1. Every Team Member needs a Goal, a point of focus, something to “do” or challenge themselves with. It’s not enough to get through the day just doing enough. You will only have success if you press yourself for it, stretch.
In your morning huddle every person should identify something they will set as their daily goal. It can be patient driven or across the entire day. Imagine the power of this if anyone or everyone were to do just a little bit more.
This could be sealants in hygiene, crowns in operative, invisalign starts or implants, or full mouth workups, on the phone it could be more appointments or emergency work-ins, or convert to “A Patients” Experience appointments.
Next…
2. Identify each individual Patient opportunity where a Patient has room to grow or move down their own pathway to health (or to a beautiful smile). You can be falling victim to letting your patients control your destiny when in fact the obvious thing is you are the doctor.
I have this argument all the time and it’s really quite pathetic. You really went to school, sacrificed throughout your life time to…make suggestions…seriously? People make suggestions for free. You’re a doctor. Your Patients want to be told what to do. Period, end of story. If you aren’t taking control of this, you are doing your patients and your staff a disservice, it is YOUR responsibility.
Now, that means you are only able to impact so many patients, the fact is you are with the patient the least amount of time, that is why you need to delegate your “suggestions” and make sure your Team is fully focused on moving patients toward optimal health and the beautiful smile they deserve.
During your Huddle have each Team Member state clearly the goal for each patient they will be seeing that day – “WHAT IS NEXT FOR THAT PATIENT?”
3. Finally…if your day is light or your capacity is more than what is scheduled – MAKE SOMETHING HAPPEN, using the points #1 or #2 make magic happen by expanding opportunity…when the patient is there you are the home team…they can stay longer, get impressions, take pictures, do records, hangout a little longer for perio, whatever.
Don’t judge a patient’s money, interest, or schedule.
Same-day work-ins from your existing patient base can be FOR ANY TEAM MEMBER. Not just for the Doctor. Move the patient forward.
Look, the patient doesn’t want to come back, so while they are there, get em while the gettin’s good.
One of my top Clients, an amazing Dentist, he is the highest income earning solo-practice Doctor in my Group and probably one of the top 20 in North America practicing part time – he LOVES blank space in the schedule because it gives him more time with patients…a busy schedule has little profit…a productive schedule does NOT mean it’s full, it means it’s profitable.
Find creative ways to fill your gaps, to fill the space, and to optimize the care you give every single patient.
These 3 ways to make a day “great” give you tools to make a difference. 1, 3, 10, 50+ patients a day, I don’t care. Divide and conquer, make something happen, and take these 3 approaches to make the most of every day and every patient.
Next week I’m going to give you the most amazing secret strategy regardless of talent, dental experience, or position, it can turn your practice from ordinary to extraordinary from the Patient Experience to your Practice Profit and it’s going to be incredible.
Until then… Remember this – WHAT YOU FOCUS ON is WHAT YOU GET. Use these 3 strategies to keep your focus strong and on target and you’ll start making “big money days” your norm.
Please don’t let the routine and monotony of the day distract you from what matters.
Remember Athletes never get tired of winning… you must always be ready to play to win EVERY DAY.
