The 4 Dental Patient Personas & How to Speak To Them

There’s SO MUCH more to case acceptance than value and price.

So how do we help patients want what they need? We must understand what archetype and persona are in front of us and speak to them about how they best process information and make decisions. 

If you implement what I tell you today, you will feel a massive connection to your patients and a return on investment that supports the energy you’ve poured into this profession.

Doc, if you want to:

  • understand the radical difference between fast decision-makers and slow decision-makers,
  • build trust with both your logical and emotional patients,
  • get inside the mind of your patients so you can skyrocket your treatment plan acceptance,

Then tune in now!

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

Check out our New Case Study, “Discover How To Recession-Proof Your Dental Practice In The Next 60 Days So That You Increase Profits & Avoid Losing Key Team Members” now at: http://thenorecessiondentist.com/casestudy.

Key Quotes:

  • “Dentists and dental teams can learn to speak in a patient’s native tongue.”
  • “We’re helping patients want what they need.”
  • “The big word for competitive people is best. They’re looking for the best.”
  • “Methodical patients will not decide until they feel like they’ve soaked up all the information they can.”
  • “You will be better understood if we can better understand them [patients]. And if you’re better understood, you’re going to grow your practice quite quickly year after year.”
  • “If you’re adding value to your practice, that’s what comes in return, like a boomerang in the form of cash flow.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

The Assertive Leadership Mistakes Dental Practice Owners Make

What’s keeping you enslaved to a circumstance you don’t want to be in? What stands in the way for you? What would happen if you were 5 to 10% more assertive in your practice tomorrow? Why is assertiveness so crucial as a leader?

According to Susan Folkman, leaders with good judgment but who lack assertiveness are seen as ineffective, and leaders who lack good judgment but are high in assertiveness are rated as better leaders. Therefore, the best leaders are assertive and have good judgment.

The best dental team members long for Assertive Leadership. Yet, few ever receive it. So,

  • If you want to avoid the typical practice owner frustration that comes from passive, aggressive and passive-aggressive behaviors,
  • If you want to give your team exactly what they need from you,
  • If you want to work in a high-truth environment so you can consistently enhance your team’s unity and productivity,

 Then, tune in now!

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

Check out our New Case Study, “Discover How To Recession-Proof Your Dental Practice In The Next 60 Days So That You Increase Profits & Avoid Losing Key Team Members” now at: http://thenorecessiondentist.com/casestudy.

Key Quotes:

  • Good leadership requires assertiveness, it requires specificity, and it requires repetition.”
  • “All organizations take on the personality of their leader.”
  • “Assertive leaders can balance kindness with clarity and create great workplaces.”
  • “I would say there’s an underrated, underdeveloped asset in most dental practices: assertive communication.”
  • “There’s a time to tell the truth, and that’s all the time.”
  • “To be a successful person and a generous person, sometimes you’re gonna have to say no. Those are just called boundaries.”
  • “Don’t let your kindness, generosity, and servant orientation sap your strength and power. Don’t just go along to get along.”
  • “If you’re speaking from an assertive position, you’ll see your teams become more candid. We want high trust and high truth organization. A powerful culture and one that will win in this decade.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

How Dental Practice Owners Can Feel The Confidence of an Everyday Winner!

“It is not the critic who counts: not the man who points out how the strong man stumbles or where the doer of deeds could have done better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood, who strives valiantly, who errs and comes up short again and again, because there is no effort without error or shortcoming, but who knows the great enthusiasms, the great devotions, who spends himself in a worthy cause; who, at the best, knows, in the end, the triumph of high achievement, and who, at the worst, if he fails, at least he fails while daring greatly, so that his place shall never be with those cold and timid souls who knew neither victory nor defeat.” — Theodore Roosevelt

If you had to win every day, what would you do? Do you have a framework for winning? Do you have a framework for setting yourself up for success?

Doc, do you ever feel like you’re playing a losing game? In this episode, I discuss how dental practice owners can win Every Day. So,

  • If you want to use the powerful WOOP framework,
  • If you want to work a 4-step system that sets you up for enduring success,
  • If you want to experience authentic practice owner confidence so you can have your best year every year,

Tune in now!

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

Check out our New Case Study, “Discover How To Recession-Proof Your Dental Practice In The Next 60 Days So That You Increase Profits & Avoid Losing Key Team Members” now at: http://thenorecessiondentist.com/casestudy.

Key Quotes:

  • “Understand that your practice has its personality, needs, and identity. And if you don’t nurture, that starts to get upset, begins to act up a little bit. So let’s keep the momentum, focus, and enjoy yourself. It’s not an either-or game. It’s a both-end game.”
  • “Create a framework that allows us to win and win and win and win because confidence is really keeping promises to ourselves.”
  • “Let’s make progress. Let’s get better. But don’t be a home run hitter. Just focus on the basics, the fundamentals.”
  • “If we use today as the arena we’re about to enter; we can decide what a win looks like today.”
  • “You can’t influence yesterday, and you can barely influence tomorrow. And if you did have an influence on tomorrow, it would happen from the place of today.”
  •  “It helps to tap into people in the arena who know that they’re going to fall down, but they also appreciate that they’re going to get back up a better person because they’re going to learn.”
  • “If we just talk about our wishes and our wants, it’s usually overly optimistic. We must appreciate that there will be obstacles on the way. And if we could forecast and diagnose those obstacles in advance, we have a much higher likelihood of succeeding.” 

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

How To Create Mega-Competitive Dental Practice Advantages

Many dentists continuously search for the next big thing but understand that if you are trying to hit home runs, you will have to be okay with striking out a lot — upset patients, leadership, failures, and business challenges. You have to let it go. That guilt and shame are serving no one. 

Relentless Dentists, you have to discover the insane power of a carefully crafted flywheel.

If you want to truly:

  • harness the forces of momentum and compounding;
  • hear about the four flywheels that can shift your practice from Good to Great;
  • enjoy more cash flow so you can push mega-competitive advantages for your dental practice;

This episode is for you!

It’s time to go into your CEO time and say, “What is the flywheel that I should build now?”

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

Check out our New Case Study, “Discover How To Recession-Proof Your Dental Practice In The Next 60 Days So That You Increase Profits & Avoid Losing Key Team Members” now at: http://thenorecessiondentist.com/casestudy.

Key Quotes:

  • “The stuff you don’t really want to address, those are the things that you get the most leverage on when you do address them.”
  • “Once you have momentum, be a healthy level of paranoid that you don’t lose momentum because you can use that force of nature to your advantage and create a mega competitive advantage.”
  • “We have to define the game that we’re playing and the rules of engagement.”
  • “Everyone in your practice, no matter how logical they are, is still an emotional creature.”
  • “Team building requires an aggressive communication cadence. You can’t leave this to chance. You can’t do it on the fly. You have to set aside time for communication.”
  • “More of your patients will refer you if you are good about requesting and recognizing the referrals. So make it easy for patients to refer you.”
  • “Your most vocal patients, those one-star reviewers, sometimes seem like they’re kind of lunatics. But there may be some truth in what they’re telling you. So don’t be so proud to write them off.”
  • “If you want to win at the game of practice ownership, you will stop being a dentist and start being a marketer of dental services.”
  • “Commitment is a 100% word. And if you feel like you’re not building confidence, use this as a diagnostic tool. It may mean that you’re just not committed to the clear outcome you just created.”

Featured on the Show:

 

subscribe-with-itunes-buttonStitcher-Subscribe-Button

The Top 10 Pillars For Dentists Who Want To Have A More Powerful Presence

“Focus less on the impression you’re making on others and more on the impression you’re making on yourself.” — Amy Cuddy

Sometimes we just want to blend in, right? But what we don’t want to be is forgettable. That’s no good for you, your practice, and your career. So what we’re engineering here is something that minimizes your chance of being forgettable. 

Most dentists are forgettable and ignorable. Find out why that is such a big problem in our industry.

Doc, if you want to:

  • Know the 4 questions every patient is asking about you,
  • Understand how being forgettable can stress you out and kill a dental career,
  • Figure out how to be the most respected dentist around so you can drive case acceptance and grow your practice in these turbulent times…

Tune in now!

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

Check out our New Case Study, “Discover How To Recession-Proof Your Dental Practice In The Next 60 Days So That You Increase Profits & Avoid Losing Key Team Members” now at: http://thenorecessiondentist.com/casestudy.

Key Quotes:

  • “Power is value exchange per unit of time. So the more value you add and the less time you do it in, that’s how you increase power. So I think a lot of us as dentists were in denial of power because we’ve seen the misuse of power, which means power that’s uncoupled from integrity.”
  • “Power coupled with integrity is really what you want in a business. It’s how you maximize value.”
  • “There’s something I’ve talked about several times in this podcast that I’ve used very effectively as a clinician. And that’s called release tension, set intention.”
  • “People respect you when they know you will say no to certain things. If you’re just this kind of floppy-noodle people-pleaser personality, they tend to respect you less and take you less seriously.”
  • “When we are living consistently with our values, we’re just more powerful.”
  • “We had different principles that kind of would pop up to solve different problems, but one consistent principle was ‘never let ’em see you sweat.'”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

4 Surefire Ways To Transform Your Dental Practice

“Traditionally, life has been divided into two main parts: a period of learning followed by a period of working. Very soon this traditional model will become utterly obsolete, and the only way for humans to stay in the game will be to keep learning throughout their lives, and to reinvent themselves repeatedly. Many if not most humans may be unable to do so.” — Yuval Noah Harari

Doc, have you noticed how we work isn’t working like it used to? If you want to:

  • Avoid using utterly obsolete management styles,
  • Know how to create a first-class employee experience so that you surround yourself with a high-performance team, and
  • Have the best dental practice in town,

Tune in now!

Creating a great patient experience is as valuable as creating a great employee experience. If you embrace the future of leadership and employment, it makes things easier for you as a boss.

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

Check out our New Case Study, “Discover How To Recession-Proof Your Dental Practice In The Next 60 Days So That You Increase Profits & Avoid Losing Key Team Members” now at: http://thenorecessiondentist.com/casestudy.

Key Quotes:

  • “It’s not easy to embrace this humanistic approach, but it’s what will keep the practice growing in challenging economic times. Transformational leaders inspire their members to achieve beyond their presumed potential.”
  • “We have to embrace that the world has changed. And so must we.”
  • “If you get good at reinvention and transformation of yourself and get good at the same with the team, you have a serious competitive advantage.”
  • “Just know that when people grow within the practice, the practice will grow because we start to get the team members’ discretionary effort.”
  • “The objective of being an influential owner is to earn loyalty, respect, trust, and admiration.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

The 7 EMPIRES Of A Modern Dental Practice Owner

The struggle is great, the task divine—to gain mastery, freedom, happiness, and tranquility. — Epictetus

Do you know what’s more important today than a business or financial plan for dental practice owners?

Many dentists are doing this extreme delayed gratification. And we have this idea in our head that in 20 years or 40 years, we can cash in and redeem these decades of living in dread and resentment.

Doc, if you want to…

  • Learn why you should be building 7 EMPIRES,
  • Remove the problems of the Slave, Save, and Retire Method, and
  • Know why breaking away from social norms is critical for Practice Owner Confidence so you can avoid your next F@#k This Event,

Then tune in now!

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

If you enjoyed this episode, please share it with your dentist friends. Check my Instagram (@dr.maloley) and TikTok (@dr.maloley) for your daily dose of thought-provoking content so that you can be a better practice owner. Don’t forget to subscribe to the show on iTunes to get automatic episode updates for The Relentless Dentist! And, finally, please take a minute to leave us an honest review and rating on iTunes. They really help us out when it comes to the show’s ranking, and I make it a point to read every single one of the reviews we get.

Key Quotes:

  • “The ripple effect from confidence into a culture, into client outcomes, into cashflow is very powerful, but we have to start with the right center mass, and that’s you as the owner.”
  • “We’re not short on opportunity. We’re not short on information. We’re short on a framework that allows us a binary decision of “I say yes to these things” and “I say no to those things.”
  • “Lifestyle design was that kind of hybrid thing where you design specifics unique to you. Those specifics would fall under the categories of your nature, strengths, values, dreams, curiosities, and purpose.”
  • “You’re not gonna have influence on your family, friends, or team unless you have clarity.”
  • “A lot of the ways that we operate in adulthood are just patterns we accept because that’s what kids do in our youth.”
  • “Life will always have problems and challenges, and you can reframe them as thinking like this is really actually a good thing.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

The Unhappy Dentist Outbreak & What To Do About It

“There is only one way to happiness and that is to cease worrying about things which are beyond the power of our will.” — Epictetus

As the CEO of your dental practice, do you also set the emotional tone for the entire practice? Do you give yourself, and your team, permission to be happier?

Doc, now is the time to prioritize your happiness. In this episode, I’ll reveal

  • Why you must want to learn the 11 ways to be happier,
  • Why your happiness should NOT be tied to achievement, and
  • What C.E.O. really stands for so you can avoid a common regret of the dying.

Tune in now and discover the importance of happiness in your practice.

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

If you enjoyed this episode, please share it with your dentist friends. Check my Instagram (@dr.maloley) and TikTok (@dr.maloley) for your daily dose of thought-provoking content so that you can be a better practice owner. Don’t forget to subscribe to the show on iTunes to get automatic episode updates for The Relentless Dentist! And, finally, please take a minute to leave us an honest review and rating on iTunes. They really help us out when it comes to the show’s ranking, and I make it a point to read every single one of the reviews we get.

Key Quotes:

  • “Many did not realize until the end that happiness was a choice.”
  • “If we’re going to get happy, we have to have new patterns of thinking and focusing tools that get us there.”
  • “If we can get the future and the past in alignment that allows the present moment to serve us.”
  • “Happiness is more of an internal game and achievement is more of an external game.”
  • “The harsh reality is that happiness will lead to more achievement but rarely does more achievement lead to happiness.”
  • “The happiest among us have learned to stop worrying about the things that we can’t control.”
  • “We might as well not argue with reality and know that transformational leadership where people feel empowered and their work has meaning is the only winnable game currently.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

How To Make Better Bets In Dentistry

“In most of our decisions, we are not betting against another person. Rather, we are betting against all the future versions of ourselves that we are not choosing.” — Annie Duke

Do you have decision-making frameworks when you are up against a complex or a simple decision? Do you have questions that you ask yourself to make the decision more effective or accurate?

We have to appreciate that business is a game of probabilities. We are betting on wins and trying to minimize the chance of loss.

Do you want to know why well-intentioned dentists make poor decisions? Doc, if you…

  • want to understand an enemy called Resulting,
  • use the 10-10-10 Method, and
  • know the 3 keys to making good decisions at speed so you can increase your practice’s profitability…

Tune in now!

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

If you enjoyed this episode, please share it with your dentist friends. Check my Instagram (@dr.maloley) and TikTok (@dr.maloley) for your daily dose of thought-provoking content so that you can be a better practice owner. Don’t forget to subscribe to the show on iTunes to get automatic episode updates for The Relentless Dentist! And, finally, please take a minute to leave us an honest review and rating on iTunes. They really help us out when it comes to the show’s ranking, and I make it a point to read every single one of the reviews we get.

Key Quotes:

  • “Nobody wants to work for indecisive leaders, and they don’t want the pendulum to swing the other way. They don’t want to work for rash leaders.”
  • “Intelligent people tend to have more blind spots.”
  • “If you are seeing it [hiring] as a bet and an investment, you’ll stick with that person, help them train, help them understand what successful work looks like in your organization.” 
  • “In reality, good decisions can have bad outcomes, and bad decisions can have good outcomes. So we can’t really assess it from the position of the outcome.” 
  • “Most decisions need about 70% of the information you wish you had.”
  • “If you’re somebody who is always trying to gather more data to make the absolute best decision, start making bolder moves and quicker decisions and develop a new habit, your team will appreciate it. You will appreciate it.”
  • “A lot of research strongly suggests that luck and opportunity play an underappreciated role in determining our final level of success.”

Featured on the Show:

subscribe-with-itunes-buttonStitcher-Subscribe-Button

The 7 Deadly Sins of Dental Financial Arrangements

Couple things. First, you’re probably already pretty good at financial arrangements, and two, financial arrangements are not going to make your patient experience, but they can break your patient.

We don’t want to scare and confuse our patients. So we want clarity. We want efficiency. We want effectiveness. We want to ensure that the financial arrangements are friendly but firm.

In this episode, I discuss how dental practices mess up financial arrangements. So if you want tighter case acceptance systems, prevent one-star patient reviews, and have seamless financial arrangements, so your life gets easier, tune in now!

Listen in and find solutions to common practice issues at  Prescriptions for Your Practice.

If you enjoyed this episode, please share it with your dentist friends. Check my Instagram (@dr.maloley) and TikTok (@dr.maloley) for your daily dose of thought-provoking content so that you can be a better practice owner. Don’t forget to subscribe to the show on iTunes to get automatic episode updates for The Relentless Dentist! And, finally, please take a minute to leave us an honest review and rating on iTunes. They really help us out when it comes to the show’s ranking, and I make it a point to read every single one of the reviews we get.

Key Quotes:

  • “How can we tighten things up? Because as practice owners, there are so many moving parts that it behooves us to just pause.”
  • “You can find one or two things to make sure that your financial arrangements don’t create any ill will after you’ve gone to great lengths to create goodwill.”
  • “What you think is firm financial arrangements may not be firm enough.”
  • “Surprises kill your reputation.”
  • “Case acceptance is not an event. Case acceptance starts when the patient first hears about you.”
  •  “If you push me into buying, first of all, I ain’t gonna buy. And I’m probably gonna find somebody else who’s more in a relationship with me than driving to a sale. And patients read into that.” 
  • “We have to become masters at asking questions and asking for permission before talking money.”
  •  “I don’t want a patient to be more connected to their relationship with their dental benefits than to me as the dentist.”

Featured on the Show:

  • I appreciate your feedback. Let me know what you learned and loved here: [email protected].

subscribe-with-itunes-buttonStitcher-Subscribe-Button