There are FIVE CRUCIAL STEPS that every single practice must understand and master in order to cross the line from a “normal” practice into an incredibly successful one. Do these five things, and you can transform your office from a “practice” to a…
It has nothing to do with your location, practice size or age, or even the type of procedures that you are performing. Whether your typical case is an implant supported full mouth reconstruction, an extraction with a “flipper” or anything in between, you MUST have these FIVE STEPS up and running all day, every day in order to succeed.
Here they are. Even if you think you have heard some or all of them before, please pay close attention if you want to truly succeed in the coming year.
1) KEEP THE FRONT DOOR OPEN AND THE BACK DOOR CLOSED!
Every dental patient has a natural “cycle” which occurs during their time in your practice. Typically it happens close to the time when they first become a patient, although that is not always the case. During this cycle, which lasts approximately six months, most patients have the large majority of their high profit procedures performed. Some patients have a second wave, typically involving elective procedures, but for most patients, once the cycle is complete, you only see them for hygiene and emergency visits. Their true monetary value then shifts to referrals that they generate.
That is why it is crucial to have a constant source of new patients. Internal marketing, external marketing, referral programs, signage, location, word of mouth and many other factors all contribute to this source of new patients. Also, we are very excited about the use of Social Media for new patient generation and believe it is the wave of the future.
The point is, no matter what your current situation, your practice simply cannot survive let alone thrive without a constant and sufficient quantity of new patients.
The second part of this equation is to “Keep The Back Door Closed” – and this means retaining the patients you already have. Even patients who have completed their major production cycle are extremely valuable to the health of the practice, especially if they can be cultivated as good referral sources. It is essential to stay in touch with your existing patient base. Studies have shown that people need more “touches” than ever before to feel like they are cared about. While a quarterly newsletter may have done the job in the past, it now takes more to stay on your patient’s minds. Fortunately, electronic media such as email have made this easier and more cost effective than ever!
2) UNDERSTAND THE DIFFERENCE BETWEEN “MARKETING” AND “ADVERTISING” – AND STOP ADVERTISING!
According to dental practice growth expert and CEO of 1-800-DENTIST Fred Joyal,
“Advertising is using a specific medium – the newspaper, radio, TV or internet – to communicate who you are and what you do. Marketing is everything you do to communicate who you are and what you do. This includes obvious things like on-hold messages and much less obvious things like the color of your reception area. It’s an important distinction.”
Attempting to do any advertising without understanding your total marketing strategy is a complete waste of time. Sure, it may bring you a few good patients now and then, but making the transition to “marketing” is where the true Dental Powerhouse takes off.
Some may call this “branding” as well, but the fact remains – advertising doesn’t work over the long haul – marketing does. As a matter of fact, you can be successful in marketing without doing any advertising at all! Some extremely successful dentists who claim they are “against” advertising or marketing have actually been doing it all along without even knowing it! Make no mistake – even if you don’t “advertise” you need to understand marketing.
3) HAVE 100% TREATMENT PLAN ACCEPTANCE
The truly successful practices, to put it simply, have patients who actually have their recommended treatment needs taken care of – practically every single time. How do they do it?
Here is a secret that these practices know. Treatment plan acceptance does not start after the examination when the doctor or team member sits down with a patient to do a review of findings or a “treatment plan presentation.” Offices that do it that way will never cross the road from moderately successful to a powerhouse practice.
The truly successful practices know that treatment plan acceptance begins before the patient is ever seen in the office! It starts with the proper marketing and referrals, continues with the initial telephone call, and every step that follows is carefully executed so that when the time comes for the patient to commit to having their dental needs taken care of, they are excited to get started and able to pay!
It DOES NOT by any means mean a high pressure treatment plan presentation or some slick sales job consisting of a series of scripted questions. This is why most “treatment plan presentation” or “case acceptance” seminars or retreats simply do not work. There is no way in the world that any kind of presentation will get most every patient to have their treatment completed. It simply works against human nature to do it that way.
It may seem difficult, yet we have seen office after office increase their treatment plan acceptance like never before by adhering to a few very simple principles.
4) LOVE WHAT YOU DO!
It may seem over-simplified, yet it is absolutely true. In the real “Dental Powerhouses” every single team member, including the doctor, really loves what they do! It has been seen time and time again, so it just can’t be wrong!
Some offices can have exceptional production by taking workshops, hiring “coaches” or following particular strategies, but if these strategies divide the office or serve to have team members competing with one another, they usually backfire as the office goes into a quick tailspin. A truly motivated hard working team simply has to enjoy going to work every day. There is just no way around this. The good news is – any office can do it!
5) SURROUND YOURSELF WITH WINNERS AND NEVER STOP LEARNING!
While all five factors are extremely important, if there is one dominating trait that separates the hugely successful practices – the kind where everyone loves going to work every day and that are making more money than anyone ever dreamed possible – it is that the doctors and team are on a continual search for improvement and realize that they can’t do it on their own.
Anyone who has an attitude of “I already know all of that stuff” or “Why should I listen to them?” will always be in a practice plateau situation that will eventually drift downward. The winners are always learning – reading, going to seminars, consulting with experts, reviewing video and audio programs, and doing everything else it takes to absorb as much information as possible.
But they do something else too – and this is where the truly humongous success stories emerge.
The real “dental powerhouses” share information with everyone they know!
They brainstorm, they mastermind, they join study clubs – the most successful dentists share their stories, both their successes and failures, with anyone who is willing to listen!
Yes – there are still some dentists who cower in a corner and won’t talk about what is going on in their office for fear that “someone down the street” will find out about it. But in the top one percent of practices, this just does not happen. The practices that are doing the huge numbers, making the most money, and enjoying dentistry more than anyone else always love sharing their tips and techniques with others.
Why? Well first of all, when you are doing that well you simply do not worry about competition – you actually enjoy seeing your colleagues succeed. But the other big reason is this – when you give, you get!!
When you share your successes and failures with like-minded colleagues, they will do the same! And then everybody grows together! Makes sense, doesn’t it?
So how about you? Are you ready to grow your practice like you never thought possible? Maybe not. Some people are actually afraid of success and are more comfortable staying where they are. If you fall into that category, you may want to think about why. Hopefully you will be able to summon up the courage to take your practice to greater heights and enjoy the success you deserve.
And for those of you who are ready to make 2010 the best year in the history of your practice BY FAR – please read on!
We want to help you have a true DENTAL POWERHOUSE!
The Madow Brothers have been helping dental offices achieve success for over twenty years – but we are just getting warmed up! Recently we have been on a huge roll of studying the most successful offices, learning the inside scoop on patient acquisition and behavior, and brainstorming with the top dentists from all across the world. We have gathered together a group of like-minded offices – those who crave success and are ready for tremendous office growth – to teach all of these things to. Not only that, we encourage everyone to share secrets with each other in order to create the most successful group of dental practices on the face of the Earth – the true DENTAL POWERHOUSES! And we want you to join!
What will happen should you decide to become a Powerhouse Office?
First we will send you two hot off the presses audio programs –
“100% Treatment Plan Acceptance Starting Tomorrow!” ($149 Value)
It simply is not acceptable to have new patients walk in your door and eventually leave the practice without having all of their treatment needs taken care of. On this brand new program, Dr. Richard Madow explains why the old methods simply do not work and how you can put human nature on your side to finally get 100% treatment plan acceptance! No scripts or sales jobs – just easy, friendly things that make sense!
“Social Media – Jump In or Get Left Behind!” ($149 Value)
On this amazing new program, Dr. David Madow teaches why Social Media is crucial to the success of your practice and what you need to know in order to confidently jump in! Like it or not, Social Media is here to stay, and in this informative program you can immediately learn what steps to take to put your office on the forefront of dentistry.
Each of these has a $149 value but they are yours for free!!
And then, every month you will receive the following:
- A video training program by The Madow Brothers teaching you the latest techniques to turn your office into a true Dental Powerhouse. These are made with the entire team in mind (great for team meetings!) and are fun and easy to implement. Any topic that contributes to your success is fair game! Everything from scheduling more new patients to the latest in marketing techniques to clinical tidbits will be covered and much more. There may even be some hidden camera video in actual dental offices!
- A live teleseminar with The Madow Brothers! If you have seen Rich and Dave in action you know that with them anything goes! Well, the same is true of their teleseminars. They tell it like it is! No topic is taboo as each month they reveal more steps to take your practice to the top. There will even be time for question and answer!
- A professionally written article or blog that you can use and adapt for your own practice! If you want to write blogs for your website or articles for your newsletters or emails to get your patients excited about dentistry but don’t really know where to start, don’t worry! We will do it for you! Finally your patients will be asking YOU about whitening, veneers, perio therapy, and many other types of treatment! The Madows and their team are the best writers in dentistry and are ready to work for you! This one thing is worth the entire monthly cost!
If that’s not enough to get you going, how about this?
Twice each year there will be a live brainstorming, idea sharing, anything goes meeting with The Madow Brothers and Dental Powerhouse members! So much knowledge and inside information will come out at this face to face session it will be practically illegal! As a member, your cost will be….ZERO! That’s right – you can attend this event, which is guaranteed to build your practice like never before, at no cost! Imagine sharing time with the most successful dentists across North America and The Madow Brothers as the ideas and the fun flow like crazy!
So how about you? Are you ready to join an elite group of the most successful or soon-to-be-successful practices in the country? It can start for you in January 2010, and if you join now you can have your first month for free! That’s right – sign up now and…
JANUARY 2010 IS ABSOLUTELY FREE!!
In just a few short weeks, you will be on your first teleseminar with the most successful dental practices in the country sharing secrets and learning! You’ll receive a training video from The Madow Brothers and get your first article or blog that you can use any way you like! And then you can start putting these ideas in place as you get ready for the next month of non-stop information!
Plus, when you sign up now you will get two fantastic brand new audio programs (worth $298.00) absolutely FREE!
Then – get ready for the amazing face to face live brainstorming sessions where the top offices from across the country share idea after idea. It’s hosted by The Madow Brothers, so you know it will be good!
After January, it is just $149.00 each month to be a member of this amazing group! It would be worth it at triple the price! Once you sign up – put the ideas into action and then just sit back and watch your office become a true Dental Powerhouse!!
Ready to sign up? Have a question or two? Then please give us a call at 1-888-88-MADOW. We would love to see you succeed! Don’t wait – call now and get your first month for free!
Ever make a New Year’s resolution to have a better practice and a better life and nothing gets done? Well, now is the time! Call 1-888-88-MADOW now! For less than the cost of one simple restoration you can be on your way to the practice of your dreams. The amount of free materials offered are limited, so please call right away!