How to Find a Good Dental Team Member

How-to-Find-A-Good-Dental-Team-Member3

How To Build a Successful Dental Practice

How-to-Build-a-Successful-Dental-Practice

How to Present a Treatment Plan the Right Way

How to Present a Treatment Plan the Right Way

Post-Covid-19: How to Get Cash Flow Back as Fast as Possible

If there’s one thing that’s sure in a post-covid-19 world, it’s that the future of dental practice cash flow will be different. That doesn’t mean it has to be worse, just different.

So how do we position ourselves to ensure the future of our practices will be strong? One way is to be very intentional about how we open back up. We must take social distancing and PPE requirements into account when we open up.

If we plan our opening to minimize the impact of social distancing and PPE requirements on our patients and our practices, everyone benefits. Patients benefits by ensuring they get the best care as safely as possible. Our practice benefits by opening up with stronger cash flow to support our team members and operations. And we benefit by being in more control of the future of our practice.

Here are three ways to get cash flow back in your practice as fast as possible while continuing to provide incredible care for your patients.

1. Use block scheduling to maximize production.

 

 

Post-Covid-19: How to Get Cash Flow Back as Fast as Possible

 

When we operate at full capacity, it is easier for the patient and the practice to break treatment plans across multiple appointments. With limited capacity, this could cause issues to go untreated for months. It was also easier to mix less urgent care with more urgent care with so many available appointments.

With lower capacity and additional time required between patients, we will have fewer available appointments for patients. Thus, we must look through our patient population and prioritize.

That might mean prioritizing patients who need scaling and planing. These patients have infections or inflammation and have already delayed treatment. They need to be a high priority. It might also mean prioritizing perio patients. In my practice, we are also focusing on patients with more extensive treatment plans, such as crown and bridge patients.

In addition to prioritizing, we want to have conversations with patients about doing more care in one appointment because of our limited capacity. If they need to spread out the care to spread out the costs, we should be prepared to help them spread out the costs through financing even if they do all the care in one appointment.

Having your patients come in and do more per visit is going to allow them to be able to get their treatment done without gaps in time. And it’s also going to allow you to be able to have fewer patients in the practice. That will also increase cash flow because you’re going to be doing higher production and higher profitability types of procedures.

2. Minimize patients per day.

 

Post-Covid-19: How to Get Cash Flow Back as Fast as Possible

 

I’ve long been a proponent of block scheduling for your dental practice. It helps us maximize productivity by prioritizing high-value procedures. But with new PPE requirements, block scheduling also saves us money.

The more patients we see, the more PPE we need to buy. And with it being hard to get and more expensive than ever, those costs add up. Some practices are passing through the charges. We chose not to in my practice. Instead, we are minimizing the number of patients we serve as well as the number of appointments for each patient so we can minimize our PPE use.

We’re talking with our patients about how they can help us care for more people and minimize the PPE we need to serve people by maximizing their procedures per visit. With financing options available if they need to spread out costs, they understand. We’ve built amazing relationships with our patients over the years.

So we are asking our patients to help us minimize PPE use. We’ve gone from seeing twelve patients per day to six. That alone can cut your PPE expense down quite a bit. And your patients can get the care they need without having to take multiple days off of work.

Many doctors are uncomfortable having conversations about what’s going on in our practices with patients. But if you have always been there for your patients to take care of them, they’ll understand and support you.

But you can’t minimize your need for PPE without block scheduling for productivity and minimizing the both the patients per day you see and visits per patient for each patient to complete their treatment plans.

3. Set specific goals for your practice.

 

Post-Covid-19: How to Get Cash Flow Back as Fast as Possible

 

There’s an old saying in business: “What gets measured gets done.” If you open your doors without specific goals, you will never maximize cash flow and production, even with more efficient scheduling.

Setting goals and actually monitoring and tracking them gets you results as fast as possible. Some of you have been through our past marketing and practice growth challenges, where we help you implement a whiteboard system and set goals for your dental practice and get your team on board. Others are just getting started.

No matter what your history is with setting goals, setting new goals for your practice can help you get all of your team members focused on the same outcomes. Once you set your production goals, bring your team together each morning, and take a look at your progress.

If you’re falling behind on some goals, ask team members what can be done to get back on track. What can the scheduling coordinator do? What can your doctors do? Do you need to jump onto Facebook and do a Facebook Live discussing a procedure you want to promote? Do you need to bump up your marketing?

Setting goals and monitoring production is the best way to get your entire team focused. With a focused team comes production. And with production comes cash flow.

What are you doing to maximize cash flow as you reopen from the Covid-19 pandemic?

Are you block scheduling, minimizing PPE needed, and getting all of your team members working together to achieve common goals? If not, now is the time to get started.

If you don’t want to go at it alone, we are helping hundreds of practices during this time in our Platinum Mastermind Gold Program, and are offering special value for you and your teams!

 

 

 

How Dental Videos Can Grow Your Practice with Channel D

How Dental Videos Can Grow Your Practice

Waiting rooms are far from being the most exciting places in the world. However, there is a way that you can make your practice’s waiting room entertaining, educational and even (dare we say it) fun for patients.

On this exciting episode of the Delivering WOW Podcast, I’m joined by Dr. Michael Sernik, the CEO of Channel D, a company that creates fun, engaging, and customizable videos to play in your dental office reception area. Their bite-sized videos are high-quality and designed to stimulate interest in the treatments your practice provides. You can even customize videos to incorporate things like your team’s photos, names, logo, and a call to action that drives engagement and practice growth.

Channel D is so creative and unique. By showing short, fun, and informative videos to patients as they wait in your reception area, you can keep them entertained while showcasing a consistent message that educates patients on your latest treatment options. This is an incredible service that I highly recommend, especially if you want to make sure your patients come back to your practice for their next dentist appointment.

In this episode, we discuss:

  • How Channel D was founded and what they are known for
  • How dental videos can create interest in your treatments
  • How to drive patients to accept treatment by focusing on the damaging result of the existing condition
  • The importance of using videos that contain emotional triggers and humanize the dentist
  • A brief overview of the process of working with Channel D
  • Tips to get patients to pay attention to your videos
  • How dental videos for your waiting room can help improve your team’s clinical knowledge

You can sign-up for a two-month FREE trial with Channel D by heading over to their website and subscribing (no upfront fees and no commitment – you can cancel your subscription at any time).

How To Find Gaps and Growth Opportunities in Real-Time

When running a dental practice, simpler is usually better. It’s true with systems and processes. It’s true with messaging. And it’s true with growth.

And these days, with so much going on, the simpler the better. We have more than ever on our plates. So, simple strategies to improve our practices are even more valuable.

There are few simpler growth strategies for your practice than to use a budget and profit sheet organized by procedure. If you don’t track revenue by procedure in one place, now’s a great time to start. Without it, you’re missing out on a lot of opportunities to learn what’s working best and what might be falling through the cracks, all in one place.

Once you have that set up, all you need to do is follow a few simple steps to identify gaps and growth opportunities for your practice.

Identify top performances.

 

 

Take a look at the past twelve months and identify your most productive months. Start with your best overall month. What procedures contributed to that? What procedures stuck out as low? You might be surprised at the answer to both of those questions. Many practice leaders are.

Did any procedures spike in on or two months? When you identify outlier performances for procedures, think back to those months and see if you can identify what was going on with those procedures that month.

When I did this in my practice, I noticed my best months had spikes in sealants, perio, and even dentures. That’s important because many practice leaders don’t think of dentures as a top contributor. We think high revenue will come from crown and bridge or clear aligners. But we did more than $10,000 in denture production during our best month.

Set goals and take action based on what you learn.

There’s a saying in business that people “vote with their wallets.” In other words, while it’s helpful to listen to what patients say, it’s even more helpful to watch what they do.

So, if you see production it tells you your patient pool is interested in those procedures. Take that information and use it to grow your practice and serve your patients better. 

First, set big goals for those procedures. Several years ago, I hired a coach who challenged me to set bigger goals. It started with me setting goals. I was so proud of my goals. She was happy with them, too. But then she told me to double them. I was thinking too small, she explained. If you think too small, you act too small.

So I’d encourage you to set goals for those procedures that start at your best performing months. Set out to make your best month over the past year your lowest month over the next year. When you think bigger, it forces you to take bigger actions.

Once your goals are in place, identify the actions you need to take to make them happen. Identify patients who need those procedures. Get them scheduled. Talk with them about those procedures. 

Turn on some marketing relating to those procedures. Do Facebook Lives about the procedures. Email existing patients about the procedures. 

Talk with your team members about your goals, so they can be on the lookout for patients who might need those procedures. 

Update your sheet weekly and review results at least monthly.

Once you set goals and devise a plan to achieve your goal, have a team member take five minutes per week to input real-time results. It takes just a few minutes for a member of the team to take the production by procedure code report and input the numbers for each service once a week. Update your numbers each week so you have the most up-to-date numbers and can adjust as needed.

At the end of each month, review the results from the past month and adjust goals for the following month as needed. As you hit your goals, you might need to set even bigger goals for the following months.

Are you looking for gaps and identifying opportunities?

If you don’t maintain a sheet of revenue by procedure, you’re missing a big opportunity to find gaps and discover hidden growth opportunities. These simple steps can help you turn that simple information to high growth for your practice in any environment.

If you don't want to go at it alone, we are helping hundreds of practices during this time in our Platinum Mastermind Gold Program, and are offering special value for you and your teams!

 

 

 

How to Increase Hygiene Profitability with Jennifer Turner

How to Increase Hygiene Profitability with Jennifer Turner

On this episode of the podcast, I’m thrilled to be joined by Jennifer Turner, our very own Dental Hygiene Profitability Coach at Delivering WOW.

Jennifer helps dental practices drive growth with key metrics, KPI's, scorecards, and business process improvement systems. Essentially, she gives you what you need to run a successful dental practice. Jennifer has had many incredible accomplishments throughout her career, including her former role as the Editor in Chief of Preventive Dentistry Canada, developing numerous webinars and authoring articles within the dental hygiene industry.

Nowadays, Jennifer’s primary focus is helping dentists get ‘the lightbulb moment’ where they learn to believe in themselves, grow their careers and scale their dental practices.

 

How to Increase Hygiene Profitability with Jennifer Turner

 

In this episode, we discuss:

  • Who Jennifer is and what she’s accomplished throughout her career
  • Why Jennifer enjoys making dental professionals see that they are capable of achieving more
  • How Jennifer can help the hygiene department increase revenue
  • The importance of focusing on education to help scale your hygiene department

 

How to Increase Hygiene Profitability with Jennifer Turner

 

If you’d like to learn more from Jennifer and find out how you can grow, scale, and market your dental practice, consider joining the Delivering WOW Platinum Mastermind group, where Jennifer is an active coach and you’ll learn about practice growth, marketing, and so much more!

Three Keys to a Strong Dental Practice Reopening

Dental practices around the world are navigating unprecedented times. Some practices have been forced to close completely. Others are open only for emergency care.

Now, practices are beginning to reopen. But reopening doesn’t mean going back to the way things were before. We have new knowledge. We have new concerns. And we have new challenges and opportunities.

If we navigate those well, we can come back stronger than ever. Here are three keys to coming back strong.

Invest in the physical safety measures for your team and patients.

 

Three Keys to a Strong Dental Practice Reopening

 

Physical health and safety is the top concern of patients and team members, and reasonably so. As practice owners, we must address the physical health and safety of everyone who comes in contact with our practices as we reopen.

Our options are limitless, too. We can make physical adjustments to our practice to promote physical distancing, such as plexiglass barriers at the front desk. We can change policies and procedures. For example, you could only allow patients in our office and doing all intake and paperwork in the operatories. You could also check the temperatures of all team members and patients. Finally, we can invest in additional safety protocols.

In my practice, I invested in three USA NanoCoat air purification systems, which utilize NASA-developed photocatalytic oxidation technology to actively purify the air and sanitize surfaces throughout indoor environments. They also destroy viruses and bacteria both in the air and on surfaces by more than 99.6%. If you’re interested in investing in the same air purification systems, use the code WOW10 to get a 10% discount. I recently interviewed their executive director, Jason Field about how their systems work in the free Delivering WOW Facebook community if you want to learn more.

Together, these adjustments help us create a safe environment for everyone who comes into contact with my practice.

Maintain consistent communication with your team members and patients.

 

Three Keys to a Strong Dental Practice Reopening

 

While we know what we’re doing to ensure our practice is a safe place, our patients and team members might not know everything we’re doing, and why.

This is important because other doctors, team members, and patients are rightfully concerned about their physical safety these days. Thus, not only is it important for us to invest in safety measures, we should also communicate what we are doing to our team members and patients.

Use every channel you have to communicate with them. Do a Facebook Live walking through the safety measures. Then, boost your video to patients and your community to spread the word.

Put a new page on your website that shares everything you’re doing to keep your practice safe. Send your patients an email or text message directing them to that page.

And make sure your team members know what you’re doing, too, so they feel safe and comfortable coming to work.

Don’t let it be a one-and-done communication, either. Communicate regularly about what you’re doing so everyone knows you take their safety seriously.

Be a leader in your community.

 

Three Keys to a Strong Dental Practice Reopening

 

I’m consistently asking myself how I can be a better leader in my community, not just in my practice. I challenge my Delivering WOW Platinum Mastermind members to do the same, too.

So, how do we be leaders in the community? We start by creating a safe environment and staying in communication with our patients and team members. In addition, we do things such as investing in the best and latest technology and top systems and processes to keep everyone safe. We research PPE. We research air quality. And we research tools and technologies to help create safe spaces.

We then share that information readily in the community. We connect with other business owners in the community and share what we found out and are doing for our businesses. This helps them make better decisions for their businesses, too.

Are you preparing for a strong dental practice reopening?

As you prepare to reopen your practice, invest in safety, communicate with your team and patients, and continue your role as a leader in your community. That will help you come back strong as you reopen your dental practice.

If you want to learn more about the purification systems I got for my practice, visit USA NanoCoat’s website and check them out. Be sure to use the code WOW10 at checkout to save 10%.

And, if you want more help improving your business, join me and thousands of other practice leaders in my free Delivering WOW Facebook community!

 

 

Protect your Practice in Difficult Times with Dental Safety Net

Protect your Practice in Difficult Times with Dental Safety Net

Have you ever worried about what would happen to your dental practice if you were unable to work?

Jordan and Bryan Brenner wanted to create a safety net for dentists so that they would be protected in their time of need. So, they co-founded Dental Safety Net, a company that connects dentists to help support each other during difficult times.

Dental Safety Net is a network of dentists and practitioners who are willing to go above and beyond for their fellow doctors. Their mission is to provide peace of mind for dentists and their families in times of need. If you have to unexpectedly stop working for whatever reason, Dental Safety Net has your back. They make sure that your business is protected as well as you and your family’s financial well-being.

In this episode of Delivering WOW, I talk to Jordan and Bryan Brenner about their company and how they can help dentists when life takes an unexpected turn.

 

Protect your Practice in Difficult Times with Dental Safety Net

 

In this episode, we discuss:

  • How Bryan and Jordan launched Dental Safety Net
  • What Dental Safety Net is and how they can help give dentists peace of mind
  • The power of forming groups of dentists to support each other
  • What it’s like to be a member of Dental Safety Net
  • How Dental Safety Net has helped real dentists in difficult times
  • How to become a member of Dental Safety Net

 

Protect your Practice in Difficult Times with Dental Safety Net

 

To learn more about Dental Safety Net, you can visit their website or give them a call (206) 880-0513.

 

Watch a short video from the episode below:

3 Ways to Create Recurring Revenue for Your Practice

With all that's going on with the pandemic, many practices have been forced to close or stay open only for emergency care. Times are tough. There's no doubt about that. But we will recover. As we do, there's plenty of work we can do behind-the-scenes to prepare our practices for the future.

That means putting the right preparations in place to make your practice stronger than ever once things start coming back. Your practice can grow again. And it will grow again if you build growth into your recovery plan. One of the best ways to build growth into the day-to-day operations of your practice is to offer services that generate repeat visits and recurring revenue. Here are three ways you can promote recurring revenue in your practice.

Offer and regularly promote teeth whitening.

 

3 Ways to Create Recurring Revenue for Your Practice

 

People aren’t always coming to our dental practice to receive treatment. They're not always coming in to improve their dental health. Often, they’re coming to make their smile shine brighter. And while many practices offer teeth whitening, many still do not. Of those that do, many leave a lot of opportunity on the table by not promoting it consistently. If you fall into either one of those categories, now might be the time to start offering or promoting your teeth whitening.

Teeth whitening is easy to do.  It's nice and quick and can create a great source of recurring revenue for your practice. It might be a low-ticket offer, but it can bring in a high volume of patients. And it can add additional revenue opportunities from existing patients who might have no idea how easy it can be to leave your office with a bright white smile.

Teeth whitening services can be very helpful in growing many parts of your practice, too. You could offer a deal for a first-whitening. Or you could offer it as a free add-on service for high-value procedures.

But teeth whitening is also just a great add-on service you and your team can offer all patients who come through the door. They will leave feeling better about themselves while you enjoy being able to grow your practice and earn recurring revenue from future whitening sessions.

Conduct oral cancer screenings.

 

3 Ways to Create Recurring Revenue for Your Practice

 

Preventative care in dentistry takes many forms. Hygienists can find periodontal disease before it progresses. They can offer treatment methods to preserve a patient's gum health and subsequently preserve their heart health. Dentists can extract teeth in order to avoid crowding as well as the pain and dental issues that will result from the crowding. 

All of those things can lead to health problems down the line, which helps patients in many ways. But we can also help patients while growing our practices and adding recurring revenue to our practices by conducting regular oral cancer screenings. 

Offering oral cancer screenings won’t only help save lives, but it’ll help you create recurring revenue for your practice. Patients often readily agree to screenings and both you and your patients sleep easier knowing you're helping them catch issues early.

Create a dental membership program.

 

3 Ways to Create Recurring Revenue for Your Practice

 

Offering membership plans for your dental practice is a great way to better serve your patients while simultaneously generate recurring revenue for your practice.

Dental membership programs give patients an alternative to insurance, which often gets in the way of dental care instead of helping patients get better dental care. Frequently, the complications of dental insurance causes many patients to pay more out-of-pocket than they should. Many times, patients choose to forego treatment they need for financial reasons.

With dental membership programs, you can offer patients more choice and freedom with their care while simultaneously generating regular monthly income for your practice. This will be especially important for patients who lose their insurance and need an alternative way to get the care they need.

What options have you implemented in your practice to unlock recurring revenue?

There are many ways to strengthen a dental practice. You can invest in leading your dental team well. You can invest in Facebook marketing for your dental practice. And you can build dental marketing funnels. The list goes on. But some of my favorite ways to strengthen a dental practice are the ones that simultaneously help patients improve their health while generating recurring revenue from your practice. These three strategies can help you do both of those things in your practice. What are you doing to unlock recurring revenue?

And, if you want more help improving your business, join me and thousands of other practice leaders in my free Delivering WOW Facebook community!

 

How to Promote Safety When Reopening a Dental Office Post COVID-19

Reopening a dental practice post COVID-19 is a welcome event. But while opening the doors is a welcome event, it's not as simple as opening the doors and getting back to normal.

We have new guidance to follow. We have new demands from our government, team members, and even patients. Expectations of our practices have never been greater. Our patients need to be confident that they are safe in our offices. Our team members need to as well. Thus, we must take very deliberate steps to ensure our practices are a safe, welcoming place for everyone.

We've been monitoring the best and latest information for you to help you successfully reopen your practice. Here are key steps to minimize health risks when reopening your practice post COVID-19.

Prepare Your Dental Practice for New Oversight and Regulations

 

How to Promote Safety When Reopening a Dental Office Post COVID-19

 

Regulations and oversights used to move slowly. COVID-19 changed that. In a matter of days, we were told to cancel elective dental procedures. That forced many dental practices to close completely. Others were open only for emergency visits.

As we reopen, consider whether you want to perform emergency procedures or even virtual consultations should COVID-19 flare up again. Put a plan in place should regulations return over the summer months or even next fall or winter. Will you perform emergency procedures? Will you conduct virtual consults? If so, how? Who will handle those? Will you promote that your office is open for emergencies and virtual consultations? If so, have your messaging in place so you can get started quickly.

Similarly, connect with communities of practices, like the Delivering WOW Dental Hangout Facebook group. There, you can connect with other practices navigating the post-COVID-19 world. You can share resources and information to maintain flexibility and be in a better position to navigate any future disruptions.

Establish Additional Safety Procedures for Post-COVID-19 Heath Risks

Review the ADA Interim Guidance for Minimizing Risk of COVID-19 Transmission. In there, you will find guidance for minimizing risks before dental care starts, during dental care, and after dental care is provided.

For example, before dental care begins, the ADA recommends you address the following three issues.

1. Dentist and Dental Team Preparation

We must have procedures in place to ensure the safety of the staff. This includes ensuring all dental health care personnel have received their seasonal flu vaccine. Any team members experiencing influenza-like-illnesses should know to not report to work. Those who are of older age, have pre-existing, medically compromised conditions, or other high-risk qualities should take extra precautions.

Practices must also ensure team members self-monitor, check their temperatures, and remain alert to symptoms of COVID-19.

Other preparation suggestions include:

  1. Being diligent in ordering personal protective equipment. These items may be in short supply from time to time.
  2. Removing magazines, reading materials, toys, and other objects that may be touched by others and which are not easily disinfected.
  3. Printing and placing signage in the dental office for instructing patients on standard recommendations for respiratory hygiene/cough etiquette and social distancing.
  4. Scheduling appointments apart enough to minimize contact among patients.
  5. Preventing patients from bringing unnecessary companions to their appointments.

Together these preparations will minimize the spread of COVID-19 for everyone in the office. Communicate these procedures to all staff and patients so they can comply. They will also be comforted that you are taking these precautions.

2. Screening for COVID-19 Status and Triaging for Dental Treatment

While minimizing the spread is important, the ADA also recommends putting in place screening and Triaging procedures.

Specifically, the safest way to reopen is a phased approach, focusing only on emergency or urgent care.

While doing so, the ADA suggests making every effort to interview patients by telephone, text, or video before their visits. Utilize these COVID-19 interview and assessment guidelines from the CDC when interviewing patients. Review the ADA interim guidelines for how to handle patients with various symptoms. The ADA recommends that only asymptomatic patients, patients who have tested negative for COVID-19 infection, or recovered patients (after 3 days since the resolution of signs and symptoms) be seen in dental settings.

3. Take precautions upon patient arrival.

When a patient arrives, permit them to wait in their personal vehicle. Communicate this policy before the appointment.

Ensure team members keep adequate supplies to reduce the spread of germs, such as appropriate hand rum, tissues, and no-touch trash receptacles.

Take precautions during dental care.

 

How to Promote Safety When Reopening a Dental Office Post COVID-19

 

The ADA recommends taking extra precautions during dental care, as well, including the following.

1. Adhere to both Standard and Transmission-based Precautions and Personal Protective Equipment (PPE).

Standard precautions are the minimum infection prevention practices. This includes:

  1. hand hygiene
  2. use of PPE
  3. respiratory hygiene/etiquette
  4. sharps safety
  5. safe injection practices
  6. sterile instruments and devices, and
  7. clean and disinfected environmental surfaces.

In addition, implement transmission-based precautions, such as:

  1. patient placement (e.g., isolation)
  2. adequate room ventilation
  3. respiratory protection (e.g., N-95 masks) for team members, or
  4. postponement of nonemergency dental procedures.

The ADA also recommends replacing PPE frequently, with surgical masks being replaced between each patient. Wear face shields to protect yourself, especially during procedures likely to generate splashing or spattering of blood or other body fluids.

2. Adjust clinical techniques.

Ensure all team members review the ADA's guidance for clinical techniques that minimize risk of infection. These include guidance about handpieces, equipment, disinfectants, and taking other important precautions during treatment.

3. Address suspected unintentional exposure quickly and schedule appointments to minimize risk.

Follow CDC recommendations in the event of suspected unintentional exposure. This includes having instructions on hand regarding when and where to go for testing. Include information about how to justify the need for testing and how to contact the dental practice to report results. If a test is positive, the office needs to report the exposure to all team members or patients at risk.

Additionally, schedule appointments to minimize risk. For example, the ADA suggests aerosol-generating procedures should as the last appointment of the day.

Put post-dental care procedures in place to increase safety.

Put policies in place to ensure safety post-dental care. This includes both practice procedures in between patients as well as adjusting post-operative instructions for patients.

1. Enhance safety procedures in between patients.

While practices regularly engage in cleaning between patients, take extra care to reduce transmission risk. This includes cleaning or replacing PPE and disinfecting non-dedicated and non-disposable equipment.

2. Update post-operative instructions to patients.

Review the latest guidelines regarding appropriate post-operative treatment. For example, there is controversy regarding whether ibuprofen is appropriate to take in light of data suggesting it might harm patients with COVID-19. Thus, you might consider recommending other medications to manage pain in case a patient has COVID-19 but is asymptomatic.

Teach team members to protect themselves and their families after work.

 

How to Promote Safety When Reopening a Dental Office Post COVID-19

 

The ADA suggests team members should change from scrubs to personal clothing before returning home. Upon arriving home, they should take off shoes, remove and wash clothing, separately from other household residents, and immediately shower.

These activities will help reduce the risk that a team member brings COVID-19 to their families.

How are you preparing to reopen your dental practice post-COVID-19?

While reopening your dental practice post-COVID-19 is exciting, it must be done with safety in mind. Not only will that protect you, your team members, and your patients but it will also help you make everyone feel safer in your office.

How are you preparing your practice to be reopened? Let us know in the comments or in like the Delivering WOW Dental Hangout Facebook group.

 

 

2 Daily Team Member Challenges and How to Solve Them Now

Running a dental practice is a team effort but, as dentists, sometimes it feels like we’re doing all the work. The reality is, that’s not the case. In fact, your practice wouldn’t be as amazing as it is without your team members contributing greatly. Your practice might not feel amazing right now. But with a few simple shifts, you can experience incredible growth and fulfillment. 

While these challenges are important to overcome in any environment, now is an even better time to help get them done. The covid-19 crisis, and the resulting pause to our practices, gives us an unprecedented opportunity. During this pause, work on putting simple strategies in place to come back stronger and with an even more productive and motivated team.

Here are two daily challenges many practice owners express and how to solve them.

“My team member isn’t getting done what I want them to get done on a daily basis.”

 

2 Daily Team Member Challenges and How to Solve Them Now

 

With this one, sometimes the cure is a dose of hard truth. When this feeling comes up, are you sure the issue is with the team member? To find out, ask yourself, “What did I not do to make this person as good as they could possibly be in their position?”

Oftentimes, frustrations cause us to only focus on a team member's mistakes. That causes us to think about taking measures to replace them. When that happens we need to take a step back, take a deep breath, and remember the value of that team member. They’ve surely done a lot of amazing things for your practice. If not, it's possible they need to be transitioned out to protect the rest of your team. But many team members just need better direction and management from us.

A great way to point your team member in a better direction, and ensure they get done what you want them to get done, is to create a task list. Reprioritize their responsibilities. When you do this, you might even realize that your current expectations are unrealistic. You might be asking them to do too many things. You might be asking them to do low-value tasks that cause high-value tasks to go undone. Or, you might ask them to do things that are too difficult for them to do.

Create a realistic, prioritized task list that has your team member focusing first on what you want them to get done every day. That way, they’ll get the high-value items complete first. They’ll also be much happier and motivated. They aren’t being given a daily list of duties that leaves them feeling unproductive and overwhelmed.

“My team members aren’t implementing my processes.”

 

2 Daily Team Member Challenges and How to Solve Them Now

 

When you strive to deliver a WOW experience to patients, you’re going to do unconventional things. You'll hand patients warm towels when they come in or offer them gourmet coffee. You might spend a whole lot of money to get all these processes put in place. And then you might get annoyed when you realize your team members aren’t giving the patients what you want them to give them.

If your team members aren’t implementing your processes, educate them as to why they need to put those processes in place. To use the example of handing out warm towels, explain that patients come back to your practice for the experience rather than the dentistry. Talk about how this motivates people to get dental care they need and improve their health. Your team will be more motivated knowing handing out towels helps people avoid big health issues in the future. All of your processes can be tied to a motivating positive outcome. Your team members will begin to see the importance of them. 

Motivate them further by telling them that increased productivity will result in an increased bottom line, which will result in them getting bigger bonuses. Dangling the carrot of a big bonus is an incentive many dentists use when trying to get the best work from their team.

What issues are you having that we can help you with?

 

2 Daily Team Member Challenges and How to Solve Them Now

 

Are your team members regularly completing their tasks or following procedures? If not, ask yourself whether a shift in the way you lead them is the answer. And try these tweaks to the way you lead them. They might be just what you need to take your practice to new heights.

If you want more help with building a WOW practice, join the Delivering WOW Platinum Coaching Program where you can access top training and coaching from experts in all facets of running a high-growth dental practice.

 

How to Become a Better Leader with Dr. Ankur Gupta

How to Become a Better Leader with Dr. Ankur Gupta

Do you want to learn how to become the best leader for your dental team? If you’re nodding yes, you’re going to learn a lot from this episode of the podcast, where I’m joined by Dr. Ankur Gupta.

Dr. Ankur Gupta completed his General Practice Residency in 2005 and built his dental practice soon after. In the beginning, he thought his success and the success of his practice was inevitable. However, his plan went up in smoke as he watched his practice flounder and finances become unpredictable. In an attempt to turn things around, he tried personal and professional “experiments” in self-improvement.

Nowadays, Dr. Ankur Gupta enjoys excellent new patient numbers, case acceptance, a solution orientated dental team, and so much more. He even shares his knowledge and helps other dental professionals across the country implement practical step-by-step strategies to help them see the same success.

 

How to Become a Better Leader with Dr. Ankur Gupta

 

In this episode, we discuss:

  • What Dr. Ankur Gupta is known for
  • How to become a better leader
  • Why good leadership is important within your dental practice
  • The importance of showing your team appreciation
  • How to do an annual evaluation of your team members
  • Why every practice owner needs to create a “dream team” vision

 

 How to Become a Better Leader with Dr. Ankur Gupta

 

If you’d like to learn more about Dr. Ankur Gupta and his seminars, please visit: https://drankurgupta.com

 

Check out this short video trailer of the episode below:

How To Plan For Financial Freedom with Ryan Lee

How To Plan For Financial Freedom with Ryan Lee

On the Delivering WOW podcast this week I’m thrilled to be joined by Ryan Lee, a Financial Advisor and the Co-Founder of Cashflow Tactics, who in an interview recorded before the recent pandemic, reveals how dentists can grow their practice, escalate personal wealth and reach a level of financial freedom.

Cashflow Tactics empowers those seeking a life of financial independence with the tools and strategies necessary to grow wealth, build cash flow, and create financial freedom. Together, Ryan and I talk about why it’s so valuable and important to take a strategic approach towards gaining financial freedom. ​​Ryan also shares some cashflow tactics to help maximize personal wealth while growing your dental practice at the same time.

Now is a time to focus on the future, for you and your business, and I truly hope you will find these strategies useful.

 

How To Plan For Financial Freedom with Ryan Lee

 

In this episode, we discuss:

  • What Ryan Lee is known for and how he helps practice owners and dentists stimulate cash flow
  • Why it’s so important to strive towards financial freedom
  • How to develop a strategic approach to help you increase your income
  • The difference between production, collection, and profit
  • Why you need to be intentional about increasing cash flow
  • How Ryan and his team at Cashflow Tactics empower people with money
  • Understanding that money is just a tool and you just need to learn how to use it

 

 How To Plan For Financial Freedom with Ryan Lee

 

To find out more about how Cashflow Tactics can help you gain financial freedom using the Financial Freedom Formula, head over to: https://cashflowtactics.com/wow

 

Check out this short video trailer of the episode below:

Virtual Solutions to Help Assist Through COVID-19

Virtual Solutions to Help Assist Through COVID-19

In this trying time when the world is faced with so much uncertainty and fear, it’s more important than ever that we come together as a community – even if that means we can only interact virtually.

The ADA (American Dental Association) is recommending that dentists nationwide postpone elective procedures in response to the spread of the coronavirus disease. This is said to last for at least three weeks, but it may continue longer depending on the development of COVID-19.

In response, I decided to reach out to Michael Anderson, the Co-Founder of Wonderist Agency, a full-service dental marketing agency. Wonderist Agency delivers the best in dental marketing, with a smile. They also specialize in virtual consults, which is something that many dental practices are likely to shift towards during this difficult time to connect with patients and team members alike.

Michael and I discuss how dental practices can leverage virtual solutions to help assist through COVID-19 such as hosting virtual consultations with patients, training team members, and how to cope with the impact that COVID-19 will have on things like patient care, team training and revenue.

 

Virtual Solutions to Help Assist Through COVID-19

 

In this episode, we discuss:

  • How to leverage virtual consults
  • How to determine what cases are classified as emergencies
  • How you can be there for your team and patients during trying times like this
  • Everything you need to know about hosting virtual consults
  • How to use Wonderist’s virtual consult software at no cost

 

Virtual Solutions to Help Assist Through COVID-19

 

If you want to use the same virtual software that Michael talked about in this podcast episode, head over to https://www.yourvirtualconsult.com, where you can access the software at no cost during this time.

Although the site will ask for your credit card information to sign-up, you will NOT be charged. Remember to use code FIGHTCOVID19 to benefit from the no cost virtual consults offer.

I hope that you find this episode helpful and please know that my team and I here at Delivering WOW are keeping you all in our thoughts and prayers and we hope that you, your families, and team members stay safe and healthy.

To watch the full episode as a video, hit play below:

 

2 Ways to Get Your Team Started off on the Right Foot Every Morning

Your team needs to start off every morning the right way if you want the amazing results you deserve. If you aren’t doing morning huddles, you should; they’re one of the best ways to get your team to do their best work every day.

We can work towards our vision by sharing our objectives with our team, and this can be done easiest during the morning huddle. But even if we meet every morning, sometimes we can find that our team still isn’t doing their best work. Believe it or not, it’s usually because one of your team members is upset — and their negativity is contagious. Their sour mood has a huge impact on your patients and other team members.

Your team is your family. The key to getting them started off on the right foot every day is being there for them through thick and thin. Here are two ways you can ensure they’re feeling in good spirits every morning.

1. Focus on how your team members are feeling during the morning huddle, not the numbers.

 

2 Ways to Get Your Team Started off on the Right Foot Every Morning

 

It’s great to monitor KPI’s and make adjustments during your morning huddles. But that’s not the only thing you should be focusing on. Measuring stats should only be a small part of the meeting. Designate the majority of the huddle to check in with how your team is feeling.

If one of your team members is grouchy, it’s going to breed drama. It's going to put a dark cloud over your practice where everyone is in a bad mood. Energy vampires can ruin the mornings for everyone else.

So, in your team huddle, ask one question: “Who is not at ten today?” Encourage your team members to be honest about their current mood. If someone is feeling at three, then it’s up to the rest of the team to support them, build them up, and bring them up to a ten.

Even if everybody is at a ten, continue to support them by showing appreciation. It's demoralizing when you work your butt off at work and nobody ever shows that they appreciate you. You’ll feel like you aren’t worth anything to anyone. You won’t be enthusiastic about getting out of bed on a cold morning. It won't be exciting to make the commute into the office and interact with your team or do your job. But when your team members come in feeling like they’re a big part of the practice, they’ll be happy to get to work and they'll be more engaged.

2. Put the morning people upfront and the non-morning people in the back for the first hour of the day.

 

2 Ways to Get Your Team Started off on the Right Foot Every Morning

 

We all know someone who isn't a “morning person.” If you have a front desk team member who isn’t a morning person, get into a routine where they sit in the back for the first hour of the morning.

Have another front desk team member who is a morning person replace them for the time being. That way, the non-morning person isn't shooing patients away with an unhappy-looking face. They can remain productive in the back. Have them handle insurance or whatever other tasks they can do that doesn’t require interacting with patients.

Now, that being said, you wouldn’t put a hygienist up at the front desk. That’s not what they’re trained to do and it’d mean patients aren’t getting the treatment they need. But, if your hygienist is a non-morning person, tell your scheduler not to book the hygiene appointments in the first hour of the day. They can stay an hour later, instead, so you can still meet those productivity goals.

Is your team getting started off on the right foot every morning?

 

2 Ways to Get Your Team Started off on the Right Foot Every Morning

 

A lot of the time, you don’t know what’s going on at home that’s making one of your team members grouchy. They could be dealing with a really bad situation that’s spilling into their attitude at work. A loved one could be sick. Their newborn could be keeping them up all night. They could be going through a divorce. The possibilities are endless.

For some team members, the issue might just be that they're not a morning person. Regardless of what's going on in the lives of your team members, you need to be emotionally available. Being sensitive to the needs of your team members is the key to getting them started off on the right foot every day.

If you want more help with building a WOW practice, join the Delivering WOW Platinum Coaching Program where you can access top training and coaching from experts in all facets of running a high-growth dental practice.

3 Simple Steps to Improving Your Practice Brand While Doing Good in the World

If you’re only worried about the quality of your dentistry, you will always struggle to grow your practice. Patients rarely remember how amazing your dentistry is, only thinking about it when something goes wrong.

What they do remember is how they feel when they’re at your practice. They remember what your practice does that other practices don’t do. They remember what makes you and your practice unique. 

Quality dentistry is something they expect. It doesn’t make you stand out. What you do other than dentistry will help you stand out. If you do good things and delight patients for the better, you will stand out in a good way. If you don’t, you’ll either be forgotten or stand out in a bad way. 

One of my favorite ways to stand out in a good way is to support important causes in your local community and the world at large. Not only is it good for the world but people prefer products or services from companies that participate in social responsibility. Patients like to know getting treatment from you means they’re funding philanthropic efforts. And it’ll give them talking points to bring you up to their family, friends, and colleagues.

Here are three simple steps to improve your practice brand while doing good in the world.

1. Determine a charitable cause that you’re passionate about.

 

3 Simple Steps to Improving Your Practice Brand While Doing Good in the World

 

What is meaningful to you? What do you stand for? Do you want to be known for something specific? What do you want your legacy to be? Ask yourself these questions and get input on your team to find a cause every one of you can get behind.

This will help you determine what you can focus on in regards to your charity efforts. It will increase the sense of fulfillment you’ll get from being charitable as well because you’ll be giving to something that’s personally significant to you.

2. Partner with a charity or organization that supports that cause.

 

3 Simple Steps to Improving Your Practice Brand While Doing Good in the World

 

There’s a nonprofit charity or organization that aligns with almost any value you’re passionate about. Once you find the right one, reach out to them and ask about partnership opportunities. 

This partnership could be something as simple as making monthly donations to something more involved. Many organizations have formal joint venture structures and even joint promotion materials.

3. Be loud and proud about your charitable partnership.

 

3 Simple Steps to Improving Your Practice Brand While Doing Good in the World

 

If you want to fly under the radar, that’s very respectable. But it’s not going to mean much in regards to building your brand. If people don’t know about your charitable partnerships, they’re not going to be as motivated to come into your practice as they would be if they knew what you’re doing with the money they spend for treatment.

You can get the word out by sponsoring events, doing public events for the communities you’re giving to, through marketing campaigns, or whatever else you can think of that’ll get the word out there. Help people become aware of your purpose and they’ll become aware of your practice as a result.

What charitable cause are you passionate about?

We got into the business of dentistry to improve the lives of our patients but that doesn’t mean we’re limited to changing lives through dentistry alone. That said, dentistry is what we’re best at, and offering charitable dentistry can be a great way to give back while building our brands.

If you want help with building your brand, join the Delivering WOW Platinum Coaching Program where you can access top training and coaching from experts in all facets of running a high-growth dental practice.

How to Close More High-Value Cases with Tony Seymour

How to Close More High-Value Cases with Tony Seymour

Wouldn’t it be great if ALL of your patients could afford treatment? Many practices see patients turn down treatment plans because of financial setbacks. However, there is a way you can help more of your patients say yes to treatment without worrying about finances.

On this episode of the Delivering WOW Podcast, I’m joined by Tony Seymour, the President of Alphaeon Credit. Tony is an experienced financial and healthcare executive with broad experience in all aspects of patient financing to the healthcare industry and sales leadership in the ophthalmic medical device market.

Now, he’s helping patients and practices from all over the world close more high-value cases because cost is no longer a reason to not accept dental treatment. Thanks to Alphaeon Credit, patients can get important dental treatments carried out without worrying about not being able to afford the overall cost. Together, we discuss how Alphaeon Credit can help your practice book more high-value cases thanks to their incredible payment plans.

 

How to Close More High-Value Cases with Tony Seymour

 

In this episode, we discuss:

  • How Alphaeon Credit differs from other players in the patient finance space
  • How to on-board a patient with Alphaeon Credit
  • Verbal skills to help your team close more high-value cases
  • How Alphaeon Credit can help your patients pay for treatment plans
  • The process of a patient getting approved for a finance plan from Alphaeon Credit

 

How to Close More High-Value Cases with Tony Seymour

 

If you’d like to find out more about Alphaeon Credit, visit their website.

To get in touch with a member of the Alphaeon Credit team, email teamcredit@alphaeon.com or call the hotline: 920-306-1794

Check out this short video trailer of the episode where Tony Seymour reveals how Alphaeon Credit can help your patients pay for treatment plans:

Two Scheduling Strategies to Increase Revenue for Your Practice

Over the last twenty years, the internet has made things like scheduling appointments with dental practices easier than ever before. Patients don’t have to scan through their phonebook to find a dental practice. They don't have to sit on the phone with their insurance company to make sure the practice accepts their insurance. And they don't want to do any of that anymore.

That’s why I sat down with Tom Brown, Vice President of Sales at LocalMed. Tom and I talked about how LocalMed can make it so no patients ever face a complication with scheduling an appointment with your practice online.

Our conversation inspired me to share two simple tricks I’ve learned that make it simple and convenient for any patient to book an appointment with your dental practice. After all, when it’s easy to book an appointment, it’s easier for your practice to grow.

Send social media leads to a simple scheduling page.

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

Now that we’re in the 2020s, social media is something almost everyone uses. So, dentists need to make sure scheduling an appointment is quick and simple for patients who are finding them through social media. 

At Delivering WOW, we’re all about using Facebook marketing, or really any form of internet marketing for dental practices, to grow your practice. Whether you prefer placing your ads on Facebook, Instagram, or any other site, making it easy for leads to schedule an appointment can increase your results significantly.

Many prospects from social media websites won’t take the time and effort needed to call your practice or navigate a complicated scheduling process. Make sure to direct social media leads to a webpage with a simple, prominent scheduling option.

Make scheduling a patient’s next appointment a habitual part of the post-appointment process.

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

If a patient leaves the office without scheduling their next appointment, it is unlikely that they will do so any time soon. Their life will take over and unscheduled treatment will sit for weeks, months, or longer. Or, maybe they won't want to spend the money. Or they might forget to schedule the appointment. It's critical to schedule the appointment before they leave. Even if your team member has told them they need to reschedule for more treatment, a patient might never schedule if they leave your office. 

To combat this, have your team members be more proactive about scheduling after each appointment. They can do this by confidently in two simple steps. First, they should tell the patient how much time is needed for their next appointment. Second, they should ask what time of day or day of the week the patient prefers to come in. Those two steps lead the conversation to choosing the right time for an appointment. That way, you avoid discussing whether the patient will schedule the appointment at all.

Another benefit of scheduling in the office is you remove all complications from scheduling. Your team member does everything for the patient. All the patient needs to do is confirm the time works for them. 

Are you making scheduling convenient for your patients?

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

To Tom, these tips are just the tip of the iceberg. He offers many helpful tips and tricks to make scheduling easy for your patients. To learn more from Tom about how to increase revenue through strategic scheduling strategies, head on over to LocalMed’s website or join us at this year’s Delivering WOW Live Summit event, where he’s scheduled to speak, which takes place in New Orleans, LA, on March 13-14th!

If you want help with getting patients to schedule appointments with your practice, join the Delivering WOW Platinum Coaching Program where you can access top training and coaching from experts in all facets of running a high-growth dental practice.

Why Every Dental Practice Needs Weave with Mike Buckner

Why Every Dental Practice Needs Weave with Mike Buckner

I’m super excited to welcome my good friend, Mike Buckner, onto this episode of the Delivering WOW Podcast. Mike is the Director of Business Development at Weave, a platform that cares about your patients as much as you do.

Weave has a unique set of features to help increase practice efficiency and profitability. Mike and the team at Weave understand the importance of having a good phone system. After all, the phone is the lifeblood of the practice. Everything goes through the phones, which means you need to be ready for every possible new lead and scheduling appointment.

During my conversation with Mike, we talk about Weave in more detail including its unique services and how it can help you save time, save money, and grow your dental practice fast.

 

Why Every Dental Practice Needs Weave with Mike Buckner

 

In this episode, we discuss:

  • What Weave is and Mike’s role within the company
  • The unique features that Weave offer dental practices
  • How Weave’s phone system can help maximize the impact and outcome of your phone calls
  • A look at Weave’s new payment feature and how it can help grow your practice
  • How two-way texting can help scale your practice
  • How Weave and the Weave App can help save practice’s time and money

 

Why Every Dental Practice Needs Weave with Mike Buckner

 

Weave is an incredible all-in-one communications platform that can really help your practice engage with patients 24/7, schedule more appointments and increase revenue. If you would like to find out more about Weave, you can email Mike at mike.buckner@getweave.com.

 

Check out this short video trailer of the episode where Mike Buckner talks all things Weave:

How the Medical Billing Landscape is Evolving with DeVon Banks

How the Medical Billing Landscape is Evolving with DeVon Banks

Dental billing and insurance can be tricky to navigate. There are a lot of components to it from medical cross coding to claim submissions, patient billing, and so on. However, it doesn’t have to be so complicated, especially if you’re working with a company that caters to your individual needs such as D-TECH Billing and Claims.

DeVon Banks is CEO of the company and joins me on this episode of the podcast to talk about what she’s going to be teaching you at the Delivering WOW Live Summit 2020! DeVon is one of our highly-anticipated speakers at this year’s event and we are so excited to have her and her team join us at the event in New Orleans, March 13-14th 2020.

DeVon is an industry expert in insurance, revenue cycle management, and Dentrix. Her and her team at D-TECH Billing and Claims work tirelessly to help hundreds of dental offices across the country through practice management software training, dental billing, medical cross coding, and more. They take the headache out of technology management, so you can focus on what you do best – caring for your patients!

 

How the Medical Billing Landscape is Evolving with DeVon Banks

 

In this episode, we discuss:

  • How DeVon and her company helps dental practices grow through medical billing
  • How medical billing is evolving in the dental industry
  • Why a lot of dentists struggle with insurance and medical billing
  • What type of things you can bill for that you might not be aware of
  • What DeVon will teach at the Delivering WOW Live Summit 2020

 

How the Medical Billing Landscape is Evolving with DeVon Banks

 

If you want to find out more about DeVon and D-TECH Billing and Claims, you can visit the website here: https://www.dtechbc.com

Have you got your tickets to the Delivering WOW Live Summit 2020?

Don’t miss the ultimate event for dental practices, taking place at Mardi Gras World in New Orleans, LA, March 13-14th 2020!

If you want to come along and receive 12 hours of CE from speakers such as DeVon, Sandy Pardue, Laura Hatch, Len Tau, and many more, get your tickets today!

Check out this short video trailer of the episode where DeVon Banks gives you some top practice management tips when it comes to medical billing:

Why Every Practice Should Consider Starting a Membership Program to Unlock Massive Growth

At Delivering WOW, we believe the benefits of starting a membership program in your practice make it a no-brainer. 

To help you evaluate whether one is right for you, we recently sat down with Jordan Comstock to discuss how. Jordan took the time to explain how membership programs work and how his company, BoomCloud, helps dentists utilize membership programs to get their practice to reach peak profitability.

Here are three of our favorite reasons why every practice should consider starting a membership program.

Help more people get dental care.

 

Why Every Practice Should Consider Starting a Membership Program to Unlock Massive Growth

 

At PPO practices, frustration about insurance is common. For many patients, the complications that come with dental insurance make it just as infuriating to them, too. As a result, patients frequently resort to paying more out-of-pocket than they need to. Those out-of-pocket expenses can really add up to the point that they don’t come in for preventative dental care as much as they should. They only come in for emergency care or when they can’t kick the can down the road any longer on their oral health issues.

Moreover, while health insurance is a common employee benefit, dental insurance isn’t. This leaves a big gap in the market for people who would want dental care but need an affordable and predictable option. 

Finally, many retired patients lose their dental benefits and let their oral health decline. When patients retire, dental insurance can become prohibitively expensive. So, they let their oral health deteriorate. That’s a huge problem. 

Offering a membership program can be the solution for many people and position you as a dental provider of choice.

Create predictable recurring revenue for your practice.

 

Why Every Practice Should Consider Starting a Membership Program to Unlock Massive Growth

 

Oftentimes in dentistry, one month will be super busy and another month will be super slow. There’s a lot of fluctuation throughout the years—kids go back to school, holidays mean people have less money to spend, and more. Jordan refers to this volatility as “feast and famine” months. 

Running a business in which you have to depend on feast and famine months can be very stressful. A lot of factors can make the difference between practice growth and a struggle to make a profit. Membership plans can make revenue more predictable and reliable. 

Jordan works with practices that generate $30,000 to $40,000 a month from just automatic membership plan fees, and that doesn’t include dentistry from non-members. Why start at zero every month when you can start at $30,000 to $40,000? If you’re starting your month at $30,000 to $40,000 as your baseline, you can shoot for higher growth. How nice would it be to aim to start each month with $100,000 in membership plan fee revenue?

Keep your patients loyal.

 

Why Every Practice Should Consider Starting a Membership Program to Unlock Massive Growth

 

When patients have insurance plans, they might only be loyal to you until they need to change plans. If they change jobs, you might lose a patient. If their plan gets expensive and they need a new one you might lose a patient. But if they are on your membership plan, a job change won’t impact their dental coverage.

That’s why patients who sign up for your membership plan will likely become very loyal to you. They’ve paid for a membership and they’re not going to forgo the benefits that come with it. Jordan has found that, when a patient becomes a member, they end up spending two to three and a half times more with that practice than a non-member would.

Does your practice have a membership program?

Whether you have a membership program already in place or decide to start one, make sure you educate your patients about your plan. Tell them how it works and all the benefits to them. Be sure to explain exactly how it works so they know what they’re buying into and how to maximize their benefits. If you do, you can create mutually beneficial relationships with patients that can last years and years! 

For more strategies on making sure your practice grows to its full potential, join the Delivering WOW Platinum Coaching Program, where you and your team can access the best trainings and coaching from leading experts on all aspects of growing a WOW dental practice.

How to Make a WOW First Impression When Patients Come to Your Office

 

Whether they’re new or existing patients, the impression you make when a patient walks through your door sets the stage for the experience they will have in your office that day. And the people who are going to make that first impression on your patients are your front desk team members.

Front desk team members are some of the most important people in your practice. They can help to grow your practice exponentially by making patients feel welcome and giving them a WOW experience that gets them coming back and referring their friends and family.

Here’s how your team members can make a WOW first impression on every patient who walks through your door.

Introduce yourself with friendly and engaged body language.

 

How to Make a WOW First Impression When Patients Come to Your Office

 

When a patient walks through the door, a front office team member should stand up and shake their hand. Welcome them to the office—or back to the office—with a smile. It might feel awkward at first, but you will stand out in a good way.

Body language is important. When your front office team member is slouched back in their chair or looks disinterested when they greet a patient, the patient will feel unwelcome. Nothing they say will come across as authentic. The patient won’t feel appreciated or welcome.

After shaking the patient’s hand with a smile, the team member should introduce themselves or remind the patient of their name. If they know the patient, they should use the patient’s name during the greeting. If it’s a new patient, confirm their name, and then use it. Using patients’ names makes them feel less like a customer and more like a VIP.

It’s important that your front office team member never makes a patient wait for that greeting, either—even for a brief moment. Someone should greet the patient right away. If they’re busy doing other work, they should pause, greet the patient, and finish the work later.

Engage in genuine and appropriate conversation.

 

How to Make a WOW First Impression When Patients Come to Your Office

 

After greeting the patient with positive body language, the next step to making a WOW first impression is to engage the patient in genuine and appropriate conversation. Focus on the patient, pay attention to what they’d like to discuss, and make sure things stay appropriate. If the patient seems interested in talking, inquire about talking points, and keep the dialogue going. If the patient doesn’t seem interested in chitchat, shut it down to move forward with the next steps in making a WOW first impression.

Also, make sure the conversation isn’t scripted. People know when you’re following a script. Using a script just doesn’t come from the heart, and it means the front office team member doesn’t have the right intention—dentistry is about treating patients and changing their lives, not selling services and making money.

Give the patient clear direction.

 

How to Make a WOW First Impression When Patients Come to Your Office

 

The final step to making a WOW first impression is to give the patient clear direction as to what they should do next.

Tell them to get comfortable. Offer coffee. Show them where the restroom is. Offer other amenities you provide patients. Then, tell them when the doctor will be ready for them so they know what to expect next.

How is your front office greeting the patients who come into your practice?

Your front office team members are responsible for patients while they are in their area. Do they treat patients how they would want to be treated?

If patients feel welcome and comfortable, they will trust you and your staff. They will be more likely to accept your treatment plan. And they will be more likely to refer their friends and family or leave a five-star review. Ensure your team members make a WOW first impression every time a patient walks through your door.

For more strategies on building a WOW front office team, join the Delivering WOW Platinum Coaching Program, where you and your team can access the best training and coaching from leading experts on all aspects of growing a WOW dental practice.

2 Skills Every Office Manager Needs to Become a Strong Leader

Some dentists run the practice themselves and play the role of a practicing dentist as well as an office manager. That can be a tough road to go down, and we always recommend delegating more. But whether you hire an office manager to delegate the busy role of managing an office or if you want to take on that role yourself, managing is a journey, a learning process, and you need to be a learning organization.

No matter what, you need to trust your office manager because they’re the backbone of every practice. Without strong leadership skills, they will hold your entire practice back. With strong leadership skills, they can help your entire team become more productive. Here are two things you can do to help your office manager become a strong leader.

1. Help them develop an adaptable leadership style.

 

2 Skills Every Office Manager Needs to Become a Strong Leader

 

It would be helpful if one leadership style could resonate with every team member. However, the reality is we have many team members with different personalities and responsibilities working with us. Strong leaders recognize the differences between our team members. Then, they adapt how they engage with each of them to ensure every team member can succeed.

For example, some team members will be more receptive to constructive criticism than others. They might even prefer you don’t sugarcoat criticism—just tell them what they did wrong or what they need to improve. Others might need encouragement when you deliver constructive criticism. Neither personality style is better than the other; they’re just different. In fact, many leaders struggle more with team members who prefer straight-talk constructive criticism because it feels unnatural to deliver criticism without encouragement. However, the best leaders understand the differences among team members and adapt their leadership style to help each team member do their best work.

Adaptive leadership style doesn’t only apply to how you talk with your team members, though. It also applies to the systems, policies, and activities you put in place in your practice. For example, if you lead a book club at your office, might allow people to choose audiobook versions if they don’t learn well with e-books. Or, you might invest in specific tools or technology that might help a team member perform, such as providing a sit-to-stand desk option for team members.

Adaptive leadership is sometimes a learned skill. The best leaders develop the muscle to identify each team member’s uniqueness and quickly adapt to it while staying consistent with office goals and culture.

2. Empower them to be transparent with team members.

 

2 Skills Every Office Manager Needs to Become a Strong Leader

 

Transparency is a tricky topic with dental teams. Some people falsely believe being transparent means you need to tell every team member how much money you make. Others falsely believe being transparent means letting every team member know intimate details of your personal life.

The truth is, transparency is really just about being openly human. For example, we all make mistakes. We have all made mistakes in our past. And we all have fears, insecurities, and challenges. Leaders who pretend they don’t will never build the trust necessary with team members to get them to perform their best. 

When someone messes up in your practice, how leaders respond provides a tremendous opportunity to build trust with team members. Respond with healthy transparency and you will build trust. To do so, pause to consider the situation before responding. Quickly consider whether you’ve made a similar mistake when you were in a similar position. How did your supervisor respond? How did it make you feel? With this employee, was it the first time they made this mistake or have they made it over and over again?

If the team member isn’t a habitual underperformer, consider sharing a time you made similar mistake and what you did to remedy it. Then talk with them about what they can do to improve. It might sound like, “I once did something similar and had to stay all night redoing everything. It happens. Here’s what we need to do to fix it this time and what I suggest doing to avoid it in the future.” Sharing your past mistake provides trust-building transparency and positions you as an empathetic leader. Your team members will be much more likely to perform.

Does your office manager have these two leadership skills?

 

2 Skills Every Office Manager Needs to Become a Strong Leader

 

With transparency and an adaptive leadership style, your office manager will be well on the way to helping your practice achieve its full potential.

If you want help training your office manager to become the best leader they can be, sign up for the Delivering WOW Platinum Coaching Program where you can get coaching from me other top experts in the dental industry.

Smiles for Christmas with Ian Lynch from Legend Networking

Smiles for Christmas with Ian Lynch from Legend Networking

With Christmas just around the corner, it’s time to think about others. And, to consider how we can give back to our communities and people in need. Ian Lynch, the CEO of Legend Networking, is on a mission to transform the smiles of children who have been abused.

Legend focuses on serving the dental community and their gift campaign, Smiles for Christmas, is about helping children in need. Giving toys, food, and clothing is an impactful way to provide comfort to children who need it most. Many of these children will have no toys to play with at all. Because of this toys are a huge part of Legend’s gift campaign, to show these children that they are not forgotten.

Smiles for Christmas also focuses on providing children in need with clothing and food. So, in this episode of the Delivering WOW podcast, you’ll learn how your dental office can help make a difference this holiday season!

 

Smiles for Christmas with Ian Lynch from Legend Networking

 

In this episode, we discuss:

  • Why Ian launched ‘Smiles for Christmas’ and how his childhood impacted his decision and passion to help others
  • How Legend Networking’s charity, ‘Smiles for Christmas’ is helping children this festive season
  • Ways you can get involved and donate toys, food, and clothing to children in need
  • How your practice can be in with a chance to win some amazing prizes
  • Why it’s so important for dental practices and teams to give back this holiday season

 

Smiles for Christmas with Ian Lynch from Legend Networking

 

Are you a dental office who wants to help children in need this holiday season?

By helping Smiles for Christmas bring happiness and comfort to children this festive season, you’ll not only be helping others, but your office can also be eligible to WIN amazing prizes! 

To find out more, head over here.

Watch the video trailer for this episode where Ian explains more about the competition below:

 

 

 

 

3 Things You Need to Scale a Dental Practice

In my Delivering WOW Platinum Coaching Program, we help dental practice owners and team members become highly efficient and productive. When practices become efficient and productive while delivering amazing experiences to patients, the sky’s the limit on how much they can scale.

While the dream is to have a high-producing practice, it’s often a challenge for dentists to make their practice highly productive while maintaining a culture that makes team members and patients excited to come to your office.

In order for a practice to be highly productive, it starts at the top. And all it takes is for leaders to implement three things into their practice. These three things lay the groundwork for productivity and efficiency in a way that delivers WOW experiences to team members and patients.

Vision

 

3 Things You Need to Scale a Dental Practice

 

Leaders must establish a vision for their dental practice that lets everyone in your practice know where you want to go. What do you want your practice to look like in the future? What do you want the office experience to be for your patients? And what does an ideal team member look like for that practice? Include key team members in the process as well so you can get even more buy-in from them. Be sure to write down your vision and revisit it from time to time. Once it’s clear, share it with all team members.

Once you have your vision, filter all decisions through that vision. All you need to do is ask yourself, “Will this lead the practice closer to my vision?” and, if not, you know not to invest time or money into that project. If the answer is yes, you can move forward with confidence that the project is a good investment.

When hiring, ask yourself, “Does this person seem to align with my vision for the practice?” If not, keep looking. If current team members don’t align with your vision, help them find a new position that’s a better fit. Everyone on your team needs to be on board with your vision to achieve your true potential.

Data

 

3 Things You Need to Scale a Dental Practice

 

Once you have your vision, identify key performance indicators, or KPIs, that help you understand whether you’re on track to reach your goals. Your KPIs give you the data you need to make better decisions about what’s working and what’s not, so you can adjust your investments of time or money.

This data helps you to take the pulse of your practice. It helps you to identify issues while they’re small. If someone isn’t performing, reviewing KPIs relating to their productivity makes it impossible for them to skate by without anyone noticing. Data never lies.

Systems and Processes

 

3 Things You Need to Scale a Dental Practice

 

Once you know where you want to go and what data will let you know whether you’re on track, you will have all the information you need to put in place systems and processes to make high-performance simple.

Get yourself on your way to achieving your goals by putting the right processes in place. Systemize your practice by identifying the processes that help you grow your practice and that make your practice highly productive.

For example, if you set a goal for how many dental implants you want to place, develop a system for dental implant marketing that generates a consistent flow of enough implant marketing leads to make hitting your productivity goal a breeze. Document the process you use to market your implant practice and assign a team member or outsource the marketing efforts so you know the tasks will be performed.

Possessing written systems and processes and delegating or outsourcing them to be performed ensures tasks are performed consistently. It also puts the person you delegate or outsource a task to in a position to succeed every time because they know exactly what you need them to do.

Are you ready to scale your practice?

If you’ve struggled to scale your practice, having a written vision, sufficient data, and systems and processes in place to make productivity simple sets you up for massive growth.

If you want help establishing a vision, identifying which KPIs matter in your office, or putting in place the right systems and processes, join the Delivering WOW Platinum Coaching Program where you can access top training and get coaching for yourself and your team members from our roster of experts in all facets of running a practice!

6 Bad Excuses for Not Delegating Tasks to Team Members

We all know dentists work harder than many other people, running a business, leading a team, and serving patients. Unless we delegate effectively to team members, we will live lives full of stress and burnout. Yet way too many dentists still do way too much themselves.

It’s natural to roll up our sleeves and push through a busy season or two, but if those busy seasons turn into months or even years, it’s not sustainable. We need to delegate more.

Many dentists struggle to delegate, though. Some of them just need some help identifying tasks to delegate and training their team to perform. Others resist, making up excuse after excuse for why they can’t or won’t delegate. Here are six common—but bad—excuses dentists use to avoid delegating.

1. “I’m better at the task than anyone I’d delegate it to.”

 

6 Bad Excuses for Not Delegating Tasks to Team Members

 

If you’re using this excuse, you need to focus on building a better team, training an existing team, or implementing systems and processes.

You may have more experience than your team members, but that doesn’t mean you need to do everything just because you’re better at doing those things than your team members are. For many of those tasks, you will be wasting valuable chairside time to non-revenue-generating work. That can cost you a lot of money. If you’re better at the task, have someone shadow you while you do it a few times, documenting how you do it and asking clarifying questions. Over time, let them take over while you supervise during the time you would normally do the task. Soon enough, you’ll be ready to hand off the task without adding additional burdens to your schedule.

2. “It’ll take less time if I do it instead.”

If you do something that takes 12 minutes a day, you can save an hour every week by training someone to do it.

Even if it takes you four hours to train someone to take over the task over the course of several weeks, you will save that amount of time in just four weeks once they take over. It might take less time to do a task one time, but delegating is a long-term investment.

3. “I don’t trust someone else to get the job done right.”

 

6 Bad Excuses for Not Delegating Tasks to Team Members

 

The problem with this logic is that you shouldn’t have anyone on your team if they can’t be trusted to get a job done right that’s under their responsibility with proper training and systems. We must be able to trust everyone on our team to the point that we can train them, give them systems or processes, and confidently delegate appropriate tasks to them.

For example, if you can’t run the morning huddle one day—which you need to do to get your team to do their best work every day—you should be able to trust delegating that task to another leader on your team. If not, a key activity that promotes productivity will be completely dependent on you. That’s very risky.

4. “I need to be indispensable.”

Some doctors—and even team members—resist delegating because they want to be indispensable. This is a very bad idea. In addition to coming off to team members as arrogant, if you’re the only one who can perform a task, you’ll never be able to pull away from the practice. You’ll be a bottleneck. And if you’re sick or unavailable, productivity across the entire practice will suffer.

5. “I like doing the task, so I should be the one to do it.”

 

6 Bad Excuses for Not Delegating Tasks to Team Members

 

You might enjoy doing administrative work but that doesn’t mean it’s a good use of your time.

You didn’t go to dental school to do administrative work. Let someone whose job it is to do that work do it instead. They can likely do a better job than you, too, because they do those tasks all day.

It’s not a good use of your time to take you away from revenue generation or family time to do administrative work. Delegate tasks you shouldn’t be doing to people who should be doing them.

6. “My team is already busy enough.”

This excuse marks a bigger issue. If they’re already busy, you either need more team members or better systems and processes. Otherwise, your team will end up overworked and overwhelmed. It will only be a matter of time before they leave—especially the top performers who can more easily find other jobs.

Are you making excuses for not delegating?

You’ll never be able to grow your dream practice without being able to delegate confidently. So, if you find yourself making these excuses (or others), challenge yourself to look at the deeper issue and find a way to delegate more.

If you want help, join the Delivering WOW Platinum Coaching Program today, where you can access top training and get coaching for yourself and your team members from our roster of experts in all facets of running a practice.

Should We Share Numbers With Our Team?

Should We Share Numbers With Our Team?

 

In this solo episode of the Delivering WOW Podcast, I explore whether or not practice owners should share numbers and even personal expenses with their team.

Sharing practice numbers with certain team members is a great way to increase trust. And, also can empower the people you work with every day. After all, when more people in your team are aware of the numbers it makes it easier to reach new milestones. And therefore it becomes easier to smash goals and even grow your practice.

However, knowing which team members to share this valuable information with and what numbers you should share with them can be difficult. Listen in to discover what numbers to share with your team. And, learn how sharing numbers with certain team members can help increase profits.

 

Should We Share Numbers With Our Team?

 

In this episode, I discuss:

  • Why you should share your practice vision and numbers with your team
  • The role of an office manager
  • Important practice numbers to share with your team
  • How to calculate your practice’s profits and manage your cash flow
  • Tips to help hold your team accountable for meeting practice goals
  • Why you should share a percentage of profits with your team

 

Should We Share Numbers With Our Team?

 

Do you want to grow, scale and market your dental practice, FAST?

The Delivering WOW Platinum Mastermind Program is the #1 program for dentists and teams to help scale and market their practices to new heights.

Inside of this Game-Changing Program, you will learn unique practice growth systems, how to manage your time, the best strategies for building a Rockstar Team, how to market your practice and so much more…PLUS…you’ll get NEW practice marketing campaigns every single month!

To find out more about the Delivering WOW Platinum Mastermind Program, click here!

Watch a short trailer for this episode below:

 

Why You Need More Than Information to Get Results

At Delivering WOW, we pride ourselves in creating the best, most comprehensive training on everything you need to do to run and grow an amazing dental practice. And we’ve helped thousands of dentists improve their practices in the process.

One lesson we learned along the way is no matter how good the information is, it takes more than information to get results. Specifically, before launching the Delivering WOW Platinum Mastermind Program, we hosted a database of courses called Dental Profit Academy. Those courses showed practices exactly how to run and grow a practice. And many students achieved great success.

But, on average, their success was not as high as what members of my Inner Circle Mastermind were achieving. The information was the same. But my Inner Circle Mastermind members also received coaching and other benefits beyond the information.

Even though our clients were doing well in both programs, some of our Inner Circle members were growing at 20%, 30%, or 40% month over month. We just didn't see as much success in Dental Profit Academy.

While we knew information alone doesn’t change things, seeing the contrast between my Inner Circle Mastermind and Dental Profit Academy put additional perspective (and caused us to create the Delivering WOW Platinum Mastermind to replace Dental Profit Academy). 

Here were our key takeaways about what you need to really get results.

We need coaching to push us and point us in the right direction.

 

Why You Need More Than Information to Get Results

 

Running a practice takes a lot of work. There's scarce room in our days to synthesize information into a plan that will work for our practices. We have too much to do, especially when we just get started. One of the key differences between my Inner Circle and Dental Profit Academy was that my Inner Circle members were getting coaching. 

I believe every dentist needs a coach to help us get different perspectives about our practices and help us apply information to our unique circumstances. There’s an old saying in business that it’s hard to see the label from the inside of the can. In other words, it’s helpful having an outside perspective on our practices. Coaching helps us make better decisions. It helps us decide what direction we want to go and what steps we need to take to get there. It helps us see what activities are worth our time and what are distractions.

Information is important, for sure. But combining coaching with the content helps you get a more personalized and synthesized experience. They can also push you forward to make tough decisions. 

When I decided I wanted to build a different practice, one of the first things I did was hire a coach. It was without a doubt the best business decision I could have made.

We need accountability to keep us going.

 

Why You Need More Than Information to Get Results

 

While good coaching points you in the right direction and helps you make decisions and redirect as needed, continuous action is what you need to do to actually achieve your goals. That’s where accountability comes in. There’s a lot of power in accountability.

We get accountability in a number of ways. Friends, family, and colleagues can help you stay accountable. A coach can as well. 

As a leader of a dental practice, not only do you need to stay accountable, your team members do as well. Typically, that falls on us to do, and with so much on our plates, it’s hard to add holding each team member accountable on our plates. We must work accountability into our practice at all levels. For that reason, when we created Delivering WOW Platinum, we created a community and group coaching model that is available to team members, too.

Are you getting the results you want from your practice?

 

Why You Need More Than Information to Get Results

 

Information is important, but without coaching and accountability, you won't get results. That’s why we built both coaching and accountability into the Delivering WOW Platinum Mastermind. Combined with the best and latest information about all the things you need to do to grow your practice, coaching and accountability are the keys to unlocking your practice’s true potential.

If you're interested in getting access to the best dental training plus coaching and accountability from our hand-picked group of experts, join the Platinum Mastermind Coaching Program today!