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Posted by The Dental Marketer on June 7, 2017

#65 How to Cultivate Employees that Drive Sales with Kevin Henry

Kevin Henry

 

Have you considered how your team members influence customer satisfaction and affect your bottom line? If your dental assistant is unhappy, it can reflect on your entire practice, costing you sales and tarnishing your reputation.

 

Can a dental assistant affect your profit? The answer is a resounding yes.

 

Today’s guest is someone who understands the role of dental assistants, and how they can make or break your practice.

 

Kevin Henry is the co-founder of Ignite DA, an online community that enlightens, engages, and empowers dental assistants to help them have better careers.

 

Tune in to this week’s episode to find out how to create a dream team that will make customers smile and increase your bottom line.

 

Today’s Resource: The Dental Insurance Skills Training Course

In this week’s episode I want to shareTeresa Duncan of Odyssey Management, Inc. Teresa and her team are dedicated to educating you and your employees about dental insurance. They will bring everyone up to speed on everything from terminology and benefits to effective patient conversations and how to deal with claims. Is everyone on your team knowledgeable about dental insurance? If not, you might want to enroll in Teresa’s exclusive 4-hour course.

Enter the discount code, dentalmarketer50 to get $50 off the Dental Insurance Skills Training Course!

 

 

Time-Stamped Show Notes

  • 1:00 Which book should I read next: Zero to One by Peter Thiel or E-Myth Revisited by Michael Gerber? Message me on Instagram and let me know!
  • 1:52 Learn about today’s sponsor, Teresa Duncan, and the Dental Insurance Skills Training Course.
  • 4:35 Introduction of today’s guest, Kevin Henry
  • 6:06 An interesting background of Kevin’s career from Managing Editor of Dental Economics Magazine to co-founder of Ignite DA and how he loves his current project.
  • 7:15 Kevin discusses his 2016 partnership with Dr. David Rice, the sister-company, Ignite DDS, and the goals of raising up young dentists and dental assistants.
  • 10:20 The entire team needs to know your numbers in the office to know how to meet the goal.
  • 11:50 What to do if you’re afraid to share your sales numbers with your team.
  • 13:25 How to get your team invested in the success of your business.
  • 14:20 A discussion on mutual respect.
  • 15:05 How to address issues before the customer senses the discord.
  • 15:35 How to create a safe-zone for employees to talk about ideas.
  • 17:17 Addressing the “Me” Culture.
  • 20:10 Creating a solid mission statement for your company’s culture.
  • 22:26 How to deal with employees that drag everyone else down.
  • 23:30 The one thing dentists should not be open about when talking to employees.
  • 26:37 Are you doing a good job of accompanying patients from the back office to the front office after the appointment?
  • 27:30 How to stop the high turnover rate of dental assistants.
  • 32:50 What Ignite DA does to bring dentists and their assistants together successfully.
  • 35:28 What you know (or don’t) about state requirements will either get you into trouble or grow your profit. Go to DANB for dental assistant state laws.
  • 39:00 Closing

 

3 Ways to Develop a Dental Practice Culture that Thrives

 

  1. Run your practice like a business. It’s stressful for everyone involved when your profit is slipping, and your customer will probably sense it too. Your business is not only about you, the dentist, but about the dental assistant, the hygienist, and the front office too. If everyone is aware sales are dropping, they will be more inclined to pull together and help as a team.Get everyone involved in the company by having open communication policies. Form regular “morning huddles” to discuss sales numbers, ideas, and anything else that might be an issue. A free communication zone might be just what you need to solve problems and make your business grow.

Get everyone involved in the company by having open communication policies. Form regular “morning huddles” to discuss sales numbers, ideas, and anything else that might be an issue. A free communication zone might be just what you need to solve problems and make your business grow.

 

  1. Dental assistants are one of the most important aspects of your practice. If you treat them well, you could have a thriving dental business. Disrespect them, and your practice could fail. No one wants to be stressed as they go to bed each night or dread facing another day at work. People yearn to enjoy the place they work and the people they work with.

One way to make your team feel great is by offering a simple thank you. You could thank them for getting the room ready for the next patient, or give appreciation that they come to help you with your business every day. A small amount of gratitude will go a long way and remember, customers can see whether there is good office rapport. Showing clients that your practice is a happy place will convince them to sign up for the next appointment.

 

  1. Develop a great company culture by incorporating a mission statement and sticking to it. Post it on the wall and have everyone memorize and live by it. It’s the best way to discourage any “me” culture from forming.

Like Kevin says, “If everybody is just in it for themselves only, then that’s something that can tear a business or practice apart in a heartbeat.”

When you have employees that feel good about where they work, they will become invested in making your operation a success.

 

Resources of The Week

 

  • Kevin Henry’s online community to empower dental assistants – Ignite DA. Contact Kevin at kevin.henry@igniteda.net.

 

  • Website to find out more about state dental assistant regulations – org.

 

  • David Rice’s continuing education company for dental students – Ignite DDS.

 

 

Find Out More

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The entire team needs to know the numbers in the practice. They need to know how production is doing and they need to know if they’re falling behind goal. Because then the entire team is not only invested in what they’re doing right, or what they could be doing better, but also the success that they can all share together when they hit those goals.” -Kevin Henry of Ignite DA.

Posted by The Dental Marketer on May 30, 2017

#64: Remarkable ways how your patients can instantly give you great reviews with Stuart Faught

stuart faught

Reviews, reviews, and reviews! The one thing that can make or break ( or at least put a HUGE dent into your practice) your dental practice. Some times we obsess too much over reviews and sometimes we care too little about patient reviews. Well, we are here to tell you that they are EXTREMELY important and should be strived for every single day! In this episode we talk all about reviews and how it may be easy to ask for them in the moment, or even throw a prize winning contest for the best review BUT are you attacking every single possibility out there? Listen as we mention many methods and scripts on how to increase your Yelp, Google, Facebook,or even your own websites reviews!

 

We also dive into the myths we hear on a day to day basis about Yelp (or other third party websites), myths like: “Is it true that you have to pay Yelp to get the negative reviews down?” We talk about what is a good goals to set in order to start seeing some real BIG major changes in your new patient flow and overall practice’s credibility and reputation, because if you have a bad reputation in your community, then you need to combat this immediately… or move!

 

Stuart Faught has been in dentistry for quite some time now and started off as an employee in Dentrix, from that point on he made many connections with dentists, specialists, and consultants. Time after time, many successful consultants told him reviews played a key and major role when it cam to increasing the success in a dental practice. Not too long after that, Stuart left Dentrix and started his journey with Patient Snap! Automated systems often send too many texts and bother patients.  Only you and your staff know when patients want to receive correspondence and how.  When this opportunity does present itself, it needs to be simple.  From your personalized Patient Snap dashboard, you can simply enter your patients phone number that you already have on file and our system will automatically generate links to your most valuable review sites:  Google, Yelp & Your own website.

 


SUPPORTERS/ SPONSORS:

AND…. for $100.00 OFF FB IGNITE CLICK THIS WHOLE SENTENCE! 

Go take a look at FB IGNITE and thank them for supporting the show BUT also take a look and see how easy it is to attract new patients through Facebook with this new course.

Dr. Anissa Holmes will LITERALLY be by your side the whole time! So click the link above or below to look at more information, testimonials, videos, and see if this is something you want!

FB IGNITE DENTAL FACEBOOK MASTERCLASS

or visit: www.deliveringwow.com/tdm


 

STUART FAUGHT’S LINKS:

Patient Snap Website

Stuart Faught’s Linkedin

 

THE DENTAL MARKETER LINKS:

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)

 

Posted by The Dental Marketer on May 25, 2017

#63: The most important tactics to help your team perform their best with Keith McLachan

keith-mclachlan

Sometimes we feel like we have tried everything to motivate our employees, and by everything that just may mean incentives OR it may mean that you REALLY did try everything. If that is the case and your team member or employee is still lacking that motivation or they just can’t seem to perform their best than DO NOT WORRY…because we got you covered! Keith let’s us know what really matters and how to convert these B player employees into A players.

 

This episode is jam packed with so much wonderful information that, honestly, no one seems to talk about…. but should! We break down the “top line” and the “bottom line”. This is SO important to keep in mind because you always want to manage the “top line” and not obsess about the “bottom line”, most times dentist and business owners tend to do it backwards! We also break down the definition of a good team member and why you need to have this definition in writing and engraved into your dental practice’s culture! Keith and I also, of course, discuss how to deal with employees who are NOT performing their best as well.

 

 

Keith is actually one of the pioneers of Invisalign! Which I think is SO fascinating and he tells us a brief history of his time their when it was just starting up!

Keith started his career in dentistry back in 1994 as a Sales Representative for Brasseler USA where he spent 6 years until he transitioned over to Align Technology, Inc. (makers of Invisalign®). Align Technology was a very exciting position for him,  getting to usher in a revolutionary product and a new technology for straightening teeth. Keith became a Regional Manager in 2007 and that is where he found his love of coaching and leadership. He always envisioned himself as a coach and when it happened, it made a huge impact in his world and for the company.

 

Keith is Co-Founder and CEO of Dental Team Finder. He has led teams in Sales & Marketing and has been in the dental industry for over 20 years. He has lectured in the dental and orthodontic fields and has been a contributor to many articles and studies in his tenure with Brasseler USA and Align Technology. Keith is a student of Leadership and believes that this endeavor is a journey, not a destination.

 

 


SUPPORTERS/ SPONSORS:

AND…. for $100.00 OFF FB IGNITE CLICK THIS WHOLE SENTENCE! 

Go take a look at FB IGNITE and thank them for supporting the show BUT also take a look and see how easy it is to attract new patients through Facebook with this new course.

Dr. Anissa Holmes will LITERALLY be by your side the whole time! So click the link above or below to look at more information, testimonials, videos, and see if this is something you want!

FB IGNITE DENTAL FACEBOOK MASTERCLASS

or visit: www.deliveringwow.com/tdm


 

KEITH MCLACHAN’S LINKS:

Dental Team Finder Website

Dental Team Finder Facebook

 

THE DENTAL MARKETER LINKS:

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)

Posted by The Dental Marketer on May 16, 2017

#62: The one thing every dentist should do as soon as they graduate with Dr. Eric Studley

Here is episode 62! Here I interview the wonderful Dr. Eric Studley. In this episode we really dissect the marketing practices and tactics that have worked in the past and continue to work and what is popular now that we should NOT be doing at all. Too many times we spent too much time trying to figure out the most innovative and dramatic way to attract a new patient, which can be okay but to a limit, sometimes we spend too much time on this and then realize we spent so much money trying to see what sticks that we passed up really good tactics and techniques; or what the case is sometimes is, we let go of what has always worked for the community and demographic.

 

We also discuss how having a team that LOVES what they do is essential. It’s not just “important” anymore but it is crucial and essential. You should be able to have trust in your team, so much trust that if you didn’t have to have them “clock-in” and “clock-out” you know they would still strive to perform their absolute best and stay the necessary hours to get the work done.

 

Dr. Eric S. Studley is a renowned speaker in the Dental Community, Dr. Studley has lectured throughout the country on the subjects of Ethics, Insurance Planning, Case Acceptance, Ergonomics, Risk and Practice Management.

Dr. Studley is licensed throughout the USA and represents all major insurance companies.

Associate Clinical Professor at New York University College of Dentistry

G.P. Director in the Department of Cariology and Comprehensive Care

Director of Practice Management at the dental school responsible for development and presentation of practice management skills to dental students

Director of Ergonomics

Speaker for the American Dental Association’s Practice Management Program

Has published articles in dental journals

A member of O.K.U. (Dental National Honor Society)

2/2009 Co-authored a Practice Management Textbook for new dentists – Titled “Dental Practice – Get in the Game”

 

 

DR. ERIC STUDLEY’S LINKS:

Dr. Eric Studley’s Insurance Website

Email: insurance@drericstudley.com

Doccupations Website

 

THE DENTAL MARKETER LINKS:

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)

 

Posted by The Dental Marketer on May 8, 2017

#61: The One Feature You MUST Look For When Hiring A New Employee with Samantha Leonard

It’s episode 61! This episode has been brought to you buy Stream Dental Staffing Solutions, actually…. This episode is with one of the founders of Stream Dental Staffing Solutions; Samantha Leonard. In this episode we stress the importance of having the right team in your practice! We all know it is important to have the right staff, but do you know what the right staff is? Is your practice full of A players or B and C players? What if your employee has all the right features EXCEPT for one maybe small, but important feature that they lack?

 

Listen to this episode as Samantha teaches you how to dissect and over-analyze everything when building the perfect team for your dental practice. Also she shares with us two major pieces of advice, one good for your dental practice, and the other, good for life!

 

 

Samantha has been in the Dental industry for ten years. During this time period, she has accomplished a great deal in the first decade of her career. Graduating with honors from the Dental Assisting program at SAIT, she then went on to complete her Orthodontic module shortly thereafter.

She has worked every role, worn every hat and mastered all the traits that eventually lead her to become a Practice Manager with a well respected and world-renown Orthodontist, Dr. Sam Daher. Together, they started and built a multi-million dollar practice from scratch. She is now the Operational Manager for all four Orthostyle locations.

 

Samantha’s personal mission is to “help you find your ‘dream job’ faster!” She understands how vital it is to work in an environment that promotes and nourishes personal growth and development. Her managerial experience has helped her appreciate and identify the negative effect of a wrong hire and the adverse impact on team dynamic, quality of customer service, lost time and wasted money.

 

Please don’t forget to download the FREE book: 20 THINGS MOST DENTAL PROFESSIONALS MISS WHEN HIRING A NEW EMPLOYEE.

Let this be your new guide to finding the right person for your perfect team!

 

SAMANTHA LEONARD’S LINKS:

Stream Dental Staffing Solutions Website

FREE BOOK: 20 Things Most Dental Professionals Miss When Hiring A New Employee.

Stream Dental Staffing Solutions FACEBOOK

 

THE DENTAL MARKETER LINKS:

FACEBOOK

TWITTER

INSTAGRAM (you can talk to me more 1 on 1 here)