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Think You’re the Boss?


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By: Steven J. Anderson
 

If you are a dentist, have you ever considered that your most valuable asset for the health and growth of your practice is right in your office every day? It’s not something that shows up on the balance sheet, it’s something, or somebody, who shows up every morning.

That asset is the people with whom you choose to surround yourself. Many dentists miss the fact that their team either moves the practice forward, or holds it back. How you manage this asset will determine the direction of your practice.

Here are some indicators that you are managing in the wrong direction:


EFFECTIVE Weekly Meetings… DO this & AVOID that!


aaronBy: Aaron Ganir

Benjamin Franklin said it best, “If you fail to plan, you are planning to fail.” Anyone can make a list, talk about an agenda, or acknowledge that there are problems that need to be fixed. But, how do you bridge the gap between knowing and actually doing? The answer is EFFECTIVE PLANNING! Every team is different, but here are my top 10 tips that will help transform your team meetings into an effective planning session that will produce results!


Marketing on a dime


by Deborah StephensMarketing on a Dime

Before you spend one more dime on marketing, consider the many ways there are to market your practice that work and won’t “break the bank.” Here are my top 3 suggestions for marketing on a dime.


The Importance of GRATITUDE as an Attitude


Susan Pruitt 5 Steps to WOW your Patients and Increase Production

By: Susan Pruitt

Have you ever considered thanking your dental patients? We all love to be appreciated because it fills us with positivity and confidence! Although we readily receive thanks, how often do we sincerely extend thanks to someone else—specifically our patients?

We all know that our best patients come from referrals. When you take the time to show gratitude to your best patients, they recruit new patients for you through word of mouth! As the Community Marketing Director for Total Patient Service, I want to share with you 5 steps to wow your patients and increase production by simply showing gratitude!


No More Morning Huddle!


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For over 25 years, I have taught the value of having a morning huddle. We’ve produced agendas. We’ve trained and retrained. We’ve spoken about it at seminars, workshops and on-site visits. Now, in what may sound like a contradictory move, we are officially banning the morning huddle. No more. Don’t do it. Save the time and save the hassle.

Here’s why…

What’s in a name? Sometimes the title or name that we give things ends up taking on so much baggage it becomes difficult to remember the real meaning. Yes, teams huddle on the field, but it is a brief meeting where one person calls the play and every yells “break.” Well, dentistry isn’t football. In fact, the most effective teams we have worked with don’t have a morning huddle at all. They have transformed the “get together and call the play of the day” morning huddle into something we have coined the “Morning Opportunity Meeting” or M.O.M. for short.*

The primary thing that characterizes the M.O.M. is its middle name: Opportunity. The primary focus is uncovering, strategizing, and planning around the day’s opportunities. Done correctly, everyone has a say and everyone has a part to play. Here are just 3 examples of the opportunities we are talking about…


That’s Way too Much Money


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The Secrets of Helping Your Patients Pay

By Tanya Bailey

When was the last time you heard your treatment coordinator say the patient didn’t schedule because the patient didn’t have the money or they had to go home and think about it? If you’re like most practices it was probably yesterday. In fact, when you have team meetings, there is likely a lot of discussion centered on the perceived obstacle of money. Is it really true that your patients don’t have the money or is it more likely that it is just the path of least resistance? When the hurdle is money, do we move on to the next patient and hope they have saved up some money for their dental treatment?

Is your focus on the clinical problem? Is your case presentation built around pointing out the clinical condition and then trying to persuade or educate them into acceptance? If you answered yes to one or both of those questions, then read on and see how you can hear YES more often and unlock the safe to your patients financial acceptance of your treatment plans.


A “How to Guide” on Building Great Team Morale


aaronBy: Aaron Ganir

You’ve all heard it, you may claim to know it, and I’m willing to bet you’ve experienced it. THEY say employee morale is directly tied to productivity. When stress, unhappy employees, and a lack of gratitude collide; your productivity will crash and burn. If this sounds familiar, simply hit the brakes, reverse this practice killer, and open your eyes to a world of opportunities so you can build strong team morale.

So what are the best ways to boost, lift, and energize team morale? The first thing you must remember is… “It works when you WORK it”. Don’t expect to fix, patch, or solve anything over night. However, the following game plan will help you fast track your results to build, maintain, and sustain a great work environment.


Prophy vs. Periodontal Maintenance


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Why don’t my patients perceive a difference?

By Shanalee Ackerman

Why don’t patients understand the difference between periodontal maintenance and a prophy? In many instances patients state that the “cleanings” feel the same, but cost more. The complication arises in our own understanding of the clinical differences between a prophy and a periodontal maintenance appointment, the struggle to develop the proper verbal skills to discuss these significant differences, and helping patients feel the difference.

Prophy Defined

The dental prophy is intended for people who do not exhibit any of the signs or symptoms of periodontal disease. Symptoms of periodontal disease include:

  • Bone loss,
  • Bleeding,
  • Mobility,
  • Exudate, and
  • Recession with or without furcation involvement.

A prophy is a preventive procedure for patients who do not have periodontal disease and should only be used with patients who are periodontally healthy. The CDT-14 book of dental codes published by the ADA defines a prophy: “Dental Prophylaxis – D1110 – Removal of plaque, calculus and stains from the tooth structure in the permanent and transitional dentition. It is intended to control local irritational factors.” A prophy, therefore, is for healthy patients and is intended to help keep them that way.


Creating a Culture of Success by Confronting Behavior NOT People


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Managing a well-managed team

By Tanya Bailey

Successful teams thrive when everyone on the team shares the same vision, work ethic, and commitment to one another. Conflict is a natural part of working together. How conflict is handled impacts the current and future culture of the practice.

It’s a normal day in the office, production is great, a patient just accepted a big case, but there is something nagging at you in the back of your mind. A key team member continues to show up late to work disrupting your morning meeting. You have not said anything about it because you thought it was just an exception but it has happened three times now. You want to ignore it or pretend you didn’t just see it. Then your next thought is you hope it blows over and she does not do it tomorrow. Tomorrow comes and then she shows up late again. Now you have a choice to make. Either continue to ignore the behavior and send the message to the rest of the team that behavior like this is acceptable, or address the behavior with the team member and send the correct message to the rest of the team. You know the right thing to do, but doing the right thing is sometimes the hardest thing to do!


The Patients Next Door


chrisTaking a quick step out the front door of your practice to market in your community can open a window of opportunity.

Recently I stepped into a dental practice where the moment I walked into the reception area I was impressed by the beautiful décor and bright smiles at the front desk to greet me. Venturing down the hallway, I quickly noticed the treatment rooms decked out with THE most advanced technology as well as high-end products for home care. As I passed each room, team members dressed in impeccable scrubs waved with gloved hands and whispered warm hellos beneath the shield of a mask. I eyed each wall adorned with various certificates of achievements from endeavors in the dental field. I thought to myself, “What an amazing place! Every patient should want to come here!” Like a human GPS I steadily made my way down another hallway to find the doctors “cave” to which a number of lab coats in swivel chairs whipped around to greet me, and almost as if on cue, the doctors cried out, “Chris–WE NEED MORE NEW PATIENTS!!!”