Dental Clinic Marketing Goals: Scale a Membership Program to 365 Members in 12 Months

what's up everybody welcome to another exciting episode of the automatic patient podcast I am your co-host today Jordan Comstock Dan is not with me today he is practicing Dentistry I'm hanging out uh with friends in the dental industry and I wanted to bring a special guest on our show today her name is Gina ker Gina welcome to the show thank you so much for having me I'm very excited to be here yes Gina is an office manager for a practice uh the name of is Pioneer

Valley Dental Arts and I wanted to bring her on the show today because she's uh they they've launched a a patient membership program and she's grown it very quickly in a short amount of time so I'm like Gina I gotta know what you're doing and I gotta get your tips out to the people that listen to our podcast and anyone that uses boomcloud so she's kind enough to come hang out with me today and and discuss strategies that have worked for her office so Gina again

welcome to the show thank you I look forward to sharing our tips yes it's gonna be awesome so Gina for our audience tell people how you got into Dentistry how did you get into the current role you're in today let's learn a little bit about you sure I was always interested in the dental field I don't know if it was particularly Dental or healthare in general particularly preventive healthare but I did did find myself in hygiene school shortly after graduating high school uh I was hired

straight out of hygiene school to the practice that I'm at now hner Valley Dental Arts as a hygienist um that was in 2011 a few years in I wanted a little bit more for myself I was more drawn to the business side of Dentistry I didn't know if it was marketing management uh research I'm very lucky that uh the practice owners that mentored me when I first was hired they really wanted to see and they were very supportive of my growth I went back to school

I obtained my master's degree in 20 yes I dabbled in little areas side projects while still maintaining my career here um in education research marketing all of it just to experience where my true strengths were and it resulted in St being where I am and just transitioning and being promoted from hygiene to practice manager with the support of the practice owners so I've been in this role for about two years now and I love it it's a it's a great challenge I can stick to my

roots of hygiene but still utilize my management and uh business skills that I've developed over the years and it's it's a really nice compliment for me I love it uh uh so I have a similar story as you I I didn't go to hygiene school but I my dad owns a dental lab well my grandpa he owned it first and then it passed on to my dad and I ran the dental lab for about eight years and I was very similar to you I the first

thing I learned how to do was wax a gold crown right and I thought that was really cool a lot of cool things that uh I still use today from the dental lab uh era of my career but I uh same thing I'm like I love the business side of dentistry and I converted over to that and I experiment with marketing and I went to school and I my dad's like I don't want to spend money on a on a website because it's too expensive and

I'm like well we need a website and then that's why I got in a tech is because I said I volunteered and said hey I'm willing to go learn and figure out how to build a website and that's what got me into dentl Tech right so very similar uh in dentist year for a long time on the clinical side and and had a passion towards the business side of of dentl so that's really cool I love it yes and so you've been two years in the

office manager seat uh over there at Pioneer Valley Dental Arts uh and how's that been going for you still learning I bet I learn something new every day I don't think that this is a skill that you you know you you don't hit the maximum level of knowledge and experience ever because everyday is different every experience is different I'm learning from the patients I'm learning from my team I'm learning from my practice owners every day is a new experience and that was what I think with

hygiene you you learn everything you need to know and every day feels very similar so in this role I just feel like I'm always on my toes and I'm always ready ready to learn ready to work yeah I think as long as as long as you keep that mindset in in general you anyone can be successful with a a learning mindset uh I've been a CEO for uh eight years years now and I am still learning and still being challenged every day it's wild so right

I I think do you have any favorite like business books that you've read I don't know if you're a big reader or audibles you know I'm just staying as current as I can with the field itself because it's constantly changing yeah and that's that's been my focus right now sure no that's great I think um one of my business books on this topic before we get into all the nitty-gritty questions here I'm going to ask you um I love the book traction um it is a

management book on how to manage people whether you're in a dental office or a software company or or whatever and uh they have a concept called EOS which stands for entrepreneur operating system and it teaches you how to operate a a like a practice for example off of scorecard s and how to manage people it's probably one of my favorite management books uh in regards to just managing business dentistry software whatever it's a good foundation so that sounds like a very interesting book yeah attraction by

Gino Wickman there's a lot of like Dental consultant Dental Business Consultants that will teach their their Concepts it's one of my favorite um it's one of my favorite books and that that's a that for those listening that book helps um helps you get your team aligned with your vision and what you're trying to achieve within your practice so in this case in today's episode we're going to talk about how Gina achieved a a great growth with a with her membership program and um the the book

traction will talk about how do you get all the people aligned together which you probably naturally did but it gives you some methodology behind uh the madness right so favorite book traction so all right let's get started Gina let's let's get let's put you on the hot seat okay I'm ready all right so Gina GRE grew their membership program in a year uh from scratch uh from zero membership patients to uh 365 active patients and growing you guys are you there's some Trends it sounds like

you're signing up 30 patients roughly a month so um the data we're going to be talking about today is going to be different you know two three months moving for because Gina's a rockar and she knows what she's doing so Gina let's talk about that so you've you're a year in with your membership program 365 active patient membership patients paying roughly $3.99 for a yearly subscription or $39.99 for a monthly subscription uh you know which is a healthy recurring Revenue amount for the the practice um

but that's just the beginning of the story right there's a lot more benefit both on the patient side and the practice uh ownership s side of scaling and membership program so first question for you Gina how did you do it how did you grow your me the membership program to 365 in one year when I transitioned from dental hygiene to practice management that was my priority that was the first conversation I had with my practice owners that I wanted to build a membership program I wanted

to improve our patients internal access to the Optimal Care that we're recommending to them and I knew a membership program would be the most successful way to improve our diagnostic acceptance rates sure so how I did it I think one of one of the reasons why I feel like we've been consistently growing and consistently successful with it is that my goal with developing our membership was to educate and Empower our clinical team and not just our admin team when it came to promoting our membership typically

everything Financial or any anything Insurance related our clinical team will defer those conversations to our admin team gotcha our admin team is wonderful they're very educated they're very much in tune with our patients needs as well as the industry itself however one of the most strongest bonds that you will find in the dental practice which makes a dental practice successful is that bond between the patient and their provider whether that be their dental hygienists or their dentists they trust those recommendations they look forward to seeing

and hearing from their provider and I knew that that was really the golden ticket for this to take off um oh yeah I wanted our hygiene team and our doctors and our assistants to nurture the conversation and the discussions of their membership the same way they would with any other recommendation that they would clinically um I think psychologically when the provider that a patient trust is one able to personalize why this membership is suited for this particular patient and two can simplify the entire animal of

the finances and the quote coverage it truly makes the decision an easy one for them to make and they're often saying yes before they're even leaving the chair so so empowering the clinicians the clinical side of Denistry uh yeah I've seen this a lot with successful practices where they have they've empowered not only not not only the front office team right or the admin team but they really get their hygienists assistants and the doctors aligned to the concept of the benefits of a membership program for

the patient and the patients listen right I this is this is how this is how boring I get sometimes one day I literally went and sat in an off dental office for like three hours just observing how they were growing their membership program because this is how geeky I get Gina right lit I literally sat and that is one that is one key element that I observed is that their their doctors and their clinical staff were educating and talking about it as well as the the

admin staff right or admin team I like the word team better than staff um staff is an affection team is who we hire to get things done right exactly we say that same thing we see the same thing here staff is an infection yeah team I like team I call my team team I never call them staff so let's just get that out of the way no that is that is really interesting that it often I I see practices abdate not delegate but abdate abdate abdate

to the admin team and to your point to your point yes they have some influence in regards to PO plans most likely right but your CL your clinical team has way more influence both on the clinical side and on the financial decision-making side I think that's a wise observation that you made and when you first started your role I love that that was your mindset um it's so rare to hear that in dentistry today where most people will try to abdate the roles and responsibilities to

the admin team and the clinical teams the clinical team admin teams admin team we don't cross PA pass I love that you mix that that is very smart obviously right we've got the data that's saying Gan is smart that that really is my I think being in my role and having a strong clinical background my entire day is just trying to marry the two departments oh that's interesting often that we're spit front and back and we the more cohesiveness we have between the front and back

and and knowing you know how not just cross trining with tasks and duties but Cross trainining of information it's so important that the patient is one getting continuity when they're having conv ation with team members yeah but two that we're we're empowering our patients all the same way and that we can we can speak not just on our clinical side but our financial options that that we're recommending and you know I I like to try to empower our front team on a lot of our um

clinical philosophies that we have as well it's just as important but I think in this case I I just heavily weigh that conversation with my clinical team members when it comes to the membership and if a conversation of Finance comes up they are ready to they're ready to have that conversation right off the that they know they've got that brochure ready to go and when we AIT right it's just it's part of their routine now they when they audit they're even looking What patients are self-pay

What patients um May maybe this might be a conversation before I even ask about medical history here go over this brochure I can answer any questions you have it's it's it's part of what we're providing for every patient that walks in the door now it's it's very important I love that and you guys are sound like you guys are looking at the schedule and seeing um what type of patient is coming in meaning po patient uninsured patient or or whatever it may be you're looking at

that be like hey we can discuss the the program with this patient are you discussing it with like existing insured patients absolutely and educating them yeah Absolut that is a trend I've seen for a long time that that practices they don't isolate the cohorts of of patients they simply just educate everyone who's coming in their door and because you never know when a patient is so sick and tired of their insurance plan right and they just want to go they just want to work direct like

that's a simple relationship just work direct with with practices sorry I think I cut you off no that's just another point of that is I'm currently you know I've been mentoring the hygienist that took my place she's seeing all the patients that I used to treat she's sitting in the chair that I used to sit in and often times she'll come to me and say this patient has been refusing x-rays for the past two visits what should I do I give them the brochure we know

that one of the giant barriers of accepting any care is is the finances give them that brochure show them the value and she'll come in the room in my office and say guess what I signed up no problem they consented everything that we needed it's it's just it's breaking down so many Financial barriers that and not even just Financial barriers sometimes we're not sure what the barrier is the patient comes in declining and then when they see this this membership this service that we have it

allows them to one trust us and and to invest in the health that we want to provide for them yes no I love that do you guys what what what is said on your your guys broch is it just is it pretty basic just shows the details of the plan and and says these are great benefits I wanted this as simple as possible and our brochure is just that we do have the QR code that they can scan to give um that leads right to the

landing page that was created by so they can sign up correct they can sign up um by themselves on their phones um but we have a lot of elderly patients that we do have one yes and we're happy to help them spring into our consult room and sign them up so okay so you guys have a a a consult room where you talk financial matters or help with financial corre processes yeah that's great I love hearing that too that's fantastic Gina all right here's my next

question here I want to know um you're talking to patients every day and your team is I want to know like what do what do patients think when they become a member of of you guys' program like what are thoughts and feelings and all that good stuff we just hit one year right after Thanksgiving and for the whole month of November I wanted to reach out to every single patient whose membership was just about to expire just wanted to give them a courtesy call remind them

this is an automatic renewal want you to be prepared because $399 is is quite an expense if you're not expecting it and with a lot of these automatic renewals I just wanted to make sure the transparency was there that they were great customer service on your part yes y I also wanted to just make sure our payment information was correct sure have any problems yeah my third reason for calling was I wanted feedback I wanted to know how this was serving them how they felt did

they feel like it was of value was there anything that we could change um amend add sure they thought it was financially I I I just and I'm I feel very comfortable with many of the patients that walk in so I felt comfortable having these conversations I do have one other almost like you built trust with him in another role exactly that's the magic of it I do have another team member who's been helping me with these calls and we found that every single person so

far that we have called has given us an overwhelming positive response and not only positive feedback but also sharing gratitude for us for developing this program that they find to be just such a wonderful opportunity for them and not realizing how much easier it is for us when our patients are on the membership we don't even go there with them but for their perspective they probably feel it to feel the experience right being on anur insured patients versus a membership patient I would guarantee you they

feel the different experience less confusion less red tape uh with members versus plans right and right Clarity for the patient like budget friendly Clarity we'll say that right exactly and I I just I was overwhelmed with the amount of gratitude they were sharing with me please don't ever take this away from us this has just been such a wonderful easy thing for us it was a no-brainer we didn't know what the catch was and here we are a you year in and it's it's just been

wonderful um and that's when you say yeah there's no catch because we're not an insurance company exactly I said the catch is that we're not chasing after your insurance provider that's the catch yeah it has nothing to do with you right no that's great that's great so far our feedback we are we will be reaching out to every single patient individually like 365 that's essentially a call a day it's it's not that difficult to do but I feel like for us with it being a new

program and it really is unique to our demographic our area it was important for me to just have that that conversation with them to see you know you're a year into this program how is it serving you and I'm just really I'm very happy with it I'm very happy with the response we're getting and it's just motivating me to build it even more I can see um why uh patients like work with you guys because it sounds like you really care about the patient experience care

which is really really important yes I remember years ago Gina I had a practice calling to our office here at boomcloud and he's like I need to talk to somebody here I'm not growing my membership program like well hold on let's let's chill out here and um he was all grumpy right because he wasn't grown his membership program and one of my team members came came to me and I'm like hey what's going on with Dr so- and so I you know I heard uh one

of our team members talking on the phone with him and he seemed you know upset like yeah he just hasn't been able to grow his membership program like pull up his uh pull up his reviews and see what type of patient experience he's given to his patients and then we can determine why he's not growing his membership program right sure enough we pulled up those reviews so many po reviews from patients and I'm like patients don't trust you because you're treating them poorly and when you

do that to people they don't buy more from you right exactly so um I will add this based off of what I'm hearing you say is p if you do not have a process for patient experience uh one figure out how to Delight patients and get feedback like what Gina is doing so she can understand how to better improve right because the beautiful thing about offering a membership program or anything new is that you can continue improving it and caring about the voice I we have

a saying here at boomcloud I care most about the we call Voc voice of customer right and your guys's uh in the dental industry it's voice of patient right what does the voice of the patient say what do they need how can we how can we listen to that voice and approve upon what we hear that voice say right so voice of patient listen to the voices of your patients if you don't have a great patient experience and those a patient experience it sounds like loose

and gray but it's a process you can process a patient experience I remember walking in to a practice and every time I walked in they had a warm plate of cookies I'm like oh a cookie right I would get it was great experience right um but like clockwork they had things like that throughout every station in the practice and I loved going to that office because I knew exactly what I was going to get every time and I was agreed with happy friendly faces that were

asking about how I was doing and it felt very uh it it felt like a genuine experience right so there's ways to optimize your patient experience we won't get into that details on on this episode but I can tell right away Gina that you guys care about patient experience and that's one of the reasons why you've grown your membership program in addition to having your clinical team be a driver of the membership program growth well I would argue too that part of optimizing patient experience is

having the membership I think that I really think it's helped be because it's almost like I mentioned bringing our clinical and our front team together on on a shared a shared philosophy that we want to share with all our patients but two it's giving our patients that value it's it's Inc it's improving how we promote the value of our of our services yeah I really think boom cloud in the membership has really improved that in our past year that's so awesome I love hearing that yes

I um whenever I talk about boom cloud or membership programs I always say that a a patient membership program is two things it is a marketing strategy and a patient experience strategy first and then then afterwards it is a case acceptance strategy right a revenue strategy correct but that is a byproduct anything involving Revenue I and I talk revenue and business metrics all the time the truth is revenue is a byproduct on the value you give to others if you're not giving enough value it's you're

not going to get that byproduct right so if you're trying to increase revenue or do whatever grow your practice faster first and foremost think of how how much value you can get give to those you're serving your your patients and then the the byproduct of Revenue or growth happens so that's typically how it works um so on this topic are you guys seeing membership patients say yes more to treatment I feel that that is correct I just don't have the actual quantitative data on that sure

yeah but just based off of my experience of listening to conversations that I'm hearing up front I think one of those reasons is we're um eliminating presenting the patient with two potential builds if they're coming in for their a recare appointment or an emergency exam that's all covered so psychologically beautiful they're they're getting free services right and then when we're going in with the treatment plan to review the treatment plan it's not it it it's eliminating coming at them with two different bills that they they

need to handle in one day so psychologically right off the bat I think we're giving ourselves an advantage by providing these services that are complimentary with being part of our membership so yeah you get included benefits for this simple budget friendly price yes second I do think we utilize buzzwords when presenting treatment plans like oh you're part of our membership there's no maximum here so we do don't know it is yeah well they do if they came from a PO plan where they out at $1,000

and Crown is500 yes so we do try to um utilize our verbiage to show why the membership is a little bit more financially advantageous than being on a PO plan whether that be there's no maximum no we don't need to do a pre-estimate we don't all all of the barriers that or all the Hoops that we have to jump through with PP we remind the patients like no we are in total control of this plan we yes so I think right off the bat the conversation

is easier it's more simplified and it allows the patient to just focus on that diagnostic uh recommendations that the doctor had or the hygienists had recommended so right off the bat yes I do think without the data to back it up I know I'm seeing a much more smooth conversation a much more um assuring conversation when our admin team is reviewing treatment plans or just overall the bills for the patients or or their balances yeah yeah I look at this data all the time and in

several episodes ago me and Dr Dan Nelson uh we did a kind of a deep dive into his uh practice their metrics here here's the data side that we found we found that membership P well we'll start with ppos poo patients um because that's that's why people are listening to this podcast they want to figure out how to reduce dependence on ppos which is a great strategy um uh poo patients typically say yes to treatment about 30-ish percent of the time right and with that 30%

of yeses comes a lot of administrative work to to to manage that that income or that Revenue to the practice right you know this Gina you've had to deal with or seen a lot of over your career in dentistry you've seen a lot of Po admin work it's not fun oh yes my mom was an office manager and still is and she she worked from home when I was a kid and I heard every single conversation she had with insurance company and I'm like man that

doesn't seem like a fun job so I feel for you I feel for all you all you Insurance coordinators out there dealing with all the the the red tape and and uh well now ai they're using AI to deny claims uh which is a super fun to combat against AI sarcastic saying that sarcastically very fun yeah it's so fun uh we did an episode on that uh a couple well I don't think it's launched yet maybe it has I forget what's launched what's not launched on

this podcast but we just did a episode on AI denials and how to combat them because it is becoming a thing that we need to think about in in the dental space so put our we have to put our insurance coordinator in a corner because she's constantly getting heated on the phone with the insurance companies jez yeah yeah goodness yeah yeah yeah put her Corner let her get let her get angry um po patients say yes 30 30 percentage times uh to treatment plus the admin

costs right we have to add that in because a lot of times we forget about those those those costs and then you have the invisible write offs right that a lot of practices aren't keeping track of how much they're writing off some do some don't just depends on how you're managing in the practice management system but uh you've got those invisible write offs so it's like holy smokes the average practice writes off 37,000 a month in po writeoffs if you do the the math Gina that's

like $18 million in a career of in dentistry like a dental practice you're higher than that we're higher than that yeah yeah so you're yeah it's insane so yeah that number that I shared is just the average there's definitely some above and some below that average right depending on your state and depending on your state and the the type of patients you're attracting um to your practice which that's a whole another episode I can spend time on how do you attract quality patients to your practice

uh membership program is key I'll just that's a Hint it is little teaser for the next episode um but so po patients say yes 30% of the time uh when they when they're presented treatment cool great they're on a plan right those plans do help with treatment um but it is interesting to me that insurance companies been have been around a long time and it's almost like they designed them to not accept as much treatment for practices because they don't want to pay out all the

claims right it's almost like they've figured that out um right maybe it's why they have limitations and maximums and all that stuff it's like to to get into the patient psyche and figure out how to tell them to say no to treatment right um the the second cohort of patients we looked at are cash patients and I talked to dentists all the time Gina and they're like we love our cash patients they're amazing amazing patients I have been a cash patient for a period of time

not anymore I'm a membership patient now Dr to Dr Anderson at essential dentist Dr Anderson what's up uh congratulations that's amazing yep um and cash patients say Yes actually 20 20 to 24% of the time right where most uh practice owners or dentists will say well why why should I discount um my cash patients when they're when I'm collecting 100% of my fee well the truth is you're collecting 100% of the 24% of patients that are saying yes so um that's why so cash patients are

great but they they're they're less likely to say uh yes to treatment um and then we looked at membership the membership patient cohort for Dr Dan Nelson's office Wood River dentl and those patients were seeing yes 40% of the time plus the recurring revenue from membership subscriptions and then uh we dug in the data a little bit further and saw that their membership patients were spending $2,150 in that first year of membership whereas po patients were paying about spending about $500 so that's 4 two times

a difference I believe that was actually their Delta Dental po patients which makes sense um so the the Poo patients refly were were or the membership patients were spending 4.2 times more than the de the Delta poo patients which is really interesting to me as right it's really interesting because like okay now we're thinking how do we find more of these patient types right the membership patients and this is what Dan Dan Dr Dan calls me all the time and uh I'm always strategizing with him

because one he's a he's a really cool dude and and then obviously we speak every week on the podcast so um but we call these patients the ideal patient profile membership patients right so how do we find more ideal patients and we can do that through marketing which Gina I have a question for you on marketing what are you guys doing to find and get new new patients we rely solely on Word of Mouth okay perfect don't the best type of marketing yes absolutely we don't

invest in thirdparty marketing of any sorts at this time we are very busy we have three doctors and six hygenists yeah you guys are busy we never turn down new patients but I think our our goal every day is as we spoke earlier just improving and maximizing on the patient experience for our existing patients yeah um we current ly when we started the membership back in November of 2023 we had 1100 self-pay patients and that's my goal 1100 1100 members yeah no 1100 self-pay patients okay

got in our in our patient um demographic which is yeah we have approximately 4,900 patients 4900 active patients right now in your 1100 were self-pay okay my goal is to hit that number in memberships I want us to show the value for all of our self-pay patients and along the way convert some po patients which I know is a lot harder to do when patients are receiving their po plans with their benefit packages from um their career their their jobs and their um employers so you

know that's definitely something that we focus on but my my main goal is to Market our membership plan to all of our self pay patients because I know know that the value is there for all of them let me let me just tell you how impactful that will do for on the business side of growing the practice most practices will think they'll spend a lot of money on new patient acquisition which is important and you guys H it sounds like you have a great referral engine

happening for you guys which is the best type of marketing right right so uh what typically happens is a practice will spend a lot of money on marketing which I do I do recommend having some type of agency but if you've got three doctors that are uh stacked and a very healthy patient base that is that you're converting to poo patients there's actually some uh Magic there is what I'll call it um in terms of increasing the average revenue per patient is actually one of the

most impactful things when it comes to growing a practice or any business you know including my own business um so when we acquire new patient and spend money to acquire new patient through like a marketing agency um which is great we need to understand that those patients are actually not as valuable right from the get-go from a business standpoint right as humans they're they're valuable but from from a business perspective it's like cool there's a cost Associated to acquiring that patient and we need to make

sure that we get our our our money back for the marketing spend right and that can get really complicated really quick if you're not tracking and measuring all the details of of marketing spend and patient acquisition right right your model of what you're actually trying to do is actually the smartest thing to do in dentistry and in any business right is okay I've got this base here of 4900 active patients we know 1100 of them are self-pay we're going to convert those self-pay to membership patients

if we use Dan Dr Dan Nelson's data from his practice we can really reverse engineer the value of that that 1100 uh those 1100 patients right if you got 1100 patients signed on which I've seen this a lot with practices we actually have a pra several practices that are that have million doll membership programs or multi-million dollar membership programs meaning they've got like 3,000 active membership patients paying 3040 a month and then you times the the conversion rate math all this is just math right now

we're just geeking out with math right um so if you were to get 1100 which is your goal which is totally doable Gina um 1100 patients times that by the 30 we'll do a monthly rate of $39 a month um that is$ 42,00 900 a month totally do totally total totally doable in membership plan land um which is for all the practice owners listening that's a half a million dollars in annual recurring Revenue whether you do Dentistry or not um most of the time though those

patients will say yes more to treatment we know that they do so 11 let's take Dan's math 1100 patients times up by 40 patients uh 40% of those patients say yes to treatment times that cohort by the $2 $2,150 that's what Dan saw now of course you're can have your own data that cohort on a membership program is worth $946,000 plus the subscription fees which was 500,000 um which is 1.4 million so if I were doing an analysis on your practice and said okay let's look

at how we really maximize growth and revenue and all the fun stuff that is the value of that cohort of patient $1.4 million in in treatment and subscription Revenue value so that's how geeky I get Gina I love it um so that is the value of your target your Tam your total address will mark it within your practice right these are all geeky words that we're talking about here that's my goal maybe in a year I'll hit that yes do you use do you guys yes

you will be back and we'll really dig into it absolutely do you guys um use any communication software we do we use modento through Dental Intel modento cool they're right down the street from us here here in Utah modento um is was acquired by Dental intelligence uh plug for you guys uh love the dent Dental intelligence team they're fantastic we do a lot with them and uh uh go check them out if you don't have modento or dental intelligence they're great products that actually go really

well with with boomcloud and what we do with with membership um plans so Gina my last question what are your top what is your top tip to help a practice just getting launched with a membership program to get some traction my top tip would be one building a team okay not a sub team I should say a little subcommittee to get the ground running with it to expect that the practice owners or the main decision maker will have the time in the day when typically the

main decision maker is the dentist who is busy with their hands in you know bird a tooth yeah 40 hours a week margin it's really yeah it's unrealistic to think that they can think through everything that needs all the the moving parts of a membership so build a subcommittee a sub team that you trust yes have that include and incorporate both your admin and your clinical team members yes have them brainstorm what is going to work best for this program what will best suit the needs

of our patients and let them take over let them build it it's it's one less thing that the practice owners have to worry about you know definitely check in and and be aware of what's happening but I think having building the trust and building the confidence in your team members who who know the patience who know what the barriers are what you know what the value are let let them do the work and I I think by utilizing boomcloud we were just able to personalize and

cater our plan exactly to how we wanted it on top of that I haven't even had a chance to brush upon this the customer service the support that we receive from mooncloud is just it's been so helpful so I think just having you know the the team at boomcloud help get through all the obstacles um work out the Kinks with you help and I I felt during that whole time building the program then moving forward I was always in the driver's seat I just I had

somebody yeah yes yeah motivating encouraging and guiding Me Maybe don't do it that way but if if you want to do it that way yes but this is how other offices other teams is fing for so yeah those are I'm guessing you you worked with Lisa right from our te absolutely Lisa told me when I signed up I like a team member in the other room if you ever need me it's like knocking on the door and she was not lying yes whenever I meet her

I text her I get a phone call within three minutes and if I don't she's amazing she'll call me and be like I'm so sorry it took me an hour to call you back I'm like oh trust me this is she she's been incredible I just I think having having a team that you trust internally and then externally through boom clad is two the two of the biggest things and then also just keeping the communication with the patients hearing from them throughout the whole process what's

working for them working I think you know we knew this going in that we can always change like let's set the framework and then we can always amend it we can always build upon that and here we are a year in and it's it's working we thought we would have been amending our plan by now and yeah and some practice do and and that's okay you can do it we have talks actually my boss was just saying wouldn't it be nice if in our Paro program

we included four right now we include three recar like we should we should up it and include that fourth recare I'm like okay okay I will I'll get Lisa on and we'll get going with that I was gonna say do you have a pero membership plan which is awesome we do yes yeah yeah that's great uh other creative plans that I've seen out there are Botox plans a lot of practices are doing Botox oh unlimited subscription plan a whitening subscription plans whitening is great that is

popular I've seen a lot of plans that look like that and then of course uh we help other other practices that aren in Dental so like optometrists there's vision out there and I just signed up I just signed up there's a doctor down the street his name is Dr Colin Gray he's an optometrist we helped him launch his membership plan and I just signed up to be a member of of his his membership for his for the eye clinic um with my daughters and my wife

and uh it's an amazing it's just I love being a membership patience in two practices now Gina yes it's it's great it's such a great gift to give to the patients I love hear be in control yes i' I've been so pleased I can't wait I got this goal for myself and I'm going to get there we're going to get there yes I would love to sit uh after after this recording sit and brainstorm with you on ways you can hit your 1100 uh goal number

uh would love to be somebody at least that that I can help strategize with you on that that is such a great goal and would love to get into the weeds of that with you I like so um Gina this has been absolute awesome episode and I know it's going to bring a lot of value to our listeners here at boomcloud and to just people that aren't at boomcloud so with that said thank you so much for all the the the great things the great tips

that you've mentioned today and for all of our listeners out there go to boomcloud apps.com I've got ebooks webinars podcasts like this that you can that you can listen to and learn about this strategy as well as just booking a demo and scheduling uh how boom thought can change your practice uh but with that said we hope everyone has a rocking day thank you so much