Coaches Corner Mailbag – Our readers write!!

At “The Corner,” we welcome your questions, and we welcome your opinions too! Today’s column features some interesting reader comments.
 
Re: What does “CDA” really stand for?
 
Madow Bros.,

I find myself in a similar situation.
 
One of my DA ruffles feathers, stirs up the group. The reason I have not fired her is out of fear. Fear because the one thing she is good at is showing up. She will always fill in for someone or do double duty. She is loyal in that way. From time to time she just ruffles my feathers. 
 
Name and city withheld
 
Rich and Dave,

“The Gospel According To Michael” states that if you have a gallon of water and you put in one drop of poison then you have a gallon of POISON !  Get rid of her!
 
Dr. Michael O’Brien
Auburn, AL
 
My best advice – hire slowly and fire quickly. If every single day you are contemplating whether or not someone belongs in your practice, they probably don’t.
 
Dr. Darren Ho
The Great North Woods
 
Re: The Letter
 
Hey guys-
 
The best thing I did last year (based on your advice) was to raise my fees significantly. It automatically brought in more money with no extra effort. And guess how many patients complained? ZERO!
 
Of course it didn’t do anything for the PPO patients, but maybe it will change my profile and I’ll eventually get more. In the meantime (based on your suggestion as well) I am considering contacting Apex to have my PPO fee schedule negotiated. Can’t hurt, right?
 
Thanks for everything,

Dr. Simon Bernstein

Editor’s note: Visit www.apexreimbursement.com to learn more about negotiating your PPO fees. They are the best!
 
Coaches,
 
About ten years ago I made the mistake of sending out a letter to my patient base informing them of a fee raise. A few people called immediately to schedule treatment before the raise took effect, so I thought it was a good idea.  Then I got some angry calls, and a few patients actually left the practice. One came in to the office, letter in hand, and told my OM that I was a “greedy, rich dentist!” (Oh – if they only knew the truth!!)
 
I’m doing it again for 2018, but this time no way am I sending a letter!!
 
Dr. Don Lay
Overland Park, KS
 
Re: Quickies In The Office?
 
Madow Brothers,
 
I see that in this letter “Quickies” meant some quick tips for the office, but my first thought was a different subject. Maybe this is not a term you know, but to me the term “quickie” refers to a sexual liaison. I just would like to advise you that with everything going on in the news these days you need to be careful about the terminology you use or you risk offending someone and possibly incurring legal issues.
 
Respectfully,
 
Dr. J. Singleton
Hanover, PA
 
Re: Should we take the team to a strip show?
 
Great advice guys. We don’t do any out-of-the-office activities unless the entire team is “all in.” This also means staying away from situations where someone may feel uncomfortable but they are afraid to speak up. Inclusiveness is key. If you want a “team” and not a “staff” they need to be treated respectfully.
 
Dr. V. Estes
Denver, CO

Dear “Coaches”

This is ridiculous. Why would anyone hold an office party at a male strip show? On the other hand, if everyone wants to go, is this really a problem? So many other things to worry about….

Anita Auerhan
Mississauga, Ontario

So there you have it! We welcome YOUR questions and comments too!!

Coach Rich
Coach Dave

Dr. David Madow and Dr. Richard Madow are actual dentists who have been helping dental offices become more successful for over 28 years. They are down to earth, real people who personally connect with their clients and are proud to call them friends. If you have a question for this column, please write to them at coaches@madow.com. We are now offering a complimentary 30-minute coaching session! Please CLICK HERE to schedule yours. Doctors only please.

That would be a very strange way to practice dentistry…

Hey guys-

I have been reading Coaches Corner since the very beginning and love every one of them. I appreciate the straightforward style. My question is – how are you different from all of the other coaches and consultants out there?

Dr. Steve Sief
Matawan, NJ

Hey Steve-

Is it just us, or are 90% of the questions we get from New Jersey? It is a great question though, because if you are sincerely looking for some practice guidance and growth, it is important that the people you work with are a good fit for you.

So since we are all dental folks here, imagine this scenario. You hire a “clinical coach” to help you with the clinical aspects of your practice. And that coach says something like: “Here is the Gold Level Clinical Program.” The first month, all of your patients get a complete exam and a full set of x-rays. In the second month, they all get crown preps on teeth #s 2, 14, 29 and 30, with long term temps. In the third month, they all get four quads of scaling and root planing. Then in month number four, which is our favorite, they get four implants, with a sinus complication on the upper right. Blah, blah, blah, yadda, yadda, yadda, dot, dot, dot….”

This makes no sense at all, does it? Every patient couldn’t possibly have the exact same needs.

Well, nothing against our fine coaching colleagues (and there truly are a lot of great dental coaches out there), but most of the coaches or consultants have pre-written plans or modules. They teach them to their coaching staff (typically a burnt-out hygienist looking for greener pastures) and then it is delivered to your practice by rote. Well, that is not how it works around here!

Every practice is different, every person is different, and everyone has different goals. So how can dental coaching be done correctly with a bunch of already planned systems? It can’t!

When we work with a practice, our first step is to find out what they REALLY need. This is not just based on practice performance, but on the individual goals of the dentist. And it doesn’t just end at the dental practice; often there are lifestyle goals and issues as well. After all, you need to be happy in all aspects of your life. If your practice is cranking and you are unhealthy, miserable, and in debt, what good is it?

Then we work on a truly custom basis to deliver what you need. The crazy thing is, most of the time it is not what you even thought! Does that make sense? Our team takes a personal interest in every one of our coaching clients. That’s why you won’t find our name on the side of a huge building, or why you don’t get three boxes of generic written materials when we work together.

Okay – we could go on and on, but this answer was not intended to be an ad for our coaching! But as you can see, this kind of stuff just gets us going. And yes – we are different!

Want to find out HOW different we are, and if working with The Madow Center For Dental Practice Success would be a good fit for your practice? Just click here and we can chat! No pressure, no obligation. That’s the way we roll!!

And do you like our new picture???

Coach Rich
Coach Dave

 

Dr. David Madow and Dr. Richard Madow are actual dentists who have been helping dental offices become more successful for over 28 years. They are down to earth, real people who personally connect with their clients and are proud to call them friends.

If you have a question for this column, please write to them at coaches@madow.com. We are now offering a complimentary 30-minute coaching session! Please CLICK HERE to schedule yours. Doctors only please.

What Does “CDA” Really Stand For?

Dear Coaches,

I am at the end of my rope. My dental assistant has been with me for six years and the patients love her. She is a decent enough dental assistant – she is not always on the ball but she knows the procedures pretty well and after six years she knows my clinical routines. 

The problem is her attitude. She shows up late several days per week and cruises into the morning huddle like she didn’t do anything wrong. She refuses to do work that is “below her,” such as confirmation calls, even if she has down time.

She can also be a bit of a rabble-rouser with the other members of the team. I have noticed that everyone else has a great attitude and are real team players, but as soon as Diana enters the picture everyone starts fighting and pointing fingers. Last week she threatened not to attend the annual team Christmas dinner unless we changed the location to a fancy steak house, even though it was already on the schedule. She also bad-mouths other team members (and me!) in front of the patients. She won’t attend CE courses even though I pay her to do so. I have warned her about all of these things several times and she promises to change but never does. It actually seems like she is getting worse. I am wondering if CDA stands for Certified Dental A-hole! What should I do?

Dr. R Fader
Bayonne, NJ

 
Dr. Fader,

You sure ask a lot of questions for someone from New Jersey. So we have a few for you.

1) Who owns this practice?
2) What kind of dirt does Diana have on you?
3) Why are you so afraid of this person?
4) Are you out of your mind?

As coaches, we rarely go into a practice and recommend firing a team member. That is the reason some people are afraid of coaches, and we recognize that.

However, the situation you describe, if it is indeed accurate, is pretty horrendous. Unacceptable behavior. Multiple warnings. One person bringing down the entire practice. You know what to do. We know what to do. So stop being a wimp. It’s time Diana gets the opportunity to “contribute” somewhere else!!
 
Coach Rich
Coach Dave

 
Dr. David Madow and Dr. Richard Madow are actual dentists who have been helping dental offices become more successful for over 28 years. They are down to earth, real people who personally connect with their clients and are proud to call them friends. If you have a question for this column, please write to them at coaches@madow.com. We are now offering a complimentary 30-minute coaching session! Please CLICK HERE to schedule yours. Doctors only please.