His Fly Was Down

Recently our friend Sally got to meet a Nobel Prize nominated physicist.

She said that he was incredibly intelligent, articulate, funny, charming, and if that’s not enough, really good looking! But what was the main takeaway – the think she mentioned first and couldn’t stop talking about?

His fly was down.

There is a thing called “Negativity Bias” – a psychological phenomenon by which we have greater recall of unpleasant things than positive ones. It was first proposed and published by psychologists Paul Rozin and Edward Royzman in 2001 and has been confirmed by many follow-up studies. It’s why, for example, five minutes of turbulence and a screaming baby are what someone would remember from a five hour flight that arrived on time and landed safely.

It’s also why a cranky, unhappy patient is more likely to write a review online. And it’s why we have to do so many little things right, or the patient will remember mostly the bad.

Run late, cause pain, estimate insurance incorrectly, etc…. and there is a great chance negativity bias will undermine your otherwise excellent treatment.

What are you doing in your practice to cause negativity bias, and how can you correct it?

Are you just a pair-of-hands?

Henry Ford was a genius with automobiles. But with people, he had his limitations.

More specifically with the “worker-person.”

On one occasion he asked, “Why is it that I always get the whole person, when what I really want is a pair of hands?” 

You, friend…and dental professional are more than “a pair of hands.” Though there are days, chairside, bent over mouths, preventing, restoring, treating, diagnosing, treatment planning…that you feel like a “pair of hands,” right?

Years have gone by, and the Industrial Revolution mindset still rears its head. It gives you the idea that you’re a “production unit.”

It’s easy to see how your team can feel that way too. And if you’re not careful, that is how you can communicate to your patients (“production” instead of people).

Good news: you’re whole-y valuable! Chin up there, Sport!

Let’s talk value. Because that’s what you bring to every patient who trusts you enough to allow you to diagnose, let you treat, and part with their hard-earned resources to stay healthy (and remember…bottom line…it’s about health!).

Three L’s of Value (and Why You’re More than a Pair of Hands)

1)     Listen between the lines
Your patients are saying more than you’re possibly hearing. Value-based care listens between the lines where you’ll hear their deeper motivation for treatment.

For example…Remember it’s not about porcelain veneers – it’s about your patient’s confidence to smile in front of a crowd as they deliver a presentation. Or it’s not about orthodontic treatment –

it’s really about attending their 25th high school reunion next summer looking better than they did when they graduated.

 

2)     Leverage features into benefits
It’s Marketing 101. Features appeal to logic. But benefits connect emotionally.

That’s why no one cares (really) about your state-of-the-art thingamajig you invested in. Stop talking up the technology and instead talk up the benefits it delivers.

Do a feature-benefit assessment of every technology, procedure, product, or service you provide. Then present around the benefits.

 

3)     Look beyond today
Your ultimate professional responsibility is wellness. Patient priority one: prevention.

But won’t that diminish returns?

Hmmm…good question, but…

Maybe (with a long term perspective) you’ll begin to feel more “whole” and less like a “pair of hands.”

Just a thought…and a value-able one at that!

Are we targets?

Have you noticed that there are more products, consultants, courses, seminars, supplies, gadgets, and services than EVER that are being marketed to you?

Just last week one of us counted 64 emails recommending that we buy stuff ranging in price from $17 to $85,000.  All in the name of making us “more productive” and “more successful.”

And there are webinars, targeted Facebook ads, live streaming videos… there is no end.

If you took everyone’s advice on what they recommend for your success you’d certainly be bankrupt.

Is the reason there is so much stuff being thrown at you because you are an easy target?

Perhaps yes.

OK, so knowing this, what do you do?
First thing is to take a step back and take a deep breath. We have the answer.

Secondly, do not buy anything on impulse. No matter what someone tells you, you do not need that “thing” today. We have found sleeping on important decisions is always a smart move.

Third, decide what you want. What would you like your practice and your life to be like? What are your visions?

A very effective way we have found to figure this all out is through goals.

Yes, goals. They work. We have both been tremendous believers and practitioners of goals for decades!

“Setting goals is the most powerful thing you can do in your life.”
~a very wise person
Docs ask us all the time if we have a goals worksheet that we can share. The answer is yes. Please CLICK HERE to get your copy. Totally free. A gift from us.

Dedicate a small amount of time every day to work on your goals and you will see them becoming reality sooner than you can imagine!

So remember, don’t live your life impulsively. Slow down and plan.

Both of us have always been fans of getting back to basics. We are simple guys. Because simple generally works best. And there are few or no headaches with simple.

Six Things You Should Give Up To Live Your Best Life Ever!

Are you finally ready to find true happiness, success, and become a superstar? If so, in this article we will share five things with you that we recommend you give up. And once you do, you find more happiness and success at your doorstep! Wait a minute!  We need to give up things to become […]

Seven Beliefs That Are Making You Unhappy!

1. Work comes before pleasure.

Not true! Work should be pleasurable. We actually love our work. It feels like it’s our hobby! If you do not absolutely love what you do every day, we need to chat!!!

 

2. Salad will make me skinny (and that will make me happy).

Not true on many levels. Salad alone will not make you skinny. Or happy. We have actually seen many salads that are over 1000 calories! Over the years we have found that an eating program must be designed right and it is a lifestyle.

The old adage “everything in moderation” simply does not necessarily hold up any more.  If you want to be healthy, you need to be fueling your body with only the foods that will make you healthy! Yeah, it’s basically that simple!

One more thing. There are plenty of people out there that are “skinny on the outside and fat on the inside.” Skinny does not necessarily equal health.

Seriously! 

3. I need to know everything before I can call myself knowledgeable.

Not us! We normally dive in head first. If we waited until we knew everything before we started a project or a business or anything, you would not be reading this right now. Our team makes fun of us because we come up with ideas and are excited to get going so quickly (oftentimes before we tell them)! 

4. Asking questions will make me look stupid.

Many people feel like this. But the truth is, asking thoughtful questions will make you stand out as someone who cares and is curious. 

5. Asking others for help will annoy them and make me look weak.

In reality, most people like helping others, and asking for help only means we’re comfortable with who we are. Do you need help with anything? Just ask. Neither of us bite last time we checked!!! 

6. Unless I work out every day, my body will start to look frumpy.

No. Your body looks and feels its best when you’re in touch with what it needs: activity and rest. 

7. If everyone agrees with me and likes me, I’m doing it right.

No. Don’t try to please everyone. Why not? Because it’s impossible and there is no reason to.

 

Listen. We LOVE to teach. We love to help. It seems to be our calling. But when we do, we gotta tell you what we believe is best for you. It’s by no means “our way or the highway.” We still love you if you don’t do what we say! And we certainly understand that every single one of our messages do not resonate with everyone. But we still need to get our stuff out there! This holds true in business, friendships, relationships… everything. Although you need to be the best possible person you can be, don’t sweat it if everyone doesn’t agree with you!!!

Six Reasons Why You May Want to Become a Dental Speaker!

  1. Public speaking gives you credibility as a leader and an expert! Look around you. Notice who is speaking! We (along with many of our friends) have made careers out of it! We LOVE it! If you are passionate about a particular subject, just start speaking about it. Anywhere you can. Let everyone know how much you know and how it can benefit them.
  2. Public speakers advance quickly! It does not matter if you are the owner of a dental practice, a hygienist, a front desk manager, and assistant, or any other type of employee – we have found that someone with good speaking skills will generally be more successful than someone without.
  3. Public speaking enhances your own personal image.  When you give a nice presentation, you feel like a celebrity! It truly is an amazing feeling!
  4. Public speaking reduces stress. Yes, this is a very cool benefit! Public speaking is a type of therapy. Speaking and getting your thoughts out there releases bad energy and decreases stress. Don’t believe us? Try this. Go out and give a talk somewhere. It doesn’t matter where and it doesn’t matter how long! Then afterwards, notice your mood. Feel the endorphins!
  5. Public speaking will help you differentiate yourself. Due to the fact that most people will never attempt to speak in public, by YOU doing this, you are already putting yourself at a high level! This will help you with everything in your life. The better you are at public speaking, the more memorable you’ll become to other people.
  6. Public speaking can be VERY lucrative! You would not believe how much money there is to be made in public speaking! Some of the top speakers command hundreds of thousands of dollars for a one hour talk. Now of course, chances are none of us will EVER be in that category. But even so, a VERY nice living can be made from speaking! Trust us!!! Sure, public speaking is an art and a skill, and like anything else, requires training and practice. So let go of your fear and let’s get going. You never know what kind of amazing opportunities await you out there!

Sound intriguing? (It must on some level, since you are still with us!)

Well, here is how we can help you.

A short time ago we had an idea. We wanted to help people like you that have had a desire to become a better speaker but simply had no idea where to turn.

Sure, there are tons of courses, books, webinars, podcasts, and workshops out there that claim to teach others how to be a better public speaker.

We have checked them all out.

Unfortunately, they mostly suck!

The reason? They scratched the surface on different topics, but they did not teach you everything you need to know to succeed at this.

After all of our frustrating research, the two of us looked at each other and very confidently said…

We can probably teach any dentist, hygienist, assistant, front desk team member, or dental industry person how to become a better public speaker better than anyone else out there!

Why?

Because we have been doing this successfully ourselves for over twenty-five years!

Not to brag, but we (The Madow Brothers) are among the highest paid and most successful speakers in dentistry!

We have produced TBSE (The Best Seminar Ever) – the longest running privately held multi-day conference in dentistry, along with countless one-day dental seminars!

We have spoken in practically every state and throughout Canada!

Yes, we walk the walk.

And as you know, we LOVE teaching!

So last year we started a two-day course! Sometimes we call it a workshop. It actually doesn’t matter what you call it.

It was designed to teach you everything you need to know about becoming a successful dental speaker. And we mean EVERYTHING!

From start to finish – we do not leave anything to chance or to your imagination.

We actually open our entire lives up to you for two full days.

But there is something you should know:

The first three courses sold out, and we fully expect this one to do the same.

Listen to what an attendee said at the end of our recent two-day course:

Sound intriguing?

Well then – we have some good news for you!

On April 23-24, 2015 we will be presenting our two-day hands-on “YOU Can Be A Dental Speaker!” workshop in Baltimore, MD!

If you have ever remotely dreamed of being a speaker one day, or if you just want to increase the confidence level in everything you do, you absolutely cannot miss this course!

This course is for YOU if…

  • You have always wanted to be a dental speaker but didn’t know where to begin!
  • You have spoken at some study clubs and local meetings but want to take it to the next level!
  • You are already a successful speaker, but want to truly take it to “the big leagues!”
  • You have a great story to share with others that would help their practices or lives!
  • You are curious to see what it takes to be a dental speaker!
  • You are ready to switch to a career that is incredibly fun and fulfilling!
  • You have a great idea for a dental talk and want to take the next big step!
  • You already have a speech but think it can be much better!
  • You want to get more clients for your coaching or consulting business!
  • You have attended a dental seminar and thought to yourself, “I can do that!”
  • You desire to help others achieve success!

 

We had attendees in each of these categories and more! And they all learned more than they could ever imagine and had a great time doing so – things like:

  • How to identify and tackle stage fright once and for all!
  • Why the beginning of a speech is so important – and how to do it in a way that will grab the audience immediately!
  • Exactly what to put in a speaker’s contract – and you do need one! (We shared every word of our confidential contract for this one!!)
  • How to get groups and associations to hire you!
  • Twelve things that even experienced speakers do wrong. Don’t look like a hack!
  • How to develop a title for your course that will get people to choose you over the competition!
  • A simple trick to getting a standing ovation!
  • Craft the perfect introduction and get things started with a bang!
  • How to handle questions from the audience – especially ones you do not want to answer!
  • How to get paid for ground transportation, parking, meals, incidentals, etc.. – and what to NEVER ask for!!
  • Interested in getting sponsorship? Don’t make this amateur mistake!
  • PowerPoint, Keynote, Mac, PC – does it really matter? YES!
  • How to avoid the most common A/V disaster every single time!
  • A number that can actually determine the success of your program. You need to know it!
  • You’re a new speaker – here’s how to get people to actually hire you!
  • Why some people (even the pros) look horrible in their publicity photos!
  • A simple way to get the audience to remember you long after the program ends!
  • What is a “BOGS?” You need to know this if you ever want to make the big bucks as a speaker!
  • Why you should never take questions at the end of your talk – here’s when you should do it!
  • How we became some of the highest paid speakers in dentistry and how you can to!
  • How to get energy from the least energetic person in the crowd!
  • How much to charge for your talk and why!

Please read what one of our attendees said after a recent course:

Not only have I had a few ‘paid’ speaking presentations since becoming a graduate of your “You Can Be a Dental Speaker” course, I was also able to use the skills we learned when I had the privilege of giving the eulogy at my wife’s 104 year old grandmother’s funeral, who passed away very peacefully with her family at her side. She was an exceptional woman and one of the sharpest people I have ever known (even at 104), and I was able to incorporate stories of her life. Thanks guys!
Dr. Earl Bogrow, Southfield, MI

And another:

I am so thrilled to tell you that I have my first paid two-hour speaking presentation scheduled in March, in Florence, MA to the New England Dental Office Managers (NEDOM) group.  My talk is called “10 ‘Knows’ to get to YES!” From the first phone call to collecting payment, these tips will help make you “THE” dental practice in your town! Just want to say a big thank you to Richard and David Madow, as well as all of the Madow Brothers’ team for giving me the knowledge and confidence to move forward with my dreams.
Kelly Lynch, Office Manager, Gentle Dental Care, Arundel, ME

Still not sure?

Listen. We had a dentist fly here from Australia just to take the course and then flew right back home. He said it was one of the best investments he ever made for his speaking career!

Please take a look at what some attendees said as they finished the two-day workshop!

 

So what do you think? Are you ready to take the next step into the speaking career of your dreams and have a blast doing so? Do you want to learn from two of the most successful veteran speakers in dentistry?

Then what are you waiting for??

The next session of “YOU Can Be A Dental Speaker!” will be in Baltimore on April 23-24, 2015 and it’s filling up fast!

When you attend “You Can Be a Dental Speaker,” you will receive…

  • Two days of hands-on interactive instruction by The Madow Brothers!
  • A complete professional video of the entire event!
  • Complete thorough notes of the entire event!
  • “Fill-in-the-blank” templates of all of our contracts, riders, and partnership agreements!
  • Template of our complete speaker’s marketing package!
  • Pre-seminar checklist!
  • Stage plot diagram / AV requirements!
  • 20% your first speaker’s promo package!
  • 20% off your first speaker’s promo video!
  • And MUCH MORE!

Because you will receive videos of the entire two days, you will be able to watch yourself (as well as the other attendees) on the “stage” as many times as you like afterwards! This is an invaluable learning tool.

This course is the “best of the best” in becoming a confident dental speaker.

Now is the time to finally live your dreams!! We will definitely sell out, so please act quickly. Oh – and by the way, we are keeping the tuition an incredibly low…

$997.00!

 

That’s right – for just $997.00 (not $2200!) you will get two full days of top-notch hands on and lecture style instruction on how to become a successful dental speaker. These are things you absolutely won’t hear anywhere else!!

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or call 1-888-88-MADOW now!!

Sure – you could try to “start from scratch,” and maybe in five years or so things will start to gel. But probably not! The fact is, most people who try to get into dental speaking never generate any success, and many more remain at a low level and just get frustrated.

So why learn the hard way and never get anywhere when you can learn from the best in two days and have a great time doing it???

All you need to do to register and get the HUGE tuition discount is call 1-888-88-MADOW. Remember, we are intentionally keeping each group small, so call now!!

Here’s a recap:

COURSE: “YOU Can Be A Dental Speaker!”
WHEN: April 23-24, 2015 (FILLING UP FAST!)
WHERE: The Ritz Carlton Residences, Baltimore, MD
COST: $2200 per person – call now and tuition is just $997.00!!!

If you have EVER had the dream of being a dental speaker, or to increase your self-confidence in front of others – now is the time to take action!

Want more feedback from past attendees? Here is what some more participants had to say:

“Absolutely fabulous! The information they have given us is priceless!!”
Dr. Carrie Lee, Avery, WI

“Phenomenal! I always wanted to be a dental speaker and thought I had the potential to do it. This weekend has made me realize so many things that can make it possible! Thanks – you guys are awesome!”
Kareen Wilson RDH, Bloomfield, CT

“For The Madow Brothers to open their lives up and share so much with us was a rare opportunity. I learned a lot and laughed a lot. These guys are at the top of their field!” 
Dr. Brandon Hodge, Hendersonville, TN

“We dealt with stage fright – and everything turned out great!” 
Dr. Dell Goodrick, Santa Clarita, CA

“This was a great investment! I really appreciated all of the tips and pointers, and look forward to my success on the dental speaking circuit.” 
Dr. Jerome Wellbrock, Covington KY

“I advise anyone who has been thinking about a speaking career to take this course!” 
Dr. Jamie Oshidar, Roselle Park, NJ

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or call 1-888-88-MADOW now!!

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Remember…. YOU can be a dental speaker!