Archive | December, 2012

How do we talk to existing patients about potential for treatment?

17 Dec

The good news about existing patients with potential for treatment – you already have a relationship with them!  I believe most of us look at his as a hindrance rather than a help.  The benefit here is that the patient already trusts you.  Why then, are we afraid to simply have a conversation with them?

Three areas of possibility –

  • Cosmetic potential (from the patients’ point of view, not yours)
  • Potential for Treatment – nothing ‘broken’, but there are options to ‘upgrade’ based on new materials/procedures.
  • Potential for Treatment – areas that should be addressed sooner than later, but the patient has had a ‘don’t fix it ‘til it’s broken’ mentality.  Could possibly be pending or previously diagnosed treatment.

How do we open up the conversation?

  • What’s most important to you?
  • How well are we doing?
  • How important is prevention to you as we look ahead to work out a long term plan for you?
  • We have been seeing you every 6 months for the last 20 years – how well are we meeting your expectations?
  • I know we’ve fixed things for you as teeth have ‘broken’, but we’ve never really asked you from your point of view what’s most important to you. What do you think?
  • I know we discussed this 6 months ago when you were here, but I also know that circumstances can change – tell me how you feel about your teeth at this point in your life.
  • What can we do to make you feel great about your teeth?
  • What would you like to accomplish over the next 10 years in regards to your teeth?
  • When was the last time you and Dr. were able to sit down and work out a long term plan for your teeth?
  • Dentistry is evolving constantly.  There are new possibilities now that weren’t available a few months ago.  Dr. has invested a lot of time into continuing education so that she can be on the cutting edge – if we see opportunity for you to benefit from some of this new technology and better achieve your long-term goals, would you like to visit with Dr. about it?
  • Mrs. Jones, we aren’t even going to address those three crowns that we diagnosed last time.  I want to be sure that we are listening to what’s important to you.  Tell me what you want to accomplish today?  Long term?  How do you see us helping you with what you’ve just shared with me?


Don’t miss the opportunity to help your patients – have a discussion with every patient, every 6 months.



What Happens In Vegas Stays In Vegas!

11 Dec

                     Well, hopefully not ALL of that happens…

We had a fabulous time at the “Mission Possible” event in Las Vegas last week!  It’s so fun to see new practices that are just getting started in the program– we have some terrific teams that are ready to fine-tune their systems, as well as some veteran teams that came for a refresher.  You all are what makes the Brady Group a success – we appreciate you!!


While the Mission Possible can certainly invigorate you to go back and do great things, it can become overwhelming if we don’t approach it in the right way.  For those of you who did not just attend the Mission Possible, it’s a great time to look at your situation – if you are not getting the results you desire, it may be time to ‘get back to basics’.

Things to remember:

1. This program is a journey, not an event.  We don’t hand out magic pills.  The process of change is gradual – be patient with yourselves!
 Be sure to focus on those things that you can control.  Don’t surrender to your circumstances that are out of your control.

2.  Celebrate your successes along the way.  It’s so easy to think of all the things you are NOT doing, that you can lose sight of the progress you have made.  Take time to acknowledge your co-workers when you see them try something new.

3. Don’t try to do it ALL today – set personal and practice goals on a weekly basis and support each other in accomplishing those goals. 

4. Don’t skip the foundational systems – We all want to jump to the ‘good stuff’ – those systems that we think will give us immediate results.  Those practices who have continual success have the following in place:

* Be consistent with your Patient Reservation System – this will allow many of the other systems to happen much easier.

* Schedule weekly team meetings as well as your am/pm huddles to allow frequent communication with each other.

 * Be sure to monitor the practice statistics and review them frequently as a team.

5. Plan to come to the next Mission:Possible event in Las Vegas – April 24-26, 2013.

6. Utilize the tools provided by the Brady Group.  We are here to help you.  Don’t feel as if you have to wait until the next meeting to get your questions answered.    Email, ichat and phone coaching are always available to you.   We want to see you at the meetings!  If you don’t show up, you can’t ramp up!






Had a great tim…

10 Dec

Had a great time at the Vegas seminar! New ideas. New doctors. Some of you ask if we accept specialists as BG members. The answer is . . . only if they need to improve their leadership, team ownership, case acceptance, communication, etc.