I hope this week\u2019s Profit Report finds you doing well and having a fun, focused, and profitable start to April.<\/p>\n
Today I\u2019m going to tell you a brief story about one of my most exciting client success stories over the past 30-45 days. While I get weekly reports from my clients and we celebrate big victories literally every day \u2013 this one is extra special.<\/p>\n
For one, he wants to win, he plays to win, he wants his team to win and he\u2019s just outside of LA where everyone complains about the market and the patients and everything else \u2013 Dr. Sohn has a mindset of a champion and he never ever stops wanting to succeed.<\/p>\n
He is always asking me for what\u2019s next, what can I do better, and he is always very gracious which I appreciate above all else. He takes what we discuss seriously and he does something with it.<\/p>\n
When his Office Manager Sandy, Scheduling\/Receptionist April and himself came to me you could just tell they were focused, serious, and were going to win big, but I must say I was surprised to see how fast they accelerated from 0 to $100,000 growth in the first full month of implementation.<\/p>\n
Here\u2019s the thing a lot of Dentists say they want to succeed and do better but most don\u2019t really want to a) listen, b) change, c) eliminate their excuses for mediocrity.<\/p>\n
Oh, and just so you don\u2019t think this is some one-shot wonder or artificial growth from reactivation or some bullshit marketing nonsense \u2013 not a chance \u2013 this is taking the exact same number of patients, days in the schedule, hours, 5 person team, same practice and everything else and achieving remarkable breakthroughs.<\/p>\n
They anticipate their first $250,000 month in April\u2026which would more than 3x their average monthly performance in less than 90-days from beginning.<\/p>\n
Most Dentists would say\u2026well, you can\u2019t do that, we just need more patients, more patients, more patients, we need more time, I need more help, blah blah blah. They are always talking about what they need or what they can\u2019t do or what won\u2019t work.<\/p>\n
These things are not the attitudes and mindsets of progressive, successful, champion dentists.<\/p>\n
Just because you haven\u2019t before or aren\u2019t right now, just because you don\u2019t believe it\u2019s possible, doesn\u2019t mean it isn\u2019t. It is. Others are doing it \u2013 but \u2013 you never will until you are open to it to begin with.<\/p>\n
Besides, why would you want to live your life inside of your practice that always looks the same, why would you settle for slow gradual growth? What is it really, you want a job or a business, a same-as-every-other-dentist practice or a thriving experiential fun place to be full of life, energy, prosperity?<\/p>\n
Okay. I know you want to understand how they made this happen.<\/p>\n
1 \u2013 emotional engagement on the phone intake\u2026the relationship begins here\u2026you want to stop getting cancellations, missed appointments, no-shows, WORK ON THIS\u2026work on helping the patient know you really care.<\/p>\n
Don\u2019t expect them to give you the benefit of the doubt, you need to prove it, show them, really dig deep on the call to move it from a \u201cshopping to set an appointment\u201d to a \u201cdiscovery of whether they are the right patient for you and how you can best help them.”<\/p>\n
Get one thing straight \u2013 in no other healthcare environment on the earth does the patient dictate what happens more than dentistry \u2013 that is your fault \u2013 not the patients. Stop thinking about care being \u201celective\u201d it may not be LIFE AND DEATH but if you\u2019re a doctor then you\u2019ve taken an oath to be responsible for making your patients healthy.<\/p>\n
If you only want to tell them about it and educated them \u2013 write books, produce a TV show, put videos on the internet \u2013 if on the other hand you actually want to change lives and transform Patients then do everything possible to \u2026<\/p>\n
DE-COMMODITIZE yourself so Patients will listen, respect you, be engaged and committed to their relationship with you as much as you are to them.<\/p>\n
ALL of this begins on the phone\u2026this is why I push hard for Practices to MOVE the phone away from the Front Desk, stop rushing calls, take time to get to know the person who is calling. One extra minute makes a BIG difference in the long run.<\/p>\n
And if you don\u2019t think you can take more time on the phone\u2026CALL THEM BACK later, or use the day-before or pre-appointment interview call concept that I teach.<\/p>\n
Next up\u2026Dr. Sohn\u2019s Team has beautifully crafted an effective Patient Experience and it continues to improve week by week.<\/p>\n
2 \u2013 complete enhancement of the patient experience inside the office, deliberate, personal, choreographed, resulting in MORE TIME WITH THE PATIENT<\/p>\n
I talk a lot about this so I\u2019m going to ask you to do one of two things\u2026revert back to previous Profit Reports or you can get my entire Patient Experience Planning Process and Philosophy inside of my Prosperity Package and Practice Profit Blueprint. www.PerfectDentalPractice.com<\/a><\/p>\n One other thing I\u2019ll give you\u2026together with Dr. Sohn and his two Administrative People (which I hate using that word\u2026they are Frontline Patient Service Concierges and Advisors) and myself we restructured, practiced, and orchestrated the treatment presentation and emotional buy-in and financial arrangements portion of the Treatment Conference and New Patient Experience.<\/p>\n 3 \u2013 modification of the treatment presentation protocol, format, and better management of the financial discussion, avoiding what I call the dropping down to the lowest common denominator.<\/p>\n Dr. Sohn is a Master, Clinically\u2026impeccable. Still if you make it about money or go to fees too early you\u2019re done for, even the best can\u2019t remove the fixation of the mind on money.<\/p>\n This takes finesse, strategy, and careful planning to help the patient fully commit in their mind and see themselves living with the outcome and the benefits that result from your diagnosis and recommended treatment.<\/p>\n Then once you have made the leap and money is on the table\u2026it\u2019s about having integrity, being congruent, and following through with what you said you would do from the first moment you met the patient\u2026helped them get what they wanted.<\/p>\n It really isn\u2019t that difficult. I get so tired of hearing \u201cmy patients don\u2019t have any money\u201d or \u201cI just need better patients\u201d or \u201cnobody can afford Dentistry these days\u201d<\/p>\n Really?<\/p>\n Well I can show you the poorest cities in the country where clients are doing amazingly well, and the most competitive markets on the earth and clients raking in patients and money.<\/p>\n Your ability and the patient\u2019s willingness to invest in your services has everything to do with your relationship with them, their belief in you and their confidence and commitment to the results you presented \u2013 not about money.<\/p>\n I\u2019ll save this for another day because it\u2019s advanced stuff.<\/p>\n Here\u2019s a tip \u2013 if you are making it all about money you\u2019re going to lose. If you are just focusing on the \u201cproblem\u201d OR the \u201csolution\u201d instead of the future life, liberty, and pursuit of happiness \u2013 what the patients is going to look and feel like AFTER you work your magic\u2026then they have nothing else to do but decide based on money.<\/p>\n Don\u2019t make it about the money. Usually the practices I see are making dentistry like selling a car with line itemed features or a construction worker making a bid on a remodel.<\/p>\n You don\u2019t see other Doctors selling this way. Why would you?<\/p>\n Well. There you have it.<\/p>\n Now you want to know something, guess what\u2026<\/p>\n I have never been to Dr. Sohn\u2019s office. If I told you where he was at you\u2019d think it was not the highest end area, you\u2019d find Dentists all around him struggling to pay their overhead instead of growing like crazy\u2026 and we did no marketing.<\/p>\n We met, they went through my Blueprint Process we devised their plan and we took action. They are amazing, they wanted to win, and they gave up all excuses and took the field like champions.<\/p>\n Of course we did everything we always do, got each-and-every team member involved, excited, focused on their positional responsibilities. We built a playbook process flowchart for the Patient Experience and outlined how each person would be a part of it and what their role and our expectation was for this interaction.<\/p>\n I\u2019m very proud of them because they have now, in one single month, reached levels that their size of practice, one doctor, lifestyle-based schedule, small team are in the top 1% of Dentists in North America and they aren\u2019t looking back.<\/p>\n Best of all of this is these changes we made came with zero-hard costs, happened quite literally overnight, and they are repeatable, they are in place, they are never going to revert back because we made structural, systematic, tangible modifications.<\/p>\n Now they can build on top of this and move to much more advanced concepts and strategies for growth and expansion.<\/p>\n You know what I love about Dr. Sohn, among many things, is he was most excited about how much extra money his team members made\u2026the impact it has and will now continue to have on their lives and families.<\/p>\n That my friends is extraordinary and the way to keep the best players on your team, forever.<\/p>\n Changes like these are not miracles they are calculated. They happen because I know how to make the best better, know how to look inside of your practice and really understand your strengths, what you desire to do, what your dream practice is and apply business systems and empowering leadership and performance based positional management\u2026we always focus on the PEOPLE of the PRACTICE \u2013 your team, your patients, yourself\u2026and then just like clockwork\u2026the money, the profits will follow.<\/p>\n Dr. Sohn and I began our relationship right here\u2026in one of these reports, he respected my writing and my thoughts and ideas about Dentistry and he did what most don\u2019t do\u2026he acted, followed his thoughts with a decision, and requested my Prosperity Package and talked through his challenges and goals and objectives with me and we made it happen.<\/p>\n Just like you with your patients.<\/p>\n You make it happen. Of course, they have to do the hard part first\u2026they have to show up\u2026just like you and me, I\u2019m here\u2026ready, the question is, are you?<\/p>\n