by [email protected] | Apr 13, 2022 | Prescriptions for your Practice
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Work is love made visible. And if you cannot work with love but only with distaste, it is better that you should leave your work and sit at the gate of the temple and take alms of those who work with joy. – Khalil Gibran
Every time I read this poem, only one person comes to my mind — my mother. She’s an embodiment of visible love. There are moments in my practice when I always think of what would be different if my mom was in charge? Well, my guess is, first and foremost, they would make every patient feel welcome — at least for most mothers.
So coaching question for you, how would you act if mom was on surveillance? If you were sure that all the moms that you adore, all those wonderful elders, you wouldn’t want them to be disappointed in you.
In this episode, I discuss why you should Lead Like A Mother and how to enthuse your clients to refer. If you want to
- combat the transactional tendencies in dentistry,
- operate less like the medical industry and more like the hospitality industry, and
- develop a culture of generosity and giving so your practice will grow in any economy …
Tune in now. And as I always say, take charge and lead — like a mother!
Tune in and find solutions to common practice issues at Prescriptions for Your Practice.
Key Quotes:
- “The less we’re like medical, and the more we’re like hospitality, the better off our practices are.”
- “The problem that we’re addressing is that dentistry continues to get more and more transactional. But this gives us an opportunity, right? If dentistry is going to get more and more transactional, relationships always win the long game.”
- “We’re not just seeding and treating patients. We’re taking care of them. And they know that work is love made visible. They feel that.”
- “Make every patient feel like they’re the only one on the schedule.”
- “People, their BS meter is on high alert now. And any sort of fraudulent words or fraudulent behavior, they start to get a little suspicious.”
- “Make every patient feel welcome, be generous, focus on lifetime value, and last but not least, do it right, or don’t do it at all.”
Featured on the Show:
by [email protected] | Apr 6, 2022 | Prescriptions for your Practice
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Most dentists struggle to find and retain solid employees — someone hungry, humble, and smart. This often leads to the temptation to settle for underperformers and allow culture-cancers to impact the team negatively. But the possibility is that you can have a deliberate process that helps team members understand that part of their job is always getting better at their job, constantly growing, and continuously improving.
This week’s theme is enhancing culture. In this episode, I discuss keeping underperforming employees from undermining your culture. So if you want to:
- have a deliberate process that helps team members understand that part of their job is always to be getting better at their job;
- know when to clarify, connect, coach, correct, and collide; and
- understand what makes an employee a subtractor and what makes one a divider so that you can enhance your culture …
you need to tune in now!
Tune in and find solutions to common practice issues at Prescriptions for Your Practice.
Key Quotes:
- “Our job as owners is to make sure that everyone, a hundred percent of the team, is either onboard or we have to get them out of the way.”
- “Let’s make sure that we’re moving further, faster in the direction that you really desire for your practice.”
- “You as the owner really need to double down your focus and not only be a role model of that focus but also become great at refocusing the team.”
- “Praise and constructive criticism only work well in the presence of clear expectations.”
- “Don’t assume that there is clarity. Verify, verify, verify.”
- “It’s important that everyone on the team check their ego at the door and understand that once they clock in, their job is to take care of one another and the patients.”
- “In times of uncertainty, communication should be more abundant.”
- “All of your team members should feel like you’re betting on their success all of the time that they’re working for you. And then make sure they believe that they can pull this off.”
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by [email protected] | Mar 30, 2022 | Prescriptions for your Practice
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“Remember to be careful when following the masses; sometimes the “M” is silent.” — Anonymous
Today’s problem that we’re discussing is that we live in a society looking for bandaid solutions, quick fixes, and magic pills. These things lead to a lack of accountability, leading to a lack of results — which I call the commodity trap. I don’t want you to be in a situation chasing down the masses and living to someone else’s vision and version of success and live the rest of your life in quiet desperation. Step into the possibility that we can all choose a mastery path.
In this episode, I discuss why the masses are asses. So if you want to:
- elevate your practice owner confidence,
- avoid the pain of being a dabbler, obsessive, and hacker,
- be the most sought-after dentist in town,
- know how to prioritize your skill stack for fun and profit,
Listen now! This episode is for you.
Tune in and find solutions to common practice issues at Prescriptions for Your Practice.
Key Quotes:
- “Lots of dentists are worried about the commoditization of dentistry, but those same dentists likely aren’t de-commoditizing themselves and working on elevating their confidence.”
- “The first move to mastery is not outward but inward — Robert Green”
- “You feel called to do certain things, or you have unique skills or unique strengths that aren’t common. They might be easy for you and really hard for somebody else. And you might get frustrated at somebody else.”
- “What we’re looking for in a dental practice is complementary strengths, complementary life’s tasks that help us synergize.”
- “The path to mastery is a windy road. Our vocation is a windy road. It is not a straight line. And so, we have to engage on this journey.”
- “Leadership and marketing are the ways that you multiply yourself.”
- “If you want fulfillment, and you want more money, and you want a better lifestyle, then the operative word is grow.”
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by [email protected] | Mar 23, 2022 | Prescriptions for your Practice
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I might hear you say, “That’s quite a statement, Dr. Dave.” Well, let’s put it subtly. If you’ve been religiously listening to my podcast, you’ve been hearing me say this countless times that it’s become my business mantra: “Practice isn’t limited by its opportunity; It’s limited by its leader.”
Let’s talk about the potential, the possibility that every practice owner can embrace a CEO’s mission held in one word — GROWTH. So let’s get into that whole growth idea and what it means to you as a practice owner at the beginning and end of every quarter because I think you should sit down at the end of every quarter and give yourself an hour — this is CEO time to ensure that you’re enjoying more and more cash flow.
Since we’re about to usher in Q2, we have a heavily-packed episode today in line with our week-four theme, enjoying cash flow. Today’s podcast will discuss the six questions you need to ask yourself every quarter. We’ll look into the five machines that create the macro system in your business. And lastly, we’ll dig deeper into three different angles to distill down your growth. So that’s a lot to chew on as you grow or die in Q2 of 2022. Let’s get started!
Tune in and find solutions to common practice issues at Prescriptions for Your Practice.
Key Quotes:
- “Status quo is a dangerous delusion.”
- “I don’t think a status quo is real. I think you’re either getting better or getting worse as a human, as a business owner, and as a business.”
- “Your mission is to grow on multiple levels.”
- “The concept of expansion is the natural desire of all mankind.”
- “If you’re trapped in “we are a dental practice,” you are more likely to be commoditized.”
- “When we’re planning for growth, we have to take into account that there will be obstacles and there will be challenges.”
- “The identity shift here is that this is not a dental office; this is a training and development company. If you run a training and development company, everyone is always getting better at their jobs.”
Featured on the Show:
- People: Sadhguru, yoga guru, and proponent of spirituality.
- People: Earl Nightingale, author.
- People: Denis Waitley, author, keynote lecturer, and productivity consultant.
- People: Travis Kalanick, co-founder and former CEO of Uber.
- People: Travis Bradberry, author, and co-founder of TalentSmart.
- People: Ed Mylett, podcaster, author, and keynote speaker.
- I appreciate your feedback. Let me know what you learned and loved here: [email protected].
by [email protected] | Mar 16, 2022 | Prescriptions for your Practice
Podcast: Play in new window | Download
Approach each customer with the idea of helping him or her solve a problem or achieving a goal, not selling a product or service. — Brian Tracy
I want to hear your honest answer to this question: When a patient walks into your dental office, do you see them as a patient or a customer? There’s no right or wrong answer here, actually. I just want you to be conscious of how your patients perceive you. Are you coming in as a doctor providing a solution or a business person selling them products?
In today’s episode, our topic is about enthusing clients. We’ll talk about how you can humanize yourself so that your patients understand that you’re just not a lady or a gentleman in a white coat. We will have a thoughtful discussion on the six emotional cues on why patients buy — or don’t. I will also share insights on how you and your team can authentically connect with your patients and sell them a solution, not the product. So relax, press that play button, and get ready to enthuse more clients!
Tune in and find solutions to common practice issues at Prescriptions for Your Practice.
Key Quotes:
- “When we’re talking to our patients, we shouldn’t talk to their brain. We should talk to their heart.”
- “When discussing treatment with patients, our objectives should be to minimize the downside or pain and maximize the upside or pleasure.”
- “We’re talking about selling the consequences and helping them understand whatever the truth is because they will move forward for their reasons, not your reasons.”
- “All business is human to human.”
Featured on the Show:
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