Streamlining Referrals with Steve Gordon

Streamlining Referrals with Steve Gordon - Relentless DentistSo many of us spend a fortune on ads, both digital and otherwise, but ROI on ad spend is minimal. Referrals are clearly one of the best ways to gain loyal, returning patients, but asking for those referrals is often too uncomfortable. So in this episode, Steve Gordon joins us to share his expertise on how to ask for and receive referrals in a way that is less intrusive and easier for your customers.

Listen in as we discuss the discomfort around asking for referrals and how to get past that by finding ways to inject value that will trigger streams of regular referrals. You will learn how to start moving past your comfort zone and finding the right way to prompt referrals in a natural way. Steve also shares tips and systems that simplify the referral process, for both the business and the client, in order to keep referrals coming in endlessly.

Key Quotes:

  • “Turn that into a situation where you’re actually injecting value into the relationship that actually triggers the referral.”
  • “83% of customers are willing to refer after a positive experience, yet only 29% actually do.”
  • “You take it from ‘hey can you bring someone in the door to be a patient?’ to ‘we’re on a mission to solve this particular problem for people, and I need your help on this mission.’ When you make it about enrolling them in the mission, all of a sudden you’re now aligned and they’re alongside you trying to help you.”
  • “When you take the work off of them, your results tend to increase.”
  • “You put yourself in the place of the patient and design a process that makes the whole experience easy for them.”
  • “Take a tool or a process and wrap some marketing around it, give it a name, and explain it. Not only do you end up with a more educated client or patient, but now when they’re out in public, they can talk about what you do.”

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Social Media Skills for Your Practice with Dr. Edward Zuckerberg

Social Media Skills for Your Practice with Dr. Edward Zuckerberg I’ve been podcasting for over 7 years now, and this interview is one of my absolute favorites! Dr. Edward Zuckerberg of Painless Social Media joins the show today to talk about his early adoption of technology, extreme attention to detail when dealing with fearful patients, and much more.

Listen in as Dr. Zuckerberg shares his journey, including what led him to become one of the most innovative dentists of his time. You’ll learn how he channels his passions for dentistry, marketing, and helping people, as well as how you can leverage social media and use tools you might not even know are already in your tool belt.

Key Quotes:

  • “I was looking to not have a tedious career. Adopting and implementing new technologies made the practice of dentistry fun for me.”
  • “After extensive discussion, it was clear that going to the dentist wasn’t people’s favorite thing, so I tapped into my wife’s database of knowledge to develop protocols for treating people who were phobic of the dentist.”
  • “With the phobic patients, they’re not going anywhere, even if they have changes in insurance.”
  • “Provide channels for virtual consultations via teledentistry.”
  • “I try to be a short-term therapist rather than a psychoanalyst.”
  • “It’s really important for dentists to know how social media works and be involved in my initial training.”
  • “Any content that can generate engagement is good, but you really want to create a bond between your staff and your patients.”

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The Three Dysfunctions of a Dental Practice (Part 3)

The Three Dysfunctions of a Dental Practice (Part 3) - RD PodcastThis is part three of my series called “The Three Dysfunctions of a Dental Practice.” Before continuing with this episode, be sure to check out part one, where I talk about why dentists are looking for external solutions to their internal problems, and part two that covers a common false belief that many dentists have. In this third and final episode, I will discuss how dentists are often too busy working in their businesses and as a result, they fail to work on their businesses to give them the momentum that they need.

Listen in as I explain how to stop juggling every role and goal and trade it in for a structured and simplified framework that will help you be everything you need to be. And in order to get the greatest good from this training, I recommend that you take a look at the video training that latches directly on to today’s episode. It provides some great visuals and stories to help you understand why prioritization is so important and what might happen if you ignore this blueprint for your life and practice.

Enroll in your free video training here: How The Most Successful Dental Practice Owners Work Less & Make More Every Year

Key Quotes:

  • “If we have the intention and intensity to be really good at a role, the outputs will be much more favorable.”
  • “There are three activators to practice mastery: one is marketing, one is innovation, and one is cost control.”
  • “As the practice owner, you have a ton of roles, a ton of goals, and switching from one to the other is an exhausting process that leads to all sorts of problems like burnout and other ugly things.”
  • “The most important day in a businessperson’s life is the day they stop being a doer and start being a marketer.”
  • “If you become more valuable to the marketplace, you become less replaceable and that gives you options.”
  • “Your practice should deliver more time freedom and more financial freedom to you year after year.”

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The Three Dysfunctions of a Dental Practice (Part 2)

This is part two of my three-part series called “The Three Dysfunctions of a Dental Practice.” Before continuing with this episode, I encourage you to listen to part one, where I share why dentists are constantly looking for external solutions to their internal problems and how to fix this. Today I will be discussing the false belief many dentists have that their number one job is being a good clinician when it is actually being a good leader.

Listen in as I explain three activators that drive mastery within your practice: goodwill, case acceptance, and team building. You will learn the importance of building trust and rapport with your clients, how to create a “surprise and delight” aspect of your service, and how to ensure you have the right members on your team. If you are looking to grow your business and create long-lasting clients, this is the episode for you.

Enroll in your free video training here: How The Most Successful Dental Practice Owners Work Less & Make More Every Year

Key Quotes:

  • “Everything you do is a marketing asset or a marketing liability.”
  • “A dental practice isn’t limited by its opportunities—it’s limited by its leader.”
  • “You can’t really fake trust, so you have to make sure that you and your team are working in your patient’s interest.”
  • “When it comes to team building, we have to make sure we have the right players on the team.”
  • “Ideal team players are hungry, humble, and smart.”

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The Three Dysfunctions of a Dental Practice (Part 1)

Today I’m kicking off a new 3-part series called “The Three Dysfunctions of a Dental Practice.” These dysfunctions are alive and well in most dental practices, and they’re usually hidden in plain sight. So in this first episode of the series, I’ll be discussing how dentists are constantly looking for external solutions to their internal problems—and what to do about it.

This section is specific to identity, so I’ll explain how the organization takes on the personality of its leader, as well as how we need to be working on our own personal mastery in order to level up our practices. If you struggle with delegation or feel like your team is too busy to take on more, you need to hear this because it is essential not only for your ability to grow, but also for your practice’s ability to grow.

Enroll in your free video training here: How The Most Successful Dental Practice Owners Work Less & Make More Every Year

Key Quotes:

  • “If we embrace these internal problems, the possibility is that we acknowledge that we are the bottleneck of the practice, and we can find ways to unlock its true potential and establish a more confident identity.”
  • “If we don’t expand the capabilities and the identity of the leader, we work really hard for limited gain.”
  • “Our energy is a role model for the whole team. We can’t expect our team members to be more passionate about the practice than we are.”
  • “If it brings you energy, you need to double down on it.”
  • “We have a leadership vacuum in our world, and what needs to fill this vacuum is high-integrity, courageous leaders.”
  • “Full expression seems like an act of selfishness, but ultimately, it becomes an act of selflessness.”
  • “We have this inner voice as dentists that says, ‘If it’s going to be done right, it’s gotta be done by us.’ But there’s an art to delegation.”
  • “A barrier to delegation is feeling like the team already has too much work and you don’t want to put more on their plate. That’s a bit of a farce.”

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Finding Happiness with David Meltzer

Finding Happiness with David Meltzer - Relentless Dentist PodcastDavid Meltzer is the co-founder of Sports 1 Marketing, as well as the former CEO of Leigh Steinberg Sports Entertainment Agency. He also wrote a book and made two fortunes as an attorney and a salesman. His life mission is to empower over one billion people to be happy, which has led him on an incredible journey to provide one thing of value in this world and to create a business that is driven by heart and soul.

Listen in to find out the four pillars of truth and how they can change your life. You’ll learn what David believes are the key components of true happiness, what most people are focusing on that is only holding them back, and his advice is for dentists facing uncertainty and anyone who is feeling they are just waiting for happiness to arrive.

Key Quotes:

  • “Those people that can enjoy the consistent, persistent pursuit of their potential, find the light, the love, and the lessons, have a grateful attitude are going to get more out of what they do.”
  • “People have a very hard time distinguishing accountability from liability and responsibility, but once you do, it gives you complete control.”
  • “We can control our heart set. We can control the way we feel, what we think, say, do, and believe.”
  • “Let’s learn how to love what you don’t love. Let’s learn how to enjoy the grit. Let’s learn how to enjoy the hustle.”
  • “Happiness is the ups and the downs of growing the business and the lessons that we learned and the people that we meet and the challenges that we have.”
  • “Happiness is the greatest virus ever created. It’s shared simply by witnessing it. It strengthens you mentally, physically, emotionally, and even financially.”

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Making Secure Money Decisions with Reese Harper

Today I’m excited to sit down and chat with Reese Harper, who you may know from The Dentist Money Show. Reese has a great perspective on how to find security in the decisions you make with your money, and he joins the show to share tips for making better money decisions for your life and practice.

Listen in to hear Reese’s unique and interesting explanation of the stock market, as well as how we can restructure our thinking around money in order to make better decisions. You’ll learn what to do with your cash and how to stay confident in your financial choices today and moving forward.

Key Quotes:

  • “During volatile and scary times, there are always people who come out of the woodwork about the end of the world happening. A lot of dentists buy into that fear.”
  • “A simple way of thinking about how the stock market works is that there are millions of people around the world who are making the decision to buy the stock or keep the money in their wallet – or sell the stock or hold onto the stock. It’s millions of people agreeing on the prices.”
  • “It’s not a gamble; it’s just science. The market, since 1926, has a 10% annual return that is composed of peaks and troughs that go down 45% that happen once every 7-8 years, and smaller dips at about 15%. We hadn’t had one since 2013 or even a really meaningful one since 2008.”
  • “Two people with the same amount of earnings, times that by 25 years, have choices of what they want to say yes to. All of these things will either leave you with nothing in the end or with financial security and financial independence.”
  • “Some of us need accountability, or we won’t have anything left.”
  • “Liquidity creates presence of mind.”
  • “You need to have more liquidity in a world where the government isn’t respecting the debt that citizens have.”
  • “I would rather see people pay down the liquidity around a business loan because it will give you more confidence around the decisions you’re making.”

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Get Off The X with Jason Redman

How can you break through the different barriers that keep you from reaching your greatest potential? Whether they are physical or mental, former Navy Seal Jason Redman has the insight on how to go out and achieve that breakthrough you’ve been waiting for. Jason is not only highly decorated for his achievements while in the service, but he is also a non-profit founder, an author, and an expert in overcoming adversity.

Listen in as Jason shares the struggles and roadblocks he faced relating to failure, fear, overwhelm, hopelessness, and severe injury. You will learn what the ‘X’ is, why people often get stuck there, and how to get through life’s ambushes that keep you from moving off of that X. Jason’s story offers tactical keys that are extremely valuable to dentists or anyone looking to get through the hard stuff and level up in life.

Key Quotes:

  • “It doesn’t matter what situation you’re in, there’s always something you can do.”
  • “Any time you’re in a hopeless situation, don’t dwell on the negativity.”
  • “The lesson that saved my life in that ambush in Iraq was: you have to get off that X as soon as possible. And I realized in the hospital bed, I had to do the same thing.”
  • “The greatest gift that you have as a human is that you have a choice.”
  • “The longer you lay there and feel sorry for yourself, the harder it is to get up again.”
  • “If you choose positivity in the face of negativity, it has an amazing impact. It may not be the outcome you think it’s going to be, and you never know the impact it’s going to have.”
  • “The time to execute is now. It may not be perfect, but that’s okay.”
  • “No matter what, get off that original X, start moving forward, and take that action.”

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Comfort Is Not The Answer with Shakila Angadi

As a dentist, spouse, parent, and coach, Shakila Angadi has juggled many roles. This is something that many of us go through, and today Shakila shares the shifts in thinking that led to a breakthrough for her, as well as the importance of putting yourself in the #1 position as a practice owner. Her wealth of knowledge is extremely valuable and brings special insight and inspiration to the table.

Putting ourselves on the proactive (rather than reactive) side of things positions us in a place of power when it comes to addressing things that come our way. Listen in as Shakila explains how she has done this in her personal life and in her career, as well as how this ultimately took her out of her comfort zone and brought her to the next level.

Key Quotes:

  • “I found myself in a place where the practice was doing better, but something was still missing and I couldn’t figure out what that was until I started looking outside of what—at that time—dentistry offered.”
  • “I thought, ‘If the answer isn’t in dentistry, then where is it?’ And I landed on emotional intelligence.”
  • We as practitioners get so good at diagnosing everything clinical, but to diagnose our own emotions, it takes a considerable amount of vulnerability, which is very uncomfortable for most of us.”
  • “There’s nothing like testing identity when you pretty much lose function of your dominant hand.”
  • “When you don’t think that the past affects you, that’s where you have problems in life.”
  • “Just because it’s comfortable doesn’t mean that it is right. Comfort is not the answer—it’s how do we get ourselves working optimally.”

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What We’re Made Of with Dr. Joe Blaylock

What We’re Made Of with Dr. Joe Blaylock - Relentless Dentist PodcastCan you imagine starting a business on March first—and getting shut down two weeks later? Dr. Joe Blaylock of Life and Dentistry joins me again to share how it felt to have to shut his doors so soon after a big opening and the steps he has taken to combat the crisis, from scrambling for funding and staying afloat to building back from the ground up through faith and forward-thinking leadership.

Listen in as Joe discusses how he found a productive mindset that helped him with navigating through obstacles he never saw coming, as well as what kept him on track. You will hear about the key things that gave Joe the tools he needed and his best advice for those who are going through a similar rough patch.

Key Quotes:

  • “I had to beg these banks for loans and now, two months later, I gotta say that I can’t pay after all. It’s a really scary position.”
  • “The incredible thing about humans is that we don’t know what we’re made of until we have to show it.”
  • “Without COVID, do I think I’d have 100 new patients in June? No, I don’t think I would. I capitalized on the flip in the market demand and I don’t know how long it’s going to last.”
  • “Literally two months ago, we had just gotten this thing off the ground and I was setting up unemployment. Now I’m looking for another assistant.”
  • “Month one, you can wing it. Months two, three, and four—not setting aside that time to communicate with your team can bring unwelcome surprises. It’s fire prevention.”
  • “When you’re called to do, you must do. Sometimes we lose track of that when there are more pressing things.”

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