Archive | June, 2014


20 Jun

Screen Shot 2014-06-20 at 9.32.00 AM

Hey, Amy!

Oh…here I go…patting myself on the back again! But…this WORKS! I realized I’ve asked a REALLY stupid question for many years which is “Do you want to schedule your appointment with Dr. Stewart?”

DUH…Of course they WANT to, Bec…if they didn’t…they wouldn’t be here! So…new approach…”My next opening with Dr. Stewart for you to get your cavity filled is _______”
If I get any resistance, I find out right then & there why! 90% of the time it’s been because they can’t afford it! Well….Princess Becky to the rescue! Let me offer you a pre-paid saving or Care Credit! And…once again…my pre-payments are up…YAY!!

Getting off my soap box now….


Dr. Stewart’s Office

You’ll Never Guess What Happened This Morning!

12 Jun


Dear Amy,


You really will not believe what happened this morning…

I was referred a new patient by my wife and I saw him this morning. His main complaint is a fractured upper central incisor.

The handoff from Janine at reception to Lebo  at the chair side and then to me was exactly as we have been trained to do. The conversation involved open-ended questions to the point where he agreed allowed  me to examine the rest of his mouth and then comment.

I took photographs which I put onto my iPad and that became the basis for a meaningful discussion.  I allowed  the patient to describe what he saw, me guiding him in the process.

He fully understood what I was saying in my approach and was happy for me to continue with the necessary treatment which will now be scheduled.

The most incredible thing is that the photographs that I took are exactly what I wanted and which  I’m going  to use all the time now.

Because we got on so well and clicked, I asked him for a video testimonial describing his experience of this initial appointment. This he gladly did and in due course I will post it on my Facebook site.

Quite amazing!


Dr Gerald B. Kaplan

Johannesburg, South Africa

Are You A ‘Two Percenter’?

12 Jun

Screen Shot 2014-06-12 at 4.09.24 PM

Everyone has a so-called ‘comfort zone’. You know what I’m talking about – that mental space you live in where there are self-imposed boundaries and you feel a sense of emotional security with your work and decision-making.

What distinguishes successful people from everyone else is what they do with their comfort zone.  There are those of us who are perfectly happy staying warm and cozy in the safe box that we’ve built; and then there are those who constantly push and test the limits.  You already know which person goes on to be the successful entrepreneur.

 I’m not suggesting that the comfort zone is always a bad thing.  It’s there for a reason: to protect us.  Otherwise we may all be jumping off cliffs and out of airplanes.  It also protects us from taking on more stress and anxiety than we are equipped to deal with. But eventually the familiarity of your comfort zone will keep you from learning and experiencing new things that are potentially good for us.  It’s also likely to prevent you from building a thriving business.


So how do you know when your comfort zone is holding you back?  Here are a few things you’ll notice…


  • Excessive Stress
  • Boredom
  • Self-criticism
  • Envy
  • Anxiety about your current situation
  • Excuses – lots of them!
  • Stagnant, failing business


Any of these sound familiar?  If so, it’s time for a stretch.  Accept that you’re less than perfect.  Are you afraid of what your patients might think, or that you may make a mistake?  Usually the ‘rules’ we create around how to behave so others will accept us are nothing but self-imposed, ridiculously high standards. Break the illusion of perfection by breaking the fear barrier.


Take these baby steps and watch your world grow!


  1. Make a list of everything that scares you, from fear of spiders, to fear of failure in patient flow, to fear of financial devastation.  
  2. Share your fears with your team.  There are some things that are just not meant to be done alone.  When you talk about your fears, others can support you in overcoming.  If you keep them secret, your inaction or inconsistencies can appear to others as a lack of integrity.
  3. Hang out with someone different.  Often we choose our friends and peers based on what we have in common.  Instead, try to find someone  who is living what you are seeking to accomplish.  Choosing the company of people who go farther out on the limb will bring out your adventurous side.  Be open-minded and observe those who spend most of their time outside of their comfort zone rather than commiserating with who are afraid to step out.
  4. Imagine your success – what will it look like? What rewards and benefits could be gained by doing what scares you?  Give your brain a break and day-dream a bit.  You’ll be amazed by the results.


Do You Have a ‘Superstar’ On Your Team? It might not be as good as you think…

9 Jun

I’m starting to realize that ‘superstar’ status isn’t all it’s cracked up to be. My kids, like many of yours, have had their share of participation in competitive sports.  One of the things I’ve noticed as they’ve transitioned from playing at the YMCA to more competitive play, is that the day of the superstar is long gone.  We all know that one kid on the rec team – the ball hog, the one who races down the court or field to score over and over, right?  I’m coming to realize that they were good in the recreational days, but can really hold a team back in the ‘big leagues’.


Hot shot players might draw a short-term benefit, but in the long run, they can be the demise of a team.  It’s not their fault, it’s just how the team dynamics are allowed to settle.


I remember a Summer when a couple of top-notch players came out to guest play with my daughters’ soccer team.  Any time they received the ball, rather than looking around to see who was in the best position to make the shot, they would dribble the entire length of the field and take the shot themselves.  The problem was that often times they were shut down by the other team because instead of passing to the open girl, they were trying to dribble through a wall of opponents.  They even saw their own teammates as obstacles that were in the way of their ‘big moment’. 


As teams begin to play at a higher level, the Most Valuable Player isn’t the one who puts the most points on the board.  It’s the one who did the most to advance the team objectives as a whole.  The same holds true in our practices. Every role is important in the case acceptance process. 


A ton of stress comes with superstar status, and others can lose motivation and confidence to try new things if the ‘Mother Hen’ is always there to do it for them.  Bottom line, there is no one person on the team that can do it as effectively as all of the parts working together. 


Sooo… how do you know if you have a superstar on your team?


  • There are several tasks that only one person has the knowledge to accomplish
  • When there’s a problem, team members always go to the same person to ‘fix’ it
  • Very little cross-training takes place


Are you looking to make the pass, or find yourself constantly trying to score on your own?  Don’t underestimate the power of synergy that can propel your team closer to your vision.