The Savvy Dentist

By Dr Jesse GreenBusiness Marketing Management

The Savvy Dentist episodes

August 08, 2023423: Buying Back Your Time
In this episode of The Savvy Dentist podcast, Dr. Jesse Green discusses the most precious resource we have … our time.

When it comes to running a business, one of the most common things that dentists say is that they want to make more money. And then once they're making ‘more’ money, then their desire turns to them having more time in their life, with more enjoyment, meaning and satisfaction.

How do we get the balance right?

If you are feeling burned and stressed out, then this is the episode you need to listen to.
[4:20] - Re-engineer your business and create a business that you love.
[5:38] - Who to hire, and when!
[6:22] - Internal training vs. external training. The pros and cons. Which works best and creates the most profit.
[15:23] - If you want to free up your clinical time, hire an associate dentist, or a dental hygienist or therapist.
[18:08] - How to continue to grow your revenue within your practice.
23 min
August 01, 2023420: How to Master Uncertainty
In this episode of The Savvy Dentist Podcast Dr Jesse Green is joined by Matt Watkinson.

Matt Watkinson is an author of three books.
The first one is all around the 10 Principles behind Great Customer Experiences.
Matt’s second book, The Grid, gives you the Decision Making Tools for Business.
And his third book, which is the topic for this episode of The Savvy Dentist Podcast, is about Mastering Uncertainty.

We live in an inherently uncertain world, and there's all manner of events happening at any one moment. We need to become comfortable with the idea that making decisions in an uncertain world is going to have some successes from time to time, but equally some failures.

In this episode Matt explains how we all can become really comfortable with that relationship with uncertainty.

Matt Watkinson has worked with all manner of organisations. From the FBI … all the way through to Microsoft. Matt’s hypothesis is that “success is correlated to your relationship, or how comfortable you are with uncertainty.”

Matt & Dr. Jesse discuss what uncertainty actually is. They talk about the biases that we all have. And they talk about why we are compelled to seek certainty.
[14:18] - How is your relationship with uncertainty? Do you ever feel afraid when making a decision or when having to step into something unknown?
[22:32] - People like to think that we're operating in some kind of order. Uncertainty scares most people because they don't like to know that no one really knows what's going to happen and that there's a whole lot of randomness in the world.
[25:44] - So how do we make decisions in what is predominantly an uncertain world?
[33:05] - Your relationship with uncertainty affects how you perceive Success … and Failure. Unless something works out to the letter, exactly as the plan predicted, then some people see that as failure. How you see ‘success’ can be directly related to you becoming more comfortable with your relationship with uncertainty.
[39:11] - Have a healthy and enlightened relationship with failure and not getting what we want straight away. You need to be extremely tenacious because when things are a numbers game, your numbers might not come up straight away, so you need to keep rolling the dice.
51 min
July 25, 2023419: How to Make Success a Habit
In this episode of The Savvy Dentist Podcast Dr Jesse Green is joined by Dr. Gina Cleo.

Dr. Gina Cleo is an expert when it comes to habits. With a a PhD in habit research, what she doesn't know about habits isn't worth knowing.

In today's episode Dr Jesse & Dr Cleo discuss what habits actually are, and how to differentiate habits from behaviours.

They dig deep into the psychology and neuroscience behind how habits are formed, how to install healthy habits, and how to uninstall those habits that no longer serve us.

The pair also talk about the difference between habits and addiction, how to install workplace habits, how to create a culture based on the habitual way of doing things in an intentional way rather than by default.

Dr. Gina Cleo is one of the world’s leading experts in habits and is passionate about translating scientific evidence into simple, actionable strategies to help improve health, wellness, mindset, and lifestyle-related habits – long-term.
[06:17] - Most people know what to do, but they don’t always do what they know is best. Why? The biggest factor is ‘their values’. How much value we might place on something. So if somebody places a lot of value on their dental hygiene, they're going to put in the effort to floss their teeth and brush twice a day, but if they value something like their time more, they don't value their dental hygiene as much.
[08:12] - What is the difference between a habit, and a behaviour? Because they are very different!
[13:20] - The secret sauce to creating a habit that sticks and creates lasting change is consistency. Dr Cleo explains how this happens.
[17:43] - Our brain is only capable of making up to three changes at one time. However the research suggests it is more productive for creating change and forming a new habit to simply focus on one thing at a time. High achievers struggle to focus on one habit forming thing at a time as they generally feel it is tedious and not enough of a challenge.
[20:53] - What's the relationship between habit and addiction?
[25:00] - If we want to install organisational habits, and we've got a team of five or 10 or 50 or a hundred people. How do we get all our team onto the same page?
[28:47] - We need to be behaviorally flexible, your team will respond really differently to different styles of communication. It’s important to understand your team and understand how they're going to respond to the way that you speak to them. If you automate the way that you interact with your staff, it's not going to work.
36 min
July 18, 2023418: Exponential Practice Growth
In this episode of The Savvy Dentist Podcast Dr Jesse Green is joined by Lynn Whitbeck.

Lynn Whitbeck is the Queen of Sales and has been working with dentists, orthodontists, and other people within the dental specialties to shorten their sales cycle.

In this episode Lynn lays out a step-by-step for referrals, reviews, and recommendations.

Business owners and entrepreneurs hire Lynn to ignite winning sales, because most are chasing down leads, lack client retention, conversion, and profit. So, Lynn helps eliminate the lengthy chaotic sales cycle to ignite your sales and unleash lasting profits.

Bottom line, don't make this harder than it has to be.
[6:17] - When your team starts asking for reviews and referrals at the right time in the patient journey … you will start filling your chairs and your practice with patients who come in already trusting you because they've been referred or recommended by a personal friend.
[19:26] - When you have people calling in because they were referred by a friend or family, they've already made the decision in their mind. That's the first soft sell. They've taken action and it's so much easier when they're in the chair to get the next level of Yes.
[24:18] - How to coach your team with specific examples of what to say and how and when to say it. (pens and paper out!)
[29:15] - Referrals are 93% more effective than any other form of marketing. The number one thing is getting your team on board with this because they're the ones who are constantly interacting with the patients. Lynn explains how you can do this effectively.
38 min
July 11, 2023417: Build and Lead a High Performance Team
In this episode of The Savvy Dentist Podcast Dr Jesse Green is joined by Kylie Denton.

Kylie Denton is a highly experienced leadership consultant, professionally certified coach, a bestselling author and speaker specialising in leadership and sales. With over 30 years’ experience in leadership and formal qualifications in psychology, Kylie has a proven track record in building confident leaders and successful teams.

Kylie Denton and Dr. Jesse share some wonderful insights about how to develop our own leadership and how to nurture and develop other leaders in our practices.

If we're going to have any success in our practice, it's going to correlate to how well we can build and lead our team. Kylie shares a model called the idea model and a whole lot more.

Kylie works with blue chip and established companies to improve the productivity and performance of leaders and their teams.
[6:48] - You can generally feel confident about your skills and abilities within the four walls of your dental surgery. We've spent many years practicing those things. Then all of a sudden we go, you know what, I'm gonna open a business. How hard can it be? And it turns out it can be pretty tricky, right? There's no learning around business, there's no learning about leadership, there's no learning about people development. Where does leadership come unstuck? Where do people typically stumble? What are the common pitfalls or mishaps?
[12:38] - What sort of practices and skills need to be developed as we figure out our way on this leadership pathway?
[24:52] - How do we lead ourselves so that we can be that example for others?
[31:30] - The power of ‘thinking time’. Taking time-out regularly to look and think about your people and business, is the single most important thing you can do. It’s what all top leaders schedule into each day.
[36:47] - Creating a great culture within your practice is critical. “Great culture eats strategy for breakfast”. So what ways can you work on developing an engaged and enthusiastic team?
50 min
July 04, 2023416: How to Elevate Your Team and Yourself
In this episode of The Savvy Dentist Podcast, I'm joined by culture and marketing leader Robert Glazer.

Robert is the author of the inspirational newsletter Friday Forward, CEO and Chairman of the Board of Acceleration Partners, and the #1 Wall Street Journal bestselling author of several books, including Elevate, Friday Forward and How To Thrive In The Virtual Workplace.

Robert is also a sought after speaker who has appeared on the likes of TedX, The Today Show, Harvard Business Review, Inc, Forbes, Entrepreneur, Fast Company and Business Insider, alongside hosting the Elevate Podcast.

After a long and exhausting couple of years dealing with the pandemic and ensuing global implications, many people are struggling, burnt out, and have lost their way.

If you've been feeling a little bit flat, a little bit jaded, this episode is going to be like a shot in the arm with adrenaline that's gonna get you revved up and moving forward.

Be sure to register for The Dental Summit here.
[5:48] - If you are feeling like you have been living below your potential for some time, Robert explains from his own personal experience what can be done.
[7:58] - Robert explains the four values to building capacity. Spiritual capacity, intellectual capacity, physical capacity, and emotional capacity.
[13:36] - So, how do we build these capacities within our business and what are the noticeable consequences?
[21:15] - What are the benefits of building capacity across your team?
[28:54] - We often see organisations with lovely well-worded value statements posted on the walls throughout the hallways. But where does grit and determination come into the capacity equation? Why is it when things get hard, some people roll their sleeves up and get on with it, while others check out and go home?
[37:32] - A lot of people think about culture as something warm and fuzzy, as opposed to a vehicle for achieving outcomes. So, how do we build a culture of performance in a team, from a business sense?
[42:18] - Three business performance tips from Robert Glazer that could transform or revolutionise your thinking, and ultimately your business.
46 min
June 27, 2023415: Overcoming Fear of Failure to Become Your Best
Tyler Williams is the creator of the 5-Minute Fear Formula. He helps dreamers, lovers, and innovators remember how powerful they are by activating their fear response, creating extraordinary personal and business growth.

In this episode, Tyler Williams helps us understand how to break through your greatest fears by improving your signature leadership and communication style and removing limiting beliefs.

Having spent more than 20 years engaging his own fears as a country music singer and race car driver, Tyler has a fresh perspective as he guides high performing clients to become unapologetically extraordinary.

Be sure to register for The Dental Summit here.
[10:13] - Everyone has a level of a gift that is untapped. So how do you find your special gift and talent, and how do you unlock its potential?
[17:40] - How do we understand our ‘Fear Formula’? That connection between our mind and our body and respecting how they talk together to create the emotions that we feel when faced with fear.
[28:30] - Are you trying to be ‘everything to everybody’? To seek perfection can be exhausting and frustrating and makes finding balance difficult. So what is the rhythm of life that you truly are seeking to create?
[32:26] - The changing seasons in each of our lives will require you to appreciate the change and act accordingly to how you feel and what you truly believe. Tyler urges us to be “present in the moment”.
[39:17] - What is stopping you from achieving the success you desire?
[44:28] - We live in a world that is attached by ‘outcomes’. There is never enough, there is always more to be sought out. This is all at the cost of you being the person you choose to be. So what is the art of being? How do you put meaning to your life?
52 min
June 20, 2023414: The Leadership Challenge
As a practice owner, you've probably wondered… how do I become a better leader?

If you've ever had those thoughts, then you're going to really resonate with this episode.

Professor Barry Posner has studied leadership and entrepreneurship for over 30 years. He's authored over 12 books on the topic. One of those books is called The Leadership Challenge, and has sold over 3 million copies. Barry has consulted to companies like Apple and Amazon and WD-40 to name just a few. He's incredibly well respected in the field of leadership. And in this episode Dr. Jesse and Barry talk about his five key practices that are useful and helpful for every leader.

We know that leadership is a skill that can be learned. We know that there are basic principles that govern leadership and whether the context shifts and changes from one day to the next or into the future, we know that these principles will serve you very well. So in this episode, we're going to unpack those five principles.
[6:42] - There is a difference between ‘leadership’ and someone who considers themselves a ‘leader’ due to their title. Understanding this difference will allow you to grow and serve your team on every level.
[16:34] - Communication can build a connection with your team. It’s hard for anyone to follow you if they don’t understand who ‘you’ are, what your values are.
[19:05] - Many practice owners struggle with growing and learning leadership. Trusting people and allowing them to feel capable can be a powerful first step in growing your leadership skill.
[23:33] - How can you identify if your team doesn't exhibit trust, and what signals will your team show when they do feel trusted?
[28:56] - It’s a myth that "it’s lonely at the top”. It’s only lonely if you isolate yourself from your team. When you openly communicate and become vulnerable with your team it can open up an empathy that strengthens our human-to-human connection.
[34:06] - How will leadership change in the future and what can you do to prepare and grow into the future as a better, stronger, more trustworthy leader to your team?
40 min
June 13, 2023413: Business Lessons from the Wiggles
Greg Page is possibly best known as the original yellow Wiggle. But in 2020, he made headlines after suffering a cardiac arrest on stage.

At the end of a performance by the group raising funds for bushfire relief, one of his arteries blocked 100% and caused a sudden cardiac arrest. If not for the quick thinking and life saving skills of bystanders, chances are Greg would have died.

His life was saved because of CPR and an AED at Castle Hill RSL Club that was brought to the stage, and used to revert his heart to a normal rhythm in time for paramedics to arrive and stabilise him until he received lifesaving surgery.

Upon waking up in recovery, Greg was told that 90% people who suffer a sudden cardiac don't make it out of hospital alive, which shocked Greg.

Now, Greg is on a mission to educate others about the importance of knowing CPR, and making AED’s more VISIBLE, ACCESSIBLE AND ACTIONABLE in our communities.
[4:50] - How can the business lessons from a children's music group who have toured the world, be applied to your Dental Practice?
[10:45] - The transition from Dentist to Business owner can be daunting. Greg explains how The Wiggles went from Band to Brand - and built a global business brand with no business experience.
[18:36] - How can you leverage your support staff and create your own Dorothy The Dinosaur?
[25:16] - Having a heart attack and cardiac arrest on stage changed Greg’s life forever.
[31:39] - AED’s are incredibly important. Greg has a foundation ‘Heart Of The Nation’ that notifies the community and allows you to share your AED with anyone who may need it in an emergency.
38 min
June 06, 2023412: Mentoring Young Dentists
If you're a practice owner and you've thought about hiring young dentists recently, then I guarantee the topic of mentorship has probably factored into those conversations. Young dentists seem to be graduating, requiring, and requesting more mentorship than ever before.

The opportunity exists for practice owners to use mentoring programs to attract and retain the best and brightest young dentists in our practice, but there are some challenges … and those challenges typically occur when there's miscommunication about what's on offer and what's expected.

Sometimes young dentists might feel like they're signing up to a practice that has a great mentoring program and they are disappointed about what's on offer.

From the practice owner's point of view, they feel like they're giving up a lot of their time, energy and expertise to train a dentist that might stay or may not stay.

And so there's a gap; a bridge that needs to be spanned.

In this episode of The Savvy Dentist Podcast we close this gap and show you how to get everyone on that same page.

Dr. Camelia Maris and Dr. Jeff Kho join Dr. Jesse Green, and together they explain what good mentoring looks like, how to structure it, what are the challenges that young dentists face as they start their career, and what are the challenges that practice owners face in trying to help the young dentists get started in their career.

Camelia and Jeff both have a wonderful broad perspective. They're looking at things from both sides of the fence. How do we support the young dentists? How do we give them the best start in their career? And how do we acknowledge that it's their responsibility to be self-reliant while also putting in place some of the building blocks that will give them that start that they're looking for?

Be sure to register for The Dental Summit here.
[4:50] - Where are young dentists struggling the most? And as practice owners, how can we best help them?
[15:01] - The word ‘mentoring’ is used a lot currently, and often is a recruitment tool when interviewing young dental candidates. So what IS ‘mentoring’ and how differently can it be perceived by young dental graduates, and dental practice owners?
[19:20] - How to help young dentists flip their assumption that mentoring is a one way path. It’s important that they take responsibility for their personal growth.
[24:07] - If you do not have the time to put together a curated mentor program, there are outsource options?
38 min

About The Savvy Dentist

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Create a dental practice and a business life you love with Dr Jesse Green as he interviews successful dentists, entrepreneurs and athletes . Listen in as guests share their stories, ideas and business…