Archive | June, 2011

Rich & Happy Dentist eZine

21 Jun

Top 7 Reasons Your Patients Won’t Talk

1.  They’ve been trained – not necessarily by you, but by our industry in general.  Patients are used to going to the dentist, being told what is wrong, then bracing themselves to be convinced of why they ought to do something about the problem YOU discovered.  They are used to being educated and told what to do. Patients traditionally have not had a say in plans for potential treatment.  You may need to guide them a bit – maybe even set the stage by letting them know that with their permission, you’d like to involve them in the process a little more than they have been in the past.

2.   They are ready to go – your new patient had to wait 15 minutes before they were seen, fill out pages and pages of paperwork,  wait another 10 minutes in the operatory, wait for the doctor, wait for the x-rays, wait for who knows what else – the last thing they want to do is sit around and ‘talk’.  Keep it brief.  Remember what’s most important and defer the rest to the planning appointment, or even the beginning of treatment.  Most of all, respect your patients’ time!

3.  We are talking too much – Remember the 80/20 rule.  If you are telling, explaining, or educating you’re probably not in a good place.  Your patients will come up with the answers – just be sure you are asking the right questions and allowing them to be involved in the process.

4.  We aren’t asking open-ended questions – Re-visit the questions you are asking your patients – if they start with ‘is’ or ‘are’, your patients probably won’t talk much.  Re-vamp those questions to start with ‘how’, ‘what’, ‘when’, etc.

5.  We don’t understand the ‘power of the pause’  – Do you find yourself answering questions for your patients?  Or filling the silence in some other way?  Just let it happen.  Your patient will answer you…  if you allow them to do so.

6.  They are fearful or distrusting – The right questions will identify what’s going on.   All patients want to be in control – especially these folks.  Asking questions like, ‘what can I do to make you as comfortable as possible?’ ‘How do you see us helping you?’, etc. will build trust.   They need to know that they are driving the bus.

7.  They just don’t have a talkative personality – You will have to be extra mindful of all of the above when you run into a patient that is just not talkative – for no reason other than personality.  Remember, they came to you – you didn’t drag them off of the street.  They took the initiative to pick up the phone, schedule an appointment and drive to your office.  Your job is to find out why.

Way to go Team Dickson!

15 Jun

AJ, Dr. Darren Dickson’s ‘assistant extraordinaire’, collected prepayment for treatment from a patient in the back – now that’s cross training!  Dr. Dickson’s new hygienist, Carrie, scheduled the first ever planning appointment for an existing patient in their practice – just goes to prove how our pre-judgment can get in the way of progress.  Way to go, Team Dickson!

Way to go Team Solomon!

13 Jun

“We have enjoyed a few more successes last week. Nancy  collected pre-payments on 2 cases ($5000.00 ranges); we did some video taping of initial visits and planning appointments.”

Dr. Carin Solomon, Spring, TX

“We are all on the same page and working well as a cohesive team. And with more money in our pockets!”

8 Jun

“A record bonus for everyone this cycle!  $1,216 per person and everyone is ecstatic!  Our production and collections are staying consistently over $100,000 each cycle this year, with no big lulls – which is a huge plus.  Cycle 5 was within a couple thousand dollars of being exactly like Cycle 4, which makes us feel really good.  We’re doing what’s working and not quitting after a great month.  Our pre-pays are steady and our new patients are referring like crazy.  Hygiene is full through the end of summer and the doctor’s schedule is running more smoothly with improved block booking and more days filled to goal and not just full!  We really feel like we are all on the same page and working well as a cohesive team.  And with more money in our pockets!  What a great feeling.”

Amie Nemec
Dental Concierge
The Hills Dental Spa

Team Williams = Bonus Factory!

7 Jun

“Chris and Amy:

Still . . . WINNING!

Bonus earned this month = $1,909.36/each!”

Kurt A. Williams, DDS
Ellsworth, KS
Population 2,800

Welcome newest Brady member Dr. Lori Logan!

7 Jun

Dr. Logan graduated from Texas A&M University and then completed her Doctor of Dental Surgery degree at the top rated University of Texas Health Science Center in San Antonio.  She graduated with honors at the top of her class and received awards for excellence in clinical dentistry. She then completed a residency program in advanced general dentistry at the University of Oklahoma College of Dentistry where she gained experience in cosmetic dentistry, dental surgery, dental implants, and complex restorative dentistry. Dr. Logan has since been caring for Houston area families to help her patients achieve optimal oral health and improve their smiles. Dr. Logan’s ongoing pursuit of continuing education allows her to stay abreast of the latest advances in dentistry.   Dr Logan has had extensive training with  CORE (Comprehensive Oral Rehabilitation and Esthetics)  and the prestigious Spear Institue in Scottsdale, AZ, where she is an active member of the Spear Faculty Club.   Dr Logan and her family reside in Cypress and are active in the local community.

Rich & Happy Dentist eZine

7 Jun

Are You A Doubt Pusher Or Faith Feeder?

Do you have faith in your abilities to reach your vision? Do you have faith in the Brady Group systems? Do you have faith in the future? Or are you the eternal pessimist, always finding the negative in every situation?

Doubt Pushers:

* See and experience all of the same things that faith feeders see and experience. It would be interesting if a doubt pusher and faith feeder switched practices for a year. Doubt pushers commonly complain that they are in the wrong location, have the wrong patients, etc. A faith feeder recognizes they are responsible for their own happiness and success.

* Quickly turn the conversation from the positive to the negative. ‘We had our best month ever. BUT, if it weren’t for that big case, we wouldn’t have done it’.

* Reject encouragement. Doubt pushers love a pity party. They don’t want the truth – they have made up their mind.

* Exaggerate and instill fear in others. Doubt pushers spread bad news- they want to share and pass on their own doubts. ‘All of our patients are leaving!’ ‘This is never going to work!’

* Have a poor self-image. They see others from their perspectives of who they are.

* Cause others to fail in reaching their potential. Negative attitudes bring everyone down. The leader of the practice sets the pace. If the leader is a doubt pusher, it’s likely that he will instill this in others.

Faith Feeders:

* Approach each day expecting to learn from their mistakes as well as their successes.

* Associate with other faith feeders. Get away from those in your life who are doubt pushers!! Attend Brady meetings and participate.

* Are willing to ask for help. Know that others want to help you achieve your success and that not everyone is working against you. Your team is on your side, that is if you allow them to be.

* Talk about what they want to have happen, not what they don’t want to have happen.

* Focus on the future, not the past. Most of our time is spent talking about what went wrong in the past, yet we can’t change it. We can change the future, so focus there.

* Celebrate successes. Talk about what is going well and take time to acknowledge each other.

What are you doing to feed your faith in the future?

“If you approach life with a sense of possibility and the expectation of positive results, you’re more likely to have a life in which possibilities are realized and results are positive.”