The Dentist CEO

We Have Moved!

2011-07-18T16:03:00.000-07:00

Check out the new DentistCEO website and blog.

See you there!

It's Not Just About the Teeth

2011-06-21T16:43:00.000-07:00

Many years ago, just after I had built a new dental office, I hired a man and his wife to clean the office each night. While the man was nice, his wife was almost openly hostile towards me. You can imagine my “delight” some time later when I saw her name on the schedule. She seemed to be somewhat relaxed around the staff but the second I walked in to the room she bristled. She was adamant that I remove my mask and walk around in front of her each and every time I entered the room. She did not want to be reclined completely and every time I had to touch her, she would wince. Additionally she had an auto immune disease and TMJ syndrome. At the end of every appointment I would feel like pulling my hair out.

Over the next couple years, I replaced several teeth with a bridge, altered her vertical dimension, made a lower partial and replace all of the composites in her anterior teeth. I was shocked about three years later when she wanted to get anterior veneers. I always wondered why if she was so afraid of me, why she continued with treatment with me. Years into the relationship the mystery was revealed. As a child she was abused and I reminded her of her abuser. Learning to deal with me, was her way of resolving these painful issues. “WHY ME?!?!?!?!?!?!”

But I am happy to report that eventually, I got it too. Knowing what the patient was dealing with, helped me treat her with more compassion. As we completed the veneers, I was pretty gratified to receive a big hug and “Thank You.” Several months later I was surprised to see my work on the front page of the local newspaper. My patient had gone to the paper to express her appreciation a public way for the treatment that she had received from me. I lost track of my patient for several years but recently I saw her in our local court house where she serves as an advocate for abused women. Now when I get frustrated with my patients, I try to remember, “It’s not just about the teeth.”

For more information on how DentistCEO provides expert dental consulting in Vancouver, WA to help you create your dream team, contact Dr. Brad Larsen of DentistCEO today!

Recognize Your Power

2011-06-08T15:28:00.000-07:00

Within each of us lies a boundless power, one that we can choose to ignore, abuse, or harness to positively affect those around us: The power of our words.

It is likely that some of your most meaningful memories involve words that had great impact. In some cases, a few spoken words can change your life’s course. Martin Luther King, Jr.’s words are to this day studied, examined, and explored because of their ability to motivate and induce passion. Centuries old proverbs and Bible verses caution that our words can “cut deeper than the sword.” In addition, an unbreakable promise is often referred to as “giving your word.”

In the dental office, and any work environment really, the words we choose on a daily basis can determine whether we find success a team. Positive reinforcement from the dentist or team leader can become the backbone of a highly motivated team of super producers. Conversely, thoughtless remarks that cut down can lead to discouragement, apathy, lack of motivation, and the dental practice as a whole suffers. Making a concerted effort to choose positive, upbuilding words can breathe life into a dental team that is choking on low morale. As a dentist and dental consultant for Portland, I’ve seen the power of words in the dental office!

Dental consulting for Portland and Vancouver: Contact Dr. Brad Larsen of Dentist CEO.

Feels Like Home

2011-05-29T21:20:00.000-07:00

A couple of years ago my family happened to visit a small neighborhood Italian restaurant, “New York, New York” in Portland, OR. The owner and his daughter are always there and treat the customers like old friends. One of the menu items is Cesar Salad which the own makes at the table. He has an East Coast accent and makes you feel like you are in his restaurant in Brooklyn. We ordered a large pizza which took up the entire table top. By time we left we felt like we were family. We have returned several times and each time we feel like we are visiting friends. Last Friday as we left, I thought to myself, "Wow that feels like home."

One of the things I miss most about private practice is the ongoing relationships that I had with my patients. I miss the catching up at each recall, watching the kids grow up, move away, come back and have kids of their own. As dentists, we have the unique opportunity to build relationships with our patients. I have always contended that the term, “dental home” is more than just a term but it is a feeling. These feelings of "home" help patients feel confidence in our abilities and treatment recommendations. If your patients are hesitant to accept your treatment recommendations on the first "go around", be patient, build the relationship and you will be surprised at their reaction to your recommendations when your office "feels like home."

If you want your office to "feel more like home", contact DentistCEO, dental practice management for Portland and the surrounding area.

And find DentistCEO on Facebook here.

Are We Having Fun Yet?

2011-05-15T16:51:00.000-07:00

Some of my fondest memories in private practice we the moments of uncontrolled laughter that I shared with my patients and assistants in the operatory. As doctors sometime we fail to allow our patients to see us as "just plain folks." While creating beautiful smiles may be our primary goal, there is nothing like a good laugh to show them off. It is amazing how a "laugh break" relieve the stress of a busy schedule.

Dentistry is a great profession with the potential for lot's of good times. Contact Dr. Brad Larsen at DentistCEO and let the good times roll.

Find DentistCEO on Facebook here.

"The Buck Stops Here"

2011-05-04T13:47:00.000-07:00

As I reviewed the reports of the recent events surrounding the killing of Osama Bin Laden by the US Special Forces, I was struck by this picture of the White House staff in the situation room as they watch the events unfold. The intensity of those present is obvious. Even though President Obama is not sitting at a computer or personally directing the operation, his concern is evident as it should be because in the words of Harry Truman, “the buck stops here.”

Often when I work with doctors I find that there is a lack of progress in tackling the challenges in their practices because the owner/doctor feels that because he has delegated a task and his/her responsibility for the successful completion of the task has ended. An effective leader understands that the success of a project is more a matter of “assign and report” rather than “assign and forget.” During my years of private practice, I found that once I had adequately trained my staff, they could work well independently and I was confident in their ability to successfully complete projects. My confidence in my staff was reinforced not only by their successfully reinforcing their project but by frequent reports. I am a fierce advocate of delegation but I always bear in mind that “the buck stops here.”

Thoughts of Home

2011-04-23T11:42:00.000-07:00

As the earth awakens from its winter's sleep and families unite to celebrate Easter, I can't help but think of the countless men and women who have sacrificed and sacrifice so that we can live in this country of freedom and liberty. Thank you for your sacrifice.

Embracing Our Differences

2011-04-16T19:40:00.000-07:00

I am pleased to feature Mary Kay Milewski as a guest blogger. I recently attended a social media seminar with Mary Kay and another guest blogger Al Mendez. Experience as both a Human Resource Manager, Executive Training Manager, as well a Dental Practice Administrator, has uniquely positioned Mary Kay Milewski to understand the complex challenges of practicing dentistry in times of exponential change. As an instructor in the Workforce Development Department of the University of Akron, Mary Kay teaches management skills to a wide variety of business including manufacturing, healthcare and service organizations. Her realistic, refreshing approach to areas such as Leadership, Communications, Conflict Resolution and Change Management have given her clients hands on tools to improve the bottom line of their company and to develop their most important asset – their people.

I live in two worlds. I manage my husband’s dental practice in North Eastern Ohio, but I am also a contract trainer for a local university which sends me into a wide a variety of companies to do management training. The management problems we face in dentistry today are really no different than those I see all over the manufacturing and service sectors of our economy. People are people no matter what their profession.

One problem I hear over and over again is how to manage the challenge of generational differences in the workplace. Specifically, managers and supervisors ask me why the “twenty something kids” don’t want to work. And expect to be made a manager during their first week of employment. And leave each day at 4:00 pm on the dot. The younger members of their workforce roll their eyes and ask me why the shall we say “more seasoned” coworkers still can’t figure out how to put an attachment into an email, and why it is such a big deal for “old people” to try something new.

Generational Differences are as old as time. I am sure somewhere deep in a cave somewhere is a hieroglyphic that says “What is with these young kids today?” Each generation has a natural desire to break with the past, to push boundaries, to try to do things differently. I grew up in the 1960’s near Kent State University…generational differences were very alive and well. And while we wrote music and books on our view of the world, once in the workforce, our generations blended together well.

So what’s different now? One of the biggest culprits is the pace of change. Generations used to be divided into periods of twenty to thirty years. A recent New York Times article cited research being done that pointed to technological changes so profound as to dramatically change how young people communicate…every three to five years. Think about it…an eight year old has been raised reading books, but your toddler will view a book as something you download. An eighteen year old will not answer an email or “shudder” an archaic voicemail but send them a text and you get instant response. But their twenty five or thirty year old sibling will be much more open to using email because texting wasn’t part of their adolescence. We’ve created profound intra-generational shifts that will inevitably impact how younger generations communicate and interact with an increasingly complex world.

So what to do? As with all things, first take a deep breath and realize that you cannot stop the change that is coming at us like a runaway train. Stop trying to pound a square peg into a round hole and embrace these generational differences. Accept that a different view is not necessarily a bad thing, but rather that a gift that can help you consider new ways to solve old problems. Embrace these differences instead of trying to make everyone think like you. And get used to change. It’s here to stay.

What Ever It Takes

2011-04-08T17:41:00.000-07:00

I am pleased to present my guest blogger, Dr. Al Mendez. Albert Mendez is a practicing dentist in SE Kansas. He is married and the proud father of 5—four college age and one in high school. He attended Brigham Young University in Provo, UT. He received his Doctor of Dental Surgery Degree at the University of Nebraska Medical Center College of Dentistry in Lincoln, NE. He enjoys walking, snow skiing and riding his Harley Davidson Heritage Classic. He has recently been elected to his local school board.

I know what I am about to say just might sound ironic. I write a blog and I Facebook, and yet I consider myself a somewhat private person. How is that possible? I suppose I consider myself private because I do not "confess" past or current "sin and shortcomings" in public. I grew up the son of a hardworking steelworker in a middle class community in the south suburbs of Chicago. It was not uncommon for Dad to work 12-16 hours per day. Throughout my growing up years, Mom was a stay at home mom. She ran a very tight ship. I admire my parents for all they did for my siblings and me. I am the person I am today mostly because of their attitude and teachings. Do whatever it takes!!!

My common, everyday life was never much to talk about; after all every one lived that way, right? It was nothing to be ashamed of, nor was it much to brag about. Recently I was talking with one of my team members about working my way through college and dental school. I told her about how I worked in a meat processing plant moving product from storage to the processing floor and back. I helped in the "ground beef" room--pushing the meat into the grinders, extruding it into one to ten pound chubs, boxing the chubs, etc. On occasion I would drive a refrigerated flat truck to pick up or deliver the meat all over Nebraska, Iowa, and even Minnesota.

I also mentioned doing custodial work. I had a couple of different custodial jobs. One required me to keep tiled floors and stairways clean. I was responsible for sweeping, mopping and stripping and waxing these floors. Yet another job consisted of pulling trash and vacuuming carpets in office buildings around Lincoln, NE. She was amazed at the things I did. It was neither glamorous nor demeaning work. It just needed to be done!

As I reflect on my past, I am reminded of my attitude then. The things I did were neither demeaning nor degrading; they just needed to be done. Do I still have that same attitude? No matter what your current circumstances, do you have this same attitude? Are you willing to do whatever it takes?

This applies to all parts of our lives. Professionally, have we developed a "that's not in my job description" attitude? In our family relationships, do we think "Why should I even try, when I know they aren't?" Do we shun doing the chores we may think are "beneath us" for fear of what others may think?

Take time think about the things that are important to you. Are you willing to do whatever it takes?

How Much is That $23.50 Worth

2011-04-06T15:37:00.001-07:00

Case #1
I recently received a bill from a health care provider that included $0.68 interest because I was charged interest on my balance while the office waited for my insurance to pay their portion. While the small interest charge certainly was not worth getting too worked up over, none the less it was irritating since I had offered to pay my portion at the end of the visit.

Case #2
A patient recently visited a dental office with a toothache. The tooth required a root canal, a build up and a crown. Since the office doesn't do root canals, she was referred to a local endodontist. As the patient left the operatory she mentioned that her husband is in need of dental work so she would "get him in."

Later that afternoon the patient called the office to explain that she was able to schedule an appointment with the endodontist for the next morning and wanted to take a copy of the x-ray with her. Unfortunately the policy was that if the x-rays were mailed, there would be no charge but if they were given to the patient there would be a duplication charge. Understandably the patient was unhappy. The husband, the potential patient, was noting less that "hot." The patient returned the next day for the x-ray, after a lengthy discussion, paid the $23.50 duplication fee and left. With her she took the revenue of the build up, crown and her husband's potential dental work. In financial terms, what would the return on investment have been on $23.50?

My father gave me good counsel, "Be careful not to trip over dollar bills to pick up dimes." Sometimes, I am afraid that as dentists we miss the big picture and trip over dimes at the cost of thousands of dollars.

Are your office policies customer friendly? Sometimes a fresh pair of eyes, can save you thousands. Call Dr. Brad Larsen, Vancouver/Portland consultant at DentistCEO for a free consultation today.

Your Website – A Valuable Marketing Tool

2011-03-30T12:19:00.001-07:00

Hannah Daniel manages a dental health blog backed by 1Dental.com, and has recently worked on the Free Dental Care Finder project, a tool that helps people find free and low-cost dental care in their community.

First impressions are everything, so what does your website say about you? As a dentist, your website is no longer just a place to dump all your information in case someone happens to stumble across your page while looking for dentistry in your area. Your web page is typically where people go first nowadays, so you need to see your website as a marketing tool and make that first impression count!

Appearance Matters

Most people today do their research on the Internet. They want to be fully informed ahead of time to ensure they will be getting the best quality for the lowest prices at their optimum convenience. A quick Internet search can help them come to that conclusion within minutes. If they don’t like what they see after a brief glance at your website, you may have just lost a potential patient.

Just like with any other business, you have plenty of competition vying for the attention of anyone looking for dental work. Your website is a very important marketing tool, so make sure it accurately represents your practice. Invest in some quality page design – no one wants to visit a dentist who has a shady website. For all they know, your office might be just as shady. Make sure your website looks just as polished as your actual office – you don’t want your website to look like spam!

Beware of making it so high-tech that users get lost just trying to find your contact information, however. Information should be clear and easy to find. It’s often a good idea to include a biography page for the dentist, and sometimes even for the hygienists and office assistants as well. Let the web visitor get to know you. Relationships matter when developing/sustaining a practice, and the first steps to build them can often start on your website. A good first impression can make the difference for a potential patient to pick up the phone and make that first appointment.

Valuable Information

Your website should not be solely self-promotional. Of course you’re promoting your own practice, but it’s important to provide something of value to prospective patients before they even step foot in your office. This might include:

• Fact sheet on dental statistics
• What to do in a dental emergency
• A blog page with updates on your practice or dental news
• Fun games to teach children about dental health
• Charts and graphics on tooth development or oral disease symptoms
• A list of dental terms with definitions

You don’t want to overwhelm visitors with additional information or they might forget that your website is primarily about your dental practice, but you should help visitors feel like their trip to your site was worthwhile. Take advantage of the opportunity!

Consider your website to be a useful marketing tool rather than a requisite contact page, and you can start connecting with future patients before they even walk into your office.

"Likeable" Lucky

2011-03-25T07:32:00.000-07:00

I am sure that you have been touched by the many stores of struggle and survival that have been reported over the past two weeks in regards to the earthquake, tsunami and nuclear crisis in Japan. One story that captured my attention took place thousands of miles from Japan. Last week the South by Southwest conference concluded in Austin, Texas. While the purpose of the conference is to highlight entertainment, a dog received much of the attention in the early days of the conference. Lucky, a 14-year-old retired fire and avalanche rescue dog and constant companion of philanthropist and film maker Charles Weingarten, made a surprise appearance Saturday morning, two days after the earthquake. Five former canine team members were flying to Japan later that day. The Annenberg Foundation had made a pledge of donating $100,000 to the relief efforts if 100,000 people “Like” the “Dog Bless You” Facebook fan page in the next 10 days. If the number was reached by the following Sunday, the donation would double to $200,000 Weingarten and Lucky attended the film portion of SXSW to promote “Explore.org”, a series that documents and aids humanitarian causes across the globe. Both Explore.org and the service animals non-profit, “Dog Bless You” are projects of the Annenberg Foundation. "I got the call this morning," Weingarten explained.

"They said, 'Charlie, we’re shipping five dogs to Japan and we need your help’….I want to build some community around these animals," so Weingarten headed over to the Interactive side of things to get the word out.

"This is a historic call to action," Weingarten announced to pretty much everyone who stopped to admire Lucky. "We’re about to launch this on Facebook right now. You don’t need to give any money. You don’t need to buy anything. We’re just asking for your hearts and your time to help. You just have to like the page."

(http://technolog.msnbc.msn.com/_news/2011/03/12/6256126-sxsw-100k-facebook-likes-for-dogs-sends-100k-to-japan)

Once again the power of Facebook was demonstrated in a creative, heartwarming way. The last I check the “Dog Bless You” Facebook fan page had 173, 940 fans. Various social media sites have played pivot roles in recent days in historical political change, the rescue efforts in Japan and also in philanthropic efforts. Social media can play an integral part in marketing for today’s dental practices. Additionally many practices use social media to educate and empower their patients to make wise dental decisions.

For help in creating an effective social media strategy for your practice, contact DentistCEO, dental practice management for Vancouver, Portland and the surrounding area. And find DentistCEO on Facebook.

Empower Your Patients with Knowledge; They’ll Keep Coming Back!

2011-03-14T12:14:00.000-07:00

Success in dentistry is up to your patients. After new patients find you, what keeps them coming back? Will they accept your treatment recommendations? Though it may sometimes feel like the dentist and team have little control over patient retention and treatment plan acceptance, the truth is, you and your staff can influence your patients in a positive way by empowering them with knowledge!

After years in dentistry and providing dental practice management in the Portland area, I’ve had the chance to witness many fine dental teams. The ones who serve their patients best and see success in retention and treatment acceptance are taking the time to educate their patients. From the information you post in your office, your online blog, social media outlets, and most importantly what your hygienists, assistants, and you yourself say to patients, the impact can be great! If you focus on using your media outlets, wall postings, and what brief time you spend with each person who visits your office helping them see the value of maintaining fine oral health, your practice can benefit.

Empowering your patients with the knowledge that their dental health is a real priority (and can have long term effects on their systemic health), allows them to make good dental decisions. Taking the time to think carefully about the information you present to patients while they are with you can affect whether or not they come back to see you at regular intervals and follow through with suggested treatments!

For more information about improving your dental practice, contact DentistCEO, dental practice management for Portland and the surrounding area.

And find DentistCEO on Facebook here.

Dogs & Dentistry Part 4

2011-03-10T17:11:00.001-08:00

Here is another installment on the topic of creating your dream team. Even though Scooter has grown and matured the need for my wife and I to be the pack leaders has not changed. So it is with your dental team. As the executive of your practice, your role as the leader can’t be delegated. A friend of mine often reminds me that “the pace of the pack is set by the pace of the leader.” While you may delegate different tasks in the office the team will still look to you as the leader to set the pace. As pointed out in previous posts, the creation of a dream teams begins with the executive determining who he/she is and what his/her mission is and where his/her vision will lead. The mission, vision and goals of the practice need to be clear in the minds of the team members. All successful sports teams have a game plan in place before the game begins and use the half time to make necessary adjustments. Imagine the chaos that would ensue if all of the team members were not clear on the game plan. Many times I have worked with clients who are frustrated by their team’s lack of direction. Often the root of the problem is that the team members haven’t been informed or reminded of the mission, vision and goals of the practice.

In his book, “Don’t Step on the Rope” author Walter Wright gives the following suggestions for executives as they lead their teams and honor the relationships in the organization.

Keep the purpose and goals before the team always and make sure they shared by all members and perceived as meaningful.
Build commitment and confidence within and among members, making sure that everyone is tied into the rope and belayed.
Strengthen the mix of technical and relational skills. Make sure everyone understands the skills needed and keep honing their abilities. Encourage the continual social interactions that build community.
Manage outside relationships with the larger organization or expedition and secure the support services required by the team.
Create opportunities for other to lead by delegating leadership back to the team members for specific area of responsibility.
Do real work. The leader is one member of the team roped up like everyone else – not “the leader,” but one member with leadership responsibility for this particular objective.

For more information on how DentistCEO provides expert dental consulting in Vancouver, WA to help you create your dream team, contact Dr. Brad Larsen of DentistCEO today!

Facebook Surpasses Google

2011-03-07T11:21:00.000-08:00

Facebook Surpasses Google

This is a very interesting post by my friends at Roadside Multimedia regarding Facebook. For years Google has dominated the Internet. Looks like there is a new kid on the block. The opportunities for our profession are phenomenal. I am sure you will find this article as enlightening as I did.

A Golden Rule Office

2011-03-03T16:43:00.001-08:00

In the past thirty years as a practicing dentist and now as a consultant, I have been fortunate to develop many meaningful relationships which have enriched my life in innumerable ways. The cardinal rule for relationship building was taught to me as a child, “The Golden Rule.” I am sure it is familiar to most of us, “Do unto others as you would have them do unto you.”

As dentists, it is easy to get caught up in the pressure of private practice. Not only do we feel the pressure treating our patients, we have the added pressure of being an executive of a small business. At times it becomes easy to forget that the MOD on #30 is attached to a real live person. One of my favorite movies is “The Doctor”, starring William Hurt. William Hurt is cast as an arrogant surgeon, Dr. Jack, who treats patients like interchangeable cogs in the machinery of his medical practice. Dr. Jack has been ignoring a raspy throat and cough until he coughs up blood. Soon, he is diagnosed with a tumor on one of his vocal cords. He becomes the patient of Dr. Leslie Abbott who is even colder than him, she is talented but sees only problems to fix, and the person exists to her only as something to bring her the illness to cure. The doctors in the film are largely, all of the same stripe. They are supreme problem solvers who avoid any involvement with the people they are treating. The one who actually treats patients with humanity is ridiculed by his fellow doctors. As a patient, the inhuman sterility of the hospital and its policies become clear to Dr. Jack as he is treated as a container for the problem the doctors are to fix. One of the things all patients do is wait, and then wait, and then wait some more. Dr. Jack’s personal transformation during the course of the movie is compelling to watch as a health care provider.

I have watched “The Doctor” several times and each time I resolve to treat my patients and fellow team members with more humanity. Indeed a caring relationship between the doctor and patient is good medicine. I continue to enjoy the relationships that I formed during my years in private practice. I often think of the lessons of Dr. Jack. Every once in a while it is a good idea to stop, step back and have a look at the way our patients are being treated and perhaps focus a little more on relating rather than just simply curing. I highly recommend spending some time with “The Doctor” as a way of initiating the process of transforming your office into a “golden rule office” where patients are treated with the same dignity and respect we are desire.

For more information on building patient loyalty by promoting strong relationships, contact DentistCEO today for all of your questions regarding dental consulting in Portland and the surrounding area.

Find DentistCEO on Facebook here.

Relationships That Stand the Test of Time

2011-02-23T13:11:00.000-08:00

After years in dental practice and providing services in dental consulting to the Portland area, I know that the majority of dental offices are striving to be great. Many of the dental practices that seek the advice of a qualified consultant such as me are taking the first step toward improving their practice, and this is commendable.

One avenue of becoming the best dental practice possible that can't be ignored is building strong relationships with your patient base to ensure patient loyalty. You see, patients that feel they are valued by doctor and staff are less likely to be drawn away by enticing “Free Whitening” offers at nearby competitors. They are less likely to hold a grudge on the occasion that they have a longer than expected wait time or some other unavoidable mishap occurs. They are more likely to view you as family, and desire to introduce their friends and family to you!

So, is it possible to give each patient who walks through your doors this kind of personal service while still ensuring that your bottom line is booming? Absolutely, in fact, the two go hand-in-hand. Personal touches in patient care that allow your clientele to feel warmly included in your practice family take little time and effort, and the majority of staff members will jump at the opportunity to take the initiate if you encourage it!

For more information on building patient loyalty by promoting strong relationships, contact DentistCEO today for all of your questions regarding dental consulting in Portland and the surrounding area.

Find DentistCEO on Facebook here.

The Power of Social Media

2011-02-15T13:10:00.000-08:00

I have been amazed over the past two months at the speed of change, changes that have been facilitated in large part to the power of social media. While no one would ever assert that Facebook or Twitter are responsible for the dramatic changes that have occurred first in Tunisia and last week in Egypt, there is no denying the part that social media play in mobilizing the population. If nothing else the events in Tunisia and Egypt should cause us to take a second look at the immense potential social media has for dentist to market their individual practices.

Did you know that with its 500 million active users, Facebook would be the third largest nation in terms of population? Facebook users equal the entire European Union. And it grows by 250,000 new registrants every day! AND ACCESS TO ALL OF THESE FOLKS FOR THE MOST PART IS FREE!

Over the past thirty years I have amazing changes in dentistry both in terms of services and delivery models. I have witnessed as composite have replaced amalgam in many practices, as implants have gone from experimental to the standard of care, and as bracketless braces have begun to be offered in many general practices. More and more pressure is being applied to stay current with the latest advances but without an effective way to communicate with patients, all of this knowledge and skills is underutilized. Nothing has excited me more than the potential that social media offers dentists to reach new patients and network with existing patients.

As with any marketing campaign, it isn't just simply getting patients into your office, the goal is to get the "right" patient into your practice. Social media resources such as Facebook offer dentists the opportunity to access potential patients in new and exciting ways. If your are ready to take advantage of this new and exciting marketing opportunity, contact Dr. Brad Larsen of Dentist CEO today with all of your Vancouver and Portland Dental Practice Consulting inquiries. I look forward to hearing from you!

The Gift of Time

2011-02-08T21:52:00.000-08:00

At no time am I more acutely aware of “time” than when I am in the reception area or treatment room of a doctor. As doctors we have the terrible reputation of making our patients wait. Because of that, we purposely use the term “reception area” room rather than “waiting room” thus reinforcing our negative reputation. A couple of years ago when we purchased our dog, Scooter, I spend over two and half hours waiting in the veterinarian’s office during the course of two separate days just for a well puppy check. I literally came unglued when the doctor finally arrived. I strongly considered changing veterinarians in spite of the good service that we had received over the course of many years. This was due in part the frequent “waits” that I had experienced in the office.

As dentists we are constantly looking for ways to attract new patients. I would suggest one way would be to simply run on time, minimize the time patients wait to be seen. As a patient, prompt service is one of the most valuable gifts that any doctor can offer.

If time is one of challenges in your office, contact Dr. Brad Larsen of Dentist CEO today with all of your Vancouver and Portland Dental Practice Consulting inquiries. Let me help you win the battle of the clock.

Dogs and Dentistry (Part 3)

2011-02-03T13:33:00.000-08:00

My wife and I have enjoyed Scooter beyond even what we had anticipated. The relationship between a dog and his “people” is really unique. So it was my dental team. They became life-long friends. The relationship truly was special. In his book DON'T STEP ON THE ROPE, author Walter C. Wright likens the relationship that develops between team members to the rope that securely holds climbers together. The climber’s rope becomes a “life line” to his companions. Once a climber is tied onto the rope, the rope offers security and safety. Individual welfare is tied to the welfare of the group. Respecting the rope is essential for all those tied on.

So it is with our team. We are all connected. The relationships that are formed offer each team member a place of safety and security. But just as it is essential to a climber that the rope is “respected”, so should we respect and honor the relationship that we create with our teams. Wright gives the following tips for caring for the “rope”.

• Teams are formed by interdependent relationships.
• Teams manage diversity within clearly defined community.
• Teams share responsibility and mutual accountability based on trust.
• Teams require shared leadership.
• Teams create a safe environment for development
• Teams build community.
• Team memory creates and reinforces culture.
• Teams allow humor to keep things in perspective.
• Teams embrace the whole person and family.
• Teams share something beyond themselves.

Training the perfect pet takes work, so does creating the dream dental team. The relationship formed in my office years ago are still a source of joy and security. We continue to support each other and respect the rope.

For more information on how DentistCEO provides expert dental consulting in Vancouver, WA to help you create your dream team, contact Dr. Brad Larsen of DentistCEO today!

Using Social Media to Shout Your Web Presence

2011-01-25T23:38:00.000-08:00

Guest blog post written by Roadside Multimedia:

As specialists in internet marketing for dentists, we at Roadside Multimedia see our dental clients aiming to be among the best in their field. Such a dedication to distinction is a sure-fire way to increase new patients as well as build patient loyalty. If your practice mission includes striving for excellence, have you considered the ever-expanding role of social media in the dental field?

Social websites like Facebook and Twitter are turning on-line communication into group dialogues that can be beneficial for business. It has been estimated that over 80% of American adults regularly use social media sites. What you might be surprised to learn is that these consumers tend to put a great deal of trust in endorsements made via social websites. What we mean is, while consumers are savvy enough to be skeptical of direct ads, they tend to put more stock in Facebook “likes” and Twitter “follows.” When they see their friends are fans of your practice on social media sites, this endorsement is akin to word-of-mouth advertising more than traditional forms of marketing!

Another huge benefit of social media marketing is the potential to build meaningful relationships with your patients. Social media forums like Facebook, Twitter, and even your office blog provide the opportunity for you to showcase what sets your practice apart. While it’s wonderful to provide information regarding your state-of-the-art services and facility, social media is also a place to engage your patients on a more personal level. Office news, events, and even well-wishes demonstrate your dedication and commitment to your patients. One of the most important things to remember to effectively market your dental practice using social media is to engage in the dialogue. This is the purpose of social media! Just like face-to-face interaction, if you don’t respond when spoken to, you’ll soon find people just walking away. So be sure to engage, responding to posts, tweets, and blog comments. Your fans, followers and readers want to know they’re being heard, and interacting with them on social media sites is a terrific way of building a loyal relationship with valued patients!

If social media marketing is new to you, there are a few things to keep in mind. First of all, time and patience are of the essence. Remember that engaging in a dialogue is going to take effort, so it may be beneficial to delegate social media to a trusted member of the front office staff who can access Facebook, Twitter, your office blog, or your preferred portal on a regular basis. Remember too, that it is worth it! A good demonstration may be to search Facebook for some other dental offices in your local area. You’re sure to find a practice that already has the social media ball rolling, and is reaping the rewards in the form of patient interactions, positive reviews, and online endorsements that draw a constant stream of new patients through their door! Lastly, remain flexible, open to new ideas. Consumer mood is fickle, and while hundreds of millions worldwide use Facebook today, next week could bring an entirely new trend in social media. Finally, know when to call in professional help. Depending on the nature of your dental practice, you may find that effectively implementing social media marketing comes easily, but for some practices, additional guidance may be necessary!

The bottom line is that social media marketing is having a huge impact on where dental patients choose to have their dentistry performed. Are you shouting the announcement of your web presence via social media? Make sure new patients can find you by effectively implementing social media marketing into your dental practice today!

Dog and Dentistry (Part 2)

2011-01-20T16:28:00.001-08:00

After spending a few days with our new puppy Scooter, we knew we had made a good decision. We had determined that we were ready for a pet, a dog was what we wanted and Tibetan Terrier was the perfect breed for us. But we also realized that in order for Scooter to be the perfect dog, it was up to us to make it happen. Again, I consulted Cesar Millan. He contends that all dogs need three things: exercise (the walk), discipline and affection, in that order. As I thought about my thirty years of practice and my consulting clients, I had to wonder again, “he is referring to a perfect dog or the dental dream team?”

Once you have hired the “potential dream team” the doctor has the responsibility of helping them to become the dream team. At the end of the day, the musher feeds the dogs and makes sure they are cared for, it not; they won’t be ready to pull the sled the next day. In order for the new hire to become part of the dream team they need a meaningful job (exercise), discipline and appropriate rewards (affection), in that order.

In all fairness a new employee needs to have a written job description that explains their duties and their specific role but also what is expected as a staff member. That seems like a lot of work to actually prepare them but an interesting things happens as you write the job descriptions, the jobs become clearer to you also. I don’t necessarily advocate long and lengthy staff policy manuals. I found 10 to 15 pages adequate. More than that, I am not sure the staff would even read it. But without written job descriptions and an office policy discipline becomes much harder.

If you have job descriptions and an office manual, discipline becomes easy. Every action in the office needs to be in harmony with the mission, job description and office manual. If a situation arises that is not covered by one of the three adjustment can be made; just make sure they are in writing. I found that weekly staff meeting, biannual evaluations and taking corrective actions in a timely manner gave the staff a strong sense of what the expectations were and they responded favorably. I like giving Scooter a lot of space to do his work. I also believe in doing so with the staff. I saw amazing growth by the staff as I gave them a structure and let them discipline themselves.

Scooter craves affection. I think staff members do too. They need to feel valued and appreciated. A simple “thank you” or “good job” really motivates staff members. I also believe that they should be compensated well with adequate salaries and benefits. I found a bonus system to be an integral part of my office compensation package. It also was a great staff motivator. Without them pulling the sled, the practice will not move forward. How far with the musher be able to pull a sled full of huskies?

One of the most fulfilling parts of private practice is the relationships that are formed with the staff. Over the years I have continued to enjoy the friendships that were formed inside my practice. I never tire of Scooter’s affection. Even after retirement, I continue to receive figurative licks from my dental dream team. For more information on how DentistCEO provides expert dental consulting in Vancouver, WA to help create your dental dream team, contact Dr. Brad Larsen of DentistCEO today!

Dogs and Dentistry (Part 1)

2011-01-13T13:09:00.000-08:00

A couple of summers ago, my wife and I bought a new puppy. Our previous dog had died earlier that spring. We have had a dog most our married life, so for a while it was nice not to have the responsibility of a pet but in the end, we missed having a dog. We spent the summer considering the many different options. We finally settle on a Tibetan Terrier, “Scooter.” Not long after we picked Scooter up, I bought the book, "Be Leader of the Pack" by Cesar Millan. As I read the book, I constantly had to remind myself that Cesar was describing how to pick and train a great pet as oppose to hiring and training a “dental dream team.”

Millan points out that having the perfect pet begins before you bring your puppy home. He reminds potential dog owners that the decision process of getting a dog begins with first deciding if you really want to have an animal in your life, then if a dog is that animal and lastly picking the specific breed that will most closely meet your needs. Once we decided that we were going to get another dog, we carefully considered our needs and matched them to the many breeds available. We knew that we didn’t want a dog that shed; we wanted a medium size dog; we wanted an intelligent dog; we wanted a low maintenance, friendly and energetic dog. Before you hire your perfect staff you need to have a clear vision your practice mission and goals. Then you need to have a clear idea of the roles of the various staff member and what type of person will be most suited for each role. Only then are you ready to begin the hiring process. As you go through this decision process it is important to write down your mission, a clear job description and "who" you are looking for to fill the position. During the hiring process, it is easy to become overwhelmed. Having a written plan will help keep you on track. Over the course of 30 years of practice and observing clients, more than once I have seen the wisdom of hiring staff the right way. I am convinced that is easier to train the right person than change the wrong one even though they have great skills. I have observed clients as they hire staff before they have a clear vision of the role of the potential staff member or how they will fit into the office culture. In the end they feel somewhat like small apartment dweller after they have bought a new St. Bernard puppy.

Scooter has been a wonderful addition to our lives, because we did our homework before we purchased him. I recommend that all my clients read "Be Leader of the Pack." Cesar Millan's insights are invaluable both in training a gteat dog and training the dental dream team. Having the dream team in my office enabled me to do what I went to dental schoool to do, dentistry. Contact Dr. Brad Larsen of Dentist CEO, and let me help you find and train your “dream team.”

A New Year, A Time for Reflection

2011-01-03T23:00:00.000-08:00

With 2011 already underway, perhaps you've spent some time reflecting on the past year, and how to meet your goals in the new one. For dentists, this likely includes aiming to bolster your practice to achieve greater things in the year to come.

But where do you start? Well, when mapping your journey for any driving trip, you likely locate your starting point, determine your destination, then seek the most logical way of getting from point “A” to point “B.” Likewise, when you decide that your dental practice needs some help getting from its current phase to the next one, dental consulting in Vancouver, WA with DentistCEO helps you map out a logical course. The first step is an honest appraisal of where you are now, and determining exactly where you want to go!

This is where the idea of a meaningful mission comes in. Your mission is like a visible map helping you reach your destination of success. With multiple team members in your practice, each navigating their own department, it is important to make sure staffers are individually familiar with this map so they know which way to go! As with any driving journey, you would likely refer back to your map repeatedly during the course of your trip. So, after determining an appropriate mission for your dental team, make sure you refer back to it often, refocusing each member on the journey! Keeping your destination in mind helps everyone keep on track!

For more information on how DentistCEO provides expert dental consulting in Vancouver, WA to help you arrive at your destination, contact Dr. Brad Larsen of DentistCEO today!

Building a Hygiene Department That Builds Up Your Practice

2010-12-20T12:19:00.000-08:00

When it comes to success in the dental field, each unique department requires the attention of a skilled leader such as you. As a dentist and dental consultant in the Portland area, I've seen first-hand how a well-oiled hygiene department can be the backbone of success for a practice.

When reaching to meet its potential, a hygiene department can accomplish so much more than just pump out SRPs and prophy appointments. Hygienists can take the time and effort to effectively educate their patients, whose rapt attention is ensured thanks to a good-ole Gracie curette. Such kind and meaningful education can help your patient base perceive the value of their dental health, increasing treatment plan acceptance and lowering the number of broken appointments.

For your hygiene department to flourish, an effective recall strategy is crucial. Recall is delicate, too heavy-handed and your practice can alienate patients, too gentle and they may forget about you. When executed properly, your office recall is truly beneficial to both patients and to your practice.

If your hygiene department hasn't shown growth in years, or if your rate of patient attrition seems too high, consider building up your hygiene department to build your practice for success! Contact DentistCEO, your dental consultant for Portland area dentists today.

How Agile is Your Pracitce?

2010-12-12T21:39:00.000-08:00

Early last month, General Motors announced it would be making a public offering of 365 million shares of common stock at a price of $26.00 to $29.00 a share. Due the enthusiastic reception by potential investors when the shares were actually sold, the shares sold for a price of $33.00. This was an exclamation point to a story of a remarkable turnaround for a company that just two years previous found itself on the brink of extinction. For years General Motors had paid little attention to the market. Not only were they offering products were of little interest to the market, the quality of their products deteriorated and predictably their market share dwindled. Unbelievably they seemed to make no effort to change direction.

Successful companies monitor market trends judiciously and make the necessary changes to meet market demands. A company’s ability to make changes quickly (agility) determine whether that company is a market leader or lager. One shared frustration of car ownership has always been the unavailability of service on the weekend. When I saw the sign on my local General Motors franchise that they were finally offering Saturday service, it confirmed to me that indeed they were finally tuned into their market.

Market trends are continually changing the face of dentistry. The agile practice will recognize and adapt quickly to stay in front of the pack. With over 30 years’ experience in private practice, believe me I have adapted to market changes more than once. Don't get caught at the back of the pack, as General Motors did. There isn't a government bailout in your future. Contact Dentist CEO, for an "agility" assessment today!

Building a Team That Produces

2010-11-15T11:19:00.000-08:00

As a Portland dental consultant with decades of experience in dentistry, I've done my fair share of hiring and firing. When it comes to dental staffing, I don't know a single dentist who takes the task lightly. And it is no wonder that you agonize over the hiring process. When you bring a new staff member into your practice, you certainly want to be sure that their training, experience, and personality will adequately represent your name, and that the patients who've chosen you to provide their dental treatment are given the absolute best care from first contact on the initial phone call to every aspect of clinical treatment.

But what I'm sometimes surprised to learn is that many dentists spend so much time and energy on hiring a staff, but often neglect to invest in building that staff into a team. A team is made up of individual members working towards a common goal. Teammates offer support to the other members of their team, and are on the lookout to make decisions that benefit the common good. When you are able to transform your staff of individuals into a team with a singular vision, your valuable patients benefit, and ultimately you reap the rewards in the form of greater morale and productivity.

So, where do you get started? Take the first step today by contacting Dentist CEO, and speaking with a Portland dental consultant who has been in your shoes!

Where are your sneakers?

2010-11-04T07:39:00.000-07:00

Several weeks ago while jogging with my dog, Scooter I noticed a pair of sneakers hanging on the power wires above the street. It reminded me of the times as a kid I had tried similar pranks. More than once I found myself in situations that were not easily resolved without out the aid of an adult.

During the years I was in private practice I had similar experiences when I found myself in situations that were more easily resolved with a little aid from an outside source. Figuratively speaking, I found my sneakers were hanging over the wires and I didn’t have the tools to retrieve them. Those were the times that I found consultants to be extremely helpful. Many times their expertise was the results of years of experience consulting or advanced education; other times their assistance was as simple as another set of eyes looking at the situation. I am frequently surprised in speaking with professionals who have spent thousands of dollars learning their technical skills or on a piece of new equipment but are resistant to investing the relatively small amount money to get the sneakers off the wires. I found that the investments I made in consulting over the years paid big dividends such as increased efficiency, productivity and most importantly, peace of mind. On a recent jog, I noticed that the sneakers are still there. Hopefully a wise professional would not have waited so long.

Contact Dr. Brad Larsen of Dentist CEO today with all of your Vancouver and Portland Dental Practice Consulting inquiries. I am a "Sneaker Expert."

Your Weakest Link

2010-10-28T15:38:00.000-07:00

There's a reason this cliché is so over-used: It's truth is self evident! A chain is only as strong as its weakest link. When applied to the dental team, can you identify your weak link? Perhaps while your head has been bent down focused on performing excellent dentistry, your staff, lacking direction and a sense of ownership in the practice, have become a chain full of weak links.

Team members who lack defined boundaries and principles can become unmotivated and unproductive, and your patients begin to suffer! No matter how much attention you pay to the quality of your dentistry, if one team member slips in their standard of patient care, the cost may be a fine quality dental patient! How can this be prevented?

As a Portland Dental Consultant who has been in the dental industry for 30 plus years, I have learned that being an exceptional dentist means much more than artfully crafted restorations and great diagnostic skills. Training your dental team to be successful enhances the services you provide, and directly reflects on you as a dentist. Don't let a weak link rob you of success!

Contact Dr. Brad Larsen of Dentist CEO today with all of your Vancouver and Portland Dental Practice Consulting inquiries. I look forward to hearing from you!

What the Recession Means for Dentists

2010-10-25T10:30:00.000-07:00

Locally, as well as nation-wide, the recession is having a negative impact on just about every market, and the dental industry is certainly no exception. High unemployment rates translate into smaller budgets for the average American household, meaning that treatment plan acceptance is more difficult to attain, and elective dental procedures are less of a priority for the working-class patient.

As a skilled and experienced Dental Practice Consultant, I invite you to challenge your view of what this recession means for your practice. Rather than decide beforehand that your patients will be less likely to accept your recommended treatment plans, focus on patient education that places value on dental health. Feature aesthetic services that may give patients a competitive edge in a tough job market.

If a review of your production figures shows a plateau or even a decline in recent months, rest assured, there are dental practices in your local area that have refused to settle for “recession numbers,” and are flourishing. Doing so requires the drive and determination to regroup and try some new tactics. This recession can indeed be a time of growth for your dental practice, and I can give you the tools to make it so!

For Dental Practice Management and Consulting in the Vancouver, WA and Portland, OR areas, contact Dentist CEO today.

The Right Time For An Honest Appraisal

2010-10-21T13:23:00.000-07:00

Comfortable. There is nothing wrong with being comfortable, is there? Let me ask you this: Are you comfortable with your dentistry, your staff, your patient base?

Although it may sound like just the place you want to be, being comfortable often translates to a loss of competitive edge. Comfortable dental practices may start to experience a slow decline while competitors seize the opportunity to revamp their practice policies and marketing schemes to draw your valuable clients away.

So, this Vancouver and Portland Dental Consultant encourages you to strive for exceptional, which often requires getting out of your comfort zone. Train your staff to go above and beyond, providing exceptional customer care. Make sure the dentistry you perform is also exceptional, standing head and shoulders above the competition! Hiring a dental consulting company to perform a Dental Practice Appraisal may be the first step in making improvements to reach beyond comfortable and find your place as one of the exceptions!

Contact Dr. Brad Larsen of Dentist CEO today, to learn more about Dental Practice Consulting in Portland, OR and Vancouver, WA today, and discover how your practice can become exceptional!

The Winds of Change

2010-10-01T22:43:00.000-07:00

On a recent summer day, I was impressed with the ability of the surfers to use the wind and their parachutes to maneuver their boards across the choppy waters. The “winds of change” have dramatically changed the delivery of dentistry over the past twenty years. Gone are the days when a young graduate could hang his shingle and crank out bread and butter dentistry. Today’s aging population coupled with the advances in dentistry and patient consumerism have created unprecedented opportunities and challenges as dentists meet the complex needs of their patients. While this may overwhelm many dentists, to those who are able to diagnose, treat and market such comprehensive dental care, this is an unparalleled opportunity. Dental care continues to be highly valued in our society ranking second only to medical coverage as an employee benefit (Witt, Musco & Weston).

Matt Giegerich, president and CEO of CommonHealth, one of the world’s largest healthcare marketing and communications companies, points out that today’s aging baby boomer population represents a quantitative force in terms of numbers of adults moving through the system, as well as the qualitative characteristic regarding boomer attitudes toward self, e.g., self-improvement, self-entitlement, self-empowerment (DiMatteo).

"Those dynamics are really changing the nature of many categories in (dental) marketing in a lot of different areas," Giegerich explains. "As it relates to anything health-oriented, anything cosmetic-oriented, or anything that gets at a sense of self, then it’s certainly a boomer-oriented subject, and they’re taking charge of those areas that they believe have an impact on either their expression of themselves or their own opinion of themselves." He continues, "Whether it’s to treat a life-threatening disease like cancer or a purely cosmetic concern like teen acne, the recipients of these messages are a consumer base interested in their own opinions, engaged in the process, and willing to take charge of the outcome." (DiMatteo)

Direct marketing by dental manufacturers and increased media interest have markedly increase the general dental I Q. A recent survey by the United States Food and Drug Administration found that in the patients who saw a physician in the past three months, 51% were prompted to seek out more information about a particular prescription medication being marketed at the time. Drug sales in the United States totaled $252 billion in 2006 due in large part to direct marketing by the pharmaceutical industry (DiMatteo). Dental manufacturer such as Den-Mat, Sirona, Discus Dental and Nobel Biocare have recently joined the traditional direct marketers such as Colgate, Crest and Oral-B.

Nowhere have the recent advances in restorative dentistry been more evident than in the area dental implants. Over the past five years dental implants have exploded on to the scene and now would have to be considered the standard of care in the many cases. With the potential problems associated with abutment teeth, many informed adults are choosing implants over fix bridges, partials and dentures. The American Association of Oral and Maxillofacial Surgeons reports that 69% of adults ages 35 to 44 have lost at least one permanent tooth to an accident, gum disease, a failed root canal or tooth decay. Furthermore, by age 74, 26% of adults have lost all of their permanent teeth (American Association of Oral and Maxillofacial Surgeons). Until twenty years ago, patients would have had no alternative but to employ a fixed bridge or removable denture to restore their ability to eat, speak clearly and smile. Unfortunately fixed bridges and removable dentures are not the perfect solution. Removable dentures may slip or cause embarrassing clicking sounds while eating or speaking. Of even greater concern, fixed bridges often affect adjacent healthy teeth, and removable dentures may lead to bone loss in the area where the tooth or teeth are missing. Recurrent decay, periodontal disease and other factors often doom fixed bridgework to early failure. Even procedures once thought to be primarily for younger patients such as orthodontics are gaining in popularity among adults (Kalia & Melsen) Many times the restorative process becomes complex process involving various dental specialties such as periodontics, orthodontics, etc. Such multidisciplinary treatment requires extensive planning and coordination and many times overwhelm the less prepared dentist.

“The winds of change” present unparalleled opportunities for both the dentist and patients. Learning to control the winds of change will make the difference between taking your practice to new heights or just getting wet. Contact Dr. Brad Larsen of Dentist CEO today with all of your Vancouver and Portland Dental Practice Consulting inquiries. I can help you soar to new heights.

References:
American Association of Oral and Maxillofacial Surgeons. Dental Implants. 2005 http://www.aaoms.org/dental_implants.php.
DiMatteo, Allison M., Direct-to-Consumer Marketing: How Messages from Manufacturers Are Driving Dental Consumerism. Inside Dentistry, Nov/Dec 2007 — Vol. 3, #10. http://www.insidedentistry.net/article.php?id=1151.
Kalia, Sonil & Melsen, Birte. Interdisciplinary approaches to adult orthodontic care, http://jorthod.maneyjournals.org/cgi/content/full/28/3/191.
Witt, Jennifer Parmelee; Musco, Thomas; & Weston, Wendy P.,
PGroup Dental Market: Trends and Opportunities, a 2004 Report. http://www.ahipresearch.org/pdfs/14_LIMRAAHIPDentalreport.pdf.

Staff Meetings

2010-08-25T14:50:00.001-07:00

When I first started to practice, I had a small staff and it never occurred to me that I actually needed a staff meeting. So for couple years I “wandered in the wilderness.” As I matured as a leader, I learned that staff meetings are an invaluable tool to create a successful practice. Not only are staff meetings essential to maximize your productivity, they help to create a successful team that will make your life as a doctor less stressful.

As I work with clients, I often have discussions regarding successful staff meetings. Here is my list of a few key points suggestions for successful staff meetings.

1. Regularity/Frequency
In the early days, I tried to have staff meetings once a month during lunch, I soon found that once a month was not adequate. We were never able to complete an agenda and things backed up from month to month. I found that weekly meetings during production time were the most effective. As it turned out even though we didn’t see patients, the hour spent in staff meeting became on of the most productive hours of the week.

2. Punctuality
A key to success is starting and ending the meeting on time. I found that having the meeting at the end of a lunch hour facilitated starting the meeting in a timely manner. Punctuality sets the tone for the hour that follows.

3. No Distractions
Forget the phone, don’t and answer the door. This time is valuable, don’t waste it.

4. Agenda
Having a set agenda is essential. Although every office is different some of the key points of our staff meeting agenda were: review of production and goals, calendar, staff and doctor input, and staff training.

5. Respect
Participation by entire staff is critical. All opinions are important.

6. LAUGHTER
Make it fun! Shared laughter is one of the most effective ways are team building.

The hour each week that we spent in our staff meetings were some of the times of my practice career. Don’t miss out!

The Power of the Internet

2010-06-22T15:30:00.000-07:00

Today’s dentist would be ill advised to ignore the power of the internet in their marketing scheme. The internet offers unlimited possibilities for the savvy dentist to market his/her practice. To understand the power of internet market, have a look at the rock group, Boyce Avenue. In 2007, Boyce Avenue, a band composed of three brothers in Florida, began posting videos on YouTube, both of original material and covers. The band was formed when the oldest brother, Daniel returned to Florida after graduating from Harvard law school and joined his two younger brothers, Alejandro and Fabian, students at the University of Florida. The videos amassed millions of views, with the most popular being their cover of Linkin Park song “Shadow of the day” which to date has over 9,000,000 views. Due to their tremendous fan support the group has successfully toured throughout the United States, Europe and Asia. While most dental offices are not intent on touring or cutting albums, the internet offers a tremendous opportunity to market dental services.

Tylenol or Toyota

2010-06-01T20:20:00.000-07:00

This commercial aired about a month before the recent Toyota problems began earlier this year. Interestingly enough the very qualities that Toyota extolled in the commercial were called into question as the controversy was played out in the media. I was reminded of another company in trouble. In the fall of 1982, McNeil Consumer Products, a subsidiary of Johnson & Johnson, was confronted with a crisis when seven people on Chicago's West Side died mysteriously. Authorities determined that each of the people that died had ingested an Extra-Strength Tylenol capsule laced with cyanide. Unlike Toyota, Johnson & Johnson & Johnson's top management put customer safety first, before they worried about their companies profit and other financial concerns. The company immediately alerted consumers across the nation, via the media, not to consume any type of Tylenol product. They increased their quality control efforts to insure their product’s safety. Once they could confidently assure the safety of the product and its packaging they offered to replace all the product purchase prior the scare. As results of their efforts they actually increased their market share and their company’s reputation. Unfortunately Toyota did not remember the lessons of Tylenol and saw their stellar reputation become tarnished. There is a lesson for all of us in these two examples. How we handle patients concerns and quality control in our office will determine whether we come out a Tylenol or a Toyota.

More Than a Handshake

2010-06-01T20:17:00.001-07:00

I am working with a doctor to complete his practice transition. For the past ten years he and his “partner” have been working with no written operating agreement. This has created a “nightmare” for him as he tries to sell his “stock” in the corporation. Once again, I have been reminded for the need of written contracts. I repeatedly witness the turmoil that is created when there is no formal contract, whether that is with partners, associates or employees. Not only do written contracts help in avoiding turmoil and hard feelings, they will help to create fulfilling personal relationships. We all function better when expectations are clear.

Identifying Your Competitive Advantage

2010-05-10T09:00:00.000-07:00

Recently during a study club presentation, I asked the participants to identify their competitive advantage. More than half responded that their customer service was their competitive advantage. The term “competitive advantage” implies that you are doing something that sets you apart from your peers. If over half of the offices in your area are doing that same thing, does anyone have a competitive advantage? As you work to identify or create a competitive advantage, be specific in identifying what you do that makes you unique. Your customer service may in deed be your competitive advantage but if it is, what exactly are you doing that is unique? What about your customer service sets you apart?

Keeping Your Eye on the Ball

2010-04-01T23:13:00.000-07:00

In baseball, all of the action is determined by the ball. The winner is determined by who can control the ball best, whether it is the pitcher, the batter, the runners or fielders. The team that controlls the ball wins the game. Keeping track of the ball is essential.

Today as I listened to two of my friends relate the story of how their trusted office manager had be caught embezzling from the office, I was reminded once again of the importance of have sound accounting practices with checks and balances in place. Many times dentists forget that in spite of being health care providers, they are executives of a small businesses which for most of us provide the means of supporting our families and the families of our dental team. Our inability to manage our businesses will ultimately limit our ability to provide quality dental care. When we take our eyes off the ball, we open ourselves and practices to those who would take advantage of our lack of attention.

My Story

2010-04-01T22:59:00.000-07:00

I was recently asked how I got my start helping others as a dental practice consultant. It gave me an opportunity to reflect upon my own career as a dentist and my transformation to a dental management consultant. I was reminded how important it is to have the right start and a path outlined early on for a successful dental practice. I think it's especially the case for dentists today, because many are facing tough challenges in this economy.
While I had been interested in consulting for many years, the transformation really took shape about six years ago as I was beginning my quest for an MBA degree. Several years before that, I began to use a dental lab about three away from my office even though there was a dental lab across the street. My desire to provide the top quality dentistry had lead me to this particular lab who consistently delivered superior dental restorations with an outstanding support team.
Around the time that I began my MBA program I had a conversation with the customer service representative from the lab. He had commented many times about the efficiency and productivity of our dental team. So when I told him of my decision to pursue an MBA, he said that once I finished my degree, he would like to introduce me to some of their customers who may be interested in improving their practices. He noted that while dentistry is a technically oriented career, that many dentists are intend on expanding their technical skills at the expense of building their executive skills.
So as I concluded my MBA degree, as promised my customer service friend introduced me to some the lab’s customers. And so my career as a dental consultant began. Over the last few years I have been excited as I have watch my clients incorporate some of the sound business practices that I used and learned about in business school into their practices. I have seen skillful dental practitioners become skillful dental executives and create for themselves personal, professional and financial fulfillment.
I'm looking forward to helping more dental practices and their teams... especially during this time when dentists have to adapt with the times and create strategies to help them succeed in a challenging economy. So whether you are struggling with the challenges of building a productive dental team, creating a competitive advantage or recognizable brand, improving your leadership skills or getting the overhead monster under control, I can help. We can analyze your situation together and create a plan to improve it. Trust me there is a dental executive in all of us.

Principles and Boundaries

2010-01-07T14:47:00.000-08:00

A year ago we bought a new puppy, Scooter. He has grown into a handsome young dog. Unfortunately he became quite a hand full. While he was loving and affectionate, he was not very disciplined and often tried our patience. He seemed kind of like “an out of control teenager.” I had considered purchasing a shock collar and finally did so after our house sitter had to spend 45 minutes catching him one weekend. Once I acquiesced, bought the collar and spent a weekend working with him, I was amazed at the speed in which he learned. Over the past six weeks I have had to shock him only a handful of times. He has become a great dog. He plays when we want to play but when he needs to obey he does so willingly. Consequently he has more freedom now than he ever had before. Walks no longer involve a leash; when visitors come, he is welcome to be part of the visit; he can run freely at the park. The secret is that now he understands the principles of behavior that are acceptable and where the boundaries are.

May times I was complimented on the productivity and attitude of my staff. Patients and vendors were amazed at their level of activity and cohesiveness. They made dentistry fun. As I have analyzed Scooter’s transformation, I realize that the same principles apply to staff development; a successful dental team understands their doctor’s business principles and boundaries. Often as a dental practice management consultant, I am asked how to create a successful dental team. My answer would be teach principles and create clear boundaries. Just as it took several sessions of consistent work with Scooter to teach him boundaries, it takes consistent reinforcing of boundaries and principles with the staff. Obviously the first step is that dentist as practice executives need to have a clear picture in their own minds as to what those principle and boundaries are. Staffs many times complain about unclear expectations and boundaries. Without knowing exactly what you expect they are unable to deliver. Just like Scooter, inherently they want to please, they just need direction.

Retention

2009-05-23T22:19:00.000-07:00

One of the key elements of a successful practice is the ability to turn new patients into "returning patients." Just as a saving account grows exponentially with time due to compound interest, a practice grows exponentially as patients return year after years as patients return and refer their family and friends to the practice. The cost of maintaining a patient is minor compared with those associated with getting a new patient, but unfortunately is seems that most dental practices pay more attention to prospecting than to maintaining. This is short sighted indeed.

A worth while project for a staff meeting would be to review the list of new patients from the previous mouth and evaluate the services that you provided for each of them to determine if you have done everything that you possibly could have to insure that all of those new patients will be returning to your office in six months. This exercise could have some interesting results. If your find that most have not completed the recommended dental work, you might want to look at your case presentation and office procedures. If your are doing a good job of selling necessary work, perhaps your billing procedures are deterring patients from completing work or perhaps you your credit policies are too stringent. An other possibility could be that your communication lines between the front and back office are so muddled that you are not instilling confidence in the patients. If the work was completed, has the billing been handled properly? Was the patient preappointed for their next hygiene appointment? Were post operative concerns resolved satisfactorially?

By completing the above procedure for several months, you will be able to increases the percentage of those new patients who return again year after year. One of the real pleasure of a dental practice is the having the opportunity of seeing patients year after year as the are converted from "new patients' into "returning patients' and ultimately into "friends."

The Doctor's Brush Picks

2009-01-27T15:44:00.000-08:00

Every once in a while I run across a product that makes me wonder, "Why didn't I think of that?" I was visiting a friend recently and she shared one of her "toothpicks" with me. Wow what a great little tool. I loved the ease at which I could clean the interproximal root surfaces. I am sure everyone has patients who would benefit from an interproximal brush but we all know what a hassle they can be to use. Before recommending a interproximal brush I always have to make sure the space is adequately large for the brush. These nifty little brushes are small enough for most spaces and do a great job of cleaning. They are available on line or in the dental section of larger grocery stores. If you haven't tried them, you really should give them a try.

The New Beginning

2009-01-23T19:51:00.000-08:00

This week our nation celebrated a historic event as Barak Obama was sworn is as our first black president. I view the inauguration activities with renewed interest and pride. While I may not agree with many of President Obama's political views, I personally have felt a sense of patriotism as we have witnessed his rise to the achieved the highest political office in our nation. For many President's Obama symbolizes a new beginning. To some degree perhaps they are right in that many barriers have been broken. No longer will the high political office be seen as unattainable by certain groups within our country. Not only do I wish him well because the stakes are so high and the costs so enormous if he fails but because in him we should all have a sense of hope in the possibilities for each of us as we work to face our individual challenges.

I always look forward to the beginning of a new year because it offers an opportunity to evaluate where I am, where I am going and how well I am doing on the journey. If you haven't done so already, I would encourage you to have a close look at your practice. How well are you doing? Do the numbers look good? It isn't too late to set some goals for 2009. Monitor your numbers and see what a difference a little extra attention can make on your productivity for the year. We are all monitoring President Obama's numbers to evaluate his competency as our nation's leader, should we do no less for our own practices.

2008-11-07T23:25:00.000-08:00

This morning I presented a seminar for the O'Brien Dental Lab, Mastermind Study Club. The following is some material that the participants requested that I post on the blog.

This is a list of useful consultants:
Zuelke & Associates (http://www.zuelke.com/) Accounts Receivable Control
Hollander Management Consultants (http://www.hollanderconsultants.com/) Practice Management
Cain Watter & Associates, PLLC (http://www.cainwatters.com/) Financial Management
Paragon Dental Practice Transitions (http://www.paragon.us.com/) Practice Transitions
But don't forget the "crem de la crem" Dentist CEO

This is the list of the stats that I monitored weekly, monthly and yearly besides the standard financial reports from my accountant and accounts receivable and aging reports.

Production *
Collections
Collection percentage
Office production per day
Dr. Production
Dr. production per day
Assistant production
Assistant production per day
Hygiene production
Hygiene production per day
New Patients *
Referrals
Full Months & Panos
Crown & Bridge Units
Days booked to goal
Retention (Number of new patients who come back for their 6 month recall exams) *
No Shows
*Bonus Monitors

Here is the bonus system that I used on a monthly basis. This is in addition to the yearly production bonus that was generally an office trip that served not only as a reward but an opportunity for staff bonding and education.

The Monthly Bonus Program

The monthly production goal is determined by averaging the previous three months production. If collections are at 90%, the full time staff will divide $100 for each $1000 production over the goal

The monthly new patient goal will be determined by averaging the previous three months new patients. Each full time staff member will receive $5 for each new patient exceeding the goal.

The monthly retention goal is determined by comparing the number of new patients who return six months later for their recall appointment. An average is determined for the previous three months of the percentage of the new patients who returned. Each full time staff member will receive a $5 bonus for each percentage point above the goal.

The Give Away

2008-11-03T13:05:00.001-08:00

When I was practicing one of the real challenges was to have a "give away" that was useful, tasteful ,durable and affordable. Over the years I tried various different products to varying degrees of success. I recently received a reusable grocery bag as a promotional item. I used to give my new patients and recall patients toothbrushes, sample tooth paste and floss. Over the years we ordered customized bags for the patients to use for these samples. While the reusable grocery bag is larger than needed for these items, it does provide a tasteful, useful and durable alternative to the plastic or Mylar bags, I used. While the customized bags are a little on the pricey side, starting at $1.00, they send a great message to your patients and as patients take your customized bags shopping they become a walking bill boards advertising your practice. Check out the following web sites. I think that this promotional item is a winner.

www.greensak.com

www.reusethisbag.com

www.bagsontherun.dom

What Are You Selling

2008-10-30T13:12:00.000-07:00

When your patients spend time in your reception area do they know what you are selling? Our reception areas are overflowing with magazines of every type. Each of these magazines is filled with advertisement for every imaginable product and service. Those products and services are competing for the expendable dollars that we are hoping patients will invest in their oral health. Most of us think of the dentist down the street as our competition when in reality it is the new car, the trip to Laguna Beach, the dinner at Olive Garden, the sale at Target and the latest movie release. The irony is that we provide our competition free advertising. Have you ever noticed the lack of magazines in a dealership show room? Once you drive onto the lot the entire focus is for you to purchase a car. In fact rarely to I even make into the showroom before I am met by a salesman. While I am not advocating that we adopt the “car salesman attitude”, I do believe there is a lesson to be learned from them. First, we should reduce the wait time in the reception area so that there will be less need for magazines. Secondly, we really ought to pay more attention to the magazines we provide, do they reinforce message of health and well being that we are promoting in the operatory? Thirdly, we need to take advantage of the captive audience that we have in the reception area and as patients are on “hold” by promoting our practice. “On Hold” messages are a great way to entertain the patient and promote the practice at the same time. Flat screen advertising provides a great opportunity to inform patients about new services, staff members, and technology and office events. These messages should be short, understandable and engage the interest of the patient enough to ask for further information. The focus should be promotion first and education second. The real education should take place in the operatory. It is up to use to promote dentistry because the last I checked, neither Ford nor GM does. Check out the links for Hold Time Music (http://www.holdtimemusic.com/) and Brican American LLC (http://www.bricanamerica.com/) for more information about on hold messages and reception area promotions.

Be the Pack Leader

2008-10-10T01:13:00.000-07:00

A couple of weeks ago we purchased a new puppy, Scooter. Scooter is a six month old Tibetan terrier. Since it has been a long time since we had a puppy in our home, I visited our local Petco for puppy supplies. While I was there, I picked up a copy of the book, “Be the Pack Leader,” by Cesar Millan. Millan as well as other noted trainers such as Don Sullivan, contend that in order to have a “perfect dog” you have to gain the respect of the dog as the pack leader. Millan additionally points out that in order to create your ideal pet there are three essential components, exercise, discipline and affection. If a dog does have adequate opportunities for exercise it will not be able to be controlled. Without a clear picture of the expectations and boundaries, the dog will not learn self control and will control who it can, namely it’s master. The mass appeal that dogs have as pets is a testament to the affection nature that most dogs inherently possess. As I read this, bells and whistles were going off in my head. Most of us have struggled at times with personnel issues. I believe that the principles of creating the perfect pet are the same that are necessary to create the perfect staff. If the staff does not see the doctor as the leader of the pack, an efficient team will never happen. Nothing can be quite as disheartening for a new staff member to “climb on the bus, only to find that there is no driver.” As CEO of the practice, it is our responsibility to set the pace for the office. Each staff member needs to have a job that engages them emotionally, intellectually and physically just as the dog needs exercise. As the leader of the pack it is our responsibility to set and communicate the boundaries and expectation to each of the members of the dental team. And of course lastly, our staff members need to know that they are appreciated. The expression of appreciation not needs to be the form of a fair compensation but can also be as simple as a frequent verbal "thank you." In retrospect I realize that when I provided the necessary leadership to be the pack leader and an atmosphere of exercise, discipline and affection, my staff became more productive and more cohesive as a team. We thoroughly enjoy having Scooter in our home; and in a like manner, I found the relationships that I had with my staff to be of great value and a source of joy.

Tough Times

2008-09-06T13:52:00.000-07:00

Over the course of the last several months there has been much talk about the condition of the economy. Unemployment rates have reached a five year high of 6.1%. As alarming as this statistic may seem, many of us forget that the employment rate is 93.9%. I found that focusing on the half full glass always produced better results than looking at the half empty one. After all in 2006 when the unemployment rates were the lowest during these same five years they were around 4.4% so in reality there has been an increase of 1.7%. Ninety four out of one hundred employable patients still have jobs. The offices that do the most effective job of marketing to the ninety four patients will be able to weather the economic storms. With the recent increases of fuel and the other price increases associated with the cost of fuel, the competition for discretionary spending has become more fierce. Just as any business, dentists need to understand the importance of creating a competitive advantage. Jack Welch stated, "If you don't have a competitive advantage, don't compete." Have you unidentified why patients should spend their discretionary dollars in your office? If you don't think you are in a competition for those dollars, look around your reception area at the magazines that your patients read as they wait for your services. Creating your competitive advantage has never been more essential. If you can't identify why patients should be spending their discretionary dollars with you, it is highly unlikely that they will be able to either. And that is not a good thing.

Paragon Dental Practice Transitions

2008-07-21T20:55:00.001-07:00

I recently sign on with Paragon Dental Practice Transitions as a transition consultant and completed in Jackson, MS. The most significant business decisions that any dentist will make are the transitions whether it be a transition of a new office location, hiring an associate or the ultimate transitions of entry and exit practice. Paragon approaches transitions in a unique manner. Paragon recognizes that there is much more involved in the buying and selling of a practice that just “closing the deal.” I am convinced that there are not any better transition tools available than those from Paragon. I look forward to helping my colleagues achieve their financial and personal goals during their practice transitions using the “Fortune 500” business techniques of Paragon. Check out our website: www.paragon.us.com.

Finishing the Race

2008-07-03T08:11:00.000-07:00

Leadership can be a lonely road. Many times we get discouraged when the results aren't as timely or notable as we had hoped. In times like that I recall the story of a lone runner in Mexico City in the summer of 1968.

Out of the cold darkness he came. John Stephen Akhwari of Tanzania entered at the far end of the stadium, pain hobbling his every step, his leg bloody and bandaged. The winner of the marathon had been declared over an hour earlier. Only a few spectators remained. But the lone runner pressed on.

As he crossed the finish line, the small crowd roared out its appreciation. Afterward, a reporter asked the runner why he had not retired from the race, since he had no chance of winning. He seemed confused by the question. Finally, he answered:
"My country did not send me to Mexico City to start the race. They sent me to finish."

While the end results of our leadership challenges may seem unremarkable there is a certain satisfaction that comes from completing plans. Little did that lonely run ever envision that forty years later his story would be retold, so it is with our efforts, we can not know what long term effects they will have on those around us.

The "PEP" Talk

2008-06-20T16:30:00.001-07:00

I recently celebrated Father’s Day by attending the convocation ceremonies at the University of Chicago Graduate Business School as one of my sons received his MBA. The faculty speaker at the ceremony was Steven Neil Kaplan, Neubauer Family Professor of Entrepreneurship and Finance. While Dr. Kaplan’s research previously has focused on private equity and entrepreneurial finance, corporate governance and finance and mergers and acquisitions, he most recently studied personality traits of CEO that produced the most significant results for their companies. Previous studies by authors such as Jim Collins (Good to Great and Built to Last) have shown the value of such character traits such as humility, team players, good listeners and the ability of hire the “right” people, in transforming companies. Despite the fact that leaders in Collins’ studies did produce great results in transforming their companies, there are many leaders who have these exact same traits who are unable to achieve similar results. Dr. Kaplan’s research revealed three traits that seemed to be pivotal producing success. These character traits are proactive, efficient and persistent, “PEP.” Dr. Kaplan’s research confirmed that these three characteristics were universal in leaders who were able to make a difference. Dr. Kaplan encouraged the graduates to approach their business careers with “PEP.” As I listened to Dr. Kaplan, I had to agree. In my own personal journey as a dentist ceo, I find that when I am proactive in approaching a challenge, attack it in an efficient manner and follow through to the end, my results are stellar but when I sit back and wait, fail to get to the heart of the matter efficiently or acquiesce to the pressure of those around me, my result are less than adequate. Some of the most remarkable successes as a dentist ceo have been directly related to my level of “PEP.”

Staff Development

2008-06-12T19:23:00.001-07:00

One of the greatest rewards I saw as dentist was in the growth and development of my staff. Finding ways to foster this development can be a challenge. Our weekly staff meetings always had time allotted for staff education. Finding materials that were applicable and geared directly to the staff was sometimes a challenge. Of course there are mandatory topics such as OSHA training, CPR and first aide recertification and HIPPA training. Other topics were discussed on an as needed basis. The availability of the online publication “Dental Assisting Digest” provides a valuable resource in staff development. It covers such topics as infection control, technology, and x-ray techniques. Check it out at http://www.dentalassistingdigest.com/.

Dental Marketing: Lessons from Harley Davidson

2008-06-11T11:27:00.000-07:00

David Scott in his book, "The New Rules of Marketing & PR" advises markets to scrap the traditional 4 "P's" of marketing, namely, product, place, price and promotion, for a simpler more effective approach. He recommends marketers first consider their organization's goals and then focus on their buyers. One only needs to look at Harley Davidson to see how effective this approach is.

In the late 90’s it seemed that Harley Davidson was just another American company struggling to stay afloat amid the stiff foreign based competition. Americans had repeatedly witnessed the weakening of “our” corporations as the foreign competition heated up. The automobile industry was a prime example of a once proud industry that was brought to its knees as foreign automobile manufacturers were able to not only match but surpass American manufactures in the areas of quality and value. One couldn't help but wonder if Harley Davidson would face a similar fate as foreign competitors such as Honda, Suzuki, Yamaha and Kawasaki continued to encroach into Harley Davidson’s market. But the performance of Harley Davidson stock indicates just he opposite.

A look at the Harley Davidson mission statement and their marketing strategy reveals some valuable insights for company’s success. Harley Davidson’s mission statement doesn’t focus on the obvious but rather focuses on life improvement through dream fulfillment; “We fulfill dreams through the experience of motorcycling, by providing to motorcyclists and to the general public an expanding line of motorcycles and branded products and services in selected market segments”

While other motorcycle manufactures have marketed to the more obvious younger riders, Harley Davidson has focused on older, more financially stable market. As the “baby boomers” age, they look to recreational outlets that enable them to fulfill the dreams that have been shelved while they pursue their career goals and raise a family. As the kids leave and the career seems to be on auto pilot, they find themselves wondering, “is that all there is?’ At the same time the prospects of qualifying for a senior citizen discount has lost some of its allure. All of a sudden the idea of donning the leathers and riding off into the sunset on a “hog” sounds pretty appealing. Harley Davidson's mission of dream fulfillment resonates strongly with this market. In fact is resonates so strongly that Harley Davidson has been able to capture 49% of sales at the same time pricing their product 50% more than their competitors.

As dentists we face similar challenges as Harley Davidson, competition is strong, not only from our peers but also from other businesses who compete for our patient's discretionary dollars. As Scott recommends, by first determining on our practice/business goals and focusing on our buyer/patients, we can develop a marketing plan that will distinguish us from our peers and reach those patients who are desirous of our services.

Excellence

2008-06-06T16:30:00.000-07:00

This morning I had the opportunity to return to George Fox to speak to an O'Brien Dental Lab study club. I couldn't help bask in the memories of attending MBA classes at George Fox. Enrolling in a graduate degree program turned out to be a great way to transition into this phase of my life. As it turned out I not only received a stellar educational experience but I also felt rejuvenated by the process. I was in the company of students half my age at the beginning of their careers as I was transition out of my first career. My perspectives though different were always welcome and respected. The faculty and staff at George Fox typify the description of excellence that I found very early in my dental career that impacted me throughout my practice as I pursued "excellence" in my delivery of patient care and managed my business. How fortunate I was to have found O'Connor early in my career.
"Pursuit of excellence is an attitude…it involves wisdom and sound judgment…it is a lifetime, career-long commitment…it is a way of life…it is doing the job right the first time, every time. It is inner-directed, not the result of external pressure, it is our own self-worth – who we are and the pride and satisfaction that comes from being the right kind of person, not just in doing the right things." James J. O’Connor

Dental Fee Survey

2008-06-05T17:32:00.000-07:00

Here is the link to "Dental Economics" fee survey for 2007.
http://downloads.pennnet.com/web_dl/121.pdf

Hygiene Salaries

2008-06-05T17:28:00.000-07:00

If you are interested in review hygiene salaries for our are follow the following instructions. Log on to www.rdhmag.com. Go to "Resource Center," and then click on "Download Center" and click on "2007 RDH Salary Survey" to look for your state among those listed.

Dental Economics Practice Survey

2008-06-05T17:21:00.000-07:00

Each year "Dental Economics" publishes a practice survey. While it isn't specific for the Northwest, it does help you to get an idea as to how you are doing. Be sure to click on the link at the bottom of the article to see the actual survey.
http://www.dentaleconomics.com/display_article/310626/54/none/none/Feat/2007-Dental-Economics/Levin-Group-Practice-Survey
http://www.dentaleconomics.com/display_article/313107/54/none/none/Feat/2007-Dental-Economics/Levin-Group-Practice-Survey

Transition

2008-06-05T14:05:00.000-07:00

If you are wondering about transitioning out of your practice you really ought to check out this site and refer to the FAQ tab.
http://paragon.us.com/new/index.php

The Art of Selling Dentist Services

2008-06-05T12:58:00.000-07:00

The selling dentistry is an art, especially during economic times such as those we are experiencing now with the price of gasoline over $4.00 a gallon. Having said that, I am aware of dentists who are very successful in selling large cases. These practitioners are adept at developing relationships of trust very readily. The interior area of the ARC represents the strength of the relationship between the dentist and patient. As the area increases so does the ability to sell dental services. As each point of the triangle is strengthened the internal area increases so does the relationship.

Affinity is defined as the "attraction" between two individual. Affinity can be increased both inside and outside the office. The reputation that the doctor and office has in the community has a great deal to do with the affinity that the patient has as they enter the office for the fist time. The atmosphere that the staff and the doctor create can either increase affinity or decrease it. As the doctor and patient share positive experiences, trust increases as does affinity.

Establishing a shared reality it essential to building the doctor/patient relationship. Unless the patient "gets" it, they will have no interest in making improvements in their dental health. The effective use of such tools as models, x-rays, intra oral camera, and diagnostic tools such as endo ice and a tooth sleuth can aid the doctor in helping the patient "get" the need for dental treatment.

Without good communication skills it is impossible to increase reality or affinity. As practitioners it is important that we learn to ask, listen and clarify repeatedly as we diagnose dental needs and present treatment. Staff members are a valuable tool in the communication process as we have all had the experience of having a staff member come to use after the fact to tell us what the patient related to the staff member once we have left the room. The use of pamphlets and post operative letters and calls can help to minimize the doctor/patient communication gap.