Practice Profit Accelerator Podcast

The 3 Choices That Will Turn This Season Into Our Strongest Season

Q4 is here, and it asks more of you. The schedule is filling up, patients are scrambling to finish their dentistry before the year ends, and pressure is about to reveal who your team really is. In this episode of the Practice Profit Accelerator Podcast, Kevin and Scott boil the final stretch down to three choices that can make it your strongest season yet: pace, poise, and presence.

Pace means doing the math on your goals, protecting your standard, and avoiding two traps: rushing toward the finish line or coasting into a half-empty December. Poise means holding steady when patients ask “Can I wait till January?” Don’t get defensive, don’t apologize, and as Scott puts it: “Guide, don’t give up.”

And finally, presence: what Scott calls the whole deal. It’s the biggest gap in most practices, and it shows up everywhere from the doctor’s diagnosis to the phone call that gets a patient scheduled. Kevin shares a six-word reminder worth posting all over your office: “Wherever you are, be all there.” You’ll also hear why presence starts with your morning routine and your drive home, and how to build it into every patient interaction.

Listen now, bring your whole team along for the ride, and finish 2026 strong. Because, as Kevin reminds us, the patient in front of you doesn’t know how full the schedule is. They only know whether you were truly with them.

Practice Focus with Scott

Highlights:

In this Practice Focus session, Scott walks through the meeting he calls the most important one for your practice’s success: Master the Month. It’s reverse engineering in action. Most practices look backward at production. Master the Month starts with what’s coming. You map collections already in the bank, expected insurance, and exactly who owes you money. Then you layer in where the real opportunity lives: new patients on the books, decision visits and their treatment value, 30/60/90 follow-ups, unscheduled treatment, hygiene and continuing-care opportunities, and referral sources. Every opportunity gets a patient’s name and an owner on the team. Once the numbers are added up, you know early in the month whether you’re above your goal or have a gap to close, and where the missing production will come from.

Scott then shows how to keep that plan alive week to week with the 7x7, a weekly patient impact meeting for the doctor, the treatment coordinator, and a small group of key players. The meeting has two halves. In the “last seven,” you review every patient presented treatment over a set dollar amount, plus any open big cases, and agree on next steps. In the “next seven,” you confirm labs, payments, new patients, and decision visits so the team walks in fully prepared. Scott compares it to watching game film. It turns Master the Month from a plan into accountability, and it helps your existing capacity produce more without adding hours. As Scott always puts it, “Where your focus goes, your practice grows.” So turn your attention toward maximizing your SMART work and minimizing your HARD work.