Remember when high tech was all the rage? Now, we all have digital X-rays, lasers, and computer assisted this and that. So, high tech is a given. No one is going to be ogling over your laser this week.
High Touch is the future of your business growth. I’m not about shaking hands. I’m talking about finding a balance between the high-tech skills and high touch skills of your practice … the latter being activities that keep us human, happy and healthy.
Show your patient how their oral health impacts their overall health and you will have a win-win-win situation (your personal and professional satisfaction; your patient’s health; and the third ‘win’ is the business bottom line).
Next week … we open the vault here at The BioCompatible Difference and the bargains begin. All of our programs are High Touch, easy to implement and dollarable.
You know what I think is happening? I think you might be wasting your new patient exam.
I think that’s why you need MORE new patients. Because, your new patient exam and treatment plan yields an average new patient value that’s close to the national average (<$2000). This is why you need to have plenty of resources (new patients) … in order to waste so many.
The new patient exam is on your terms … isn’t it?
The New Patient Grid™ - the 5 Step Formula will be starting in a couple of weeks. How would you like to improve your average new patient value? Then … when you only get 10 new patients a month, you’re still doing great. Make sense? And, if you did get 20 new patients, you’d start growing your practice at an unbelievable rate!
That’s what The New Patient Grid™ does best. Grows your business. It’s good.
So, don’t waste your new patient exams.
See you in a couple of weeks.
Are we just going to continue to think that what we do as dentists won’t impact the whole-body health of our patients?
As you well know, I am concerned with the BioCompatibility of the materials we use to restore people and how this impacts their health … structurally, biologically, functionally, emotionally, etc.
But that’s not the total BioCompatible Difference.
Dentistry’s tectonic plates are shifting! We are entering into an era of dentistry that takes us to new heights. New levels of care. New areas of focus. New beginnings for thought.
And it will stretch your limits. And once your mind is stretched … it will not return to its original shape. You will think differently.
So, what about this: (WARNING! Don’t read this if you just want to fix teeth for the rest of your career.)
The BioCompatible Difference is not an endpoint. It is not a goal. It is a path you take to reach your own destination. Whatever it is. We merely focus the accuracy of your direction.
In the past year, I have visited my Dentist, my Estate Attorney for some family business and Revocable Living Trust stuff. I also had my yearly meeting with my financial guy.
The Estate Attorney: “I need to know if there are any immediate changes you need to make to your will and any changes you want to make to your Revocable Living Trust? There were. “I also want to know who your beneficiaries were … any changes?” There was. “Who is the executor of your will … any changes with this?” There was. “How do you want to take care of your heirs in the event of your death?” Some changes here, too.
So, she was doing her job. Taking care of me, short term issues and long-term planning.
The Certified Financial Planner: “So, what does your immediate portfolio look like and how much are you able to fund your retirement? I told him. “I need to know your risk tolerance for investing, too.” Not too risky, please. “We will look at your long-term financial goals and I also want to know your life-style goals for retirement and create a plan to meet them.”
So, he was doing his job. Taking care of me, short term issues and long-term planning.
The Dentist: “I can fix that tooth on the top right for you today, get your teeth cleaned and you’ll be good to go.” “Your insurance still with Delta?” “God, see you in 6 months.”
Are you struck by a new thought? I was.
Not every profession is satisfying. Not every dentist is happy with their position in life. Making a difference in someone’s life can be sooooo powerful.
We have the power to make people healthier …
We have the power to make people more attractive …
This power is invisible. Folks come to us to bask in this power.
This invisible power … is trust.
Sure, you’re doing the right thing for your patients in the hygiene chair. You’re cleaning their teeth, checking for oral cancer, checking for cavities … the usual stuff. It’s National Dental Hygiene Month … so, we should be promoting fresh breath, strong teeth, and healthy gums … more usual stuff.
But, how are you celebrating your hygienist? You don’t have to wait till that week in April that is set aside to celebrate the hygienist. Do it now. It’s part of marketing your practice.
Its internal marketing.
Your hygienist is THE most powerful resource you have in your practice. She deserves some recognition this month.
Is your hygienist marketing your services/favorite procedures in her chair? Or is she just cleaning teeth?
It’s the three R’s for the hygienist (no … it’s not Reading, wRiting and aRithmetic).
The three R’s are … Recognizing, Recording and Recommending … and not just recession, bleeding points and other periodontal concerns. She will be an HUGE asset if she is co-diagnosing fractures in teeth/open contacts/marginal discrepancies/cosmetic concerns/occlusal wear concerns/ … and ortho/sleep apnea/etc. … the list goes as far as your services that you provide.
If she is following the hygiene three R’s, you have done a good job with her education. If not … why not?
Is your only proposal for treatment presentation occurring at the new patient appointment? It’s a dreadful limitation to your growth if you think so.
The hygiene appointment is a great marketing opportunity. Beware … if the patient gets too comfortable with the “just here to get my teeth cleaned” routine of the hygiene appointment … it could also be the mindset of your hygienist, not just the patient.
This month is National Dental Hygiene month. Offer your hygienist the gift of education to help her career and to help her patients.
BTW: you and the business also benefit.
So, leave your comment below … I look at ALL of them. And be sure to follow us on social media for more tips to improve the health of your patient, your practice, and YOUR paycheck.
I just explained my plan for treatment to a new patient this morning.
I didn’t do a great job on my homework or case presentation for this patient. She left confused and wanted it all down on paper. I could have done better. I should have done better … for her. She’s questioning. I got no commitment.
I know, I know … I’ve got to eliminate any confusion when I have their attention. I’ve got to have the answers. I’ve got to diagnose, digest and present a clear solution because they don’t know the questions to ask.
And, they won’t chase you to get them. You lose.
We like new patients. We like getting more new patients. Not the emergency kind of new patient, but, the kind of person that comes in and wants to keep their teeth healthy.
And, everybody is different.
A). Some new patients are going to want to know how long the procedure is going to take? They want to get ‘in and out’ of your office … get everything over with! They don’t want to know anything else!
B). Some new patients want to know other things. They wonder where the money’s coming from for all of the work the dentist is going to find?
C). Some new patients want to know exactly what you are doing to them. You know, they lay there with their mouth wide open in submission. They’ve given up control of their body and that’s an uncomfortable place to be. They’re afraid. So, when you’re working on a patient, tell them what you are doing … so they don’t have to wonder “what the hell’s going on?”
And we wonder why some people fear the dentist!?
It’s not always about physical pain. Sometimes it’s about laying there and surrendering control. Relinquishing your power.
And the lack of personal control is agony. Isn’t it?
Give some control back to your patient. Talk with B). and C).
Got an email yesterday and the headline was …
Maximize your patient flow to maximize your profit. I thought … “you want me to add more patients to my schedule?”
It went on …
The more patients you can see in a day, the more efficient and, of course, profitable you will be. I’m thinking … “Really, you can’t be serious!!!”
I’m supposed to add more patients to my daily schedule, stress my staff, add more capacity, more of everything to see more patients in a day. I’m supposed to work harder and see and service more patients each and every day. And I’m supposed to pay THESE GUYS so they can tell me how to work my ass off for a bit more money and more overhead.
NO! This is backwards to what we teach. No “you don’t need to see more patients each day”. No “you don’t need more capacity.”
I want to work on 6 patients a day, see 8 hygiene patients, reach production goal on the doctor’s side (in the morning … think about THAT for a minute), and, WORK LESS!!!
No increase in overhead. No need to think that you need to flood your office with a bunch of new patients to be more profitable. Just improve your systems and strategies with the number of new patients that you are currently getting … and increase your production. Less is more! You’ve heard THAT before. Do you believe it?
Or, do you believe the guys who are trying to work you to death … and you just pay them to tell you how. No.
Less is more.
Dr. Peter Evans is a practitioner, author, speaker and international dental coach. He is the President of The BioCompatible Difference, LLC