The Savvy Dentist

By Dr Jesse GreenBusiness Marketing Management

The Savvy Dentist episodes

August 02, 2022371: How to overcome objections in case acceptance
When it comes to objections, the thing we have to realise as dental practitioners, is that they will happen. We simply need to have the skills and a process for handling that objection within our case acceptance.

In this episode, Dr. Jesse describes the 5 typical objections we hear and then reveals 4 specific techniques to handle any objection. Objections are often questions, an opportunity for us to delve deeper and truly help.

Ensure to register for our Advanced Treatment Coordination for Dental Practices workshop - 26 August - Zoom/online. One fee for the whole practice.

www.SavvyDentist.com/treatment-coordinator

In this episode we discuss:
[4:21] - There is a group of people that just need a lot of answers before they can make a decision.
[5:28] - Objections come in 5 categories - Dr. Jesse explains all 5 categories.
[7:48] - Using the 4 types of objection handling techniques.
[13:33] - How to deal with the “I can’t afford it” objection.

Find out more:
Register for Advanced Treatment Coordination for Dental Practices
Book A Strategy Call
Savvy Dentist Facebook Group
Access FREE Video Series: Earn More, Work Less
Savvy Dentist App - Download Now
18 min
July 26, 2022370: Get a 40% productivity boost by getting team culture right
This episode of The Savvy Dentist will change the way you think about productivity. What if you could boost performance from within by asking one simple question; what are our unwritten ground rules? (UGR’s)

Steve Simpson redefines what really matters inside your workplace. How to clarify it, define it and commit to fixing it.

As a leader you might be great at what you do but have no idea of the rules or social norms that define your culture and the people who live it. It might be the very thing holding you back from massive success and preventing you from attracting and keeping key staff.

Time to talk about culture because culture defines performance. Give yourself the time to absorb this very important episode. Here’s Steve Simpson

Episode highlights
[5:20] - UGR’s what are they?
[8:20] - perception vs. reality
[10:30] - Fight for something better
[15:02] - power of the UGR
[26:12] - clarity and commitment

Find out more
Steve Simpson website
Unwritten Ground Rules website
Book A Strategy Call
Savvy Dentist Facebook Group
Access FREE Video Series: Earn More, Work Less
Savvy Dentist App - Download Now
48 min
July 19, 2022369: How to recruit great staff in any market
Episode highlights:

From a dental practice owners point of view, it could appear that there is a staff shortage and a lot of challenges when it comes to recruiting staff, much less looking to up-scale and grow your dental practice.

In today's episode, Dr. Jesse shares some great tips on hiring, marketing for the right candidates, and most importantly, screening applicants and the interview process. That's right, the word, 'process' is key to making the recruitment of new people a win-win result for you, AND the applicant.

In this episode we discuss:
[2:19] - 'The Great Resignation' ... how to capture your new staff member.
[3:28] - The principles of marketing apply just as much to your recruitment, as they do to you acquiring new clients and revenue.
[3:58] - The 5 key elements to recruiting great staff, anytime ... Everytime!
[11:36] - Entering the conversation that is already going on in your new applicants head.
[13:12] - Make your recruitment ad sparkle. No more 'vanilla'.
[15:45] - Great applicants will have 'options' ... how you can get magnetic in the interview process.

Find out more:
Book A Strategy Call
Savvy Dentist Facebook Group
Access FREE Video Series: Earn More, Work Less
Savvy Dentist App - Download Now
19 min
July 12, 2022368: Dream Big, Achieve More
If energy is infectious then you’re about to test positive.
He’s not a dentist or a practice owner, and wouldn't know a filling from a drilling. He is however an international speaker and athlete. Cam Calkoen also has Cerebral Palsy and a wicked sense of humor.

Cam is living proof that a combination of good grace, good humor and big hairy goals is what it takes to succeed.
You’ll love his uncomplicated approach to being open in order to become the best version of you and others in your circle.
Learn how to connect with others, stay true to yourself, celebrate the difference and above everything else be AWESOME!

Please meet Cam Colkoen ...

Episode highlights
[7:27] - Cam’s story
[8:50] - Connection via humour
[10:25] - Dare to dream
[25:17] - Celebrate the difference
[29:30] - Connect with your people

Find out more
Cam Calkoen website
Cam Calkoen LinkedIn
Cam Calkoen Instagram
Book A Strategy Call
Savvy Dentist Facebook Group
Access FREE Video Series: Earn More, Work Less
Savvy Dentist App - Download Now
52 min
July 05, 2022367: Take control of your finances
Today’s episode takes a good look at the nuts and bolts of a practice around the right stock levels. How and when to order can have a huge impact on your bottom line. The great practices have this part of the business humming.
One of the Directors of Dental Innovations, the original disruptor of the dental industry, joins Jesse. Berris Saultry is one of the nicest guys in dentistry. Their family business has been running for over 20 years.
Berris knows an owner wears many hats in business today and getting your staff to buy into financial and cultural goals is the only way to operate.
Dentistry like many other businesses looking to stand out has never been more competitive so listen in to an expert to give you the edge.

Episode highlights
[04:48] - Dentistry is more competitive than ever before
[08:53] - Why a team approach is the only way
[11:58] - Ordering stock the tips and tricks of a great system
[18:04] - Opportunities to grow the business should be kept top of mind
[21:05] - Be part of the community and share ideas to grow

Find out more
Dental Innovations Website
Dental Innovations NZ Website
Dental Innovations Twitter
Dental Innovations Facebook
Dental Innovations LinkedIn
Dental Innovations Instagram
Independent Dentist Network
CPD Junkie Ebook: How to get the most out of your CPD
Book A Strategy Call
Savvy Dentist Facebook Group
32 min
June 28, 2022366: Getting Treatment Accepted
Every business - dentistry included - needs to stay focused on sales.

Your practice isn’t a charity, and in order to grow and turn a profit you’ll need to work out who you want to attract and how to keep them doing business with you.

Brittany Baldwin has a simple philosophy on selling; the biggest sale is the one you'll make to yourself. Brittany is not a natural born salesperson but has learnt and taught the art via her signature 8 step approach to reclaim time and increase confidence.

Remarkably simple, Brittany believes that great customer service is at the core of any successful business.

Time to think differently about selling and instead offer the right solutions at the right time for your loyal clients.

Episode highlights:
[11:30] - Marketing gets your clients to the door, sales walks them through
[13:00] - Repeat business and why an efficient, consistent follow up system is crucial
[19:25] - Knowing your client well can turn into repeat business. Make it a good experience
[22:13] - Customer service generally today is poor. Make your business stand out by doing the basics well
[25:16] - How to handle objections from clients by preparing for them

Find out more
Brittany Baldwin LinkedIn
Brittany Baldwin facebook
Brittany Baldwin book
Book A Strategy Call
Savvy Dentist Facebook Group
Access FREE Video Series: Earn More, Work Less
Savvy Dentist App - Download Now
39 min
June 21, 2022365: The Art of Negotiation
Getting out of your comfort zone is easier said than done. Sounds exciting but in reality it’s really (really) tough because of the habits you’re accustomed to. Step out from those habits and they won’t be happy! They’ll try and drag you back to what you know, what is safe.

Creating that vision is one thing but bringing that clarity into the day in day out takes courage. The great news is it’s all within you. Yes you have the answers but it’s time to think differently.

Tim Castle is a Sales and Negotiation Coach, Bestselling Author and Entrepreneur. His motto is 'believe it is possible' and his books have transformed thousands of lives around the world, helping people find their purpose, understand how to integrate high performance into their daily lives and become the best version of themselves.

Time to be a lion - courageous, bold and plays to its advantage. A lion is also remarkably disciplined.

Episode highlights
[9:02] - Start with the big vision and get uncomfortable chasing it
[11:20] - Bring the vision (the future) into the present
[13:40] - Let go and fall in love again
[15:40] - Be willing to fail but visualise the big win
[16:20] - Developing your instincts and trusting them
[17:45] - Use that discipline of the negative voice to find new strengths
[19:11] - What makes a good decision
[21:40] - Look at it from many different lenses
[33:00] - Awareness to being anchor
43 min
June 14, 2022364: An SAS soldier's guide to high performance
Any leader should be prepared for the battle of business. It’s not easy.

A state of happiness - all the time - is highly unlikely but you can put daily practices around mental health and well-being in place to help you get there.

Being at your best and bringing your best to the role each day can be one of the biggest hurdles as a business owner. Bring it and watch your team thrive - but lose it and watch the momentum of your business fall away.

In this episode Jesse talks with former SAS team Commander Harry Moffitt who, recently retired after nearly 30yrs military service, is completing his time as the SAS Director of High-Performance.

A registered psychologist, he is now the CEO of Stotan Group – a human performance consultancy – as well as a Director for the Mission Critical Teams Institute.

Harry will demand you sacrifice something for high performance because if you don’t it’s not high performance you’re just doing what everyone else is. So if you’re ready to move ahead of the pack and prepare physically and mentally for the role then take a deep breath and hit play:

Episode highlights
[13:33] - Facing fear and what to do
[14:00] - Breathe to make better decisions
[18:28] - The really good ones are doing the work when others aren’t
[20:20] - What are you prepared to sacrifice to reach high performance
[23:24] - Stoicism creates momentum for happiness
[25:40] - Open your life to self discovery

Find out more
Harry Moffitt website
Harry Moffitt LinkedIn
Stotan Group website
Book A Strategy Call
Savvy Dentist Facebook Group
Access FREE Video Series: Earn More, Work Less
Savvy Dentist App - Download Now
43 min
June 07, 2022 363: Developing Leaders
It’s not easy leading a team on a submarine; you’re under a lot of pressure.
Ok we promise that’s the only sub pun you’ll read in this intro. But it’s true; in your practice or deep under water the heat’s on to be at your best so your team can grow into leaders and you can step away without the stress of making every decision every day.
David Marquet is a former nuclear submarine Commander, and named one of the Top 100 Leadership Speakers by Inc. Magazine. David is the Author of the Amazon #1 Best Seller: Turn the Ship Around!, and The Turn the Ship Around Workbook. David’s latest book, Leadership is Language, is a Wall Street Journal Bestseller.
David knows that the best workplace is where everyone engages and contributes their full intellectual capacity, a place where people are healthier and happier - where everyone is a leader.
From eyeball accountability to letting go and trusting more; David knows that even with some of the most damaging nukes at his disposal it’s words that are a leader's greatest weapon.
Ok time to take a deep dive (sorry that’s the last one) into the timeless subject of leadership - which David will explain is a practice not a theory.

Episode highlights
11:22 How to create cultural change and turn that ship around
13:40 Enable staff to see the answers rather than tell them the solution
14:10 Pushing the person with authority to make the decision
16:20 Leadership is a practice not a theory
19:30 Eyeball Accountability
23:22 Let go, trust, walk away
25:00 Leadership is not about you but everyone else
33 min
May 31, 2022362: Become the CEO of your practice
Stepping away from day to day dentistry to growing, leading and inspiring a team isn’t easy. It is however one of the most rewarding decisions you can make.

Great dentists can make profitable business owners with high staff retention rates. But, like any professional who moves away from the tools in order to lead it’s best to get expert help.

Brandy Mabra is the CEO of Savvy Clover Coaching & Consulting, with over 15 years of business management and leadership experience, she helps private practice business owners increase their time and profitability.

Brandy runs a successful online coaching business empowering her clients to own their role as a bold, confident, and Unapologetically Savvy CEO. She teaches her clients to look at their businesses holistically using 6 Pillars of Business Excellence™️️ and her 9-step signature method.

From how to build a leadership team, to getting your processes in place to how to make sure new employees have the right experience when they begin; scaling up is exciting but not something you should attempt until you tick crucial aspects off first. Get ready to take notes, this episode with Jesse on a late night call to the US is full of practical tips for your vision and mission.

In this episode we discuss:
[4:58] - Stages of growth
[8:05] - When to step away from the tools
[10:34] - Facing your fear but doing it anyway
[14:00] - Building a leadership team and the must have processes
[19:02] - Why onboarding new staff must be planned in detail
[24:07] - Vision and Mission and what’s the difference?

Find out more:
The Business Health Checklist
Brandy Mabra website
Brandy Mabra Instagram
Book A Strategy Call
Savvy Dentist Facebook Group
Access FREE Video Series: Earn More, Work Less
Savvy Dentist App - Download Now
40 min

About The Savvy Dentist

From the publisher's feed

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…