by Karah Karah | Oct 17, 2015 | Magnificent Marketing
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Quotes & Notes:
- Fear isn’t bad. We have to control it and make good decisions, but a lot of times fear causes us to change how we are doing things.
- If we are boxing the corporates, they have some soft spots in their belly and that is where we are going to hit them. If you are a solo practice and you think you have a better quality of care, then your reviews have to show that.
- The thing about corporates is that they are big and some would say slower to react. So corporates, they can’t have really, really good websites. Whereas solo practice can have an amazing built out, wonderful, a lot of great images of the staff, very well explained, you know really touching on the fears of the patient in the website.
- One of the best things that work is actually if the front staff can have somebody pull out their cellphone and just leave it (the review) from their cellphone.
Dentistry is an emotional industry for patients. So they go to your website and what do they want? They want to learn about you, they want to trust you, so the second most visited page is the about us page and about the doctor page.
- The first thing is being smart. In order to be smart we have to track things… because what we are going to do, we are going to try a few things, track them, and then take money out of what is not working and put it into what is working.
- It’s about being agile because we are smaller and we can be jumping on those new opportunities (Facebook ads, YouTube ads, and the likes).
- If we can get really good at digging deep into what that patient is thinking and feeling, then we can have an insight on how to build trust. One way to build trust is through education.
- We really are big on special offers. If you are talking about a $40,000 case, giving up a $99 exam is an absolute no brainer.
If you would like to get in touch with Douglas Jacob Puhl you can reach him at firegang.com/relentlessdentist/ to check out some freebies and tools to help you out.
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by Karah Karah | Oct 10, 2015 | Bold Biographies
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Quotes & Notes:
- “You can have everything in life you want if you will just help enough people get what they want,” Zig Ziglar.
- “Do or do not, there is no try,” from Star Wars.
- Growing up I worked hard and my dad was very successful, he owned some newspapers; so I was always taught hard work.
- I don’t know how I made school a career because I am a horrible student. But since dental school, I mean, I am a voracious reader. I can’t get enough of learning…I’m always at a CE course.
- “You can be a great clinician and a great businessman,” Mark Costes. After I had that conversation with Mark and had a paradigm shift, we just grew exponentially. Now we are a multi-million dollar practice.
It’s just like everything else; there are few things in dentistry that we can do that are not repairable. Just get in there are get started.
- (On the change in insurance) And I said to myself, there are two options here, either I put a gun in my mouth, or you put on your big boy pants and you get through this, you figure it out.
- I’ve just had to become much more efficient and purposeful with what I do with my time.
- That’s when we got together with a graphic designer and took all of our backwoods modality of the whole thing, polished it up, and made it beautiful, and really dialed in all the ins and outs of the whole thing, to make it so another dentist can get this kit. It is just super straight forward and easy to implement.
- No matter where you are at in your practice, if you find a mentor, if you read a ton, join a mastermind group, whatever, but there is no need to reinvent the wheel. You find somebody who is doing or has done, and you latch onto their coattails.
- Dr. Jason Lowry would suggest every dentist read How to Win Friends and Influence People by Dale Carnegie.
If you would like to learn more from Dr. Jason Lowry, or about his product, you can go to catalystdentalsolutions.com or implantmarketingkit.com or even email him at [email protected].
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by Karah Karah | Oct 4, 2015 | Bold Biographies
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Quotes & Notes:
- We (Dr. John Nosti and his other lecturers) are not there to try to make ourselves look better, to try to make ourselves feel smarter, by talking down to the group. We are there to kind of elevate everybody because we have been there.
- Don’t forget to keep your bread and butter practice strong for that allows you to do the add-ons, and allows you to be really successful.
- “Victory is reserved for those who are willing to pay the price.” If you really want something, and you get yourself behind it and, you believe in yourself then it is going to happen for you.
Really getting exposed to all of those phenomenal speakers (at my residency) was really the turning point in my life.
- I commend people who come out of [dental school] and buy themselves open a practice out of scratch. Personally, if I was doing something like that nowadays, I would feel confident buying out someone’s practice.
- If I am going to be good at something, I really have to work at it and I really have to know it, if I am then going to perform it in my practice.
- I really think there are two things that you really need in life, and one of those things is you need a good vision, and you need a why.
- In today’s world, if you don’t have a website you are not practicing dentistry. That is number one. Number two, I would highly recommend, if you want to differentiate yourself you don’t slap up a two thousand dollar website that the person down the street from you has the same outline on their website.
Everybody has failures, everybody.
- Dr. John Nosti would recommend every dentist read Change your Questions, Change your Life by Marilee G. Adams.
- If you would like to learn more from Dr. John Nosti you can find him on Dental Town, Facebook, and LinkedIn (at John Nosti). Be sure to also check out his lectures, the Clinical Mastery Series.
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by Karah Karah | Oct 4, 2015 | Bold Biographies
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Quotes & Notes:
- Maybe there was a system, or a system that could be created, that had all of those positive attributes of the multiple systems I was using and maybe I could simplify my life.
- If we act as it is impossible to fail, then it shall be. When you imagine that success will be guaranteed then you will simply take action, and when you act on that premise, a whole series of forces begin.
Very few people that experience achievement or success have everything planned out.
- There are a lot of guys retiring, so why don’t I interview them and see what their ideal retirement would be. So I interview dentists primarily in the areas that I thought I wanted to practice, and to my amazement, after I asked each of these dentists twelve questions, thirty-two of the seventy-two offered to sell me their dental practice.
- Realizing that I loved this whole environment of dental transitions, I took over a company called Phasing Out Seminars.
- I visited those nine practices (that had huge overhead and take-home) and put together twenty-four principles that those nine practices were using. A lot of procedures that we teach at Osteoready are procedures that these dentists that had uncommon success in their practices were using.
- Now I don’t teach on transitions anymore, I have my own private practice that we have co-owners or part-owners to.
Nobody likes the dark times, but in my life, they have helped me grow the most.
- Dr. Brady Frank would suggest every dentist look at E Myth by Michael Gerber, John Maxwell’s books on leadership, The 100 Absolutely Unbreakable Laws of Business Success by Brian Tracy, Think and Grow Rich by Napoleon Hill, as Dan Kennedy’s books, as well as Multiple Streams of Income by Robert Allen.
If you would like to get in contact with Dr. Brady Frank, the best way to reach him is at his email – [email protected].
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by Karah Karah | Sep 18, 2015 | Magnificent Marketing
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Quotes & Notes:
- The principle of scarcity basically says when resources become limited suddenly we want it more, simple as that.
- Believe it or not, limited quantity has more influence and more power than a limited time.
You are more apt to use this principle to get people to take action today.
- In using this principle you have to remember that in dentistry we are taught to sell the benefits of treatment. Well the reality is that people actually care more about what they stand to lose than what they stand to gain.
- The more principles that can be present, the more we can use contrast together just ramps up the whole effect.
- There is a huge opportunity for all of us. In the end of the year, like the end of October, you should have a postcard designed that says use it or lose it… If you haven’t used your dental insurance this year it resets this year.
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by Karah Karah | Sep 18, 2015 | Magnificent Marketing
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Quotes & Notes:
- Consistency is an interesting topic because it is the number one thing that I
see that we fail at in dentistry today. It probably is the number one cause for the majority of the problems that happen in our dental office. - When people make a commitment to something, when they take a stand on something, then there is a lot of internal and external pressure on them to stay consistent with the stand they made.
- One of the ways I used that in my case acceptance is this: I have a new patient form that they fill out and I get them to tell me who they are and I make them write it out. I go over that in our first patient interview.
- I put that language in my telephone conversation. Now when my team ends the call, they say, “Will you please call us if you need to cancel or reschedule your appointment?” (By responding yes, the patients are making a commitment to the appointment.)
- The more public the knowledge is of the commitments you made, the more powerful the consistency is for you to follow through with what you said you are going to do.
If the text or email alert has their first name or their nickname, in the subject line then they are more likely to show up.
- If you asked the patient to speak back to you their date and time before the call ends, you will decrease no shows another three percent.
- We try to get more automated, we try to do more pre-printed stuff to make it easier, more automated on everybody but the reality is you lose a lot of the influence, power by doing that.
Be sure to check out the last episode, about Scarcity, with Dr. Phelps which will air tomorrow.
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by Karah Karah | Sep 16, 2015 | Magnificent Marketing
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Quotes & Notes:
- In the absence of understanding topics or what to do in a situation, we look to credible authorities to tell us what we should be doing in that situation.
- You wear whatever you want that is comfortable to you, but if you are giving treatment to someone or you are going over finances with somebody, you better put the white coat on.
You will be more successful with the white coat on than without it.
- It’s better to be an authority than in authority.
The best thing you can do is have other people present you as the authority before you get to the patient.
- Put your credentials on the wall…. get the staff credentials on the wall.
- Testimonials and reviews can build you up as the authority. Look at all of these people that come here, this guy must know what he is doing. If you have people that are in the same field, or the same education level, building you up as the authority, that has more influence.
- In the reception area, you want to put up things that will reduce their uncertainty about being in that practice.
- You have to figure out, what are you trying to influence this person, and what uncertainty are you trying to reduce in the place they are at, at that time.
- It takes a lot of time to build trust with people. One of the ways we can short-cut that is by revealing something negative about our case, revealing a weakness before we go into the treatment plan proposal.
Be sure to check out the next episode about consistency with Dr. Phelps which will air tomorrow.
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by Karah Karah | Sep 16, 2015 | Magnificent Marketing
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Quotes & Notes:
Just by changing that language slightly, you are going to get more people to pay on time, either today or by that first bill, as a result.
- Google plus reviews are one of the best things you can get right now for free search engine optimization. Your local search engine rankings will skyrocket if you get more google plus reviews.
Be sure to check out the next episode about authority with Dr. Phelps which will air tomorrow.
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by Karah Karah | Sep 14, 2015 | Magnificent Marketing
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Quotes & Notes:
- “All things being equal we, like to do business with our friends. All things not being equal, we still like doing business with our friends,” Jeffrey Gitomer.
- We want to do business with people we like. We also like to do business with people like us.
- One of the things you want to do from a dental example is don’t take the similarities we have between them for granted.
We want to do business with people that like us.
- The best dental example I can give for liking is it all matters in that first meeting.
- If you want to get your teams to work together better, to be more of a team, to like each other better, this principle works in that way. Get them to find similarities together and bring them to the surface; that will get them to build their liking and cooperation together.
- You’ve got to bring them together as a team and make it, if you don’t do this, this is going to happen, and they will unite and rally together to overcome that obstacle.
Be sure to check out the next episode about social proof with Dr. Phelps which will air tomorrow.
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by Karah Karah | Sep 14, 2015 | Magnificent Marketing
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Quotes & Notes:
- Reciprocity is one of those universal concepts we talk about, which is so powerful because of how societies were built. Someone had to give first, and then guess what? Other people reciprocated and they gave back.
- It is something so ingrained in us that it is part of our nature, we just can’t help it.
The principle states that if somebody gives you a gift of value, then we in turn, there’s a lot of indebtedness that we feel that we have to return the favor.
- Many times when I am talking to doctors and I say gifts versus rewards, they get the two concepts mixed up.
- There are certain things, especially where it is illegal in pretty much every state, to reward our patients for anything.
Gifts have to be unexpected, number one, but they have to be significant or valued to that person.
- The other mistake I see them make, is they usually give that gift at the beginning of the appointment, but then we don’t ask them for something until when? The end of the appointment.
The person that gives has to be the person that asks for something.
- What I do with these gift cards, that’s the gift I give. It’s unexpected and who doesn’t value free food and drinks?
Be sure to check out the next episode about liking with Dr. Phelps which will air tomorrow.
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