How To Plan For Financial Freedom with Ryan Lee

How To Plan For Financial Freedom with Ryan Lee

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

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

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

 

How To Plan For Financial Freedom with Ryan Lee

 

In this episode, we discuss:

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

 

 How To Plan For Financial Freedom with Ryan Lee

 

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

 

Check out this short video trailer of the episode below:

Why Every Practice Should Participate in Charitable Initiatives 

Why Every Practice Should Participate in Charitable Initiatives

Most dental professionals went into the business of dentistry to improve the lives of people who require dental care. So, naturally, we care about helping those in need. But we can use that same desire to make an impact on individuals, our communities, and the world.

These days, charitable initiatives can make more of an impact than ever. Coronavirus is putting everyone through so much stress, and some people could really use help—and hope—right now. It's not hard to get involved in something that will make a positive impact. You could do something as straightforward as sponsoring virtual events. Or even attending virtual events yourself—like hosting a contest to give dentistry to those who need it but struggle to afford it when it's safe to do so. You could even do things outside of dentistry, such as shopping for vulnerable people until it's safer to shop for themselves.

Many of the best and most successful practices regularly participate in charitable initiatives and other ways of giving back. Not only are these great for the world but they are also good for business. Here are just two of the benefits many practices see when they invest in doing good for the world.

Attract and Retain Ideal Team Members

 

 Why Every Practice Should Participate in Charitable Initiatives

 

Those who are passionate about what they do, and aren’t just going through the motions, are the team members you want to attract and retain. But it’s hard for some team members to be passionate about what they do when they don’t feel like they’re a part of something bigger.

An ideal team member is filled with ambition from head to toe. But this ambition often makes them want to make a bigger impact than what’s happening within the walls of a dental practice. So, offer charitable initiatives that can help team members make that impact. If you do, your ideal team members will hear about it and will be applying for a job at your practice in no time.

It’s appealing to potential team members when they are looking at your job listing. It’s also motivating for them once they start working at your practice. They can wake up every day with a smile on their face. They can get out of bed knowing they’re changing the lives of patients more than most dental professionals. They're not just helping them get the dental care they need, but they're working for a practice that's going above and beyond to give to the greater good. That’s sure to keep them around.

Getting everyone to have a smile on their face because they’re changing the world could make your team go from good to great. Some average team members might evolve into amazing team members from that extra motivation and morale. They'll work harder because they have a renewed passion for what they’re doing. Nothing makes a job more special to your team members when they know they’re there for a cause, not just a paycheck.

Attract and Retain Ideal Patients

 

Why Every Practice Should Participate in Charitable Initiatives

 

Corporate practices typically offer cheaper services. But one of the biggest reasons patients choose your practice even if it's more expensive is that they align with your purpose and have a much better experience. When you have a brand that is known for giving, people are more willing to use your practice. And if they're deciding between two independent practices, the one that gives them the best experience and gives back to the world has a big advantage.

You can also attract patients through the specific initiatives you support. You can meet patients at events. People can see your practice listed as a sponsor. And current patients will be able to talk about your practice to their friends, family, and colleagues in a way other practices' patients cannot. 

Moreover, patients who appreciate your charitable side are likely to be even more loyal because of the bond you form through your charitable efforts. They will know their dental visit is about more than just teeth; they’re joining a movement with you.

In today’s society, people are begging for meaning—they’re begging to be a part of something that matters. By having charitable initiatives in place, you enable your patients to be a part of something that matters just by getting treatment from you. That’s a connection that will make them raving fans of your practice and they’ll come back time and time again.

What charitable initiatives could you invest in?

 

Why Every Practice Should Participate in Charitable Initiatives

 

Find something you’re passionate about and see what charitable initiatives you can get involved in. By doing so, you will create a tremendous win for everyone impacted by your generosity while improving your practice for your patients, team members, and you.

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

How to Use the 5 Love Languages to Improve Team Communication with Dr. Trent Redfearn

How to Use the 5 Love Languages to Improve Team Communication with Dr. Trent Redfearn

Did you know that the five love languages can help improve your relationships with your team and your patients?

Dr. Trent Redfearn is a dentist with a unique skillset. He attended the University of Missouri-Columbia and graduated with a B.S. in chemical engineering. He then attended the University of Missouri-Kansas City School of Dentistry, receiving his Doctor of Dental Surgery (DDS) in 2008. Since then, he has done extensive training in communication and teaches dental teams how to strengthen and improve their relationships using the five love languages. Dr. Trent Redfearn is also the Founder of Dentovation Academy of Dental Assisting.

The five love languages include words of affirmation, acts of service, receiving gifts, quality time, and physical touch. Not everyone responds to these five love languages in the same way. Some people value gifts while others prefer to build relationships by spending quality time with someone they want to connect with. By understanding each of the five love languages further, you can use that knowledge to build both your personal and professional relationships – including the connections you build with patients in your dental practice.

 

 How to Use the 5 Love Languages to Improve Team Communication with Dr. Trent Redfearn

 

In this episode, we discuss:

  • Why it’s important to show appreciation to your team and vice versa
  • How to improve your team’s communication skills with each other and patients
  • Understanding how the five love languages work when it comes to improving relationships
  • Why you should figure out what love language each team member responds to the most
  • How to resolve conflict using your knowledge on the five love languages
  • How to identify your blind spots and respond to people with a different love language than your own

 

How to Use the 5 Love Languages to Improve Team Communication with Dr. Trent Redfearn

 

If you would like to connect with Dr. Trent Redfearn and learn more about using the five love languages to help build deeper connections with team members and patients, you can reach out to him via his LinkedIn profile.

 

Check out this short video trailer of the episode where Dr. Trent Redfearn discusses how to improve your team’s communication skills:

How to Set Your Hygienist up to Reach Peak Productivity

How to Set Your Hygienist up to Reach Peak Productivity

You can’t run a practice alone. That’s why you need to find the best team members you can get to support your vision and help you build the practice of your dreams. Every team member plays an important role.

If your front office member isn’t delivering WOW customer service, you won’t get as many appointments scheduled. If your dental assistant isn’t going above and beyond to give patients a WOW experience, they won’t become raving patients. When any team member falls short, your practice won’t be as amazing as it can be.

One team member that directly impacts the growth of your practice is your hygienist. Hygiene is one of the most important factors in the profitability of your practice—30% of your revenue will come from hygiene. That’s why you need to do these things to set your hygienist up to reach peak productivity.

Make sure the hygiene schedule is productive.

 

How to Set Your Hygienist up to Reach Peak Productivity

 

Oftentimes, your scheduler will block out a whole hour for your hygienist to treat a patient. And, oftentimes, your hygienist will finish treating them before the hour is up. You don’t want there to be periods in between appointments. It's an unproductive day if they spend portions of it sitting around, bored, and twiddling their thumbs. It doesn't matter if they're only doing that for thirty minutes or ten minutes. That unoccupied time is going to add up to a lot of lost revenue.

So, make sure there are no gaps in time. Make sure your hygienist is getting as many patients in their chair as they can with the time allotted. Getting more patients in their chairs means better productivity. Better productivity means better profitability. Better productivity and better profitability mean better practice growth.

However, don’t overwork your hygienist. You don’t want them overwhelmed and laboring until they get so stressed they up and quit.

Train your hygienist to explain a patient’s needs to you before you evaluate them.

Train your hygienist to share a patient’s medical history with you and explain their needs immediately when you come in to check on them. That way, you aren’t coming in and poking around the patient’s mouth for a few minutes to determine what treatment they need. You can speed things up by having your hygienist explain the issue at hand so you can direct your time and focus toward it right away and save time.

Teach your hygienist the right communication skills. 

 

How to Set Your Hygienist up to Reach Peak Productivity

 

It can get monotonous for your hygienist to constantly do the same thing every day. But there's a way to boost the treatment experience for both your hygienist and their patient. It's all about learning the right communication skills.

Teach your hygienist to use the right words when discussing treatment. Encourage them to converse with the patient in a natural way rather than speak dentalese. Show them how to make the patient feel like a VIP. This will lead to a connection between your hygienist and patient that will spice things up. It'll make the time more enjoyable for them both. That smooth relationship will result in increased case acceptance from patients and increased engagement from your hygienist.

Allocate a bigger budget for optimal dental-hygiene instruments.

You want integrity in your dental tools if you want to provide the care your patients deserve and make your job easier. Part of that is sharpening your instruments on a regular basis and keeping good care of them so they can last longer. But you can’t use your dental instruments until they’re rusty.

Put yourself in the shoes of the patient: would you want to be treated with dull, old instruments? Now put yourself in the shoes of your hygienist. Would you want to have to use dull, old instruments to treat a patient? It’s like giving someone a butter knife to cut a steak! It’s a great way to get carpal tunnel, that’s for sure. Make it easier for your hygienist to treat patients efficiently by giving them optimal dental-hygiene instruments.

Have everyone on your team use scorecards.

Every dentist has a vision they share with their team and, if they don’t, they should develop one. But if your team members aren’t measuring anything, how do you know where you’re going? That’s why every team member, especially your hygienist, needs to be using scorecards.

 Is your hygienist helping your practice reach peak profitability?

 

How to Set Your Hygienist up to Reach Peak Productivity

 

If your hygienist isn’t doing these things, then money could be flying out your back door. You can make your practice a whole lot more productive just by making these simple adjustments.

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

6 Ways to Build Deeper Connections With Patients

6 Ways to Build Deeper Connections With Patients

Patients don’t know how amazing you are at dentistry. When they come to your practice, what they’ll remember the most and what they’ll come back for is a WOW experience.

There are many ways to offer a WOW experience and create a WOW environment for your patients from the moment they walk in. But interacting with them is a super important part of it. That’s why you need to know how to make your patients feel special through how you interact with them.

1. Compliment them.

 

6 Ways to Build Deeper Connections With Patients

 

Kindness goes a long way. If your patient is having a bad day, and even if they’re not, you can get them to smile when they come in by just giving a simple compliment. Don’t be ingenuine about it, but if you like the color of their dress or the design on their t-shirt, let them know.

2. Ask them about their life.

Needless to say, your patients have a life too. They have families, hobbies, passions, and things that matter to them. Don’t only have small talk with them about the local sports team (unless they’re a coach, their son plays on it, or they brought it up). That doesn't mean you should pry too much and ask for details that make them uncomfortable. But they’ll feel special when they know you care about them. They'll feel complimented if you're interested in them beyond just getting them in your chair.

If you find out they just became a grandfather, ask them about their newborn grandchild the next time they come in. If they just got married, ask them about where they’re going for their honeymoon. Patients want to feel like more than a number—they want to feel like you value them as a person. They want to know that you remember them. They don't want to feel like you're just churning through appointments impersonally, trying to make money and nothing more.

3. Give them gifts.

 

6 Ways to Build Deeper Connections With Patients

 

You aren’t Santa Claus, but you can give your patients small gifts. These gifts will make them feel special and, meanwhile, market your brand. There are a million websites where you can buy things like stress balls, toothbrushes, reusable water bottles, and so on. Pick whatever items you want to put in a goodie bag. Then put your logo on them and give them to patients as gifts.

4. Offer custom scheduling.

Ask your patients how long they’d like their appointment to be. Not every dental appointment needs to take an hour. Oftentimes, a patient will come in for a cleaning and their treatment will be finished twenty minutes early. If you can schedule them for specific time increments—half an hour, 45 minutes, etc.—ask them what they prefer. Maybe they need to get somewhere and those few minutes will make a big difference in freeing up their schedule.

5. Accommodate them.

 

 6 Ways to Build Deeper Connections With Patients

 

At Delivering WOW, we believe in giving patients a WOW experience by making them feel like they’re VIPs. We offer warm towels, iPads, gourmet coffee, and more.

If you do too, your front desk members shouldn’t just point out these accommodations and let the patients do what they want to do. They need to interact with them more than that. Tell them to go above and beyond when serving them. They should be grabbing waiting patients the cream they want with their coffee or whatever else they’d like.

6. Keep them comfortable during conversations.

When your patients are sitting in your chair and you’re treating them, lying down is the most comfortable way for them to sit. But if you’re talking to them, then you need to sit them up. Take your mask and glasses off and read their body language with eye contact.

A patient isn’t going to like lying down, unable to make eye contact or see your face, with your hands and metal hooks sticking in their mouth. That’s uncomfortable for them and they won’t feel like you care about what they have to say.

Are you making your patients feel special?

 

6 Ways to Build Deeper Connections With Patients

 

Even if you offer the best dentistry in the world, patients won’t become raving fans of your practice and refer you to their friends and family if they just feel like a customer rather than a VIP. That’s why you need to offer a WOW experience and interact with them the right way so they feel super special.

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

Two Scheduling Strategies to Increase Revenue for Your Practice

Two Scheduling Strategies to Increase Revenue for Your Practice

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

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

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

Send social media leads to a simple scheduling page.

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

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

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

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

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

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

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

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

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

Are you making scheduling convenient for your patients?

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

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

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

Where to Find Rock Star Team Members for Your Dental Practice

Where to Find Rock Star Team Members for Your Dental Practice

Building a WOW practice takes a lot of work. And if you try to do all the work yourself, you’ll never be able to do it all. Even worse, you’ll spend your days stressed and frustrated. Eventually, you’ll burn out, never reaching your full potential as a dentist or practice owner.

The only way to build a WOW practice that delivers amazing patient experiences while maximizing practice growth is to have rock star team members supporting you. You can provide top-quality clinical care, deliver spalike patient experiences, and have systems and processes to run an efficient practice. But if you don’t have team members you can trust, you will never reach your full potential.

But finding the best team members is something many practices struggle with. In the Delivering WOW Dental Hangout Facebook group, dozens of practice owners and I talked about how we find amazing team members to support us. If you’re struggling to find the best talent to grow your team, here are some of the places fellow practice owners and I have used to find top talent.

Online Job Search Sites

 

Where to Find Rock Star Team Members for Your Dental Practice

 

Many practices search for applicants on online job search sites, posting detailed ads on sites like Indeed.com, Dentalpost.net, and DentalJobs247.com

The benefit of using sites that like is they are dedicated to matching job seekers with new jobs. But if you only post on online job search sites, you might be limiting the quantity and quality of applicants. Many times, the best team members are valued by their current employers. Thus, they might not be looking at job ads online and online job search sites should only be used as one part of a thorough search.

Social Media

One of the best things social media has done is allow people to connect with others all over the world. And with Dental Facebook groups like the Delivering WOW Dental Hangout Facebook group, you could connect with thousands of dental professionals working hard to support each other. If the group allows, create a post letting people know about your opening. And if you’re not sure, just message the group admin and ask. Even if nobody in the group is a good fit, someone in their extended network might be.

Dental Events and Association Meetings

 

Where to Find Rock Star Team Members for Your Dental Practice

 

Conferences, trade shows, and association meetings can be great places to meet team members. Many people who attend events and meetings are there because they want to advance themselves in the dental industry. That’s a good sign that they are growth-minded and eager to learn and advance. 

Referrals from Dental Sales Reps

Dental sales reps interact with dozens of dental practices. They see the good, the bad, and the ugly. If you have an immediate need, let them know you’re looking for a rock star. Describe the ideal candidate. And ask them to gauge the interest of anyone they think would be a good fit, even if they are unsure whether the person is actively looking for a new opportunity.

Dental Networking, Group Coaching, and Mastermind Groups

 

Where to Find Rock Star Team Members for Your Dental Practice

 

Dental networking and mastermind groups, like the Delivering WOW Platinum Coaching Program, attract dental professionals who are serious about growth and career advancement. 

By actively participating in those types of groups, you’ll get to meet and build relationships with a lot of practice owners and potential rock stars at once. And the next time you have a position to fill, ask your fellow members for referrals.

Everywhere

The reality is, rock star team members are all around us. And because we don’t always know when we’ll have a position to fill, it’s best practice to always be looking for top quality people.

As some members discussed, sometimes we need to think outside of the “dental box.” We can train people by teaching dental terminology and our systems and processes. But we can’t train people to have good personalities, be outgoing and friendly, or have a strong work ethic.

So, look everywhere and never stop looking. You may find your next rockstar waiting tables at your favorite lunch spot. Give her your card and just get to know her. And the next time you have a position to fill, reach out. 

Are you ready to find and develop rock star team members?

Rock star team members are everywhere but they’re not always looking for jobs. That’s why it’s best to not wait until you have a position to fill to start looking. It’s much better to start building relationships with people you can reach out to when a need arises.

Also, no matter where you find your next team member, it’s critical that you continue to train and develop them. That’s the only way they’ll reach their full potential. 

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

3 Ways to Improve Case Acceptance

3 Ways to Improve Case Acceptance

In any dental practice, it’s really important for patients to accept your treatment plan. For your patients, getting the care they need will let them experience all the benefits of having a full, bright, healthy smile offers. For your practice, you will be able to grow, be more productive, and make bigger impacts on people’s lives.

A lot of the time, however, patients hesitate to accept treatment. One reason is that sometimes treatment is expensive. This is especially important for high-cost procedures like dental implants and crowns. But accepting treatment is also an emotional decision. Many people are anxious about even routine dentistry. More complex care is even scarier to those people.

In my Delivering WOW Platinum Coaching Program, I sat down with Dr. Chris Bowman, who helps practices increase case acceptance, especially as it comes to helping patients overcome the emotional hesitations they often feel when treatment is presented to them. Here are three strategies to help.

Speak English, not “dentalese.”

 

3 Ways to Improve Case Acceptance

 

Just because you learned all the jargon of dentistry in dental school doesn’t mean you speak that same jargon with patients. As Dr. Bowman describes it, don’t speak “dentalese” to patients if you want them to say yes to treatment.

Instead, explain dental issues to patients the same way the patient would explain it to their friend. Your patient wouldn’t tell their friend “I’m gonna have an MOD on number 13 and an MO on 15.” They’d say, “I’m going to have a crown and a couple of fillings.” Instead of saying, “You have five areas of decay,” say, “You have five cavities.”

Don’t confuse the patient or scare them by making them think their care is complex when it isn’t. Simplify things for them, and getting treatment will seem a lot easier to them.

Simplifying treatment by speaking English, not dentalese, will help patients understand their treatment and avoid putting them off by big words that sound intimidating. Things will almost always sound much more serious when you use technical jargon. This might cause your patient to feel overwhelmed, and they might find another practice in the hopes of getting a simpler treatment recommendation.

Often patients are scared, and that’s what’s keeping them from moving forward with treatment. You’ll only scare them more if you make a simple procedure like a root canal sound like a complex treatment.

Focus on the problems you will help them overcome instead of the solution.

 

3 Ways to Improve Case Acceptance

 

If you ask your patient what they want their teeth to be like a few years from now, you’ll get an idea of what type of treatment they want. You can then analyze their teeth and see the problems that are preventing them from getting what they want.

Maybe they want to have straight teeth. If they’re missing a tooth, though, that could lead to crowding. That missing tooth would be a problem that is preventing them from getting the straight smile they want. You need to focus on that problem and tell them that they aren’t going in the direction of having a straight smile without treatment.

Let patients know how your treatment plan will redirect that in the right way. Don’t try to scare them, but let them know that if they don’t get treatment soon, things will get worse so it will be the simplest and easiest to take care of it now. This will motivate patients to accept treatment because they won’t want things to get worse.

Frame your treatment recommendations as a better alternative to what will happen if they don’t get treatment.

 

3 Ways to Improve Case Acceptance

 

There are a couple of things we can do to help patients see the difference between what we’re recommending and where they’re heading. Most patients don’t see what Dr. Bowman calls the “other side of the problem.” The other side of the problem is what’s going to happen if they don’t do anything—in other words, the consequences of not getting treatment.

If the patient has mild to moderate periodontal disease, for example, we can suggest non-surgical gum treatment. When presenting it to them, however, we should explain that if they don’t treat their periodontal disease, they will eventually need to have surgery later. Non-surgical gum treatment will seem like a better alternative than surgical gum treatment to a patient, and they’ll be much more likely to move forward with treatment and avoid surgery.

Are your patients saying yes to your treatment plan?

If your patients aren’t accepting treatment, you will help fewer people and work too hard for too little money. These three strategies will help you get more patients to move forward with the treatment they need.

For more help getting patients to say yes to your treatment plan, join my Delivering WOW Platinum Coaching Program, where you will get help from experts like Dr. Bowman on case acceptance plus work directly with other leading experts on everything you need to run a smoother, better, and more profitable practice. You can also join thousands of other dentists helping each other in my free Dental Marketing and Profits Facebook Group!

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.

Turning Your Mess into Your Message with Dr. Erin Issac

Turning Your Mess into Your Message with Dr. Erin Issac

I’ve got a wonderful guest on the podcast who is also a key member of my inner circle, and that’s none other than Dr. Erin Issac. Dr. Erin Isaac is a Pediatric Dentist in Winning Smiles Pediatric Dental Care in Pittsburgh.

Winning Smiles Pediatric Dental Care is a welcoming, relaxing and fun space for children, helping to make the experience a lot less nerve-wracking. Their mission is to provide kids with high-quality dental education and treatment needed to grow into happy, healthy adults.

Dr. Erin attended the prestigious Ivy League, University of Pennsylvania School of Dental Medicine, in Philadelphia. To further her knowledge of dentistry for kids, Dr. Erin continued her education with a rigorous residency program at the nationally ranked Children’s Hospital of Pittsburgh of UPMC, where she earned a certificate in pediatric dentistry.

Besides making kids smile, Dr. Erin enjoying playing sports, spending time with family and friends, cooking, photography, fashion modeling and empowering young girls to be whatever they want to be and traveling the globe.

 

Turning Your Mess into Your Message with Dr. Erin Issac

 

On the podcast we discussed…

  • What inspired Erin to become a Pediatric Dentist
  • Empowering women and young people to go after the job they want
  • The importance of doing a job that you really love
  • How Erin chased her dream of being a model alongside her career in dentistry
  • Why you shouldn’t be afraid to share your story with others
  • The problem with comparing yourself to others
  • How sharing your story and being your ‘true self’ can actually help to bring more patients into your practice
  • Overcoming challenges and motivating yourself to keep moving forward
  • Understanding that it’s okay to reach out to people for help or support
  • The benefits of having a mentor, coach or being part of a supportive group
  • How to increase your team’s accountability and boost productivity

 

Turning Your Mess into Your Message with Dr. Erin Issac

 

If you want to find out more about Erin’s practice, head to the Winning Smiles Paediatric Dental Care website or follow Erin on Instagram @dr_erin.

To watch a video trailer of the episode where Erin talks about how sharing her story helped to attract more patients to her practice, hit play below:

The Importance of Making Real Connections With Erin Doffoney RDH

The importance of making real connections

This week on the podcast, I interviewed Erin Doffoney – a rock star dental hygienist based out of Atlanta. We talked about how your dental team can make better connections with your patients and team members.

Erin’s passion is to bring skill, comfort and care through dental hygiene. Her goal is to focus on patients who’ve had compromising dental experiences. There have been situations where some patients have gone untreated for extended periods of times, which allows her to help patients find healthy perceptions of themselves and strengthen their confidence.

Erin Doffoney

Erin knows there is no single approach that is right for everyone. Her vast experience in the dental field since 1995 includes a range of modalities consisting of; Soft Tissue Management, Paradigm Shifts in Technology, Clinical Behavior as well as Clinical Verbiage and Techniques. As the founder of Techs For Teeth, Erin has become particularly sensitive with coaching individuals and helping them structure an ACTION analysis, Clinical Excellence Through Team Work, Perfecting Team Efficiency, Understanding Your “Why”, and Team Mission Statements that aid in patient and clinical proficiency.

Erin’s educational and professional background includes a Bachelor of Applied Science Degree from Clayton College & State University in Atlanta, GA. Dental Hygiene Board Certified & Licensed in Georgia and California, with Certification in Local Anesthesia, Nitrous Oxide and Curettage from Southwestern College in San Diego, CA, a proud member of the American Dental Hygienists' Association (ADHA), National Association of Professional Women (NAPW) and a sponsor of AACD's Give Back A Smile program.

On the podcast we discussed:

  • The important role that leaders play and how this affects attrition of both team members and patients
  • Identifying the natural strengths of your team members and putting them in the right positions
  • The DISC personality assessment and how it can be used as a key to creating a high performing team
  • The process of turning your patients into raving fans of your dental practice
  • How to start your day to make your work environment drama-free and somewhere that other’s like to work
  • How to make better connections with patients through being relatable, approachable and human
  • Focusing on profit generating strategies

You can find out more about Erin, including her courses and consulting programs by visiting her website by clicking here..

Below is a short trailer of the podcast episode:

4 Steps to Controlling Dental Supply Costs

While building a dental practice that helps you achieve personal and financial independence, it’s critical that you focus on controlling your costs, and not only focus on marketing and increasing your revenue.

Setting budgets and key cost metrics for expenses you incur on a regular basis helps protect your profits so you don’t end up losing money on services you perform. That helps you increase profits by eliminating services that aren’t profitable in the short or long term and using the time you’d normally spend performing those services to perform more profitable services.

Although your fixed costs like rent, mortgage, practice debt, and student loans are often locked in for a period of time, variable costs like dental supply costs can generally be reduced without sacrificing the quality of the services you provide.

One reason for that is because many dental offices don’t set budgets or metrics for their dental supplies. Without a budget or metric to measure the cost of supplies, dentists often order too little or too much supplies. This can cause you to run out of supplies needed and be forced to order a small quantity with rush delivery charges to serve patients. It can also cause supplies to sit too long and expire.

To avoid that, it’s critical that you set a budget for your dental supply costs as well as a system for ordering them. By controlling your costs and setting a budget for supply costs, you empower yourself to negotiate with your suppliers to lower the costs of supplies that would render the related service unprofitable.

Here are four steps to start controlling your supply costs today.

1. Assess how much you spend.

If you haven’t paid attention to your supply costs, you might be surprised at how high they are. Task a team member with determining how much your practice has spent on dental supplies for the past three months.

If this is your first time doing this, you may want to ask them to also determine how much your practice has spent in the past six months and one year to account for any bulk orders you may have made for supplies you’re still working through.

2. Compare your supply costs to your revenue for the same time period.

When your team member calculates how much you’ve been spending on dental supplies, compare it to your gross revenue for the same time period.

In my practice, we keep our dental costs between five percent and eight percent of our gross revenue. If your percentage is significantly above or below that, consider why that’s the case. If your percentage is much higher than eight percent, you could be ordering too much or too little of something, you might need to negotiate, you might need to find an alternative product or distributor, or you might need to reassess whether there’s a service that’s not profitable for you.

3. Commit to a percentage or amount and systematize you ordering.

When you have a goal and a reason for that goal, it’s much easier to change. For example, if your cost for supplies is fifteen percent, you may set a goal to get down to ten percent within two months and between five and eight percent within four months. That gives you motivation to look for ways to reduce those costs as well as a reason and the confidence to ask your team members to press your distributors or suppliers for lower prices or other ways they can help reduce your costs.

Once you know your targets, systematize your ordering so your team knows the budget for supplies and everyone works from one shared spreadsheet or inventory management system to ensure everyone’s on the same page. If you’re utilizing multiple distributors, you may want to document a process where your team member gets pricing from each distributor and then places an order based on those quotes. You should also make sure you're checking costs on a regular basis, because prices can fluctuate over time, and the source of the best price might not be the same place this year as it was last year.

Finally, if you’re using a software solution for reducing supply costs, such as Zen Supplies, make sure to train each of your teammates who will have access to the information. If you’ve never heard of Zen Supplies, listen to my interview with Tiger Safarov where he talks about their software solution.

Tiger also did a video demonstration of the software and gave an exclusive and significant recurring discount to their software for members of WOW U. In fact, the discount is even greater than the cost of a WOW U membership, so if you’d like to use their software to reduce your supply costs, be sure to sign up for WOW U first!

4. Evaluate and adjust.

As with any new process, it’s important that you evaluate your progress on a regular basis and adjust as needed.

That can help you improve your costs even more over time and reduce the time you and your team will need to spend on costs. Also, because the costs of specific supplies can vary over time and across suppliers, it’s important that you don’t just find the best option at the beginning and then order that way every time.

Do you know your dental supply costs? What is your range?

If you haven’t calculated your dental supply costs as a percentage of your gross revenue in a while (or ever), it’s time to start!

Whether you implement an internal system or utilize software like Zen Supplies, taking control of your costs can have an immediate positive impact on your personal and professional life!

How To Open a Dental Office with Jayme Amos

Jayme Amos is a bestselling author, expert in building practices and founder of dentistry’s most popular website for opening dental offices.

Jayme Amos is the founder of www.HowToOpenADentalOffice.com where tens of thousands visit his site. His bestselling book, Practice Location is in its second edition and not only is he master at helping dentists with startups, I’m thrilled to call him my friend.

In this episode, we discuss:

-When is the right time to do a startup, and are startups for everyone

-The benefits of doing a startup practice versus a practice acquisition.

-If location really matters, and how to know where to start your practice

-The top things that dentists need to consider before beginning this process

-The top challenges dentists face that could cost them thousands in the future.

-Where dentists can go to get a good office design, and what’s the best way to find a contractor to do the buildout

-How dentists can fast track their success in the first year of their startups

and more

Learn more about Jayme and Ideal Practices

How to Start Building the Life You Dreamed of When You Entered Dental School

Dentistry is a high-stress, high-risk profession. As a practicing dentist, I know how stressful our work can be.

Many of us got into this profession because we wanted to help people while earning a good living to support our families and fund a comfortable life.

When we entered dental school, we dreamed of brightening smiles, serving our communities, supporting our families, and enjoying a flexible lifestyle.

When we come out of dental school, however, most of us are hundreds of thousands of dollars in debt, and if we build or buy a dental practice, we add hundreds of thousands of dollars more to our debt burden.

In addition to the typical heavy debt burdens, many dentists struggle to balance growing regulatory oversight, overbearing insurance plan regulations, and unhappy patients.

All of a sudden, we can find ourselves close to a million dollars in debt and needing to work long, demanding hours six or seven days a week serving those unhappy patients and navigating those burdensome insurance companies just to stay afloat.

Years later, we’re exhausted, stressed, and often angry.

The idea of helping people, earning a good living, supporting a family, and funding a comfortable, flexible lifestyle is a distant memory.

We work more than we ever wanted to, and by the time the debt burden is paid, there’s hardly any money left. Our dreams are shattered and we feel helpless. By that point, our business plan is to hope someday something will change or that things will get better decades down the road when the student loans and practice debt are gone.

At home, a day when we spend even one hour with our family is rare. We miss milestones, sporting events, celebrations, competitions, award ceremonies, and more. Even during that limited family time, we’re often exhausted and distracted by the stresses of our practice.

It doesn’t have to be that way.

I know. I used to struggle, too, until one day I had a wake-up call. After missing one too many family events, I realized I had sacrificed the most important thing in my life—my family—for my practice.

That pushed me to hire a business coach to help me build my practice to support the reasons I went to dental school in the first place. I decided I would no longer hope that things might get better years or decades later. I decided to take control of my future and make it certain, and sooner.

Over a few short years, I built the practice of my dreams and no longer worry about missing important family milestones or events—and you can, too.

After hiring my first coach, I developed a six-part system that helped me build the practice of my dreams by taking control of the direction of my practice while delivering WOW experiences to everyone who walks through the door.

Since transforming my practice, I’ve trained hundreds of other dentists on how to utilize the six-part system to transform their practices, reignite the passion they once felt for dentistry, and build the lives they dreamed of.

Life is too short to spend the best years of your life overworked, stressed, and separated from the things that matter most.

The six-part Delivering WOW system works because it's designed to help you accomplish your goals and achieve your dreams.

The first step to building a WOW practice is to develop a vision for your practice. This forces you to dream big again and design your ideal dental practice. With your vision in place, you choose your practice culture that everyone in your practice will need to adhere to. From there, you set the rules, or core values for your practice, recruit and develop a WOW practice team, and put systems in place for common tasks so you can delegate tasks to team members. Having systems in place is the only way to build a practice that can run without your needing to be there and do everything yourself to ensure consistency and top quality.

With those things in place, the final step is to build and promote an irresistible brand that attracts the patients you want to serve most and keep them coming back and referring friends and family to you.

You’re not alone.

One thing most struggling dentists have in common is they’re trying to do everything on their own. From dental care to practice management, they have little to no help or support.

The most successful dentists, on the other hand, are surrounded with support and encouragement them from family, friends, coaches, organizations, and peers working on similar transformations.

Because of the transformative experience I had after hiring my coach and developing the Delivering WOW practice-transformation formula, I developed Delivering WOW U, a membership community to get the help and support you need to grow your practice, including Delivering WOW trainings, expert sit-downs, member workshops, live training sessions, and an interactive community of dentists supporting each other while implementing the Delivering WOW system to their practice.

It’s your turn to Deliver WOW.

No matter what your practice looks like today, there’s no reason you can’t transform your practice and start living the life you dreamed of.

If you need guidance, support, encouragement, and accountability to help you take control of your practice, make more money, work less, and start realizing the dreams you had when you entered dental school, our community of like-minded dentists is waiting for you.

Three Things Every Dentist Needs from Others to Grow Their Practice

One of the first things you’ll learn after making the decision to grow your dental practice is you’ll never scale your practice if you try to do everything yourself.

If you want to grow, you’ll need help. Internally, this means finding the right team to transform your practice, so you won't have to do everything yourself. Internal team members can take tasks off your hands and help you document and implement systems to help your practice run without you.

It also means looking outside of your practice to hire specialists and coaches. The benefits of engaging outside help include being able to get experienced, independent help without having to commit to a costly, expensive relationship. Engaging a specialist or coach on a part-time or project basis is much easier than committing to a full-time team member.

If you’re only getting help with projects and tasks, however, you’ll miss out on three key things every dentist needs to build a practice that can run without them.

These three things make you more productive, organized, and effective. They keep you focused when times are good. And they prop you up when times are tough. Collectively, they can help you turn a good practice into a thriving one.

1. Accountability.

Building a thriving dental practice requires consistent work in six areas. Without someone helping you stay accountable and pushing you forward, it's easy to try to cut corners, lose focus, or procrastinate.

Having someone in your corner who pushes you to keep moving forward, checks in with you to make sure you’re progressing, and isn’t afraid to call you out if you start to lose focus is critical to maintaining momentum.

Accountability is usually found through a trusted friend or colleague who agrees to be an accountability partner to you or through an independent business coach whom you hire to help guide you.

2. Organized and customized information.

Information is a commodity. It’s everywhere. Organized and customized information is extremely valuable, however.

You can learn anything you want through a simple Google search. I guarantee there’s a how-to guide, YouTube video, blog, article, or white paper on any topic you can think of.

So why is organized and customized information so valuable if free information is everywhere? So many reasons. Here are two very important ones. First, free information is usually very generic. You can find a how-to guide for anything, but it might not work for you. Relevant information helps you avoid the time-consuming and often costly task of weeding through irrelevant information or advice that doesn’t work for you.

Second, most people don’t even know what to search for. For example, you might know you want to learn how to run Facebook ads for your practice. If you just search for how to run a Facebook ad, you’ll find some information. But you might not find information about sophisticated techniques that can get you returns as high as 5000%. Having someone collect and organize customized information removes you from the equation and helps you get better results. In other words, it helps you spend less time and make more money.

Organized and customized information is often provided by experienced specialists or coaches, each of whom needs to be up to date on the latest information in their specialized field to get you the best information for you.

3. Unbiased advice.

You’ll never grow your practice to its full potential if you surround yourself with people who will agree with everything you say.

Whether it’s your team members, outside specialists, or a business coach, make sure everyone knows a vital part of their performance involves telling you the truth. Let them know that’s what you expect.

This is very difficult with internal team members because they rely on your practice for their full-time income and are often conflicted. Also, most people say they want people to tell them the truth, but don’t really want that, so team members are naturally hesitant. Over time, you can gain their trust, however. Also, they’re often too close to the details of the day-to-day operation to identify issues and solutions.

Unless and until you build a team of people who can see things objectively and aren’t afraid to tell you the truth about your practice (and yourself) to help you grow, you’ll need to rely on outside consultants or business coaches, who are removed from the day-to-day operations enough to look at your practice with fresh eyes. They’re hired to be independent eyes and voices. Make sure they know that.

The sky’s the limit with these three things.

Dentists who have accountability, organized and customized information, and unbiased advice are the most focused, have the best information available, and get advice they know isn’t tainted by someone else’s personal fears or desires. This gives them a big advantage when growing their practice.

From where do you get your accountability, information, and advice? How could you be more accountable and get better information and advice?

Why the Success of Your Dental Practice Has Very Little to Do with Teeth

One of the most surprising realizations many dentists learn after going into private practice is how little of a practice’s success has to do with teeth.

It’s true.

Taking care of teeth is the skill every patient assumes you have. It’s the bare minimum expected of you. It’s not anything that sets your practice up for greatness. To achieve that, your dental practice needs to do three other things.

First, your practice needs to run smoothly and efficiently.

All successful dental practices are built on a strong operational foundation. Yes, this requires treating your practice like any other business by having systems, processes, and help in place.

A strong operational foundation helps your practice run efficiently and profitably while benefitting your patients, employees, practice, and you.

It helps your patients (and keeps them happy) because they receive the same great service every time they interact with your practice, no matter who’s helping them. It helps your employees (and keeps them loyal) because they’ll know exactly what’s expected of them and how to succeed in their job. It helps your practice (and keeps it profitable) because it ensures time and money are spent wisely, inefficiencies are reduced, and administrative activities are done right the first time. Finally, it helps you (and makes you more money in less time) because it frees you up to spend time building your practice to operate without you having to personally see more patients and to make more money.

 

Second, your practice needs to deliver WOW experiences to every patient.

In addition to strong operations, successful dental practices must develop strong relationships with their patients by delivering WOW experiences every time a patient interacts with your practice.

Patients walk through the door expecting quality treatment. Simply meeting that low expectation won’t make your practice stand out. By delivering a WOW experience on top of smooth operations and quality care, your practice will leap beyond your patients’ expectations.

Because of that, they’ll be much more likely to keep coming back, even if they have to drive a few minutes farther or even pay a little more for your practice compared to another practice. They’ll also rave about their experience to their friends and family, letting them know your practice is different.  

Here are four simple ways to start delivering WOW experiences to your patients:

          Provide free gourmet coffee, teas, other drinks, and snacks;

          Let your patients use iPads or play video games with headphones to block out the sounds of the dental tools;

          Provide amenities that ease anxiety and help patients relax; and

          Implement an on-time guarantee that treats your patients’ time with as much respect as you’d expect for your own time.

We do each of those in our practice. In addition to providing the finest coffees, teas, and tarts for our patients, we let our patients use iPads during their visit, trained our employees to provide hand and arm massages to help our patients relax, and guarantee that our patients will be seated within fifteen minutes of their appointment time or their next exam is free.  

Since implementing these WOW experiences for our patients, we’ve seen our patient satisfaction and loyalty skyrocket. Additionally, the demands on my personal time reduced because my services became only a small part of our patient experience.

The good news is the bar is pretty low when it comes to delivering better patient experiences at dental practices and you can exceed those low expectations by leaps and bounds pretty easily with a little creativity and a minimal investment.

Third, your practice needs streamlined marketing processes to consistently attract new patients.

If your systems, processes, and help are the operational foundation for growing your practice and delivering WOW experiences to your patients is the relational foundation for growing your practice, streamlined marketing processes that consistently attract new patients is the tactical foundation for growing your practice.

Attracting the right people using tactics that are predictable, repeatable, and profitable is the final ingredient to ensuring your practice will be successful in the long run. Although this used to be a time-consuming and expensive exercise, it’s now much simpler and cost effective thanks to social media

In its most basic form, this requires building a social media following and posting content that shows potential patients why your practice is different and better than the others, such as by highlighting the WOW experiences your practice provides or the great things your employees and patients are doing in the community.

In addition to showing people your practice is different, posting different types of content like this gives you additional opportunities to post interesting content on a regular basis without coming across as over-promotional.

At my practice, we regularly highlight our staff, patients, community events, and news on our social media channels. We also tell stories about our patients, community involvement, and the WOW experiences we deliver. By doing this, we built a following of well over 50,000 people on Facebook alone. More importantly, however, we created a consistent flow of new and profitable patients.

 

Putting it all together

Although teeth matter, you can be the best dentist on the planet and your practice will struggle as long as your operations are inefficient, your patient experience is subpar, and your marketing efforts are ineffective. By streamlining operations, delivering WOW experiences, and implementing predictable and repeatable marketing processes, on the other hand, you can set your practice up to help you make much more money and much less time.

How to Create a Profitable Hygiene Department with Debbie Seidel-Bittke RDH

Debbie Seidel-Bittke is the founder of Dental Practice Solutions and helps the dental practice uncover their true potential without working any harder. She is also a top leader in consulting according to DENTISTRY TODAY.

Debbie is also a former clinical assistant professor for the dental hygiene program at USC in Los Angeles and a former hygiene program director at a college in Portland, Oregon.

Dental Practice Solutions takes a holistic approach to creating sustainable profits in a patient-centered environment, by improving systems, services and inefficiencies in the dental hygiene department.

Is this episode, we discuss

  • The one simple system you can implement today to be more profitable
  • The importance of relationship building and communication
  •  Simple ways to increase the retention rate of the hygiene department
  • How to ensure that your patients keep coming back

Debbie also shares exactly what you can do when patients say they don't want treatment..

Links in the episode:

Dental Practice Solutions

What's next:

Download my FREE guide: “The Complete Checklist to Systematizing Your Practice”.

Join the Delivering WOW Hangout, my FREE Facebook Group!

Are You Being Embezzled with David Harris

 

David Harris is a Private investigator, CPA, and Certified Fraud Examiner. David Harris is the world's leading authority on embezzlement in dental offices. In today's episode, David shares the warning signs that dentists can look out for that might indicate that they have a problem. We also discussed what should dentists do once they feel that they are being embezzled as well as recommendations that dentists can take once the embezzlement is confirmed.

Links in This Episode:

Prosperident

Audible.com: The #1 App that I use to listen to books while in the car or on the go

The Delivering WOW Free Facebook Group

Host Beneficiaries: The Secret Weapon That I Used to Increase Revenue by 28% in One Month!

Many dentists think that you need to spend a lot on marketing. In fact, I hear so many dentists and entrepreneurs in general say that you have to spend money to make money. However, there are some times when that rule does not apply. And quite frankly, these are the rules that I want to play by. This one strategy that I will lay out for you has allowed me to build partnerships with top companies in my community, reach out to my ideal patients, and become 28% more profitable. This one marketing strategy that I discovered a while back that has helped me to boost my brand is the Host/Beneficiary arrangement.

The Host/Beneficiary arrangement is an advanced marketing strategy where your company teams up with a more established or bigger business in your area that serves an audience that is similar to your own.

The basic way it works is this: You offer a free or deeply discounted offer to customers of the larger organization. The larger organization (the host) shares this offer with its customers. You (the beneficiary) get the implied endorsement of the host.

In the business world how this works is that you research companies in your area that have customers who would also be ideal customers to your business. You approach the company and create a great free (or discounted) offer that you would like for them to share with its customers.  

If the company likes your quality and finds the offer useful, there is a good chance it will agree to the arrangement. So why would this bigger company agree to promote your company? Because it’s a no-cost way to provide something of value to its customers. The host company doesn’t have to pay for the perk you give. You offer it at no cost to the organization.

I decided to apply this advanced strategy to my dental practice, and instead of offering a perk or promotion to its customers, I offered it to their teams.

This is how it looked in my practice: We created an email that included an offer of 50 percent off dental cleanings and shared it with the biggest bank in the country. The email stated that because we both believe in building communities and building strong teams, we have decided to create this partnership. The employees were free to use their insurance and share the offer with their friends and family. The offer was for a limited time of one month. Well, needless to say, we were wowed.

That month we had over 250 new patients and our revenue shot up 28% from the previous month. We had to hire an additional hygienist because of the rapid growth!

We attribute the success of this campaign to the great offer as well as to the fact that it was shared by the team's company. Incidentally, even though we offered a promotional price, more than 50 percent of the patients added on additional same day services such as adult sealants, fluoride and fillings and scheduled for future treatment. 

Because of our culture of Delivering WOW, after receiving unexpected bonuses such as a complimentary arm and hand massage, a full office tour, and an iPad and headphones to take away the sound, they became raving fans.  

Because of the success of this campaign, we now create host/beneficiaries for cleanings with one large and one small company every month. We also offer it to the team of the charity that we are supporting that month. 

So perhaps your next question is how do I set up these host/beneficiaries? Well, sometimes it's all about the relationships. The easiest way to “get through” is to ask a patient who works at the company to make the connection. Or you can “cold call”, but you might not get 100 percent agreeing to the partnership. However, even if the acceptance rate is 20%, that is quite fine as there are limitless options of companies that can be contacted. I would suggest making the offer for them to share with their team vs. their customers, as they will look like a winner to their employees. And remember this is a task that can be delegated. 

This strategy speaks to what is a new patient worth. You see, it didn't cost more than an email to create and market the campaign. It cost us a little chair time and some prophy paste. But the value of that campaign will last a lifetime! 

Click below to receive a Free Guide which shares the exact email that we send to companies:

What's Next?

Join the Delivering WOW Dental Hangout, my FREE Facebook Group to Join Other Dentists Are Getting Results by Taking Action! On the inside you will get direct access to Dr. Holmes as well as past podcast guests to help you scale up and get results!

Click Here to Join Now!

How to Achieve Your #1 Goal in 100 Days with John Lee Dumas

Every year I kick off the New Year saying this will be the best year ever. And guess what, it always is. The #1 reason why I'm so confident is that I plan for success. I set goals! I am so thrilled that you have decided to follow my podcast. I am committed to bringing high-quality guests: Top Experts in Dentistry and Non- Dental Entrepreneurs. This podcast will always deliver!

I'm going to kick off 2016 with a topic which can change not only your path of success but also your life, I’m going to kick off the new year with some advice from John Lee Dumas.  After hosting over 1200 interviews on his award-winning podcast EOFire with successful entrepreneurs, John is definitely an authority on what it takes to achieve business success.

In this Episode, John and I discuss the importance of setting goals. John shares his story of success, including what makes his podcast unique, which system has helped him to focus on what matters most, and how he built his massive brand.  John also shares his passion project. It’s called the Freedom Journal: Accomplish Your Goals in 100 Days. It’s a hardbound, 300-page physical book that walks you step by step through the process of not only setting a goal but accomplishing it within 100 days.

The #1 Reason Entrepreneurs Succeed?
They SET and ACCOMPLISH Goals.

The Freedom Journal is YOUR accountability partner and will guide you through the process of setting and accomplishing your #1 goal in 100 days.

The Freedom Journal will:

  • Guide you through establishing a SMART goalS – Specific
    M – Measurable
    A – Attainable
    R – Relevant
    T – Timely
  • Hold you accountable for 100 days with…Daily – Affirmations, quotes, tasks, and resources;
    Sprints – 10 day sprints to accomplish mini-goals;
    Quarterly Review – Check status every 25 days.
  • Help you establish & maintain a goal-oriented mindsetEntrepreneurs fail because they don't have someone to check in with them – to help hold them accountable to doing what they say they'll do.Now you do.

    Let The Freedom Journal guide you on your journey to success. Let The Freedom Journal guide you on your journey to success. And everytime a funding goal is met, Pencils of Promise will get a donation of $25,000 to build a school in a developing country.

    Ready to accomplish your goal in 100 days? 

 

Links mentioned in this episode:

John Lee Dumas

Entrepreneur On Fire

The Freedom Journal

6 Steps to Create a Practice and Business That WOWs

Are you ready to get some MASSIVE results for 2016?  Perhaps it's time to start Delivering WOW.

So what is Delivering Wow….

Delivering Wow is a customer-focused approach that service businesses, including dental practices, can take to consistently provide a high level of service and quality. What makes Delivering Wow different from the typical activities of many dental practices is its emphasis on consistency and importance of our six core areas. Many dentists want to provide good service, but most fail to provide excellent service on a consistent basis. Not because the dentists are bad people, but because they do not have a systematized way of delivering that consistent experience day in and day out.

Delivering Wow fixes that. In fact, Delivering Wow transforms a ho-hum and struggling dental practice into an above-average practice that experiences massive growth. The reason this approach works is because it focuses on specific areas that affect the business’s relationship with its customers: Vision, Culture, Core Values, Team, Systems and Brand.

  1. Your vision as a dentist will affect the entire practice, as well as your future growth. If you do not have a vision, then anything can happen, because there is no strategic future you are looking forward to or planning. The vision is the big idea you have for your business, and ultimately, your life.
  2.  Culture is important because it is the story that you create for your practice.  It is what you want to be known for.  Every company has a culture, whether you create it, or it evolves. Being focused on your company culture helps ensure you are developing the environment to bring forth your vision
  3. Core values are important because they help you set the tone (culture) and they help you work toward the vision. If you are focused on the wrong core values, then you will produce a culture and environment opposite of or different from what you intend.
  4. It’s important to have the right team in place, because the team you hire consists of the people who will represent you and your practice to customers and the community. Having the wrong team members, or having team members in the wrong place can be detrimental to growth.
  5. Systems are essential for scaling your operation. If you are stuck and feeling as if you are having to do every single thing at your practice, then it’s because you do not have the proper systems in place. If you are providing inconsistent experiences to customers, this is also a weakness that has been revealed because of lack of the proper systems.
  6. And lastly, brand is the result of all of the earlier core areas working together. Your brand is what people say about you when you are not around — it is what they know of your business. If your brand is off, then you won’t attract the customers you desire. Creating a unique brand will separate you from the next dental practice in the mind of your customers.

If the only thing you believe you can compete on is price, then you don’t have much of a brand, and indeed, you will find yourself in a race to the bottom, as you work to grab customers’ attention by lowering your fees. In order to compete effectively, your brand must be about something besides being the low-cost provider, as there is always someone willing to go even lower. If your brand is about Delivering Wow, then you immediately set your business apart as being different. Being different is always better than being better.

Dr. Anissa Holmes, a Global leader in Social Media Marketing, and owner of Jamaica Cosmetic Dental Services, helps dentists and small business owners receive massive growth through developing their culture, systems and brand.

Dr. Holmes, through her podcast, The Delivering WOW Dental Podcast and her blog Delivering WOW, shares tips for designing a unique business culture to deliver a “Wow” experience every time, strategies to triple leads and new customers as well as strategies to build an amazing team.

 

The Time is Here. Dream BIG and take Action!

 

Hopefully by now you have planned your goals for 2016. Whatever they are, I dare you to think Bigger! Stretch a little higher! Do so and you will be amazed at the results.

For the last 2 years I set some really BIG goals. Goals even higher than I thought physically possible to achieve. Why, you may ask. It's quite simple. By setting big hairy audacious goals, and then by taking ACTION, you will find a way to achieve them.

One example of a big goal for my dental practice was to double my revenue from the previous year. I then thought about what, as a business, would we have to do, as well as who would we need to be to get there. We sat down as a team and brainstormed on how we could deliver more wow services and thought about systems which needed improvement. We reviewed our scripts. We created a Marketing Plan which listed each month how we would better impact the community, how we would grow our new patients, and how we would better serve our existing customers. We focused on our company culture and on building our brand. We focused on social media. And guess what, we doubled revenue.

Another goal that I set personally was to write a book. Honestly, I had no idea how to make it happen logistically. However, I wrote down my goal. I then did the research and created action steps to get there. I am proud to say that on December 31st I sent my manuscript back to the editor to finalize to go to press.

Your goals may look totally different than mine. However, the key to getting anywhere is to write down where you want to go as well as the steps to get there.

Another key point here is that if there is something that you really want to do, or need to do, and you don't know how or where to start, invest in reading a book, hiring a coach or getting an accountability partner.

Here's to 2016, your best year ever!!
 

Here’s How to Create Your BEST Year Ever!

Many people have big dreams which never become a reality.  They live on Someday Island. They say “Someday I'll write that book. Someday I'll work less. Someday I'll spend more time with my family and take that well-needed vacation”.  Well, this is the year to reach your goals, grow your business, and start to enjoy your life!

The key to achieving massive results is to first plan and then to write down the steps needed to achieve your goals.  I have had some phenomenal results over the last few years as a result of implementing yearly planning.  Yearly planning has literally changed the way that my team and I think, and has significantly impacted the success of my practice.

As a result of yearly planning, in 2015 we quadrupled new patient numbers, doubled revenue, and were able to deliver more “Wow” services to our patients.

Here are the exact steps that I used to create my Yearly, Quarterly, and Weekly action plan.

Looking Back:

  • Look back on your current year.  What goals did you achieve?  What difference did it make to your business?
  • What didn't you achieve that you intended to?

Going Forward:

  • Create an overall theme for the upcoming year.  For 2015, my theme was growth.
  • Choose 3 main goals for the year: I chose to focus on Systems, Brand Development, and Profit goals.
  • Conduct a brainstorming session with your team to create a list of systems which need to be implemented.
  • List creative ways that you can build your brand and be more profitable.
  • Once you have your master list, decide which 15 goals you will work on for the first quarter.
  • Break these goals down into months and weeks.  Once they are broken down into weeks, assign the team member who will be responsible for implementing each task.

Here is an example of a weekly planning sheet.  Make sure to download your Free template. Here is an example of a weekly planning sheet.  Make sure to download your Free template.

What has been most amazing is that because we do planning and break tasks down into weeks we know 3 months ahead of time what we are doing each week to grow the business. The most interesting thing is that it is not me as the business owner doing these things.  These weekly tasks are being done by my team and who are held accountable by the office manager.  I simply oversee designing the plan, and watch the magic happen.

Your leadership as the business owner to inspire your team as well as to give them the tools to succeed are the keys to having a more productive and accountable team.  Remember the business cycle.  The business owner inspires the team who wow's the customers who support and grow the business which supports the owner and the team.

Make sure to listen to my interview with Action Coach Chairman Brad Sugars on why Yearly Planning yields Massive Results!

 

 

 

 

Here’s How You Can Work Less and Get Your Patients to Say YES!

The last several months I have been testing a new system, and it has been a GAME-CHANGER for my dental practice. I have been able to cut back more clinical hours to focus on running my business and to create more personal time, my team is happy and my patients are scheduling more treatment.  

What is this revolutionary discovery?  Well it's really not revolutionary at all. It's quite simple.  

What we implemented was a new system, a system for scheduling.  As I have discussed before, the key to maximum productivity is in creating systems, and Block Scheduling is no exception.

Here are the Benefits:

  1. Patients have an opportunity to have all recommended treatment done in one visit, thus eliminating time off from work and multiple back and forth visits.
  2. Once patients know they don't have to “figure out” when to fit in their appointments over several visits, it makes it easy to block one morning to get all the work done.
  3. Decreased overhead as less setups are used throughout the day,  thus decreasing the cost of sterilization bags, disinfectant, needles, water and electricity.
  4. Increased efficiency as the rooms are set up and broken down fewer times for the day.
  5. Longer procedures are done in the morning when the provider's eyes are fresh.
  6. Increased consistency as the days are more structured.
  7. 80-90% of the day's revenue goal is made by lunchtime.
  8. Significant increase in production and profit.

Here was our action plan. If you follow these steps, you will be amazed at the results:

  1. Create 3 morning blocks on your schedule.  In my case they are from 8-9am, 9-10am, and 10am-12pm
  2. The only procedures which can occupy my blocks are 4 or more fillings, a crown, veneers, or a combination of the above.  I do no do root canals, but they could be placed in a block as well.
  3. Cements, follow ups, consults and single fillings are not to be placed in these blocks
  4. For those patients requiring a longer block, they can take the 2 hour block from 10-12, or can take two 1 hour blocks (8-9am and 9-10am)
  5. One morning of the week and every afternoon is not blocked to accommodate 1-3 fillings, cements, adjustments, consults, etc.
  6. Blocks can be released the day before after 1pm.  If lab cases come in, we will call to schedule those patients in these released spots. Patients love if they can get back in quickly to cement their cases.

Once we started offering every patient who had 4 or more fillings and or a combination of crowns to do all work in one day, we were amazed at the results.  What we heard was “Of course I'd prefer one visit.  Why would I want to come back several times?”  That was very interesting…

Some of you may ask about numbing multiple areas in one visit.  That's pretty simple, we just let our patients know that they will be numb for about 3 hours.  They are quite fine with that because it saves them so many trips. 

Our patients are happy, our team is less stressed, our costs go down, our production goes way up, and the dentist, well I have time to write these posts:)

 

Do You See Your Patients as Customers?

While doing a podcast interview with Howard Farran earlier this week, he heard me refer to my patients as customers. So…I thought that I would do an article on this topic.

In my practice, we absolutely see our patients as being both patients and customers.  The patient aspect is in delivering amazing, consistent dental work that will be strong, look natural and will give long-term peace of mind. The customer aspect is in finding out what our patients are there to “buy”, and giving it to them.  

Our patients don't buy crowns, they buy peace of mind knowing that they won't have a tooth break while on vacation. They don't buy Scaling and Root Planing, they buy peace of mind that their teeth will not start to look long or get loose over time.  

We developed a system of asking “why”.  So if a patient says they don't want braces, we ask them why.  Then we find out what their real resistance is and can speak to that.

This concept is really about our perception. It's not about us calling patients customers when we speak to them. 

Once we have made a decision to open a dental practice, we are opening a business. Some dentists do not want to become business owners, and that is absolutely fine. However, if you choose to do so, you will have a more successful business if you find out what matters most to your patients, know your numbers, create consistent systems, and only create marketing strategies based on getting the best ROI. 

One other good point is that it's never about us; it's about the patient. Although patients can “love” us and our team, if the quality is not good or if you don't respect their time, they will move on to the next dentist that they love. 
 

In my practice, our new patient numbers went from 15-150 by finding out what they want. We did so by asking our long time patients, though post-treatment surveys, as well as by asking our Facebook community.

These were our findings:

1.)People want to be seen on time: Some people don't have a lot of time to wait. What matters most to this group is being seen on time. If they consistently have to wait, they will find dental services elsewhere.

2.)People want peace of mind that their dental work will look natural, be strong, and will be long lasting: This is the group that may be willing to wait forever to see you.  What's most important to them is that their denture fits, their smile is beautiful, or that they don't have to keep coming back.

3.) People want a great experience: Many fearful patients fall into this category. What matters most to this group is how you make them feel, and that you have a personal connection with them.

I challenge you to find out what matters most to your patients/customers, and give it to them.

 

Don’t Focus on the Competition, Focus on What Makes you Unique

While trying to grow a successful company, there are many things that you can focus on.  However, to get the greatest amount of success, you should focus on what matters most.  It doesn't matter if you own a restaurant, or are providing a service, like a dentist or accountant, you must focus on what makes you different.  

Let's face it, we have lots of choices of where to spend our money these days, and so do consumers.  The businesses that thrive all have one thing in common- something that makes them stand apart.  Amazon offers convenience which allows them to stand apart from other online retailers.  Zappos is known for their culture and amazing service.  Dominoes is known for delivering dinner to a hungry family in 30 minutes or less.  What makes your business unique?

The secret is to find out what matters most to your customers, and give it to them.  In my dental business I realized that people want to be seen on time.  So we put in systems and a guarantee to make that happen.  We also knew that most people are fearful when going to the dentist, so in addition to amenities such as gourmet tea and freshly baked plantain tarts, we offer headphones to take away the sound and complimentary arm and hand massages. We focused on being different.

Once you focus on being different, customers will notice and will be drawn to you because you are solving not only their needs but their wants.  The basic service that I provide is a dental service.  However, all dentists do cleanings and fillings.  It is the extra touches that have allowed my business to consistently receive 10 times the industry standard of new patients with a very tiny marketing budget.  Our marketing is our uniqueness and our culture.