{"id":1934,"date":"2021-06-04T14:11:33","date_gmt":"2021-06-04T14:11:33","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1934"},"modified":"2021-06-04T14:11:35","modified_gmt":"2021-06-04T14:11:35","slug":"how-to-increase-the-profit-from-your-people","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/how-to-increase-the-profit-from-your-people\/","title":{"rendered":"How To Increase The Profit From Your People"},"content":{"rendered":"\n

We are returning to a topic about return on investment inside of your practice.  However, it\u2019s in a different way that\u2019s not often talked about or mentioned.  Yet, it is actually one of the most important indicators and leverage factors for success in any business and especially Dentistry.<\/p>\n\n\n\n

As you\u2019ll remember, we did a deep dive webinar training on something I could have called \u201cReturn on Your Time\u201d where we went through the actual engineering of your schedule and how to increase the value of your clinical hours and the value of your practice capacity in terms size, space, and people.  <\/p>\n\n\n\n

If you missed it, you can\u00a0watch the on-demand replay now\u2026\u00a0<\/a><\/p>\n\n\n\n

There is nothing that will determine your results in your practice and ultimately your prosperity and peace of mind than the value you extract out of your time.  Except this \u2013 or I should say except them.<\/p>\n\n\n\n

Your Team.  The people taking care of your patients.<\/p>\n\n\n\n

That\u2019s right, your return on your team and the value you place in them (and subsequently they place on themselves), will become your greatest leverage factor or it will become your greatest limitation factor.<\/p>\n\n\n\n

You get to decide if you want gain leverage from your team or if you want to be limited by your team.<\/p>\n\n\n\n

And this does have direct implications into your\u00a0Million Dollar Schedule\u00a0and your growth potential as it goes far beyond just the obvious of a hygienists\u2019 production or an assistant helping with ortho or having expanded functions.<\/p>\n\n\n\n

Those are basic considerations that I assume you are already maximizing every team member\u2019s skills, abilities, and contributions.  If you aren\u2019t (or even if you are), you should ask yourself what are each of your team members doing right now to advance their skills and develop themselves?<\/p>\n\n\n\n

Of course, we make it easy with our Dental Success Today approach of constant and never ending improvement by placing our focus on your people and their personal development but over and above that, what skill advancement are they in pursuit of, what aptitudes are they honing, what abilities are they embracing?<\/p>\n\n\n\n

And the same question applies to your team collectively and collaboratively.  What are you working on together to improve on and expand your team\u2019s value to your patients?<\/p>\n\n\n\n

This can be and often is something clinically but what about in terms of process or procedure or education?<\/p>\n\n\n\n

I frequently see practices that want better perio but have no structure or system for perio or worse yet have all of the above but are short on execution.  Perhaps they have a new piece of technology but no approach to engage patients with it or one team member does but others don\u2019t.<\/p>\n\n\n\n

One of the most valuable exercises that should be done from time to time is a clarity of roles and responsibilities for every team member.  You must do this transparently with everyone so that every persons combined equals the whole.<\/p>\n\n\n\n

Don\u2019t stop at just taking inventory of what is.  The lessons learned are where are there gaps, what\u2019s next, what can be improved, or what can each team member do to contribute at a higher level.<\/p>\n\n\n\n

The question usually just isn\u2019t asked and no plan is laid out to develop the people or the value of the people (which means the value of their roles and responsibilities).<\/p>\n\n\n\n

To state the obvious, you can\u2019t get more out of the same amount of time doing the same things.  You have to do something more, better, faster, or at a higher level in the same time.  Otherwise, your only option for growth is adding hours and volume; which is a contest where no one wins.<\/p>\n\n\n\n

So, what does that look like from every single team member\u2019s perspective as it relates to the position they own and the responsibilities they execute on?<\/p>\n\n\n\n

This is the single greatest way to increase your practice performance, profitability, and consistency \u2013 by breaking free from any and all limitations on your time and space constraints.<\/p>\n\n\n\n

It does always come back to and will always be about the people because the doctor is only one person.  While you can create as much dentistry as you want through diagnosis and you can do as much dentistry as possible through bigger cases, you will only reach the levels of success as the people around you facilitate.<\/p>\n\n\n\n

Besides, when each team member grows their value they grow their contribution and commitment to the practice.  It\u2019s not just about people being valued, it is about people being valuable and it takes both dynamics inside of the culture of your practice.<\/p>\n\n\n\n

I\u2019ve given you some assessment and thought-provoking questions.  Now, here\u2019s your list to execute on to get you in motion\u2026<\/p>\n\n\n\n

It is critical to make sure every team member knows what success looks like in their role and how their responsibilities are prioritized.<\/p>\n\n\n\n

As an example, I always find it perplexing when I hear a practice not focusing on the schedule and having cancellations with nothing in place of it, simply because they were busy doing something else.<\/p>\n\n\n\n

You should be thinking to yourself, \u201cHow can this be because nothing trumps the schedule \u2013 what could have been more important?\u201d  Obviously, anything time bound takes precedence over something else but they had their value and priorities out of order even though they were still \u201cdoing their job.\u201d<\/p>\n\n\n\n

In this case, they were doing the wrong job and instead of being valuable they were actually costing us and losing value.<\/p>\n\n\n\n

It gets worse\u2026 what about when someone says they will have to call the patient later because they couldn\u2019t get it done or were too busy.  Too busy doing what?  What could be more important than a patient in-person in the practice ready to make a decision and an investment in their health after having just made an emotional commitment and a clinical yes in the treatment room.<\/p>\n\n\n\n

The answer is nothing.<\/p>\n\n\n\n

And yet this happens all day long and you may not even realize it.  It\u2019s not like anyone will admit it because they know after the fact about the costly mistake but they confuse being busy with being productive.<\/p>\n\n\n\n

This comes back to learning how to be more valuable with time and that means having a clear focus on what is most important.<\/p>\n\n\n\n

This applies to minutes lost in doctor efficiency by leaving the room or by assistants not having everything ready.  Minutes lost equal minutes with patients lost equal rushed patient experiences equal incomplete diagnosis equal less valuable dentistry in the schedule and diminishing case acceptance.<\/p>\n\n\n\n

I long ago coined the term Value over Volume and it doesn\u2019t just mean the actual number of patients it means everything down to the conversation and communication to the number of visits and dentistry and everything else.<\/p>\n\n\n\n

At this point, I\u2019ve given you two giant things that will serve as that rising tide and help you to get a greater return on your team and therefore a greater return on everything else. <\/p>\n\n\n\n

Their minutes are either expenses or investments.  And while dollar for dollar, in terms of revenue creation and production value, are not worth the same as your minutes, they do add up to outnumber your minutes by a giant multiple.<\/p>\n\n\n\n

This week, we talked about both each person becoming more valuable in their skills and actual execution, as well as direct time management and task prioritization to create more valuable accomplishment with the time they have.  These go hand in hand and they become multipliers whether it\u2019s being more effective on every phone call or every patient engagement with photographs or not screwing up insurance conversations up front or breaking down treatment in the back.<\/p>\n\n\n\n

Next week, we\u2019ll move from return on your people to your treatment.  We\u2019ll have conversation unlike any that we\u2019ve had ever before and bring these time components together into one giant leverage point of growth for your practice \u2013 all with working in the confines of your existing structure making your practice, time, energy, effort, skills, and knowledge worth more.  Stay tuned.<\/p>\n","protected":false},"excerpt":{"rendered":"

We are returning to a topic about return on investment inside of your practice.  However, it\u2019s in a different way that\u2019s not often talked about or mentioned.  Yet, it is actually one of the most important indicators and leverage factors for success in any business and especially Dentistry. As you\u2019ll remember, we did a deep dive webinar… Read more »<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-1934","post","type-post","status-publish","format-standard","hentry","category-dental-success"],"yoast_head":"\nHow To Increase The Profit From Your People<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/dentalsuccesstoday.com\/blog\/how-to-increase-the-profit-from-your-people\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How To Increase The Profit From Your People\" \/>\n<meta property=\"og:description\" content=\"We are returning to a topic about return on investment inside of your practice.  However, it\u2019s in a different way that\u2019s not often talked about or mentioned.  Yet, it is actually one of the most important indicators and leverage factors for success in any business and especially Dentistry. 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