Many dentists enter the profession expecting strong financial security, only to find that student loans, practice debt, insurance write-offs, and rising overhead can quickly reduce actual take-home income. In this episode, Kirk Behrendt talks with Dr. Jim McKee, dentist and educator, about why production numbers can be misleading and how dentists can create a more profitable, sustainable practice model.
You’ll learn why actual collections matter more than stated production, how personal overhead affects financial pressure, what it takes to differentiate a practice beyond insurance participation, and why clinical expertise, communication, team training, and community positioning are critical to profitability. If you want greater control over your practice and financial future, listen to Episode 1097 of The Best Practices Show!
Main Takeaways:
- Actual practice profit is determined by actual collections and actual expenses, not stated production before insurance adjustments.
- Keeping personal overhead low and saving early can reduce financial pressure and give dentists greater flexibility in clinical decisions.
- Large insurance write-offs can significantly reduce profitability even when a practice reports strong production.
- Dentists can differentiate an out-of-network or fee-for-service practice by developing clinical services that patients have difficulty accessing elsewhere.
- Effective verbal skills help patients understand their problems and treatment options without being overwhelmed by dental terminology.
- Consistent team training can improve clinical preparation, communication, efficiency, and production throughout the practice.
- Positioning yourself as a helpful clinical resource for other dentists can create a strong referral network without relying on traditional marketing.
Episode Chapters:
00:00 Why dentists may earn less than they expected.
02:00 Financial pressure from student loans and practice debt.
04:34 How limited financial margin creates stress for younger dentists.
06:40 Building financial security and avoiding unnecessary personal overhead.
09:48 How compound interest supports long-term financial independence.
13:01 Why production numbers can misrepresent actual practice income.
15:34 The financial impact of insurance write-offs.
19:23 Why growth does not automatically create profit.
21:03 Giving patients a reason to choose an out-of-network dentist.
24:27 Building a practice around jaw joint and bite diagnosis.
25:59 Developing verbal skills patients can understand.
28:42 How Dr. McKee built a referral-based restorative diagnostic practice.
32:27 The importance of investing in team training.
34:24 How weekly training sessions improved practice performance.
37:01 Using diagnostic records to expand team production.
38:51 Becoming a clinical resource within the dental community.
41:53 Positioning a practice instead of simply marketing it.
43:49 Building a restorative diagnostic practice around clinical interests.
46:08 Creating greater financial control through a fee-for-service model.
48:00 Final thoughts on building the practice you want.
Guest Bio/Guest Resources
Dr. Jim McKee is a restorative dentist and educator focused on occlusion, TMD, and restorative diagnosis. He is a member of the Spear Resident Faculty. He has maintained a private practice since 1984 in Downers Grove, Illinois, where he treats a wide variety of cases with a focus on predictable restorative dentistry. He is a member of the American Academy of Restorative Dentistry and former president of the American Equilibration Society. He has lectured both nationally and internationally for over 25 years and directs several study clubs. Dr. McKee graduated from the University of Notre Dame in 1980 and earned his dental degree from the University of Illinois College of Dentistry in 1984.
Episode Resources:
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