When it comes to sustainable peak performance at levels that many would say aren’t possible or realistic (and the elite prove them wrong every single day in their practices), it boils down to one thing …
…while a lot has to go right to make a year a success, even a quarter a success, a good profitable high level month can be made with just a few victories. That’s why I say the ‘one thing’ that makes all the others possible and ensures every day builds towards a productive month without exception is…
Preparation.
Yes, it’s true, you can be 100% certain that you will hit your daily benchmarks to fulfill your goals every single day.
It can be done – it is being done (by the best) – but it takes a team not just an individual to pull it off. Actually, it can be done with just one individual being successful and that’s the power of it. Not every day will be a victory for everyone but for at least someone. That’s true as long as everyone gives it their best effort and prepares properly.
So how do you and your team become masters of preparation?
Three Steps:
1. Know your patient in advance
2. Assess pending treatment, existing diagnosis and known opportunities
3. Strategize for patient flow, conversation, timing, doctor engagement and treatment coordinator
Now, when each clinical team member does this properly they will begin their day with a number – a value based dollar figure – of treatment that is guaranteed to be available because it is already known. Then they will have at least that number (if not a much greater number), at the end of the day that they have educated, discussed, reintroduced and presented to their patients.
It does have to go further than just reviewing charts. You have to walk through and think through the day. In the past, I taught you the concept of visualization and pre-planning; this is the application of how that happens.
Please understand this is the 3rd part of the Smart Teams series, I have given you the follow-up to the combination of knowing and using your numbers.
This is the next and most important step.
Preparation is what must be done daily if you want to be a real winner. You simply should accept nothing less from each other.
Fast food workers (though nothing wrong with it), don’t have to prepare.
Gas Station attendants (though nothing wrong with it), don’t have to prepare.
Tollbooth cashiers (though nothing wrong with that), don’t have to prepare.
But you… Yep, it’s different. In your chosen field of a healthcare professional in the glorious industry of dentistry – you have to prepare.
If your doctor doesn’t, shame on them. If you resist, find a less worthy line of work. You can’t hit your goals on purpose without this and you let patients don’t. Your patients deserve your best and your best means being prepared.
If you want to add the more advanced components (that’s for not just the champions but the world champions)
1. Review photos
2. Discuss the last clinical experience
3. Work through the triangle of trust dialogue and practice with the treatment coordinator
Whatever you do, commit to yourself and each team member that preparation is mandatory. Every day the huddle is built on this and every day the results you get will be directly related to and supported by a foundation of preparation.
Now let’s make it happen.
