Season 2: Progressing your communication and sales with Bart Knellinger

Bart Knellinger from Progressive Dental Marketing discusses the evolution of his company, which started by helping dentists monetize large procedures and has grown to over 2,500 clients across the U.S., Canada, Mexico, South America, and Europe. He emphasizes the importance of treating a treatment plan as a plan to achieve a specific clinical outcome rather than offering multiple options, which can lead to patient confusion and poor decision-making. Knellinger also highlights the need for a long-term commitment to scaling a practice, noting that it can take up to 18 months to see results. He stresses the significance of having a dedicated team and proper execution to achieve success.

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Outline

Introduction and Initial Greetings

• Thomas Dooley greets Bart Knellinger and apologizes for any technical issues.
• Bart Knellinger mentions a recent meeting that ran over due to a Google algorithm update.
• Thomas Dooley shares his current location at his kids' office and plans to visit Bart in October.
• Thomas expresses excitement about attending an event with Tony Robbins.

Background on Progressive Dental Marketing

• Thomas Dooley introduces the topic of full arch implants and Bart Knellinger's expertise.
• Bart Knellinger explains the origins of Progressive Dental Marketing, initially focused on helping doctors monetize larger procedures.
• Bart discusses the challenges doctors faced in selling procedures like perio laser treatments without built-in urgency.
• The company evolved from training doctors on sales techniques to providing full-service advertising.

Growth and Expansion of Progressive Dental Marketing

• Bart Knellinger shares the growth of Progressive Dental Marketing from 2009 to the present.
• The company now has over 2500 clients across the United States, Canada, Mexico, South America, and Europe.
• Thomas Dooley highlights the positive feedback from implant reps about Progressive Dental Marketing.
• Bart mentions the upcoming annual conference in Orlando, featuring Tony Robbins and other speakers.

Annual Conference and Keynote Speakers

• Bart Knellinger describes the annual conference as a team event, emphasizing the importance of the entire team being on board with new initiatives.
• Tony Robbins will speak on day two, along with Andrew Bustamante from Everyday Spy.
• The conference focuses on psychology, sales, and leadership, with a theme of scaling a practice through large, transformative cases.
• Bart aims to provide a cohesive curriculum without random sponsor content.

Common Mistakes in Full Arch Implants

• Thomas Dooley asks about common mistakes doctors make when implementing full arch implants.
• Bart Knellinger emphasizes the importance of treating the treatment plan as a plan to achieve a specific clinical outcome.
• Bart explains the "X plus Y equals Z" philosophy, where X is the current state, Y is the treatment plan, and Z is the desired outcome.
• The biggest mistake is treating the treatment plan as a discussion or debate, leading to reactive decision-making based on financial considerations.

Importance of Long-Term Commitment

• Bart Knellinger discusses the need for a long-term mindset when aiming to grow a practice from $1 million to $4 million.
• He stresses the importance of realistic expectations and commitment to the strategy.
• Bart shares examples of practices that took six months to show a negative ROI but eventually succeeded.
• The success of a practice depends on the team's engagement, execution, and long-term commitment.

Challenges and Variables in Scaling a Practice

• Bart Knellinger highlights the challenges of scaling a practice, including the need for a good digital workflow and realistic price points.
• He mentions the importance of handling leads and closes effectively.
• Bart explains that Progressive Dental Marketing takes on a limited number of clients each month to ensure quality service.
• The success of a practice depends on various factors, including the team's readiness and the practice's clinical and business infrastructure.