It’s Not in the Knowing… It’s in the Doing!

As I visit with many different practices week in and week out, one thing stands out that separates many from the pack. Practices that have clarity about the big picture (vision), put great systems in place to fulfill that vision, and have great people that hold each other accountable are the practices that thrive.

It is more than just sitting around a table in a staff meeting having an idea: it is important to be clear on why and have the pieces in place so that implementation can occur. Systems run your practice. People run your systems. You can have great people, but without proper systems you’ll never fulfill your potential.

So. How well is your knowledge converting into action?  

Contact Amy for a complimentary practice systems evaluation – amy@bradygroupllc.com

Are You Insurance-Aware, or Insurance-Driven?

There’s a big difference! Here’s the reality – as long as dental insurance is in existence, you WILL be in the insurance business. This doesn’t mean you surrender to insurance in all of your decision-making. It DOES mean that you are your patients’ advocate. You’re on their side, not the insurance companies’ side. You are right beside your patient guiding them to get the dentistry they WANT, not the dentistry their insurance will pay for, but at the same time you help your patients’ benefit from the plan that they pay for.

You may not realize, but often times your focus on insurance is heavily influencing your patients. Are you bringing up insurance before the patient does? Are you sending out pre-determinations? Are you committing in writing on behalf of the insurance companies what you think they’ll pay? Are you spending hours on the phone verifying insurance? If you said yes to any of these questions, chances are you insurance-driven.

On the other hand, being insurance-aware means you’re equipped to handle the objections and assist patients in a way that helps them get what they want, not just what insurance will cover. Insurance-awareness also means that you allow the patient to have ownership for their plan, rather than becoming an unpaid employee of their insurance company.

What if Jordan Spieth ran your practice?

“My Dad told me growing up, ‘You’ve got to start setting goals.’  That’s been my philosophy, set goals and work hard, stay focused, and reach them as soon as possible. At each level, I always reevaluate my goals and establish new ones. I never want to become complacent, but always push myself further.” – Jordan Spieth

Many of us had the Masters on TV yesterday – even if you didn’t tune in, you’d have to be living in a hole to miss the hoopla!  One year after Justin Spieth lost a bid to become the youngest Masters champion, the 21-year-old Texan turned in one of the most dominant wins ever at Augusta National. He never let anyone get closer to him than three shots after his record start. He never gave anyone much hope on Sunday.  And he will keep the editors of the Masters record book busy.

Among the marks he established this week:

• The 36-hole record at 14-under 130.
• The 54-hole record at 16-under 200.
• The most birdies for the tournament at 28.
• The lowest opening round by a champion at 64.

So how do you do that?  Break all kinds of records at the ripe old age of 21, when so many others have a wealth of experience greater than yours?

 Well, here are some things to think about…

He is willing to give up ‘good’ for the ‘great’ – Spieth left the University of Texas to play professionally. He was reminded of how far he has come, and how quickly, when he stood on the first tee with a four-shot lead and history in his hands. His caddie, Michael Greller, reminded him that the Texas golf team was playing a match in California. This would be Spieth’s senior year.

He has an even temperament and keeps his focus, even in the midst of distraction– he has that ability to focus and see things clear when the pressure is on and perform at his best when the pressure is on.

Doesn’t react situationally and can adjust after a mistake –

Spieth missed a 5-foot par putt on the final hole that only kept him from breaking another record this week at the Masters. That one mistake could have been a turning point.  But instead, he quickly adjusted, and got back on track.

He sets goals – at 14 yrs old said he wanted to WIN the Masters. Not just play Augusta, or just make the cut, but WIN. 

He visualizes winning – As a kid growing up in Dallas, Jordan Spieth would haul the lawn mower out to the front yard and create a makeshift putting green.  On many days and usually into the night, with his brother, Steven, in the gallery, Spieth would face a putt and imagine it was to win the Masters.  Some could say this was just a kid with lofty dreams. But visualizing was a huge part of what resulted in a record-breaking Masters win.

Spring Clean the Energy Drains!

Most of you probably recall our last ‘Team Revival’ topic – Complainers and Energy Drainers – we actually put out a survey, asking what you all felt your top energy drains were in the office – your top three responses were as follows…

1. Others’ negativity/ poor attitudes
2. Technology challenges.
3. Waiting for others’ to do their job

You can spring clean the Energy Drains you have at work by controlling how you react to them. When you encounter Energy Drains, STOP doing things that aren’t effective like:

Ignoring them. Most frustrations don’t go away or get better on their own. Have you noticed that dodging ‘Negative Nellies’ doesn’t make things better? By ignoring negative behavior, you actually become an enabler.

• What to do: Acknowledge poor attitudes and/or negative behavior.       Not in an attacking manner, but helpful instead – ‘You seem upset/stressed. What’s next for you? What are you going to do about it?’ Sometimes just that fact that someone noticed is enough to prompt others’ to get control and change their behavior.

Getting exasperated or emotional. Technology Energy Drains are systems and situations. An emotional response won’t fix them. For example, I tend to lose patience when my computer doesn’t work. But my emotional response does nothing to fix the situation – and I end up more drained.

• What to do: Be proactive when it comes to technology. We tend to put off those types of things until we are in a crisis situation. Often times it can be linked back to the fact that we didn’t take time to properly learn the system, or we have been lacking in maintenance. If you find yourself in a crisis situation, slow down and ask for help.

Criticizing Others. Effective change requires cooperation and influence – not anger or criticism. Have you ever felt like you’re the only one that’s doing what you’re supposed to be doing? It’s an Energy Drain when allow others’ lack of commitment to get under your skin.

• What to do: The first step is to the best YOU can be.       The only person you can change is the one you see in the mirror. We sometimes use others’ inaction as an excuse to be mediocre.       Before you can ask others’ to pull their weight, you’ve got to be walking the talk. Once you’ve taken inventory of your own efforts and feel you’re up to snuff, you may find that the situation has remedied itself.       It’s amazing how our actions are so much more influential than our words. If you still don’t feel like fellow team members are pulling their weight, blame a system, not a person.