Dental Anxiety

Patients pick up on subtle things in dental offices. Almost everybody has some level of  anxiety when going into a dental practice. My father used to say “When our anxiety level is up a little bit, our antennae come out.” We pick up things we wouldn’t normally pick up. We notice things we wouldn’t normally notice. We’re irritated by things … Read More

Build Value to Increase Case Acceptance

We all too often assume that if insurance doesn’t cover a procedure, that a patient doesn’t want it done. We forget one thing: Patients will find a way to pay for something if they truly want it. So we should focus on helping them understand their needs and then help them to determine what it is they want. Here are … Read More

Capacity Blocked Sweet Spot (Part 4 of 4)

In previous articles we have talked about the downsides of being at full capacity. We have talked about how capacity blockages inhibit growth and how to remove them. This is built on the assumption that practices naturally will grow and that they want to as well. Today, we’ll discuss the two different ways practices choose to plateau and the results … Read More

How To Remove Capacity Blockages (Part 3 of 4)

Previously we spoke about capacity blockages. We learned what they are and how they inhibit the growth of a practice. Today, we’ll talk about the process involved with removing these blockages. Just like the symptoms are not always clear, the solutions may not be as easy as they seem. Eliminating production blockages almost always involves investment in people, technology, equipment, … Read More

Symptoms of Capacity Blockages (Part 2 of 4)

In a previous article, I spoke about capacity blockages and how they keep your practice from growing. I offered examples of blockages such as room turnover inefficiency and  lack of standard clinical protocols. I explained that the secret to super productive practices comes from how they remove these blockages by identifying the symptoms early. I thought it would be worthwhile … Read More

Are You Capacity Blocked? (Part 1 of 4)

I have observed dentists who produce $200,000 per month easily and other dentists who struggle to produce 20% of that. What is the difference? The myth is that super-productive dentists do a lot of big cases. The reality is that hyper-producers mainly do bread and butter dentistry. They have simply eliminated blockages to production. It’s our belief that practices will … Read More

3 More Ways To Increase Your Case Average

In a previous post, I detailed the three of nine ways I see to increase case average. Some of you were interested in knowing the full list. I won’t share the entire list here but I will share three more ways:   4.) Hygiene Pre-Sell Before the doctor arrives, have hygienists talk about the conditions they see and explain what … Read More

How To Create An All-Star Team

We all want a team of all-stars to work side-by-side with. Many offices find that they tolerate difficult employees more than they normally would. The reason is that they struggle to find good new employees. So how do you assemble a great team? Take a moment and consider the following: Stick to your standards – If you hire issues, you’ll … Read More

4 Ways To Ensure Patient Retention

Case acceptance is about how well you are taking patients from their current state of dental health to the next level. If you struggle with case acceptance in new patients, consider this idea: returning patients are better able to accept future treatment, in greater amounts, than new patients. Increased case acceptance is therefore related to patient retention. Here are some … Read More

How To Promote a Positive Workplace

If you don’t pay close attention negativity can creep into any organization. Dentistry isn’t an exception to that rule. Here are some ideas on how to actively maintain a positive workplace for your employees.     Institute Traditions: At my practice we start each of our meetings with “the positive focus”. We each take a minute to go around and … Read More