Most of you have heard me tell you about my past: Divorce, cocaine, faith, and a new life. I want to take a couple of articles and discuss money as it applies to both practice and life decisions. I believe that money in the context of our practices is the best indication of the amount of “service” we render our patients. It is just a measuring ...
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One of the most prevalent characteristics of a “Donor” practice is high staff turnover. If you are not keeping staff for 5 or more years, you are a donor practice. High staff turnover also indicates poor systems, management, leadership, and culture in your practice. I have yet to find any demographic justification for not having long-term ...
Read MoreDirect referral percentages are the most important data every office should look at. This percentage is your semester grade in growth and consumerism. Failing to achieve at least a 50% referral rate is an indictment from your patients of record that they don’t like something. Believe me, low referral rates mean a slow death spiral of profit and ...
Read MoreI am probably going to get a lot of negative feedback on this topic. I want to talk about underperforming hygiene departments. Whether you have one or a dozen hygienists, you need to look at hygiene as the hub of your entire practice. Hygiene services should be brining in at least 33% of your entire practice production. Hygienists should partner ...
Read MoreEveryone needs to understand the rules of the game. What does it take to score? What can and can’t you do? Where are you now? Without these fundamentals you walk onto the field in a daze and probably will never succeed. These are short but very important. I touched on them in earlier articles but I want you to take a look at these as stand alone ...
Read MoreCase presentation hinges on an ability to balance your approach for each and every patient. Also, it would be a huge mistake to think that these articles about case acceptance are pointed just towards the doctor. In fact, your staff is more important in each of these steps than you are. Share the articles with them and use them as impetus for a ...
Read MoreYou will never go any further in your practice than the person who has the lowest commitment to your culture and vision: the same as the strength of a chain being no stronger than the weakest link. In the past I have referred to these employees as energy vampires. In a way I think you could also refer to them as toxic workers. They come in many ...
Read MoreToo often we find ourselves chasing goals that we never took the time to really understand. In this instance, increased case acceptance hinges on several important aspects of human nature. We have taken lots of time to discuss consumerism, what real case acceptance is, and what patients really want from their dentist. I want to take the time, in ...
Read MoreIn the last two blog posts, I proffered the idea of going for it this year by dedicating $4,000-$5,000 a month, or about 5% of your collections, whichever is higher, to super charge your schedule and profitability. The second post posed the question: Are you marketable? I wanted to add this next addition by saying that it is the introduction to my ...
Read MoreI was visiting an office last week and wanted a unique strategy to give them some momentum and direction for their practice to grow. I had done this once before with so-so results but I just knew this office would really shine. This strategy can be a game changer. Experiencing the Power Day can reset your deserve meter and fundamentally change the ...
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