristy (20:13)

Yeah, it's crazy. A lot of my clients have heard this story, but the same thing happened with my mother-in-law. Like literally

 

Tiffanie (20:19)

Yeah.

 

DAT- Kristy (20:20)

when I was in practice, you know, family would come, but she went somewhere with her friends and she saw somebody with a beautiful smile. And next thing you know, she's going to their dentist. Yeah, she came back.

 

Tiffanie (20:30)

Yeah.

 

DAT- Kristy (20:32)

But my doctors were like, What the heck? And I'm like, But you never asked or showed the possibilities, you know. So don't

 

Tiffanie (20:36)

Yeah. Yeah.

 

DAT- Kristy (20:39)

forget about your healthy patients. Like, take that step back. And this is a

 

perfect time to discover is there anything you don't like about your smile, you know.

 

Tiffanie (20:47)

Yeah. I

 

love that you gave that a story because my fiance literally asked me, Who would I need to go to? Is that something that insert his dentist name can do? And I was like, Wow, this is wild. This is wild. And

 

DAT- Kristy (21:03)

Yeah.

 

Tiffanie (21:04)

so I've had so many people, I'm in Phoenix, right? We're both in Phoenix, right? So Scottsdale

 

DAT- Kristy (21:08)

Yeah.

 

Tiffanie (21:09)

is right around the corner, right? Just

 

DAT- Kristy (21:11)

Mm-hmm.

 

Tiffanie (21:11)

a little a little twenty-five to forty-five minute drive, depending on where you are in the valley.

 

Everyone thinks you have to go to Scottsdale for cosmetic treatment, right? I

 

DAT- Kristy (21:21)

Yeah.

 

Tiffanie (21:22)

can't get whitening, I can't get veneers. If I'm going to get veneers, right? We have people and legitimately there are a lot of dentists there, a lot of dentists everywhere who do great work. Scottsdale and LA. People fly in from other states to get dentistry done in Scottsdale and LA because they think that's where they have to go.

 

His people don't know. He's worked with he's been a patient at this practice since he had the emergency situation with his front teeth.

 

DAT- Kristy (21:51)

Well.

 

Tiffanie (21:52)

And he's like, should I go to him? And I'm like, I can't speak to his work, but I can say he he does them. You know,

 

DAT- Kristy (21:58)

Yeah.

 

Tiffanie (21:59)

so it's like you just don't know what you don't know. And so if we're not having those conversations, I think that's a massive space of growth. And if you're not someone who loves to do that, fine.

 

What do you love to do? You know, how many missing teeth are there? Do you like bridges? Do you like implants? Do you like how many missing teeth are within your recare? How many missing teeth are coming down the pipeline of patients that are in your database?

 

DAT- Kristy (22:25)

One hundred percent. And or even maybe you've added new services to your service mix that even your existing patients don't know you're doing.

 

Tiffanie (22:33)

Yeah, yeah. I agree. And it doesn't have to be Botox, fillers, threads. Like you don't have to be

 

DAT- Kristy (22:37)

Right. Yeah.

 

Tiffanie (22:40)

like, okay, well, I've tapped out my crowns and my fillings. Like I've gotta offer these other things. If you want to offer it, great, do it. But if it's not like a desire that you have to be this aesthetic dentist in that capacity, don't do it. You don't have to do all on force. Find something that you love.

 

that you can add to your service mix or something that's within your service mix to Kristy's point that your patients just don't even know that's there.

 

DAT- Kristy (23:09)

Yeah. And lastly to wrap it, Tiff, I think so many people don't realize tapping into their own patients to earn that growth, like through social media and that sort of reviews, referrals, you know what I mean? Like give your patients a reason to refer and and even talk about you. Like bring that presence around so your existing patients can share why they love you and others will follow them.

 

Tiffanie (23:38)

Yeah. Yeah. Don't be the dentist that your patients are like, I don't know if they're accepting new patients or not. Let me call and find out. Like, no, just let them call and find out. So I agree.

 

DAT- Kristy (23:46)

Yeah.

 

Tiffanie (23:47)

I agree. I think fee schedule increases. So if you haven't done them recently within the last year, do it. I do love the idea of moving that to the summer or whatever your slow period is. If you're a pediatric dentist, don't do it in the summer. and then looking at service mixes, so what can you do more of?

 

And looking at your schedule and making sure that you're utilizing as much time as you possibly can and that this that the schedule makes sense. I love that.

 

DAT- Kristy (24:14)

Agree with you

 

and don't forget that reactivation.

 

Tiffanie (24:17)

Activation, that was the other one. Yeah. Don't

 

forget those 19,000 patients that are sitting in your database somewhere. So, yes, I love

 

DAT- Kristy (24:21)

Yeah.

 

Tiffanie (24:23)

that. Kristy, these were phenomenal ideas. Thank you so much. thank you for

 

DAT- Kristy (24:27)

Absolutely.

 

Tiffanie (24:28)

making it easy. Thank you for helping so many clients. And for our listeners, if you need some Kristy wisdom, you need some Dental A Team help, please reach out. We're always here. Hello@TheDentalATeam.com or TheDentalATeam.com website. You can sign up for a quick free consultation as well to see if

 

what ideas we have. It doesn't mean you're signing up. It just means hey, tell me, tell me what are some ideas that you guys have. And we have a ton of free resources on that website as well. Drop us a five star review as always and let us know how we can best help you. Hello@TheDentalATeam.com. Thanks guys.
Category: Ethics, Jurisprudence and Malpractice, Financial Planning and Investments, Office Design, Practice Management, HR and Accounting
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Dentaltown Magazine
July 2026
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