More Effective Team Meetings

Does your team dread coming to the team meeting? Do your employees often end up working through meeting times? This is usually because Team Meetings turn into gripe sessions, or we don’t prepare well and we just ramble on without direction. If we don’t feel our time is being utilized effectively, we aren’t going to feel positively about having the … Read More

Secrets To Increasing Case Acceptance with Real Financial Options

“I would like to have it done, I just can’t afford it.” “I know I need to get this taken care of, I just don’t have insurance.” Sound familiar? Many times we do a great job with case presentation, only to miss the opportunity for completing treatment due to financial concerns. Remember, questions about cost are good questions. It is … Read More

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

Conforming To Your Patients

Each year, dental consumers are becoming more demanding. The old paradigm of patients conforming to the wishes and preferences of dentists and their teams is failing. As dentists and providers, we can no longer pretend like we can make commands and the patients will simply follow. To explain this concept, let’s look at new patient appointments: One example of where … 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