After a strong Q1, Monterey Coast Periodontics has experienced a notable Q2 dip in referral volume — particularly pronounced in June. The primary driver is the ongoing impact of the Delta Dental network change, with patients increasingly encountering out-of-network barriers when attempting to schedule. This has affected both the surgical and hygiene schedules, with hygiene production running well below expected capacity. Conversion rates across top providers are also down, likely driven by the same insurance dynamic. Average case acceptance over the last 90 days remains solid at $4,800, and the practice has converted approximately 476 referrals to treatment out of roughly 1,000 inbound — a 48% rate across both locations.
The Delta Dental network change continues to generate meaningful schedule disruption. Patients are calling and being turned away due to plans with no out-of-network benefits, and referring offices are encountering the same friction. The hygiene schedule has been particularly impacted, with some days running as few as four patients. Increased surgical treatment production is partially compensating for the hygiene revenue loss. Jayme and Merie acknowledged this is an ongoing structural headwind and will continue to monitor.
A review of the case mix shows approximately 70% of referrals are Perio-driven, with single implants accounting for only about 15 to 16% of patients — yet implants rank as the second highest revenue driver in the top 10 case amounts. Growing implant referral volume represents a meaningful revenue opportunity. This will not be pursued until the digital referral form is fully launched and Kirsten has had time to distribute it. Beginning in September, the team will develop implant-specific outreach, including an educational flyer for referring doctors that can also be distributed at the fall event. Implant messaging will be kept separate from the digital referral form materials to avoid confusing the communication.
Merie has proactively emailed referring offices to introduce the digital referral form, and the early response has been positive — at least one digital referral has already been received. The intake process is notably smoother: X-rays and documentation arrive with the referral, eliminating follow-up calls. Merie will audit the first submission to confirm the referral source is accurately logged in Referral Lab.
Jayme is finalizing the flyer design with the current third-party designer. The initial draft is text-heavy and imagery is being added to improve flow. The goal is to have the flyer ready for Kirsten's next round of office visits. If adoption is slow after distribution, a referral incentive drawing will be considered to encourage digital submissions.
Jayme created the June 2026 outreach events in Referral Lab live during the meeting. Going forward, two monthly outreach events will be created per month — one for Carmel and one for Salinas, both attributed to Dr. Wetzel. Because Dr. Abbas and Dr. Wetzel share the vast majority of referring providers, and Dr. Abbas-specific referrers send only once quarterly, all providers will be logged under Dr. Wetzel to simplify the process. Kirsten should create each event at the beginning of the month and add all providers visited throughout. Provider notes should continue to be entered separately in parallel. This meeting recording can be shared with Kirsten as a reference for the new process.
When outreach items are purchased in bulk across both locations, the total spend should be split proportionally between the two events based on approximate visit volume — rather than tracking individual item costs per office. Merie will use her judgment on the split (e.g., 60/40 or 70/30 in favor of Salinas, which typically sees more visits). The system automatically distributes the event total across all listed providers within each event — no manual per-provider math required.
A Notes Snapshot review confirmed Kirsten has been entering provider notes consistently going back to March, with a gap in the last 30 days attributed to vacation. Her next round of visits is planned for this week or next. Jayme confirmed notes history is in good shape and the new monthly event process will complement — not replace — the existing note-entry habit.