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.

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

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

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

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

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

 

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

 

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

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

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

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

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

 

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

 

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

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

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

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

 

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

 

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

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

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

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.

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

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

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

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

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

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

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

 

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

 

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

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

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

 

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

 

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

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

3. Be loud and proud about your charitable partnership.

 

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

 

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

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

What charitable cause are you passionate about?

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

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

Creating Experiences Worth Sharing with Ryan Vet

Creating Experiences Worth Sharing with Ryan Vet

I can't wait to introduce my latest special guest on the podcast, Ryan Vet. With his can-do attitude and positive vibes, he’s the perfect person to discuss how to create experiences for your patients that they will want to share.

Ryan Vet is an international speaker, author, entrepreneur and investor. But you may know Ryan from his writings in Forbes or Dental Economics or at speaking at a dental meeting near you. He has devoted his life to inspiring others towards making a positive change. And, a fun fact many people don’t know about Ryan is that he’s a trained sommelier.

Ryan explains how for most patients, a visit to the dentist is a neutral experience. Something that they've done time and time again that has become a normal part of their lives. But, what if you could make a visit to your practice an outstanding experience they won't forget? A moment in their lives that they can't help but share with others. It's not as hard as you might think!

 

Creating Experiences Worth Sharing with Ryan Vet

 

On the podcast we discussed:

  • Ryan’s professional background and how he became an entrepreneur
  • How start creating experiences worth sharing
  • Taking ordinary opportunities and transforming them into extraordinary experiences
  • Why you should walk in the shoes of your patients
  • How to create your own business identity
  • The importance of cultivating culture

 

Creating Experiences Worth Sharing with Ryan Vet

 

If you just can’t get enough of Ryan, then he’s got a book coming out in November 2019 called Cracking the Millennial Code where he shares how to motivate and manage millennials.

Also, you can find him on Twitter, Instagram and LinkedIn.

Watch a short trailer for this episode where Ryan is talking about creating an unforgettable experience at your practice, below:

 

Are You Trusting Your Office Manager?

Are You Trusting Your Office Manager?

Once you have an Office Manager that really steps into their role, amazing things happen.

This week I dive into how to empower your Office Manager, and place them in the role of a Chief Operations Officer (COO). And, it doesn’t take much to make this change. In fact, it only takes the leap to be open and trusting enough to reveal your financial comings and goings.

Your COO, to truly take a decision-making role, needs to understand the difference between revenue (collection, production, hygiene-per-visit) and profit. Remember, profit is not your salary. It is what’s left after you’ve taken your salary.

If you have a COO that knows the full picture of your business finances, they will spontaneously generate solutions to cashflow problems that crop up. Believe me, it feels so good to have someone in your corner, helping you think about the bigger picture. But, that is only possible if you share everything needed to evaluate the health of your business.

 

Are You Trusting Your Office Manager?

 

On the podcast I discuss:

  • Why you should treat your Office Manager as your Chief Operations Officer
  • How to define the Office Manager role with specific accountability
  • The story of my first business – a lemonade stand – and how my mom taught me what profit means
  • Why it’s crucial to separate your salary from your business’s profit
  • Getting your scheduling coordinator excited about their calls with patients by imparting the right skills and systems
  • The importance of your Office Manager understanding profit and your practice’s financial health
  • A story of the last time my Office Manager made a very helpful and proactive evaluation to help solve a cashflow problem

 

Are You Trusting Your Office Manager?

 

Here is a short video trailer of the podcast episode where I'm talking about the process of turning your Office Manager into a COO:

 

 

4 Parts of a WOW Practice Culture

Companies across industries understand that the success of their business depends on their ability to develop amazing team members and a healthy business culture. Dentistry is no different.

That’s why I dedicated a significant part of my book, Delivering WOW, to helping practices set practice goals, find and develop team members, and build a culture in which everyone thrives. You can get a copy of my book for free here.

To build an amazing practice culture, we must first understand what makes for an incredible culture. Here are four parts to building a WOW culture for your practice.

An Environment of Continuous Improvement

 

4 Parts of a WOW Practice Culture

 

With the right marketing, you can quickly attract an influx of new patients. With the right systems and processes in place, you can quickly become more productive. But culture is different.

Sure, you can create excitement and short-term progress by implementing new initiatives to support team members and improve working conditions. But the strongest cultures are built over time through continuous improvement.

An environment in which all leaders and team members strive for continuous betterment motivates everyone to become the best version of themselves incrementally and avoids complacency. This ensures team members remain optimistic, motivated, and fulfilled.

An Environment in Which All Team Members Are Set Up for Success

Few things discourage team members from doing their best work like the feeling that they have no chance to succeed. That’s why we encourage all practices to implement the best tools, systems, and processes into their practice.

Having the best tools, systems, and processes at people’s disposal lets all team members know exactly what is expected of them. It also lets them know what they need to do to succeed.

An Environment in Which Team Members Support Each Other

 

4 Parts of a WOW Practice Culture

 

No matter how much you commit to continuous improvement, some team members will be asked to do things they have not yet mastered. That’s the reality of running a busy practice.

And no matter how many tools, systems, and processes you implement to set up your team for success, the demands of a busy practice will cause team members to experience busy times where they struggle to keep up. It happens when team members go on vacation, get sick, or take extended family leave. It also happens on busy days, weeks, or seasons.

When work piles up or team members are asked to do tasks outside of their experience level, other team members will step up and support their colleagues in practices with incredible cultures.

An Environment in Which Team Members Enjoy Spending Time Together

Efficient, supportive teams will make your practice more profitable. But if your team members do not enjoy spending time together, the environment will eventually catch up to you. Your best team members will leave for other opportunities. And you will struggle to attract rock star team members to replace them. The negative implications of losing your best team members will cascade from there and you will eventually find your practice less productive and much more stressful.

As busy and efficient as high-performing practices are to operate, the best practices are also fun for both patients and team members. A telltale sign of a WOW practice culture is having team members enjoy their days. They work hard, but they enjoy their time in the office. Many of them will spend time together outside of the office.

When first working toward improving your practice culture, you might need to organize out-of-office events for team members to get to know each other outside of work. Plan a trip to the movies. Organize a bowling outing. Sign up for a charity race together. Your team members will get to know you and each other in a fun, casual environment.

Over time, those fun experiences will pay dividends in the office. Team members will begin to spend time together on their own. By doing so, they will develop deeper relationships with each other. And those relationships will lead to them supporting each other more, plus other great benefits.

Are you ready to build a WOW practice culture?

 

4 Parts of a WOW Practice Culture

 

If you’re ready to build a WOW culture for your practice, start by focusing on these four simple parts. Encourage and provide support for every team member to continuously improve. Set your team members up for success by providing the best tools, systems, and processes. And encourage all team members to support each other by rewarding and recognizing team members when they do. Finally, start to plan out-of-office opportunities for team members to get to know each other better.

If you want help building an incredible practice culture, join the Delivering WOW Platinum Coaching Program, where you can access top training and coaching from experts in all facets of running a practice.

How to Transform Your Dental Practice in Just 21 Days

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

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

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

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

Greater Purpose

 

 

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

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

Better Teamwork

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

Higher Profits (and in Less Time)

 

 

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

Here’s how one doctor put her experience:

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

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

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

Transform to a results-oriented practice culture.

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

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

Develop a proactive approach.

 

 

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

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

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

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

Build an engaged social media following.

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

 

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

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

 

 

Are you ready to transform your dental practice?

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

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

our practice—in just a few short weeks!

3 Ways to Build Deeper Relationships with Patients and Team Members

In dental school, we learn a lot about clinical work and practice care. These are important topics, of course. They are necessary skills for performing the life-changing treatments we perform on patients every day. The treatment we can perform on a moment’s notice changes lives. It can get people smiling again after years of hiding their smiles. It can help them advance in their careers. And it can even help them make better romantic connections. 

But we can’t do any of that without top-quality team members to support us and patients who trust us to have their best interests at heart. Building deep relationships with team members and patients is one of the most important parts of running a successful practice and not a topic we learn in dental school. 

Our team members need to perform top-quality dental care and care deeply about the practice and patients. They also need to trust us to give them the tools, training, and support to set them up for success. And our patients need to know we are genuine, compassionate human beings who are not just trying to sell dental services to them. 

In the Delivering WOW Platinum Coaching Program, mindset coach Dr. Shakila Angadi shared the following three strategies for building the deep relationships with patients and team members we need to develop as dentists to succeed.

Actively Listen

 

3 Ways to Build Deeper Relationships with Patients and Team Members

 

When a team member approaches you upset about something or with an idea for improving the practice, do you stop what you’re doing? Do you look them in the eye and make them feel heard? Do you give them the attention they desire?

Dr. Angadi says practice leaders must give team members eye contact and be mindful of their body language. Make sure it’s clear that you are listening to them and giving them your undivided attention. If you are in the middle of something you can’t break away from, that’s okay. In those cases, pause what you are doing for a moment, look them in the eyes, and let them know you want to give them the proper attention but cannot at that moment. Schedule a time during which you can give them your full attention.

The same is true with patient concerns. Even if you are used to splitting your attention between multiple projects, don’t do it when a patient or team member is talking with you. Put down your phone or turn away from the computer screen. Otherwise, the person will think you don’t value them. Even if you agree with what they propose, the person will walk away feeling unimportant. 

Mirror Emotions

 

3 Ways to Build Deeper Relationships with Patients and Team Members

 

Whether you are talking to a patient or a team member, Dr. Angadi says it’s important to mirror their emotions. If they are coming to you with a problem, talk with them in a way that shows them you understand and sympathize with them. Connect with them as humans. Express emotions similar to the ones they express with you. 

If a practice or patient is upset, whatever they are upset about is causing a problem in your practice. Be upset, too. Of course, you don’t need to have the same level of emotional reaction as them. But, be sure to express empathy and concern when your patients or team members are concerns. If they are happy about something, celebrate with them. 

If a patient says that they’re afraid about getting a root canal, let them know you understand their concern. Step in their shoes, see why they might be afraid, and let them know it’s completely normal to feel that fear and that you understand. 

We need to make sure that we acknowledge what patients and team members say and mirror the emotion they are coming to us with. Once we repeat the emotion, the person coming to you with that emotion will feel immediately connected with and supported by you. That builds trust.

Offer Solutions

 

3 Ways to Build Deeper Relationships with Patients and Team Members

 

Being heard is important. But we also need to offer solutions to patients and team members that help solve real problems. For example, a dental assistant might come to you and say they feel stressed because they never get a moment to breathe between patients and are constantly rushing around the practice. 

Whatever the issue, once you’ve listened and understood the concern, offer a real solution. And make sure that the solution focuses on the problem and not the person. It’s easy to say, “you just need to roll up your sleeves, it’ll all be over by 5pm and then you get to go home and rest” but that won’t build a deep relationship with them. That’ll put them down and make you seem unsympathetic. 

Offer a solution that focuses on the problem instead. In a short-term busy period, the solution might be to adjust their schedule to help them get extra downtime after the rush. If it’s a long-term issue, perhaps creative patient scheduling will help them get a break. Or, maybe your practice has become busy enough that you need to hire an additional team member. That can happen when you start implementing the dental practice growth strategies our WOW Platinum Coaching experts provide.

Are you ready to build deeper relationships with patients and team members?

Actively listening, mirroring emotions, and offering solutions are three ways to build deeper relationships with patients and team members. For more help, join the Delivering WOW Platinum Coaching Program today, where you’ll get training directly from Dr. Angadi and our other experts on all aspects of starting, operating, and growing a dental practice.

2 Reasons to Get Comfortable Delegating More

As dentists, we need to lead our practices well. We need to demonstrate good leadership skills to help our practice grow and get the best out of each team member. 

But sometimes, dentists have a hard time letting go of tasks they have no business doing themselves. It’s a natural tendency. If we do things ourselves, we know they will be done the way we want them. But if we want to grow our practice, we need to create systems and processes to ensure other people can do tasks as well as we can. This is especially true with tasks that can be done by a team member at a much lower cost than if the dentist had to take time away from patients to do them herself. But letting go is a problem for a lot of dentists.

If you struggle to let go, you are missing out on many benefits. No practice can succeed over the long term if the dentist bears the brunt of the workload. And if it does survive, the doctor will likely burn out fast. If that doesn’t sound fun, it’s because it’s not. The long-term impact of not delegating is burnout. But the short-term impact of not delegating isn’t good either. Here are two reasons to delegate more.

You Can Focus on the Things Only You Can Do

 

2 Reasons to Get Comfortable Delegating More

 

Only you can perform certain procedures but anyone can file paperwork. That might be an extreme example but we often hold onto tasks anyone else in the office could do with proper training and direction. Why spend doctor time filing paperwork, checking voicemail, or doing other tasks anyone can do at a much lower cost?

By managing your team members well and delegating tasks anyone can perform to them, you will be able to focus on the high-impact items only you can do. You can also free up time to get out of the office, be with your family, or take that much-needed vacation. Sometimes you’ll get busy and need to roll up your sleeves to help out but, for the most part, dentists can make their greatest impact on the practice by focusing on doing the things only they can do.

And practice leaders need to focus on strategy, growth, leading team leaders and other team members, and performing other high-level planning. Your time is valuable. You went to school to learn how to specialize in dentistry. You might love to do the marketing, scheduling, and so on, but you didn’t go to school for that—and you can get someone to do those things at a much lower cost than what your time is worth. 

Getting People out of Their Comfort Zone Is Where Growth Happens

 

2 Reasons to Get Comfortable Delegating More

 

When we delegate a task to someone, we’re enabling our practice to grow. We’re ensuring we’ve got a capable team that is able to handle any project that is thrown our way. We can trust them to get things done.

Many times dentists don’t delegate because they know how to do the task and their team members don’t. This is especially true with tasks involving specialized software or spreadsheets like Microsoft Excel or Google Sheets. But we can train our team members to do what we need them to do—and we can even outsource that training to an expert.

By doing so, both you and your team member might step out of your comfort zones. Training or outsourcing the training might be a reach for you. And learning a new piece of software might be a stretch for your team members. 

But, in the end, both you and your team members will grow. And delegating things you don’t need to do allows you to spend more of your time treating patients and earning revenue. You grow. Your team grows. And your practice grows, all because you stepped out of your comfort zone to delegate. 

Are You Delegating Enough to Your Team?

 

2 Reasons to Get Comfortable Delegating More

 

You can’t—and shouldn’t—do everything in your practice. Your practice will make less money. You will work too many hours. Your team members won’t grow as much as they can. And you’ll eventually burn out. If you’re not delegating enough to your team, start today. 

If you need help identifying what to delegate and then doing so effectively, sign up for the Delivering WOW Platinum Coaching program today! In WOW Platinum Coaching, you and your team will be trained by leading experts in every aspect of running and growing a dental practice!

How to Set Expectations in Your Practice

We’re dentists. Many of us are also perfectionists. It’s not our fault. We’re trained to be perfect with our clinical care in dental school. But many of us expect perfection in all parts of our practice. That makes us do too much work ourselves, fearing we need to do things to ensure they get done right. That’s why implementing systems and processes is so important. It’s the best way to make consistent performance easy.

To put systems and processes in place that get followed, we need to set the right expectations throughout our practice. We need to set expectations of our team members. And we need to set the right expectations that our team members can have for us. That way, everyone on the team can trust that they have the best tools and support to serve our patients well. And when we set the right expectations, everyone on your team will be motivated to perform, have a clear understanding of what’s expected of them, and have the tools to do their best work. Here’s how to set the right expectations in your practice.

Anticipate Setbacks and Failures

 

How to Set Expectations in Your Practice

 

As powerful as it can be to set clear expectations and put systems and processes in place to support every team member, growing a dental practice is anything but linear. You are going to have setbacks no matter how well you plan or clear your expectations are. Getting into the right mindset is critical to pushing through those setbacks and failures and continue on your growth plan. Otherwise, you run the risk of people abandoning an amazing growth plan because they believe a setback or failure along the way means it was not the right plan.

When things don’t go as anticipated, be resilient—for yourself and your team. Team members will mess up. Systems and processes will be improved. And unexpected setbacks will happen that will be out of your control.

Be there for your team during those times because that time is when they need you the most. Don’t make your team members feel bad when they mess up. If someone is consistently not meeting expectations, address it with them or let them go. But nobody will be perfect so we can’t expect perfection.

Set Data-Driven Expectations in Real Time

 

How to Set Expectations in Your Practice

 

You can make your expectations more attainable and more realistic if you set them up in real time with data to support them. For example, it might be too ambitious to say you want to have a 15% increase in case acceptance within the next month, especially without guidance from experts in case acceptance, like Dr. Paul Homoly, our Delivering WOW Platinum Case Acceptance Coach.

But you could set a realistic expectation to increase case acceptance within a week. At the end of the week, measure what your increase was and set expectations for further increases based on your actual data. If you see a 2% increase in case acceptance after that week, you can set a more realistic expectation. Maybe an 8% increase in case acceptance within the next month. Or, maybe you see an opportunity for improvement and invest in getting expert help for an even larger gain. The expert can share their experience and guidance for improvement and help set expectations based on data from their experience with other practices.

Either way, data-based expectations in real time help ensure you set appropriate targets and position everyone on your team to succeed.

Avoid Projecting Expectations about Your Performance onto Your Team Members

 

How to Set Expectations in Your Practice

 

Many dentists have the expectation that their staff should be performing at the same intensity that they are. While your staff may be connected to your vision, they won’t always be as emotionally connected as you are. You can’t expect them to care as much about the goals you have for your practice as you do.

We can reduce this by tying your practice vision into their personal goals and dreams. But it can take some time to get complete buy-in. And, even then, not every person can have the same intensity and emotional connection to your practice as you. If you expect everyone to be as intense and invested as you are, you will get frustrated a lot.

You can also make sure to connect with your team members on a personal level. If you care about them and helping them achieve their personal goals, they’ll start to feel the same way about you and your practice vision. They’ll be much more invested in helping you achieve your practice vision because of their personal relationship with you and the connection between their personal goals and your practice vision.

Are You Setting the Right Expectations?

If you’re not setting the right expectations in your practice—for you and your team—your practice will never achieve its full potential. By expecting setbacks, setting real-time data-driven expectations, and avoiding projecting expectations about you onto your team members, however, you can build an amazing team and achieve incredible things together.

If you want more help setting expectations in your practice, join the Delivering WOW Platinum Coaching Program where you and your team can get expert guidance from our resident Mindset Coach, Dr. Shakila Angadi.

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