I'm writing you from beautiful Figure 8 Island,
just outside of Wilmington, NC. My family and
I are on vacation, which explains why you haven't
heard much from me in the past few days. But I
had to share something with you from the other day,
so I saddled up my old laptop at the beach house.
Many of you may be aware that we've had ALL-TIME
record heat here in the Southeastern US during the
month of August. Never in recorded history have we
seen as many 100+ degree days as we have here this
month. Nevertheless, I'm still working hard to stay
in shape, so I trudged out for another morning run
yesterday.
Despite the fact that I was out during the sunrise,
the heat and humidity were already oppressive. I say
this only because if there were a day that I wouldn't
feel bad about holding back, it would've been yesterday.
At the halfway point I was already winded, and every
breath I took in felt like it came straight from a
steam room. I kept pushing though, thinking less about
my "time" and more about just finishing!
Then, about 1/2 mile from my finish, wouldn't ya know
it...my shoelace began to unravel, as I felt the normal
snugness of my running shoe go away. Soon enough it was
untied completely. Then, as if on cue, the other one went
too. With a little less than 5 tenths to go, I was running
with untied shoes.
Make that: tired, overheated, winded, breathing steam, feet
on fire...with untied shoes!
What were we all taught to do when our shoes are untied?
Stop and tie them so you don't trip up, right? After all,
it makes good sense. And on a day like yesterday, it would
certainly give me a good excuse to "take a knee" and catch my
breath while I tied my laces. I had every reason to stop
for a moment...but I didn't.
I ran FASTER.
Yes, I was beat. But I knew that if I had stopped, I would
have lost any momentum I had. Plus, it would be that much
harder to restart. But my laces were long, and if I kept
running my current pace, I risked catching a lace and doing
a SPLAT right on the hot asphalt.
The only other solution was to OUTRUN my untied laces, and
stretch out my stride so I wouldn't trip on them. That's
exactly what I did. I ignored the fact that I felt like
(variation of the word "CARP"). Like Nike in past tense,
I "Just Did It".
Can you guess the result? My best time for that distance in
TWO YEARS! I never would've run that hard if my shoes had
stayed tied...or if I had stopped to tie them. My "roadblock",
or challenge, actually became the IMPETUS for my success!
There's the lesson I learned as I was huffing and puffing my
way back into the house, at max heart rate and just short of
"hallucinating".
More often than not, the obstacles we encounter in our businesses
and our lives can stop us dead in our tracks if we let them.
In adverse conditions it's especially dangerous. HOWEVER, if
you turn the tables on your challenges, many times you'll
find the OPPORTUNITIES hidden in them. When you ACT, you'll
find yourself achieving at levels you never dreamed of hitting.
Often this requires simply being more persistent. Other
times, a new or different approach is needed. And occasionally
the hurdle itself transforms into the REASON why you succeeded
so wildly. All it takes is "proper" perspective.
What you must do when faced with such circumstances is STAY
FOCUSED on your intended outcomes and goals. Do not be deterred
by distractions or perceived roadblocks. When you keep your
"eyes on the prize", not only can you not be stopped...you
can also achieve so much more!
All my best,
Chris
PS: I'm considering opening up a few more slots in my
Power Hours Formula / Instant Team Meetings program. We've
completed 3 "Fast Start" Tele-Coaching Calls already, and
the feedback has been nothing short of incredible!
My customer service team has informaed me that things are
running VERY smoothly with the doctors and practices that
are currently enrolled. At this point I feel confident that
we can accommodate a limited number of additional doctors and
their practices.
I'm going to look at the numbers a little more, then make a
decision this week. Keep your eyes peeled for further info.
Of course, any "new" enrollees will get immediate and total
access to all previously complete calls!
Aug 27, 2007
Aug 15, 2007
How’s Your Energy Today?
How's your energy today? How was it yesterday? What about tomorrow?
I'm not talking about your physical energy, like whether you feel tired or not. I'm talking here about your MENTAL energy. There's a BIG difference. In fact, the former is often a product of the condition of the latter!
Here's a simple, down 'n' dirty way to take inventory of your mental energy. Just ask yourself: "Do I feel POSITIVE or NEGATIVE today?" Yes, it's that easy.
Please don't dismiss this exercise as unimportant. It's a CRITICAL step you must take DAILY if you want to get the MOST out of your practice...and your life.
Your TEAM'S mental energy will often mirror YOUR mental energy. Similarly, your PATIENTS will instinctively pick up on your energy levels, and react accordingly. As the dentist, you set the tone for your entire practice every day, like it or not.
Negative energy emanating from you will pervade your practice. Like a virus, it'll spread among your team AND your patients. Even worse, negative energy will SABOTAGE your outcomes and thrust you into a "negative feedback cycle".
However, when you radiate POSITIVE energy it's equally contageous! Your team will be motivated and inspired, and your patients will find themselves magnetically ATTRACTED to you and your practice. Positive energy PROPELS you toward IMMINENT SUCCESS!
Here's the best part...it's YOUR CHOICE. That's right, you decide whether you want to be filled with positive or negative energy. Please, please, always remember that.
So...given the decision...and the outcomes that stem from it...
How's your energy today?
All my best,
Chris
If you haven't done so already, join the growing number of savvy dentists who are embarking on their "Shortcut To Success"! Take your 2-Month "Test Drive" of Dental Insiders Alliance Preferred Membership. Details can be found at:
www.DentalInsiders.com/testdrive
I'm not talking about your physical energy, like whether you feel tired or not. I'm talking here about your MENTAL energy. There's a BIG difference. In fact, the former is often a product of the condition of the latter!
Here's a simple, down 'n' dirty way to take inventory of your mental energy. Just ask yourself: "Do I feel POSITIVE or NEGATIVE today?" Yes, it's that easy.
Please don't dismiss this exercise as unimportant. It's a CRITICAL step you must take DAILY if you want to get the MOST out of your practice...and your life.
Your TEAM'S mental energy will often mirror YOUR mental energy. Similarly, your PATIENTS will instinctively pick up on your energy levels, and react accordingly. As the dentist, you set the tone for your entire practice every day, like it or not.
Negative energy emanating from you will pervade your practice. Like a virus, it'll spread among your team AND your patients. Even worse, negative energy will SABOTAGE your outcomes and thrust you into a "negative feedback cycle".
However, when you radiate POSITIVE energy it's equally contageous! Your team will be motivated and inspired, and your patients will find themselves magnetically ATTRACTED to you and your practice. Positive energy PROPELS you toward IMMINENT SUCCESS!
Here's the best part...it's YOUR CHOICE. That's right, you decide whether you want to be filled with positive or negative energy. Please, please, always remember that.
So...given the decision...and the outcomes that stem from it...
How's your energy today?
All my best,
Chris
If you haven't done so already, join the growing number of savvy dentists who are embarking on their "Shortcut To Success"! Take your 2-Month "Test Drive" of Dental Insiders Alliance Preferred Membership. Details can be found at:
www.DentalInsiders.com/testdrive
Aug 1, 2007
WHY MY SON DOESN’T LIKE MY OFFICE (and what we can all learn from it)
Yesterday my oldest son Reid, who's almost 4, had his teeth cleaned in my office for the first time by one of my hygienists. Even he was nervous (son of a dentist...sheesh), but everything went well...until he told me later that night:
"Daddy, I don't like your office."
I was stunned. Here's my own son, my pride and joy, who told me that he wants to be dentist when he grows up. And he says he doesn't like my office. I had to get to the bottom of this.
"Why not, Reid?" I asked.
His answer surprised me, and it speaks to 2 BIG LESSONS that I want to reveal here. He said:
"Because you don't have Superman and Spiderman and Batman toothbrushes. I don't like Winnie the Pooh toothbrushes."
Hmmmm, I thought. We just bought 12 DOZEN Winnie the Pooh, Tigger, etc. brushes! No one asked for them specifically...we just ordered 'em. I know other kids will love them, but one of my kids doesn't, and that's important.
What are the BIG PICTURE lessons?
Lesson #1- Reid made a GENERAL judgement about my whole practice based on just one little SEEMINGLY insignificant detail!
Guess what? Many of your patients are doing the same thing, every day. They will decide whether to do more or less business with you based on "little" things that mean a lot TO THEM. How much you pay attention to that will go a long way toward determining how successful you are at:
- KEEPING them for the long term
- getting REFERRALS from them
2- Lesson #2- Reid didn't GET what he wanted...because we never ASKED him what he wanted! Thus his "opinion" of us was unfavorable.
How often do you PREVENT your patients from getting what they want? Do you even know what they REALLY want? And WHY they want it? Aye, there's the rub!
You see, it's MOST important to not only find out what our patients want...but to also learn WHY they want it. Usually there's an EMOTIONAL reason behind them wanting a certain service. Cater to their prferences (the more the better), and you'll have patients FOR LIFE! Better yet, they'll REFER their friends, family, neighbors, and coworkers to you over and over again!
So, ASK your patients what's most important to them with regard to your practice. Why did they choose you? What do they like about your office? What would they rather see more of, less of, or just different?
Find the answers to those questions, make the appropriate adjustments, and watch your practice SOAR ever higher!
All my best,
Chris
PS: If you haven't already, embark on your "Shortcut To Success" today. Get your FREE 2 Month "Test-Drive" of Preferred Membership in Dental Insiders Alliance. All the details are here:
www.DentalInsiders.com/testdrive
"Daddy, I don't like your office."
I was stunned. Here's my own son, my pride and joy, who told me that he wants to be dentist when he grows up. And he says he doesn't like my office. I had to get to the bottom of this.
"Why not, Reid?" I asked.
His answer surprised me, and it speaks to 2 BIG LESSONS that I want to reveal here. He said:
"Because you don't have Superman and Spiderman and Batman toothbrushes. I don't like Winnie the Pooh toothbrushes."
Hmmmm, I thought. We just bought 12 DOZEN Winnie the Pooh, Tigger, etc. brushes! No one asked for them specifically...we just ordered 'em. I know other kids will love them, but one of my kids doesn't, and that's important.
What are the BIG PICTURE lessons?
Lesson #1- Reid made a GENERAL judgement about my whole practice based on just one little SEEMINGLY insignificant detail!
Guess what? Many of your patients are doing the same thing, every day. They will decide whether to do more or less business with you based on "little" things that mean a lot TO THEM. How much you pay attention to that will go a long way toward determining how successful you are at:
- KEEPING them for the long term
- getting REFERRALS from them
2- Lesson #2- Reid didn't GET what he wanted...because we never ASKED him what he wanted! Thus his "opinion" of us was unfavorable.
How often do you PREVENT your patients from getting what they want? Do you even know what they REALLY want? And WHY they want it? Aye, there's the rub!
You see, it's MOST important to not only find out what our patients want...but to also learn WHY they want it. Usually there's an EMOTIONAL reason behind them wanting a certain service. Cater to their prferences (the more the better), and you'll have patients FOR LIFE! Better yet, they'll REFER their friends, family, neighbors, and coworkers to you over and over again!
So, ASK your patients what's most important to them with regard to your practice. Why did they choose you? What do they like about your office? What would they rather see more of, less of, or just different?
Find the answers to those questions, make the appropriate adjustments, and watch your practice SOAR ever higher!
All my best,
Chris
PS: If you haven't already, embark on your "Shortcut To Success" today. Get your FREE 2 Month "Test-Drive" of Preferred Membership in Dental Insiders Alliance. All the details are here:
www.DentalInsiders.com/testdrive
Jul 23, 2007
Should You Add Capacity?
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
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
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
Subscribe to:
Posts (Atom)
Posts
