Here Comes The Crazy Time Of Year – Get Ready!

Lately, I have had many team members ask about patients using the time of year as an excuse. Saving money for Christmas or wanting to wait until the New Year or for insurance or that they are too busy.

Of course, we all have long to-get-done-before-the-end-of-the-year lists and for most people dentistry isn’t on theirs.  You have the power to change that.

Every time of year there is always some excuse a person can make to delay and procrastinate with anything and everything.  So, this isn’t new or unique to right now.

This is the craziest time of year, though.  The “Holiday Season” comes around with the final few months and especially the last 60 days of hustle and bustle.

First and foremost, I say to you, don’t lose your focus and don’t take your foot off the gas.  There is a lot of time left and it’s your responsibility to make every day count.

Now, what I want to remind you of is using any and every objection the patient gives you as your counterpoint.  Turn it around and make it the reason why they should move forward, get it done, and invest in their health now.

There is no better deadline and sense of urgency for any person than the calendar.  Particularly the end of the year.  You have literal reasons to motivate a patient to get healthy before the Holidays, to make this year matter, and to give a gift to themselves first.

Yes, it takes practice and confidence as it is not easy, but it must be done otherwise everyone will delay everything and you won’t have any work to do until January.

On the flip side, if you are already booked out and filled up then you have to use the demand to get the money and schedule them for the future.

Remember how important it is to value build your schedule in order to get to your goal.  This might mean you have to leave some room so that you can still accommodate valuable cases that shouldn’t be put off.

There are countless challenges that come up this time of the year… hitting your goals with fewer days, avoiding being distracted, tackling patients requests, staying ahead of the schedule, and then of course managing your own Holiday schedule.

Today, I’m taking it easy on you but I don’t want you to take it easy on your patients.  Remember you’re the guide, leader, and motivator for their health.  There is no better time than right now.  Can anything really wait 60 days?

I can tell you this: days should be more productive, collections should be bigger, large cases should close, referrals should be flowing, every aspect of your practice can be maximized right now in these final two months than in any time of the year so far.

It is your decision to make the most of it and to keep your eye on the prize.  Set some challenge goals, build your priority list as a team, and use the calendar to your advantage (and don’t forget to have some fun with it).

And in the meantime, put some effort and thought into organizing your last two months personally as well.  You will have peace of mind that everything is in order and under control.  It will help you be a better, more focused team member and leader to your patients during these more stressful and busy times.

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