In this strategic and energizing episode of Dental Drill Bits, Dana and Sandy unpack one of the most overlooked drivers of practice stability and growth, your annual planning session.

Together, they walk through the questions, metrics, team conversations, and leadership decisions that set the tone for a productive, organized, and profitable new year.

Sandy shares her trusted framework for evaluating practice performance, identifying bottlenecks, and turning missed opportunities into measurable goals. Dana breaks down how to communicate the importance of an annual planning meeting to your team—even if you haven't done one in a few years.

From KPI awareness and production forecasting to team agreements, CE planning, and SOP check-ins, this episode gives practices everything they need to create a clear, motivating roadmap for 2026.

If you want to stop drifting into the new year and instead design it—this episode is your guide.

In This Episode, You'll Learn:

• Why most practices drift into the new year unprepared—and how to fix it

• The must-track KPIs for evaluating your year-end performance

• How to hold a productive annual planning meeting (without turning it into a gripe session)

• What your team really needs to contribute meaningful input

• How agreements, policies, and SOPs eliminate frustration and set expectations

• How to turn dropped statistics into 2026 wins

• Why tracking new patient sources matters more than ever

• How to anticipate "slow" months and outflow your way into a full schedule

• CE planning and skill inventories for every position

• The importance of setting daily and hourly production goals

• Updates your website and systems may be overdue for

• The role of communication in shaping team culture and patient experience

Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert.
👉 www.IdentityDental.com

The #1 membership plan platform for dental practices — simple, secure, and patient-friendly.
👉 www.PlanForward.io

VoIP for dental practices that want fewer missed calls, better patient communication, and stronger scheduling.
👉 www.MangoVoice.com

• "Your success or your lack of it depends 100 percent on what happens within your own four walls."

• "Annual planning isn't paperwork—it's the heartbeat of a stable growing practice."

• "You can't improve what you're not aware of. Stats tell the truth."

• "Direction beats intention every single time."

• Email Sandy for details on Front Desk Pro Virtual Training: sandy@classicpractice.com

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• Share this episode with your office manager, dentist, or colleague!

In this eye-opening episode of Dental Drill Bits, Dana and Sandy Pardue tackle a topic few talk about openly — why some dentists genuinely love their profession while others can't wait to get out. Drawing from Sandy's experience consulting with over 600 dental practices, they reveal the defining difference: the dentists who thrive understand business and leadership, not just clinical care.

Together, they unpack why mastering people skills, systems, and practice management can transform dentistry from stressful to deeply fulfilling. From learning how to manage money and motivate your team to leading with gratitude and balance, this episode is packed with mindset shifts to help you fall back in love with dentistry.

If you've ever thought, "I hate being a dentist," this episode will remind you—it's not the dentistry, it's the missing business tools. You can learn those. You can take control. And you can love your work again.

Key Takeaways

• Business knowledge is the bridge between burnout and balance.

• Leadership and communication skills create calm, confident teams.

• Systems bring structure, and structure brings freedom.

• Appreciation and consistency are stronger than pay raises.

• Detachment and compassion prevent emotional exhaustion.

• A strong leader defines vision, sets expectations, and celebrates wins.

• You can't buy culture—you build it through trust and gratitude.

• Reignite your love for dentistry by investing in your people and yourself.

🎧 Listen Now: Dental Drill Bits on Apple Podcasts

🔊 Episode Sponsors:

Identity Dental Marketing
Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert.
👉 www.IdentityDental.com

Plan Forward
The #1 membership plan platform for dental practices — simple, secure, and patient-friendly.
👉 www.PlanForward.io

Mango Voice
VoIP that works for dental practices. Elevate your phone systems and never miss a patient call again.
👉 www.MangoVoice.com

In this episode of Dental Drill Bits, Dana and Sandy dive into one of the most challenging scenarios in any dental practice—when a team member refuses a task that's part of their role.

Inspired by a real Dentaltown post, Sandy breaks down what's really behind these moments, from unclear expectations and lack of training to blurred lines of authority. She shares how leaders can respond calmly, communicate clearly, and reset accountability without damaging trust.

Dana adds perspective on balancing empathy and authority, and how understanding communication styles can help prevent tension before it starts. Together, they offer practical, real-world advice to help practices turn moments of conflict into opportunities for clarity and growth.

• Most refusals come from confusion, not defiance.

• Clear systems and written expectations prevent recurring issues.

• Communication—both verbal and written—is the foundation of trust.

• Leaders must stay approachable while reinforcing accountability.

• Consistency in expectations leads to predictable, positive outcomes.

🔊 Episode Sponsors:

Identity Dental Marketing
Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert.
👉 www.IdentityDental.com

Plan Forward
The #1 membership plan platform for dental practices — simple, secure, and patient-friendly.
👉 www.PlanForward.io

Mango Voice
VoIP that works for dental practices. Elevate your phone systems and never miss a patient call again.
👉 www.MangoVoice.com

• Your team's energy is crucial for productivity.
• Statistics can enhance patient care, not detract from it.
• Tracking metrics helps connect efforts to results.
• Buy-in from the team is essential for success.
• Purpose should always come before profit.
• Celebrating small wins boosts team morale.
• Metrics can reveal blind spots in practice management.
• Accountability fosters a culture of improvement.
• Positivity is contagious within a team.
• Consistent actions lead to predictable outcomes.

🔊 Episode Sponsors:
Identity Dental Marketing
Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert.
👉 www.IdentityDental.com

Plan Forward
The #1 membership plan platform for dental practices — simple, secure, and patient-friendly.
👉 www.PlanForward.io

Mango Voice
VoIP that works for dental practices. Elevate your phone systems and never miss a patient call again.
👉 www.MangoVoice.com

✨ Upcoming Event – Don't Miss Out!
Want to take your front desk skills to the next level?
Join Sandy Pardue and the Classic Practice team for Front Desk Pro in Las Vegas on Friday, November 7, 2025.
This one-day seminar is packed with proven systems to reduce cancellations, boost treatment acceptance, and transform your patient experience.

Register now at 👉 www.ClassicPractice.com
Save $100 with code SecretSauce

💡 Episode Summary:
In this week's episode of Dental Drill Bits, Dana Pardue and Sandy Pardue tackle a topic every dental team faces but rarely talks about — complaining about patients. What starts as harmless venting can quietly poison your team's morale and even drive productivity down. Dana and Sandy unpack how negativity spreads through emotional contagion, why gossip never stops at patients, and how leaders can recognize when venting has crossed into toxicity.

Sandy shares real-world examples from decades in consulting — from Dentaltown discussions to lessons learned working alongside Dr. Westerman — revealing how great teams turn patient frustrations into opportunities for better systems and stronger relationships. Dana adds insights from psychology studies, showing how negativity lowers initiative and innovation across teams.

Together, they explore practical strategies to build a positive culture: using staff meetings as reset points, coaching through gossip, and creating team agreements rooted in empathy and gratitude. The episode closes with a challenge to listeners — smile first, meet people where they're at, and watch how kindness changes the energy of your practice.

🔊 Episode Sponsors:
Identity Dental Marketing
Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert.
👉 www.IdentityDental.com

Plan Forward
The #1 membership plan platform for dental practices — simple, secure, and patient-friendly.
👉 www.PlanForward.io

Mango Voice
VoIP that works for dental practices. Elevate your phone systems and never miss a patient call again.
👉 www.MangoVoice.com

✨ Upcoming Event – Don't Miss Out!
Want to take your front desk skills to the next level?
Join Sandy Pardue and the Classic Practice team for Front Desk Pro in Las Vegas on Friday, November 7, 2025.
This one-day seminar is packed with proven systems to reduce cancellations, boost treatment acceptance, and transform your patient experience.

Register now at 👉 www.ClassicPractice.com
Save $100 with code SecretSauce

Episode Summary:
In this episode, Dana Pardue Salisbury and Sandy Pardue unpack one of the most complex topics in dentistry: hiring an associate dentist. From knowing when your practice is truly ready to bring on another provider, to understanding why most associateships only last one to two years, this conversation blends humor, real-world stories, and practical numbers.

You'll hear how culture, contracts, and communication can make or break the associate relationship—and how to avoid costly mistakes that so many practice owners make when expanding their teams.

• Don't hire on a hunch. Use data—2,000+ active patients, 30+ new patients monthly—as your benchmark.

• Always use a customized legal contract; handshake agreements and borrowed templates lead to disaster.

• Culture and ethics matter as much as production.

• Get clear on who supervises the associate: owner vs. manager roles.

• Most associates leave within two years—alignment and transparency change that outcome.

🔊 Episode Sponsors:

Identity Dental Marketing
Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert.
👉 www.identitydental.com

Plan Forward
The #1 membership plan platform for dental practices—simple, secure, and patient-friendly.
👉 www.planforward.io

Mango Voice
VoIP that works for dental practices. Elevate your phone systems and never miss a patient call again.
👉 www.mangovoice.com

✨ Upcoming Event – Don't Miss Out!
Want to take your front desk skills to the next level? Join Sandy Pardue and the Classic Practice team for Front Desk Pro in Las Vegas on Friday, November 7, 2025. This one-day seminar is packed with proven systems to reduce cancellations, boost treatment acceptance, and transform your patient experience.

Register now at 👉 www.ClassicPractice.com and save $100 with code Secret Sauce.

Episode Summary
This week on Dental Drill Bits, Dana and Sandy open up about real-world customer service experiences that prove just how important it is to put yourself in the patient's shoes.

Dana kicks things off with her eye doctor visit, from tiny-font registration forms to confusing waiting rooms and perfume-passing that crossed the line. She then shares what her tire appointment taught her about easing patient anxiety and making sure customers leave with confidence.

Sandy brings her own story to the table about trying to buy fireplace logs, only to be talked out of making the purchase by the very person answering the phone. Together, they explore what it means to honor the customer's current concern, anticipate their questions, and create experiences that build trust.

If you've ever wondered how the smallest details can make or break customer loyalty, this episode will make you rethink every touchpoint in your practice.

Key Takeaways

• Always imagine yourself in the customer's position—what feels confusing vs. reassuring?

• Honor the customer's current concern, even if you think they need something else.

• Anticipate wants, questions, and needs before the customer even asks.

• Every interaction is an opportunity to build confidence—or lose it.

🔊 Episode Sponsors:

Identity Dental Marketing
Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert.
👉 www.identitydental.com

Plan Forward
The #1 membership plan platform for dental practices—simple, secure, and patient-friendly.
👉 www.planforward.io

Mango Voice
VoIP that works for dental practices. Elevate your phone systems and never miss a patient call again.
👉 www.mangovoice.com

✨ Upcoming Event – Don't Miss Out!
Want to take your front desk skills to the next level? Join Sandy Pardue and the Classic Practice team for Front Desk Pro in Las Vegas on Friday, November 7, 2025. This one-day seminar is packed with proven systems to reduce cancellations, boost treatment acceptance, and transform your patient experience.
Register now at 👉 www.ClassicPractice.com and save $100 with code Secret Sauce.

In this episode of Dental Drill Bits, Sandy Pardue and Dana Salisbury continue their step-by-step Hiring Series with one of the most sensitive and risky steps: the job offer.

Too many dental practices skip this or handle it haphazardly, leaving themselves open to misunderstandings, legal trouble, and even losing great candidates. Sandy and Dana walk you through why offer letters matter, what must be included, and how to avoid turning them into binding contracts.

From conditional vs. unconditional offers, to pay pitfalls (why you should never state an annual salary), to the benefits and reporting structure every candidate deserves in writing—this episode is a playbook for clarity, compliance, and culture. You'll also hear real stories from the field, red flags to watch for, and the right way to pair a congratulatory phone call with a solid written offer.

If you want to protect your practice, set clear expectations, and welcome new team members the right way, this episode is a must-listen.

• Every job offer should be conditional on something, background checks, license verification, or I-9 documentation.

• Avoid stating annual salaries; use hourly, weekly, or monthly to stay compliant.

• Offer letters should spell out pay, benefits, start date, reporting structure, and expectations—clearly and concisely.

• Always include at-will employment language (where applicable by state).

• Never promise future raises or bonuses in writing—leave those for separate agreements.

• Give candidates a clear deadline to accept, so you don't lose momentum with your second choice.

🔊 Episode Sponsors:
Identity Dental Marketing
Looking to stand out in a crowded market? Identity Dental Marketing builds brands that convert.
👉 www.identitydental.com

Plan Forward
The #1 membership plan platform for dental practices—simple, secure, and patient-friendly.
👉 www.planforward.io

Mango Voice
VoIP that works for dental practices. Elevate your phone systems and never miss a patient call again.
👉 www.mangovoice.com

✨ Upcoming Event – Don't Miss Out!
Want to take your front desk skills to the next level? Join Sandy Pardue and the Classic Practice team for Front Desk Pro in Las Vegas on Friday, November 7, 2025. This one-day seminar is packed with proven systems to reduce cancellations, boost treatment acceptance, and transform your patient experience. Register now at 👉 www.ClassicPractice.com and save $100 with code Secret Sauce.