Episode 230 – Implant Marketing Mastery

“Sixty implants at $4,000 a piece … that’s $240,000 that’s going to be coming through my office in a two-week window from implants alone.” ~Dr. Chad Johnson

Wait… Dr. Chad scheduled 60 implants in the last two weeks? It can be done!

In this episode of Everyday Practices Dental Podcast, co-host Dr. Chad Johnson discusses the marketing tactics he used to go from 100 dental implant placements in a year to 60 dental implant placements in two weeks. This isn’t just bragging – this is a blueprint behind Dr. Chad’s remarkable success, from identifying potential implant candidates within his current patient base to leveraging advanced technology like the Yomi Robotic-Guidance Dental Implant System. 

If you aren’t currently placing implants, you might not think this episode pertains to you, but the examples Dr. Chad discusses can apply to other areas of your practice. You’re going to learn about the power of proactive patient outreach, the impact of integrating exciting advanced technologies into your day-to-day practice workflows, and the art of crafting compelling marketing messages to attract implant candidates. 

Strategic thinking is the name of this game! And as you listen to this episode, think about the following:

• What strategies can you implement to effectively reach out to potential implant candidates and communicate the value of dental implants?
• What are the benefits of integrating advanced technologies, like Yomi, into your practice?
• How can you create personalized and compelling messages that resonate with your patients?

EPISODE TRANSCRIPT

Regan 0:01
Hi, Doctor. Regan Robertson, CCO of Productive Dentist Academy here and I have a question for you. Are you finding it hard to get your team aligned to your vision, but you know, you deserve growth just like everybody else? That’s why we’ve created the PDA productivity workshop. For nearly 20 years, PDA workshops have helped dentists just like you align their teams, get control of scheduling, and create productive practices that they love walking into every day. Just imagine how you will feel when you know your schedule is productive, your systems are humming, and your team is aligned to your vision. It’s simple, but it’s not necessarily easy. We can help, visit productivedentist.com/workshop that’s productivedentist.com/workshop to secure your seats now.

Dr. Chad Johnson 0:47
When you think about 60 implants at 4000 apiece, you know, to, from implant placement to restoration, that’s $240,000 that’s going to be coming through my office in a two-week window from implants alone and that’s huge.

Regan 1:06
Welcome to the Everyday Practices Podcast. I’m Regan Robertson and my co-host, Dr. Chad Johnson, and I are on a mission to share the stories of everyday dentists who generate extraordinary results using practical proven methods you can take right into your own dental practice. If you’re ready to elevate patient care and produce results that are anything but ordinary. Buckle up and listen in.

Dr. Chad Johnson 1:38
Hello, everybody, welcome to Everyday Practices Dental Podcast, this is your host, Chad Johnson and this is a monologue. Today, I am wanting to discuss dental implants and the marketability of those. This might not pertain to everyone but this is going to be a quick discussion on how I got 60 implants in the last two weeks to be placed and so I typically do a couple 100 implants a year, so nothing outstanding, but at the same time, you know, legit, and we are getting Yomi robots and so we’re going to be doing a podcast coming up with a couple of Productive Dentist Academy doctors that have done Yomi training and that they have it in their office. I am getting mine, I got mine installed last week and we’re doing training over the next couple of weeks. So if you have any questions that you’d like to bring up about the Yomi, robot and the potential for that, because I’m like the 200 and 20th ish customer in on Yomi and I wanted to for your sake be able to talk to you about that Yomi is a robot that helps place the implant in the right xyz coordinates exactly where you plan it. So the robotic arm you hold like a drill, and the handpiece goes in and places the implant, the osteotomy site and implant placement, exactly where you plan it on the CT, the patient wears something on their, their teeth, a fiducial marker, marker that helps us be able to find on the CT, where it is in real time. So if the patient moves, the robot knows where the patient is moving. So hopefully that’s a quick explanation of what Yomi is, of course, you can YouTube and see you know what the Yomi robot is or Yomi dental robot. So I wanted to talk to you about how I got 60 implants in the last two weeks, to, lined up and what we did was I went through the schedule, and this is something that you can plan ahead on. So I’ll talk about that in a minute but we didn’t have anything of a certain code marked in patients schedules or in their treatment plans so that way, we’d be able to find edentulous spaces.

Dr. Chad Johnson 3:56
So I have two offices, I went through the calendar, and I spent a couple hours to go back the last of 14 months, I went back, you know, 14 months into the schedule at one office and two hours at the other office the next day. So I spent a Friday afternoon and a Saturday morning, a couple hours and a couple hours for hours total, finding all the edentulous spaces in all the patients that we have. Then what we did was I you know, right, opened up their chart and I would look for which patients like which you know teeth are missing and can I open up their CT scan and place an implant into that site and, and sure enough, I you know, could find room to place an implant and if they were halfway just halfway a good candidate. What we did was we started making a Google sheets on Google Sheets. You can make an Excel file but the cool thing about Google Sheets is it’s, it’s online, and so it’s in real time so other people can be working on it and updating it and you can see their updates while you’re working on it and it’s not like someone has to have the master copy and only one person can be working on it at a time. Hopefully that makes sense that it’s synchronous, synchronized, synchronous working and so when I was, I made a template, and I’m gonna bring that up here. So on my Google Sheets, and I labeled it Yomi implant candidates, I have the patient’s name in the next column, the tooth number, whether we emailed them or not, and whether we called them or not, and when. So we wrote down the date that we emailed and called, then I made a video on my phone, a vertical video and what we did then was we uploaded it to YouTube as a short, and it was a private video, so other people can’t see this video, except if you have the link and so we made a YouTube video and I embedded that into a text to send to the patient saying, “Hey, just curious, you know, Dan, if you want to have the implant placed on your upper left molar, let’s say, something like that and, and if you want to get a hold of us, you know, feel free to call Sally at this phone number five, five blank, and an ask about the huge discount that we’re offering.”

Dr. Chad Johnson 6:16
Now typically what we do from start to finish, because we, we place the implant, and then we restore it for a single tooth, we do $6,000 Other people might have a better pricing and stuff like that, but let’s just say that, you know, at at the rate that we’re at, that we’re charging 6000 bucks, what I did for this implant training was I said, “We’re offering $2,000 off.” Huge discount, relatively speaking, right and I’ve never done this in the 19 years that I’ve placed implants, but we offered 2000 off. So now, now $4,000 was six, you know, do one tooth, you can do four teeth, stuff like that and along those lines, too, there were some people that came in that we were talking about doing full arch stuff and so I cut the price by 1/3 and so typically a $30,000 arch I said I’ll do for 20 and we’re trying to the yummy company said they’re coming in for two weeks of training, and they want to have implants lined up. Well, I took them literally and I was like, “Okay.” So I ended up finding 200 patients in my schedule, that we could email, the YouTube video email and ask if they wanted to do this call and send a text. So I tried hitting every medium without being obnoxious. and it’s interesting how many patients that we got lined up within a two-week window, you know, of of them saying, “Hey, you need to line up the patients.” it might have been two and a half weeks, I don’t think it was quite three weeks but right at the two to three-week mark, we started, you know, getting a hold of the patients and I was really shocked because here’s why two out of the I’m a fee for service office, and I don’t have a lot of patient volume. So I thought it would be advantageous for you guys to hear because you guys probably and possibly you probably have twice the amount of patients that I do, and you possibly have three or four times the amount of patients that I do, just by volume of PPO stuff, when you do have a higher volume of patient history, you could go back 24 months, you could go back five years and you don’t have to necessarily do it but interestingly, I had some of my admin people looking at over about three weeks ago, and we had 15 patient, 12 patients lined up and so I told my assistants, “Hey, I want you to go through the schedule and I want you to look at these couple columns for you, assistant number one, I want you to go through the hygenist column number one and column two and go back and then write down you know, like names of edentulous spaces, candidates and then you know, assistant two you look at hygiene is three and hygiene is four. So you guys just split that up, work backwards, see how far back you go.”

Dr. Chad Johnson 8:54
They went back a couple of months and I found that it was easier and more comprehensive if I went into the chart, and you could train someone to do this, but it was kind of cutting it close on time. So I just went through, they found 15 more. So we were at 27 and I was like, “Man, I know we should be able to have more.” I came up with that I finished the list after the four hours that I committed on that Friday, Saturday, and I was at 200 patients. So I recorded a personal video to each of the 200 patients and I tried making it 20 seconds and sometimes it was pushing 30 seconds and I’d be like, “Hey, Dan,” and I already said this, but you know, “Hey, Dan, good seeing you the other day,” and I’d make it real personal, you know. “Hey, Dan, hope the kids are doing good. Great to see you last week. I know we talked about the implant but did you know that we’re offering a huge discount for the second the third week of April? If you’re interested in hearing more call Sally at 555 this and that,” and it was interesting, then we started getting more calls and I started sending out these 200 and I’ll just tell you, so like if I have fewer than 2000 patients, and I got 200. So I found 10% of my people had had edentulous spaces that we could fill and it was interesting then out of the 200 that we got, so we ended up finding 24 patients, and they’re 60 implants. So about three implants per person, you know, on average, some of them are single implants, some of them are full arch, some of them are full arch, double arch and then we would flag those people in the Google sheet as green for go and I would put in exactly what size of implant that we have. So that way, we were ordering just the implants that I pre-planned so we didn’t have this huge inventory that we had to worry about and then if someone said, you know, I’m thinking about it, we marked those people in yellow and then if someone said, you know, I’m not interested in at all, then I put them in red and swung them down to the bottom of the list aecause I don’t want to, you know, bother those people, if they’re not interested, or now’s not a good time. I don’t want to be, you know, like a salesman, that’s, you know, trying to be a jerk but at the same time, I wanted everyone to know.

Dr. Chad Johnson 11:10
I thought you guys would find it interesting that I with fewer than 2000 patients found 200 patients that have edentulous spaces, and you guys could start marking that in your chart if you had a fake code for you to mark that. So that way you could look for those later and we marked down which teeth and out of the 200 patients, I got 24 of them to say, yes. So about, you know, what we went from 2000 to 200 to 20 and I have 60 implants. Now, if you think about it, even at a discounted cost at a you know, offering a discount, which is a next small point that if you’re offering some kind of discount, it can be awesome, because we got a lot of response from this. I’ve never done that before but we just said we’re doing this limited offering of implant training and, and people thought that was really cool. They didn’t think, “Oh, I’m a guinea pig and stuff like that.” I’d tell you what 24 People are about 1% of your patient population is going to say yes, but you have to reach out to them and shooting the video also took a lot of time, it was a handheld video we actually had to stay on. So it was kind of done right. You know, so I had my phone up, and I recorded a message, you’re looking into the camera, and I was looking on the screens, you know, to say, “Hey, Dan, you know, the upper left tooth that’s missing, I was just contacting you about if you’re interested in getting those replaced,” or you know, something like, “Hey, Janet, you know, last year you came in, and you were talking about your denture problems, I’ve got quite an offer for you. Now, it’s still expensive, but we’re offering about a third off. If you’re interested in hearing more about it, it’s specifically for the second the third week of April, give us give Sally a call,” and she would you know. These people would call and I’ve got 60 implants, when you think about 60 implants at 4000 apiece, you know to from implant placement to restoration, that’s $240,000 that’s going to be coming through my office in a two-week window from implants alone and that’s huge. If I could keep on doing that where I’m placing 30 implants a week, heck, yeah, that’s awesome.

13:24
If you have any comments or questions in your on Facebook, where you see this post, feel free to post comments and questions below. If you have any questions that you want to send directly to meet to ask more. For more details, it’s chad@productivedentist.com and I think that should wrap us up but I was excited to let you guys know, I found 60 implants in two weeks and I just had to mine them, I had to work for him. I had to you know, contact the patients and we were diligent about emailing, calling, texting and, and you know, even uploading a YouTube video for patients to watch to see the connection that I was trying to make, “Hey, I care about you know, your mouth and I want to offer you a special offer.” So curious if you guys give that a try, if you can, you know, put below that. Yeah, it worked well for you too but if I can find 60 in a small fee for service practice, to practices that come less than, you know, 2000 patients, your success rate should be that you’re finding about 10% of your patients have edentulous spaces that need implants or more, right, I mean or more and that out of those 10%, that 10% of those or 1% of your total population, your practice population, that you should be able to be placing some implants awfully soon, even if it’s at a discount the volume that you’re doing. I ordered implants through my implant dealer and they gave me a discount. I use you know, nice implants and which typically don’t have as stark of a discount, but they were even, you know, I told him I said, “Hey, I need about 60 implants.” He’s like, “Oh, I can cut you a deal.” So that was really cool to keep that in mind. Any questions list below, shoot me an email. Hope you have a great week. Regan, we’ll be back soon but for the next couple episodes, I’m probably monologuing just so you know, look forward to that and I’m looking forward to you being a listener in the car and on the way to work and stuff like that. Thanks for listening to Everyday Practices Dental Podcast.

Regan 15:32
Thank you for listening to another episode of Everyday Practices Podcast. Chad and I are here every week. Thanks to our community of listeners just like you and we’d love your help. It would mean the world if you can help spread the word by sharing this episode with a fellow dentist and leave us a review on iTunes or Spotify. Do you have an extraordinary story you’d like to share or feedback on how we can make this podcast even more awesome. Drop us an email at podcast@productivedentist.com and don’t forget to check out our other podcasts from Productive Dentist Academy at productivedentist.com/podcasts. See you next week.