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In this episode of the Stress-Free Dentist Podcast, host Dr. Eric Block sits down with Naren Arulrajah, CEO of Ekwa Marketing, to discuss how to consistently fill your new patient schedule. They explore why many practices struggle to maintain a steady flow of high-quality new patients and what strategies can help overcome these challenges.
Dr. Block and Naren discuss the difference between the right and wrong kind of busy, the pitfalls of relying on PPOs for patient flow, and how to leverage SEO, social media, and Google reviews to attract the right patients. They also break down the importance of tracking conversion rates, optimizing landing pages, and using video content to stand out from the competition.
Key Takeaways:
- The Wrong Kind of Busy vs. The Right Kind of Busy
- Many dentists are exhausted running multiple chairs, checking hygienists, and working on tight margins due to PPO discounts.
- Instead of working harder, focus on attracting patients through referrals, SEO, and direct marketing to gain high-quality, full-fee patients.
- Why Relying on PPOs for New Patients is Costly
- Many dentists don’t realize that PPOs force them to spend $2,500 per patient in lost revenue over five years.
- By eliminating PPO write-offs, practices keep more of what they earn and improve their long-term profitability.
- The Power of SEO, Online Visibility & Patient Conversion
- 95% of new patients find their dentist through Google. Ranking in the top 5% of search results is crucial for organic patient flow.
- Practices need call tracking, checklists, and ongoing training to improve front desk conversions.
Episode Timestamps
- 00:12 – Episode Introduction
- 03:10 – The Right vs. Wrong Kind of Busy in Dentistry
- The difference between working hard and working smart.
- How PPOs fill schedules with low-value patients, forcing dentists to work longer hours for less profit.
- 05:26 – The Hidden Cost of PPOs & Why They Hold You Back
- A practice collecting $1M per year loses over $500K in write-offs.
- How eliminating PPOs frees up income for growth & retirement planning.
- 07:11 – The #1 Source of New Patients: Google
- SEO is responsible for 95% of new patient traffic.
- How to rank in the top 5% of Google search results and stay there.
- 09:01 – The Importance of Google Reviews & Online Credibility
- New patients check reviews before booking.
- A minimum of 10 new Google reviews per month is essential for credibility.
- 12:14 – How to Stand Out from Local Competition
- Video testimonials, social media, and website content help build trust & authority.
- Highlighting team members, technology, and patient success stories.
- 17:51 – How to Convert More New Patient Calls into Booked Appointments
- Many practices only convert 1 in 3 new patient calls.
- Using call tracking, checklists, and front desk training can double conversion rates.
- 22:14 – The Power of Video & Landing Pages for Patient Conversion
- Short, authentic videos (recorded on an iPhone) build trust faster than high-production videos.
- Full-face patient testimonials are more relatable and impactful than technical close-ups.
- 26:57 – Closing thoughts
- Consistency is Key: Building a steady new patient flow isn’t about quick fixes—it’s about consistent marketing efforts, tracking results, and refining strategies.
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