Why Every Practice Leader Should Delegate More

Why Every Practice Leader Should Delegate More

Building a dental practice is challenging. We must deliver top-quality care to patients while simultaneously running a regulated business.

For those reasons and others, many dentists find themselves stressed and overworked. Eventually, something goes wrong. The natural reaction during times of stress is to roll up our sleeves and work harder. The mindset is that training people takes too long and delegating to untrained team members is too risky.

The truth is, practice leaders can’t and shouldn’t do everything in their practice. That’s why you have a team. If you don’t have the time to train your team or confidence to delegate to them, the solution is not to do more work yourself. The solution is to either find the time to train them or get help training them. Here are five reasons every practice leader should delegate more.

Delegating tasks frees up your schedule.

 

Why Every Practice Leader Should Delegate More

 

What would you do with an extra hour in the day? What about an extra two or three hours? Delegating helps you literally create more time in the day to do whatever you want to do.

What if you didn’t work fewer hours but your time became more flexibility to attend events for your kids, go out to lunch with your spouse, or exercise?

Unless you delegate, you will never be in a position to cut back on hours or shift your time around the life you want to build for yourself or your family.

Delegating helps you focus on what you do best.

Many dentists not only dislike admin work, but they’re also not very good at it. Other people excel at admin work. Thus, delegating tasks to someone who can do it better allows you to turn your attention to your highest-value activity, caring for patients.

Delegating helps you train other people.

 

Two Personal Brand Secrets and Why Reputation Precedes Revenue

 

One of the most common excuses for not delegating is that it’s quicker to do a task yourself than to train someone else to do it, review their work, and provide feedback. While that is often true for one-off tasks, it is very shortsighted for tasks performed regularly at your practice. With those tasks, delegating allows you to invest a little additional time upfront to save a lot of time down the road once your team member is able to complete the task with limited supervision.

Delegating helps build team members into leaders.

Team members will never become leaders if we don’t give them additional responsibilities and build a culture of delegation. When we give team members higher-level work and delegate important tasks to them, they learn more than only new skills. The example we set when we train them and delegate tasks shows them important leadership traits. And if we build a culture of strategic delegation, they will gain experience training and supervising others.

Delegating helps team members learn to collaborate.

 

Why Every Practice Leader Should Delegate More

 

Establishing a culture of delegation at your practice allows all the benefits of delegation to flow throughout your practice. It gives team members an opportunity to work together to complete tasks delegated to them. Your team members become resources to each other. They learn to support each other. They learn to find each other’s strengths and utilize each other’s strengths to complete tasks faster and better.

Do you need to delegate more in your practice?

Many practice leaders struggle unnecessarily because they feel they need to do everything themselves if it’s going to get done right. While that may be true in the short-term, over the long-term, it’s a recipe for disaster. You will become more stressed and overworked. And you will eventually burn out.

If you regularly feel stressed, overworked, or burned out, chances are you could benefit from delegating more in your practice. If you want help building a culture of delegation, join the Delivering WOW Platinum Coaching Program today. By doing so, you and your team will get access to top training and coaching from experts in all facets of running a practice. This gives you the systems, processes, and support you need to make delegating easier.

How to Do Better Endo with Dr. Sonia Chopra

How to Do Better Endo with Dr. Sonia Chopra

Do you want to improve your confidence with endodontics? My guest on this episode of the podcast, Dr. Sonia Chopra, DDS, is a practicing endodontist who has made it her mission to help dentists improve their confidence with endodontics and enhance their patients’ experience.

Dr. Sonia is the Founder of Sonia Chopra, DDS and E-School, an endodontic-focused community for dentists seeking to perfect their skills, improve their practice and elevate their patient care. Sonia was born without eight teeth and is no stranger to cavities, implants, and bridges. She always knew she was meant to become a dentist. It was like she was born to help people and with her own dental troubles ripe in her memory, it was easy to put herself in the patient’s chair and understand exactly how her patients felt.

But it wasn’t until an endodontist finally relieved Sonia of a months-long infection through a root canal that she understood the importance of saving teeth. Dr. Sonia firmly believes that the power to keep your patients healthy and happy — and out of such agony — lies within you and your commitment to deepening your understanding of endodontics.

 

How to Do Better Endo with Dr. Sonia Chopra

 

In this episode, we discuss:

  • Sonia’s personal dental troubles and how she found her way to dentistry
  • Why general dentists need to educate themselves and get better at endo
  • Challenges that dentists (and their patients) face due to a lack of endodontic knowledge
  • How Dr. Sonia’s “E-School” can help you build your endo knowledge and enhance patient outcomes
  • What you can expect to learn from E-School and why it’s so important for general dentists to get better at endo
  • The difference between the independent and coaching version of the program

 

How to Do Better Endo with Dr. Sonia Chopra

 

Dentists face a lack of endodontic resources, which means you’re losing patients every day. If you want to enhance your endodontics training and provide better care for your patients, you NEED to enrol in E-School: Online Endodontic Continuing Education for General Dentists, an online endodontic course by Sonia Chopra, DDS.

To learn more about this course and how Dr. Sonia Chopra is helping general dentists like you perfect their endo skills, you can visit Dr. Sonia’s website.

To watch a short video trailer of the podcast episode where Dr. Sonia explains how to improve your endo skills, hit play below:

Three Ways to Improve Case Acceptance

Three Ways to Improve Case Acceptance

While some patients think dentistry is inconvenient, expensive, and uncomfortable, many are open-minded and ready to move forward with the care they need. The reality is, improving case acceptance is not very difficult. You just need to have the right strategies.

To help you get started, here are three strategies Delivering WOW Platinum Coaching Program coach, Dr. Chris Bowman shares to improve case acceptance.

Present the Problem, Not the Treatment

 

Three Ways to Improve Case Acceptance

 

Often, the issue keeping patients from moving forward isn’t money. Sure, money might be tight. But if you have flexible financing options, that can be overcome. 

Many times, the issue keeping patients from moving forward is a lack of a perceived need. Patients simply don’t think they need the care we recommend, so they don’t consider moving forward a good use of their time and money. That’s why Dr. Bowman says doctors should focus on presenting the problem, not the treatment. This way, patients know the consequences of not moving forward with treatment. If they understand the gravity of their issue, they’ll understand the importance of moving forward with the treatment they need. 

Additionally, explaining treatment might sound like a foreign language to a patient. Telling them they might need their tooth extracted if they don’t get their cavity fixed, on the other hand, will be much more persuasive. 

Do a “Gloss Over” for Patients Who Need a Lot of Care

 

Three Ways to Improve Case Acceptance

 

Avoid overwhelming patients on their first visit. To do so, get a sense of how much thought patients have given to their care before coming. Some patients—typically cosmetic patients—will have thought about getting the care they need for quite sometime before they come in. With those patients, you can generally tell them about all the care they need without overwhelming them. For patients who haven’t mulled over treatment options, however, you’ve got to do what Dr. Bowman calls the “gloss over.”

For example, you might have a patient come in with a broken tooth. Upon examination, you might notice four cavities they had no idea about. To avoid overwhelming the patient and putting them off, get them started incrementally by taking their care one step at a time. 

Help them fix their broken tooth and identify any urgent care that’s needed. If some of the cavities are less urgent, mention those to them but let them know they can wait to fill those. Go back and revisit each tooth that needs treatment, develop a comprehensive plan, and go as fast or as slow as the patient wants. The key is to relieve the pressure of telling your patients they need lots of care and treatment by doing a “gloss over” of their needs and moving forward very deliberately.

Take Digital Photographs of Their Teeth and Compare Their Photographs to Other Patients' Photographs

 

Three Ways to Improve Case Acceptance

 

Dr. Bowman suggests creating different folders for each type of dental problem you’ve faced as a dentist. You can have one folder for cavities under fillings, another for cavities under crowns, another for broken or split teeth, another for periodontal disease, etc. 

For each dental problem, have digital pictures of before, during, and after the treatment of patients who had those dental problems. Show these pictures to patients who have the same problem. This will show them what treatment can do for them.

Taking digital photographs of the “during” phase and showing those to patient’s is especially important. Before and after pictures don’t sell dentistry, unless it’s a cosmetic treatment, Dr. Bowman says. When a cavity is under a filling, for example, it’s hard to see the cavity because the filling is on top of it. If you did a before and after picture, they might not look very different. If you show a “during” picture, however, the patient will see the tooth once the filling is removed. Thus, they will see all of the decay going on under the filling. They’ll be much more convinced to move forward with treatment when they see all the decay. 

Are Your Patients Moving Forward with the Treatment They Need?

It’s our jobs as dentists to help patients maintain healthy teeth and enjoyable lives. Thus, it’s important for our patients to moving forward with the treatment they need.

These three strategies can help you get more patients to say yes to your treatment plan. For more strategies to help you increase case acceptance, plus coaching for you and your team, and more, join our Delivering WOW Platinum Coaching Program today.

How To Create Opportunities To Invest In Your Practice’s Success

How To Create Opportunities To Invest In Your Practice's Success

When it comes to evaluating a practice’s success, most practice owners focus on production or collections. However, what really matters most is profit. That's why I’ve invited Jay Glazer and Howie Friedman from Crazy Dental Prices onto the podcast to chat about growing your practice so that it’s as profitable as possible.

Crazy Dental Prices is a DC Dental company and a members-only service. It gives dentists access to a range of brand name products at the cheapest prices – guaranteed. The team at Crazy Dental prices reviews competitive dealer pricing and consolidates the information on its website, offering an unparalleled online shopping experience.

If you’re a dentist who wants to spend more time treating patients and less time negotiating for the best-priced supplies, Crazy Dental Prices will help you to reduce overhead while improving the quality of care that your practice delivers to its patients.

 

How To Create Opportunities To Invest In Your Practice's Success

 

On the podcast, we discussed:

  • How Howie and Jay started and what lead them to Crazy Dental Prices
  • What Crazy Dental is and how they can match the lowest price on each item in the dental market
  • Tips to generate higher profits and cut your overhead
  • How to cut expenses and relocate budgets to areas that can help grow your practice
  • How vendors convince you to pay more for dental supplies and how to spot the signs
  • Why it’s so important to invest in yourself, your education and your practice
  • How to join the Crazy Dental Price Club

 

How To Create Opportunities To Invest In Your Practice's Success

 

Would you like to sign-up to become a member of Crazy Dental Prices?

If you have any questions or would like to find out more about Crazy Dental Prices, email jay@crazydental.com and use the promo code WOW10 at checkout for 10% off your order!

 

To watch a short video trailer of the podcast episode, hit play below. Howie and Jay are discussing how you can cut your overheads and increase your profits:

 

How to Transform Your Dental Practice in Just 21 Days

How to Transform Your Dental Practice in Just 21 Days

Transforming a dental practice from stressful, low profit, or hard to run does not have to take a lot of time. And it doesn’t have to take a lot of money, either. I know this from having helped thousands of people grow their practices.

My programs help grow practices without stress, overwhelm, or sacrificing family time. But to put them to the test, I created a 21-day Marketing and Practice Growth Challenge. I designed the challenge for practices led by doctors who are fed up with overwhelm and ready to get results.

For practices who have only achieved lackluster results in previous marketing efforts, 21 days might seem like a very short time. But that’s the thing. Growing your practice is not about how much time has passed. It’s about understanding basic principles of business, marketing, and leadership, and taking action. When you put a few strategic systems in place, you can create transformational change in a very short period of time.

That’s exactly what we sought to do with the practices who took the challenge. We helped them set goals, get on the same page, and put together a marketing plan. We then coached them through implementing their plan and helped them stay accountable. And the results didn’t disappoint. Here are some of the transformations challengers reported achieving in a few short weeks!

Greater Purpose

 

 

One strategy we teach in the challenge is a low-tech whiteboard system for increasing profits. Primary benefits of the system include increased accountability and real-time production snapshots. But one doctor reported an even greater transformation than those in her practice.

In her words, one team member said, “She loves the whiteboard because it gives her so much more purpose in her work!” Team members who find purpose in their work are unstoppable. Imagine a team member self-reporting finding greater purpose in her work in a matter of weeks!

Better Teamwork

The most productive practices work together using simple strategies to achieve clear goals. With those pieces in place, team members all take ownership of the results. They work harder knowing their efforts are going toward a common goal. That’s what challengers experienced, too. As one doctor put it, “It’s so exciting to see us beating our numbers.”

Higher Profits (and in Less Time)

 

 

Imagine increasing profits while working less in just a few weeks. That’s not only possible but an actual result reported in the group.

Here’s how one doctor put her experience:

Yay, two weeks of tracking and we are going to hit higher numbers than ever in our practice this July 🌟🌟🌟🌟 being open 2 1/2 years and one of my assistants is off for almost two weeks of vacation 🤭🤭

Forgot to mention, we went from 5 days to 4 days🥇🥇🥇

How’s that for transformation?! Higher numbers than ever! With one assistant off for two weeks. And dropping from five days a week to only four!

Transform to a results-oriented practice culture.

Many doctors are perfectionists. That’s a good quality when treating patients but not when applied to practice growth. It does nothing but hold you back and cause you to procrastinate. You will never produce results if you don’t move forward.

Procrastination is the thief of success. And the cure for procrastination is having deadlines, support, proven systems, and accountability. One doctor shared that she loved how the systems, accountability, and speed of the challenge forced her into action. It shifted her thinking from perfection to results. And that spread throughout her practice.

Develop a proactive approach.

 

 

Many practices look at their numbers once a month, and only after financial statements are finalized by their bookkeeper. The problem with that is it’s a very passive, after-the-fact approach. They don’t learn of a problem until weeks later, at best. And it can be weeks more until the next set of numbers will let them know if their adjustments worked.

The simple, real-time systems in the challenge help you shift from a slow, reactive approach to a fast, proactive one. Members set their goals and got their team to buy into the process in a matter of minutes. And they had real-time numbers at their fingertips, 24/7. Here’s what one doctor had to say about how they shifted to a proactive approach in less than two weeks:

With the way our whiteboard is set up, we can be proactive rather than reactive, and see which procedures are falling behind, etc. It also holds everyone accountable to update goals, from administrative to clinical team members.

If your practice is too reactive, you will never achieve your full potential.

Build an engaged social media following.

Social media engagement is one of the most powerful things you can have for your marketing. It can help you fill last-minute cancellations. It can help reduce your marketing costs, sometimes to zero. It is powerful for potential patients to see comments, shares, and likes on your social posts when they visit your social media sites. And it allows you to develop more effective targeting audiences for future ads.

 

In minutes a day, challengers grew their audience and had posts viewed, shared, and engaged with thousands of times. For example, on one post, a member reached more than 3,700 people, 263 of whom engaged with the post, including 38 shares! Another member had one post with 86 comments and shares, another with more than 125 comments and shares, and another with 196 comments and 210 shares!

With the right strategies and support, you can build an engaged social media following fast!

 

 

Are you ready to transform your dental practice?

Are you ready to transform your practice? If so, sign up for the next Marketing and Practice Growth Challenge!

I can’t wait to help you Deliver WOW and make meaningful changes in y

our practice—in just a few short weeks!

How to Know If Your Overhead Expenses Are out of Control

How to Know if Your Overhead Expenses Are Out of Control

If you focus on practice production but not reducing overhead expenses for your dental practice, you’ll be forced to work harder than you need to.

While many dental practice growth plans rightfully focus on increasing revenue, it’s important to do so as part of an overall practice profitability plan. And every good practice profitability plan also focuses on reducing overhead expenses. After all, you can be as productive as possible and still end up not making enough money if you are paying too much for your overhead.

Many practices can make an immediate positive impact on their practices by reducing wasteful spending and either redirecting that money to more productive uses or taking that money home as profits. That’s why it’s so important to know your numbers and make sure you are not paying much for overhead expenses, such as dental supplies, lab fees, rent, and administrative costs.

So how do you know if your overhead expenses are out of control? Dr. Glenn Vo, our Delivering Wow Platinum “Reducing Overhead” coach shared strategies he uses to help practices reduce overhead. Here are two steps he suggests every practice to complete. These will help you understand exactly how to know if their overhead expenses are out of control.

Determine your overhead expenses.

 

How to Know if Your Overhead Expenses Are Out of Control

 

The easiest way to figure out your office overhead is to get a profit and loss statement from your CPA. If your CPA isn’t offering that already, ask them for one and make sure you get one every month from now on. (If your CPA doesn’t—and won’t—do that, switch CPAs. You need to know your numbers if you ever want to build a dream dental practice!)

When you look at your profit and loss statement, add up all the expenses and then divide that number by the gross collections of your practice. Dr. Vo suggests that you exclude your salary as well as your associates’ salary from overhead calculations. Generally, industry standard calculations exclude these numbers for overhead calculations. For calculating overhead, focus on the items you and your fellow doctors need to support your practice, which would include hygienist and staff salaries.

That calculation will give you a good general overhead percentage. For example, if your monthly collections are $500,000 and your overhead expenses are $300,000, your overhead percentage would be 60%.

Compare that number to benchmarks.

 

How to Know if Your Overhead Expenses Are Out of Control

 

Some practice owners are surprised by their overhead numbers. Industry ideal for overhead is 55% of collections for a general practitioner. Many times, practices fall between 60% and 65%. Of course, with Delivering WOW, we’re overachievers and strive for even better. Obviously, the lower you can get your overhead, the more profitable your practice can be. But be sure you maintain the right level of quality so you can continue to Deliver WOW.

A general rule of thumb is if you can get your number below 50% and approach 40%, you’re doing an amazing job. If your number starts to track over 75%, however, your overhead is likely out of control. Don’t worry, though. If this is the first time you’re paying attention to your number, you can likely reduce this number fast, especially if you’ve joined the Delivering WOW Platinum coaching program and taken advantage of the deals we’ve negotiated on your behalf.

Is your overhead out of control?

 

How to Know if Your Overhead Expenses Are Out of Control

 

Once you know your number, examine each expense a little more carefully. Are all of your expenses absolutely necessary to the survival and growth of your business? If not, you may need to cut a few out until you can afford them.

If you’ve already cut out unnecessary expenses and are still left with a number that’s too high, it’s possible your practice is underproducing. Or, you might need to evaluate—and perhaps raise—prices. Usually, a combination of cutting unnecessary expenses and increasing revenue gives the best results.

What does your overhead percentage tell you about your practice? If want help reducing overhead, sign up for our Delivering WOW Platinum Coaching Program where overhead guru, Dr. Glenn Vo, can help you take control of your finances.

The Power of Virtual Consults With Dr. Brian Harris

The Power of Virtual Consults With Dr. Brian Harris

Have you ever considered hosting a virtual consult with a patient? This is still a relatively new concept in the dental industry. But virtual consults are really taking off for my guest on this episode of the podcast, Dr. Brian Harris.

Dr. Brian Harris is the Founder and CEO at Smile Virtual Consult.He and his team provide treatment advice and guidance to patients via a 10-15 minute customized video. Patients simply submit a photo of their smile and a Smile Virtual Consult doctor responds with the answers to their questions along with recommendations for improving their smile.

Dr. Brian Harris is a cosmetic dentist based in Phoenix, AZ. He’s known for his ability to help patients achieve a beautiful smile and answering their questions for free in an open, honest and convenient way. In my discussion with him, we talk about how useful virtual consults are and why more dentists should leverage them in their practices.

 

The Power of Virtual Consults With Dr. Brian Harris

On the podcast we discussed…

  • How Brian got into cosmetic dentistry and what sparked his passion for virtual consults
  • What a virtual consult is and how it can help generate leads for your practice
  • How to let your patients know your practice offers virtual consults
  • How virtual consults can help you increase your conversion rate and case acceptance
  • The importance of connecting with your patients and being authentic
  • Why virtual consults are a great way to get more referrals through word of mouth

 

The Power of Virtual Consults With Dr. Brian Harris

 

If you’d like to find out more about Dr. Brian Harris and Smile Virtual Consult, you can visit their website and check out the ‘I’m a Doctor' tab to schedule a call with a member of the team and learn more about how Smile Virtual Consult can help you connect with more patients.

Watch a short trailer for this episode here:

How to Treat More Rockstar Patients with Weston Lunsford

How to Treat More Rockstar Patients with Weston Lunsford

I’m so excited to introduce you to my special guest on this episode of the podcast, Weston Lunsford. Together, we discuss how you can find your ideal patient. And, the things you can do to attract more ‘rockstar’ patients to your practice.

As CEO of Dental Intelligence, Weston oversees the strategic direction of the company and its products. Above all, he is responsible for the revenue growth and future expansion plans. But he also dedicates a large part of his time to be intimately involved with their clients, the dentists. This allows him to fully understand their needs, wants and their experience with their solutions.

Weston spent the previous 10 years as the founder and principal partner in Lunsford Peck. Lunsford Peck is a Certified Public Accounting firm providing services for medical and dental professionals. Also they have an impressive community of clientele, with nearly 2,000 clients on their books.

Weston and his team are passionate about what they do. So, they trust in each other and in their abilities to create something special, unique, and impactful. As Dental Intel always says, “we make incredible happen!”

 

How to Treat More Rockstar Patients with Weston Lunsford

On the podcast we discussed:

  • Weston’s professional background and how he got into dentistry with Dental Intel
  • How to increase production in your practice
  • Why it’s important to identify the type of dentistry you want to do
  • Efficient ways to target your ideal patients
  • Why and how you should rate your patients
  • How to increase patient retention

 

How to Treat More Rockstar Patients with Weston Lunsford

 

If you’d like to get a FREE practice analysis from Dental Intel, whereby you’ll discover strengths and opportunities for growth in your practice, click here.

To watch a short trailer for this episode click the video below.

Two Types of Expenses You Need to Take Control of When Building Your Practice

Two Types of Expenses You Need to Take Control of When Building Your Practice

 

When maximizing profits, a lot of attention is paid to increasing revenue. While that is important, we can’t lose sight of our expenses while doing so. Getting expenses under control is a great way to increase profitability instantaneously and without needing to attract any additional patients to your practice.

If your expenses are getting out of control and you can’t make the take-home income you want no matter how productive your practice is, it’s time to hone in on two types of expenses. To help practices get their expenses out of control, we invited Glenn Vo, of Nifty Thrifty Dentists to be our office overhead coach to the practice leaders and team members who have invested in the Delivering WOW Platinum Coaching Program.

Glenn works with practices to control—and cut—overhead without sacrificing patient care and quality. In doing so, he helps practice leaders create calm from all the chaos, understand the two types of expenses every practice has, and how to control each of them to simplify operations and increase profits.

Fixed Expenses

 

Two Types of Expenses You Need to Take Control of When Building Your Practice

 

Fixed expenses are expenses that are a set amount each month. It doesn’t matter how productive you are, fixed expenses don’t change. Typically, these are expenses you’ve negotiated and can’t change quickly, such as rent, mortgage payments, and practice loans.

Sometimes, however, fixed expenses can be reduced or eliminated, especially with monthly recurring software costs. For example, you could change phone providers to find a better, lower-priced option.

Other times, fixed expenses eventually disappear, such as practice loans. If you have significant time left on long-term commitments, you could attempt to refinance or extend contracts to get better terms. You could refinance a loan to lower an interest rate or free up cash flow. You do have options.

Often, the fixed expense you have the least control over is rent. Generally, only in rare cases can you negotiate rent decreases. Generally speaking, you’re stuck with rent rates until the end of the term. It’s very important to have help from qualified people to help you negotiate terms on fixed expenses, especially things like rent that are difficult or expensive to reduce once set.

Variable Expenses

 

Two Types of Expenses You Need to Take Control of When Building Your Practice

 

Variable expenses are often seen as good expenses because they increase when production increases. Variable expenses include things like supplies and staff wages.

But rising variable expenses are not always positive. If you see variable expenses rising without production rising, it’s possible your supplier increased prices or scheduling is inefficient.

Variable expenses are often much easier to reduce than fixed expenses. If supply costs rise, you could shop around for new suppliers, find less expensive alternatives, or participate in group buying programs to take advantage of favorable rates. If staff costs are rising and inefficient, you could cut back on staffing to better fit the anticipated production needs.

Either way, within a matter of weeks, you could see a noticeable reduction in variable expenses.

Are You in Control of These Two Expenses?

 

Two Types of Expenses You Need to Take Control of When Building Your Practice

 

While some expenses are difficult to control, we have options with the vast majority of expenses. In Glenn’s experience, every practice has some inefficiencies. They are not always the same for each practice. But every practice has some fixed or variable expenses that can be reduced.

Are your fixed expenses high? Look at your real estate costs, practice loans, and other monthly expenses that do not vary.

Do you have a long-t Once you understand your expenses, When it comes to fixed expenses, by finding a company that will help you negotiate your lease to a cost that isn’t out of control for you. Be careful about taking out loans, too. When it comes to variable expenses, make sure you aren’t offsetting costs if they are increased.

If you want to learn more about controlling these two expenses, sign up for our Delivering WOW Platinum Coaching Program where our financial mastermind, Glenn Vo, can help you take control of these two expenses.

How to Overcome Fear When Building a Dental Practice

How to Overcome Fear When Building a Dental Practice

 

Running a dental practice can be scary. There are a lot of uncertainties we must overcome as we try to grow our practice and achieve our dreams.

But it’s not easy to overcome the fear that comes from growing a dental practice. Between patient care, marketing, leading a team, and more, we have barely enough energy to keep things together.

That makes it especially hard to face our fears. What if we fail? What if we can’t do it? We have so many “what ifs” that run through our minds all day, every day. If we want to achieve great things with our practice, however, we must keep going. We must overcome our fears. We must push through.

Dr. Shakila Angadi, the mindset coach for our Delivering WOW Platinum Coaching Program, took a few minutes to share the importance of overcoming fear and strategies to do so.

Here is what Dr. Angadi describes as the reason overcoming fear is so important along with three questions to ask yourself to help overcome fear.

Why Overcoming Fear is So Important

 

How to Overcome Fear When Building a Dental Practice

 

She emphasized that it is often our fears that hold us back from unlocking the full potential of what we can be as we build our practices. No matter what our struggles, at the root of the problem is often something we’re afraid of that causes the struggle.

We are all capable of whatever we put our minds to, but fear holds so many of us back. For some, it causes us to not give our best efforts, believing no matter what we do, we will ultimately fail. For others, fear causes us to not even try. We don’t think that we can achieve what we want to achieve, and we refrain from moving forward at all.

Our fears play right into our decision-making process. They make us believe we’ll fail no matter what we do. They make us believe the risks we need to take to success are not worth taking because we’re not good enough or talented enough to succeed.

In short, overcoming fear is so important because it keeps us from doing what we need to do to build an amazing practice and transform the lives of our patients and team members, build a life we want for our families, and give back to our communities.

Three Questions to Ask Yourself to Overcome Fear

 

How to Overcome Fear When Building a Dental Practice

 

Dr. Angadi teaches three questions any dentist can use to begin overcoming fear. If you struggle with fear, ask yourself these questions to start to take control over your future and not let fear get in the way of building an amazing dental practice.

1. What are you afraid of?

The fear of failure is the most common fear dentists face. For many dentists, they put 100% of themselves into something and are afraid they’ll fail after giving it their all. Others are afraid of being judged for failure. Others are even afraid of success. They are afraid that succeeding would bring on obligations they won’t know how to handle.

Whatever your reason for fear is, it’s important that you identify it. Why are you afraid? What are you afraid of? From there, you can work on overcoming it.

2. Why are you afraid of that?

Once you identify what your fear is, the next step is to dig deep and figure out why you’re afraid of that. Where did that fear come from? Many times, that fear comes from something that happened in our past. Sometimes it comes as early as our childhood. Other times, it came from an experience later in life.

Many of us cling to fears that have nothing to do with dentistry and let them hold us back. Really dig deep, and try to figure out why you are reluctant or hesitant to do something.

3. What is the worst and best thing that can happen?

Once you know what you’re afraid of and why, consider the worst-case scenario that can come if what you’re afraid of happens. Often, it’s nothing we can’t handle. We might lose a little money.

Then, ask yourself what’s the best thing that can come out of overcoming your fear. Many times, the best things include getting more time with our families, making life-changing impacts on our patients, and living our dream lives.

Usually, there are more good things that can come out of squashing our fears than there are bad things that can happen if the worst-case scenario happens.

Contrasting your thoughts between the best and worst things that can happen helps discern when risks are worth taking or when our fears are misplaced.

Challenge fear today!

 

How to Overcome Fear When Building a Dental Practice

 

Fear can make us think too much and get paralysis by analysis. I challenge you to identify something you want from your practice that you’ve hesitated to pursue because of fear. Ask yourself these three questions, and get ready to push through to amazing things.

If you want more help overcoming fear and achieving life-changing things for yourself, your family, your patients, and your practice, you can get weekly mindset coaching from Dr. Angadi as a Delivering Wow Platinum coaching member.

You can also join my free Dental Marketing and Profits Facebook group, where thousands of dentists and I help each other build better practices.

3 Ways to Get Help Running Your Dental Practice

3 Ways to Get Help Running Your Dental Practice

 

Running a dental practice is a lot of work. There's no denying that. But that doesn't mean all that work needs to be done by the doctor. That's a prescription for stress, burnout, and physical and mental health challenges. 

Help is all around the dental industry. The key is finding reputable, reliable, and quality help for your dental practice. Here are three ways to get real help running your practice.

Invest in training your team. 

 

3 Ways to Get Help Running Your Dental Practice

 

Some dentists are so overwhelmed that they cannot even carve out the time to train their team. They spend all day putting out fires and by the time the patients are all taken care of, they just want to go home and sleep. Early morning hours aren't the solution for practices like these, either; with such a hectic and stressful day ahead, doctors need all the rest they can get.

We have so many options to help our team members get trained. For example, we can invite trusted dental consultants to our practice to train our team members. We can also put team members through online or in-person training courses.

One key to getting your team to implement the training is to make sure the systems and processes they learn become your office's standard. One of the biggest challenges to getting consistent work product from team members is to make sure every team member knows what to do. Implementing the training and holding team members accountable is often the hardest part for dentists. But it is essential to being able to delegate confidently and achieve consistency in your practice. If you invest in training, be sure to support the learning. 

Invest in dental technology.

 

3 Ways to Get Help Running Your Dental Practice

 

Dental technology has come a long way in a short time. We have technology available to help with almost everything we do. For example, dental technology can help make dental marketing easier. It can help increase dental practice efficiency and communication. It can help with dental SEO and online reviews for dental practices. And, of course, new technologies can help us provide better care to patients.

Together, the right combination of dental technology can help you increase profits and save time and money. It can help you perform more and higher-value procedures. It can help your team communicate more efficiently. It can help you understand where to focus your marketing time and efforts. And it can help you hold your team accountable for implementing new systems and processes into your practice.

Give yourself the tools you need to do your best work. And give your team the tools they need to do their jobs consistently well.

Invest in coaching.

 

3 Ways to Get Help Running Your Dental Practice

 

The best thing I did to shift away from being deeply in debt and working way too hard was hiring a coach. My coach helped me see things more objectively, get organized, and make better choices.

Getting outside guidance from an experienced and objective coach can immediately improve results. Coaching can take many forms. Some coaches help with specific areas of running a practice, such as case acceptance, setting a practice vision, or reducing overhead. Others guide you on more general operations and growth strategies. 

But coaching does not only have to be focused on dental practice operations to be helpful. Many dentists could benefit from hiring a mindset coach, life coach, or personal trainer to help them continue their personal growth. If your challenges extend beyond practice-specific operations, hiring an experienced coach can help.

One of the best benefits of coaching is that it is an ongoing relationship. Your coach works with you, your team, or both on a regular basis. This helps ensure consistent improvement and accountability. If you want help with consistent improvement and accountability, working with a coach can be one of your best investments. 

Do you have enough help with your practice?

If you need help running your practice, then investing in team training, dental technology, and quality coaching can help. Team training can help implement new systems and processes to get your team working efficiently and consistently. Dental technology can help in many ways. It can even help reinforce the team training if you choose the right technology to match the training. And coaching can help you and your team members get additional help, direction, and accountability to promote consistent improvement.

TAKE ACTION TODAY:

If you want help developing leaders within your team, our team of expert coaches, training, and resources we offer in our signature Delivering WOW Platinum Mastermind Program can help. Not only will we share tools, trainings, and resources, but we can also train your team members directly and help hold them accountable.

You can also create an easy opportunity for your team to increase their commitment to the growth of your practice! Our Marketing & Practice Growth Challenge is exactly that opportunity. Over 300 practices have participated and the feedback we hear all the time is that by the end of the 21-day challenge team members are so much more invested and excited about the growth of the practice. But don’t take our word for it, read their testimonials about the challenge here.

How to Launch a Successful Start-Up Dental Practice

How to Launch a Successful Start-Up Dental Practice

 

Launching a startup dental practice is exciting, but it can also be stressful, especially if you go at it alone. You have to invest a lot of money on the build-out, equipment, supplies, and branding, all before a single patient comes through the door. But what if it didn’t need to be that way? What if there were a way to launch a successful start-up dental practice with a list of patients already scheduled?

That’s what Dr. Tien Dang and Tiffany La wanted for Studio Dental of River Park when they signed up to be coached by my team in my Facebook Bootcamp. In less than two hours a week, Tien and Tiffany put in place a plan to make their practice a success from the start. Here’s how they did it.

Pre-Practice Opening Branding Strategy

 

How to Launch a Successful Start-Up Dental Practice

 

While Studio Dental of River Park opened in December of 2018, Tien and Tiffany started working with us to market the practice six months earlier.

During that time, they built a VIP email list, posted to Instagram, and hosted weekly Facebook Live videos to update people on practice construction and why they love dentistry. They showed people lavender neck warmers, scented warm towels, Netflix, TVs, wireless Bluetooth headphones, and other amenities to help anxious patients feel at ease. Additionally, they showed off all the dental technology they invested in to allow them to provide top dental care. This helped potential patients feel connected to the practice and confident that they would be in good hands if they became patients.

Additionally, anyone who signed up for their VIP email list received a $50 voucher toward their first visit. On the very first day, they had almost 100 people sign up for their email list.

Finally, as their grand opening got closer, they ran a giveaway contest on Facebook. Originally, the plan was to give one winner a choice between $1000 in free dental work or whitening for life. But their Facebook videos were getting so many viewers (14,000 to 20,000 per video) that they expand the contest to five winners.

Costs to Run a Successful Start-Up Practice Marketing Plan

 

How to Launch a Successful Start-Up Dental Practice

 

As members of our Facebook Bootcamp, Tien and Tiffany had access to the top tools, training, resources, and coaching for opening a dental practice.

With that in place, their advertising costs were about $700 total. They spent about $500 between June and December implementing the plan, boosting their videos to reach more people. As their opening got closer, they spent an additional $200 to promote their funnel for their VIP email list to help them get patients booked.

Results of a Successful Start-Up Practice Marketing Plan

 

How to Launch a Successful Start-Up Dental Practice

 

Studio Dental of River Park’s startup funnel was a tremendous success. Unlike many practices who struggle to get their first patients booked, Studio Dental of River Park had patients scheduled from the start. They scheduled sixty patients before they even opened the doors, with many more following quickly thereafter.

Even better, many of those patients came for high-value procedures. Some had prior root canals but didn’t go back for the crown because they lost trust in their dentist. Others had been anxious to go to the dentist and had not been in a while. But all these patients grew to trust Tien and Tiffany during their marketing campaign, so they came in already trusting them.

Because these patients trusted Tien and Tiffany, case acceptance was very high, and Studio Dental of River Park got more than 70 five-star reviews during their first three months.

Are you ready to get better results in less time?

Studio Dental of River Park is an amazing example of how investing in proven marketing and growth strategies can set you up for success. Whether you are just getting started or have been operating your practice for years, investing in coaching, resources, and proven strategies is the best way to build your practice.

Tien and Tiffany invested in our Facebook Bootcamp to help them fill their schedule before they opened the doors. You can get free access to Facebook Bootcamp, weekly coaching from the best experts in the dental industry, and the best practice resources available by joining the Delivering WOW Platinum Mastermind Program.

You can also join thousands of other dentists helping each other in my free Dental Marketing and Profits Facebook Group.

How to Build a Dental Practice Like an Entrepreneur

How to Build a Dental Practice Like an Entrepreneur

Entrepreneurs have been lauded as the end-all-be-all of business people. They can start from scratch and build a thriving business. So why doesn’t dental school teach us how to build a practice like entrepreneurs build their businesses?

As it turns out, there are many ways we can build our practices like entrepreneurs build their businesses, but we must first recognize some of the differences between entrepreneurial businesses and more traditional, bureaucratic ones.

 

How to Build a Dental Practice Like an Entrepreneur

Traditional, Bureaucratic Dental Practices:

  • Encourage learning by researching
  • Have rigid titles and responsibilities
  • Base pay on time and attendance
  • Values reason over emotions
  • Lead based on status
  • Are transaction-focused
  • Operate with rigid plans
  • Build a culture of scarcity

Entrepreneurial Dental Practices

  • Encourage learning by doing
  • Build teams with fluid titles and responsibilities
  • Base pay on outcomes
  • Value emotions as well as reason
  • Lead based on contributions
  • Are relationship-focused
  • Operate with malleable plans
  • Build a culture of abundance

Entrepreneurs give up security in exchange for opportunity. Unlike most people who are content with a job, a regular paycheck, and clearly defined responsibilities, entrepreneurs are willing to jump into the unknown: betting on their intelligence, expertise, and ability to problem-solve and create solutions in hopes of generating a profit. They are not always successful, and they are by no means perfect. Four out of five new businesses fail, and working in an entrepreneurial company can be far more demanding than a traditional one.

But there are some really incredible pieces of the entrepreneur puzzle that can make for a high-performing practice. You’ll be more secure and structured in a bureaucratic practice—you’ll have all the power to make decisions—but that also means you’re doing all of the work to lift and lead the practice. Your job title will entitle you to status, and the practice will work according to that status. This is organized and can work well for many people. But it creates a less collaborative and, we think, a weaker environment.

If you decide you want to build your dental practice like an entrepreneur, here are four things you need to commit to.

Be willing to change the status quo, even when your practice is profitable.

Bureaucratic practices find something that works and stick to it no matter what. It might be a system or process to run your practice or a way to attract new patients. Even good things can be made great.

To grow a practice like an entrepreneur, you must be willing to make changes, even when things are going well. Things will always be changing in a thriving entrepreneurial business. Entrepreneurs are constantly trying new things out to see what works. They are always looking to improve, even when things are going well.

Create a culture of abundance.

 

How to Build a Dental Practice Like an Entrepreneur

 

A culture of abundance is one in which your team cooperates with each other to help the entire practice improve. This is in sharp contrast to a culture of scarcity, which results in a competitive environment in which team members fight for credit and look to achieve personal gain.

Entrepreneurs know the best way forward is when every team member works together as a team. To achieve a culture of abundance, we must encourage and reward things that encourage cooperation and teamwork.

Help your staff do their best work.

Entrepreneurial leaders give their team members the tools, training, and resources to do their best work. They invest in the best systems and processes and on constantly improving them so each team member can perform consistently well.

Beyond tools, training, and resources, entrepreneurial leaders let their team members know small failures will not get them fired. We must give team members permission to make mistakes in the pursuit of consistent improvement. Remember, it’s easy for those in a position of power to take a risk. It’s harder for those who feel they have more to lose.

Shift your pay scale toward rewarding performance.

 

How to Build a Dental Practice Like an Entrepreneur

 

Rewarding people on results will shift the mindset of your team members from rewarding people’s presence to rewarding their performance. Even if it just means creating a commission or rewards system for hitting practice goals, rewarding performance will transform your practice from a bureaucratic one to one in which everyone begins to think like entrepreneurs.

Are you building your practice like an entrepreneur?

These practices can begin to boost the culture and work ethic in your practice. True leaders and entrepreneurial team members will rise up. Also, team members who are not on board with a healthy, entrepreneurial culture will be more likely to move on to create a stronger team moving forward.

If you want help building a practice like an entrepreneur, check out the team of expert coaches, training, and resources we offer in our signature Delivering WOW Platinum Mastermind Program. Our coaches will help transform your practice by implementing entrepreneurial systems and processes, coach your entire team, and even keep them accountable for helping achieve your practice goals.

You can also join thousands of other dentists helping each other in my Free Dental Marketing and Profits Facebook Group.

The Ease of Providing A Dental Warranty to Your Patients with Jared Parente

The Ease of Providing A Dental Warranty to Your Patients with Jared Parente

I’m super excited to welcome my good friend, Jared Parente from Dental Warranty Corp, onto this episode of the podcast. We discuss how you can grow your dental practice by giving your patients peace of mind with dental warranties they can trust.

Jared Parente is the CEO of Dental Warranty Corp and has committed the vast majority of a highly-entrepreneurial career to growth opportunities in healthcare. His work has helped to generate results through a focus on better patient experiences delivered through unique and disruptive concepts.

Dental Warranty offers nationwide, life-proof protection for restorative dentistry and appliances. It offers a unique practice growth opportunity with typical practices seeing an acceptance rate between 40% and 80%.

In my discussion with Jared, we talk about how your warranty can act as a powerful practice builder to help you not only grow your practice, but boost hygiene consistency, treatment acceptance and revenue.

 

The Ease of Providing A Dental Warranty to Your Patients with Jared Parente

On the podcast we discussed…

  • How Dental Warranty can help increase case acceptance
  • What happens when you present a claim with Dental Warranty
  • How payment for the warranty works
  • Procedures that are covered in the warranty
  • How to present warranties to your patients
  • The on-boarding process of getting started and training your team

 

The Ease of Providing A Dental Warranty to Your Patients with Jared Parente

 

If you’re ready to get started or you want to find out more about Dental Warranty Corp, you can visit www.dentalwarrantycorp.com or email brad@dw-corp.com.

To watch a short trailer of the podcast episode where Jared explains how warranties can increase case acceptance, hit play below:

 

The Fastest Way to Get Started With Invisalign With Nancy Ward

The Fastest Way to Get Started With Invisalign With Nancy Ward

The dentistry industry is competitive. If you’re not offering the latest products and services that your patients are looking for, you risk losing their custom to another practice that does offer those things. And, one of the most sought-after products in today’s market is Invisalign, which is why I’m so excited to have Nancy Ward from Invisalign on this episode of the Delivering WOW podcast.

Invisalign.com pioneered the world’s first clear aligners, helping people to straighten their teeth to achieve the smile they’ve always wanted – in as little as 3 months! Nancy has been an Invisalign provider for 12 years and is part of the US and Global faculty for Invisalign.

In my discussion with Nancy, we talk about how dentists like you can utilize Invisalign to enhance restorative outcomes and grow your practice.

 

The Fastest Way to Get Started With Invisalign With Nancy Ward

 

On the podcast we discussed…

  • How to integrate Invisalign in your practice when you aren’t a trained orthodontist
  • The process of learning how to be an Invisalign provider
  • Tips for training your team on Invisalign
  • How to utilize your team to help increase consults and case acceptance
  • How Invisalign can help boost your bottom line
  • Advice for getting started and certified with Invisalign

 

The Fastest Way to Get Started With Invisalign With Nancy Ward

 

Invisalign treatment can be used to treat mild to complex teeth straightening issues from slightly crooked teeth to gapped teeth, crossbite, open bite, underbite and much more.

To find out more about Invisalign, go to:  invisalign.com

To watch a short trailer of the episode where Nancy is explaining how to integrate Invisalign into your dental practice, hit play below:

How to Build a Gossip-Free Environment in Your Practice

How to Build a Gossip-Free Environment in Your Practice

Gossip is something many dental practices deal with. Many of us experience it in our practice. It is important for all team members to be able to voice concerns and resolve problems. Everyone needs to be able to talk about and improve work conditions. They need to be able to get feedback on how to handle situations and brainstorm solutions.

But when people resort to gossip, it causes pain, fractures trust, and creates a toxic culture. To eliminate gossip, we must understand where it comes from and create a safe environment to resolve issues before they lead to gossip. Here are six characteristics of a healthy, gossip-free practice culture.

1. Clear Expectations and Accountability

 

How to Build a Gossip-Free Environment in Your Practice

 

Dentists and other practice leaders must be very clear that there should not be any gossip happening in the office. Educate the team on the best ways to get help with team members or leadership. Talk with them about ways they can communicate with each other to discuss and help find solutions to issues in a productive way.

Ask your team members to also lead the way and set those clear expectations with each other and when new people join the practice. Clear expectations and accountability will help ensure a no-gossip environment continues over the long term.

2. Vulnerability-Based Trust

Vulnerability-based trust occurs when people are comfortable sharing problems they are experiencing without fear of retaliation or losing respect. It also occurs when people feel safe discussing issues with the person causing the issue—especially as the dentist or team leader. With vulnerability-based trust, people know others will support them in finding solutions and not judge them for not being able to solve a problem on their own.

There must be vulnerability-based trust among your entire team. If issues cannot be resolved because there is no trust, that is an environment that is ripe for gossip.

3. Agreement and Commitment from the Entire Team

 

How to Build a Gossip-Free Environment in Your Practice

 

Make sure there's agreement and a commitment from everyone in on the team to having no gossip in the office. This is not something one leader or dentist can do on their own.

Most of the time, gossip happens outside of the dentist or team leader's presence. If the issue is about them, the gossip will occur outside of their presence. If the issue is about someone else, their conversations are generally solution-focused. That is why it is important for leaders to set expectations but get wider agreement and commitment. The team's commitment and agreement will define your long-term success when it comes to building a no-gossip environment.

4. Commitment to Discuss Issues With any Person Directly With That Person

When the team is comfortable discussing problems or challenges with the person causing it in a productive way, everyone wins. If someone needs help, that is fine. Even having somebody sit with you while you discuss something that is difficult can help keep the situation productive.

Encourage your entire team to address things head on directly with the person causing the issue. If they want help, encourage them to approach leadership with their concerns so they can get advice and direction.

5. Solutions-Based Communication

 

How to Build a Gossip-Free Environment in Your Practice

 

Keep lines of communication open by promoting and practicing solutions-based communication.  Leaders must keep communication lines open and allow people to talk about difficult things in a productive way—especially if they need to give the leaders feedback. This avoids putting up a barrier that leaves team members confused about how to get issues solved. Because they will not know what to do they will start talking with each other and make it much more likely that the conversation will lead to gossip.

Ask team members to bring suggested solutions to conversations if they need to talk about something difficult. The solution you bring might not be the one that is adopted but it ensures the tone of the conversation is solution-focused. Let them know that it is ok if they do not have a suggestion. In those cases, ask them to be able to discuss things they considered. That will also help focus the conversation on finding solutions.

6. Real-Time Feedback

Create an environment of consistent real-time feedback—positive feedback and constructive criticism. When we constantly solicit feedback, we will create an environment that catches issues early.  When somebody needs to give you constructive criticism, it can be difficult to not get emotional or upset. You can ask clarifying questions but make it a safe discussion or people will eventually resort to gossip.

We can create an environment of consistent real-time feedback by asking for feedback at the end of each shift. Ask team members what went well and where could we have done better. As time goes on, these conversations help avoid things from getting to the point where team members feel the need to gossip.

Are you building a gossip-free environment?

An environment with these six characteristics gives all team members a safe place to have their voices heard and resolve issues without needing to resort to gossip.

TAKE ACTION TODAY:

If you’re anything like the 300 practices that have gone through our Marketing & Practice Growth Challenge, you may be feeling like your team could use a bit more energy and excitement about growing the practice. That way they could spend less time on gossip and more time serving patients and doing the dentistry we all love. If that sounds familiar, then this is your invitation to join our 21-day Marketing & Practice Growth Challenge, and get a 20% discount at checkout when you use the code CHALLENGE here.

3 Pieces to a Productive, Profitable Dental Practice

3 Pieces to a Productive, Profitable Dental Practice

Growing a dental practice requires you to do a number of things. First, you need to set a vision and goals for your practice. That tells you where you want to go. Second, you need to develop a WOW culture to attract and retain the best team members possible. Third, you need to give every patient a WOW experience every time they visit your office. Fourth, you need to be profitable. If you are not profitable, you will not be in business very long.

I lay out these four steps—and more—in my book, Delivering WOW: How Dentists Can Build a Fascinating Brand and Achieve More While Working Less…. (which you can get for FREE right here—just cover shipping). Here are the three pieces to building a productive, profitable practice to support you and your team as you work to achieve your practice vision and goals and give patients a truly WOW experience.

1. Empowered, Accountable People

 

3 Pieces to a Productive, Profitable Dental Practice

 

You will never build a productive, profitable dental practice without having the right people on your team. Setting clear practice goals and a practice vision helps attract people who share your values. Building a WOW practice culture helps you keep your team engaged.

But making sure every team member has clear goals and the processes, systems, and tools to do their job well gets you profitable. In other words, once you have the right people on your team, you need to make sure they know what to do and how to do it. That's where the processes, systems, and tools come in—to empower, focus, and hold team members accountable for achieving their individual goals.

2. Processes and Systems

 

3 Pieces to a Productive, Profitable Dental Practice

 

Processes and systems help make everyone's jobs easier. They promote consistency in people's work and hold people accountable for doing tasks the right way.

One of my favorite systems to put in place is a dental practice scorecard. A dental practice scorecard allows you to see the most important numbers in your practice, in real time, and in one place.

In my practice, I have my scheduling coordinator pull the info into the scorecard. Every Tuesday we have a leadership meeting where we discuss the numbers from the scorecard. We have a system for her to pull the information and update the scorecard by Monday morning. That system holds her accountable for completing it and allows us to spot and address issues in real time.

For example, one of the most important metrics we track in my practice is our dentist's production per visit. If we set a goal of $700 per visit but see $400 per visit in our scorecard, we know we need to close that gap. One way to do that would be to do Invisalign or crown promotions to attract more patients for high-revenue services. We could also talk with the doctors about doing as much as they can in one visit so the patient gets their treatment faster and our production per vision increases. Over the longer term, we could send one of our doctors to a CE to learn how to perform higher-revenue procedures as well.

This system allows us to make a change right away and not wait a month or longer to see the overall numbers. And if we are hitting or achieving our goals, we can congratulate team members in real time, too.

3. Tools

 

3 Pieces to a Productive, Profitable Dental Practice

 

Finally, we need tools to help make the systems and processes easier and more efficient. Processes need to be very easy for your team or they will feel overwhelmed. One of my favorite tools to increase productivity and profitability is Dental Intel.

Dental Intel's software suite connects with your practice management software and pulls actionable data into one simple presentation. My team can pull everything we need for our scorecard in a matter of seconds. It has several other powerful features, too.

With tools, we need to be careful in choosing tools that help make our practice better that we have the resources to integrate and use well. Dental Intel is one that is both highly effective and easy to use.

With the right people in place and systems and processes to support them, having tools to make their work even easier is the final piece of the puzzle.

Do you have all three pieces to the productive, profitable, practice puzzle?

Way too many practices do not have all three pieces of the puzzle together. Some have great team members but lack the processes, systems, and tools to help them do their best work. Others have a strong team with processes and systems but no tools to make them easier. Once I had all three pieces working together, my practice growth skyrocketed. I worked less and made a lot more. And my team was supported and set up to succeed.

To learn more about building a productive, profitable practice, our team of expert coaches and training resources in our Delivering WOW Platinum Mastermind Program can help. You can also join my free Dental Marketing and Profits Facebook group, where thousands of dentists and I help each other build better practices.

How to Give Your Dental Practice a Core Value Checkup

When is the last time you reviewed your core values? Core values define who you are, who you want to be, and what your company strives for.

Why Core Values Matter

 

How to Give Your Dental Practice a Core Value Checkup

 

Core values make running a dental practice much easier. They guide you in how you hire, fire, reward, and recognize team members. They also make tough decisions easier because they give you important context within which to make decisions. Additionally, when team members know about your core values, it guides them in many things, including these:

  • what they should be doing
  • how they should be conducting themselves
  • how to interact with other team members
  • how to interact with patients

If you have not written core values, take a few minutes to work through this exercise. If you already have core values written, take a few minutes to re-evaluate or update them to make sure you have the strongest set of core values guiding you and your team.

Brainstorming Possible Core Values

Start on a personal level. Think about yourself as a person. What are the ten or so principles you personally live by? It doesn’t matter what they are, just list things that are most important to you. For example:

  • How do you want people to perceive you?
  • How do you want people to think that you act?
  • How do you actually act?
  • What do you want people to say about you when you are not around?

Write down everything that comes to mind when thinking of those questions. If it helps, imagine you live in a perfect world in which you can design exactly who you are and how you act. Write down the characteristics you would choose.

Analyzing Your List of Core Values

 

How to Give Your Dental Practice a Core Value Checkup

 

Take your list of personal core values and think about them in the context of yourself, your team, and your practice. What core values do you want everyone to think about you, your team, and your practice? What values are non-negotiable in your practice? Edit your list with that in mind. Then ask yourself each of the following “yes or no” questions for each value listed. Write down your answers for each value.

  • Is the value absolutely necessary to our unique culture?
  • Would we want our organization to stand for this core value 100 years from now no matter what changes occur in the world?
  • Would we want our organization to hold this core value even if at some point in time it became a competitive disadvantage?
  • Would we want our organization to hold this core value even if in some instances the environment penalized us for living this core value?
  • Do we believe those who do not hold this core value or those who breach it consistency simply do not belong in our organization?
  • Would we personally continue to hold this core value even if we were not rewarded for holding it?
  • Would we change jobs before giving up this core value?
  • If we awoke tomorrow with more than enough money to retire for the rest of our life, would we still hold true to this core value?
  • If we were to start a brand-new organization, would we build around this core value regardless of the industry?
  • Does this value represent the primary behaviors our organization wants to encourage and stand by?
  • Is this value one that we will continue under stress, duress, and in the face of all obstacles?

Finalizing Your List of Core Values

Narrow down your core values to the seven to ten most important values. Use your answers to the questions in the last section to guide you. For example, the more you answered yes for a value, the more important it is. Keep only the seven to ten values that are most important on your list. Those will be your revised core values that will lead yourself, your team, and your practice forward.

Communicating Your Core Values With Your Team

 

How to Give Your Dental Practice a Core Value Checkup

 

Make sure everyone on your team knows your core values. Post them in your office where people can see. Discuss them openly and regularly. Let everyone know why they are so important. Be sure to let them know everyone in the office is expected to act consistently with the core values. Let them know you will be evaluating decisions they make in accordance with the core values, even if the decision goes wrong. For example, let them know whether they acted in accordance with your core values will be something you consider when mistakes happen. When you position this in a positive light and follow through on that promise, you will encourage your team members, and everyone will benefit.

Give your dental practice a core values checkup today.

If you have not set or updated your core values in a while, take a few minutes to update them today. You will come away with a list of seven to ten principles that guide everything you do in your practice.

If you want help setting core values in your practice, check out the team of expert coaches and training resources we offer in our Delivering WOW Platinum Mastermind Program.

You can also join my free Dental Marketing and Profits Facebook group, where thousands of dentists and I help each other build better practices.

Proven Process for New Office Buildouts with Steve O’Leary

Proven Process for New Office Buildouts with Steve O'Leary

I’m thrilled to welcome Steve O’Leary, the Project Consultant at APEX Design Build, onto the show to talk about the best processes for designing and building your ideal dental practice.

Steve is a natural born leader and dedicated to delivering high levels of customer satisfaction with help from his positive outlook on life and great listening skills. He has worked at APEX Design Build for almost three years and is super passionate about the company and what they stand for.

Apex Design Build is a fully integrated design, architecture, and construction firm that specializes in creating state-of-the-art healthcare facilities. Their motto is as enduring as it is simple: Your practice made perfect.

 

Proven Process for New Office Buildouts with Steve O'Leary

 

On the podcast we discussed…

  • Everything you need to know about APEX Design Build Vs. Design Bid Build and what each involves
  • The importance of having a high level of communication during the new buildout process
  • Questions you should ask before hiring a team to help you build a new practice
  • The impact that a well-designed dental practice can have on your patients
  • What to expect when you hire a firm like APEX Design Build
  • How long a typical build project tastes at each phase
  • An estimated ballpark figure of building a typical dental practice
  • Taking the first steps towards designing and building your own practice

 

Proven Process for New Office Buildouts with Steve O'Leary

 

If you’d like to learn more about APEX Design Build and how they can help design the dental space of your dreams, go to: apexdesignbuild.net/the-apex-continuum/

To watch a video trailer where Steve talks about the process of designing and building your own dental practice, hit play below!

 

Using Google Drive to Organize Practice Documents, Photos, and Monthly Bills

Using Google Drive to Organize Practice Documents, Photos, and Monthly Bills

With so many documents, photos, and bills to manage, keeping organized can be a nightmare. We need to organize leadership files, patient photos, advertising assets, and more. We need to keep our accounting documents organized to make sure bills get paid. We need to keep training and development files up-to-date and accessible to everyone who needs them. And with many team members accessing key documents, it can be easy to get disorganized.

Google Drive can help you keep everything organized and make sure everyone is working from the best and latest information. Here are four steps to using Google Drive to make organizing documents, photos, and monthly bills easy.

1. Create primary folders within your main Google Drive.

 

Using Google Drive to Organize Practice Documents, Photos, and Monthly Bills

 

Google Drive is a cloud-based file storage and synchronization service. If you manage your practice email using Google, you already have a Google Drive account. If not, you can sign up for free. Google Drive allows you to control who can access documents on an individual level or by folder.

Once your account is active, set up folders for your primary practice categories. We set up folders for accounting, leadership, marketing, office documents, patient photos, and training and development. If we have special projects that are outside of those main categories, we will set up additional folders. If you use Asana to create teams and assign projects, you could match your folders to your project names to make it familiar for team members.

These main folders should make it easy for team members to know where to find and save documents. Invite team members to the folders they will need to access to make sure the right people have access to the right documents.

2. Create important sub-folders within your folders.

Sub-folders are an important part of getting and staying organized. Instead of putting all files relating to marketing in one big folder, organize the documents further using sub-folders, and sub-sub-folders. For example, within marketing, we have sub-folders for articles, Facebook ad examples, Google ad examples, images, swag information, and a few more.

We also have a main folder for photos. Within those, we have a sub-folder for patient photos. Within our patient photos sub-folder, we have further sub-folders for procedures, such as dental implant before-and-after pictures. Within that sub-folder, we have additional folders for each doctor. Within each doctor's sub-folder, we have folders for each letter of the alphabet.

That folder structure allows us to easily find patient photos by procedure, doctor, and last name.

3. Make sure everyone uploads all documents to the right folder or sub-folder.

 

Using Google Drive to Organize Practice Documents, Photos, and Monthly Bills

 

Once your folder structure is in place, make sure each team member stores documents in the right folder. Have one file system and one place for each type of document. This way, nothing can get lost.

This is especially important for keeping monthly bills organized. In my practice, we scan all bills into the computer. We then put them in sub-folders by month. For monthly bills, my team knows use the accounting folder, monthly bills sub-folder, and specific month sub-sub-folder.

4. Communicate about each document using Google Drive comments and Asana.

Google Drive's document sharing feature is helpful. You can create a link to each folder, sub-folder, and individual document that you can share with your team. If you need to communicate about a document, you can add a comment within Google Drive and tag the right team member to see the comment.

You can also use Asana to communicate by creating a task for the document within Asana, pasting the link, and communicating back-and-forth within the Asana task.

How do you keep files organized in your dental practice?

 

Using Google Drive to Organize Practice Documents, Photos, and Monthly Bills

 

If you do not have one place to organize your documents, Google Drive is a simple but powerful tool. You can add every type of file to Google Drive. You can add images, PDFs, Microsoft Word documents, Google Spreadsheets, or any other type of file. It helps you keep everything safe and in one place.

To learn more about getting organized and productive, check out the team of expert coaches, training, and resources we offer in our signature Delivering WOW Platinum Mastermind Program.

You can also join my free Dental Marketing and Profits Facebook group, where thousands of dentists and I help each other build better practices.

Integrating Ceramic Implants with Michael Foley

ntegrating Ceramic Implants with Michael Foley

If you want to make your dental practice stand out from your competitors, you’ve got to start thinking about new and innovative products and services you could potentially start offering to your patients.

In this podcast episode, I’m thrilled to be joined by Michael Foley, the founder and president of Emerginnova. It’s a fantastic conversation all about ceramic dental implants and the steps you can take to integrate them into your practice.

Emerginnova is the official North American distributor of ZERAMEX Ceramic Dental Implants. ZERAMEX is a growing company with a solution that is evolved like metal-implants but has all of the benefits of Ceramic Implants.

No one knows more about the market and future of this sector than Michael Foley. So, who better to talk to about the dental implant market and advise you on how you can start using ceramic implants in your own practice?

 

Integrating Ceramic Implants with Michael Foley

 

On the podcast we discussed…

  • Michael reveals how he got into the dental implant business
  • The benefits of ZERAMEX dental implants including the fact that they are 100% metal-free
  • How dental implants can help to differentiate and grow your practice
  • Marketing ceramic implants to patients who don’t want traditional titanium implants
  • Common misconceptions about ceramic implants
  • The training process of placing ceramic dental implants
  • Pricing and the expected cost of integrating ceramic implants
  • Everything you need to know about ZERAMEX ceramic implants
  • Tips and advice for marketing ceramic implants and how it can help improve your SEO performance

 

Integrating Ceramic Implants with Michael Foley

 

Are you considering integrating ZERAMEX ceramic dental implants in your practice?

Visit zeramexusa.com to find out more!

To watch a video trailer of the episode where Michael reveals how ceramic implants can help differentiate your practice hit play below:

Improving Oral Hygiene With Ian Miller

Improving Oral Hygiene With Ian Miller

I’m thrilled to welcome Ian Miller onto the podcast to talk about all the ways that you (and your patients) can improve oral hygiene and enjoy a wider, brighter and healthier smile.

Ian is the Director of Global Sales for both Plaque HD and Steraligner. His passion for getting premium oral hygiene products into the mouths of your patients is only surpassed by his drive to make it as easy as possible for all your patients to have maximum oral health…oh, and his love for baseball and getting into the Guinness book of World Records!

 

Improving Oral Hygiene With Ian Miller

On the podcast we discussed…

  • How Ian transitioned from the world of B2B business to oral hygiene
  • How Plaque HD got started and what inspired its creation
  • The benefits of using a plaque identifying toothpaste that’s suitable for the whole family
  • Ian shares a compelling story about how Plaque HD helped improve a child’s oral health
  • Teaching patients how to brush their teeth properly
  • Using Plaque HD to achieve a brighter smile, whiter teeth, and a healthier body
  • How Plaque HD can help reduce the High Sensitivity C-Reactive Protein (hsCRP) levels in your body
  • The possible impact that using this toothpaste can have on your oral hygiene in just 60 days
  • What Steraligner is and how you can use it to keep your toothbrush clean and sanitized

 

Improving Oral Hygiene With Ian Miller

 

You can find out more about Ian and get in touch with him by calling 8776775277 or emailing him directly at imiller@plaquehd.com

If you want to find out more about Plaque HD toothpaste and their new Plaque HD Whitening Toothpaste, head to plaquehd.com

Here’s a short video trailer of the podcast episode where Ian reveals how Plaque HD can help improve your oral health:

 

How to Get the Support You Need as a Visionary Practice Leader

How to Get the Support You Need as a Visionary Practice Leader

Visionary practice leaders are an inspirational group of people. Many dentists consider themselves visionary leaders. I am a visionary leader.

Visionary leaders set big goals. We have big dreams. We can’t help ourselves. We see opportunities to make a positive impact beyond our practices and cannot help but pursue those opportunities.

That passion helps us achieve amazing things and inspire our team members. But it also presents challenges when it comes to leading more introverted or detail-oriented team members. If you consider yourself a visionary leader, it is important to understand those challenges and how to support your team members so you can get the support you need to achieve your big dreams.

The Benefits and Challenges of Visionary Leadership in Dental Practices

 

How to Get the Support You Need as a Visionary Practice Leader

 

Visionary leaders are community changers. We are world changers. We want to impact the world beyond our practices. We want to change dentistry for the better. We are driven. We are relentless. We do not accept the status quo. We will not continue doing something just because that is what the dentists who came before us did.

While that passion and focus can lead to incredible things in our communities, the dental industry, and the world around us, it presents two key challenges for employees.

First, in the world, it can become intense. We set high expectations for ourselves and our team. We are not satisfied showing up, fixing teeth, and going home.

It can get uncomfortable for our team members.

Sometimes it becomes a little bit difficult for our team members to be able to handle our expectations.

How to Support Team Members When You are a Visionary Leader

The best way to support your team members is to put yourself in their shoes and let them know you recognize the challenges of working with a visionary leader.

Their days are full. They have a list of tasks. And then all of a sudden, you burst in with a great idea that will change the world. That can be overwhelming to them. Let them know you recognize the challenges of working with a visionary leader. (They already know the challenges; let them know you know.)

Tell them you know you have some ideas that might be crazy. Tell them you know that on a whim, you come up with ideas that you believe will change the world.

Let them know you need to get your idea out right away, but that does not mean they always need to do the work right away. Most of the time, we do not need things done immediately. But we need to get our ideas written down and scheduled.

Finally, when you give them a new idea, ask them what else they are working on. Then help them prioritize the work.

These things help you ensure that your team members feel supported.

How to Get Support Team Members When You are a Visionary Leader

 

How to Get the Support You Need as a Visionary Practice Leader

 

Getting the support you need from your team can take time. But you can get the support you need by helping them help you. Here is how to do that.

First, be open and honest about what you expect from them. If you need something done right away, let them know.

Second, give them the tools they need to do their work well and efficiently. My team and I have been using Asana to organize and prioritize tasks. Invite them to ask questions on Asana so you can reply as soon as possible and keep all communications in one place.

Third, encourage questions. No matter how amazing your team members are, it is unreasonable to expect them to have the same vision as you. Be open to questions. It will improve results. Be patient.

A Visionary Leadership Case Study

Sara, one of my amazing Delivering WOW team members, is a high C in the DISC personality test. She is extremely detail-oriented. She is a planner. She knows exactly what she has to do at the beginning of each day, down to the smallest details such as when she’s going to walk her dog and eat.

When she first started working with me, she was not used to working with a visionary leader. She would be the first person to tell you it took her months to adjust. But we got into a rhythm, and we work very well together. I committed to supporting her, and she committed to supporting me.

So when she gets a message (or ten) from me with another idea, she knows exactly what to do. First, she asks, “How important is this task, and when would you like it done by?” This helps her stay organized.

She also lets me know what she already needs to get done that day. If this is a higher priority than that work, we set new deadlines for those projects. If not, she suggests a deadline for my new idea. Most of the time, her suggested deadline will be fine. Sometimes, I will want it sooner, so I will push out another task she is working on.

Either way, we both get what we need. She gets order to what would seem like disorder. I get the support I need to implement ideas.

Are you getting the support you need from your team members?

 

 

Are you a visionary leader? Do you feel like you are getting the support you need from your team? If not, be sure to get them the support they need to help you. Then work with them to ensure you get the support you need in return.

To learn more about getting the support you need in your practice, check out the team of expert coaches, training, and resources we offer in our signature Delivering WOW Platinum Mastermind Program.

You can also join my free Dental Marketing and Profits Facebook group, where thousands of dentists and I help each other build better practices.

Why Every Dental Practice Needs to Hold Regular Leadership Team Meetings

Why Every Dental Practice Needs to Hold Regular Leadership Team Meetings

Company meetings have earned an undeserved bad reputation. Unorganized or poorly run meetings might be a waste of time. But well-run meetings are one of the best investments you can make in your practice.

If you have not held leadership team meetings in your practice, consider holding them moving forward. Start this week. Here are just some of the reasons holding regular face-to-face meetings with your leadership team is so important.

Everyone stays accountable.

 

Why Every Dental Practice Needs to Hold Regular Leadership Team Meetings

 

Meeting face to face sets and reinforces key deadlines. We recommend you hold weekly team meetings. During your meeting, each leadership team member should be asked to give an update on their progress with key initiatives. Knowing they will need to provide an update in front of colleagues motivates people to take action each and every week.

This means everyone on your team—including you—will be much more focused on making consistent progress on key tasks.

Everyone gets help.

Meeting on a regular basis makes work much easier on everyone in your practice. Small issues get resolved before they become big. Inefficiencies get identified and fixed. Resources get distributed to where they are most needed at the time. Any big issues that arise get broken down into smaller chunks to make weekly progress achievable.

You set priorities for your practice.

 

Why Every Dental Practice Needs to Hold Regular Leadership Team Meetings

 

Regular leadership team meetings allow you and your leadership team to prioritize tasks. This is especially true when you create a scorecard to identify and track the most important numbers in your practice.

During your meeting, you and your team can identify where you make the most impact that week. Do you need to focus on production per visit? Do you need to reduce accounts receivable over 30 days? Do you need to get inactive patients rescheduled?

As your practice grows, your priorities will shift.

Regular leadership team meetings help you keep more control over the direction of your practice as things change.

You improve communication in your practice.

Having regular meetings ensures each team leader is communicating with his or her team on a regular basis. To keep momentum moving forward, they will need to work closely with their team members. They will need to discuss priorities with their team members. They will need to identify and resolve issues with their team members.

Additionally, each leader will need to report back to the group. They will need to get information from their team members. All of those conversations lead to more open communication in your practice. In fact, many issues will get solved between meetings because of the natural improvement in communication.

You keep your practice culture and vision top of mind.

 

Why Every Dental Practice Needs to Hold Regular Leadership Team Meetings

 

We are busy. Our team leaders get busy. Our team members are busy. If we are not intentional about keeping our practice culture and vision top of mind, it is easy for things to slip. In extreme cases, weeks or months could go by without improving culture or moving closer to our vision.

Regular leadership meetings give us an opportunity to make sure we maintain the practice culture we desire. They help us build momentum toward the practice vision we set.

For example, during your meetings, you can set aside time to discuss opportunities to improve culture. You can evaluate whether the progress you are making is leading you closer to your practice vision. You can identify new projects or events you can do to keep moving toward your vision. You can address any issues that are inconsistent with your desired practice culture. You can openly ask questions to your team about how to solve issues in a way that is consistent with your culture and practice vision.

You can become very intentional about using your desired culture and vision as a filter for ideas or challenges. Otherwise, you could find yourself making progress but abandoning the culture you want to build. You could find yourself “succeeding” with practice growth strategies but not in the direction you envision for your practice.

Progress is important, but progress in the right direction is the goal.

Schedule a recurring leadership team meeting today.

If you have not set a time to meet with your leadership team, set a time today. We suggest setting aside ninety minutes for each meeting and using this team meeting agenda to keep your meeting focused. In a focused ninety minutes, you can give each team member time to update the group on progress, identify and solve issues, set to-do items, and more.

TAKE ACTION TODAY:

If you want to learn how you can get my support for 21 days to help you increase the productivity of your team and your practice…find out more here.

How to Run a Productive Team Meeting

How to Run a Productive Team Meeting

Holding productive team meetings is one of the best ways to make sure your most important practice tasks get done. For some larger practices, that means meeting regularly with your leadership team. Smaller practices might include every team member. Either way, the key to success is to run your meetings well.

We suggest holding meetings on a regular schedule, preferably weekly but no less frequently than every other week. Weekly works best because it puts you in better control of your practice results. They ensure you do not wait two weeks to learn about and address issues. Also, if you are traveling and your team needs to run a meeting without you, you will not go a month without attending a meeting.

Regular weekly meetings create a productive rhythm for your practice. Here is our seven-step plan for getting the most out of team meetings.

1. Opening Exercise (5 minutes)

 

How to Run a Productive Team Meeting

 

Appoint a team leader to run your meetings. Make sure they start and end every meeting on time. Starting on time sets a standard of timeliness that extends beyond the meeting. Ending on time makes everyone focus during the meeting and avoids having them drag on.

 

Make sure someone takes notes at each meeting. Important items will be discussed and having to remember it all is impossible, especially with so much on our plates. Keep those notes in one place, such as a single notebook or shared Google Doc.

As the meeting opens, the meeting leader should ask for a volunteer to share one personal achievement and one professional achievement from the last week.

Personal achievements could include that someone ran a 5k and are really proud. A professional achievement could be that someone asked ten patients for reviews that earned six five-star reviews for the practice.

This is not a time for discussion, just announcements, but it is an important part of team building. Move around the room until everyone has shared a personal and professional achievement.

2. Scorecard Review (5 minutes)

Take five minutes to review and fill out your practice scorecard. Ask each team member to let you know if their scorecard items are on or off track.

If it is on track, great. Anything off track should be moved to the IDS portion of the meeting, where you will identify, discuss, and solve practice issues.

3. Rock Review (5 minutes)

In addition to practice goals, each team member should have their own rocks—or goals—to pursue. Take five minutes to review practice and individual rocks and find out what is on track and off track.

For example, one of the doctor’s rocks might be to create a dental savings plan. One of your team leaders’ rocks might be to get cancellations and no shows below 10%. Another could be to create a coffee table culture book for the practice.

Asking each team member about their rocks during your meeting helps build a culture of accountability and support among team members. If something is off track, put it on the agenda for the IDS part of the meeting, during which you all identify, discuss, and solve issues.

4. Customer and Employee Headlines (5 Minutes)

 

How to Run a Productive Team Meeting

 

After each team member updates you on their rocks, take five minutes to discuss updates about patients or employees. These can be positive or negative, such as good Facebook or Google reviews or disgruntled patients. This is also a good time for team members to give kudos to colleagues who have gone above and beyond.

If something negative can be resolved quickly, do so. If it needs more discussion, add it to the IDS portion of the meeting.

5. Previous To-Do List Review (5 Minutes)

Take five minutes to discuss the status of to-do items from last meeting’s IDS session. Ask each team member whether they have completed their to-do items.

If so, check it off as complete. If they are on target, keep it in the to-do list for next week. If they are off target, move it to the IDS discussion for this week.

6. IDS (Identify, Discuss, Solve) (30–60 minutes)

This will take the majority of the meeting time. Ask each team member to take thirty to sixty seconds to write down the three most important issues they are facing.

When they are finished, have one team member identify their issues. Once the issue is identified, take a few minutes to discuss possible solutions. After a couple of minutes, choose a solution with which to move forward. Then put the tasks on a to-do list for your next meeting, and assign the tasks to the appropriate team member.

Go around the room until you identify, discuss, and solve each team member’s top three issues.

At some point during your IDS session, you the meeting will start to wind down. Give a ten-minute warning to ensure the meeting will end on time. Do the same with five minutes left, at which point the meeting will begin to conclude.

7. Review and Conclusion

 

How to Run a Productive Team Meeting

 

Once you have completed your IDS session, recap your to-do checklist so everyone knows what they need to do. Read them out loud and make eye contact with the team member responsible for doing the task. Designate someone to deliver messages to people who could not make the meeting.

Finally, ask each team member to rate your meeting on a scale of one to ten, with ten being the best. If someone rates it less than an eight, ask them to tell the group why so you can improve.

Are you ready to boost productivity in your practice?

If you want to make your practice more productive, high-impact productivity meetings might be the answer. Follow these seven steps, and you will be well on your way to a more productive office.

To learn more about boosting productivity in your practice, check out the team of expert coaches, training, and resources we offer in our signature Delivering WOW Platinum Mastermind Program.

And if you want to go beyond productive team meetings to a practice that’s as effective, repeatable systems designed to help you grow your production month over month, then our upcoming Marketing & Practice Growth Challenge is for you.

Why Every Dental Practice Needs to Create a Scorecard

Why Every Dental Practice Needs to Create a Scorecard

With so much on our plates, it is easy to get caught up in the day-to-day details of running a practice. We have patients to care for. We have team members to lead. We have tasks to manage. We have KPIs to measure.

All those things are important. That's why we spend so much time teaching about those topics in Dental Profit Academy and in my Inner Circle Mastermind.

But we cannot lose sight of the big picture in our practices if we want to grow. That's where scorecards come in.

How to Create a Scorecard

 

 

We have talked a lot about how a simple whiteboard can help you increase profits. Your whiteboard gives you real-time information on your production and day-to-day activities.

We have talked about how creating accountability systems and KPIs can make make your team more accountable. KPIs are individual metrics that each team member uses to measure progress. KPIs tell you what tasks each person is accountable for on a day-to-day basis.

While your whiteboard and KPIs help you stay on track with achieving your practice vision, a scorecard is different. Imagine you are on a much-needed vacation. Maybe you have always dreamed of spending a month on a remote island. Maybe you are mountain climbing on the other side of the world. You have no way to reach your practice. You can't talk with your team members. You can't talk with patients. You can't access your server. All you can access are a few pieces of key data. What are the things you would want to know so you could understand if your practice is doing well? Those big-picture metrics are what go on a dental practice scorecard.

Two Types of Metrics to Include on Your Scorecard

Less is more with a scorecard. We only want to include the most important metrics. We suggest including between five and fifteen key metrics.

When you look at your scorecard you should be able to know two things. First, you should know the current health of your practice. Second, you should be able to predict the future health of your practice based on the information on your scorecard.

One metric every practice should include is profitability. That gives you the ultimate snapshot of the current health of your practice.

But profitability doesn't help much when it comes to looking forward. It is a lagging indicator. Thus, profitability is useful and important but it only scores the past. It doesn't score things that will impact your future.

To get a complete pulse of your practice, you must also measure key leading indicators. Leading indicators are things we can measure now that help us predict future results.

Filling Out Your Scorecard

 

 

Leading indicators can be tough to identify, however the more we measure things in our practices the better we get at identifying them.

It takes a few tries to get the numbers right. You'll track something that you thought was important but ultimately is not. That's okay. It usually takes practices about three months to feel comfortable with their scorecards.

Every practice's scorecard will include different leading indicators, depending on your practice goals and vision.

For example, if you are looking to fill your schedule with more patients, you would measure the activities that attract new patients. So, if I know my outbound call conversion rate is 25% and I need to schedule ten people, a key leading indicator for my practice would be the number of calls made. If I wanted to schedule ten patients, and my call conversion is 25%, I know my team needs to call forty people. I would add the number of calls to my scorecard. If my scorecard showed we were not calling enough people, a quick look at my scorecard would tell me we need to pick up the pace.

If you are getting predictable patients using our Facebook for dentists training, you might measure active Facebook campaigns. If you know the number of ads you need to attract the right number of patients, you could include that on your scorecard.

Using Your Scorecard

Once you have your key metrics, create a spreadsheet using Google Sheets shared among key practices leaders. Google Sheets is Google's version of Microsoft Excel that makes collaboration easy.

Make sure each person is responsible for measuring and reporting back on at least one metric.

For example, Delivering WOW team member Josey works as Director of Operations at her practice. She is responsible for six metrics, gross production, scheduled dentistry for the week, how much dentistry on the books, hygiene revenue, cancellations, and no shows. She gets help from her team to do the work to impact those numbers. But she is responsible for reporting the numbers and driving improvement in those categories.

Once everyone has their metrics, ask them to update the scorecard once a week and schedule a weekly meeting to review the scorecard with your whole leadership team.

Do You Monitor Your Most Important Metrics?

 

Why Every Dental Practice Needs to Create a Scorecard

 

If you do not monitor your most important metrics, your team might be so focused on the details of their days that they lose sight of the big picture of your practice. That's why we recommend scorecards for every practice.

Creating a scorecard and reviewing it regularly will help you better plan for and predict the future in your practice. It will help you adjust faster. It will help you stop negative momentum and start building positive momentum.

Additionally, as time goes on, you will be able to compare your most important metrics to historical periods to diagnose problems and predict the future even more accurately.

To learn more about using scorecards to lead your practice, check out the team of expert coaches, training, and resources we offer in our signature Delivering WOW Platinum Mastermind Program.

If you’re not sure what metrics you should be tracking, or want a clear, repeatable system for growing your production — so that your scorecard numbers look as healthy as possible — then you’ll want to learn more about our upcoming Marketing & Practice Growth Challenge HERE.

How to Build an Environment in Which Every Team Member Does Their Best Work

How to Build an Environment in Which Every Team Member Does Their Best Work

My Delivering WOW team members are some of the most trustworthy, knowledgeable, and motivated people I have ever met. They know marketing, dental practice management, and effective ways to help practice leaders grow.

They are successful with Delivering WOW and active in the dental industry. For example, one team member works at a multi-location dental practice. During her first year, she grew the hygiene department 104%. In the last 18 months, she added millions of dollars to the organization through hygiene production alone. She also decreased cancellations and no-shows from 30% to less than 10%. The list goes on.

Her success with Delivering WOW and in her current position suggests she turns everything she touches into gold. While it is true that she is talented and hardworking enough to do so, she would be the first to tell you her career wasn’t without its challenges.

As leaders, we can help team members fly or clip their wings and hold them down.

 

How to Build an Environment in Which Every Team Member Does Their Best Work

 

Earlier in her career, this amazing team member moved across the country to take a job. When she started, she was told not to say or do anything for the first ninety days. Her bosses told her to be a “fly on the wall” and just observe operations during that time.

Twelve days into her job, however, she was called into the president’s office and fired. She was told that management didn’t think the position was right for her. They complained that she hadn’t made any decisions to help the company during the first twelve days. She had moved across the country and her husband had quit a job he held for a decade to move with her.

After defending herself as having followed directions, she was given one more chance. Needless to say, she completely lost trust in the leadership team. They told her to be a fly on the wall and then tried to fire her for doing so twelve days later. After taking a break to compose herself, she told one of the leaders how disappointed she was. She then decided to go back to the office do her best work, although it was hard to trust leadership after that. Eventually, she left and found new employment where she felt better supported and did incredible work from the start.

While she was able to turn a negative situation into a positive, not every team member is as self-motivated and determined as she is. She only stayed there long enough to be noticed and recruited by her next employer.

Build a positive environment to get the best work out of every team member.

 

How to Build an Environment in Which Every Team Member Does Their Best Work

 

What did her new employer do differently to get her best work? Why did her earlier employer tell her to be a fly on the wall and then fire her twelve days in? Simple. The difference between the two companies is the environment the leadership team built.

The environment at her old employer caused her to feel fearful. She would sit and question her emails multiple times before sending them out. She wouldn’t take risks or reach beyond the direct responsibilities of her position. She would not take any risk. She was miserable.

The environment at her new employer gave her the freedom to take risks and make decisions she felt were best for the company. She did not have the same fear of being fired for minor offenses.

How to build a positive environment that gets the best work out of every team member.

 

How to Build an Environment in Which Every Team Member Does Their Best Work

 

Leadership expert Simon Sinek talks frequently about the impact of environments on productivity. In short, Sinek says if people trust leadership and feel safe and supported, they will do their best work. If not, they will do just enough to not get fired before they can find another job.

Building an environment that gets the best work out of your team is much simpler than many dentists expect. Generally, you only need two things to build a supportive environment.

First, you need consistency in what you measure and the metrics that matter. Let your team know what is most important, and systematize as much of your day-to-day operations as you can. By doing so, each team member will know what they need to do to succeed and will have simple strategies for completing the most common ones. That frees them up to direct their creativity toward helping you build your practice.

Second, you need to manage people. You need to lead people well. With systems in place and clear metrics being measured, your team will understand the goals for their position. But team members work harder for leaders they trust. If you tell them to be a fly on the wall for the first ninety days, do not threaten their jobs twelve days later for not doing more. That is a surefire way to lose trust. Your team will do just enough to not get in trouble.

If you are consistent and trustworthy and show people small failures won’t make them lose their job, they will do whatever they can to help you achieve your practice vision.

Continued improvement in systems and measurements plus your ability to lead people will create an environment in which every team member feels empowered and does their best work.

Are you building a supportive environment in your practice?

The only way to get the best work from every team member is to build an environment built on trust and support. As practice leaders, we all must continue to develop our leadership skills in addition to implanting systems and processes to support our operations.

For more help get started on becoming the best practice leader you can be, join our upcoming Marketing & Practice Growth Challenge — save 20% off with the code CHALLENGE at checkout!

How to Create Teams and Assign Projects to Team Members Using Asana

How to Create Teams and Assign Projects to Team Members Using Asana

Asana is one of my favorite tools to increase productivity in dental practices. It is the best way to collaborate with team members to manage key tasks and projects. You can easily get everyone on the same page and prevent key tasks from falling behind or not happening at all.

Asana keeps everything organized and sends automated email notifications to team members when they have something to do or a task they are working on gets updated. You can also send notifications to team members manually through Asana by tagging them in a post just like you would tag someone on social media.

If you have never used Asana before, you are only four steps away from the peace of mind that comes with knowing your most important tasks are organized, assigned, and on track.

1. Sign up for Asana to manage dental practice projects with ease.

 

How to Create Teams and Assign Projects to Team Members Using Asana

 

If you have never used Asana, you can sign up at Asana.com. Asana is a web-based program so you can access the secure platform from anywhere you have an internet connection. No need to stay late at the office to review progress and keep tasks on target anymore.

Asana offers a free version for small teams that do not need customized privacy settings. The free version lets you either keep information private to you or make it public to everyone on your team. For customized privacy settings, which I recommend, claim a free trial to the premium version. Customized settings allow you to choose exactly who has access to what information, instead of limiting it to nobody or everybody. When your trial expires, you pay a small fee per user. If you use Asana well, increased productivity will more than cover the fee.

2. Create teams for your practice.

The best way to manage projects is to make sure everyone knows exactly what they need to do and by when they need to do it. Asana’s “team” function allows you to do just that. Once you set up your account, you can set different Asana teams for different needs and assign team members only to the teams they need to access.

We suggest starting with five teams. First, create a team for your entire practice. There, you can share practice-wide initiatives, news, and information. Second, create one for training where you manage training activities within your practice. Third, create a team for accounting and finance. There your accounting and finance teams can manage information. Finally, set up a team for marketing where you can keep all your marketing materials and activities organized.

When you set up a team, choose a name, add a description, and then add email addresses for team members who need access. You can choose for the team to be hidden or public to the entire practice. Projects and tasks in a hidden team will only be visible to members of that team. Projects and tasks in a public team will be visible to all practice team members.

3. Create team projects.

 

How to Create Teams and Assign Projects to Team Members Using Asana

 

Once you create your teams, start creating projects for each team. As with teams, you can edit privacy settings for projects to be public or private only to select team members.

We recommend adding projects for the items you want to make sure happen in your practice. For example, you could set a project for your Team Leader Live Agenda, Training, 90-Day Planning, and Systems for your practice-wide team.

Having a Team Leader Live Agenda projects allows you to make sure your agenda is up to date. It also ensures your entire team knows what topics their team leaders are focusing on. Your Training project lets everyone know what training they must complete. The 90-Day Planning makes sure you set your 90-day goals and stay on track with tasks needed to achieve them. Finally, a Systems project organizes key practice systems in one place.

4. Create sections and assign tasks to the right team members.

Within projects you can create multiple “sections.” Sections function as additional ways to organize tasks by timeline or priority. For example, in your 90-day planning project, you could have three sections, one for each month.

Once you set any sections you need, you can easily create and assign specific tasks to team members. Each task is organized in one convenient thread where you can add a description, attach documents, assign a due date, communicate with team members, and even assign the task back and forth. All of your communications will be in one place, so you never have to waste time searching email or papers again. When a team member completes his or her part of a task, they can “assign” it back to you for review similar to volleyball players knocking the ball back and forth over the net. If you need them to adjust their work on a task, you can add a comment and assign it back. If it is complete, you can mark it as complete or assign it to another team member to add their part.

Are you ready to get more organized and productive than ever before?

 

How to Create Teams and Assign Projects to Team Members Using Asana

 

Asana is my favorite productivity tool for your practice. Once it is set up, creating and assigning tasks will be easier than ever. You can keep all tasks organized and on track from wherever you have an internet connection.

To learn more about using Asana to get more organized and productive than ever before, check out the team of expert coaches, training, and resources we offer in our signature Delivering WOW Platinum Mastermind Program.

If you want to join hundreds of practices that we've been helping on getting more productive and organized, please check out our upcoming Marketing & Practice Growth Challenge.

Find out more here — plus use the code CHALLENGE at checkout to get 20% off!