Our last episode was about giving them something to believe in. We talked about really focusing on what we believe in and how our actions support our attitudes. We also talked about how our attitudes impact our actions. The two can't really be separated, because if we say we believe something then our actions need to show it. This episode is going to continue from last week's episode.

Marilee recently heard a quote that said "when your vision is clear decisions are easy." When making decisions about the future of your practice your vision needs to be very clear. This also holds true for the patients. Helping patients become more clear about their vision is something that Dr. John has been focusing on in his new patient interviews. This episode is about making vision based decisions as opposed to reaction based decisions. 

Show Highlights

[05:15] A clear vision is the basis for everything else.

[05:37] Dr. John not only wanted to understand their patients, but he wanted them to see their vision and purpose of their smile in their own minds.

[06:06] Being able to see and believe allows you to make clear decisions from that perspective.

[07:26] When patients believe in and feel the vision, account receivables go down.

[08:28] The vision starts with us.

[09:43] Marilee shares a conversation with a dental assistant. This woman's vision was so clear that she decided to work in a dental office, so she would never have to worry about her teeth.

[10:58] What areas are we clear on? Focus on that vision first.

[12:19] It's easy to get clear on something that upsets you. We really need to get clear on the things that excite us.

[13:00] Dr. John loves helping patients create a vision for their smile. He asks questions that help guide and direct them. There's a strong bond when you become the hero to your patient.

[14:48] Do you do what's needed as a leader with your patient?

[15:33] Helping them create clarity makes things easy.

[19:04] Asking open questions and letting your patients speak. Gives you an opportunity to give your patients something to believe in.

[20:20] People don't forget how you make them feel.

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Marilee kicks off the show with a story about one of her office visits in California. The staff had comments like their patients would never go for that. She also noticed that basic things were being overlooked like x-ray and perio treatments. They kept responding with a repetitive answer of their patients just don't want what your suggesting. Leaving the office Marilee heard the song “Give Me Something to Believe In” by Poison. 

After working with hundreds of dental offices, we both know that we can never get our patients to believe in something that we don't believe in. It’s easy to look at our patients and think, they’ll never go for that. This episode is about giving your patients what they want and need. Once you and your office have bought into the process, it’s a lot easier to give your patients the treatment that they will absolutely love! Take the time to decide what you believe and your core values at your practice. 

Show Highlights

[03:13] You need to decide what you believe in at your practice. Then you need to cultivate and protect those beliefs. 

[04:26] Don't allow anyone at your office not to believe how important the work you are doing is. You have to have a belief in who you are and your foundations. You need a personal belief system going forward.

[05:19] Your team should understand your belief systems and be on board with you.

[08:07] The biggest obstacle Dr. John had with raising fees at his office was with the staff.

[10:53] Marilee shares an experience she had at an office about presenting treatment plans like they are worth it.

[14:56] Never judge a patient by what you think they will value or spend money on.

[15:30] Another example about a doctor not only talking a patient out of treatment with his comments, but actually hurting her feelings. Humiliation is a very strong negative emotion. 

[18:03] Marilee shares a time when she felt humiliated. Our words and beliefs matter. Give a gift!

[20:55] What are the thoughts that go through your mind when you present treatment to a patient and they say no?

[21:12] When a patient says no they're often saying not right now.

[23:07] Look at how you value your services and prevention. 

[24:07] Cancer screening literally saved a man's life.

[25:20] Evaluate your beliefs and look at the common treatment plants in your office, because those are great indicators of your beliefs.

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Dr. John has been spending quality time with his grandsons. He's teaching them about being a gentleman, leadership skills, and how special they are. He's been enjoying learning from their perspective. This is a perfect time to teach them about greatness. He's also letting his staff know that they are special. He wants them to meet their potential. Doctors need to understand their goals and objectives and stitch everything together with a roadmap if they're going to realize those goals and objectives.

We talk about the Four C's and how they apply to our personal lives and a thriving practice. We talk about the tremendous courage it takes to be vulnerable with your team. We also talk about goals and dreams and how they apply to the dental practice and patients. We equate these dreams and the way they feel unobstructed and without obstacles. The same applies to goals and how they feel when achieved without obstacles. 

Show Highlights

[05:22] The four C's are courage, curiosity, creative, and commitment. Dr. John is also teaching his grandson's about the Four C's. Once you look at these in your own life then you can take them to your team.

[06:04] Dr. John talks about how the Four C's and how they apply to the office. 

[07:22] It takes tremendous courage to be vulnerable.

[08:28] Dr. John shares how he talked about dreams with his cosmetic patients. 

[11:31] Obstacles can take our eyes off of what we really want to create.

[12:05] What you do needs to enhance an exceptional patient experience.

[14:43] Obstacles can also become an opportunity to grow. Working out the obstacles creates opportunity. 

[21:08] Dr. John shares how he eliminates unnecessary appointments and eliminates obstacles. 

[23:02] Patients are fully engaged when you work out a plan together with them. Asking questions is a great start.

[24:02] We need to look at dreams, goals and opportunities as opposed to obstacles.

[25:17] Be collaborative with your patients and solve the problems together. It's all about the patient experience.

[27:05] The main word is trust and your potential can be unlimited.

[30:08] Your practice can be a place where goals are met and dreams are realized, and the negativity stops at the door.

[33:06] Dreams are to be lived. They stay a dream until you take action. Action not obstacles.

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With all of the unrest that is happening right now, we've been extremely impressed with the courage and leadership of President Volodymyr Zelenskyy. He’s there for the people fighting for the people and his fellow citizens. His people are united for one cause. Volodymyr Zelenskyy was a comedian and actor who became President of his country. He is now leading in a time of extreme crisis, and the people are rallying around him. 

It's hard to make the comparison, but look at leadership within your practice. What type of leadership example are you setting? Do you know what is holding back your leadership skills in your practice? Often, it’s fear. Today, we are talking about that topic and digging down to what is holding you back from being the leader your practice needs. 

Show Highlights

[07:56] What keeps us from doing what we should be doing when we should be doing it? What is the fear factor? Everyday leaders are presented with an opportunity to do something that requires courage and appropriate leadership.

[08:52] Improving your leadership skills and having the ability to accomplish what you want to accomplish is one of the best things you can do for your practice.

[09:23] A lot of dentists spent the majority of their time in school studying dentistry, not business. Fortunately, the business part can be learned just like the Dentistry part can.

[10:54]  A phenomenal patient experience starts with a phenomenal relationship between the staff and the doctor and a great culture.

[11:29] It comes back to the four C's, and courage is the first one. When you have the courage to ask the right questions, you'll then have the courage and creativity to solve any problems that come up.

[12:01] It's also so important to commit to the process with your staff. 

[14:11] We train people how to communicate with us. If someone is afraid to communicate with us, think about how we trained them to do so. It takes extreme courage to come into a conversation and listen and not judge.

[16:22] We need to be courageous with the power that we are trusted with.

[17:30] If we want to be great, we need to first learn how to conquer fear and rise above it in the moments that matter.

[17:53] Take a few moments and write down the fears that you need to overcome. Muster the courage to deal with them and see what happens.

[20:34] If you want change in your practice, you probably need more leadership.

[22:44] When you're able to manage leadership and courage, you will accomplish things in your practice that you couldn't even imagine.

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Spring is almost here! Dr. John is really enjoying his retirement and his time to really dig deep into important topics. One of the most crucial things you can do for your practice is to make sure that you have a team that is motivated. We are going to talk about how to build a team that runs well together in a simple efficient way that doesn't cost a lot.

We talk about resolving conflict by having truthful honest conversations. We also talk about how staff conflict can drag the whole team down. Breakthrough can be found on the other side of the conflict. Conflict is an unmet need expressed poorly. We dive into finding those unmet needs and having a dream staff in a harmonious environment. 

Show Highlights

[06:39] Dr. John shares an office visit where two staff members developed their own little tandem team of two in an office of eight staff members. These two people are creating a negative environment. It's time to get them to refocus and identify the shift.

[07:54] The entire staff needs to work together and be honest and truthful with each other. 

[10:03] Ask them to share the problem that has splintered the relationship. What happened to your friendship? Please share. 

[11:19] Don't waste time and energy talking negatively.

[13:05] What do you do when you sense that something is different with your normally great assistant? We get more of the behavior that we reward. There are reinforcements that don't necessarily revolve around money.

[15:53] You will see changes in a recognized and appreciated team.

[16:36] We train people how to treat us as individuals. Remember the four Cs? It takes courage to change how we train people to treat us.

[17:41] We talk about the book The 5 Languages of Appreciation in the Workplace: Empowering Organizations by Encouraging People.

[18:45] There is a quiz to find an individual's language of appreciation. With this information a doctor can make a team member feel supported.

[21:55] Your morning huddle meeting is the most valuable time during the day to coordinate your day and make sure things are running smoothly. You can also give appreciation to your staff individually and collectively as a group.

[25:36] Become specific in how you recognize your team members. Be curious. Find out your team's motivator and be creative with the results. 

[29:28] Even small bonuses can be appreciated.

[31:06] People love to link back. Little reminders are a great way to do so.

[31:43] Conflict will kill your team goals. It's the doctors responsibility to find out what's going on and be creative with problem solving. 

[34:50] Your staff is where it's at because you created that atmosphere. It's your responsibility to go back and make the necessary changes.

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We're in the middle of the cold winter, but springtime is just around the corner. Have you ever set your spring goals, but then spring is here before you know it or have met those goals? This is why I always say set your goals yesterday. Give yourself time to achieve your dreams. It's not too late to still meet those big goals. You just may need to adjust your time table. It might take time to implement what you plan right now. Today is all about spring boarding your goals with your staff. 

There's an infinite return on what we are going to talk about today. It's only defined by your imagination and beliefs. We talk about how your morning hubble meeting is one of the best investments of your time. It’s an opportunity to encourage your people to believe in themselves. We talk about setting your goals big enough to challenge you. We also talk about the niche opportunity that exists through leadership, communication, building trust and relationships. It’s time to set and reach your big goals. 

Dr. John Marilee

Show Highlights

[04:18] Your best investment per minute in the office for the entire day is your morning huddle meeting. This is where you re-establish daily leadership with your team and show them that you believe in them and believe in what you're doing. It's time to affirm what you are doing and challenge your people to do their absolute best.

[10:04] Don't underestimate your goals. If it's not big enough, it won't challenge you. The further you set your goals the more you have to work against attention.

[14:54] Everyday stands on its own. Choose a number for a goal. Have the mindset to reach that goal each day. 

[19:02]  A phenomenal opportunity exists for niche practice. The one that builds trust with their patients through leadership, communication, and relationships.

[21:09] Spending time talking and listening to the people who are there will increase your revenue.

[24:06] It all starts with your morning huddle meeting. What's the prediction of the prior day? What's your starting place? Where did you end? Where is the gap? All staff members are involved with the effectiveness of collections.

[30:08] It's empowering for the team members to help with the success of a case.

[32:27] Asking for referrals is a way for a team member to further bond with the patient. You're not pressuring the patient for a referral. You are pleasantly inviting them.

[34:33] Correct scheduling is also important. Each team member is responsible to make sure that their column is scheduled correctly.

[37:09] You can reach out to us, and we will help you create an effective morning huddle meeting. There's an opportunity in your morning huddle meeting to create a stronger culture for your practice.

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We are excited to kick off the new year with goal setting. Our theme is No Fear in the New Year! There's no playing small in the Think Big Dentistry Show. The four C's are courage, curiosity, creativity, and commit. These four Cs are so very important in goal setting. As I share each topic, I'll talk about the relevant C for that topic.

Dr. John and Marilee talk about thinking big and doctoring up to the challenge. There are always opportunities for growth. We also talk about how understanding the soft side of dentistry can make you more productive, reduce stress, and increase profit. We are going to concentrate on communication, service, and listening. Buckle up for achieving those big goals with less stress!

Show Highlights

[03:10] Prioritize a time when you can be alone and think and dream and envision your goals for YOURSELF. These goals need to be yours.

[04:47] If your goal doesn't scare you, it's not high enough. If it doesn't challenge you, it doesn't change you.

[05:28] You cannot present obstacles. Present opportunities for growth instead. Find an area where you can learn and grow together to reach the goals that you are going to set.

[07:55] If you learn the soft side of dentistry, which is communication and relationships, the numbers will fall into place. Having numbers as your primary driver will create stress for you and your staff.

[16:44] If you can create the ultimate service concept within your practice, your patients will sense something special and want to come back again and again. They'll also refer like-minded people to your practice.

[19:27] Pick a big goal like two million. That's $166,000 per month. Let's say you work 18 days a month that means you need to earn $9,259 a day. That's the big number we're going to go with.

[20:26] Everything you do is going to revolve around that $9,300.00 a day. Every day stands on its own. 

[22:44] It's the doctor's obligation to make their team members the best that they can be.

[23:39] Have a meaningful morning huddle meeting. The doctor has to be the example and can't take a day off from being the leader.

[25:04] The categories that need to be refined. Production every day needs to be $9,300. Collect 98% of your production. Know your account receivables. This ties to your collection skills. How many new guests a day do you need to create the production you want?

[27:09] Know what is diagnosed and know what is scheduled. Understand if there are any gaps and where they are. Be an advocate with the patient when presenting fees.

[30:55] Ask for referrals during the day or AFRs. Anybody can do it by asking how the day went and then being quiet and listening. It takes courage and commitment to ask questions that lead to referrals. It also encourages creativity. It really covers all four Cs. 

[33:38] Doctors need to walk in with energy and enthusiasm and be the leader. Be aware of the team's culture. If the team needs encouragement, you're the one to do it.

[37:05] The staff wants you to rise up and be the leader! Tie in s

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It's time for our spectacular end of the year recap. We are going to put a bow around our last season and talk about what we have coming up for 2022. We want to help you make this upcoming year the most awesome year possible. We want it to exceed your dreams. 

We talk about focusing on progress not the end result. We talk about focusing on wins and having honest conversations with your team. Working towards a goal or accomplishment takes courage, curiosity, creativity, and commitment or what Dr. John calls the four Cs. Taking steps towards your goal is about progress and who you are becoming in the process. 

We also talk about team meetings, when to have them, what to ask, and how to be energized. Review and recap your year with your staff. List all of the amazing things you accomplished as a team. Then, CELEBRATE! 

Show Highlights

[04:54] We talk about focusing on progress as opposed to focusing on results. Don't get down on yourself if you didn't achieve as much as you wanted to.

[06:12] Take an inventory of what you are proud of over the last year and focus on that and moving forward. What are you the most proud of? 

[08:45] The biggest result of all can be who you became over the year.

[09:35] When you establish good habits and make deposits in your account, it will take a while to add up but eventually you reach that tipping point and see the results.

[10:16] This year, Dr. John is proud of accomplishing challenges. He's been spending time improving his guitar playing. He also challenged himself to get into a single-digit handicap in his golf game. The four C's apply to all the things that you're proud of.

[12:28] Courage, curiosity, creativity, and commitment are the four Cs. It takes all of them to commit to improving on or learning something new. 

[13:10] We are both proud of our commitment to our podcast. 

[16:21] Marilee is really proud of having a wonderful kid free conversation with her husband. These conversations are vital to understanding each other more and the health of their marriage. 

[18:36] She's also focusing on eating and exercise. Recognize how you want to change and then find the smallest step to get closer.

[19:24] Change involves simple, sincere and honest conversations.

[22:33] Dr. John shares how you can energize a group by just asking a simple question. 

[23:29] Have relaxed meetings and let the staff share and be open. Ask them what you have accomplished this year.

[24:54] Do your personal wins for the year. Then talk about wins for the team and point out how they are doing well.

[27:27] Boring meetings don't work. Find a way to energize yourself and energize your staff and open the meeting up to honest positive conversation.

[27:50] Homework: Do this before the end of the year. Take 5 minutes, and write your personal win list. Before you go to bed, think about things that you are proud of each day. Do the same thing for your office and your team. List big

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We've been talking about creating relationships and deepening connections in the last few episodes. We continue that theme in this episode with these great questions for your new guest conversations that will make the patients think you're a genius. We know that Good Questions = Smart, but  Great Questions = Genius! If you are in doubt, try them if you have the courage and see for yourself. 

Great Questions That Equal Genius:

• "Tell me what brought you to see ME today?"

• "So I better understand, share with me what you meant by… "So I better understand, share with me a little more about…

• "So I better understand, share with me how that (their perceived emotional disability) makes you  feel…

•  "Every patient I talk with about cosmetic dentistry, or a new smile (implant dentistry), has dreamed or visioned about themselves living with it. Tell me what that dream looks like for you!"

• Look at the patient straight in their eyes with confidence and conviction and tell them you can help them.

If there is an obstacle or hesitation that prevents the patient from moving forward, tell them this:  I  understand and  'I will wait with you and I will wait for you. "We'll wait TOGETHER!"

Show Highlights

[04:36] Asking great questions and getting great answers is a way to slow down to speed up. Once a relationship is developed, the patient opens up. Then we have a comprehensive treatment plan just waiting to be discovered.

[08:33] These new guest interviews only need to take five to ten minutes. 

[11:25] Courage, curiosity, creativity, and commitment are the four Cs. 

[12:16] The first question is, "tell me what brought you in to see me today?" I am present with you. Let's start talking.

[13:09] The next question comes from their comments. Where is this going to go and what am I going to learn? Get clarity. What is their number one concern?

[17:16] Find the real reason why this person wants cosmetic dentistry done. Ask how that makes you feel? 

[20:17] People come in for relevancy, reinvention, defying the aging process, and they want to kick aside loneliness and humiliation.

[22:10] You are not alone. What does your vision of your new life and new smile look like?

[31:45] If you want to have a renewed faith in human beings, stop and have a conversation with them.

[32:27] After talking through everything, tell the patient that you can do it. I'll wait with you, and I'll wait for you. We'll get this done.

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This is the Think BIG Dentistry Show, where your hosts Dr. John and Marilee Sears, will show you how to give your indecision and confusion a back seat to decisive, goal-driven decisions to move you forward. We will break out of the mundane, routine, and ordinary biases and ideas about running a dental practice and propel you and your practice into profit! We'll give you systems and strategies to create a successful practice along with the freedom to live your most powerful life.

Wish we had gone a bit deeper on how to start meaningful conversations with your patients? Dr. John is doing just that by sharing how the 4Cs of communication can bless your life and the lives of your patients. 

The 4Cs of communication are: Courage, Curiosity, Creativity, and Commitment.

One of the most important concepts to remember is to never diminish or step on the dreams of your patients. Just because you don’t think they need something, doesn’t mean that their wish isn’t valid. 

Listen as we talk about the 4Cs and their importance, how to implement them in your life and business, and the poignant stories that had us taking a second look at our communication. 

Show Highlights

[01:53] We’re taking a deeper look into the foundational skills we shared last time. 

[04:03] The ethos you should go into every conversation and interaction with. 

[05:56] How do you ask great questions and have fantastic conversations? 

[10:28] There’s no warmth in the medical field these days. Create it in your practice.

[15:04] Your patients are smart. Learn the number one question Dr. John received. 

[17:22] Do not diminish or step on their dream in any way. 

[24:50] Dr. John shares one of his most impactful client relationship stories. 

[26:41] One of the best questions to ask your patients. 

[28:48] Be creative with your questions and commit to the process. 

[29:48] You can get good at the communication portion of your practice. 

[32:33] Dr. John outlines his process from top to bottom. 

[37:41] Bless people’s lives and add this to your process and your character.  

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Episode 27: Dr. Dentist, Listen to Your Patients because People Want to Be Heard!

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