Why Are Concerts Better Than Sporting Events?

What’s better – a concert or a sporting event? Tough question.

Here in Baltimore (home of The Madow Center For Dental Practice Success World Headquarters) we are lucky to have a plethora of both. There is a great music scene here with a huge variety of venues that attracts everyone from the largest acts in the world to our soon-to-breakout local favorites (Snail Mail anyone)?

And when it comes to sports we have The Orioles (even though they are having a really sucky year they are still “our O’s!”), The Ravens, University of Maryland basketball, Hopkins lacrosse and tons of great local events.

So why are concerts better than sports? Well, it’s a matter of opinion of course. And even though we like sports, we’re both music guys at heart. But here is a major difference. Sporting events always have a winner and a loser. Someone always goes home disappointed. At a concert, everyone leaves happy!

One of our mentors, the great (and totally nuts) Gary Halbert once said,

“There are some games in life where the only way to win is not to play.” So true. Yet it seems dentists insist on playing games where it is impossible to win!

What makes you think you can help that patient who has been through ten dentists in three years and they have all been “terrible?”

How is it possible to make a PPO work when their fee won’t cover your overhead?

Do you really think a team member who has been sabotaging your practice for five years is going to have a sudden turnaround?

Sometimes you just gotta say “no.” And remember, there are some games where the only way to win is not to play!

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.

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Marketing and Management Ideas for August

Today we are going to hear from Lead Coach Betty Hayden! Betty specializes in working with both doctor and team to grow production, lower overhead, increase collections, foster accountability, and generate referrals. She also knows dentistry should be fun – and today she will offer up some ways to put smiles on everyone’s faces while growing the practice! Take it away Betty!!

The Back to School season, while dreaded by many children (and some parents and teachers too), it is a great time for your dental office to exceed patient’s expectations and educate the community on the importance of good dental health for their children as well as for teachers.

Here are some Dental Marketing and Practice Management Ideas for the month of August…

Theme:  Back to School With Healthy Smiles!

Target Audience: Teachers and School Aged Children

Focus: Preventive Dental Services.

What: Education, Promotion, and Special Offers

  • Send a press release to local papers and news stations with “Children’s Dental Health Tips for Parents,” such as healthy snack and beverage ideas, when to visit the dentist, what-to-do in a dental emergency, brushing and flossing tips, mouthguard information, sealants information, and more.
  • Facebook (live) videos sharing the aforementioned tip and ideas.
  • August is Get Ready for Kindergarten Month – Send out a press release and promote social media posts that focus on kindergarten-aged children.

Book Fairs – Many schools will be hosting book fairs this school year.  And if your local school(s) are anything like mine, these book fairs draw a very large crowd.

Create fun, interesting bookmarks for your local schools that include your office contact information. Deliver these bookmarks as a gift to the local schools to use during their book fairs. Easy! Right?

Donations/Community – Use your office as a community donation site for school supplies or new & gently used books to be donated to local children and/or schools in need. Advertise in office, on your social media sites, to local businesses and the news media via press release that your office is collecting donations for school supplies or books.

This is a GREAT way to bring in potential new patients… when folks come into the office to drop off their donations, be sure to warmly welcome them, give a brief tour of the office, hand out small thank you gifts that are imprinted with your office information or have a raffle they can enter to win a prize.

~ Social Media Post Ideas to Improve Engagement ~

August 6th – National Fresh Breath (Halitosis) Day ~ Excellent Blog and Social Media Educational Post opportunity, as well as service/treatment opportunity in the office.

August 10th – S’mores Day ~ Patient Appreciation Gift Idea “We Need S’MORE Patients Like You. Thank you for your referrals!” label that includes your office information, attached to a mini s’mores kit. See our Pinterest board for ideas.

August 25th – International Tongue Twister Day ~ Share some tongue twister riddles on your social media pages.

August 27th – Just Because Day ~ Do something special for your boss or team members…just because.

What are you planning for August? Feel free to share your plans with me. I love hearing about all the different and creative ideas!

Yours for Greater Success,
~Betty

Betty Hayden is the lead coach at The Madow Center For Dental Practice Success. She has over 25 years of experience in the dental profession. Her expertise is in effective telephone answering techniques, profitable scheduling, marketing campaigns, communication, social media, new patient acquisition, practice growth, and much more. She is called “The Idea Woman” because she grows practices!

If you have a question for this column, please write to us at coaches@madow.com. And remember, we would like to offer you a complimentary 30-minute coaching session! Please CLICK HERE to schedule yours. Doctors only please.

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Sriracha Hot Sauce, The Grateful Dead, and your dental practice!!

Do you like Sriracha hot sauce? If so, you are like millions (and us!) who have made the green capped bottle with the rooster logo the most popular flavoring to come along in years.

But here’s the crazy thing. David Tran, a Vietnamese refugee who created the stuff, never trademarked the name Sriracha. So that means anyone can make a hot sauce and call it Sriracha. Yes – even you!! And when you go to Subway and get a Sriracha Chicken Melt, Tran doesn’t get a penny. Same with your Sriracha-infused potato chips from Frito-Lay, etc. etc…

In the 1970s hey-day of rock and roll, it seemed like a free-for-all. But one thing was strictly forbidden – taking a tape recorder into a concert and recording your favorite band as they played live. Nothing would get you kicked out more quickly. And people actually went to prison for illegally recording concerts and selling them on “bootleg” albums. (Did either of us ever buy bootleg records? No comment.) After all, the lost revenue to the artists and record labels would be substantial.

Except for the Grateful Dead. Not only did they allow taping and distribution of their music by fans, they encouraged it. They even had a “tapers section” at their concerts where people would bring elaborate setups into the shows to get the perfect audience recording.

Both The Grateful Dead and Sriracha went against all logic and advice, and both are enormous success stories. But what’s the bottom, bottom line? They put out fantastic product and knew how to cultivate the most loyal fan-base ever.

Many dental “experts” will have their prescribed recommendations for how to run a successful practice. You have to have the right “look” and use all the correct verbiage. You can’t say things like “recall” and “waiting room.” You have to do this and you can’t do that. We even know of a consulting company that says every single three surface amalgam needs to be crowned – no exceptions!!

But there is no cookie-cutter path to success. And you can’t be someone else. Of course, the universal rules apply to your practice just like they do to Sriracha and The Dead. Put out a fantastic product! Make people feel good! Bend the rules when necessary! Encourage people to spread the word! Love your consumers, fans, or patients and treat them right.

Now wouldn’t you like to experience the success of these two iconic organizations? Start with this question – how does my practice truly stand out from the rest?

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.

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Kind Of A Stupid Dental Phrase

We’ve heard it recommended by many dental “practice management experts” and have witnessed it being uttered in offices across the country – but that doesn’t make it right!

It’s a phrase said by the scheduling coordinator and involves “block scheduling” – for example, having a scheduling strategy that places the most productive procedures in the morning. (Whether or not this is a good idea is a topic for another day.)

It has been suggested by many that when getting a patient to do a highly productive procedure early in the day the following verbiage is used:

“Let’s schedule this first thing in the morning
when the doctor is fresh!”

Hmmmm….so what happens if the patient can only make it in the afternoon? They get a stale doctor? The treatment will not be as good? There will be mold growing on their brand new crowns? This is a silly phrase that should immediately be dropped from the vernacular!
Sometimes we slip into habits with things we say or do. Maybe they made sense at one time, or we were just blindly following advice (as with the old “fresh doctor / stale doctor” thing). Or maybe we just never gave it too much thought.

But please remember – every single word you say to a patient is extremely important!! Don’t take it casually and don’t wing it!

A great topic for a team meeting is to “calibrate” your responses to the most frequently asked questions patients ask and come up with great answers that will be used by everyone.

It’s so easy to fall into bad habits. Try to make it your goal that everything you do and say in your practice will be for a reason (hopefully a good one!)

What are some things you are saying or doing that can be improved?

What are some every day procedures and protocols that can be changed to create a better experience for your patients? This is a great topic for your next team meeting!

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. 

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It was so offensive, people walked out after fifteen seconds!! 

Dear Friend and Subscriber,

Sometimes the best lessons and ideas come from the most unlikely places!

Many years ago (it was 1994 to be exact) we attended a non-dental marketing seminar in Las Vegas called “The Ted Thomas Super Marketing Conference!”

It was a fantastic two-day show that totally lived up to the hype. Many superstars from the marketing world were speaking there – Gary Halbert, Ted Nicholas, The Antin Brothers, and many more legends! Not only did we get to hear them speak, we got to hang out with them (at the bar and elsewhere, of course!) and they were all so gracious in brainstorming, critiquing, and answering our questions.

It also happened that during that time the legendary and controversial comedian George Carlin was doing a show in Vegas. Of course we got tickets, and were seated right up front!

Well, the show starts, and George casually struts to the stage, grabs the microphone, and uttered an opening line that was SO offensive (and hilarious) that half the crowd sat there in total shock, and many actually got up and walked out fifteen seconds into the show!

But here’s the lesson. What the heck did they expect?? This is Las Vegas, and they are seeing the edgiest comedian of his time, one who is known for a routine called “Seven Words You Can Never Say On Television!” A few years prior, he actually got blackballed from Vegas for his routines. So again – what the heck were they expecting? Everyone knows that if you are prudish you should not go to a George Carlin show!

Here in Baltimore, there is a group of people who live in a neighborhood near the airport, suing the Maryland Transportation Authority because the planes are too loud. HEY! YOU MOVED NEAR THE AIRPORT!! WHAT DID YOU EXPECT!!

So what’s the lesson? We frequently meet with dentists who got themselves into huge messes they should have seem coming from ten miles away!

For example – if you are interviewing someone to work in your office, and they have had five jobs in five years, and every dentist was a jerk – what makes you think you will not be jerk number six?

If a patient comes in with a gallon Ziploc bag filled with dentures that didn’t fit (and of course they don’t want implants) why would you ever think you could please this patient?

And didn’t you know that a certain PPO would suck before you signed up for it and now have 40% of your practice from it?

When the neighborhood of your practice started going downhill ten years ago, did you think it would have a miraculous recovery?

Seriously, we hear stuff like this practically every day!! So don’t buy a house near the airport and then complain about the planes. Don’t go see George Carlin (or these days, Dave Chapelle) and be expecting a G-rated show. And in your dental practice, when you see something coming from ten miles away – listen to your instincts!!

Oh – and back to that Super Marketing seminar for a second. It was an amazing two days of non-stop learning and fun. At the time there was absolutely nothing else like it, and it is one of the things that gave us the inspiration for TBSE!

Twenty-four years later, that marketing conference is no more and TBSE is still the number one seminar in dentistry for practice growth, learning, team-building, and FUN!! Check it out (and get to preview the speaker lineup) by clicking here!!

Or for even more fun, click our brand new “postcard” below!!

See you in Vegas,

The Madow Brothers

P.S. If you have any questions, always feel free to call us at 1-800-258-0060.

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Coaches Corner – Dental Practice Lessons From Your Dog!

Even though we give lots of advice to practices with which we work, today we will be turning to a less likely source – your dog!

  1. Be loyal!

    Just like dogs, good team members and excellent patients are the ones who stick with you through thick and thin. It is essential to appreciate them!

    2. Be persistent!

    A dog will sit by the table with puppy-eyes and a “please feed me” look on their faces forever – or until you throw some tasty table scraps their way.  If there is something you want to achieve – make a plan and don’t give up!

    3. Trust your instincts!

    Dogs love just about everyone – but if they growl and bare their teeth to someone they are often correct. If you are interviewing for a new team member and something doesn’t strike you as quite right, you are probably correct. If a patient comes in with a plastic bag filled with ten dentures, you will most likely be the next victim.

    4. Give love love love!!

    Dogs know how to melt the heart of just about anyone with unconditional love. Remember – your crankiest patients are the ones who need the most loving, and they usually respond very favorably!

    5. Shit happens!

    And when it does, kick a pile of grass over it and move on!! Could this be the most valuable lesson of all???

    Oh, and by the way, you CAN teach an old dog new tricks. If your practice is stagnating, or if you and the team need some education mixed with motivation and FUN, check out www.tbse.com right away!

And remember, we would like to offer you a complimentary 30-minute “practice tune-up” phone chat! Please CLICK HERE to schedule yours. Doctors only please.

Talk to you soon,

The Madow Brothers

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The Important Trait That Most Successful Dentists Share!

What is the ONE trait that most successful dentists share? It’s not clinical abilities, but you knew that. And strangely, it may not even be excellent business skills, although you sure need that. So what is it?

Likability.

Let’s face it – if you are likable, people want to be around you. They want to listen to you. They trust you. And they want to tell their friends all about you. Fact is, being likable (and of course honest and ethical) can cover up a lot of ills. But as we all know, some people are just naturally more likable than others. However, even if you are not a natural, there certainly are some traits you can cultivate that likable people seem to have. Here are the top ten!!

1. They focus on people more than anything else.

When you are talking to a patient or team member, focus on them and truly listen. Don’t think about how you feel or what you are going to say. Listen with both ears!

2. They are authentic.

Why try to be someone else? Be the best version of yourself!

3. They enthusiastically love life.

When things go wrong they take it in stride and move on.

4. They are not big on small talk.

During conversations they make true emotional connections.

5. They treat everyone with respect.

Everyone!! They are just as nice to the janitor as they are to the biggest patient. (We always say you can tell how nice someone truly is by how they treat the waiter….)

6. They have integrity.

They don’t talk the talk, they walk the walk. And they don’t gossip or demean others.

7. They don’t constantly try to one-up others.

Ever know someone who always steers the conversation to their accomplishments, or always has a comeback to every story that tops it? Yeah – so do we. And we don’t like it!!

8. They smile.

Nothing is more important in dentistry!

9. They make an effort to look their best, but they don’t overdo it.

No one likes to hang out with a schlub. But the same goes for those who obsess over their appearance. Likable people get the balance right.

10. They respect the opinions of others.

You certainly can never agree with everything you hear. But likable people recognize the line between fact and opinion, while realizing everybody sees things differently.

To wrap it up, and to quote author Travis Bradbery, who is responsible for these concepts….

“They think about other people more than they think about themselves, and they make other people feel liked, respected, understood, and seen. Just remember: the more you focus on others, the more irresistible you’ll be.”

Now go be an excellent clinician, a great business person…..and be likable!

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.

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June Marketing and Management Tips from Betty!

We often hear that things slow down in June. Here are some tips to keep your patients engaged during the summer months.

Marketing Tips & Ideas:

Theme: “Cruise On In For Better Dental Health.” With summer vacations on everyone’s minds, let’s join right in!

Service/Product Feature: Sealants, Mouthguards, Oral Cancer Screenings, Cleanings, and Exams.

Gift Basket Drawing Ideas: 
Car Care Kit. (Bucket filled with car care supplies.)
Summer vacation “Emergency Dental Kit” (including, of course, your emergency contact information! )

Hygiene Continuing Care Reminder: Summertime is a great time of year and it can also be a busy time of year. We encourage you to remember to take the time to squeeze in your regular dental visit before the summer months fly by. Regular dental visits are so important to your overall health.

Gift Certificates: Remember to offer gift certificates for purchase. They make an excellent graduation gift!

Educational Opportunity: National Migraine and Headache Awareness Month & National Headache Awareness Week: June 3rd – 9th – If it’s not your patient in the chair that suffers from migraines or headaches, it’s someone that they know. Great opportunity to share with them information about how you can help bring them or a friend some relief.

Blog Topic Ideas:

June is…

National Smile Month

National Candy Month

National Dairy Month

National Headache Awareness Week: 3-9th

Men’s Health Week: 11-17th

Social Media Post Ideas to Improve Engagement:

National Thank God It’s Monday Day: 4th

Corn on the Cob Day: 11th

National Cotton Candy Day: 11th

Eat Your Vegetables Day: 17th

First Day of Summer: 21st

International Body Piercing Day: 28th

 

Practice Management Reminders and Ideas:

Incomplete Treatment Reports:

Some insurance companies renew their maximum on June 1st. Pull a report of any patients due in hygiene or with incomplete treatment that have a June renewal date. Make calls and send letter/text/email that their maximum renewed and encourage them to schedule an appointment.

Recess At Work Day: 21st  

Get outside for a few minutes with your team for some fresh air. If you can’t all get outside, open the windows and turn up the radio.  How about a sweet treat to enjoy during “recess”? (ex: ice cream, frozen drink, etc.)

So how has your year been so far? June marks the halfway point in 2018. If things aren’t going exactly to your expectations or you are not reaching your goals, let’s chat! We know how to get you there!

With a free, no-pressure thirty-minute call we can learn about your practice, your goals, your struggles, and get the ball rolling towards your success!!

It won’t hurt a bit – we promise!! Just click here and we will take care of the rest!

Yours for Greater Success,
~Betty

Betty Hayden is the lead coach at The Madow Center For Dental Practice Success. She has over 25 years of experience in the dental profession. Her expertise is in effective telephone answering techniques, profitable scheduling, marketing campaigns, communication, social media, new patient acquisition, practice growth, and much more. She is called “The Idea Woman” because she grows practices!

If you have a question for this column, please write to us at coaches@madow.com. And remember, we would like to offer you a complimentary 30-minute coaching session! Please CLICK HERE to schedule yours. Doctors only please.

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Feels Like The First Time

Have you ever seen a great speaker, teacher, or stand-up comedian?

One of their important skills is to make it seem like whatever they are saying is somewhat spontaneous and they are saying it for the first time.

A top-notch comedian makes a quip or a subtle facial expression and it seems like it’s just for you – but it is well rehearsed and they have done it hundreds of times. They may even be totally sick of that particular joke or motion but would never let the audience know that.

It’s the same thing when you are communicating with your patients. Sure – you’ve talked about the need for a crown, the benefits of flossing, or explained insurance coverage so many times you could do it in your sleep. But remember – for the best patient communication, it needs to feel like the first time!

We have seen too many dentists and team members explain things in a bored monotone, and then be surprised when the patient is not excited about moving forward with treatment.

This doesn’t mean you have to recite Hamlet’s Soliloquy every time a patient needs scaling and root planing. But it does mean you have to show the patient you care about them and believe in the treatment. And that means, to the patient, it needs to feel like the first time!!

Do this and your patients will perceive that they are getting truly personalized service and most importantly, they will feel like you care!

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.

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Coaches Corner – R U their? Your needed. Too times.

Dear Friend and Subscriber,

With e-mail, texting and instant messaging being the preferred form of communication for the young generation (actually for every generation!), a new crop of abbreviations have popped up, and getting things grammatically correct seems to have taken a back seat to speed.

Unfortunately, we have seen some very sloppy office-to-patient communications, and have been victimized by them ourselves. 

That doesn’t mean you should spell-check your dental assistant when she is texting her boyfriend in the middle of a crown prep (gloves off please) – but it does mean that the new lack-of-rules does not apply to patient communication.
 
Anything sent to a patient, whether written, e-mail, text, or scribbled on a paper airplane, should contain proper spelling, grammar and structure.
 
If the writer doesn’t know the difference between “there,” “their” and “they’re,” they probably should not be providing written communication to patients. It just looks unprofessional. (Too-two-to, and you’re-your seem to be common offenders as well.) Please make sure that anyone in the office who provides written communications to patients (and that includes texting) can write on an acceptable level. 

They’re is a good lesson or too in this addition of Coaches Corner, and their are many others to; all two be found online. U should check out a few article’s.

And if you think that last paragraph was fine, you are hereby banned from writing in any form.

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. 

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