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TRANSITION TO COMMISSION

The hot topic I keep being asked about is how to convert hygiene pay to a commission or hybrid pay. While I have written on this before, I want to take a different approach to it by analyzing this dilemma …

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FAILURE TO LAUNCH

Just over two years ago I wrote an article entitled “Failure to Thrive”. Click here and take the time to read or re-read it. It goes hand in hand with the idea of “Failure to Launch”. Over and …

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BEGINNING WITH THE END IN MIND: TERMINAL GOALS

At my age, I don’t like anything that mentions “terminal”. Just this one time I will assume we are not talking about my “use before date”. With every end of a year, we face a new beginning. For a few, …

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4 ACTIONS YOU MUST TAKE TO SUCCEED – ACTION #4: “WHATEVER IT TAKES”

Attitude and culture trump every other consideration including clinical excellence in the New Dental Economy. A few years back I read one of the best books on leadership in a dental practice that I have seen. Dr. Joel Small, an …

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4 ACTIONS YOU MUST TAKE TO SUCCEED – ACTION #3: DO PEOPLE LIKE YOU?

In any small, consumer driven business, having people that “like” you is key. Most great dental practices are driven by the personality, charisma, and horsepower of the owner. The opposite is true in practices that struggle because of a lack …

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4 ACTIONS YOU MUST TAKE TO SUCCEED – ACTION #2: IT’S AS EASY AS 1, 2, 3

According to John Gardner “Most organizations have developed a functional blindness to their own defects. They are not suffering because they cannot resolve their problems but because they cannot see their problems.” This can explain a lot. First and foremost, …

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4 ACTIONS YOU MUST TAKE TO SUCCEED – ACTION #1: WHY ACT?

I truly believe that there is no real learning without application. You have to act. The typical ready, aim, aim, aim, aim, aim, fire isn’t good enough. Reality looks like this:

Listening is not hearing
Hearing is not knowing
Knowing

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The Cycle of Life

It happened again. In spite of your best intentions, you forgot or postponed, or you put it on the back burner till later. But you are busy. You’re just spending all your time planning that great vacation, or new house, …

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CLINICAL MARKETING – PART 2

Just a reminder that we spent last week beginning this topic and we will finish up today. Clinical marketing is not telling people what services you offer. Instead, it is actual things you can do around delivering clinical excellence that …

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CLINICAL MARKETING – PART 1

The title may be a little deceiving if you think we are going to discuss marketing your clinical services. I was asked in a seminar as to what is the best marketing strategy and while all of those campaigns that …

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