Should You Add Capacity? See if you can find the answer in this update from me about my practice.
I hope you've been doing well! July has been an especially WACKY (but GREAT) month for me. A long vacation with the family at beautiful Figure 8 Island, NC...a 2-day meeting with my "Marketing Millionaires Mastermind" group...and a rare speaking engagement at Dr Tom Orent's annual GEMS Super-Conference jammed my already busy schedule.
On top of that, Rachel (my 2-day hygienist) just gave birth to her first baby, little Anna Grace, on July 7! So we've added a wonderful new hygienist, Jennifer, to our team, who will actually continue as a 2-day hygienist even when Rachel returns. Added to Mary Catherine (4 days/wk), this will increase our hygiene capacity by 33%! And it's a good thing, because...
...We now have a new DENTIST, Dr. Ryan, working with us one day per week. A recent graduate of dental school, he (ironically) LOVES endo. That's a match made in heaven for me, 'cause I'm quite frankly not a fan of "cleaning out the pipes"! He's already getting rave reviews from our patients. This addition will add 25% of "doctor time" to our schedule...until I feel he's ready to run the show while I back down to 3 days per week.
With him doing endo regularly and my less productive procedures as well, my eventual 3 days will become just as productive as my current 4-day schedule. Then Dr. Ryan may add a day!
Why am I making all these changes at once? Because we're overdue for them. New patient appointments are 4-6 weeks out... longer treatment appointments are just as far out. Although many practices brag about such backlogs, they are NOT good. Instead, they give patients a great reason to cancel, or find another dentist who is more accommodating...even if they SEEM to love you.
So I'm adding capacity. Perhaps even more than I may need right now? Why? Because I want to GROW the practice 30% this year. Besides, I've got to have somewhere to put all the new patients that April is going to drive into the practice. Did I forget to tell you about her? She's my NEW "marketing implementer", and she starts TODAY!
You see, even if you already have an ultra-successful practice, you can grow it further still. And one great way to do that is to ADD CAPACITY...even BEFORE you think you need it.
Most doctors think you need to have a jammed schedule before you add hygiene days, for example. It's actually the opposite. Adding hygiene days CREATES a jammed schedule! But there is a big "IF". And that is, IF the practice marketing and business systems are in place and humming along.
Look at any well-run retail store or restaurant and you'll notice that they all have more "points of sale" than they need the majority of the time. More cash registers, more tables, etc. But at PEAK hours, they're full. It's a good lesson for us, when we get "stuck" on our current level of capacity. The "extra" chair time doesn't have to be full ALL of the time at the beginning...but eventually it will be!
Opening up your schedule is like opening up the floodgates. So examine your current situation, and look for opportunities to add capacity. Then POUNCE on them...and watch your practice grow!
All my best,
Chris
Jul 23, 2007
Jun 21, 2007
Your Most Valuable Business Asset
I hope this message finds you well.
What's the most valuable, meaningful asset in your practice?
Is it your equipment? No.
Your building (if you own one)? No.
What about your team? With all due respect, No.
Without question, your most valuable, meaningful asset in your practice is your PATIENT LIST. The actual list of your patients, active AND inactive, if utilized properly, can literally build wealth. Problem is, it also is often the most neglected asset in your business.
You can harness the power of your patient list relatively easily, but it does take some effort, diligence, and consistency. How can you do that?
STAY IN TOUCH!!
That's right! Simple as it sounds, ask yourself if you're staying in touch with your patients on a consistent basis. I myself have been guilty of not maintaining enough regular contact with my own patients. And I know better! Well, if you didn't before, now you do too!
So...how often should you "touch" your patients? My answer may surprise you. Nowadays our population is so transient, their minds cluttered with so much "mental garbage", that what worked yesterday won't even make a dent today in your patients' lives.
My recommendation is, at a BARE MINIMUM, that you contact your patients at least once monthly to keep your name and practice at the top of their "dental consciousness". However, WEEKLY is far better! That's right, 52 contacts per year! And recall cards don't count!
You may be thinking that 52 contacts per year is way too much. Well, it's not, as long as you can adhere to 2 simple rules:
1- Don't be boring
2- Mix it up...use various means of contact
In your next E-Alert I'll review several different methods that you can use to keep things interesting and stay in touch with your patients on a consistent basis. You'll build loyalty among your patients, not to mention multiples more referrals, if you do it right!
All my best,
Chris
PS: If you're not a member of Dental Insiders Alliance, then you're missing out on what current members are calling their "Shortcut To Success". Now's your opportunity to take a free 2-month "test-drive" of Preferred Membership in DIA. Click this link to check out all the guaranteed benefits you'll get, including "The Most Amazing Free Gift Ever", worth over $2173.00!
www.DentalInsiders.com/testdrive
What's the most valuable, meaningful asset in your practice?
Is it your equipment? No.
Your building (if you own one)? No.
What about your team? With all due respect, No.
Without question, your most valuable, meaningful asset in your practice is your PATIENT LIST. The actual list of your patients, active AND inactive, if utilized properly, can literally build wealth. Problem is, it also is often the most neglected asset in your business.
You can harness the power of your patient list relatively easily, but it does take some effort, diligence, and consistency. How can you do that?
STAY IN TOUCH!!
That's right! Simple as it sounds, ask yourself if you're staying in touch with your patients on a consistent basis. I myself have been guilty of not maintaining enough regular contact with my own patients. And I know better! Well, if you didn't before, now you do too!
So...how often should you "touch" your patients? My answer may surprise you. Nowadays our population is so transient, their minds cluttered with so much "mental garbage", that what worked yesterday won't even make a dent today in your patients' lives.
My recommendation is, at a BARE MINIMUM, that you contact your patients at least once monthly to keep your name and practice at the top of their "dental consciousness". However, WEEKLY is far better! That's right, 52 contacts per year! And recall cards don't count!
You may be thinking that 52 contacts per year is way too much. Well, it's not, as long as you can adhere to 2 simple rules:
1- Don't be boring
2- Mix it up...use various means of contact
In your next E-Alert I'll review several different methods that you can use to keep things interesting and stay in touch with your patients on a consistent basis. You'll build loyalty among your patients, not to mention multiples more referrals, if you do it right!
All my best,
Chris
PS: If you're not a member of Dental Insiders Alliance, then you're missing out on what current members are calling their "Shortcut To Success". Now's your opportunity to take a free 2-month "test-drive" of Preferred Membership in DIA. Click this link to check out all the guaranteed benefits you'll get, including "The Most Amazing Free Gift Ever", worth over $2173.00!
www.DentalInsiders.com/testdrive
Jun 15, 2007
Happy Father’s Day Wishes!
With Father's Day rapidly approaching, I've whisked the family away to the beach for a long weekend of fun and sun and relaxation...not that you can actually relax that much when you've got 3 kids under 4 years old!
But it's soooo worth it, isn't it? If you're a DAD, Happy Father's Day! If you're not, then Happy Father's Day to YOUR dad, or your husband if he's a dad. If I still haven't covered you yet, well...there's a dad in your life somehow, so send him my best!
Just 6 1/2 years ago I met my lovely wife Elizabeth. Back then I couldn't imagine life with one kid, much less the three we have now. Today I can't imagine my life without them! Reid, Kenan, and Olivia are my inspiration, along with Elizabeth of course. It's so wonderful to be a dad.
I wish you a MAGICAL weekend, whether you're a dad or not!
All my best,
Chris
PS: Want to turn your dental team meetings into true "Power Hours"? Starting Tuesday, July 24, 2007, you can! That's when I'm starting the "Power Hours Formula / Instant Team Meetings System for participating member practices.
I will be conducting scheduled "Instant Team Meetings" via the telephone, each covering one primary practice building topic that can have an IMMEDIATE impact on your bottom line.
These tele-coaching calls are for the doctor AND the team. This is the ONLY comprehensive, LIVE tele-coaching series in dentistry that is delivered during business hours! And if enrolled you'll have 24/7 access to all completed calls, so you and your team can listen to them ANY TIME!
Special premium bonuses are currently offered, and the fee has been slashed, but the offer expires TODAY. Click the following link for complete information, including call topics and to enroll, while there are still slots available!
www.InstantTeamMeetings.com/enroll
But it's soooo worth it, isn't it? If you're a DAD, Happy Father's Day! If you're not, then Happy Father's Day to YOUR dad, or your husband if he's a dad. If I still haven't covered you yet, well...there's a dad in your life somehow, so send him my best!
Just 6 1/2 years ago I met my lovely wife Elizabeth. Back then I couldn't imagine life with one kid, much less the three we have now. Today I can't imagine my life without them! Reid, Kenan, and Olivia are my inspiration, along with Elizabeth of course. It's so wonderful to be a dad.
I wish you a MAGICAL weekend, whether you're a dad or not!
All my best,
Chris
PS: Want to turn your dental team meetings into true "Power Hours"? Starting Tuesday, July 24, 2007, you can! That's when I'm starting the "Power Hours Formula / Instant Team Meetings System for participating member practices.
I will be conducting scheduled "Instant Team Meetings" via the telephone, each covering one primary practice building topic that can have an IMMEDIATE impact on your bottom line.
These tele-coaching calls are for the doctor AND the team. This is the ONLY comprehensive, LIVE tele-coaching series in dentistry that is delivered during business hours! And if enrolled you'll have 24/7 access to all completed calls, so you and your team can listen to them ANY TIME!
Special premium bonuses are currently offered, and the fee has been slashed, but the offer expires TODAY. Click the following link for complete information, including call topics and to enroll, while there are still slots available!
www.InstantTeamMeetings.com/enroll
Jun 12, 2007
Weekly E-Alert: “I can help you!”
This week I want to share with you a little secret that can have a BIG impact on your practice. But I've got to build up to it with a little "rant". Enjoy!
I have to admit that there are a bunch of things that really BUG me. At 39 I'm relatively young, yet sometimes when I repeatedly encounter things that bother me I feel like a crotchety old man.
Here's one thing that really sends my blood pressure soaring:
"Indifferent Service"
This is a phrase I recently coined that represents 95+% of what we're all getting nowadays in most service oriented businesses. And if you're keeping score, dentistry IS a service business.
What is "Indifferent Service"? Well, let me define it by simply saying it is service with indifference, or a complete lack of motivation or passion to exceed expectations in any way. It's often not "bad" service, but it's not "good" either...which makes it BAD.
The worst thing about "Indifferent Service" is that it sneaks up on you, most commonly when you or your team is performing a service that you consider as very mundane or routine...maybe even a little boring in your eyes. Problem is, it's none of the above for your patients, or your prospective patients either.
OK, here's the secret I promised you.
In order to prevent "Indifferent Service", you must continually look for ways to do routine things DIFFERENTLY, even if slightly so. That's what keeps things interesting, even fun. Here's an example.
Answering the phone, perhaps THE most critical task in your entire practice, can become very boring for those who do it most often. And that's the LAST thing you want anyone on your team to become indifferent about! Most good dental practices have a decent greeting that goes like this:
"Thank you for calling Dr. Chris's office, this is Kim, how may I help you?"
There's really (yawn) nothing wrong with this, except for (yawn) the fact that (yawn) it's plain, normal, BORING! It's not bad, it's just not GREAT. Isn't that what you're looking for?
So, change up your greeting a bit to differentiate your practice. How about this:
"Thank you for calling Dr. Chris's office, this is Kim, I CAN HELP YOU!"
WOW, now that's a greeting! Just 2-3 words were changed, yet this greeting takes on a whole new feel.
1- It's UNIQUE
2- It's ULTRA-POSITIVE
3- It's CONFIDENT and ENTHUSIASTIC
4- It SETS THE TONE for GREAT SERVICE!
You're stating that you can help them before they even ask. Like the late great Walter Hailey said: "The answer is YES...now what's the question?!"
We've been using this greeting for over 5 years, and we still get tons of positive feedback from our patients and prospects who call. In fact, most of our new patients tell us that they chose us because of how they were addressed and treated on the phone!
Go ahead, give it a try...work through the initial discomfort of saying something new...and just watch how your callers react. You won't believe how they'll perk up when they hear it!
All my best,
Chris
PS: Now's the time to take your "Shortcut To Success"! You can now "test-drive" Preferred Membership in Dental Insiders Alliance for *FREE*...all the details can be found by clicking here:
www.DentalInsiders.com/testdrive
I have to admit that there are a bunch of things that really BUG me. At 39 I'm relatively young, yet sometimes when I repeatedly encounter things that bother me I feel like a crotchety old man.
Here's one thing that really sends my blood pressure soaring:
"Indifferent Service"
This is a phrase I recently coined that represents 95+% of what we're all getting nowadays in most service oriented businesses. And if you're keeping score, dentistry IS a service business.
What is "Indifferent Service"? Well, let me define it by simply saying it is service with indifference, or a complete lack of motivation or passion to exceed expectations in any way. It's often not "bad" service, but it's not "good" either...which makes it BAD.
The worst thing about "Indifferent Service" is that it sneaks up on you, most commonly when you or your team is performing a service that you consider as very mundane or routine...maybe even a little boring in your eyes. Problem is, it's none of the above for your patients, or your prospective patients either.
OK, here's the secret I promised you.
In order to prevent "Indifferent Service", you must continually look for ways to do routine things DIFFERENTLY, even if slightly so. That's what keeps things interesting, even fun. Here's an example.
Answering the phone, perhaps THE most critical task in your entire practice, can become very boring for those who do it most often. And that's the LAST thing you want anyone on your team to become indifferent about! Most good dental practices have a decent greeting that goes like this:
"Thank you for calling Dr. Chris's office, this is Kim, how may I help you?"
There's really (yawn) nothing wrong with this, except for (yawn) the fact that (yawn) it's plain, normal, BORING! It's not bad, it's just not GREAT. Isn't that what you're looking for?
So, change up your greeting a bit to differentiate your practice. How about this:
"Thank you for calling Dr. Chris's office, this is Kim, I CAN HELP YOU!"
WOW, now that's a greeting! Just 2-3 words were changed, yet this greeting takes on a whole new feel.
1- It's UNIQUE
2- It's ULTRA-POSITIVE
3- It's CONFIDENT and ENTHUSIASTIC
4- It SETS THE TONE for GREAT SERVICE!
You're stating that you can help them before they even ask. Like the late great Walter Hailey said: "The answer is YES...now what's the question?!"
We've been using this greeting for over 5 years, and we still get tons of positive feedback from our patients and prospects who call. In fact, most of our new patients tell us that they chose us because of how they were addressed and treated on the phone!
Go ahead, give it a try...work through the initial discomfort of saying something new...and just watch how your callers react. You won't believe how they'll perk up when they hear it!
All my best,
Chris
PS: Now's the time to take your "Shortcut To Success"! You can now "test-drive" Preferred Membership in Dental Insiders Alliance for *FREE*...all the details can be found by clicking here:
www.DentalInsiders.com/testdrive
Jun 1, 2007
Are You On Track?
Can you believe that we are almost halfway through the year? How are you doing towards reaching your goals that you set at the beginning of the year? Are you on track? Ahead of where you projected? Behind a little? Wondering where you put that list? Asking yourself "What list?" Whatever your answer, it's OK. Don't focus on what you haven't done...focus on what you CAN do.
NOW is the time to refocus, redefine, reset and set some more goals. In just 30 days the first half of 2007 will be OVER, DONE, CAPUT. Spend these 30 days "loading the spring" so you can LAUNCH into the second half of 2007 with some serious momentum!
As author and speaker Jim Rohn says, "Every disciplined effort leads to multiple rewards." Remember also that every discipline effects every other discipline.
So, when you work hard on achieving one goal, it can help you achieve your other goals...provided that you engage in the disciplines and take the actions necessary to achieve those goals.
Are you ready to make it happen? I'll bet you are!
All my best,
Chris
PS: Join Dr. Larry Brooks of Smile-Vision as he interviews yours truly in a unique new tele-seminar on Wednesday, June 6th. Click the following link for details, and to register:
www.DentalInsiders.com/PowerHoursTeleSeminar
NOW is the time to refocus, redefine, reset and set some more goals. In just 30 days the first half of 2007 will be OVER, DONE, CAPUT. Spend these 30 days "loading the spring" so you can LAUNCH into the second half of 2007 with some serious momentum!
As author and speaker Jim Rohn says, "Every disciplined effort leads to multiple rewards." Remember also that every discipline effects every other discipline.
So, when you work hard on achieving one goal, it can help you achieve your other goals...provided that you engage in the disciplines and take the actions necessary to achieve those goals.
Are you ready to make it happen? I'll bet you are!
All my best,
Chris
PS: Join Dr. Larry Brooks of Smile-Vision as he interviews yours truly in a unique new tele-seminar on Wednesday, June 6th. Click the following link for details, and to register:
www.DentalInsiders.com/PowerHoursTeleSeminar
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