The Common Misconception About Dental Success

Just the other day I had the privilege of being a guest for a highly regarded Doctor’s Monthly Training for his Study Club Members.  He asked several great questions plus one trick question.  He chose this one question in particular so his Doctors could be reminded about the philosophy I’m going to share with you today.

Sadly, many people ask me this same question and expect a serious answer.  You must understand that it’s the wrong question to ask, so no answer will matter.

The question usually goes something like this…

“What’s the one thing I need to do to get X result?”

Or sometimes it’s a little looser than that and they say “Give me three strategies to…”

As I shared with Dr. Spencer, imagine if I had you write down every possible way you could help a patient and then I’m going to pick one at random and then throw the rest out forever more.

Of course, this would be an asinine concept.  You would be extremely limited in how you could effectively treat and care for your patients.

Well Dentistry may be harder than Business.  I always say WHAT YOU DO in the mouths of your patients is far more difficult than the whole “game” of business.  It’s not that complicated but it does have to be done deliberately and with great intention.

Still, there aren’t one or two or three or any specific number of set strategies you can select.  If that’s what you are looking for, then you are going to fail miserably and at the very least never even come close to your potential.

Now, the reason for this is very simple: you need as many “strategies” as possible to win the game.  Not because you will use them all but because every situation and circumstance is different.

This is why – bluntly – our industry gets a bad rap because everyone is trying to sell doctors just like you greener grass and constantly convincing them to be and do something they aren’t.

If you aren’t on insurance, you should be.

If you are on insurance, you shouldn’t be.

If you are referring stuff out, bring it in.

If you aren’t aggressively advertising, start.

If you are wasting money on marketing, stop.

I could go on and on and on.  For every single thing there is someone trying to tell you to do the opposite.  That if you make just this one change, it will fix everything.

They sell these easy-buttons and magic-bullets regardless of how it fits your identity, your philosophy and your vision.  Not surprisingly, it has to do more with what they sell than what you need.

How about, instead, you just be you.  Perhaps that’s not as exciting of an idea, but it’s a much more profitable and long-term approach.

That doesn’t mean you can’t reinvent yourself.  That doesn’t mean you can’t and shouldn’t change.  What it does mean is YOU should be making decisions about what YOU want not what someone else tells you.

This is why clarity of vision, purpose, practice model, lifestyle, clinical philosophy and overall goals in and out of the practice matter so much; because they become your foundation, your litmus test, your compass as to how you make decisions.

Of course, you keep learning and are always open minded to everything but that doesn’t mean you are a feather in the wind changing directions with every new trend.

You can’t be successful (let alone rich, happy, fulfilled) being a wander in business.  You must be firmly grounded.

I had a Doctor last year (a dear friend and very special client), who had an increase in his ‘advanced dentistry’ by REMOVING a procedure from his practice.  He dismissed a particular type of patient procedure so that it could free up his time to do more of what he wants to focus on.  It wasn’t because he didn’t love the procedure or want to help the patients, but he had to make a decision.  Since he knows what his main objectives are, it was easy.

My entire point here is this: there are proven principles that matter and must be in place, but there are no set number of ‘strategies’ and there is never the ONE thing that will make all the difference for you.  Success is a customized recipe with many different ingredients.  The combination of ingredients change over time and are different for each doctor – it all depends on what you what want.

I can’t give you cookie cutter or one size fits all strategies for Christmas this year or any year.  I do give you principles every single week that apply to everyone.  The tactics though, depend on your situation, your circumstances, your vision and, most importantly, where you are headed next.

What I can give you is your very own 2019 Practice Success Blueprint Plan.  You can read all about what it is and why it is so valuable and then make a decision if it’s for you or not – all depends on your ambition and what you want to make happen for yourself next year…

We have another week left before I will formally wish you a New Year.  Today, this Friday before Christmas, I remind you that in life and your practice you get to choose your own gifts, fill up your own stockings and give as freely as you want.

You should be deliberately deciding and then intentionally doing whatever is necessary to make your own gifts a reality.  That reminds me of one of my very favorite quotes…

“I’m not telling you it’s going to be easy, I’m telling you it’s going to be worth it!”

Of course, there is the ‘hard work’ way and then there is the ‘smart work’ way.  Both work – one far better than the other – and each path and plan completely and necessarily customized and uniquely your own.