This just might be one of the most important conversations you have with your Team. When it comes to “the business side of dentistry” and actually making patients healthy – there is only one way to move people down the pathway to health and that’s by putting gas in the tank – money – payment – investment – your patients must believe so much in you, themselves, their oral health, and the benefits of doing something that is out weights the consequences of doing nothing.
And inevitably the results of your patients’ decisions are going to come down to your Team’s ability to be comfortable with money and believe the investment made by your patients is worth it and the right thing to do.
This is like sitting down with your kids talking about some of the facts of life. You can ignore this discussion at your own peril.
This is a fact of life your team must understand and fully embrace…the fact that each and every person on the team’s relationship with money will dictate, determine, and impact (in either a negative way or positive way) your patients’ experience, case acceptance, investment in their health, and happiness or resistance to putting their money where their mouth is – literally.
Everyone must be on the same page and supporting each other. They must share the same money principles INSIDE your practice when it comes to your Patients, because any one weak link can and will destroy your patients’ commitment and investment.
Of course since you are taking care of your Team and every part of their life in and out of the practice, you might as well have lessons about life and being a successful person to grow personally and professionally; and talking about money fits right smack in the middle of all things.
Because we are discussing your Team’s comfort level with money, their belief in the value of treatment, and the reality of your patients needing to invest their money and take responsibility for their own health, you will want to focus on these two big areas that will be a foundation for everything else.
#1. Each person’s language, both verbal and nonverbal, when talking about money or presenting the importance of treatment that has been diagnosed
#2. The energy in each person’s tone of voice and in the general atmosphere in your practice, how it feels
When you couple these 2 areas with always being positive, assuming a yes decision, and taking treatment seriously…meaning holding the integrity of the diagnosis, you will have enormous increases to the amount of treatment said yes to, scheduled, and paid for on the first go round.
There is much more to discuss on this topic. To start You absolutely must study my presentation about the 5 core components of income streams in a practice and how each Team Member is involved in them – so you begin to be more transparent about their impact on these income streams and the reality of how EVERY CONVERSATION with EVERY PATIENT compounds the results you get.
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Remember this, it’s more profound than what it’s going to sound like, the more ‘onboard’ your team is with the concept of money and the more they FULLY UNDERSTAND and embrace the realities of business – the more they will take very seriously not only the care of patients but the financial success of your practice.
If you have already done that, it’s time for more advanced discussions and you can follow these two different exercises to practice with your Team.
1. Treatment Plan each other…are you comfortable with the investment YOU should be making in your own health? This is the hardest pill to swallow. If you can make yourself comfortable, you will be comfortable with all others.
2. Practice the crystal ball of consequences…take turns talking through the clinical, lifestyle, and financial consequences of doing nothing, and commit to being proactive which should always be the philosophy of savings in your practice, not delayed treatment.
Next week we’ll talk about how to overcome money before it even comes up and the best ways to create value throughout the patient experience. And then some tough conversations about the psychology of money and what each person in your practice can start doing to build their own money muscles to take away this feeling of angst, pre-judgment or negativity around fees, amounts, sacrifices, and asking for the ‘sale’ or investment into the treatment plan.
Game changers my friends…these are all game changers to your success and consistency of progress and growth in your practice.
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