Who are the clients I work with?
I work with self-employed dentists who are striving to be the best in their profession, with an underlying desire to have more fun, gain more fulfillment, and be more profitable. In other words have a practice of their dreams.
My clients are typically dentists who have been in private practice for at least five years. Many possess excellent clinical skills while at the same time, want to learn how to become better leaders, communicators, and managers of their practices.
All of them want to be successful financially; however, being the best is more to them than just making money. The dentists I work with seek “significance” and a want to make a difference in the lives of others.
Why this program or service needed?
Many self-employed dentists often struggle in their practice, with their team, and with their patients. Most are experts at the technical side of dentistry, but not as adept at the management-people-communication side. As a result, their practices are often inefficient, chaotic and unprofitable.
Most dentists desire to have the practice of their dreams, they just don’t know how to get there. They want to have a happier life, but feel overwhelmed, helpless, and out of control often due the complex people-issues in their practices.
Dental school doesn’t teach dentists how to lead and communicate with their patients and their team members. When you get right down to it, dentistry is a “people business.” Working more effectively with your staff and your patients leads to a more efficient, harmonious, and profitable practice.
Five common challenges dentists face:
1. Schedules that are “busy,” chaotic, and unproductive. In addition, their schedules are filled with “emergency” patients. Often, they experience a higher rate of broken and no-show appointments.
2. Teams are fragmented and lack direction. This lack of direction and lack of clarity causes mass confusion as everyone works individually in their silos trying to figure out how to do their jobs. As a result, these fragmented teams are discontented and unproductive.
3. Low rate of patient acceptance of their treatment plans. Many dentists and their teams lack a system for effectively examining and communicating treatment needs to their patients. Consequently, the rate of acceptance for recommended treatment is low, resulting in a loss of income to the dental practice.
4. High practice overhead (over 60%) and low growth. This is due to a lack of budgeting, low acceptance of treatment plans, no payment at the time of service, high rate of insurance write-offs, and unclear payment policies.
5. Unproductive or no regularly scheduled team meetings. Many practices lack interpersonal skills to build a great team. Many have no morning huddles, no systems for solving problems, no systems for resolving conflicts.
My work focuses on these five outcome-oriented strategies:
1. Establishing a clear direction and purpose for the dentist and the practice by creating a realistic mission, vision, shared values, and goals, setting the stage for the dentist to build a team that is focused, collaborative, goal-oriented, accountable, and fun.
2. Improving practice efficiency and productivity by teaching the dentist and the team in the areas of leadership, effective communication, goal setting, scheduling, accountability, problem-solving, and conflict resolution.
3. Developing a system for communicating with new and existing patients to improve rapport with patients, increase “word of mouth” patient referrals, increase patient acceptance of treatment recommendations, reduce number of broken appointments, reduce insurance dependence, and improve collections.
4. Streamlining practice systems to schedule more productively, improve collections, reduce practice overhead, and improve overall happiness of the dental team.
5. Building a patient-centered practice that continuously evaluates their actions and answers the question, “How can we (the dentist and team) provide better care for our patients?” This continuous focus to improve will result in a practice that has a strong “word-of-mouth” referral, is one that is filled with patients you enjoy caring for and is one that is profitable.
It’s these five strategies that will help you achieve a practice that is fulfilling, fun, and more profitable.
What can you expect to gain from working with me?
You will have a clearer picture of having the practice of your dreams. Not only will you have a clearer vision, but you will also have a plan and a team to help you reach your goals and achieve extraordinary results.
You’ll have “flow.” You’ll feel happier and more in control of your life and your practice. You’ll have the skills to effectively build that great team, one that is more productive, more collaborative, and a pleasure to work with. Your patients will feel that you have a better understanding of what’s important to them.
Your practice will run more efficiently, you’ll be more productive. It’s amazing how the practice production increases and overhead decreases when relationships are strong, the mission and vision are clearly defined, and the common values of the team are understood and direct everyone’s behavior.
You’ll feel more confident presenting ideal treatment plans to your patients. You’ll have a system that involves new and existing patients in their dental health care decisions, from the first phone call to the final treatment presentation. It’s a co-discovery process that enhances the patient’s experience with you and your team, preparing them to say “yes” to your treatment recommendations.
You’ll experience more joy, more fulfillment, and achieve extraordinary results. As you become a better communicator and leader of your practice, you’ll have a clearer picture of the practice you desire, along with a clearer understanding of how to build and nurture a great team. As a result, you’ll do more of the dentistry you love, dentistry that truly helps your patients, and together a method that sets you up to successfully achieve your financial goals.
How is my approach different?
My work has been developed from 34 years of experience as a general dentist, running a very profitable solo private practice, combined with years of intensive study in leadership and communication. I know what it takes to have a rewarding dental practice, one that is fulfilling, fun, and profitable.
I also know that having a successful practice requires more than just being a technically excellent dentist. It’s about having strong relationships with your team members and your patients. It’s “connection before credentials.”
In my approach, I consider “the hands, the head, and the heart.” The “hands” looks at “what you do.” It refers to the number, variety, and quality of the services you provide. The “head” looks at “how you do it,” how you manage the business of your practice along with how you manage your relationships with your team and your patients. The “heart” looks at “why you do the things that you do.” And the “heart” is where you will discover and learn a deeper meaning for your work and your relationships.
It’s a people first, numbers second approach. Over the years, I discovered that when I started to focus more on my patients and team, and less on the “numbers,” I was happier, my team was happier, and my patients were happier. As a result, my practice grew at a much faster rate than when my sole focus was on “making money.”
My philosophy is that “your profits are a reflection of the care you provide for your patients and your team.” Once you learn how to build rapport and effectively communicate, you won’t have to chase the money, it will chase you.
Building Your Practice Through Building Relationships
Learning how to be a great leader of your practice and how to communicate more clearly, are the keys to your success, helping you do more of what you love, with a team you love, and with the patients you love. Individually, and in groups, we’ll meet, talk, role play, and set goals. You’ll apply what you’ve learned to make your communication and messaging crystal clear.
Building your dental practice is about building relationships. As you strengthen all of your relationships, trust grows between you, your team, and your patients.
You and your team will improve how to effectively communicate the value of your services so that your existing and prospective patients will become more interested in your dentistry, and ultimately accept your treatment recommendations.
What does this program help you avoid?
“One-size-fits-all” consulting programs. These types of “canned” programs address implementing systems regardless of the current state of a dental practice. Solely implementing systems fails to address the “most important things,” the vision, mission, values, and dynamics of the practice.
Why is this important? Dentists need to know where they want to go prior to taking the steps to get there. These “one-size-fits-all” programs don’t address the bigger picture; they “put the cart before the horse.”
Short-term quick fixes. Programs that focus solely on money and systems implementation usually produce results that don’t last over time. In a sense, they only address what’s most urgent, “what we need to do,” instead of defining what’s most important and understanding the reason “why we need to do it.”
How do I work with my clients?
I offer an individualized coaching and training program designed to meet your needs. The timeframe of the program varies depending on your individual, team, and practice needs. To get started, I recommend a two-day on-site visit.
On day one, I will simply observe and interview your team members. On the second day, we will spend a lot of time clearly defining your personal and practice goals, as well as the goals for your team, and your patients. Once, we have a clear picture of your desired outcome, then we will outline the steps to help you get there.
Each month, you and I will have three, one-hour, virtual coaching calls. Once a month, I will meet virtually with you and your team. Your willingness to be vulnerable, to be honest with yourself and me, to do the work, to embrace new thoughts and ideas, are the keys to helping you achieve your goals.
We will work together on a month-to-month basis. I value mutually trusting relationships. My main desire is to help you achieve meaningful results. If at anytime, you don’t see the value in the work we are doing together, you simply provide me with a written 30-day notice to cancel our arrangement. At the same time, if I sense a lack of trust or disinterest from you, I, too, can end our consulting arrangement.
Your Next Step…
If you think working with me might be beneficial for you and your practice, click on the “Free 30-Minute Consult” tab and I’ll set up a time to answer any questions you may have, to learn about your needs, and to make sure that this program is the right fit for you and your dental practice.