Referral Health Snapshot
Referral Trend — Previous 90 Days
651
▼ -48 referrals (-6.87%) vs. prior 90 days (699)
Referral Trend — YTD YoY
1,657
▼ -356 referrals (-17.69%) vs. last YTD (2,013)
Active Referring Providers — Previous 90 Days
208
▲ +2 vs. prior period (206)
Key Discussion Topics
- Referring-Partner Communication Tool: With no internal resource yet in the SGA Field Growth Department for mass email/text outreach to referring partners, Lindsey set up a Constant Contact account (syncing with Canva and MailChimp) to fill the gap — pending approval from ROD John Mezick, separate from any patient-facing texting system.
- Marketing Activity Logging Gap: Lindsey had been tracking office visits with handwritten notes on physical practice cards rather than entering them into the marketing system month by month, which made it look like little outreach was happening even though visits were ongoing. She now knows to track her visits using the Marketing Events feature in Referral Lab going forward.
- Courtesy Discount Concerns: Dr. King's frequent courtesy discounts — including one case discounted nearly $40,000 — are cutting into production, and Lindsey and Angela both feel there should be a formal SGA policy governing how and when discounts can be offered.
- Dr. Byakina's Contract Status And Referral Focus: With Dr. Byakina's three-year contract nearing its end and renewal undecided, Lindsey is weighing continued investment in her referral growth (up 13.5% YTD) against redirecting focus to Dr. Godat and Dr. King, who have voiced concern about being deprioritized.
Marketing Initiatives Discussed
- Constant Contact Rollout: New account integrates with Canva and MailChimp for referring-partner email/text campaigns; first use will be the flyer for the September 16 ribbon-cutting event, already built and ready to schedule.
- Marketing Request Form Onboarding: Walked Lindsey through submitting website updates, print, provider/practice changes, events, and catch-all requests through the marketing request form; she'll get platform access to track the status of everything she submits.
- Upcoming Lunch And Learns: Two events planned for Dr. King's Collierville practice — September 8 and September 24 (with Great Southern Smiles) — alongside continued outreach across North Mississippi (Southaven, Olive Branch, Hernando).
- Study Club Growth: The hygiene study club drew 60 attendees last night, and the doctor/collaborative study club on September 3 is a current focus to rebuild attendance after it shrank to roughly 7-8 providers.
Wins & Opportunities
Average case value is up meaningfully over the trailing 12 months, overall case acceptance remains strong, and Dr. Godat's referrals are up 13.5% year over year — a real bright spot in an otherwise down year for the practice. The hygiene study club drew 60 attendees, and Lindsey's steady visit schedule and event calendar reflect a well-run, proactive local presence. The main opportunities going forward are tightening up courtesy-discount practices with Dr. King, building Dr. Byakina's confidence and closing skills in treatment presentation, and keeping all of Lindsey's marketing activity logged consistently so her outreach is fully visible in the system.
Action Items
| Action | Owner | Due |
|---|
| Log all practice visits and marketing activity directly in the system each month going forward | Lindsey Rainey | Ongoing, starting immediately |
| Submit lunch & learn flyers for September 8 (Dr. King / Collierville) and September 24 (Great Southern Smiles) via the marketing request form | Lindsey Rainey | August 18, 2026 |
| Confirm with ROD John Mezick that Constant Contact is approved for referring-partner email/text outreach | Lindsey Rainey | Prior to sending first email campaign |
| Draft and route an SGA-wide SOP on courtesy discounts for approval | Operations | — |
| Ensure CE certificates are distributed to attendees on-site at every event going forward | Angela Stewart | Ongoing |
