by [email protected] | Feb 15, 2023 | Prescriptions for your Practice
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As dental practice owners, we understand that people don’t always verbalize any worries they may have regarding their treatments. But ignoring these objections can result in adverse effects for both the patient and the practice. It is therefore essential to put in place tactics to tackle patient objections before they emerge.
Not only will this raise your acceptance rate of cases, but it will also assist in strengthening trust with your patients and illustrate your dedication to their overall health.
In this episode, we will examine some of the most efficient methods for confronting patient objections and examine how you can become a more understanding and transparent dental practitioner.
Hey Doc, how good is your team at generating high-trust case acceptance?
- If you want to make case acceptance easy….
- If you want to avoid feeling pushy or manipulative…
- If you want to have patients say yes to the care you present so that you can focus on your clinical skills…
Tune in now!
Listen in and find solutions to common practice issues at Prescriptions for Your Practice.
Join The Leading Dentist Collective – the free collaborative community for single-location dental practice owners who want to unleash their people, profits, and purpose.
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:
- “Make sure that you let them [patients] know the cost of waiting, which will always outweigh the cost of doing it now.”
- “What goes in here mostly is empathy. If they know that you are kind, if they know that you care, if they know that the team is built around this empathetic state, if you give them some semblance of control, then that will put them at ease.”
- “If you don’t address the time commitment, then once the treatment plan comes in and the money part comes in and they realize it’s gonna take five appointments or whatever it is, in a more complex case that may break it.”
- “We don’t want to overstate the situation, but I think sometimes we trivialize it and then we wonder why the patient doesn’t move forward with treatment.”
- “In a low-trust world, if you can kind of read their mind and have the conversation before they bring it up before they object, I think your patient experience, your positive word of mouth, your referrals, and your case acceptance will all keep trending upward in a difficult economic time.”
- “We’re not chasing dollars here, we’re just doing what’s right and we’re being masterful in our communication, coming from a place of care and compassion, but also assertiveness.”
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by [email protected] | Feb 8, 2023 | Prescriptions for your Practice
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Many people working in dental don’t have the experience of working in a healthy team dynamic—and that’s a problem. If you don’t set high standards, you may stay stuck in the status quo—which, if you’ve experienced any customer service in the past couple of weeks, you know is getting worse.
Enhancing your skills as a dental team builder has never been more important.
- Doc, if you want to enjoy being around a productive, unified team…
- If you want to put an end to team turnover and feeling short-staffed…
- If you’re ready to embrace the experience economy so you can win at a game of practice ownership, tune in now!
Rate yourself honestly on these seven habits of high-performance dental teams, and devise a plan to do better in that area. It’s time to make a change!
Listen in and find solutions to common practice issues at Prescriptions for Your Practice.
Join The Leading Dentist Collective – the free collaborative community for single-location dental practice owners who want to unleash their people, profits, and purpose.
Don’t tackle dental practice ownership on your own – take advantage of the expertise at the Dental Startup Masterclass! This two-day event in Houston, TX on March 9 and 10 will show you how to evaluate contractors, cut costs on equipment and IT, formulate budgets, come up with efficient floor plans, and much more. Receive the counsel and insight you need to make your practice thrive.
Key Quotes:
- “The big competitive advantage right now is assembling and unifying a team.”
- “Your team understands the power of team building and they help you unify the team. If you try and go this alone, this is gonna be a high-resistance upward truck for you.”
- “You can have somebody on your team that’s hyper-focused on the patient experience because quite frankly, as you go about your day, you don’t have much time for that. But as the owner, you’ll likely need to be the employee experience officer. And it’s a valuable use of your time.”
- “You can’t fake compassion and you can’t fake connection. These have to be real things that your culture is all about and you reward it when you see it.”
- “Oftentimes we get so focused on productivity that we forget creativity. Productivity is getting it done, creativity is getting it right.”
- “You should hire and fire based on values.”
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by [email protected] | Feb 1, 2023 | Prescriptions for your Practice
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Are you a dentist that’s feeling overwhelmed and overstressed? In this practice, we understand and regularly discuss the reasons why dentists experience high levels of stress. But what if there was a way to find a more productive and happier state? That’s where the concept of “flow states” comes into play. It’s a mysterious idea that is backed by science, rule books, and recipes to help you get in “the zone” more often. Let’s explore what’s behind elite dentist performance and how you can use it to increase your practice’s success.
In this episode, I discuss why dental practice owners should get in “the zone” more often.
- So if you want to find more enjoyment and productivity in your workdays…
- If you want to engineer your ideal challenge-to-skill ratio…
- If you want to utilize an anti-aging and career-extending strategy so you can feel supremely confident at work, tune in now!
Listen in and find solutions to common practice issues at Prescriptions for Your Practice.
Join The Leading Dentist Collective – the free collaborative community for single-location dental practice owners who want to unleash their people, profits, and purpose.
Key Quotes:
- “My challenge to you would be how do you make sure that that patient in front of you, your next patient, feels like they’re the only patient on the schedule? And that will require some help from your team to build out that philosophy and culture.”
- “A flow state is, is a very, very, very powerful phenomenon and enhances your productivity and overall well-being. And I think that dentists can benefit from this by finding more ways to spend more time in flow states.”
- “Sometimes as dentists, because we work so hard, we do this game that I call “hardaholic” that I’ve mastered. We make things hard that don’t need to be hard, we increase the toil because we have the story in our head that if there’s no pain, there’s no gain and I want gain, therefore I must induce pain.”
- “We want to take things from theory to practice to mastery. If you’re doing a very mundane thing like a crown prep that you’ve done hundreds and hundreds and hundreds of times, my suggestion would be more meticulous or set an efficiency goal that encourages you to do that same quality high standard work in less time.”
- “We want to as humans make sure that our best work and our best days are always in front of us.”
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by [email protected] | Jan 25, 2023 | Prescriptions for your Practice
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As a practice owner, you should balance your professional life with your practice’s profitability. You must explore the importance of maintaining a clear vision to get the most out of your career. But in navigating the current confusing landscape, you need valuable insights on taking your practice to the next level.
Doc, are you looking for some mental models that enhance your practice profitability? I hope you know you deserve to take home money and enjoy more time outside the office.
In this episode, I discuss why you should ignore most of the advice from people who haven’t been in your shoes as a practice owner and challenge traditional thinking to get the most out of your career.
If you want to find professional activities that give you energy and compensate you well, tune in now!
Listen in and find solutions to common practice issues at Prescriptions for Your Practice.
Join The Leading Dentist Collective – the free collaborative community for single-location dental practice owners who want to unleash their people, profits, and purpose.
Key Quotes:
- “The amount of energy that it takes to be a highly productive dentist aside from the business is immense.”
- “We need systems that simplify our business and mental models that free up our minds to be creative and resourceful.”
- “Many things traditionally would’ve been done inside of the practice that now can be done outside of the practice. And some things have always been done by people outside of the practice that maybe you need to get off your plate.”
- “Never compromise on vision because if you do, you might get a short-term upgrade in pay and cash flow, but it won’t have the longevity because it’s not organic to you.”
- “The more you become of value, the more money you take in in terms of cash flow.”
- “The way that you can minimize your costs without focusing on every little fraction of a percent is to focus on optimizing investments.”
- “What we want to create is a wise flow of dollars. Not stagnation, not accumulation.”
- “Become a habit addict and take some of these menial tasks and make it like riding a bike. And then what’s the next tab and then what’s the next system? And then what’s the next protocol?”
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by [email protected] | Jan 18, 2023 | Prescriptions for your Practice
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The misconception that influence is something you either possess or lack can lead to feelings of being overlooked and denied. However, influence is a skill that can be developed and used in combination with your clinical expertise to drive successful case acceptance and patient referrals.
Today, let’s talk about overcoming the challenges of failed case acceptance, lack of patient referrals, and negative reviews by embracing the power of influence.
Dentists: do you ever feel like your patients are ignoring you?
- If you want to become the most referable dentist around…
- If you want to start bigger cases…
- If you want to know who your patients want to give their business to so that you can make it easy for them to say YES!
Tune in now!
Listen in and find solutions to common practice issues at Prescriptions for Your Practice.
Join The Leading Dentist Collective – the free collaborative community for single-location dental practice owners who want to unleash their people, profits, and purpose.
Key Quotes:
- “I feel like our industry needs a more robust discussion about people’s problems. That’s the heart of what’s going on now because people are getting more and more complex, and I think there needs to be a place for meaningful discussion to solve these.”
- “Influence is really a skill. And if you can appreciate that, it’s a skill of being able to cause change, then you can develop it as a skill and use it synergistically with the clinical skills that you have developed and are continuing to develop.”
- “It’s a great dichotomy of leadership and influences that you increase your power by reducing it.”
- “The better that we are at creating a great experience in delivering clinical excellence, the more we receive as a team.”
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