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 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

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

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.

How to Market Your Dental Practice Online with Adam Zilko

How to Market Your Dental Practice Online with Adam Zilko

In our always-connected times, marketing has moved away from flyers and word of mouth referrals (though they’re still helpful!) and towards digital and internet marketing.

For some people, this is exciting. For others, it’s like a nightmare come to life!

If you know you should be marketing your practice online but don’t know where to start, Adam Zilko is one of the best people you could ask. His company, Firegang Dental Marketing, works with dental practices across the country to make marketing work for them in a way that is reliable and provably effective.

Well here’s the great news – you don’t need to find Adam to hear his advice, because he’s my guest on this episode of the Delivering WOW podcast!

We talk about digital strategies for dental practices and Adam shares a very special offer for Delivering WOW listeners.

 

 How to Market Your Dental Practice Online with Adam Zilko

 

In this episode, we discuss:

  • What Adam and his team at Firegang Dental Marketing do
  • Whether it’s better to handle marketing in-house or with an agency
  • The best way to start marketing your practice online
  • Why data is the foundation of great marketing
  • How to not waste your money with digital marketing

 

 How to Market Your Dental Practice Online with Adam Zilko

 

If you’d like to find out more about Firegang Dental Marketing, check out their website or give them a call: (800) 398-0979. And don’t forget to get your exclusive Delivering WOW deal from Adam here. If you’re a member of my mastermind, you can unlock your own unique deal here!

 

Check out this short video trailer of the episode where Adam Zilko shares his online marketing tips:

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

When patients leave your practice, what do they remember? Is it your dentistry? Nope. What they DO remember is how they feel when they’re at your practice. Read this blog for 3 steps to make patients remember you for the right reasons

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

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

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

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

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

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

 

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

 

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

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

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

 

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

 

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

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

3. Be loud and proud about your charitable partnership.

 

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

 

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

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

What charitable cause are you passionate about?

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

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

How to Close More High-Value Cases with Tony Seymour

How to Close More High-Value Cases with Tony Seymour

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

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

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

 

How to Close More High-Value Cases with Tony Seymour

 

In this episode, we discuss:

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

 

How to Close More High-Value Cases with Tony Seymour

 

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

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

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

Two Scheduling Strategies to Increase Revenue for Your Practice

Two Scheduling Strategies to Increase Revenue for Your Practice

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

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

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

Send social media leads to a simple scheduling page.

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

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

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

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

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

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

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

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

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

Are you making scheduling convenient for your patients?

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

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

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

Why Every Dental Practice Needs Weave with Mike Buckner

Why Every Dental Practice Needs Weave with Mike Buckner

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

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

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

 

Why Every Dental Practice Needs Weave with Mike Buckner

 

In this episode, we discuss:

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

 

Why Every Dental Practice Needs Weave with Mike Buckner

 

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

 

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

How the Medical Billing Landscape is Evolving with DeVon Banks

How the Medical Billing Landscape is Evolving with DeVon Banks

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

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

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

 

How the Medical Billing Landscape is Evolving with DeVon Banks

 

In this episode, we discuss:

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

 

How the Medical Billing Landscape is Evolving with DeVon Banks

 

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

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

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

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

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

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

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

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

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

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

Help more people get dental care.

 

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

 

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

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

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

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

Create predictable recurring revenue for your practice.

 

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

 

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

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

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

Keep your patients loyal.

 

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

 

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

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

Does your practice have a membership program?

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

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

How to Always Get the Best Work From Your Team

How to Always Get the Best Work From Your Team

 

You can deliver the best dental care in the world, have the latest technology, and serve the most gourmet coffee to your patients, but you can’t run a WOW practice without an amazing team.

One of the best ways to make your team do great work is to make them feel a part of the process. When they feel like they’re a part of a practice family and are contributing to achieving your practice story, they’ll be more motivated and happier to wake up in the morning and come to work. They’ll feel their role is meaningful.

So how do you achieve that? One of the best ways to do that is to create a culture in which both you and your team are open to receiving feedback from one another. This creates a safe environment for growth and support and ensures you and your team are constantly improving. With many leaders, this can be a struggle because many of us feel like we need to have all the answers. But when we hire the best team members, their talents and experiences will complement ours and make their feedback extremely valuable to elevating our practices to a whole different level.

Here are three keys to creating a culture in which giving and receiving feedback leads to consistent growth and high performance.

Always ask for feedback.

 

How to Always Get the Best Work From Your Team

 

Many times, team members are uncomfortable giving feedback to the doctors. It’s a natural concern for people to be concerned giving feedback to their leaders—especially when it’s constructive criticism.

To make your team members more comfortable with giving you feedback, ask for it. Also, ask for it in a very specific area, and request suggestions for improvement. The more focused and specific you are, the easier it will be for someone to respond. For example, you could ask, “Do you have any suggestions for how we can adjust how we schedule to improve production?”

Also, try to get a more rounded perspective when asking for feedback. Ask a number of team members for input when it makes sense to do so. Get everyone involved.

Be grateful for feedback even if you don’t like it.

 

How to Always Get the Best Work From Your Team

 

Receiving feedback helps build vulnerability-based trust and a safe environment where people help each other improve. You don’t have to agree or disagree with what they have to say. Just thank them for having the confidence to try to help you improve. By encouraging it, you also won’t seem hypocritical when you give someone feedback.

For example, it’s hard to not get upset when someone says you were tone-deaf with a patient. But if you want to get the best work from yourself, you have to take a step back and be objective about their feedback.

Everyone has room for improvement. If everyone is able to look at constructive criticism pragmatically, you can start to create a culture of consistent improvement.

Encourage everyone to seek feedback from patients.

 

How to Always Get the Best Work From Your Team

 

Make sure everyone on your team looks for feedback from patients. In your office or online, what do they say? What can you read into how they act when they are in your chair? And what is their body language like when they are in your chair?

Team members aren’t the only ones who can give you feedback, but they can be a very helpful resource for gathering patient feedback. Make sure they pay attention to all forms of feedback from them, and not just from the online reviews.

When you receive feedback from patients, react the same way you would with a team member delivering feedback. Be grateful for it, and look for the practical takeaways you and your team can use to improve.

Are you getting amazing work from your team consistently?

Nobody is perfect, and nobody is going to do everything right all the time. We all have development areas. The best way to improve everyone's performance is to ask for feedback, be grateful when we receive it, and encourage everyone to seek feedback from patients. Then, you will create a culture of constant growth and improvement with a free flow of feedback in all directions. It will set the standard that all team members are expected to do their best work and constantly improve—leaders included.

If you want to learn more about building a practice culture in which everyone thrives, join our Delivering WOW Platinum Coaching program, and start learning from the best experts in the dental industry today!

A Simple Two-Step Process for Getting Online Reviews for Your Practice

A Simple Two-Step Process for Getting Online Reviews for Your Practice

When you first get started with the marketing strategies I teach, you might be surprised by how simple they are at their core. Whether it’s Facebook marketing for dental practices, dental marketing funnels, or any other strategy I teach, all of them boil down to applying what has worked for decades to the modern world. By doing so, we are able to get better, faster, and more affordable results.

For example, dental marketing funnels involve taking the conversations we used to have with patients in person on webpages and email. Boosting Facebook Live videos to thousands of people moves the videos we used to display on television to social media. And Facebook advertising helps us send targeted ads to people we used to only target through postcards. With all of the things we teach, all we are doing is using modern tools to get better results from the things that have worked for decades.

The same is true for collecting online reviews. Whether it’s a restaurant or a dentist, prospects often search Google before going to a business. So, whether someone gets referred to our practice or finds us because of a Facebook Ad, chances are they will search for reviews before making an appointment. Here’s the simple two-step process we use to get online reviews from our practice.

Step 1: Provide an experience people can’t stop talking about.

 

A Simple Two-Step Process for Getting Online Reviews for Your Practice

 

It is pretty easy to get reviews if you don’t skip this critical first step. When patients have WOW experiences at your practice they won’t be able to help but talk about your practice. They’ll tell you and your team how amazing their experience is. They’ll talk with friends, family, and coworkers, too.

Are you providing experiences your patients will talk about? It doesn’t have to be complicated to do so. For example, patients love when we provide warm peppermint-scented towels after treatment, give office tours, and kids go to the toy box first. It’s so much different than most other dental practices.

In addition to providing experiences unlike other practices, giving patients WOW experiences builds deeper relationships than they get anywhere else. That makes them more likely to want to reciprocate all the goodwill you build up with them. And two of the most common ways patients reciprocate are leaving online reviews and telling their friends, family, and coworkers about you.

Step 2: Ask patients about their experience after every appointment.

 

A Simple Two-Step Process for Getting Online Reviews for Your Practice

 

At the end of each visit, ask your patients, “How was your experience, today?” If you’ve treated them to a WOW experience, the answer will inevitably be something along the lines of “Amazing!”

Once they answer, thank them for the feedback. Then let them know you are trying to help patients who are afraid to go to the dentist because of past experiences and that you will be sending them an online review link and it would mean the world to you if they would share their experience with others. Let them know that patients often say that online reviews gave them the courage to go to the dentist for the first time in a long time. Also let them know that sharing their experience could be the push someone needs to get the care they need to change their life.

Asking about their experience and connecting it to helping others helps transform your request from asking for help to something with a deeper meaning. We can’t just expect people to enter a review when they get an automated text or email. You have to make a connection with them so they want to help you and others.

Are you struggling to collect online reviews?

 

A Simple Two-Step Process for Your Practice

 

Everything I teach is old-school word-of-mouth marketing with a modern twist, utilizing social media and other technological advances to help us get better results in less time and on smaller budgets. Many times—like this—old-fashioned patient care combined with modern technology is the best mix for success. Build deep relationships with your patients and use technology to make the process simple and easy.

If you want even more help growing and marketing your practice, sign up for the Delivering WOW Platinum Coaching Program where you can find more training and coaching on all aspects of running and growing a high-profit dental practice.

How to Improve Case Acceptance for High-Value Procedures

How to Improve Case Acceptance for High-Value Procedures

 

When patients are considering treatment, it can be an investment of time and money that they hesitate to make. This is especially the case with high-value procedures that come with large out-of-pocket investments.

If you’ve struggled with case acceptance for high-value procedures, these five strategies can help.

1. Make the Patient Experience Personal Before It Becomes Procedural

 

How to Improve Case Acceptance for High-Value Procedures

 

It’s very important to do a “meet and greet” with a complex care patient when they come into your practice. After they sign in, the front desk team should let you know they’re there.

You—not the treatment coordinator, not the dental assistant—should then walk into the waiting room, introduce yourself to the patient, and welcome them to the practice. Then bring the patient into an area where you can talk privately about moving forward with treatment.

By doing a meet and greet, you’ve created a personal connection with the patient. If you start a relationship with a patient by doing diagnostics, X-Rays, and educating them about the treatment process, you’ll create a very cold relationship with them. You want to be warm and friendly and you want to connect with them personally. Complex care patients are investing a lot of money into their treatment. They need to trust you in order to move forward with you and the best way to get them to trust you is to develop a personal connection with them. 

2. Understand Patients Before You Educate Them

Following the meet and greet, when you’re in the confidential talking area, get to understand the patient using “the four chiefs.” This concept was taught by Dr. Paul Homoly at our 2019 Delivering WOW Summit.

The first chief is the chief condition. That’s the condition that brought the patient into the dental practice. Discovering their chief condition is done by asking them a simple question: What can I do to help you?

The second chief to discover is the chief disability. The disability is how the condition interferes with the patient’s life. Does it embarrass them? Does it make it difficult to chew?

The third chief is the chief behavioral benefit. Patients get their teeth fixed because of the behavioral benefits the treatment brings to their lifestyle. You might be interested in the clinical benefits, but patients are interested in the behavioral benefits. If their disability is that they’re embarrassed about a gap in their teeth, then the behavioral benefit is that treatment will give them more confidence.

The fourth chief is the chief fit issue. Fit issues are the life circumstances patients go through that they have to fit your dentistry into. Money, for example, is a fit issue. They need to fit treatment into their budget. Time is another fit issue. They need to be able to fit treatment into their schedule.

Identifying these four chiefs will not only help you to understand your patient but it will also help them understand you and your motives.

It will become clear to them that you aren’t just trying to sell them something. Don’t educate them about their treatment until you understand them on a more personal level if you want them to move forward.

3. After the Exam, Discuss Conditions Patients Are Concerned About Before You Discuss Conditions They're Unconcerned About

 

How to Improve Case Acceptance for High-Value Procedures

 

Once you’ve performed your exam and charted everything out, do three things. First, bring awareness to the patient about their conditions. Second, tell the patient what the consequences of the condition are if they don’t get treatment. Third, determine whether they’re concerned about those consequences. 

These three things help you discern what matters to them. That allows you to present treatment for the conditions they’re concerned about before you present treatment for conditions they aren’t concerned about. If you do that, they’ll be better listeners and more likely to move forward.

4. Understand Their Budget

When you go shopping for a home, the realtor will ask you for your price range before they ask anything else. Only then will they present potential homes to you.

You have to be the same way when presenting treatment to patients. Understand what’s suitable for your patients’ budget so you know what treatment they can afford and whether you need to educate them about financing options or other ways to fit treatment into their budget.

5. Don't Make Case Acceptance a Condition of a Good Continuing Relationship

 

How to Improve Case Acceptance for High-Value Procedures

 

No matter how important a treatment plan is, some patients just won’t or can’t move forward. That’s okay. Love them like you’d love any patient. Treat them well and continue to give them the best patient experience possible. If not, you risk losing them completely. If you do, they may find themselves in a better position to move forward and accept treatment later on. 

Are you ready to perform more high-value procedures?

If you have trouble getting patients to accept treatment, use these five strategies to improve. And if you want more help, sign up for the Delivering WOW Platinum Coaching Program where you can find more training and coaching on all aspects of running and growing a high-profit dental practice.

3 Things You Need to Scale a Dental Practice

3 Things You Need to Scale a Dental Practice

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

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

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

Vision

 

3 Things You Need to Scale a Dental Practice

 

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

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

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

Data

 

3 Things You Need to Scale a Dental Practice

 

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

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

Systems and Processes

 

3 Things You Need to Scale a Dental Practice

 

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

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

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

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

Are you ready to scale your practice?

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

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

Would You Have Put This in a Safe?

Would You Have Put This in a Safe?

I recently went to a local jewelry store with my daughter to pick out a birthday present for her friend. I thought it would be a great opportunity to find out what she would like for her own birthday. As she was looking, I told the sales-person to put whatever she liked aside. Then I would come back and pay for it later.

However, when I went back to pick up the items and the sales-person who was helping me checked the reserve section they couldn’t find the jewelry my daughter had picked out.

After searching the entire store, the sales-person said that sometimes people don’t come back so they put the items back. My surprise was ruined. The owner then steps in saying “The next time we have an item to be reserved, what I want you to do is just give it to me and I’ll put it into the safe myself.”

This is something that I see happening in our dental practices. As the owner of a business it can be easy to just step in and “do it yourself.” But, if we want to level up in our leadership, we need to stop saying things like “I’ll put it in the safe myself.”

You can’t grow and scale your business by doing everything yourself. So, don’t be like that jewelry owner. Become the business owner that empowers your team and put processes in place that will help you build your business. Find out how on this episode of the podcast.

 

Would You Have Put This in a Safe?

In this podcast episode, I discuss:

  • Why a ‘do it yourself' attitude is taking focus away from your business
  • The importance of empowering your team to be problem solvers
  • Why it is important to your business' success to make your team effective leaders
  • Why you need to elevate and delegate to get you to the point where you no longer need to do it yourself
  • That to elevate your business, you need that skill-set and knowledge of how to delegate

 

Would You Have Put This in a Safe?

 

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

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

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

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

Watch a short trailer of the episode below, where I discuss how to grow your business by empowering your team members:

Three Ways to Improve Case Acceptance

Three Ways to Improve Case Acceptance

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

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

Present the Problem, Not the Treatment

 

Three Ways to Improve Case Acceptance

 

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

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

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

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

 

Three Ways to Improve Case Acceptance

 

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

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

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

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

 

Three Ways to Improve Case Acceptance

 

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

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

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

Are Your Patients Moving Forward with the Treatment They Need?

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

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

How to Know If Your Overhead Expenses Are out of Control

How to Know if Your Overhead Expenses Are Out of Control

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

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

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

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

Determine your overhead expenses.

 

How to Know if Your Overhead Expenses Are Out of Control

 

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

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

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

Compare that number to benchmarks.

 

How to Know if Your Overhead Expenses Are Out of Control

 

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

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

Is your overhead out of control?

 

How to Know if Your Overhead Expenses Are Out of Control

 

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

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

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

How to Treat More Rockstar Patients with Weston Lunsford

How to Treat More Rockstar Patients with Weston Lunsford

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

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

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

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

 

How to Treat More Rockstar Patients with Weston Lunsford

On the podcast we discussed:

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

 

How to Treat More Rockstar Patients with Weston Lunsford

 

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

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

3 Ways to Get Help Running Your Dental Practice

3 Ways to Get Help Running Your Dental Practice

 

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

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

Invest in training your team. 

 

3 Ways to Get Help Running Your Dental Practice

 

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

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

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

Invest in dental technology.

 

3 Ways to Get Help Running Your Dental Practice

 

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

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

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

Invest in coaching.

 

3 Ways to Get Help Running Your Dental Practice

 

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

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

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

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

Do you have enough help with your practice?

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

TAKE ACTION TODAY:

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

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

How to Build a Dental Practice Like an Entrepreneur

How to Build a Dental Practice Like an Entrepreneur

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

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

 

How to Build a Dental Practice Like an Entrepreneur

Traditional, Bureaucratic Dental Practices:

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

Entrepreneurial Dental Practices

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

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

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

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

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

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

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

Create a culture of abundance.

 

How to Build a Dental Practice Like an Entrepreneur

 

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

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

Help your staff do their best work.

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

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

Shift your pay scale toward rewarding performance.

 

How to Build a Dental Practice Like an Entrepreneur

 

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

Are you building your practice like an entrepreneur?

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

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

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

How to Build a Gossip-Free Environment in Your Practice

How to Build a Gossip-Free Environment in Your Practice

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

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

1. Clear Expectations and Accountability

 

How to Build a Gossip-Free Environment in Your Practice

 

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

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

2. Vulnerability-Based Trust

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

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

3. Agreement and Commitment from the Entire Team

 

How to Build a Gossip-Free Environment in Your Practice

 

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

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

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

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

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

5. Solutions-Based Communication

 

How to Build a Gossip-Free Environment in Your Practice

 

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

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

6. Real-Time Feedback

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

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

Are you building a gossip-free environment?

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

TAKE ACTION TODAY:

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

3 Pieces to a Productive, Profitable Dental Practice

3 Pieces to a Productive, Profitable Dental Practice

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

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

1. Empowered, Accountable People

 

3 Pieces to a Productive, Profitable Dental Practice

 

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

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

2. Processes and Systems

 

3 Pieces to a Productive, Profitable Dental Practice

 

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

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

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

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

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

3. Tools

 

3 Pieces to a Productive, Profitable Dental Practice

 

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

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

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

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

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

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

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

How to Give Your Dental Practice a Core Value Checkup

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

Why Core Values Matter

 

How to Give Your Dental Practice a Core Value Checkup

 

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

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

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

Brainstorming Possible Core Values

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

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

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

Analyzing Your List of Core Values

 

How to Give Your Dental Practice a Core Value Checkup

 

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

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

Finalizing Your List of Core Values

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

Communicating Your Core Values With Your Team

 

How to Give Your Dental Practice a Core Value Checkup

 

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

Give your dental practice a core values checkup today.

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

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

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

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

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

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

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

1. Create primary folders within your main Google Drive.

 

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

 

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

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

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

2. Create important sub-folders within your folders.

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

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

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

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

 

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

 

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

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

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

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

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

How do you keep files organized in your dental practice?

 

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

 

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

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

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

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

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

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

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

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

The Benefits and Challenges of Visionary Leadership in Dental Practices

 

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

 

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

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

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

It can get uncomfortable for our team members.

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

How to Support Team Members When You are a Visionary Leader

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

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

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

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

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

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

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

 

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

 

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

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

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

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

A Visionary Leadership Case Study

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

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

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

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

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

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

 

 

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

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

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

How to Run a Productive Team Meeting

How to Run a Productive Team Meeting

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

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

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

1. Opening Exercise (5 minutes)

 

How to Run a Productive Team Meeting

 

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

 

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

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

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

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

2. Scorecard Review (5 minutes)

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

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

3. Rock Review (5 minutes)

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

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

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

4. Customer and Employee Headlines (5 Minutes)

 

How to Run a Productive Team Meeting

 

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

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

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

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

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

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

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

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

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

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

7. Review and Conclusion

 

How to Run a Productive Team Meeting

 

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

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

Are you ready to boost productivity in your practice?

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

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

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