The Dental Marketer

In this episode I interview the wonderful keynote speaker Doug Fettig. Now Doug was the keynote speaker in the event I went to in San Diego called The Business Side of Dentistry, amazing speaker, outstanding knowledge bombs were dropped by this guy! In this episode we dive into so many topics.... all topics concerning you, your dental practice, your student loan debt, ANY debt, obligations, and more so drink some coffee and stay alert for this episode!

 

Doug tells us why it is important first and foremost to identify our personal goals. This is important to do because we have to know where you want to be and if you are even on the right path, if not, it's time to start pivoting. We also learn how a dental practice owner HAS to be dynamic. Now many dental practice owners are dynamic but lack leadership skills, I personally have seen its case many times, but don't worry Doug and I discuss what we can do to overcome this obstacle. We also discuss very heavily debt and planning for retirement, when should someone start planning for their retirement.... after they pay off all their debt? Doug answers this and we discuss what happened December 18,2015? (yep! it's an important date that you should know about, so stay tuned!)

 

Doug has over two decades of experience as a CPA and a finance professional, providing him the unique ability to understand dentists’ needs and help them grow efficient and profitable practices. His insight allows him to effectively communicate business concepts to dental practices while strategically addressing tax, investment, and retirement planning needs. Doug has spoken at numerous dental seminars, academies, study groups, and vendor forums around the country and he is known for his energetic, engaging, and entertaining speaking style. As a dental business advisor, he is adept at collaborating with dental practices and incorporating Aldrich’s expertise to help dentists grow their practices and increase their profitability.

 

In addition to his professional speaking roles, Doug has been an Adjunct Faculty Member at Portland State University’s College of Business. Doug volunteered with nonprofit organization Precious Beginnings, serving as president and speaking at numerous medical and charitable events to further the mission of supporting parents with critically ill newborns.

 

Doug received a degree in Accounting from The University of Colorado at Colorado Springs and his MBA from Regis

DOUG FETTIG'S LINKS:

Aldrich Advisors Website

 

THE DENTAL MARKETER LINKS:

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)

Download FREE New Patient Report

Heyo! We are at episode 70! Thirty more episodes until the big one zero zero (100!). I am excited for that and this episode. In this episode I was invited to an event to podcast with the key note speakers. The event was called the Business Side of Dentistry, and I highly recommend attending it next year for anyone looking to know more about... the business side of dentistry! In this interview you will hear background noises and moving of the microphone which I apologize but the information is fantastic.

 

First I interview Denise who is the office manager, and she expresses how to properly do case presentations and how the front office, or better yet, the whole dental practice, can communicate effectively to increase total production.

 

Next I talk with Monica who works in the same dental practice as Denise. Monica is more of an Assistant Manager, and she tells us her experiences with working with great dentists and their team to working with horrible dentists. She also lets us know the importance of using keywords when diagnosing and talking to a patient to have the patient more inclined to accept treatment. I personally never knew how important simple but effective keywords were when diagnosing and presenting a case to the patient. Monica gives us a couple examples we should definitely use!

 

 

DENISE & MONICA'S LINKS:

Vatan Dental Group Website

 

THE DENTAL MARKETER LINKS:

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)

Download FREE New Patient Report

This is the first ever Monday Morning Marketing! I created this segment to share a marketing strategy or tactic that you can start doing today! This is being done by popular demand so I definitely want to see you guys not just listen, but take action and try these tactics. I want all my listeners to WIN! So this is episode one of Monday Morning Marketing. Time to share my first marketing tactic with you.

 

This tactic is so simple but can do open SO many doors for you and not only attract new patients, but also create more bran authority in your community. In this episode of Monday Morning Marketing I teach you a quick technique on how you can attract patients from your local coffee shops! Very simple, and very effective. They key is to stick to the script I mention in the show and ALWAYS have a follow-up, meaning a reason to come back. In this episode I give you a reason to come back and how you can mention it!

 

We know Starbucks gives their employees great benefits so, if you’re dental practice is near a Starbucks, I definitely want you to try this tactic out this week! If you are not near a Starbucks, then no worries! Try it for any local coffee shop, go to all of them, and use this tactic.

 

Let me know how it goes and take pictures and put them on your Instagram, let me know you are working and marketing with this tactic. Use the hashtag #TDMMM so I can easily find you and your picture. Let’s get these new patients this week!

 

What I mentioned in this mornings episode:

Marketing Consulting Services

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Episode 69 has arrived! I am excited about this episode, I learned so much just listening to all the knowledge bombs Reese kept sharing on this episode. We talk about a couple things in episode 69. We uncover the importance of branding and one thing Reese mentions that I absolutely love is how can we identify our brand as a dental practice. Here is a good way: what you say “no” to… is your brand. This means if you are accepting everything and taking all kinds of excuses from patients of why they can’t make payments, taking every single insurance under the sun, trying to do every single procedure then what type of brand are you creating for your dental practice?! However if you start saying no to certain types of insurance, certain types of patients, certain types of procedures and you FOCUS more on certain insurance, patients, and procedures… then NOW you are becoming something! Now your dental practice is creating it’s brand that will attract the patients you want depending on your vision and what you are letting happen in your dental practice.

 

 

Reese also helps you spot out the phoneys, the fakes, the financial advisors who aren’t qualified and are really out there just to make money for their own benefit. Not many financial advisors are qualified to give financial advice, so how many are qualified to give financial advice to dentist?! Don’t just trust or go with anyone, you need someone who has been in that business for a long time, has case studies and proven track records, and has worked with a multitude of dentists from different ranges. You will see how Reese and I dive into this with much more detail. We also touch so many more topics that you, as a dental practice owner, have either thought about, is thinking about, or needs to think about when it comes to managing money.

 

 

After Reese Harper started a financial planning firm, he moved to a new neighborhood and became good friends with a dentist.  They talked about work, and over time, Reese learned how challenging it is to be a dentist, especially in certain areas of the country.  His friend ran a successful practice, made good money, and had a great team; however, he still had a lot of financial concerns.  It wasn’t like he was just scraping by, but it seemed like he should be doing better financially than he said he was.  It appeared too much money was slipping through his hands.

 

This got Reese thinking: if a financial advisor doesn’t understand how a dental practice works, how is he going to put together a good retirement plan for a dentist?  Dental practice finances and personal finances are just too closely related.  This is what inspired Reese to create a retirement road map for dentists and specialists to help them prepare for a secure retirement.

 

Today, the team of financial advisors at Dentist Advisors are helping dentists, orthodontists and oral surgeons all over the country navigate personal and practice financial decisions.  With their knowledge of the unique challenges and financial issues dentists face, they’re able to help dentists avoid poor financial decisions, increase their wealth, and achieve financial freedom.

 

 

REESE HARPER’S LINKS:

Dentist Advisors Website

Dentist Money Podcast

 

THE DENTAL MARKETER LINKS:

MARKETING CONSULTING SERVICE

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)

Download FREE New Patient Report

Welcome to the fifth episode of The Making of SMILE & CO.! Listen to Dr. Ashley Joves’ story as she discusses her upcoming Intel company picnic and the headache of trying to get work done in 108-degree heat with no AC. This episode is packed with interesting information and perfect for anyone thinking about starting their own dental practice. Tune in and listen carefully, because you won’t want to miss this week’s episode!

 

 

Time-Stamped Show Notes

1:29 Recap of last week and intro. Ashley tells us that she’s been preparing for her inaugural event, the Intel company picnic.

3:50 How creating a space on the internet helps your ground marketing process.

4:50 Mentioned book: Will it Fly by Pat Flynn.

5:30 Ashley scores free swag bag gifts through her mom, an office manager of a dental practice, and through Sue Silvia and Kevin with Oral-B and Crest (Proctor and Gamble).

7:30 Why it’s best to have a great personality and get people’s contact info at the events.

8:26 The soft opening for Smile and Co. will be Saturday, August 19 and will feature vendors, giveaways, and music. The Grand opening is September 9.

10:14 Shower everyone with a great personality.

11:45 Ashley has purchased t-shirts with the company logo and has boosted them through Facebook. Sign up at Facebook Ignite to learn how to boost posts.

13:49 Explanation of the Instagram algorithm change.

14:25 Ashley spent the week putting together swag bags, folding shirts, and getting supplies for the event.

15:00 How she targeted Intel employees with Facebook’s advanced method. She also talks about the email funnel system, and the gifts each subscriber will receive.

17:11 How to ground market to the other vendors at the event.

18:55 Give, give, give before you take, according to Gary Vaynerchuk’s book, Jab Jab, Jab, Right Hook.

19:30 Ashley talks about writing the web copy for her new site.

20:35 Why About Us pages shouldn’t be about the company.

22:56 Ashley talks about writing and how the blog won’t only be about dental work.

25:56 Making YouTube videos.

26:47 Ashley met with Glenda LaMarr of Upper Cloud Media, who advised her to do both a soft opening and a grand opening.

28:50 Samantha Leonard of Stream Dental is going to devise a hiring strategy for her.

30:02 Ashley describes how she is a visionary person and why she needs someone to help her with documentation and implementation details.

30:48 Why she doesn’t want to rush with the hiring process and who she wants on her team.

33:47 What she wishes she knew in advance to closing escrow on her building.

39:40 Why Ashely had to keep quiet about her upcoming venture and how another dentist is making a big mistake by thinking of her as competition.

41:07 Ashley discusses the disappointments of the building exterior and why she has decided to focus on other things instead.

42:59 Branding is everything, and if you don’t figure it out, the community will do it for you.

45:18 The woes of working from home in 108-degree weather.

48:59 Ashley notes that she would love to have multiple locations in different major cities one day.

49:51 Her favorite resource is her whiteboard, which she uses for organizing her to do lists.

51:29 The broken AC and the busy work of filling swag bags and folding shirts have been the biggest headache this week.

53:20 Follow Ashley’s husband’s attendance of the game on Instagram.

54:34 Help-A-Dentist question: How early on would you bring on a consultant, if you’d use one?

 

Do you have dreams of opening your own practice and don’t know where to begin? Getting started on becoming a dental practice owner can be overwhelming--especially if you are working full-time as an associate. Maybe you’re in the beginning stages or need help planning.

 

This week’s guests can show you how to make your dreams reality, with the least amount of headache.

 

Dr. Ragani Singla is the owner of Floss NYC, a successful practice located in the heart of New York City.

 

Her husband, Moki Goyal is the founder of Practice Blueprint, a company designed to help you in every step of opening your own dental business.

 

This episode is refreshing and exciting to hear if you’re thinking about opening a dental practice from scratch or taking over an already-existing practice. It contains a ton of useful information that you’ll want to hear with your team so you can implement some of their techniques.

 

 

Time-Stamped Show Notes

0:26 Opening Announcement: I’ll be attending The Business side of Dentistry Course this Friday, June 23, 2017, in San Diego. The course is about how to build a profitable dental business. Debbie Seidel-Bittke, RDH, BS and Doug Fettig, MBA, CPA will be there with expert tips on growing your dental business. They’ll teach you systems you can implement in your hygiene department and give you a blueprint to accelerate your practice growth. You can get 6 CE credits for attending the course.

I’ll be podcasting at the event and can get you and your team in for FREE. All you need to do is shoot me a message at [email protected].

2:50 Have you checked out my blog lately? There’s a great article on how to market to your local post office and many other articles on ground marketing for your dental business. Also, be sure to follow me on Instagram to join the Dental Marketer Tribe.

6:50 Dr. Ragini Singla gives us her background of going to dental school, working in a busy 20-chair practice in New York City, and her dream of starting her own practice.

9:00 Moki Goyal is Ragini’s husband and comes to us from the tech space. He does website development and video production. He managed the team who built the online education platform, Edulance.

9:42 Moki and Dr. Ragini have created an online course called Practice Blueprint. It helps dentists start practices by providing everything you need to know.

10:30 Why the most difficult part of starting Floss NYC was making her own brand out of an already-existing practice.

12:45 How to trust yourself and be the dentist you want to be.

14:45 Practice Blueprint is a course that maps how to go from being an associate to being a dental practice owner.

15:50 Two things that plague new dentists: Not knowing what to do, and the fear of failure.

17:45 How Practice Blueprint got started.

19:12 How to deal with the distrust dental patients have when they walk through the door.

21:12 Consistency is key.

21:52 Improving the diagnosis process system.

23:16 How to sell Invisalign without being salesy.

28:41 How to improve patient experience and how to communicate with other staff when the patient is present.

31:21 How Ragini runs productive daily team meetings.

31:48 Ragini discusses the one thing she’ll never do again and why other people’s advice didn’t work for her.

33:13 How to overcome mistakes.

35:00 Trusting the entrepreneur and dentist within yourself.

35:45 Do things that fit your personality to avoid skeptical patients.

36:25 What should daily staff meetings consist of? Ragini tells us her method and why she prefers to schedule them in the afternoon...

Do you have a good way of coping with the pressure of being a dentist? For many dentists, the stress begins in dental school and continues throughout their career.

 

This week’s guest, Dr. Alan Mead, is the co-host of the Dental Hacks Podcast and large Facebook group, the Dental Hacks Nation. He’s a fellow dentist, owning a medium-sized practice in Saginaw, Michigan.

 

Alan shares his personal story of his addiction and amazing recovery. He also gives us some excellent advice about life and being a dentist.

 

This week’s episode is jam-packed with insights to dentistry and life in general. You won’t want to miss Alan’s inspiring story, so tune in and enjoy!

 

 

Time-Stamped Show Notes

1:06 Opening Announcement: I’ve had questions asking how people can be a part of the Dental Marketer Tribe. The Dental Tribe hangout is on Instagram. Sign up for my exclusive newsletter or follow me on Instagram.

I share tips and strategies for your dental business, and you’ll see some of my personal life as well. Also, have you gotten your free personalized report to see how many new patients you should be attracting weekly? It will help you determine if you are on track to grow and profit with your dental business.

2:52 My valuable advice to dentists: Market to the right people and focus on a niche within dentistry.

3:41 If you’re not targeting this group of people, you could be missing out.

6:10 Introduction. Alan gives us his background of being a father, husband, dentist, and podcaster. He also discusses being a recovering drug addict and being chairman of the Michigan Dental Association’s Care and Wellbeing Committee.

9:12 Alan talks about running the practices four days a week and podcasting most nights.

14:02 How Dental Hacks began from his love for podcasts.

16:05 How he met his podcasting partner, Jason Lipscomb.

19:35 Alan talks about his latest podcast, the Alan Mead Experience, and the Dental Hacks Facebook group, Dental Hacks Nation.

23:05 He discusses the pay for dentists and why he’s satisfied with his job choice.

23:40 Why dentists today don’t like being dentists.

24:48 How his practice still does well, despite him spending most of his mental capacity on podcasting.

27:05 How his podcast is popular because they are regular guys.

27:20 He loves the basics when it comes to dentistry: Drilling, filling, and billing.

29:50 Freedom from debt makes it possible to do fun things.

31:41 The one technique that increases profits for him: Dental microscopes and he’s obsessed with them.

33:37 When you show people their teeth in HD live video, they are blown away. Alan talks about the best microscopes to buy for the task.

39:23 Alan discusses the one thing he’d never do again: Use drugs and alcohol to cope with the stress of being a dentist.

46:08 His personal story about addiction and how he broke through to the sober life.

51:14 Alan discusses two primary coping mechanisms dentists can do instead of drinking and drug use.

54:00 Why dentists need to be money-wise with their purchasing.

56:12 Alan’s $12,000 purchasing mistake.

59:20 Consultants and who is coachable when it comes to implementing change.

1:02 Why you should seek fulfillment from places other than dentistry.

1:04 Alan mentions his favorite podcasts.

1:06 Gives information on how to join the Dental Hacks group on Facebook.

1:08 Closing. I have a special question for my listeners: What podcasts do you listen to? Message me on Instagram and let me know which are your favorites!

 

 

3 Main Ideas

 

Don’t Seek Fulfilment

One of Dr.

Welcome to the fourth episode of The Making of SMILE & CO.! Listen to Dr. Ashley Joves’ story as she discusses her brand identity and the headaches of being a busy entrepreneur with kids. This episode is packed with interesting information and perfect for anyone thinking about starting their own dental practice. Tune in and listen closely, because you won’t want to miss this week’s episode!

 

Today’s Sponsor:

Dr. Anissa Holmes specializes in helping dentists market their practices through Facebook. After using Facebook to boost her second dental startup into a multi-million-dollar company, she decided to help other dentists achieve the same results. Take her live masterclass, FBIGNITE and learn how to use Facebook to exponentially grow your business! Learn more about what Dr. Holmes offers on her website, Delivering Wow.

Use the link to receive $100.00 OFF 

 

 

Time-Stamped Show Notes

1:21 Recap of last week and intro.

3:40 This week Ashley is working on IT, cabling, and branding her website.

4:07 Ashley mentions her cousin, Steve Joves, who is helping her with graphic design.

4:37 Ashley talks about having a booth at the Intel company picnic on June 24. It’s thousands of employees and it’s a big deal. She talks about which freebie she could give away.

6:00 How much goes into a logo?

9:00 The feeling behind her brand is casual luxury: All the amenities of Four Seasons with a casual vibe.

9:56 Cool music on Fridays

11:00 How are you going to be the purple cow? How are you going to differentiate yourself?

14:18 The Intel picnic is about getting out to say hello and collecting emails.

14:48 What it’s like working with Dr. Anissa Holms of FBIGNITE and how she helps dentists grow their businesses.

17:10 Ashley discusses her contractor needs, from IT to cabling, and more.

22:17 The top priority is to have freebies at the Intel picnic, but what kind?

23:34 Michael discusses the Red Bull empty can marketing tactic.

23:50 Alibaba is a possible place to get bulk items for affordable cost.

24:23 Ashley talks about Unlock the PPO and why she’s so happy about the service. She found them on a Dental Town thread.

25:45 Michael gets Lisa Weber of Unlock the PPO on the phone to discuss how they negotiate insurance fees for you. Lisa gives the background on the organization.

30:11 Lisa talks about how they help dentists by acting as a liaison between the practice and the insurance company.

36:24 Lisa discusses how they identify insurance carriers that are difficult to work with.

39:04 Back to Ashley. She says that working with insurance is like playing chess and that it’s strategic.

41:45 The week has been filled with stress for Ashley as she’s had important business meetings while running after a screaming toddler.

46:30 Total of unexpected charges so far: $14,000.

49:11 How to delegate to grow your business.

52:47 Working in your business versus on your business. Mentions E-Myth Revisited by Michael Gerber.

53:27 When is a good time to delegate?

54:15 Facebook Ignite is the Resource of the Week.

54:45 How she wished she’d used associateships to learn about front office duties.

55:33 Her biggest headache is being a working mom, and she’s grateful she has family nearby.

56:21 How to know your limits and have a support system.

59:08 Help-a-Dentist. What is something completely unique that goes according with her dental practice’s brand that she can give out at the Intel picnic?

1:00 Ashley discusses what is on her plate for next ...

Have you subscribed? Don’t miss a single episode!

 

You have a dental practice you’ve built from the ground up. It’s going well, and you’re ready to add on to your operation, but how do you get there?

 

Dr. Mark Costes owns ten practices, is the founder of an extensive network of dental assistant schools across the U.S., and travels the world to educate dentists on how to reach their full potential.

 

He created his coaching company, Dental Success Institute to help dentists increase their revenue while working in their passion. He’s also a fellow podcaster over at Dentalpreneur.

 

Whether you’re ready to take your business to a multi-operation, or just want to hear what it takes from someone who’s currently doing it, you’ll want to listen very closely to today’s episode because you’re in for at least three major eye-openers.

 

Time-Stamped Show Notes

1:10 Opening Announcement: I’ll be attending the Dental Practice Solutions’ Event Friday, June 23, 2017, in San Diego. The event is a course on how to build a profitable dental business, and they’ll teach you simple tools you can implement to maximize the potential of your practice. Debbie Seidel-Bittke, RDH, BS and Doug Fettig, MBA, CPA will be there with expert tips on growing your dental business. I’ll be podcasting at the event, so come and say hi!

4:13 Introduction. Mark gives us his background of his first business as a lunch truck caterer and how it took him three years and 21 attempts to get into dental school. He also talks about his practices, the Dental Success Institute, and his Dentalpreneur podcast.

7:16 Mark talks about how he had to overcome learning disabilities and restructure how he absorbs information to push through to success.

9:45 How his lunch catering truck experience far outweighed an MBA school program in terms of learning business knowledge.

10:35 How his first business taught him tenacity, grit, and how to stick to it.

12:07 Finding Napoleon Hill’s Think and Grow Rich at the age of 16 was a turning point that sent him on a journey of personal development, finance, and entrepreneurship.

13:57 Why reaching his goal of a million dollars profit did not make him happy and why he sold the majority of his practices.

16:42 How he created the Dental Assisting School Company to earn passive income.

17:28 The idea caught on with other dentists and now has 186 school locations in 40 states.

17:50 Having systems in place makes life less chaotic, even though he has much more happening today than in the past.

18:19 Talks about systemization and gives valuable 8-Point Patient Experience system.

19:28 Mark talks about being very intentional with finances.

20:22 Why the E-Myth Revisited by Michael Gerber is like Mark’s bible.

22:46 Discusses staff-dependence vs. system-dependence and which one you want to have.

24:20 The one thing Mark would never do again: Duplicate a location without systems in place and without getting overhead down to 50% or less.

27:57 Why some people are successful at having multiple practices, and some are not.

29:00 How to find good employees and how to determine whether you have a staff problem or a leadership issue.

31:23 Why you should limit negative people and surround yourself with positivity.

32:40 Mark talks morning routines and mentions Hal Elrod’s The Miracle Morning, and Hal’s guest appearance on Mark’s 6-Figure Side Gig Podcast.

36:32 Closing

37:06 Afterthoughts: Mark’s morning routines are very intriguing. What is your morning routine? Do you wake up and rush to work or do you practice things like meditation in the morning? I want to hear.

Have you considered how your team members influence customer satisfaction and affect your bottom line? If your dental assistant is unhappy, it can reflect on your entire practice, costing you sales and tarnishing your reputation.

 

Can a dental assistant affect your profit? The answer is a resounding yes.

 

Today’s guest is someone who understands the role of dental assistants, and how they can make or break your practice.

 

Kevin Henry is the co-founder of Ignite DA, an online community that enlightens, engages, and empowers dental assistants to help them have better careers.

 

Tune in to this week’s episode to find out how to create a dream team that will make customers smile and increase your bottom line.

 

Today’s Resource: The Dental Insurance Skills Training Course

In this week’s episode I want to shareTeresa Duncan of Odyssey Management, Inc. Teresa and her team are dedicated to educating you and your employees about dental insurance. They will bring everyone up to speed on everything from terminology and benefits to effective patient conversations and how to deal with claims. Is everyone on your team knowledgeable about dental insurance? If not, you might want to enroll in Teresa’s exclusive 4-hour course.

Enter the discount code, dentalmarketer50 to get $50 off the Dental Insurance Skills Training Course!

 

 

Time-Stamped Show Notes

1:00 Which book should I read next: Zero to One by Peter Thiel or E-Myth Revisited by Michael Gerber? Message me on Instagram and let me know!

1:52 Learn about today’s sponsor, Teresa Duncan, and the Dental Insurance Skills Training Course.

4:35 Introduction of today’s guest, Kevin Henry

6:06 An interesting background of Kevin’s career from Managing Editor of Dental Economics Magazine to co-founder of Ignite DA and how he loves his current project.

7:15 Kevin discusses his 2016 partnership with Dr. David Rice, the sister-company, Ignite DDS, and the goals of raising up young dentists and dental assistants.

10:20 The entire team needs to know your numbers in the office to know how to meet the goal.

11:50 What to do if you’re afraid to share your sales numbers with your team.

13:25 How to get your team invested in the success of your business.

14:20 A discussion on mutual respect.

15:05 How to address issues before the customer senses the discord.

15:35 How to create a safe-zone for employees to talk about ideas.

17:17 Addressing the “Me” Culture.

20:10 Creating a solid mission statement for your company’s culture.

22:26 How to deal with employees that drag everyone else down.

23:30 The one thing dentists should not be open about when talking to employees.

26:37 Are you doing a good job of accompanying patients from the back office to the front office after the appointment?

27:30 How to stop the high turnover rate of dental assistants.

32:50 What Ignite DA does to bring dentists and their assistants together successfully.

35:28 What you know (or don’t) about state requirements will either get you into trouble or grow your profit. Go to DANB for dental assistant state laws.

39:00 Closing

 

3 Ways to Develop a Dental Practice Culture that Thrives

 

Run your practice like a business. It’s stressful for everyone involved when your profit is slipping, and your customer will probably sense it too. Your business is not only about you, the dentist, but about the dental assistant, the hygienist, and the front office too. If everyone is aware sales are dropping, they will be more inclined to pull together and help as a team.