Why every dentist needs a Mastermind group with Dr. Graham Dersley

Quotes & Notes:dersley

  • Whether you think you can or you think you can’t, you’re right.
  • The possibility of being more of an entrepreneur as a dentist was really what made me go that direction [of being a dentist].
  • There are a lot of different models in dentistry. I think one of the more popular models is to build your practice the first few years to a comfortable size and then basically maintain that exact practice for 30 years and then retire. For me, I just sort of push into the next level every year and try to do something new and different.
  • I found a good, nice visible location, and then had a marketing plan in place, made it into a nice attractive practice, had smart insurance participation. A lot of planning went into it to make the practice look different from the rest of the practices out there.

For the dentist that is struggling to get into ownership, one of the things that I have learned over the years is pursue multiple paths at the same time.

  • In my career, the two points of frustration were definitely when I first graduated residency and did not have a very successful associateship path and during my first startup, I really learned a lesson. I found this area that had high demand, but they’re really weren’t commercial spaces available.
  • What are you scared of? The little old lady who has been wearing her dentures for decades and just wants a nice replacement.
  • What have been the main barriers to your success? Mainly mindset, what’s in between my two ears.
  • Go out there find the dentists that you want to spend time with.
  • Dr. Graham Dersley would recommend that every dentist read How to Win Friends and Influence People by Dale Carnegie, as well as The Goal by Eliyahu M. Goldratt and Jeff Cox.

If you would like to learn more from Dr. Graham Dersley, you can reach him with his email, graham@practiceonefire.com or even on Dental Town. If you would like to learn more about the meeting you can go to practiceonfire.com where you can also register.

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Dr. Scott Leune’s Bold Biography

Quotes & Notes:Dr. Scott Leune's Bold Biography - RD Podcast

We are just in the business of dentistry in a BIG way.

  • We’ve got a program called the affiliate program, where we basically spend five years with a dentist helping build their ideal practice, and helping them manage and grow it.
  • I don’t put up with BS. I don’t play political games.
  • Auditing creates lasting implementation and efficiencies.
  • I was born in Amsterdam. I moved to the United States in fifth grade.
  • I grew up in kind of the opposite of entrepreneurial thinking. But I did grow up with a lot of support.

I didn’t change my thinking until my senior year of dental school. I was going to be an endodontist, because I thought it would be secure income with little work . . . The dental school professor just handed me a book and said “Hey you should read this book.”  And that book was Rich Dad, Poor Dad.  And I read that book and thought, “Oh my god why haven’t I thought about the business before.”

  • Most of the people in my life are doing things today I don’t want to do. They are living a life I don’t want to live.  So in a way, I kind of broke away from everyone else.
  • Even today, I am not ready to make a decision I shouldn’t make, even if I am given the right information. I am not going to do the things I need to do until the time is right.
  • There comes a point when you start learning something different because you are at a new level, a new size.
  • At one point we may be lectured to fifty dentists a year, and now twelve hundred this year.
  • It just doesn’t have to be that complicated.
  • There were a lot of opportunities to build new practices, so I decided, “You know what? I can’t sit here and do nothing. I’m going to go build more practices.”
  • I’ve had several years, where I have lost over a million dollars in cash. I’ve had a ton of failures.
  • Not knowing what I don’t know. Being on a path and not knowing something vital [is what I am scared of].
  • Having to invent the wheel every time is a major barrier [to success].
  • It’s just as easy to think bigger as it is to think smaller.
  • Be very methodical and slow with implementation to be sure that it actually fits and it makes a long term difference.
  • I think there are three big keys to success, and overcoming those fears and excuses. The first one starts with getting the right information. Step two is then having the leadership qualities to actually do it. To actually pull the trigger and lead other people down that path. Step three is the one that a lot of people often miss, and that is having people force you to do the right thing, having advisors.
  • The book that Dr. Scott Leune suggests every dentist to read is The E-Myth, by Michael E. Gerber.

If you want to learn more from Dr. Scott Leune, you can email him at info@breakawaypractice.com or go to his website breakawaypractice.com.

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Dr. Steve Buchanan’s Bold Biography

Quotes & Notes:Dr. Steve Buchanan's Bold Biography - Relentless Dentist Podcast

  • If I live to be 120 it won’t be long enough.  So don’t waste a day. Don’t waste a day in resentment. Don’t waste a day in disappointment.
  • Both of my parents planted the seeds, my dad by example in his career, and my mom just by her example in their life.
  • I was hanging out with my friend, whose dad was a dentist, and he was doing lab work in junior high for his dad. And I was watching him and I thought “I think I can do that.” So I talked to his dad and asked him what he thought of dentistry and he encouraged me to get a job at a dental lab.
  • Always ask yourself “What am I going to do with my life.”
  • Sometimes people will look at me like I have two heads, but dental school was three of the coolest years of my life.
  • Plan as hard as you can, but be willing to accept gifts that you didn’t plan.
  • I became motivated by the fact that Santa Barbara is an unbelievable magnet for specialists.
  • So I thought, “I love the living that I make in endo, but I want to do a little more.”
  • All projects end shortly before deadlines.
  • At the same time, I started inventing, because I was pissed off and disappointed by what our instruments did for us, how complicated it was.
  • Inventing is way easier than licensing.  Licensing puts the truth to the joke, how do you become a millionaire through patents and inventions? You start out with five million dollars.
  • The most dangerous guy that you can put in the CEO position is the one that has never had a failure.
  • You are listening to your own story in your head every day, and if it is all good news, then it is hard to be critical. 

It’s a wonderful status thing to train others.  It feels good doing it.

  • Take a little time for yourself, check your breathing, and meditate for 10 minutes and you are going to have a great outlook.
  • I began the 3-D printing business to print training replicas of extracted teeth so that you don’t have to use extracted teeth.
  • One of the nice things about being my age is having gone through several cycles of disappointments and perseverances and making it through to the other side. So, now I understand that difficulties are just great opportunities.
  • “Play the strength.  Find out what you are good at and do a lot of it.”
  • It’s a short line.  It [what he would tell a relentless dentist] would be to consider future planning as a current event.
  • We are among the most fortunate people on earth.  Our dentists let us do really dangerous things, the put their-selves in our care so that we can make a living.  The relentless pursuit of happiness is open to all of us.
  • Dr. Steve Buchanan would recommend every dentist read all Elmore Leonard books for the pursuit of happiness.
  • If you want to learn more from Dr. Steve Buchanan you can visit his websites at delendo.com or endobuchanan.com.

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Dr. Tuan Pham’s Bold Biography

Quotes & Notes:Dr. Tuan Pham's Bold Biography - Relenetless Dentist Podcast

  • Work smarter and not harder.
  • E + P = O or Any event that is in your lifetime + your perception = Outcome from The Energy Bus by Jon Gordon.
  • But one of the things I hate to say is and it proves my point later in life, about working smart and not harder, is that I told myself I do not want to work Fridays.  My dentist doesn’t work Friday, I’m going to be a dentist.
  • My mom, she is a lady that always put me in check.  When I come home from school I always had to do my homework right away.  No TV, nothing until I did my homework.
  • If I have to do something, I get it done right away, no procrastinating because it nags at me and makes me uncomfortable.
  • My dad said to me, “The world is full of information and it is up to you to learn it.”
  • It all comes down to information.  And if you take the time to learn the information, whatever risk of situation coming at you, you can abate that risk.
  • The whole other aspect of learning to be a leading is so important.
  • Address objection before injection.
  • You have to want to know what’s going on, and as long as you are not super crazy you can work these patients through and they won’t have the stress and you won’t have the stress.
  • Going through dental school, grades are important, but no one ever asks you about grades.  It’s more about being efficient in what you do, getting it done in the right way.  You’ve got two years of clinical dental school.  I would have used those years to better learn how to talk to my patients.

  • My first job out of dental school was a fee for service dentist and it was all I knew.
  • Vision is very important, for if you don’t have a vision of what your goals are, or what you’re true desires are, you never work towards it.
  • If you know what your goal is, just go for it.
  • Everyone talks about efficiency and increasing your speed, and I certainly agree with that.  Now in my practice I don’t have to be efficient.
  • “You should do whatever you do that makes you sleep well at night.”
  • People always ask me, “Why don’t you work a little harder, make a little more?”  I don’t want to.  This is my goal.  Here I am at it and I love going to work.
  • A lot of times when there is a staff management problem, it may be because they didn’t understand what was going on.  Maybe you didn’t inform them of your expectations.  They can’t read your minds.
  • Dentistry is a lot of psychology, it really is.
  • If you can read a patient, you can connect with them.  You can make them feel more comfortable, and if you can be more comfortable with them then you guys can get on the same level and actually figure out what is what.
  • There are three tiers of types of patients.  There’s the bottom that focuses on pure cost.  There’s the top tier that value customer service.  And then there’s the middle tier which is like the PPO tier which is like, “Hey you know what, I value quality but I am swayed by price also.”  If you understand the market and the tiers of the market and understand the market, then you can absolutely be a fee for service dentist.
  • If I have a failure, or something that doesn’t go as planned, I might be bummed out at that moment, and I might blow on it for a short period of time.  But ultimately I view it as an opportunity to find the solution and fix the problem.
  • I am scared about being complacent, I never want to be complacent.
  • We make decisions every single day of our life.  You hold the power.  Don’t hold the economy, external forces for your situation in life.
  • Dr. Tuan Pham would suggest every dentist read The Energy Bus, and Crucial Conversations.
  • If you want to learn more from Dr. Tuan Pham then you can visit at www.dentalmaverick.com or send an email to tuan@dentalmaverick.com.

  • Be sure to check out Dr. Tuan Pham’s interview with Dr. Howard Farran.

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The Madow Brothers’ Bold Biography

Quotes & Notes:The Madow Brothers' Bold Biography - Relentless Dentist Podcasts

  • If you are afraid of failure, you will never succeed.
  • Just do it. The most successful people show up before they’re ready.
  • The time is never perfect, or if that time does come around, it is so rare or it takes so long your whole life passes you by while you are waiting for it.
  • If you wait one year to do this, you will be one year older. Why not just now?
  • Dentists just wanted to be helped in a simple manner.
  • Our, late grandfather, was a surgeon. I admired him, and one of the things that I liked about him, was that he never took life too seriously.
  • Our mom is a serial entrepreneur, I mean ever since I could remember, she had so many businesses, she used to sell wigs from the house, she was the Avon lady, she got into housing, and she had several stores. As a kid I always saw that she always enjoyed what she did.  And you have to have that entrepreneurship sense in dentistry.

Our father started from scratch, and owned, a shoe factory in downtown east Baltimore, for many, many years. Both of our parents were entrepreneurs and I think that really rubbed off on us.

  • Being innovative is so important.  You always have to change, you can’t be afraid.
  • You have to be a team. In the most successful practices, everyone has to be involved.
  • It seems like the offices that have the most laughter, are the most successful.
  • The people that are truly happy with their lives are the most successful financially and the most successful in a loving fulfilling way.

You can learn more or reach Drs. Dave and Rich Madow at madow.com, with info@madow.com or by calling 1 (888) 88-MADOW. For out of country listeners, they can be reached also at  1(410) 526-4780.

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The Bold Biography of Dr. Marc Cooper

Quotes & Notes:The Bold Biography of Dr. Marc Cooper - Relentless Dentist Podcasts

  •  One of the things about being in the business is that there is a certain consistency with being a dentist.
  • In my work, you need to be flexible.
  • Bring whatever you might need instead of preplanning.
  • “Be the change you want to see in the world,”  Gandhi.
  • Distinction, which is how you see the world, determines how you act in the world.  No distinction no power.
  • Working on the inside to produce outside results.

The better I know myself the better choices that I can make. 

Therefore produce better outcomes I can achieve.

  • Today it [dentistry] is about we.
  • Most dentist are unprepared to maximize their assets in this new ecology.
  • When you have external money flowing into an industry it is a game-changer.
  • You can’t win the war by yourself, so collaborate.
  • Failure for me is a constant.  It’s my relationship to failure that’s changed.  Everyone fails.
  • Breakdowns are the access to the future.  You can’t change something unless it fails.
  • Last week I tried to produce a new kind of course, and I said I would fill it with people.  I failed.  It was a failure to keep a promise.
  • There are five hats you have to wear.  Ownership, Leadership, Management, Marketing, and Clinician.
  • Yes, [I have barriers] myself being the toughest one.
  • Trust yourself to express yourself and see what that gives you.
  • Dr. Copper would suggest every dentist read Courage by Gus Lee.

To learn more visit Masterycompany.com and the best page to go to would be the multimedia page.

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