The Savvy Dentist

By Dr Jesse GreenBusiness Marketing Management

The Savvy Dentist episodes

March 14, 2023401: Leading the Way -Techniques for Personal and Professional Advancement
In this episode Dr. Jesse Green is joined by Dominique "Dom" Brightmon, a certified trainer with the Maxwell Leadership Team, bestselling author, and host of the Going North Podcast.

The Going North Podcast is an informational, inspirational, and motivational podcast where published authors share their life experiences to help others advance themselves.

And we know that for our business to grow, we MUST grow. And sometimes we have to do that inner work, before we see the outer results.

In today's conversation Dom & Jesse discuss self-leadership, how we need to show up, and how to identify and develop great people within our team and give them confidence in their skills and abilities.

If we want to go FAST in our business, we can go it alone, but if you want to go FAR in your business, then you’ll need to do that involving other people.

In this episode we discuss:
[6:28] - It’s great to read the books and go to the seminars … however at some point you need to use the tools you’ve learnt. Dom discusses how you can implement what you learn through self-development.
[12:56] - Dom is a published author and successful podcast creator. He explains the meaning behind the title ‘Going North’.
[18:03] - Managing the decisions you make everyday can be the beginning to understanding how you influence other people. If you’re not self-leading yourself well, then other people are not going to be inspired to listen and follow you.
[21:35] - So what are the two characteristics you need to hone for other people to be influenced by you?
[25:57] - How do you identify, develop, nurture and nourish the people you feel have leadership qualities?

Find out more:
Dom’s website - https://www.dombrightmon.com/
Podcast: https://www.goingnorthpodcast.com/
FB: https://www.facebook.com/dominique.brightmon
IG: https://www.instagram.com/dombrightmon/
LinkedIn: https://www.linkedin.com/in/dombrightmon/
Twitter: https://twitter.com/DomBrightmon
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38 min
March 07, 2023400: A Sales Masterclass from Australia's Top Salesman
In this, our 400th episode, Dr. Jesse Green is joined by John Roca, arguably one of the greatest salesman in Australia. John knows people, and explains how his structure for running a car dealership, can be applied to running a dental practice.

John has advised organisations about the need to encourage a customer centric culture within business and develop strong processes in order to deliver benchmark results.

John believes your dental practice’s success comes from the willingness and culture of your team to anticipate customers' needs, and deliver a ‘promise’ … as opposed to promising to deliver.

In this episode we discuss:
[5:04] - Landing in Australia as a six year old not able to speak English, John explains how his migrant background helped shape his drive, work ethic, and persistence to succeed.
[9:56] - If you love serving people, John believes that, with passion, you can build a business.
[13:36] - Having a deep appreciation and empathy for people who walk into your dental practice and understanding their dreams, hopes, and aspirations, can be the difference to a successful practice. John explains how a car dealership can be similar to your practice, and what processes you can model or duplicate.
[17:01] - Designing every single touch-point for a patient or customer creates their ‘experience’, and so it’s important to have all your team well-trained and aligned to create exceptional service. Create the environment for your ‘guest’.
[18:42] - John explains his ‘EVOLUTION process’ which is his 10-steps to land a sale. The edge is ,that it's not about delivering the 10-steps in one day! Creating a customer experience over the evolution of the patient, that all your team are on-board to deliver, is essential to the ‘10-step EVOLUTION’ process working successfully.
[24:24] - Word of mouth is the best marketing you'll ever do. If someone has a bad experience they'll tell 10 people, and if they have a good experience, they'll tell 2. They might not buy today, so be focused on the future sale.
[30:03] - So, how do you implement and train all your team to create a 10-step culture so that everyone is aligned and understands the DNA of your business?
[33:45] - You get 'one shot' at a first impression, so where do you start today if you are liking the concept of developing a 10-step evolution process. John explains his 5-bomb theory.

Find out more:
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42 min
February 21, 2023399: Case Study - A Blueprint for Scaling Up
At Savvy Dentist we pride ourselves in guiding you through the process of scaling up your business so you can earn more, work less, and enjoy more freedom.

When you free up your time, and you’re still making money, it provides you with choice in your life.

In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Sam & Adam Bradsaw from Jacaranda Family Dental in Queensland.

Sam & Adam are the quintessential case study on how to scale your dental practice successfully. They have done amazing things to build (and scale) their dental practice in Gympie, Queensland.

Sam & Adam share in detail how they have built their business from one chair, to two chairs, to four chairs, to six chairs … to currently twelve chairs. They share their story, they share their experiences, they share their lessons and some of the things that have worked really well for them as they’ve embarked on their business growth these past 8 years.

In this episode we discuss:
[3:57] - What early challenges can you expect when deciding to scale your practice?
[5:39] - What to consider when recruiting your first employee. Hiring on attitude and culture fit can be more important than hiring on qualification.
[5:39] - How to design and create a business culture.
[13:42] - Massive growth is tough at times. Adam and Sam explain how they coped and what they felt in the periods of strong growth.
[17:49] - From two chairs … to four chairs … then the decision to go to 6 chairs was made. So what details do you need to know when taking that next leap?
[21:04] - As your business grows, so will your team. So what do you need to look out for during this phase of growth, and how do you lean on your team for culture growth so that retention is strong.
[24:51] - Winding back your time on the ‘tools’ and resisting the temptation to be pulled back into the business is real, so what do you need to know to help understand this period?
[29:30] - How to look after your practice manager.
[31:20] - So when you fill up six chairs … and there's no more space … what do you do?
[42:00] - With more people on board in the business, what percentage does Adam contribute to revenue now and what freedom has this given to both Adam and Sam.
[44:38] - Hang around for these final few ‘tips’ from Adam & Sam - these are worth their weight in gold if you are contemplating to scale your business in any way in the future.

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48 min
February 14, 2023398: Transforming Spaces - The Importance of Design and Fitout in Dental Practices
In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Jerry Kennard from Evoke Projects. Evoke is an interior design, construction and project management firm with clients all over Australia.

Jerry is a highly focused and results driven Managing Director who leads through example and motivates the Evoke team to work to their full potential. He inspires his team to think outside the box when delivering creative and visionary office design and fit-out solutions to ensure that every client not only achieves their operational objectives but also increases the engagement, productivity and retention of their team.

Jerry believes the physical environment is like the soil for every team to grow in, and ultimately the determinant of their success.

In this episode Jesse & Jerry discuss how to understand your desired result and your objectives when contemplating a dental practice fit-out? The end that you have in mind is only the beginning.
Dental Practice designs are so much more than plans on paper: they are the future of your business.
https://www.evokeprojects.com.au/

In this episode we discuss:
[3:41] - What common mistakes do people make as practice owners building a new practice?
[6:47] - When is it best to contact a project manager?
[9:52] - What to look for when selecting a new premise.
[13:51] - Why we must consider the client/patient … the ‘human’ experience, within your planning and design process.
[18:41] - So who is your ideal patient, and why your strategic ‘marketing’ must be considered when creating a fit-out and an environment for your team and ongoing business growth.
[28:15] - OK, so let's talk about the budget. How much do you need to be thinking for a fit-out?
[36:10] - Always read the contract! Staying on-budget is important, as is working to a particular time frame. How do you manage a project schedule?

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45 min
February 07, 2023397: Revealing the Unexpected Key to Improving Dental Practice Revenues
If there was a way for you to increase your productivity and profitability while working less you'd try it in a heartbeat, right?

Well, this week's podcast guest is here to show you exactly how to do that.

Please give a warm welcome to Sahil Bareja - practice owner, fully qualified Oral Therapist, and Director of NSW Dental Hygiene Association of Australia.

Sahil unpacks the business case for having an Oral Health Therapist, and how they can be an crucial part of your dental practice.

He also shares his expert tips on onboarding and integrating an Oral Health Therapist into your practice, and explains what you stand to gain in terms of profit, productivity, and true business leverage.

In this episode we discuss:
[8:53] - There is a perception that Oral Health Therapy is not a productive part of a practice, however Sahil spins this myth on it’s head and proves by personal experience how the role can not only be productive, but incredibly profitable.
[16:53] - How to go from 6 days a week in your practice, to 4 days a week while increasing revenue and productivity.
[20:48] - How to create a team that ‘think’ for themselves, and build a super-culture within your business. Motivating your team can be as simple as understanding human-nature.
[25:19] - Having a culture of growth and learning makes all the difference in your team's performance. So, what makes a great mentor, and what makes a great mentee within your business?
[29:43] - What kind of revenue is possible if we make these changes and invest in our team and let them fulfill their potential?
[35:09] - Sahil shares the lessons he has learnt, and the advice he has should you be keen to look deeper at an OHT.

Find out more:
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43 min
January 24, 2023396: How to have a great practice manager
In this episode of The Savvy Dentist Podcast, Dr. Jesse Green is joined by Danielle Levy to discuss how you can become the CEO of your dental practice, rather than staying stuck as the ‘Chief Everything Officer’!

Danielle Levy is the CEO and Founder of The Boardroom League. A sought-after executive who has helped six and seven-figure businesses expand with clarity and efficiency, Danielle established The Boardroom League to give other entrepreneurs a little black book of trusted industry professionals to help them implement and scale their businesses.

With a background in agency work, Danielle has experience in the traditional business world, as well as the online entrepreneurial space. An Integrator at heart, Danielle believes in helping business owners build a trustworthy ecosystem of professional resources, so that they can focus on their ‘zone of genius’, instead of being distracted by day-to-day business obligations.

Danielle holds an MBA, is certified as a Project Management Professional, and is a Certified Online Business Manager. An energetic mother of two boys, Danielle understands the balance of being both a hockey Mum … and a successful entrepreneur!

In this episode we discuss:
[2:09] - So what is the role of an Integrator (or COO) and how can it help add massive value to your practice?
[6:43] - What are the common mistakes happening at an operational or systems level within a dental practice?
[8:37] - An integrator is your person who runs the business of the business. The best place to start if you are wondering do you need an integrator is to reverse engineer your own role. Jesse and Danielle explain how.
[12:12] - Every practice has a period of growth and these stages have their own inherent issues. Danielle explains how the role of an integrator can help develop your long term business success.
[15:53] - How do we recruit the right integrator for our practice.
[20:53] - Need some proof that an integrator can make a difference in your business? Danielle shares some real business stories of growth and profitability.
[24:35] - These are the qualities of a great integrator.

Find out more:
Website: https://danielleclevy.com/
FREE - Blindspot Identifier pdf
FREE - Delegate Better guide pdf
The Boardroom League
Danielle Levy - Instagram
Danielle Levy - Facebook
Danielle Levy - LinkedIn
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31 min
January 17, 2023395: A Practice Owners Guide to Dealing with Wins
In today’s episode, Jesse sits down with good mate and repeat guest, Dr Tyson Franklin to discuss how you can navigate the wins (and losses) of your business practice.

Tyson is a successful Podiatrist, author, business coach and host of his own podcast Podiatry Legends, and also joined us on episodes 14, 95, 150 and 355 of The Savvy Dentist Podcast, so be sure to have a listen to the back-catalog once you’ve finished listening to this week’s episode.

In this episode we discuss:
[1:09] - Why do we over-value our losses in life, yet under-value our wins in our day-to-day?
[4:13] - As dentists, we are ‘perfectionists’ by nature and are trained and rewarded to find fault, through training, through our business. We are honed to what is ‘not right’.
[7:23] - Jesse & Tyson discuss examples of when we can be better at understanding 'the wins'.
[10:53] - If you never take ‘the swing’, you’ll never get the ‘wins’. The key is not to take too long before you take the swing … and then the next swing … and then the next …
[13:55] - Book mention: Thinking in Bets - Making Smarter Decisions When You Don't Have All the Facts (Annie Duke)
[17:03] - The reason people keep on hanging on to losses is because they don’t want to admit that they’ve made a mistake. And it will hold them back from making the next decision! “Use past mistakes as a learning for future decisions.”
[22:03] - A good decision can still lead to a poor outcome. So what can you do in this situation?
[30:47] - So if you've had a few things go wrong, and are a little bit 'gun-shy', what can you do to get back to making decisions and moving towards more wins?
[42:16] - Remember, every big business you know of today … once started as a ‘small’ business. And every big business still makes mistakes as the company grows larger.
[43:39] - key take-away: The people who do well in their business practice, over-value their wins, and under-value their losses as a general habit.

Find out more:
Website - www.tysonfranklin.com
Facebook - https://www.facebook.com/tyson.e.franklin/
You Tube - https://www.youtube.com/tysonfranklin
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49 min
January 10, 2023394: What is your focus for 2023?
Are you feeling a little sluggish after your festive break? Are you still in holiday mode?

What we see is that a lot of practice owners waste their opportunity in January and don't get back into gear until early Feb. If that's you, let's crank it up!

In today's episode Dr Jesse Green explains how to launch your 2023 with intent and focus. You've had your rest, and now it's time to get simple-minded and focussed in our execution of things, and as a result, we'll go further faster in achieving our 2023 goals.

In this episode we discuss:
[3:05] - The 3 steps to making 2023 magical for your business and personal life.
[4:13] - Clarity & Focus will create a successful and happy well-rounded life in 2023. If we're not clear about what we're aiming for, it becomes very hard to be focussed in our activities. Ho to optimise your practice in terms of revenue, clinical work, and lifestyle. Get clarity ... then you'll be focussed.
[7:37] - The importance of your daily habits cannot be understated. If we don't create our habits by design, often we'll fall in to bad habits by default. A great book on habits is The Power of Habits - Charles Duhigg.
[12:07] - Nothing changes without targeted action and so we have to look at our time and what we're spening time on. What do you want to do less of, and what do you want to do more of with your time? We all have the same 168 hours every week, so it's important to list what where you want your energy to flow for the best outcome you desire.

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21 min
January 03, 2023393: Leadership from the heart
Author, Coach, Founder and CEO, of Aim to Win, Wade Thomas has over 25 years of professional experience in large and small business leadership, business strategy, and individual development.

With over 20 years of professional experience in executive human resources, leadership development, and business strategies, Wade has experienced firsthand what makes businesses work.

Wade embraces uniqueness while challenging the status quo. He uses imagination to discover better ways to build entrepreneurs’ businesses and to help them make a difference. Wade believes that growth comes from experimentation, and having the courage to accept and learn from failure. He believes in being nimble enough to change direction quickly when needed to make the most of new opportunities.

Wade believes that not only do compassion and empathy have a place in the business world but that they are integral parts of long term success.

In this episode we discuss:
[6:17] - Having a growth mindset approach to you business can create change in your business practice, as Wade explains.
[8:32] - So what is ‘the leadership gap’ and how does it contribute to business. How strong can your business be if your team feel that you care about them?
[10:24] - Being busy in the day-to-day running of your practice, Wade explains how you can develop your team so that they feel more emotionally connected to the business.
[13:18] - The abilities of your team are only limited by the ability to grow your self first. Self Leadership is the process of YOU getting better … and in-turn the business and your team will grow.
[16:46] - Empathy is the deepest level of understanding and will allow you to lead your team. In addition, your team ‘see’ empathy, they see that you care, and they will go the extra mile and help you take your business to new levels of growth.
[19:08] - Having empathy and compassion isn’t about being a doormat … it’s about stretching and pushing people, it’s about making hard decisions. One of the most compassionate things you can do for your team is to help them to reach their potential. People don’t reach their own potential if you give them easy goals and give them feedback that they don’t want to hear.
[22:09] - How does ‘courage’ apply when in a leadership position?
[24:05] - So we know it’s good to be vulnerable as a leader, so when is ‘too much’ vulnerability not as effective? If we share ‘too much’ can it still be effective?
[27:35] - Some of the key learnings Wade has from over 25 years in leadership in many different sized organisations.

Find out more:
Wade Thomas - Website - https://aimtowinllc.com/
LinkedIn
Facebook
YouTube
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34 min
December 27, 2022392: Simplify and Scale Your Practice
Marissa Roberts is passionate about helping business owners, service providers and entrepreneurs find simpler and easier ways to run their businesses.

As a mum of two who built her first business working just 10 hours a week, Marissa has collected a lot of ideas, hacks, and strategies along the way to help YOU simplify tasks, save time and make running your practice easier - without sacrificing income or lifestyle.

In this episode you’ll learn how to lighten your workload with systems & processes, work to your strengths and natural talents, tighten your boundaries for fewer working hours, and find a simple business model that runs smoothly for you.

In this episode we discuss:
[5:47] - As business owners, why do we often try to ‘over-cook’ and over-complicate things?
[6:39] - If you are looking to scale up your business, then it’s important to have systems and processes in place, otherwise your problems and issues will scale up. Marissa explains that if you start with ‘how you're feeling’, you will find a smoother way to develop your processes for scaling business.
[9:28] - It’s up to us to not only give our customers a great experience, but it’s also up to us as practice owners to encourage our existing customers to return. Marissa explains some wonderful tips for encouraging our customers to return and keep them loyal to your business.
[12:35] - Do you have systems and processes currently in your business? More importantly, is your team implementing these systems and processes regularly? Marissa explains how to ensure everyone in the team are on the same page.
[16:52] - How to raise your pricing. Positioning your fee structure should be something you consider regularly. Customers return for ‘how you make them feel’.
[19:48] - If you’re going to bring systems into your practice, you have to ensure people can actually use them, and you have to make sure that they make a difference. For a starting point, what makes you crankiest at the moment in your business and find a system for that.
[26:55] - “Nobody can do it the way I do” … You can’t scale without processes, and it’s very difficult to scale without a team that you trust to implement the processes. So how do you ‘let go’ and what do you need to do to make change happen?
[29:40] - There is a danger in creating too many systems and automation. Marissa explains the value to keeping human experience and interaction within your business.

Find out more:
Marissa Roberts - Website
Resources - some wonderful resources generously shared by Marissa
Marissa Roberts Instagram
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37 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…