Dental CEO Podcast #28 - Rethinking Exams: A New Protocol to Drive Production

Описание: Your hygiene chair is probably the least optimized revenue asset in your practice. Every patient who passes through it is a potential referral to implants, ortho, sleep dentistry, cosmetics, facial aesthetics, or wisdom teeth — but most practices have no structured protocol to find them. In this solo episode, Scott Leune lays out the assessment strategy: a recipe-based exam process in the hygiene chair that mandates a specific sequence of evaluations and automatically triggers the right consultation or screening when the answer is yes.

This episode is for any dentist — solo, group, or multi-location — who wants to do more specialty and higher-value dentistry without adding marketing spend, and who wants to stop relying on associates to spot the referrals they're not looking for.

What you'll learn:
The full assessment sequence: preventative, perio, ortho, implants, sleep, wisdom teeth, cosmetic, and facial aesthetics — and what triggers each
Why associates almost never refer specialty work to the owner — and how the hygiene assessment protocol removes that dependency entirely
How to use a digital scan, smile photo, and ChatGPT smile simulation in the hygiene chair to trigger cosmetic consultations on every patient
The difference between treatment planning a full consultation vs. a virtual screening first — and when each makes sense
How to build the "referral muscle" in your practice before you expand, so each new location fuels the specialty dentistry you want to do
Why this protocol creates a domino effect: more assessments → more consultations → more cases → justification for more locations → hub-and-spoke specialty model
The exact exam categories and if/then triggers Scott uses as the framework for a complete hygiene chair assessment protocol

⏱ Chapters
0:00 Private Dental Alliance Sponsor Message
2:01 Introduction: Your Exam Process Might Be Total Chaos
3:10 The Recipe Analogy — Why the Hygiene Exam Needs a Protocol
4:53 What an Assessment Is: If You See This, You Do That
5:28 Assessment 1 — Preventative: Sealants and Fluoride Triggers
6:51 Assessment 2 — Perio: The 5mm Pocket Protocol
7:36 Assessment 3 — Ortho: Crowding, Spacing, and the Digital Scan
8:11 Why Associates Don't Refer Specialty Work — and How to Fix It
9:14 Using the Hygienist to Mandate Ortho, Implant & Sleep Consultations
10:38 Assessment 4 — Implants: Missing Teeth Trigger
11:44 Assessment 5 — Sleep Dentistry: The Questionnaire Triggers
12:25 Assessment 6 — Wisdom Teeth: Age 15 to 30 With Wisdom Teeth
13:24 Virtual Screening vs. Full Consultation — When to Use Each
14:14 Assessment 7 — Cosmetic: Smile Photo, Shade Tab & ChatGPT Simulation
15:17 Assessment 8 — Facial Aesthetics: The Questionnaire Triggers
15:38 The Domino Effect: More Assessments → More Cases → More Locations
17:37 Building the Referral Muscle Before You Expand
18:38 The Closing Challenge: Create the Form, Build the Protocol, Change Your Practice

🎓 Learn how to build the practice model that uses this system:
👉 https://scottleune.com/practice-manag...

📊 Work directly with Scott — CEO Coaching:
👉 https://scottleune.com/ceo-coaching/

💡 Save on dental supplies — Text SAVINGS to 48659 (Private Dental Alliance)

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