Halloween may just be around the corner, but it’s got nothing on us, now does it. After all, this is dentistry we’re talking about… it’s scary out there every single day.
What are you doing to protect yourself from the ghosts, goblins, witches, vampires and evil forces of black magic out there robbing you of your patients and your peace of mind?
Reality is you do not have to worry about being frightened once a year; you had better be on the offense against the things coming after you with every patient interaction.
Of course, it’s old news now that corporate dentistry is on the rise and not a week goes by that some doctor doesn’t call me all distraught that one or two or three corporate clinics have popped up in the neighborhood.
And I tell them every time, do not worry because you have real relationships with your patients and even if it’s not that many, it’s enough.
The good news of this whole thing with Corporate Dentistry is that you are playing a different game. Not volume based. Not an insurance mill. Not a high pressure “get ‘em while they’re there” sales game.
You are running a real business based on retention of your patients and cultivation of comprehensive treatment (ideally as fast as possible). If you are doing it right, you don’t need hundreds of patients. In fact, the people I know getting the most patients per month have the lowest new patient values – there is a different sweet spot for every practice and doctor.
That is why I put together my advanced case acceptance for life changing dentistry training. Now, you can battle against the enemy and win by keeping your patients through creating and solidifying relationships with them and their commitment to completing their treatment plans.
You have nothing to fear with corporate dentistry if you are securing comprehensive treatment because all the treatment stays in your office and you keep the patient with you.
During the training, I gave you all of the not-so-magic spells and potions to cast over your practice so you are protected from the outside forces. You can get it one more time if you hurry, but you gotta promise to do something with it because it’s that good and you owe it to yourself to take it serious.
There’s Still Time to Catch the On-Demand Replay >>>
Some doctors actually prefer having things to complain about and prefer that to taking actual responsibility for their patient outcomes.
I handled all the patient excuses last week (that aren’t real and don’t exist anymore).
This week, we’ll focus on the industry ones…
Of course, the common topic is Corporate takeover, which is something that is perceived to be far worse than it actually is. In fact, you will see a reversal of the trend happening where more independent dentists are going into private practice again (either buying into a retiring doctor’s practice or starting their own versus being held prisoner into a corporate setting while they pay off their loans but have nothing else to show for it). You watch; it’s all going to be okay.
Then, we have the insurance and boy is that going to take a turn for the wild west very soon. I’ll save this for another time. It’s coming, if you read between the lines you know what is about to happen and it’s not scary at all it should be fun – if you know what you are doing and how to use insurance to create case acceptance instead of destroy it.
How patients buy your dentistry is your problem, not theirs. If they are using insurance as a crutch and you are letting them, then it’s a process problem with a lack of education and assertiveness. You yourself don’t value your treatment and the importance of it enough to even compel your patients to buy; otherwise you wouldn’t stand for it and you would follow the strategies that turn insurance around as a tool to big cases not an impediment.
You can read that again if you dare. I’m use to offending you with the truth – only those who need to hear it usually don’t; and those who don’t always agree.
Dive deep into this training and you will find so many tiny things that make a giant difference on moving the patient beyond insurance before it ever comes up.
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Finally, we have the biggest demon of them all spooking your patients when you least expect it… the ghosts of dentists past and shoddy work by incompetent people. This leads to your biggest competition you truly face: your peers who have created a bad stereotype that we have to overcome.
And you do that by creating what I call obvious differentiation. And there is no better way to do it than with your patient experience and the way you engage your patients in their own dentistry and decisions about their health.
So next week, while most doctors have plenty of reasons to hide under their beds; you get to relax and remain confident knowing that you are proactive, responsible, self-reliant and taking control because you are right here in this place. Instead of out there with all the evil forces and scary things. Continue to protect yourself by accelerating case acceptance, focusing on comprehensive treatment, cultivating big cases and helping your patients experience life-changing dentistry with you.
When you do that, you are immune to all the other things that others are suffering from and scared of. You control your own destiny and I’m proud of you for it.
