{"id":3226,"date":"2025-06-05T16:55:18","date_gmt":"2025-06-05T16:55:18","guid":{"rendered":"https:\/\/dentalsuccesstoday.com\/blog\/?p=3226"},"modified":"2025-06-05T16:55:29","modified_gmt":"2025-06-05T16:55:29","slug":"how-to-separate-from-the-bottom-80-of-practices","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/how-to-separate-from-the-bottom-80-of-practices\/","title":{"rendered":"How To Separate From The Bottom 80% of Practices"},"content":{"rendered":"<div style=\"padding:56.25% 0 0 0;position:relative;\"><iframe src=\"https:\/\/player.vimeo.com\/video\/1090881288?badge=0&amp;autopause=0&amp;player_id=0&amp;app_id=58479\" frameborder=\"0\" allow=\"autoplay; fullscreen; picture-in-picture; clipboard-write; encrypted-media\" style=\"position:absolute;top:0;left:0;width:100%;height:100%;\" title=\"Rewrite The Rules\"><\/iframe><\/div>\n<p><script src=\"https:\/\/player.vimeo.com\/api\/player.js\"><\/script><\/p>\n\n\n<p>[This is a segment from the hour-long video training: <a href=\"https:\/\/dentalsuccesstoday.com\/new-era\/\">The New Era of Private Practice Dentistry \u2013 available for free, on-demand here\u2026<\/a>]<\/p>\n\n\n\n<p>I have spent my entire career in helping people do the opposite of what everyone else does \u2013 because we don\u2019t want to be average, mediocre, or stuck in the bottom 80%. We want to be the top 20%.<\/p>\n\n\n\n<p>And really, I take it to another level because we want to be the top 1% of private practices in America where they are building a thriving practice on their own terms.<\/p>\n\n\n\n<p>So, I want to give you four things to do right now to eliminate average from your practice and join the top tier of dentistry\u2019s elite.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>First, Do a Full-Blown Assessment of Everything<\/strong><\/h2>\n\n\n\n<p>This is where it starts. From your website to your front door. From your phone calls to your reception area. From your operatories to your treatment plans. We\u2019ve got to get rid of any old, antiquated messaging. Any place where we are training people to be the opposite of the type of patient we want them to be.<\/p>\n\n\n\n<p>Because here\u2019s what happens\u2026 a lot of doctors decide on a vision, implement something, but only do it halfway. They don\u2019t see it through and never get to the results.<\/p>\n\n\n\n<p>Why? Fear. Insecurity. Self-doubt. We\u2019re all human.<\/p>\n\n\n\n<p>But if you don\u2019t go all-in on this opportunity, you are going to sabotage yourself. You\u2019re going to take great patients and make them just \u201cokay.\u201d<\/p>\n\n\n\n<p>Now, here\u2019s the good news. It\u2019s a simple switch. Instead of saying:<\/p>\n\n\n\n<p><em>\u201cWe\u2019re a practice for all ages and we serve all patients, come one, come all.\u201d<\/em><\/p>\n\n\n\n<p>We say:<\/p>\n\n\n\n<p><em>\u201cWe\u2019re in the business of helping families get healthy together.\u201d<\/em><\/p>\n\n\n\n<p>We can still see all ages. But we\u2019re not interested in any one age. We\u2019re interested in the whole family.<\/p>\n\n\n\n<p>We\u2019re going to do it by setting our own rules of engagement. By laying out our own clear expectations.<\/p>\n\n\n\n<p>And maybe you\u2019re a specialist doing one specific thing. That\u2019s fine. Same concept. You shout out to the A\u2019s. You clearly define the A\u2019s. You build a business for them.<\/p>\n\n\n\n<p>Because the way people come to you is the paradigm they\u2019ll live in.<\/p>\n\n\n\n<p>Now you\u2019re attracting patients who line up:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Educated consumer<\/li>\n\n\n\n<li>Relationship-based care<\/li>\n\n\n\n<li>Premium, concierge, and luxury buyer<\/li>\n<\/ul>\n\n\n\n<p>And someone ready to invest in optimal, future-based health.<\/p>\n\n\n\n<p>If you attract a relationship-driven, educated, premium-quality-seeking patient, don\u2019t throw them into a disconnected, outdated, \u201cdrill-and-fill\u201d operation. That\u2019s malpractice of your potential.<\/p>\n\n\n\n<p>They came in expecting concierge. Expecting trust. Expecting purpose. If what they experience feels transactional or generic, they\u2019re gone. Or worse, they stay and lower your standard from the inside.<\/p>\n\n\n\n<p>Because this next evolution of private practice? It\u2019s being driven by patients who want more. Who are investing in longevity, performance, wellness, prevention. Who are looking for <em>partners<\/em> in health, not providers of procedures.<\/p>\n\n\n\n<p>You are <em>specifically<\/em> for people who want to achieve optimal health. That\u2019s it. And when you operate from that belief, everything simplifies and you stop fighting uphill.<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>You stop letting insurance companies define your treatment plans.<\/li>\n\n\n\n<li>You stop compromising with the wrong patients.<\/li>\n\n\n\n<li>You stop playing small just to keep everyone \u201chappy\u201d while you\u2019re exhausted and underpaid.<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Second, Dump Ordinary<\/strong><\/h2>\n\n\n\n<p>Stop being bashful. Stop being so judgmental over yourself. Stop wearing a coat of guilt.<\/p>\n\n\n\n<p>Be proud of who you are.<\/p>\n\n\n\n<p>Why do you have to soften the blow for everybody?<\/p>\n\n\n\n<p>Be proud of your mission and be bold in your purpose. You\u2019ve got to stop being ordinary because you\u2019re afraid of who you might offend.<\/p>\n\n\n\n<p>I want you to take this moment right here. I give you permission to choose to be extraordinary. It\u2019s one of our themes. It\u2019s one of our taglines. Now I want you to do it.<\/p>\n\n\n\n<p>What does extraordinary look like for you?<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Better phone calls.<\/li>\n\n\n\n<li>A more intentional greeting.<\/li>\n\n\n\n<li>Slowing down the pace.<\/li>\n\n\n\n<li>Connecting with people.<\/li>\n\n\n\n<li>Build trusting relationships.<\/li>\n\n\n\n<li>Maximizing your opportunity to make an impact<\/li>\n<\/ul>\n\n\n\n<p>That\u2019s what this is about.<\/p>\n\n\n\n<p>So I ask you: Are you acting like you\u2019re ordinary? Are you practicing like everyone else? Are you afraid to offend? Worried you will rub people the wrong way?<\/p>\n\n\n\n<p>I want you to define your extraordinary, then I want you to shout it from the mountaintops. Wear your heart on your sleeve. Wrap everything around it. Be impeccable with it. Embody it.<\/p>\n\n\n\n<p>This is not a \u201csomeday\u201d shift. This is a <em>right now<\/em> transformation. Because the world has changed. The marketplace has changed. Your patients have changed.<\/p>\n\n\n\n<p>And you cannot seize the moment and the opportunity it provides by playing an ordinary game and letting your message blur into the background noise of dentistry.<\/p>\n\n\n\n<p>Now is the time to stand up, define your value, build your brand around your clinical identity, and go all-in on attracting and serving the right people.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Third, We\u2019re Not Selling Dentistry<\/strong><\/h2>\n\n\n\n<p>It\u2019s very important that we remove the idea that we\u2019re selling dentistry. We are not in the dental business. We\u2019re in the relationship business. We\u2019re in the health business and what we\u2019re really selling is outcomes.<\/p>\n\n\n\n<p>Because people buy outcomes.<\/p>\n\n\n\n<p>I\u2019ll say it again so it sinks in\u2026 a lot of patients don\u2019t even know the outcome they want\u2026 but they do know they want the best outcome for them. We\u2019ve got to be in alignment with that.<\/p>\n\n\n\n<p>So in every single engagement \u2013 every team member, every patient interaction \u2013 we focus on the outcome. From phone to appointment. From discovery visit to decision visit. From treatment initiation to completion of optimal health.<\/p>\n\n\n\n<p>Move past procedure, past sequencing, past treatment plans.&nbsp; Instead, become obsessed with clear, bold, exciting, confident, transparent pathway to health outcomes.<\/p>\n\n\n\n<p>When you do that, it becomes glue to the concierge patient.<\/p>\n\n\n\n<p>And remember: the hole you give through is the hole you receive through. If you give them a small opportunity, they give you a small outcome. Smaller yes. Smaller investment.<\/p>\n\n\n\n<p>You\u2019ve got to go WIDE OPEN with opportunity so they can go wide open with value and investment.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><strong>Fourth, The Lifetime Patient Value Multiplier<\/strong><\/h2>\n\n\n\n<p>Which leads me to your LPVM, your lifetime patient value multiplier, which is based on and specific to my four leverage points of Diagnosis, Case Acceptance, Cash Flow, and Schedule Control.<\/p>\n\n\n\n<p>There are a few simple refinements that will allow you to dramatically increase your lifetime patient value. And when you multiply this, you get patients who replicate themselves, because this kind of patient knows other patients who are just like them.<\/p>\n\n\n\n<p>And it\u2019s actually this societal secret \u2013 it\u2019s not even a secret, it\u2019s right in front of you. They call them <em>influencers<\/em> and you see them on social media every day.<\/p>\n\n\n\n<p>So, what do we do?<\/p>\n\n\n\n<p>You turn your patient into an influencer for your practice \u2013 an ambassador for your practice and an advocate for health. You can and must definitely do this.<\/p>\n\n\n\n<p>And what happens when you do?<\/p>\n\n\n\n<p>This whole concept we just walked through becomes a cycle, one after the other after the other. Next, next, next.<\/p>\n\n\n\n<p><a href=\"https:\/\/dentalsuccesstoday.com\/new-era\/\">Watch the Entire Video Training &#8220;The New Era of Private Practice Dentistry&#8221; On-Demand<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>[This is a segment from the hour-long video training: The New Era of Private Practice Dentistry \u2013 available for free, on-demand here\u2026] I have spent my entire career in helping people do the opposite of what everyone else does \u2013 because we don\u2019t want to be average, mediocre, or stuck in the bottom 80%. We&#8230;  <a href=\"https:\/\/dentalsuccesstoday.com\/blog\/how-to-separate-from-the-bottom-80-of-practices\/\" title=\"Read How To Separate From The Bottom 80% of Practices\">Read more &raquo;<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[10],"tags":[29],"class_list":["post-3226","post","type-post","status-publish","format-standard","hentry","category-dental-practice-growth","tag-private-dental-practice"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.7 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How To Separate From The Bottom 80% of Practices<\/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-separate-from-the-bottom-80-of-practices\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How To Separate From The Bottom 80% of Practices\" \/>\n<meta property=\"og:description\" content=\"[This is a segment from the hour-long video training: The New Era of Private Practice Dentistry \u2013 available for free, on-demand here\u2026] I have spent my entire career in helping people do the opposite of what everyone else does \u2013 because we don\u2019t want to be average, mediocre, or stuck in the bottom 80%. 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