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Bulletproof Dental Practice Podcast Episode 60

Hosts: Dr. Peter Boulden & Dr. Craig Spodak

Guest: Debra Englehardt-Nash

Watch full video of the interview by clicking here!

Key Takeaways:

• Private practice dentistry is NOT going to go away.
• We must learn how to stop commoditizing our patients. Instead we should learn to value appreciation of our patients.
• Passionate dentists make great leaders. They create the vision and enlist the help of a supportive team to put that vision in action.
• When a new patient calls start out asking "inspirational" questions, instead of asking about insurance first. Listen to what the patient wants.
• Help your team and patients understand how fees are based:
  • Skill required to do it right
  • Time it takes to do it well
  • Materials used so treatment endures
• Dentistry used to be all about efficiency, now it's all about experience.
• Thoughtful approaches take longer, but you end up with a better result.
• Pre-collect for appointments. It takes the stress off collecting at the end of the appointment and eliminates no-shows.
• There's room for all kinds of dentistry, you just have to decide where you want to be.
• Success is a meandering stream, it's not a direct line. The business of dentistry is hard work.
• Consultants are facilitators to help the leader be the difference in the practice.
• Listening to webinars and podcasts is important, but they can't replace in-person trainings and meetings.
• Toil is good for you.
• Successful people don't act as victims, they address their own actions that led to where they are.
• Catastrophes give perspective and help you redirect.
• You don't have a lot of time to establish trust, so you better do it quickly.
• Ask for your patient's permission before you start offering treatment options.
• 70% of the reason why patients don't follow through with treatment is because the treatment wasn't explained well enough and they were released too soon to talk about money and they weren't ready to commit.
• Dentists often settle for way too little when choosing members of their team.
• Olympics are won by 1/10th of a second. That extra 10th of a second could be that one thing that moves you forward faster.

References:

American Academy of Dental Practice

Extreme Ownership by Jocko Willink

Tweetables:

It's the head of the fish that always smells first. – Benjamin Franklin

People who get frozen in fear will never get a win. – Debra Englehardt-Nash

You have to believe to be believed. – Debra Englehardt-Nash

Whether you've spent $400 or $4000, if you're not happy you've spent too much. – Debra Englehardt-Nash

Change your modalities and you might get a different result. – Debra Englehardt-Nash

The dentist's fear is holding back dentistry. – Debra Englehardt-Nash

Life's too short to be unhappy. – Debra Englehardt-Nash

Happiness is in the solving of problems, not in the absence of them. – Dr. Craig Spodak

If you're going to ask your team to be a cheerleader, you better give them something to cheer about. – Debra Englehardt-Nash

The chokehold on any business is always the psychology and skill set of the owner. – Dr. Craig Spodak

The culmination of many small successes is a massive win. – Dr. Craig Spodak