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.
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
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 email@example.com.
Check out this short video trailer of the episode where Mike Buckner talks all things Weave:
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!
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
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:
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.
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.
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.
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.
Whether they’re new or existing patients, the impression you make when a patient walks through your door sets the stage for the experience they will have in your office that day. And the people who are going to make that first impression on your patients are your front desk team members.
Front desk team members are some of the most important people in your practice. They can help to grow your practice exponentially by making patients feel welcome and giving them a WOW experience that gets them coming back and referring their friends and family.
Here’s how your team members can make a WOW first impression on every patient who walks through your door.
Introduce yourself with friendly and engaged body language.
When a patient walks through the door, a front office team member should stand up and shake their hand. Welcome them to the office—or back to the office—with a smile. It might feel awkward at first, but you will stand out in a good way.
Body language is important. When your front office team member is slouched back in their chair or looks disinterested when they greet a patient, the patient will feel unwelcome. Nothing they say will come across as authentic. The patient won’t feel appreciated or welcome.
After shaking the patient’s hand with a smile, the team member should introduce themselves or remind the patient of their name. If they know the patient, they should use the patient’s name during the greeting. If it’s a new patient, confirm their name, and then use it. Using patients’ names makes them feel less like a customer and more like a VIP.
It’s important that your front office team member never makes a patient wait for that greeting, either—even for a brief moment. Someone should greet the patient right away. If they’re busy doing other work, they should pause, greet the patient, and finish the work later.
Engage in genuine and appropriate conversation.
After greeting the patient with positive body language, the next step to making a WOW first impression is to engage the patient in genuine and appropriate conversation. Focus on the patient, pay attention to what they’d like to discuss, and make sure things stay appropriate. If the patient seems interested in talking, inquire about talking points, and keep the dialogue going. If the patient doesn’t seem interested in chitchat, shut it down to move forward with the next steps in making a WOW first impression.
Also, make sure the conversation isn’t scripted. People know when you’re following a script. Using a script just doesn’t come from the heart, and it means the front office team member doesn’t have the right intention—dentistry is about treating patients and changing their lives, not selling services and making money.
Give the patient clear direction.
The final step to making a WOW first impression is to give the patient clear direction as to what they should do next.
Tell them to get comfortable. Offer coffee. Show them where the restroom is. Offer other amenities you provide patients. Then, tell them when the doctor will be ready for them so they know what to expect next.
How is your front office greeting the patients who come into your practice?
Your front office team members are responsible for patients while they are in their area. Do they treat patients how they would want to be treated?
If patients feel welcome and comfortable, they will trust you and your staff. They will be more likely to accept your treatment plan. And they will be more likely to refer their friends and family or leave a five-star review. Ensure your team members make a WOW first impression every time a patient walks through your door.
For more strategies on building a WOW front office team, join the Delivering WOW Platinum Coaching Program, where you and your team can access the best training and coaching from leading experts on all aspects of growing a WOW dental practice.
Some dentists run the practice themselves and play the role of a practicing dentist as well as an office manager. That can be a tough road to go down, and we always recommend delegating more. But whether you hire an office manager to delegate the busy role of managing an office or if you want to take on that role yourself, managing is a journey, a learning process, and you need to be a learning organization.
No matter what, you need to trust your office manager because they’re the backbone of every practice. Without strong leadership skills, they will hold your entire practice back. With strong leadership skills, they can help your entire team become more productive. Here are two things you can do to help your office manager become a strong leader.
1. Help them develop an adaptable leadership style.
It would be helpful if one leadership style could resonate with every team member. However, the reality is we have many team members with different personalities and responsibilities working with us. Strong leaders recognize the differences between our team members. Then, they adapt how they engage with each of them to ensure every team member can succeed.
For example, some team members will be more receptive to constructive criticism than others. They might even prefer you don’t sugarcoat criticism—just tell them what they did wrong or what they need to improve. Others might need encouragement when you deliver constructive criticism. Neither personality style is better than the other; they’re just different. In fact, many leaders struggle more with team members who prefer straight-talk constructive criticism because it feels unnatural to deliver criticism without encouragement. However, the best leaders understand the differences among team members and adapt their leadership style to help each team member do their best work.
Adaptive leadership style doesn’t only apply to how you talk with your team members, though. It also applies to the systems, policies, and activities you put in place in your practice. For example, if you lead a book club at your office, might allow people to choose audiobook versions if they don’t learn well with e-books. Or, you might invest in specific tools or technology that might help a team member perform, such as providing a sit-to-stand desk option for team members.
Adaptive leadership is sometimes a learned skill. The best leaders develop the muscle to identify each team member’s uniqueness and quickly adapt to it while staying consistent with office goals and culture.
2. Empower them to be transparent with team members.
Transparency is a tricky topic with dental teams. Some people falsely believe being transparent means you need to tell every team member how much money you make. Others falsely believe being transparent means letting every team member know intimate details of your personal life.
The truth is, transparency is really just about being openly human. For example, we all make mistakes. We have all made mistakes in our past. And we all have fears, insecurities, and challenges. Leaders who pretend they don’t will never build the trust necessary with team members to get them to perform their best.
When someone messes up in your practice, how leaders respond provides a tremendous opportunity to build trust with team members. Respond with healthy transparency and you will build trust. To do so, pause to consider the situation before responding. Quickly consider whether you’ve made a similar mistake when you were in a similar position. How did your supervisor respond? How did it make you feel? With this employee, was it the first time they made this mistake or have they made it over and over again?
If the team member isn’t a habitual underperformer, consider sharing a time you made similar mistake and what you did to remedy it. Then talk with them about what they can do to improve. It might sound like, “I once did something similar and had to stay all night redoing everything. It happens. Here’s what we need to do to fix it this time and what I suggest doing to avoid it in the future.” Sharing your past mistake provides trust-building transparency and positions you as an empathetic leader. Your team members will be much more likely to perform.
Does your office manager have these two leadership skills?
With transparency and an adaptive leadership style, your office manager will be well on the way to helping your practice achieve its full potential.
If you want help training your office manager to become the best leader they can be, sign up for the Delivering WOW Platinum Coaching Program where you can get coaching from me other top experts in the dental industry.
With Christmas just around the corner, it’s time to think about others. And, to consider how we can give back to our communities and people in need. Ian Lynch, the CEO of Legend Networking, is on a mission to transform the smiles of children who have been abused.
Legend focuses on serving the dental community and their gift campaign, Smiles for Christmas, is about helping children in need. Giving toys, food, and clothing is an impactful way to provide comfort to children who need it most. Many of these children will have no toys to play with at all. Because of this toys are a huge part of Legend’s gift campaign, to show these children that they are not forgotten.
Smiles for Christmas also focuses on providing children in need with clothing and food. So, in this episode of the Delivering WOW podcast, you’ll learn how your dental office can help make a difference this holiday season!
In this episode, we discuss:
Why Ian launched ‘Smiles for Christmas’ and how his childhood impacted his decision and passion to help others
How Legend Networking’s charity, ‘Smiles for Christmas’ is helping children this festive season
Ways you can get involved and donate toys, food, and clothing to children in need
How your practice can be in with a chance to win some amazing prizes
Why it’s so important for dental practices and teams to give back this holiday season
Are you a dental office who wants to help children in need this holiday season?
By helping Smiles for Christmas bring happiness and comfort to children this festive season, you’ll not only be helping others, but your office can also be eligible to WIN amazing prizes!
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.
Leaders mustestablish 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.
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
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!
We all know dentists work harder than many other people, running a business, leading a team, and serving patients. Unless we delegate effectively to team members, we will live lives full of stress and burnout. Yet way too many dentists still do way too much themselves.
It’s natural to roll up our sleeves and push through a busy season or two, but if those busy seasons turn into months or even years, it’s not sustainable. We need to delegate more.
Many dentists struggle to delegate, though. Some of them just need some help identifying tasks to delegate and training their team to perform. Others resist, making up excuse after excuse for why they can’t or won’t delegate. Here are six common—but bad—excuses dentists use to avoid delegating.
1. “I’m better at the task than anyone I’d delegate it to.”
If you’re using this excuse, you need to focus on building a better team, training an existing team, or implementing systems and processes.
You may have more experience than your team members, but that doesn’t mean you need to do everything just because you’re better at doing those things than your team members are. For many of those tasks, you will be wasting valuable chairside time to non-revenue-generating work. That can cost you a lot of money. If you’re better at the task, have someone shadow you while you do it a few times, documenting how you do it and asking clarifying questions. Over time, let them take over while you supervise during the time you would normally do the task. Soon enough, you’ll be ready to hand off the task without adding additional burdens to your schedule.
2. “It’ll take less time if I do it instead.”
If you do something that takes 12 minutes a day, you can save an hour every week by training someone to do it.
Even if it takes you four hours to train someone to take over the task over the course of several weeks, you will save that amount of time in just four weeks once they take over. It might take less time to do a task one time, but delegating is a long-term investment.
3. “I don’t trust someone else to get the job done right.”
The problem with this logic is that you shouldn’t have anyone on your team if they can’t be trusted to get a job done right that’s under their responsibility with proper training and systems. We must be able to trust everyone on our team to the point that we can train them, give them systems or processes, and confidently delegate appropriate tasks to them.
Some doctors—and even team members—resist delegating because they want to be indispensable. This is a very bad idea. In addition to coming off to team members as arrogant, if you’re the only one who can perform a task, you’ll never be able to pull away from the practice. You’ll be a bottleneck. And if you’re sick or unavailable, productivity across the entire practice will suffer.
5. “I like doing the task, so I should be the one to do it.”
You might enjoy doing administrative work but that doesn’t mean it’s a good use of your time.
You didn’t go to dental school to do administrative work. Let someone whose job it is to do that work do it instead. They can likely do a better job than you, too, because they do those tasks all day.
It’s not a good use of your time to take you away from revenue generation or family time to do administrative work. Delegate tasks you shouldn’t be doing to people who should be doing them.
6. “My team is already busy enough.”
This excuse marks a bigger issue. If they’re already busy, you either need more team members or better systems and processes. Otherwise, your team will end up overworked and overwhelmed. It will only be a matter of time before they leave—especially the top performers who can more easily find other jobs.
Are you making excuses for not delegating?
You’ll never be able to grow your dream practice without being able to delegate confidently. So, if you find yourself making these excuses (or others), challenge yourself to look at the deeper issue and find a way to delegate more.
If you want help, join the Delivering WOW Platinum Coaching Program today, 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.
In this solo episode of the Delivering WOW Podcast, I explore whether or not practice owners should share numbers and even personal expenses with their team.
Sharing practice numbers with certain team members is a great way to increase trust. And, also can empower the people you work with every day. After all, when more people in your team are aware of the numbers it makes it easier to reach new milestones. And therefore it becomes easier to smash goals and even grow your practice.
However, knowing which team members to share this valuable information with and what numbers you should share with them can be difficult. Listen in to discover what numbers to share with your team. And, learn how sharing numbers with certain team members can help increase profits.
In this episode, I discuss:
Why you should share your practice vision and numbers with your team
The role of an office manager
Important practice numbers to share with your team
How to calculate your practice’s profits and manage your cash flow
Tips to help hold your team accountable for meeting practice goals
Why you should share a percentage of profits with your team
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!
At Delivering WOW, we pride ourselves in creating the best, most comprehensive training on everything you need to do to run and grow an amazing dental practice. And we’ve helped thousands of dentists improve their practices in the process.
One lesson we learned along the way is no matter how good the information is, it takes more than information to get results. Specifically, before launching the Delivering WOW Platinum Mastermind Program, we hosted a database of courses called Dental Profit Academy. Those courses showed practices exactly how to run and grow a practice. And many students achieved great success.
But, on average, their success was not as high as what members of my Inner Circle Mastermind were achieving. The information was the same. But my Inner Circle Mastermind members also received coaching and other benefits beyond the information.
Even though our clients were doing well in both programs, some of our Inner Circle members were growing at 20%, 30%, or 40% month over month. We just didn't see as much success in Dental Profit Academy.
While we knew information alone doesn’t change things, seeing the contrast between my Inner Circle Mastermind and Dental Profit Academy put additional perspective (and caused us to create the Delivering WOW Platinum Mastermind to replace Dental Profit Academy).
Here were our key takeaways about what you need to really get results.
We need coaching to push us and point us in the right direction.
Running a practice takes a lot of work. There's scarce room in our days to synthesize information into a plan that will work for our practices. We have too much to do, especially when we just get started. One of the key differences between my Inner Circle and Dental Profit Academy was that my Inner Circle members were getting coaching.
I believe every dentist needs a coach to help us get different perspectives about our practices and help us apply information to our unique circumstances. There’s an old saying in business that it’s hard to see the label from the inside of the can. In other words, it’s helpful having an outside perspective on our practices. Coaching helps us make better decisions. It helps us decide what direction we want to go and what steps we need to take to get there. It helps us see what activities are worth our time and what are distractions.
Information is important, for sure. But combining coaching with the content helps you get a more personalized and synthesized experience. They can also push you forward to make tough decisions.
When I decided I wanted to build a different practice, one of the first things I did was hire a coach. It was without a doubt the best business decision I could have made.
We need accountability to keep us going.
While good coaching points you in the right direction and helps you make decisions and redirect as needed, continuous action is what you need to do to actually achieve your goals. That’s where accountability comes in. There’s a lot of power in accountability.
We get accountability in a number of ways. Friends, family, and colleagues can help you stay accountable. A coach can as well.
As a leader of a dental practice, not only do you need to stay accountable, your team members do as well. Typically, that falls on us to do, and with so much on our plates, it’s hard to add holding each team member accountable on our plates. We must work accountability into our practice at all levels. For that reason, when we created Delivering WOW Platinum, we created a community and group coaching model that is available to team members, too.
Are you getting the results you want from your practice?
Information is important, but without coaching and accountability, you won't get results. That’s why we built both coaching and accountability into the Delivering WOW Platinum Mastermind. Combined with the best and latest information about all the things you need to do to grow your practice, coaching and accountability are the keys to unlocking your practice’s true potential.
In this episode I’m reflecting on my time at in Boise at a Mastermind with my inner circle.
There were some of the most incredible entrepreneurs at the event and I wanted to share my takeaways with you from those last few days.
Just being surrounded by all these inspirational people who share your goals, have beliefs of what is possible and have overcome obstacles was truly inspiring. And, their stories really hold us accountable and ensure we are also going after our own goals.
One of the mastermind group, Thomas Shipley, Co-Founder and CEO of Atlantic Coast Brands, said something that was so true. Surrounding yourself with knowledgeable, successful people who are willing to share their success stories and their fails, enables you to “collapse time frames” and “collapse the learning gap.”
It’s all about growing together rather than learning on your own. So, don’t go at business alone. Instead, find an easier path to success by reaching out to those people who have the knowledge and experience that can help you. Find out more on episode 154 of the podcast.
In this episode, I discuss:
How surrounding yourself with knowledgeable, successful people can help you grow as an individual and elevate your business
How I have used the power of masterminds for my own success
How our members have undergone inspiring transformations by doing our Marketing Practice Growth CHALLENGE
Drawing on the strength of others to level up on your knowledge and grow your business
How to take your practice to the next level and take care of your team
How you can find an easier path to success by reaching out to those people who have knowledge and experience
Whether you are looking at our Delivering Wow Platinum Mastermind or joining our challenges, there are people there to embrace you and help you get to where you want to go.
Are you fed up of going it alone and want a shortcut to success?
Join our Marketing and Practice Growth CHALLENGE, where you’ll receive a full marketing plan and upon completion, have launched a viral marketing campaign with a predictable repeatable process to grow your production month after month – with plenty of accountability and support to help you along the way!
The challenge starts 4th November but Registration Closes November 3rd at Midnight MST! To find out more about this exciting challenge, click here.
To watch a short trailer video of the episode where I talk about the power of Masterminds, hit play below:
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.
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
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:
I've helped a lot of practices become more fulfilling and profitable practices. Throughout that time, I've helped some practices make big transformations in a short period of time. I've also watched some practices struggle for long periods of time.
To some people's surprise, the difference between practices that succeed and those that struggle has nothing to do with ability. Having proven systems and strategies helps. The practices that have used the proven systems and strategies we teach get the benefit of years of experience from practices around the world. They get the benefit of learning from other people's mistakes—and successes. It's much easier to make progress when you know the systems and strategies have worked for others. But I've never met a practice leader who couldn't improve their practice. Every practice leader I've met has had the ability to lead incredible change to make their practice more fulfilling and profitable.
So why do some practices succeed while others struggle? Oftentimes, the answer is simple: The practices that struggle either do nothing or try to do too much at once. The practices that succeed do so begin by learning and taking action in small bits. Here are three reasons why learning and taking action in small bits has been the secret to success for so many practices.
Learning and Taking Action in Small Bits Gets Easier Buy-In
It's no secret that running a dental practice takes a lot of work—even more work than most businesses. With many businesses, owners spend all day managing the organization. Practice owners need to do all that work and often still treat patients.
It's not just practice owners who have so much on their plates. Team members have a lot of work, too. This is especially true for PPO practice team members, who must navigate insurance relationships and manage patient expectations regarding out-of-pocket costs.
With so many pressures on our time and energy, asking practice leaders and team members to implement big changes at once can be overwhelming. Asking them to learn one or two small changes for a short period of time makes it much easier to get team members on board. This is one of the reasons our 21-Day Marketing and Practice Growth Challenges have been so popular with practices. The idea of doing small daily challenges for three short weeks is a much smaller ask and something most people feel they can do.
Making Changes in Small Bits Helps Clarify Action Steps
If your only goal is a long-term one, it can be hard to know what to do in the short term. Longer-term goals tend to be bigger and have multiple moving parts. With those, it's hard to know what to do next. Continuing with the goal of increasing revenue, you could advertise, take CE to start performing more higher-fee procedures, network with local business owners, and more. Your options are endless.
But what if you decided to increase revenue over the next twenty-one days? That shorter-term goal limits the number of things you can do. And that forces you to be more strategic. If you wanted to double your revenue this month over last month, what could you do? You could call patients with unscheduled treatment plans and get them scheduled. And you can set up a whiteboard to get your team all on the same page for increasing productivity.
Small Changes Add up to Big Results
With your whole team bought in and working together, you will begin to see improvements right away. Those improvements will add up to big positive changes in your practice.
Nobody runs a marathon 26.2 miles at a time. They run it one step at a time. Eventually, those steps add up into miles and those miles turn into a marathon.
The same is true with changes in your practice. You can't double your annual revenue in one day. But you can increase productivity in a day. And you can increase it even more the next day, and the next, and so on. Over time, those little increases add up. If you want to get big results, start by taking small steps and making small changes.
Are you ready to make big improvements in your practice?
If so, start small. But start! If you want help, consider signing up for my next 21-Day Marketing and Practice Growth Challenge. We'll help you and your team get started taking small steps toward big improvements in just twenty-one days just like we've done with nearly 200 practices.
In just twenty-one days, they built relationships with other businesses in their community. They also broke through fears of video to connect with new and existing patients. They launched successful marketing campaigns and planned out marketing campaigns for the next year! And they created tremendous buy-in from their teams.
Building a dental practice is challenging. We must deliver top-quality care to patients while simultaneously running a regulated business.
For those reasons and others, many dentists find themselves stressed and overworked. Eventually, something goes wrong. The natural reaction during times of stress is to roll up our sleeves and work harder. The mindset is that training people takes too long and delegating to untrained team members is too risky.
The truth is, practice leaders can’t and shouldn’t do everything in their practice. That’s why you have a team. If you don’t have the time to train your team or confidence to delegate to them, the solution is not to do more work yourself. The solution is to either find the time to train them or get help training them. Here are five reasons every practice leader should delegate more.
Delegating tasks frees up your schedule.
What would you do with an extra hour in the day? What about an extra two or three hours? Delegating helps you literally create more time in the day to do whatever you want to do.
What if you didn’t work fewer hours but your time became more flexibility to attend events for your kids, go out to lunch with your spouse, or exercise?
Unless you delegate, you will never be in a position to cut back on hours or shift your time around the life you want to build for yourself or your family.
Delegating helps you focus on what you do best.
Many dentists not only dislike admin work, but they’re also not very good at it. Other people excel at admin work. Thus, delegating tasks to someone who can do it better allows you to turn your attention to your highest-value activity, caring for patients.
Delegating helps you train other people.
One of the most common excuses for not delegating is that it’s quicker to do a task yourself than to train someone else to do it, review their work, and provide feedback. While that is often true for one-off tasks, it is very shortsighted for tasks performed regularly at your practice. With those tasks, delegating allows you to invest a little additional time upfront to save a lot of time down the road once your team member is able to complete the task with limited supervision.
Delegating helps build team members into leaders.
Team members will never become leaders if we don’t give them additional responsibilities and build a culture of delegation. When we give team members higher-level work and delegate important tasks to them, they learn more than only new skills. The example we set when we train them and delegate tasks shows them important leadership traits. And if we build a culture of strategic delegation, they will gain experience training and supervising others.
Delegating helps team members learn to collaborate.
Establishing a culture of delegation at your practice allows all the benefits of delegation to flow throughout your practice. It gives team members an opportunity to work together to complete tasks delegated to them. Your team members become resources to each other. They learn to support each other. They learn to find each other’s strengths and utilize each other’s strengths to complete tasks faster and better.
Do you need to delegate more in your practice?
Many practice leaders struggle unnecessarily because they feel they need to do everything themselves if it’s going to get done right. While that may be true in the short-term, over the long-term, it’s a recipe for disaster. You will become more stressed and overworked. And you will eventually burn out.
If you regularly feel stressed, overworked, or burned out, chances are you could benefit from delegating more in your practice. If you want help building a culture of delegation, join the Delivering WOW Platinum Coaching Program today. By doing so, you and your team will get access to top training and coaching from experts in all facets of running a practice. This gives you the systems, processes, and support you need to make delegating easier.
Do you want to improve your confidence with endodontics? My guest on this episode of the podcast, Dr. Sonia Chopra, DDS, is a practicing endodontist who has made it her mission to help dentists improve their confidence with endodontics and enhance their patients’ experience.
Dr. Sonia is the Founder of Sonia Chopra, DDS and E-School, an endodontic-focused community for dentists seeking to perfect their skills, improve their practice and elevate their patient care. Sonia was born without eight teeth and is no stranger to cavities, implants, and bridges. She always knew she was meant to become a dentist. It was like she was born to help people and with her own dental troubles ripe in her memory, it was easy to put herself in the patient’s chair and understand exactly how her patients felt.
But it wasn’t until an endodontist finally relieved Sonia of a months-long infection through a root canal that she understood the importance of saving teeth. Dr. Sonia firmly believes that the power to keep your patients healthy and happy — and out of such agony — lies within you and your commitment to deepening your understanding of endodontics.
In this episode, we discuss:
Sonia’s personal dental troubles and how she found her way to dentistry
Why general dentists need to educate themselves and get better at endo
Challenges that dentists (and their patients) face due to a lack of endodontic knowledge
How Dr. Sonia’s “E-School” can help you build your endo knowledge and enhance patient outcomes
What you can expect to learn from E-School and why it’s so important for general dentists to get better at endo
The difference between the independent and coaching version of the program
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.
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
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
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.
When it comes to evaluating a practice’s success, most practice owners focus on production or collections. However, what really matters most is profit. That's why I’ve invited Jay Glazer and Howie Friedman from Crazy Dental Prices onto the podcast to chat about growing your practice so that it’s as profitable as possible.
Crazy Dental Prices is a DC Dental company and a members-only service. It gives dentists access to a range of brand name products at the cheapest prices – guaranteed. The team at Crazy Dental prices reviews competitive dealer pricing and consolidates the information on its website, offering an unparalleled online shopping experience.
If you’re a dentist who wants to spend more time treating patients and less time negotiating for the best-priced supplies, Crazy Dental Prices will help you to reduce overhead while improving the quality of care that your practice delivers to its patients.
On the podcast, we discussed:
How Howie and Jay started and what lead them to Crazy Dental Prices
What Crazy Dental is and how they can match the lowest price on each item in the dental market
Tips to generate higher profits and cut your overhead
How to cut expenses and relocate budgets to areas that can help grow your practice
How vendors convince you to pay more for dental supplies and how to spot the signs
Why it’s so important to invest in yourself, your education and your practice
How to join the Crazy Dental Price Club
Would you like to sign-up to become a member of Crazy Dental Prices?
If you have any questions or would like to find out more about Crazy Dental Prices, email firstname.lastname@example.org and use the promo code WOW10 at checkout for 10% off your order!
To watch a short video trailer of the podcast episode, hit play below. Howie and Jay are discussing how you can cut your overheads and increase your profits:
Transforming a dental practice from stressful, low profit, or hard to run does not have to take a lot of time. And it doesn’t have to take a lot of money, either. I know this from having helped thousands of people grow their practices.
My programs help grow practices without stress, overwhelm, or sacrificing family time. But to put them to the test, I created a 21-day Marketing and Practice Growth Challenge. I designed the challenge for practices led by doctors who are fed up with overwhelm and ready to get results.
For practices who have only achieved lackluster results in previous marketing efforts, 21 days might seem like a very short time. But that’s the thing. Growing your practice is not about how much time has passed. It’s about understanding basic principles of business, marketing, and leadership, and taking action. When you put a few strategic systems in place, you can create transformational change in a very short period of time.
That’s exactly what we sought to do with the practices who took the challenge. We helped them set goals, get on the same page, and put together a marketing plan. We then coached them through implementing their plan and helped them stay accountable. And the results didn’t disappoint. Here are some of the transformations challengers reported achieving in a few short weeks!
One strategy we teach in the challenge is a low-tech whiteboard system for increasing profits. Primary benefits of the system include increased accountability and real-time production snapshots. But one doctor reported an even greater transformation than those in her practice.
In her words, one team member said, “She loves the whiteboard because it gives her so much more purpose in her work!” Team members who find purpose in their work are unstoppable. Imagine a team member self-reporting finding greater purpose in her work in a matter of weeks!
The most productive practices work together using simple strategies to achieve clear goals. With those pieces in place, team members all take ownership of the results. They work harder knowing their efforts are going toward a common goal. That’s what challengers experienced, too. As one doctor put it, “It’s so exciting to see us beating our numbers.”
Higher Profits (and in Less Time)
Imagine increasing profits while working less in just a few weeks. That’s not only possible but an actual result reported in the group.
Here’s how one doctor put her experience:
Yay, two weeks of tracking and we are going to hit higher numbers than ever in our practice this July 🌟🌟🌟🌟 being open 2 1/2 years and one of my assistants is off for almost two weeks of vacation 🤭🤭
Forgot to mention, we went from 5 days to 4 days🥇🥇🥇
How’s that for transformation?! Higher numbers than ever! With one assistant off for two weeks. And dropping from five days a week to only four!
Transform to a results-oriented practice culture.
Many doctors are perfectionists. That’s a good quality when treating patients but not when applied to practice growth. It does nothing but hold you back and cause you to procrastinate. You will never produce results if you don’t move forward.
Procrastination is the thief of success. And the cure for procrastination is having deadlines, support, proven systems, and accountability. One doctor shared that she loved how the systems, accountability, and speed of the challenge forced her into action. It shifted her thinking from perfection to results. And that spread throughout her practice.
Develop a proactive approach.
Many practices look at their numbers once a month, and only after financial statements are finalized by their bookkeeper. The problem with that is it’s a very passive, after-the-fact approach. They don’t learn of a problem until weeks later, at best. And it can be weeks more until the next set of numbers will let them know if their adjustments worked.
The simple, real-time systems in the challenge help you shift from a slow, reactive approach to a fast, proactive one. Members set their goals and got their team to buy into the process in a matter of minutes. And they had real-time numbers at their fingertips, 24/7. Here’s what one doctor had to say about how they shifted to a proactive approach in less than two weeks:
With the way our whiteboard is set up, we can be proactive rather than reactive, and see which procedures are falling behind, etc. It also holds everyone accountable to update goals, from administrative to clinical team members.
If your practice is too reactive, you will never achieve your full potential.
Build an engaged social media following.
Social media engagement is one of the most powerful things you can have for your marketing. It can help you fill last-minute cancellations. It can help reduce your marketing costs, sometimes to zero. It is powerful for potential patients to see comments, shares, and likes on your social posts when they visit your social media sites. And it allows you to develop more effective targeting audiences for future ads.
In minutes a day, challengers grew their audience and had posts viewed, shared, and engaged with thousands of times. For example, on one post, a member reached more than 3,700 people, 263 of whom engaged with the post, including 38 shares! Another member had one post with 86 comments and shares, another with more than 125 comments and shares, and another with 196 comments and 210 shares!
With the right strategies and support, you can build an engaged social media following fast!
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.
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.
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?
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.
Have you ever considered hosting a virtual consult with a patient? This is still a relatively new concept in the dental industry. But virtual consults are really taking off for my guest on this episode of the podcast, Dr. Brian Harris.
Dr. Brian Harris is the Founder and CEO at Smile Virtual Consult.He and his team provide treatment advice and guidance to patients via a 10-15 minute customized video. Patients simply submit a photo of their smile and a Smile Virtual Consult doctor responds with the answers to their questions along with recommendations for improving their smile.
Dr. Brian Harris is a cosmetic dentist based in Phoenix, AZ. He’s known for his ability to help patients achieve a beautiful smile and answering their questions for free in an open, honest and convenient way. In my discussion with him, we talk about how useful virtual consults are and why more dentists should leverage them in their practices.
On the podcast we discussed…
How Brian got into cosmetic dentistry and what sparked his passion for virtual consults
What a virtual consult is and how it can help generate leads for your practice
How to let your patients know your practice offers virtual consults
How virtual consults can help you increase your conversion rate and case acceptance
The importance of connecting with your patients and being authentic
Why virtual consults are a great way to get more referrals through word of mouth
If you’d like to find out more about Dr. Brian Harris and Smile Virtual Consult, you can visit their website and check out the ‘I’m a Doctor' tab to schedule a call with a member of the team and learn more about how Smile Virtual Consult can help you connect with more patients.
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!”
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
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.
When maximizing profits, a lot of attention is paid to increasing revenue. While that is important, we can’t lose sight of our expenses while doing so. Getting expenses under control is a great way to increase profitability instantaneously and without needing to attract any additional patients to your practice.
If your expenses are getting out of control and you can’t make the take-home income you want no matter how productive your practice is, it’s time to hone in on two types of expenses. To help practices get their expenses out of control, we invited Glenn Vo, of Nifty Thrifty Dentists to be our office overhead coach to the practice leaders and team members who have invested in the Delivering WOW Platinum Coaching Program.
Glenn works with practices to control—and cut—overhead without sacrificing patient care and quality. In doing so, he helps practice leaders create calm from all the chaos, understand the two types of expenses every practice has, and how to control each of them to simplify operations and increase profits.
Fixed expenses are expenses that are a set amount each month. It doesn’t matter how productive you are, fixed expenses don’t change. Typically, these are expenses you’ve negotiated and can’t change quickly, such as rent, mortgage payments, and practice loans.
Sometimes, however, fixed expenses can be reduced or eliminated, especially with monthly recurring software costs. For example, you could change phone providers to find a better, lower-priced option.
Other times, fixed expenses eventually disappear, such as practice loans. If you have significant time left on long-term commitments, you could attempt to refinance or extend contracts to get better terms. You could refinance a loan to lower an interest rate or free up cash flow. You do have options.
Often, the fixed expense you have the least control over is rent. Generally, only in rare cases can you negotiate rent decreases. Generally speaking, you’re stuck with rent rates until the end of the term. It’s very important to have help from qualified people to help you negotiate terms on fixed expenses, especially things like rent that are difficult or expensive to reduce once set.
Variable expenses are often seen as good expenses because they increase when production increases. Variable expenses include things like supplies and staff wages.
But rising variable expenses are not always positive. If you see variable expenses rising without production rising, it’s possible your supplier increased prices or scheduling is inefficient.
Variable expenses are often much easier to reduce than fixed expenses. If supply costs rise, you could shop around for new suppliers, find less expensive alternatives, or participate in group buying programs to take advantage of favorable rates. If staff costs are rising and inefficient, you could cut back on staffing to better fit the anticipated production needs.
Either way, within a matter of weeks, you could see a noticeable reduction in variable expenses.
Are You in Control of These Two Expenses?
While some expenses are difficult to control, we have options with the vast majority of expenses. In Glenn’s experience, every practice has some inefficiencies. They are not always the same for each practice. But every practice has some fixed or variable expenses that can be reduced.
Are your fixed expenses high? Look at your real estate costs, practice loans, and other monthly expenses that do not vary.
Do you have a long-t Once you understand your expenses, When it comes to fixed expenses, by finding a company that will help you negotiate your lease to a cost that isn’t out of control for you. Be careful about taking out loans, too. When it comes to variable expenses, make sure you aren’t offsetting costs if they are increased.
If you want to learn more about controlling these two expenses, sign up for our Delivering WOW Platinum Coaching Program where our financial mastermind, Glenn Vo, can help you take control of these two expenses.
Running a dental practice can be scary. There are a lot of uncertainties we must overcome as we try to grow our practice and achieve our dreams.
But it’s not easy to overcome the fear that comes from growing a dental practice. Between patient care, marketing, leading a team, and more, we have barely enough energy to keep things together.
That makes it especially hard to face our fears. What if we fail? What if we can’t do it? We have so many “what ifs” that run through our minds all day, every day. If we want to achieve great things with our practice, however, we must keep going. We must overcome our fears. We must push through.
Here is what Dr. Angadi describes as the reason overcoming fear is so important along with three questions to ask yourself to help overcome fear.
Why Overcoming Fear is So Important
She emphasized that it is often our fears that hold us back from unlocking the full potential of what we can be as we build our practices. No matter what our struggles, at the root of the problem is often something we’re afraid of that causes the struggle.
We are all capable of whatever we put our minds to, but fear holds so many of us back. For some, it causes us to not give our best efforts, believing no matter what we do, we will ultimately fail. For others, fear causes us to not even try. We don’t think that we can achieve what we want to achieve, and we refrain from moving forward at all.
Our fears play right into our decision-making process. They make us believe we’ll fail no matter what we do. They make us believe the risks we need to take to success are not worth taking because we’re not good enough or talented enough to succeed.
In short, overcoming fear is so important because it keeps us from doing what we need to do to build an amazing practice and transform the lives of our patients and team members, build a life we want for our families, and give back to our communities.
Three Questions to Ask Yourself to Overcome Fear
Dr. Angadi teaches three questions any dentist can use to begin overcoming fear. If you struggle with fear, ask yourself these questions to start to take control over your future and not let fear get in the way of building an amazing dental practice.
1. What are you afraid of?
The fear of failure is the most common fear dentists face. For many dentists, they put 100% of themselves into something and are afraid they’ll fail after giving it their all. Others are afraid of being judged for failure. Others are even afraid of success. They are afraid that succeeding would bring on obligations they won’t know how to handle.
Whatever your reason for fear is, it’s important that you identify it. Why are you afraid? What are you afraid of? From there, you can work on overcoming it.
2. Why are you afraid of that?
Once you identify what your fear is, the next step is to dig deep and figure out why you’re afraid of that. Where did that fear come from? Many times, that fear comes from something that happened in our past. Sometimes it comes as early as our childhood. Other times, it came from an experience later in life.
Many of us cling to fears that have nothing to do with dentistry and let them hold us back. Really dig deep, and try to figure out why you are reluctant or hesitant to do something.
3. What is the worst and best thing that can happen?
Once you know what you’re afraid of and why, consider the worst-case scenario that can come if what you’re afraid of happens. Often, it’s nothing we can’t handle. We might lose a little money.
Then, ask yourself what’s the best thing that can come out of overcoming your fear. Many times, the best things include getting more time with our families, making life-changing impacts on our patients, and living our dream lives.
Usually, there are more good things that can come out of squashing our fears than there are bad things that can happen if the worst-case scenario happens.
Contrasting your thoughts between the best and worst things that can happen helps discern when risks are worth taking or when our fears are misplaced.
Challenge fear today!
Fear can make us think too much and get paralysis by analysis. I challenge you to identify something you want from your practice that you’ve hesitated to pursue because of fear. Ask yourself these three questions, and get ready to push through to amazing things.
If you want more help overcoming fear and achieving life-changing things for yourself, your family, your patients, and your practice, you can get weekly mindset coaching from Dr. Angadi as a Delivering Wow Platinum coaching member.
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.
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.
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.
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.
Launching a startup dental practice is exciting, but it can also be stressful, especially if you go at it alone. You have to invest a lot of money on the build-out, equipment, supplies, and branding, all before a single patient comes through the door. But what if it didn’t need to be that way? What if there were a way to launch a successful start-up dental practice with a list of patients already scheduled?
That’s what Dr. Tien Dang and Tiffany La wanted for Studio Dental of River Park when they signed up to be coached by my team in my Facebook Bootcamp. In less than two hours a week, Tien and Tiffany put in place a plan to make their practice a success from the start. Here’s how they did it.
Pre-Practice Opening Branding Strategy
While Studio Dental of River Park opened in December of 2018, Tien and Tiffany started working with us to market the practice six months earlier.
During that time, they built a VIP email list, posted to Instagram, and hosted weekly Facebook Live videos to update people on practice construction and why they love dentistry. They showed people lavender neck warmers, scented warm towels, Netflix, TVs, wireless Bluetooth headphones, and other amenities to help anxious patients feel at ease. Additionally, they showed off all the dental technology they invested in to allow them to provide top dental care. This helped potential patients feel connected to the practice and confident that they would be in good hands if they became patients.
Additionally, anyone who signed up for their VIP email list received a $50 voucher toward their first visit. On the very first day, they had almost 100 people sign up for their email list.
Finally, as their grand opening got closer, they ran a giveaway contest on Facebook. Originally, the plan was to give one winner a choice between $1000 in free dental work or whitening for life. But their Facebook videos were getting so many viewers (14,000 to 20,000 per video) that they expand the contest to five winners.
Costs to Run a Successful Start-Up Practice Marketing Plan
As members of our Facebook Bootcamp, Tien and Tiffany had access to the top tools, training, resources, and coaching for opening a dental practice.
With that in place, their advertising costs were about $700 total. They spent about $500 between June and December implementing the plan, boosting their videos to reach more people. As their opening got closer, they spent an additional $200 to promote their funnel for their VIP email list to help them get patients booked.
Results of a Successful Start-Up Practice Marketing Plan
Studio Dental of River Park’s startup funnel was a tremendous success. Unlike many practices who struggle to get their first patients booked, Studio Dental of River Park had patients scheduled from the start. They scheduled sixty patients before they even opened the doors, with many more following quickly thereafter.
Even better, many of those patients came for high-value procedures. Some had prior root canals but didn’t go back for the crown because they lost trust in their dentist. Others had been anxious to go to the dentist and had not been in a while. But all these patients grew to trust Tien and Tiffany during their marketing campaign, so they came in already trusting them.
Because these patients trusted Tien and Tiffany, case acceptance was very high, and Studio Dental of River Park got more than 70 five-star reviews during their first three months.
Are you ready to get better results in less time?
Studio Dental of River Park is an amazing example of how investing in proven marketing and growth strategies can set you up for success. Whether you are just getting started or have been operating your practice for years, investing in coaching, resources, and proven strategies is the best way to build your practice.
Tien and Tiffany invested in our Facebook Bootcamp to help them fill their schedule before they opened the doors. You can get free access to Facebook Bootcamp, weekly coaching from the best experts in the dental industry, and the best practice resources available by joining the Delivering WOW Platinum Mastermind Program.
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.
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
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
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.
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.
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.
I’m super excited to welcome my good friend, Jared Parente from Dental Warranty Corp, onto this episode of the podcast. We discuss how you can grow your dental practice by giving your patients peace of mind with dental warranties they can trust.
Jared Parente is the CEO of Dental Warranty Corp and has committed the vast majority of a highly-entrepreneurial career to growth opportunities in healthcare. His work has helped to generate results through a focus on better patient experiences delivered through unique and disruptive concepts.
Dental Warranty offers nationwide, life-proof protection for restorative dentistry and appliances. It offers a unique practice growth opportunity with typical practices seeing an acceptance rate between 40% and 80%.
In my discussion with Jared, we talk about how your warranty can act as a powerful practice builder to help you not only grow your practice, but boost hygiene consistency, treatment acceptance and revenue.
On the podcast we discussed…
How Dental Warranty can help increase case acceptance
What happens when you present a claim with Dental Warranty
How payment for the warranty works
Procedures that are covered in the warranty
How to present warranties to your patients
The on-boarding process of getting started and training your team
The dentistry industry is competitive. If you’re not offering the latest products and services that your patients are looking for, you risk losing their custom to another practice that does offer those things. And, one of the most sought-after products in today’s market is Invisalign, which is why I’m so excited to have Nancy Ward from Invisalign on this episode of the Delivering WOW podcast.
Invisalign.com pioneered the world’s first clear aligners, helping people to straighten their teeth to achieve the smile they’ve always wanted – in as little as 3 months! Nancy has been an Invisalign provider for 12 years and is part of the US and Global faculty for Invisalign.
In my discussion with Nancy, we talk about how dentists like you can utilize Invisalign to enhance restorative outcomes and grow your practice.
On the podcast we discussed…
How to integrate Invisalign in your practice when you aren’t a trained orthodontist
The process of learning how to be an Invisalign provider
Tips for training your team on Invisalign
How to utilize your team to help increase consults and case acceptance
How Invisalign can help boost your bottom line
Advice for getting started and certified with Invisalign
Invisalign treatment can be used to treat mild to complex teeth straightening issues from slightly crooked teeth to gapped teeth, crossbite, open bite, underbite and much more.
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
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
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
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.