{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Sleep Matters Podcast","title":"Multi-Location Growth, Referral Pipelines, and Metrics that Matter with Scott Craig","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/3a5fd7fe\"></iframe>","width":"100%","height":180,"duration":2107,"description":"What if your referral sources keep sending patients, but your delivery numbers never match up? \nScott Craig joins hosts Jason Tierney and Dr. Erin Elliott to break down a glaring reason many sleep practices stall: they track activity, not conversion. This isn't about \"doing more marketing\"—it’s about plugging the leaks in your pipeline. Scott shares how he transitioned from a general dental setting to a 5-location sleep powerhouse by swapping \"gut feelings\" for cold, hard data and a dedicated team that lives and breathes sleep.\nWhat We Discuss:\nThe Clean Break: Why moving sleep out of the general practice and into a standalone environment kills friction and creates instant momentum.\nThe 3 Conversions That Matter: How tracking Referral-to-Consult, Consult-to-Delivery, and Delivery-to-Efficacy reveals exactly where you’re losing patients (and revenue).\nStop Managing by \"Vibes\": How to read the story the numbers are telling—from the referral source tanking your close rate to the insurance type quietly killing your margins.\nThe Intake Engine: Why your front desk is either your biggest growth driver or your most expensive bottleneck.\nMetrics as a Team Sport: Using transparency and EOS (Entrepreneurial Operating System) to turn data into a tool for trust rather than a weapon for blame.\nWinning the Skeptics: A masterclass in handling the \"it won’t work for severe patients\" physician with calm, specific proof.\nThe Story\n\nThe episode kicks off with Scott’s personal \"why\"—a story that starts with his father identifying Scott’s own OSA after a sleep course. Treating his own apnea took Scott’s world from black and white to full color, sparking a 20-year mission to make oral appliance therapy a first-line reality.\n\nBut mission alone doesn't pay the rent. Scott walks us through the \"ruthless\" business framework required to scale. When a primary referral source passed away, his team didn't panic; they rebuilt. By treating the patient pathway like a high-performance pipeline and...","thumbnail_url":"https://img.transistorcdn.com/52Qaaw05xuFHPCIyraqjh64o9mT1jbe9VlOf6cHLHwE/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS8zMzg4/ZGE2MTI3YzQwNTcw/ZTRjYjBkNjBkZTZl/NTEyOC5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}