The Dentalpreneur Podcast w/ Dr. Mark Costes 2413: Responding to Your Practice, Not Reactive to Chaos
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Dec 31, 2025 In this engaging discussion, guest Jake Conway, a financial strategist at DSI, tackles the pressing financial challenges facing dental practices today. He emphasizes the importance of adopting a performance mindset over an ATM mindset, which can sabotage growth. Jake introduces three financial stress avatars, clarifying controllable factors and highlighting key KPIs for practice health. His insights on optimizing hygiene as a profit center and effectively onboarding associates reveal how to transform teams into efficiency drivers. Prepare for a practical and thought-provoking session!
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Hygiene As An Impact Center
- Hygiene functions as an impact center that can be a profit driver and a payroll stabilizer.
- Measure hygiene both by production-versus-pay and by contribution-to-office production.
Measure Hygiene KPIs Rigorously
- Track hygiene KPIs: SRP, perio codes, fluoride, adjunct services, and coding accuracy.
- Use protocol, block scheduling, and coding to fix low perio production and acceptance.
Control Payroll Via Hygiene Metrics
- Keep hygiene salaries around 8–9% of collections and target 3.3x pay production per hygienist.
- If hygiene contributes too large a share of production, diagnose doctor-side underperformance and fix exam counts.