As you enter the final stretch of 2023, it\u2019s time to firmly plant a stake in ground that there are certain things you will no longer accept as \u201cstandard operating procedure\u201d within your practice for 2024 and beyond.<\/p>\n\n\n\n
Last week, I explained the critical importance of NOT allowing yourself to progress into the future without understanding and embracing your \u201cMagic Number\u201d \u2013 the value every day must deliver in order to make your practice and life work. If you haven\u2019t yet gone through the exercise described in last week\u2019s message, I strongly recommend you set aside the time to do so. You shouldn\u2019t even consider NOT going through this process an option.<\/p>\n\n\n\n
Today, I\u2019m going to explain another \u201cmarker\u201d to set in stone, one tied intrinsically to that \u201cMagic Number\u201d and equally important to know and embrace. It relates to making sure that in 2024 you double your focus, attention, and energy on taking the steps necessary to increase the VALUE of every single patient who walks through your door.<\/p>\n\n\n\n
I\u2019m not merely talking about fees, however, to ensure we\u2019re all starting from the same place, let\u2019s begin with a quick refresher on that specific topic.<\/p>\n\n\n\n
First. Did you know that more than 80%, seriously, of all Practices do not \u2018formally\u2019 present and ask for treatment purchases? Instead they allow patients to check out at the front desk in front of everyone like they are ordering something at a fast food restaurant.<\/p>\n\n\n\n
Let me ask you\u2026<\/p>\n\n\n\n
How many big cases, $20,000+, $40,000+, $60,000+ have you checked out by exiting a patient in that way? Doubt it\u2019s many, if any at all.<\/p>\n\n\n\n
Some dentists would think they haven\u2019t sold large cases because their patients don\u2019t have any money. They would be wrong. It\u2019s always because of the way the money was presented and the method, environment in which the patient experienced it.<\/p>\n\n\n\n
Remember…<\/p>\n\n\n\n
Rule #1: just because the patient says they can\u2019t afford it, doesn\u2019t mean they don\u2019t want it\u2026 usually it\u2019s the fastest thing they can say to avoid a further discussion.<\/p>\n\n\n\n
We are trained to think like this… Saying \u201cI can\u2019t afford it\u201d usually gets me out of anything and everything when it\u2019s uncomfortable in any way.<\/p>\n\n\n\n
Rule #2: never ever attach money to health \u2013 make a treatment decision first, then a money decision second.<\/p>\n\n\n\n
This is critical, of course if you say, \u201cTo get healthy it\u2019s going to be $50,000,\u201d even if it\u2019s just $5,000, most aren\u2019t going to want to do it. However, if you say, \u201cDo you want to get healthy? Do you understand how important this is? Do you realize the implications long term on both your health and your finances if you are not proactive about this right now today\u2026?\u201d (Read that paragraph again.)<\/p>\n\n\n\n
Then they have emotionally BOUGHT into the Treatment.<\/p>\n\n\n\n
And they do so because you have framed this, along with the everything else involved with that patient\u2019s total experience relative to your practice and the services you provide, around something both of you truly VALUE.<\/p>\n\n\n\n
Let\u2019s now go into what that term actually means and entails, but first, have you registered for\u2026<\/p>\n\n\n\n
A Paint-By-Number Plan to Experience Time Freedom, Economic Prosperity,<\/strong> Live Practice Success Whiteboard Session: Having a prosperous, lifestyle-driven practice requires thoughtful design, just as you engineer a patient\u2019s journey to a glorious, life-changing smile. That\u2019s why Scott has prepared this important, end-of-the-year Whiteboard training, where he\u2019ll reveal:<\/p>\n\n\n\n \u2014 A paint-by-number plan to custom-create and design your BEST YEAR EVER in 2024<\/strong> in lifestyle, time freedom, financial success, and autonomy of choice.<\/p>\n\n\n\n \u2014 How to increase your \u201cI Deserve This\u201d level of awareness and acceptance \u2013 without it, you\u2019ll never be able to conquer self-limiting beliefs holding you back from achieving your greatest potential.<\/p>\n\n\n\n \u2014 The exact method to reverse engineer YOUR number<\/strong> \u2013 the KEY Value that drives every single measure of success you have for your practice and your life.<\/p>\n\n\n\n \u2014 A systematic approach to optimizing practice growth through diagnosis and acceptance, leading into collections and production.<\/p>\n\n\n\n \u2014 How to design a nurturing patient experience that affirms the value of optimal healthcare AND enables you to easily hit your financial goals<\/strong>.<\/p>\n\n\n\n \u2014 The key steps to maximizing the effectiveness and value of every single component of your practice<\/span> \u2013 making every system, every procedure, every team member worth a whole lot more.<\/p>\n\n\n\n \u2014 And that\u2019s only the beginning\u2026<\/p>\n\n\n\n Get ready to reinvigorate every aspect of life to make 2024 your very best year EVER…<\/p>\n\n\n\n The secret to understanding VALUE starts with the realization that\u2019s it\u2019s not merely a number or variable you\u2019d find in some kind of math or even an economics textbook.<\/p>\n\n\n\n VALUE is your North Star, the fixed point in the universe at which everything you believe, think, and do aligns.<\/p>\n\n\n\n VALUE is the overarching principle of how you understand, present, and deliver comprehensive health solutions.<\/p>\n\n\n\n If you\u2019re not seeing the kind of value you\u2019d wish to see from your patients, then you must understand that the fault does not lie with them. It\u2019s there sitting on your own front doorstep. You must start refusing to use your patients as an excuse. Some patients may not have the right mindset to accept what you\u2019re doing, and that\u2019s okay as long as YOU have the right mindset.<\/p>\n\n\n\n Now is the time to educate your patients and as you educate them, those excuses will just fall by the wayside, because they\u2019ll be excited about what you can do for them.<\/p>\n\n\n\n Educating them means saying things in the right way to them as well as presenting information. So you\u2019ll need to watch how you verbalize things. Get them excited about what you can offer. Build rapport \u2013 the way you talk to them establishes their connection with you.<\/p>\n\n\n\n Most doctors are so obsessively focused on production that they miss the fact that the production in your schedule had to come from somewhere. That is, of course, your diagnosis, which comes from patients in the schedule in the first place\u2026<\/p>\n\n\n\n \u2014 New Comprehensive Exams<\/p>\n\n\n\n \u2014 Emergency Patients<\/p>\n\n\n\n \u2014 Hygiene Visits<\/p>\n\n\n\n \u2014 Patient of Record in the Operative schedule<\/p>\n\n\n\n If you are a Specialist, where the majority of what you see or all of what you see are new patients, then you have categories of sources of where these patients come from.<\/p>\n\n\n\n We can take the average number of visits per day, week, and month to determine what the NEW TREATMENT OPPORTUNITIES through existing diagnosis already charted or newly diagnosed treatment must be. This is important in order to pace you out at a total diagnostic value that will give you the number you need to surpass your baseline and achieve your ultimate daily goal, which yields Your\u00a02024 Formula For Your Best Year Ever.<\/strong><\/em><\/p>\n\n\n\n This leads me to a question so many doctors ask me, \u201cWhat should our case acceptance be?\u201d<\/p>\n\n\n\n And while it\u2019s a decent and smart question to consider, there is no set percentage answer because it all depends on how you diagnose, how large the values are per patient, and where the patients are coming from. It also depends on the insurance makeup of your practice, along with several other variables.<\/p>\n\n\n\n The good news is that we can always improve case acceptance in any practice by following my principles that have been laid out in some of my most vital reports and publications.<\/p>\n\n\n\n For the purpose of today, we are going to say we can get a yes on 33% of every dollar of treatment presented. That is conservative but it takes into account that most of my loyal and serious followers are doctors that are comprehensive in nature and doing advanced dentistry.<\/p>\n\n\n\n This means that you must have at least 3x the amount of presented treatment every day than your stated daily goal \u2013 not minimum baseline, but your magic number. Once you know what that is, we can now divide and conquer with every team member and every department within your practice.<\/p>\n\n\n\n If you want to make it easy on yourself, divide your monthly costs by your normal crown fee. Then you can figure out what you\u2019ve got to do in a day to achieve an extra million dollars over and above what you\u2019re already making. If you’re already making a decent amount of money each month, stretch yourself by adding $5,000 a day.<\/p>\n\n\n\n I guarantee that you can easily find the opportunity to make this happen within your practice in 2024 and beyond. It\u2019s not pie-in-the-sky, it\u2019s reality. I\u2019ve watched it happen over and over again.<\/p>\n\n\n\n You also need to properly execute the way dentistry is done during all the visits. Focus on the value of what you\u2019re doing, because the value matters most. Then you can consider ways to deal with limitations set by insurances, coupons, and other ideas that reduce what you can bring in. At this point, it\u2019s important to eliminate those restrictions from your culture. This doesn\u2019t necessarily mean eliminating it from the way you\u2019re paid, but you do need to remove it from your mindset.<\/p>\n\n\n\n Remember, no one but you can decide how much you bring in, because you\u2019re the doctor in charge.<\/p>\n\n\n\n Integrity in Dentistry means understanding that what you diagnosis, present, and suggest to the Patient is a healthcare prescription of treatment that should be taken seriously, should be adhered to, and should not be optional. It needs to be congruent with the patients experience in the practice from start to finish and all the way through the presentation of fees, money, their investment, and financial plan.<\/p>\n\n\n\n Watch, listen, record, video, practice, role play with the people in your practice who ask for and handle the money and deal with all treatment planning issues for patients and make sure you are following these guidelines.<\/p>\n\n\n\n What you will discover is enough money falling through the cracks on a daily basis to double your retirement investments in a year, possibly double your entire income, and maybe even double your production scheduled in your practice.<\/p>\n\n\n\n This is big. Your leaky faucet of money being left on the table is more like a firehose and you just don\u2019t know it. I am confident you will see a giant change in your cashflow from these simple steps right here.<\/p>\n\n\n\n Constantly think about ways to expand opportunities to serve patients. Work painstakingly on improving diagnosis and building an environment that nurtures and cultivates patients what want and value. Commit to building better patients through experiences, education, and communication.<\/p>\n\n\n\n Next week, we\u2019ll talk about the systems within your practice, but starting today (and everyday), I want to challenge you to value your patients, yes, but also to VALUE yourself more in every way.<\/p>\n\n\n\n With your positive self-talk. With your optimistic expectations. With your grander goals and objectives. With your health and peach of mind. With your selfishness towards protecting what matters most to you. With your vision of the future, your ambitions, your desires, your dreams, and your aspirations.<\/p>\n\n\n\n
and the Lifestyle You\u2019ve Always Wanted In 2024 and Beyond \u2013 Guaranteed.<\/strong><\/em><\/p>\n\n\n\n
Friday, Dec. 22nd at 11am Eastern<\/strong><\/p>\n\n\n\n
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