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The Best Practices Show with Kirk Behrendt

The Best Practices Show with Kirk Behrendt

Written by: ACT Dental
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Welcome to The Best Practices Show, hosted by Kirk Behrendt, founder of ACT Dental (https://www.actdental.com/) and a leader in dental practice coaching. This podcast is your gateway to discovering the hidden gems and tactics used by the most successful dental practices worldwide. At ACT Dental, we have meticulously curated strategies that have consistently proven effective in elevating dental practices. Our podcast, The Best Practices Show, extends our commitment to sharing this wealth of knowledge. Each episode features interviews with renowned dental professionals and industry leaders who have made significant strides in their practices. They share their experiences, insights, and the challenges they've overcome, offering a unique perspective that you won't find anywhere else. Why should you listen to The Best Practices Show? Whether you're a seasoned dentist, a new practice owner, or somewhere in between, this podcast is tailored to inspire and educate. Our goal is not just to provide you with information but to transform the way you think about and run your dental practice. We delve into topics ranging from advanced clinical techniques and practice management to leadership skills and personal growth. Kirk Behrendt, a respected figure in the dental community, brings his vast experience and infectious enthusiasm to each episode, making complex topics both understandable and engaging. As the CEO of ACT Dental, Kirk has helped countless dental practices thrive by focusing on holistic development - professionally, personally, and within their community. Our commitment to authenticity and practical advice sets The Best Practices Show apart. We don't just talk about theories; we dive into real-life applications you can implement immediately in your practice. Our community-centric approach means we're always listening to our audience and constantly evolving our content to meet your needs. In addition to the invaluable insights from our guests, we also provide access to exclusive resources available through ACT Dental. These resources complement the podcast topics and give you a more comprehensive understanding and practical tools to apply in your practice. By subscribing to The Best Practices Show, you're not just gaining access to a podcast; you're joining a community of like-minded professionals committed to excellence in dentistry. So, are you ready to transform your practice and be the best version of yourself? Join us on this journey, and let's grow together. Hit subscribe and never miss an episode of The Best Practices Show – where we uncover the secrets to the success of the world's best dental practices, one episode at a time. Subscribe to The Best Practices Show on Apple Podcasts Join our community and start your journey towards a more innovative, more successful dental practice today!Copyright 2017-2025. All rights reserved. Economics
Episodes
  • 1111: Metric Mondays: Insurance Aging — How Long Are Claims Sitting Unpaid? - Carlie Einarson

    1111: Metric Mondays: Insurance Aging — How Long Are Claims Sitting Unpaid? - Carlie Einarson
    Oct 12 2026
    Insurance aging tells you how much money insurance companies owe your practice and how long those dollars have been outstanding. But when claims start sitting beyond 30, 60, or even 90 days, cash flow can quickly suffer. In this episode, Kirk Behrendt is joined by coach Carlie Einarson to explain how to read your insurance aging report, recognize when claims are becoming a problem, and create a consistent system for getting outstanding balances resolved. Learn what healthy insurance AR should look like, why clear ownership matters, and what your team can start doing today to improve collections. Listen to Episode 1111 of The Best Practices Show!Main Takeaways:Insurance aging shows how much money insurance companies owe your practice and how long those balances have been outstanding.The majority of healthy insurance AR should remain in the zero-to-30-day bucket.Growing balances in the 60-, 90-, and 90-plus-day buckets indicate that claims need more attention.Claims need a consistent follow-up process and a clearly designated team member responsible for resolving them.Clean claims with complete X-rays, notes, and required information can help prevent unnecessary payment delays.Insurance aging balances should decline over time rather than steadily increase from month to month.Start by identifying how much money is sitting in each aging bucket, then build systems to resolve the outstanding claims.Episode Chapters:00:00 Introduction to Metric Mondays01:00 What insurance aging means03:52 Signs your insurance AR is going in the wrong direction05:12 Finding where insurance money is getting stuck07:14 What healthy insurance aging looks like08:57 Assigning ownership and creating a follow-up system11:00 How to evaluate your insurance aging report12:42 Using reporting systems to improve insurance AR13:00 Wrap upGuest Bio:Carlie Einarson is a lead practice coach who has a passion for helping others succeed in the dental field. She loves helping to create a stable foundation for practices so both professionals and patients have a great experience every time they walk in the door!Carlie graduated from Utah College of Dental Hygiene. She has ten years of experience in the dental field, including clinical dental hygiene, front office, and leading teams.In her free time, she enjoys spending quality time with loved ones, traveling, skiing, playing volleyball, and golfing.Episode Resources:Check out our practice reporting guide:https://hub.smilesource.com/c/resources/practice-reporting-guide More Helpful Links for a Better Practice & a Better Life:Contact Gina to learn more about ACT: gina@actdental.comThe Best Practices Show: https://www.actdental.com/podcast/Smile Source Community Hub: https://www.actdental.com/community-hubUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com
    Show More Show Less
    14 mins
  • 1104: What's Really Being Said In the Operatory When You Are Not There! - Debra Engelhardt - Nash (Replay of 1028)

    1104: What's Really Being Said In the Operatory When You Are Not There! - Debra Engelhardt - Nash (Replay of 1028)
    Sep 25 2026

    As a dentist, you can present the best treatment plan—and still lose case acceptance if your team “translates” it differently after you leave the room. In this episode, Kirk Behrendt sits down with Debra Engelhardt-Nash, educator and founder of the Nash Institute for Dental Learning, to unpack what’s really being said in the operatory when you’re not there.

    You’ll learn how belief systems and “wallet biopsies” derail care, how to position assistants as clinical endorsers (not counterpoints), and how to train communication so patients hear one consistent message. Listen to Episode 1028 of The Best Practices Show!

    Main Takeaways:

    • Team members can unintentionally undermine treatment when they assume patients can’t afford or won’t value ideal care.
    • A simple reset is asking the assistant, “If this were your mouth, what would you rather have?” and aligning the recommendation accordingly.
    • The assistant’s role is to create a “perception of quality” even when the doctor is not present.
    • Standing physically with (not across from) the doctor signals unity and increases patient confidence in the plan.
    • Too many treatment options create confusion, and a confused mind often defaults to “no.”
    • Doctors should delegate parts of the explanation intentionally so assistants can reinforce the why, answer questions, and help the patient process fees.
    • Communication must be trained and rehearsed; it won’t improve by osmosis after a course, study club, or podcast.

    Episode Chapters:

    00:00 Intro

    01:11 Meet Debra Nash

    02:10 Rural Practice Dilemma

    04:41 If It Were Your Mouth

    06:24 Wallet Biopsies

    06:32 Dermatology Delegation Story

    10:09 Moment of Truth After Doctor Leaves

    10:36 Standing With The Doctor

    12:03 Jargon And Too Many Choices

    15:53 Training Without Scripts

    17:43 Team as Patient Advocates

    18:10 Veneers Parade of Shades

    18:46 Investing in Staff Smiles

    20:08 Retention and Loyalty Boost

    20:41 Empathy vs Sympathy

    23:57 Stop Apologizing for Care

    25:37 Recall Value and Exams

    26:23 Quality Without Doctor

    27:53 Train Communication Skills

    28:55 Programs and Contact Info

    30:47 Final Takeaways and Wrap

    Guest Bio/Guest Resources:

    Debra Engelhardt-Nash has been in dentistry since 1985 as a consultant, trainer, author and speaker. She has presented workshops nationally and internationally for numerous associations and study clubs. She is a repeat presenter for organizations including Chicago Dental Society Midwinter Meeting, the Yankee Dental Meeting, The Swedish Academy of Cosmetic Dentistry, and the Greater New York Dental Meeting. Debra has also appeared on several podcasts and webinars and authored several articles for dental publications.

    Debra served three terms as the President of the Academy of Dental Management Consultants who presented her their Lifetime Achievement Award as well as the Charles Kidd Meritorious Service Award. She is the Immediate Past President of the Academy for Private Practice Dentistry. She has been repeatedly recognized as a Leader in Consulting and Education by Dentistry Today and has been listed as top 25 Women in Dentistry. Debra is also the recipient of the Gordon Christensen Lecturer Recognition Award.

    Together with her husband, Dr. Ross Nash, Debra is the co-founder of the Nash Institute for Dental Learning – a post graduate training center in cosmetic and esthetic techniques and dental business administration training.

    Guest resources mentioned:

    • Nash Institute for Dental Learning: https://www.thenashinstitute.com/
    • Debra Engelhardt-Nash: https://debraengelhardtnash.com/
    • Text Debra: 704-904-3459

    More Helpful Links for a Better Practice & a Better Life:

    • The Best Practices Show: https://www.actdental.com/podcast/
    • Best Practices Association: https://www.actdental.com/bpa
    • Upcoming Events & Workshops: https://www.actdental.com/events/
    • Smile Source: https://www.smilesource.com/
    • Subscribe on Apple Podcasts: https://podcasts.apple.com
    • Subscribe on Spotify: https://open.spotify.com
    Show More Show Less
    31 mins
  • 1105: Gross Collection Rate vs Net Collection Rate — Which One Actually Matters? - Carlie Einerson

    1105: Gross Collection Rate vs Net Collection Rate — Which One Actually Matters? - Carlie Einerson
    Sep 28 2026
    Are you collecting everything your practice produces, and do you know how much dentistry you are writing off before those dollars ever become collectible? In this episode, Kirk Behrendt talks with Carlie Einarson, an ACT Dental coach, about the difference between gross collection rate and net collection rate and what each metric reveals about your practice. You’ll learn how to calculate both rates, identify gaps in your collection systems and business model, accurately track write-offs and adjustments, and use your production and collection reports to establish a clear financial baseline. To understand which collection metrics matter and what your numbers are telling you, listen to Episode 1105 of The Best Practices Show!Main Takeaways:Gross collection rate measures collections divided by gross production and reflects how much of total production ultimately becomes cash.Net collection rate measures collections divided by net production and shows how effectively the practice collects the dollars it expects to receive after adjustments and write-offs.A low net collection rate can point to gaps involving patient balances, insurance accounts receivable, financial arrangements, same-day collections, or inconsistent collection processes.A strong net collection rate paired with a low gross collection rate can indicate significant write-offs from PPO adjustments, discounts, redo dentistry, membership plans, or other adjustments.Practices should bill their full fees and accurately categorize write-offs and adjustments to understand the financial impact of their business model.A practice should aim to collect 100% of its net production because net production represents the collectible dollars owed to the practice.Reviewing gross production, net production, and collections over the previous six to 12 months provides a baseline for identifying problems with write-offs, adjustments, collections, and accounts receivable.Episode Chapters:00:00 Metric Monday intro02:02 Defining gross and net collection rates.04:13 What a low net collection rate indicates.05:17 What a low gross collection rate indicates.06:00 Using the numbers to understand your practice.06:54 What strong collection performance looks like.08:11 Accurate fee schedules and write-off tracking.10:13 Calculating gross and net collection rates.12:13 Why practices should collect 100% of net production.13:25 Final tips and wrap upGuest Bio/Guest Resources:Carlie Einarson is a lead practice coach who has a passion for helping others succeed in the dental field. She loves helping to create a stable foundation for practices so both professionals and patients have a great experience every time they walk in the door!Carlie graduated from Utah College of Dental Hygiene. She has ten years of experience in the dental field, including clinical dental hygiene, front office, and leading teams.In her free time, she enjoys spending quality time with loved ones, traveling, skiing, playing volleyball, and golfing.More Helpful Links for a Better Practice & a Better Life:Contact Gina to learn more about ACT: gina@actdental.comThe Best Practices Show: https://www.actdental.com/podcast/Smile Source Community Hub: https://www.actdental.com/community-hubUpcoming Events & Workshops: https://www.actdental.com/events/Smile Source: https://www.smilesource.com/Subscribe on Apple Podcasts: https://podcasts.apple.comSubscribe on Spotify: https://open.spotify.com
    Show More Show Less
    15 mins
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