[REPLAY] Annual Planning Power Moves: How to Build a Stronger Practice in 2026
Dental Drill Bits with Sandy Pardue and Dana Pardue
Release Date: 01/12/2026
The ROI Obsession That’s Costing You Growth
Dental Drill Bits with Sandy Pardue and Dana Pardue
Dentists are trained to think in formulas. Spend X. Get Y. Measure it. Optimize it. So when marketing doesn’t deliver immediate, perfectly trackable ROI, the reaction is often the same: turn it off. In this episode of Dental Drill Bits, Dana and Sandy are joined by Grace Rizza, CEO of Identity Dental Marketing, to challenge that mindset. Grace breaks down the three buckets of marketing every practice must understand: foundational credibility, lead generation for high-intent patients, and brand recognition that builds long-term authority. Each bucket has a different purpose, a different...
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Clarity is Accountability
Dental Drill Bits with Sandy Pardue and Dana Pardue
You introduce a new system. A new expectation. A new metric. And someone struggles. They’re not aggressive. Not insubordinate. Not openly defiant. But they’re hesitant. Slow. Guarded. Quietly pushing back. So the question becomes: Do we show empathy? Or do we hold accountability? In this episode, Dana and Sandy unpack the reality that most employees aren’t resistant to change — they’re protective of competence, routine, and confidence. But understanding human behavior does not mean lowering standards. Drawing on research from McKinsey & Company showing that nearly 70 percent of...
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When Letting Go Isn't Clear Enough
Dental Drill Bits with Sandy Pardue and Dana Pardue
What happens when a termination feels clear to leadership—but not to the employee? In this episode of Dental Drill Bits, Dana Pardue Salisbury and Sandy Pardue unpack a surprisingly common scenario: an employee is told they’re being let go, only to return to work days later like nothing happened. Through real dental office experiences and a famous Larry David story that inspired a Seinfeld episode, they explore the psychology behind denial, shame, and stress—and why documentation and written follow-through aren’t HR formalities, but essential leadership tools. You’ll learn how...
info_outline![Why Dental Marketing Fails—and What Actually Works [Replay] show art](https://assets.libsyn.com/content/198236115?height=50&width=50)
Why Dental Marketing Fails—and What Actually Works [Replay]
Dental Drill Bits with Sandy Pardue and Dana Pardue
What if your marketing isn’t the problem—but your expectations are? In this episode, Dana and Sandy welcome Grace Rizza, the powerhouse behind Identity Dental Marketing, to break down why most dental campaigns fall flat—and what actually works. From unethical agencies to underfunded ad budgets, Grace unpacks the truth most marketers won’t say out loud. If you've ever felt burned by a marketing agency, overwhelmed as a startup, or scared to go fee-for-service—this one’s for you. You’ll learn how to: ✅ Spot the difference between strategic marketing and expensive...
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It's Procedural, Not Personal
Dental Drill Bits with Sandy Pardue and Dana Pardue
Episode Description Most managers don’t avoid tough conversations because they’re hard. They avoid them because they’re awkward. In this episode of Dental Drill Bits, Dana and Sandy tackle the real-world issues that show up in nearly every dental practice: sloppy scrubs, chronic tardiness, missed clock-ins, appearance concerns, and employees who seemed perfect in the interview but show up very differently on the job. The problem isn’t the people. It’s the lack of clear expectations. Sandy shares decades of experience helping doctors and managers shift these conversations away from...
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Making Numbers Matter
Dental Drill Bits with Sandy Pardue and Dana Pardue
Episode Summary Tracking statistics does not have to feel like micromanagement or extra work. In this episode of Dental Drill Bits, Sandy Pardue and Dana Pardue Salisbury break down why teams push back on numbers and how leaders can shift compliance into cooperation. You will learn how the right statistics eliminate micromanaging, create clarity, and help teams feel confident in their roles. Sandy shares real world examples from decades in dentistry, practical ways to assign metrics by position, and where practices should start if statistics have never been consistently tracked. What...
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Patient Referrals Aren't Just Luck
Dental Drill Bits with Sandy Pardue and Dana Pardue
Episode Summary Most dental practices don’t actually have a referral problem — they have a system problem. In this episode of Dental Drill Bits, Sandy Pardue and Dana Salisbury break down why referrals don’t happen by chance, how inconsistent service and communication quietly sabotage growth, and what simple systems practices can put in place to earn consistent, high-quality referrals. Through real-world service examples, team accountability strategies, and practical chairside scripts, this conversation shows why referrals are a byproduct of confidence, consistency, and gratitude — not...
info_outline![[REPLAY] Annual Planning Power Moves: How to Build a Stronger Practice in 2026 show art](https://assets.libsyn.com/content/197375065?height=50&width=50)
[REPLAY] Annual Planning Power Moves: How to Build a Stronger Practice in 2026
Dental Drill Bits with Sandy Pardue and Dana Pardue
Episode Summary 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...
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[REPLAY] The Pulse of the Practice: Balancing Team Energy and Measurable Success
Dental Drill Bits with Sandy Pardue and Dana Pardue
In this episode of Dental Drill Bits, Dana and Sandy discuss the importance of measuring team energy and performance metrics in dental practices. They emphasize that while patient care is paramount, tracking statistics can enhance care quality and team morale. The conversation explores the concept of buy-in from team members, the significance of accountability, and how metrics can serve as tools for improvement rather than judgment. The episode concludes with actionable steps for practices to foster a positive culture through measurement and celebration of achievements. takeaways Your team's...
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[REPLAY] Job Descriptions Might Be Costing You Great Hires
Dental Drill Bits with Sandy Pardue and Dana Pardue
Episode Summary: In this episode of Dental Drill Bits, Sandy Pardue and Dana Salisbury explore the often-overlooked power of a well-crafted job description. They explain why generic or outdated descriptions can set your practice up for failure—creating confusion, legal risk, and missed hiring opportunities. You’ll learn what must be included, how to stay compliant, and why being transparent about your expectations (including physical demands and performance metrics) is key to attracting the right candidates. If you're serious about improving your hiring process and retaining top...
info_outlineEpisode Summary
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.
Show Notes
In This Episode, You’ll Learn:
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Why most practices drift into the new year unprepared—and how to fix it
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The must-track KPIs for evaluating your year-end performance
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How to hold a productive annual planning meeting (without turning it into a gripe session)
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What your team really needs to contribute meaningful input
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How agreements, policies, and SOPs eliminate frustration and set expectations
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How to turn dropped statistics into 2026 wins
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Why tracking new patient sources matters more than ever
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How to anticipate “slow” months and outflow your way into a full schedule
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CE planning and skill inventories for every position
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The importance of setting daily and hourly production goals
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Updates your website and systems may be overdue for
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The role of communication in shaping team culture and patient experience
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 for dental practices that want fewer missed calls, better patient communication, and stronger scheduling.
👉 www.MangoVoice.com
Links & Resources
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Email Sandy for details on Front Desk Pro Virtual Training: sandy@classicpractice.com
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Follow us on Facebook: Dental Drill Bits
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Share this episode with your office manager, dentist, or colleague!