What to Say to Your Dental Patients if the Cost Is Too High

Training Dental Team Members Who Are Not Good With Patients

3 Tips to Grow Your Dental Practice Quickly

3 Ways to Increase Treatment Plan Acceptance

Get More Dental Patients (Even If You’re An Introvert)

Training for Dental Team Members That Ensures They Deliver WOW

How to Discuss a Treatment Plan With Your Patients

How Much Should I Pay My Dental Team?

3 Ways to Train Your Dental Team to Collect Payments Well

How to Turn Around a Failing Dental Practice

How to Get More Patient Referrals to Your Dental Practice

How To EXPLODE Your Dental Practice Right Out of Dental School

Treatment Planning — Presenting Your Plan to Earn a New Patient

Treatment Planning — Presenting Your Plan to Earn a New Patient

How to Increase Your Income Quickly

How to Find a Good Dental Team Member

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

How To Build a Successful Dental Practice

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

How to Present a Treatment Plan the Right Way

How to Present a Treatment Plan the Right Way

3 Ways to Make Your Marketing More Impactful for Your Dental Practice

3-Ways-to-Make-Your-Marketing-More-Impactful-for-Your-Dental-Practice

As the world opens back up after the Covid-19 pandemic, the dental industry is entering unprecedented times. We’re planning a successful reopening for our dental practices. We’re crafting our marketing message to be more applicable to a post-coronavirus world. And we’re navigating new PPE requirements and putting other policies in place to protect our patients and team members.

All these additional requirements and sensitivities make it even more important to be efficient and effective with our marketing strategies. We need to maximize the efficiency and effectiveness of all of our marketing efforts. Here are three ways to get better marketing results without having to spend more time and money on your marketing.

Involve-your-patients

1. Involve your patients in your marketing.

Some of the best dental marketing campaigns are the ones that get your patients involved in spreading the word about your practice. At my practice, we like doing coloring contests, clothing drives, and thirty-day floss challenges with our patients.

Patient involved initiatives like these offer great ways to spread the word about your practice while building deeper relationships with current patients. 

To involve your patients in your marketing start by choosing a campaign that involves your patients. We’ll use a coloring contest as an example. You can give away free dental care or even gift cards to local shops for winners. Then, hang flyers around your practice so everyone who comes in can see what you are doing. Have your team members encourage patients to submit an entry to the coloring contest, too. In addition, send out emails to your patients about the contest to get patients who are not scheduled to come in involved.

As you get entries, share pictures of the entries on your Facebook page so all of your Facebook fans can see the camaraderie you have with your patients. And involve your team or Facebook fans in choosing a winner. You could even put all the entries on your Facebook page and hold a public contest where the pictures with the most likes and shares wins. That will make it so your patients share posts with their friends and family members and encourage them to interact with your Facebook content.

When we involve patients in our marketing, we create tremendous goodwill and excitement about our practice. People see our practices differently. And they spread the word to their family and friends.  And all that leads to spreading the word about your practice.

Involve-your-community

2. Get your community to market our practice for you.

It’s a lot easier than you think to get your community excited about what you’re doing in your practice. If you’re doing something like a Project Smile makeover competition or treating kids for free one Saturday, your community will likely be very excited to help you spread the word. And the fastest and easiest way to do that is to do a Facebook Live letting people know what you’re doing.

When done correctly, you can have thousands of people in your community seeing and sharing your message. Just start a Facebook live, introduce yourself, let people know what your practice is known for, and tell them what you’re up to. Then ask them to take part and spread the word. Your energy and authenticity will go a long way to ensuring they share your message with their friends and family 

After you record your Facebook Live, share the link with your patients by email and ask them to get involved, too. As they watch and share your content, your reach will continue to grow.

Provide-a-great-experience

3. Think through what great experiences you’re providing for patients in your practice.

If you’re giving patients amazing experiences your marketing can get even easier. For example, in my practice, one of our primary goals is to ensure patients leave feeling pampered. When they arrive, we give them a tour of our practice. We show them our core values. We let them know what we’re known for. We show them new technology, safety measures, and more. We also give them warm peppermint-scented towels to wash their faces and give them gourmet coffees and teas. 

Of course, we also provide top-quality dental care on top of all the benefits and amenities After all that, our patients frequently tell us how much they look forward to coming to the dentist. Imagine that! 

At the end of each appointment, we ask patients, “How was your experience today?” When they let us know it was amazing, we ask, “Would you be willing to do a quick video to share that experience? There are so many people who are afraid of going to the dentist, it just might change someone’s life.”

You might be surprised by how many people say yes. When they record a video, we can then share it on social media and to our patients by email. 

By giving amazing experiences everyone wins. Our practice becomes more enjoyable for us and our patients. And we get patients regularly recording videos encouraging people to come to our practice. While us telling people why our practice is so special is helpful, patients telling them is even more helpful

Are you struggling to market your practice?

If you’re struggling to market your practice, patient participation, community involvement, and experience enhancement might be what you need to start marketing like a boss.

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

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

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

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

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

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

1. Use block scheduling to maximize production.

 

 

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

 

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

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

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

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

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

2. Minimize patients per day.

 

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

 

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

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

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

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

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

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

3. Set specific goals for your practice.

 

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

 

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

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

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

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

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

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

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

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

 

 

 

How To Find Gaps and Growth Opportunities in Real-Time

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

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

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

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

Identify top performances.

 

 

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

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

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

Set goals and take action based on what you learn.

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

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

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

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

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

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

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

Update your sheet weekly and review results at least monthly.

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

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

Are you looking for gaps and identifying opportunities?

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

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

 

 

 

How to Craft Effective Marketing Content During the COVID-19 Pandemic

With the pandemic, there’s no denying times are different. We're all making big adjustments to be careful about Coronavirus—especially business professionals like dental practice owners. As we begin to reopen, we need to take control of our marketing efforts to make sure we get the right return on our investment over the long-term.

That means truly understanding our audience and then taking three simple steps to ensure your marketing fulfills your intended purpose. That's always the case. But it's even more important when marketing through turbulent times. Earlier, we talked about some of the mechanics of impactful marketing during a pandemic.

Today, we're going to talk about how to craft effective marketing content during the COVID-19 pandemic. As you'll see, it's as easy as three simple steps.

1. Take time to understand what your marketing campaign's ideal audience wants and needs.

 

How to Craft Effective Marketing Content During the COVID-19 Pandemic

Often, the dental services we promote vary. That means our audiences and messaging needs to vary as well. Now is no different. Take a moment to understand exactly who you want to reach with your marketing. Are you looking to reach emergency dental patients? Are you looking to reach current patients? Are you going to be talking to others in your community?

Once you know your audience, craft content that matches what they want to know. For the community, you might want to show your social responsibility as a dental practice and business. If you want to talk to current patients, you might want to craft content about safety and cleanliness. If you want to reach emergency patients, you might want to discuss virtual consultations, safety procedures, and readiness to serve.

 

2. Create content that directly addresses the ideal audience member's needs and desires.

 

How to Craft Effective Marketing Content During the COVID-19 Pandemic

Once you understand what your audience wants, create content that directly addresses it. For example, if you're creating an ad for emergency patients, you will get better results with a video describing safety measures than an image showing you wearing a mask. That's because the picture only implies you have safety measures in place. Your video will directly address all the safety measures you have in place.

This is another rule of thumb that matters regardless of the pandemic. When you’re creating any content for a marketing effort, make sure the content directly addresses what your audience wants and needs from a practice like yours.

3. Include a simple call to action.

 

How to Craft Effective Marketing Content During the COVID-19 Pandemic

Once you create the right content for the right people, add a simple call to action at the end to let your audience members know exactly what to do next. Is the next step to schedule a virtual consult? Tell them and include a link to schedule. Do you want them to call your office to make an appointment? Say so and include your phone number.

Make it as easy as possible for your audience members to take the ideal next step based on your marketing campaign and you will get much better results from your marketing.

Are you crafting impactful marketing content for your dental practice?

If you've struggled to achieve a high return on investment on your marketing, these three steps will help.

If you don't want to go at it alone, we are helping hundreds of practices during this time in our Platinum Mastermind Gold Program, and are offering special value for you and your teams! If you have been wanting to dive into Facebook Marketing though our Facebook Bootcamp Program, now is also a great time to start preparing for when you reopen!

 

Three Keys to a Strong Dental Practice Reopening

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

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

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

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

 

Three Keys to a Strong Dental Practice Reopening

 

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

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

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

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

Maintain consistent communication with your team members and patients.

 

Three Keys to a Strong Dental Practice Reopening

 

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

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

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

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

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

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

Be a leader in your community.

 

Three Keys to a Strong Dental Practice Reopening

 

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

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

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

Are you preparing for a strong dental practice reopening?

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

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

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

 

 

3 Ways to Create Recurring Revenue for Your Practice

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

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

Offer and regularly promote teeth whitening.

 

3 Ways to Create Recurring Revenue for Your Practice

 

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

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

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

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

Conduct oral cancer screenings.

 

3 Ways to Create Recurring Revenue for Your Practice

 

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

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

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

Create a dental membership program.

 

3 Ways to Create Recurring Revenue for Your Practice

 

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

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

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

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

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

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