True Dental Success Institute

Archive for May 2015


011: Janet Hagerman – How to Capitalize on Effective Patient Communication

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011-janet-hWelcome to another episode of The Dentalpreneur Podcast. On today’s show we are talking about a very important topic: Patient communication and treatment plan acceptance.

Joining us to share her wisdom in this area is Janet Hagerman. Today Janet and Dr. Costes talk about how she has used her 30 years of clinical experience to help dentists communicate more effectively with their patients. This in turn leads to higher treatment plan acceptance.

All of that and more on today’s episode of The Dentalpreneur.

More About This Show:

Janet Hagerman graduated from the Medical College of Georgia with her degree in hygiene. After working in group and individual practice settings during her career, she has become known as a creative communications expert. Janet uses that skill to show you how communication is key in treatment plan acceptance. She is the author of the books Selling Dentistry-Ethically, Elegantly, Efficiently and Meetings Make Money.

In this episode you’ll hear:

  • How to overcome common communication problems with patients
  • Why “selling dentistry” is not as taboo as it sounds
  • How different patients require different amounts and types of information about their care
  • How rapport building with patients begins before they enter the office

Special thanks to Janet Hagerman for sharing her strategies and story on today’s show, and thanks to you for joining us as well. See you next time on The Dentalpreneur podcast.

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Case Study: Tiny Practice, Big Profit

Imagine being able to take home 50% of your total office production. For the majority of private practice dentists this is just a dream. But with the right plan and systems in place, it can become reality for any dentist.

In this quick video filmed on stage at the Dental Success Summit 2015, I interview Dr. Allen Gotora, a doctor who has mastered the art and science of overhead control and systemization.

In his “Hot seat” discussion, Allen and I will cover:

  • How a tiny two operatory practice is able to NET almost $400,000 per year
  • The real importance of implementing the right systems into your practice
  • Three strategies for a practice that has reached its physical capacity
  • The power of collaboration and master minding with like-minded colleagues

Click above to watch the video

*** Let’s chat! If you would like to set up a time to chat with me about how to get your practice to the next level, simply reply to this email with your name and a request to “speak to Mark'” and someone from my awesome team will set it immediately!

I look forward to connecting with you soon!

Committed to your Success,

Mark Costes, DDS
Founder, Dental Success Institute
Founder, Horizon Schools of Dental Assisting
Author, Pillars of Dental Success
Host, The Dentalpreneur Podcast on iTunes

PACE Program Provider




010: Dr. Steffany Mohan – How to Grow and Enhance Your Practice

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dr-steffanyWelcome to another episode of The Dentalpreneur Podcast. On today’s show we are talking about a very important topic: growing your practice in a competitive market place.

Joining us to share her wisdom in this area is Dr. Steffany Mohan. Today Dr. Mohan and Dr. Costes talk about how Dr. Mohan has grown her practice to be one of the busiest practices in the state of Iowa.

All of that and more on today’s episode of The Dentalpreneur.

More About This Show:

Dr. Steffany Mohan graduated dental school from the University of Iowa, and has been practicing dentistry for twelve years. Dr. Mohan has bought and sold many practices and is also an associate clinical director at Osteo Ready. Dr. Mohan employs sixteen staff members including three dentists, with another associate starting in a month.

In this episode you’ll hear:

  • How Dr. Mohan set up her practice for associate success
  • How marketing has allowed her to stay productive while being able to spend time with her husband and four children
  • Mohan’s office is the first office in the USA to partner with a company to offer digital smile design to her patients utilizing 3-D printing technology.

Dr. Mohan only works 2 days a week out of her practice. She is also only doing treatment that she enjoys which is Orthodontics and Implants. Dr. Mohan has 3 associates that pick up the other procedures in her office. She credits being in the right area to finding these associates and the unique way that her office is set up. Since it is not always easy finding the right associate, Dr. Mohan says it helps to have an office that is systemized for success.

Dr. Mohan has been placing implants for 10 years and is very comfortable with it. She also does Six Month Smile Design in her practice as well. Not only does Dr. Mohan practice these procedures but she also teaches them to other dentists. Dr. Mohan states that her skills have been significantly improved by teaching.

Dr. Mohan is adding another service to her already comprehensive practice: digital smile design. Her office is partnering up with a company in Spain that has had great success with this service. Dr. Mohan says she takes all the impressions digitally for the patient and then sends them to a treatment center in Brazil. That center and its team of dentists, then customize a treatment plan to revitalize the patients smile. They also send back a mock up of what the smile will look like when finished so the patient can try it in. The dentist is able to alter the treatment plan as he or she deems necessary. Dr. Mohan mentions that results in Spain and her success here in the states, has been almost 100% treatment plan acceptance rate in the treatment plan.

Special thanks to Dr. Steffany Mohan for sharing her strategies and story on today’s show, and thanks to you for joining us as well. See you next time on The Dentalpreneur podcast.

EPISODE RESOURCES




009: Dr. Leonard Tau – How to Get Online Reviews for Your Practice

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leonard-tauWelcome to another episode of The Dentalpreneur Podcast. On today’s show we are talking about a very important topic: online reviews and their importance in your dental practice.

Joining us to share his wisdom in this area is Dr. Leonard Tau. Today Dr. Tau and Dr. Costes talk about how Dr. Tau has grown his practice using his knowledge about online branding and reviews to be a very successful practice.

All of that and more on today’s episode of The Dentalpreneur.

More About This Show:

Dr. Leonard Tau graduated from Tuft’s University in 1999 and purchased his first fee-for-service practice in 2007. Dr. Tau credits online reviews for his rapid practice growth. In addition to running a thriving dental practice, Leonard runs an online reputation management firm.

In this episode you’ll hear:

  • How bad reviews are not necessarily “bad”
  • Why you need to be careful when picking a reputation management company
  • That 87% of people read online reviews before picking a dentist, doctor or restaurant
  • Why it is so important to get reviews from multiple sites
  • How to get your patients to leave reviews

Dr. Tau started focusing on online reviews back in 2010. He said he used to use Demand Force to get those reviews, which is a good source. The problem was they do not post to Google or other major search engines. Dr. Tau now helps other dentists enhance their reviews and presence online. Dr. Tau states that the best way to get reviews from your patients is to treat them with respect, and try not to depute over money since that’s where most of the negative reviews come from.

Dr. Tau states that bad reviews do not necessarily hurt your practice as long as you have enough good reviews to wash them out. Dr. Tau has had multiple patients tell him that bad reviews help make the practice look real. If there are not at least a couple bad reviews it looks like the reviews on your practice were fabricated.

Dr. Tau then explains the best way of receiving reviews for your practice. He says that you need to make it possible for the patient to leave a review while they are still in the chair. Many patients when leaving offices are asked to leave reviews, but the fact is life gets in the way. Many patients will forget and the review will never get posted. If the patient is able to leave a review online in the office, that office doubles their chances of getting those critical reviews. Dr. Tau and his company have a very specific and successful way of getting those reviews for the office.

Dr. Tau cautions listeners to be careful when working with Reputation management companies. There are a lot of companies who will get reviews illegally which then will hurt your practice if reprimanded by Google. There are also companies that will fabricate reviews to peak your interest. Dr. Tau also states that there are many reputable companies as well, just make sure to do your research.

Special thanks to Dr. Leonard Tau for sharing his strategies and story on today’s show, and thanks to you for joining us as well. See you next time on The Dentalpreneur podcast.

EPISODE RESOURCES




The Fate of Your Practice In 3 Questions

Did you know that there are three very simple questions that can give you the clarity, direction, and focus to get your practice to the next level?

The answers to these questions served as the blueprint as I grew my collection of six successful dental practices and the same questions we ask each one of our clients when we begin advising them.

In this video, featuring a letter from one of my clients, I’ll discuss:

  • How to recognize holes in your practice “bucket”
  • How to spot common red flags in dental practice management
  • How setting realistic goals can lead to increase revenue

*** Let’s chat! If you would like to set up a time to chat with me about how to get your practice to the next level, simply reply to this email with your name and a request to “speak to Mark” and someone from my awesome team will set it immediately!

I look forward to connecting with you soon!

Committed to your Success,

Mark Costes, DDS
Founder, Dental Success Institute
Founder, Horizon Schools of Dental Assisting
Author, Pillars of Dental Success
Host, The Dentalpreneur Podcast on iTunes

PACE Program Provider




008: Dr. Taylor Clark – Patient Acquisition Through Innovation and Adaptation

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008-Dr-Taylor-ClarkWelcome to another episode of The Dentalpreneur Podcast. On today’s show we are talking about a very important topic: New Patient Acquisition. This show will help open your eyes to a new technique in getting new patients through the door.

Joining us to share his wisdom in this area is Dr. Taylor Clark. Today Dr. Clark and Dr. Costes talk about how Dr. Clark got started in his very successful career and his innovative way of acquiring new patients.

All of that and more on today’s episode of The Dentalpreneur.

More About This Show:

Dr. Taylor Clark graduated dental school in 2002, and his amazing story started during the beginning of his junior year. Dr. Clark started to get severe rashes and blisters on his hands when wearing gloves. At first his instructors thought it was the powder in the latex gloves so they had him try non-powdered latex gloves. When his rash came back the next day they tried vinyl gloves. His tactile sense was compromised and his rash still never went away. Finally Dr. Clark tried nitril gloves, which helped for a couple weeks and then the rash returned.

Dr. Clark then decided to seek the help of a dermatologist. Since his hands were only getting worse and the loans were still piling up, Dr. Clark was getting nervous about his ability to practice dentistry. The dermatologist told Dr. Clark that he had a severe case of dermatitis. Dr. Clark was then prescribed a strong dose of steroid cream with a warning to use it sparingly. Immunity would come from over use of the steroid cream.  Dr. Clark would have to use more to get the same relief and it would start to thin his skin.

In 2004/2005 Dr. Clark had so many blisters on his hands he could barely make it through a work week. With the stress of his fourth child, student and practice loans, and the purchase of their new house, Dr. Clark knew he could not quit practicing. He knew one night while rocking his baby, his hands hurting so bad he couldn’t sleep, that his way of making a living had to change.

In this episode you’ll hear:

  • How Dr. Clark is able to continue to double his income while only working three half days a week
  • How to acquire new patients while keeping the moral of the staff up
  • About Dr. Clarks book: Beating All Odds, Discover Exactly How You Can Succeed In Life and Work

Dr. Clark talks about how he firmly believes in systems to keep his over head low. His systems allow him to work Tuesdays, Wednesdays, and Thursdays, from 7:30am to 1:00pm. Dr. Clark also credits his dental assisting school for helping him generate income without him even being there.

Dr. Clark then goes into his unique way of obtaining new patients. Dr. Clark actually gives away a 2013 Mustang convertible in a raffle to his patients. The patients obtain the raffle tickets by referring new patients to Dr. Clark’s practice. The length of the raffle is between 12 to 18 months. The first referral gets the patient 3 tickets in the raffle. The second referral gets the patient 4 tickets, and three plus get the patient 5 tickets for each referral after.

Dr. Clark states that after purchasing the car for $15,500.00 and dividing that up between 18 months, it is the best ROI he has had. Not only are Dr. Clarks new patients through the roof but since they are internal referrals the patients are spending more than his external referrals would. Dr. Clark has gotten so busy he has had to hire a third associate and pick up hours until the associate starts this summer.

About Dr. Clarks Book:

The inspiration for Dr. Clark’s book happened when the economy started to crash in 2008 and 2009. Dr. Clark said he could see his patients come in with terrified looks on their faces only wanting to do nuts and bolts dentistry.

In Dr. Clark’s book Beating All Odds, Discover Exactly How You Can Succeed In Life and Work, he explains how your future can be bright. Dr. Clark emphasizes how you can be, do and have all you want in life. Dr. Clark’s book is 300 pages with 30 chapters and indorsed and reviewed by many famous names.

Special thanks to Dr. Taylor Clark for his sharing his strategies and story on today’s show, and thanks to you for joining us as well. See you next time on The Dentalpreneur podcast.

EPISODE RESOURCES




007: Wendy Askins – How to Identify and Deal with Dental Embezzlement in Your Office

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007-wendy-askinsWelcome to another episode of The Dentalpreneur. On today’s show we are talking with Wendy Askins. Wendy is the senior investigator at the world’s largest dental embezzlement firm, Prosperident. Wendy has over 25 years experience in the dental field, has an MBA, and degrees in physiology and criminology. This makes her uniquely qualified for her field.

All of that and more on today’s episode of The Dentalpreneur.

More About This Show:

Wendy explains on this episode that 25 years ago she got started in the dental field because she needed a job. As fate would have it early in her career, she worked at an office that was being embezzled from. Seeing the disaster that happened in her own office helped push Wendy into this career as a Dental Embezzlement Investigator.

In this episode you’ll hear:

  • How to spot an embezzler
  • Steps to take to minimize your risk of being preyed upon by an embezzler
  • Signs that someone on your team is actually stealing from you
  • How dental embezzlement is more common than you think, the ADA, in 2004, put the numbers around 65% of offices are embezzled from but after Wendy went to her records she believes the number is actually closer to 80%

Wendy goes into detail on this episode about:

When a practice owner suspects embezzlement, Wendy and the team at Prosperident are called in. The team at Prosperident then signs into the dental software and run a series of tests. These tests are run off site at Prosperident headquarters. Neither Wendy, nor the staff at Prosperident, ever meet any of the suspected employees. This allows the investigators to focus solely on the information that the office provides through its program. This allows unbiased results.

After reviewing the information she receives, Wendy is then able to confirm or deny embezzlement in the office.

If Wendy is unable to find embezzlement in the office she then runs a report of areas that need clean up. This makes it difficult for embezzlement to happen in the future.

If Wendy is able to confirm embezzlement however, she then helps the owner take the proper steps and legal action to get rid of the embezzler.

Wendy cautions that there is a very specific process that must be followed to guarantee that the embezzler cannot come back and file legal actions against the owner. The Properident team can then help practice owners file charges against the embezzler if they choose.

She warns that is it required to file charges to alert anyone, including potential employers of the embezzler, that he/she stole from the company. If charges are not filed, owners may only disclose that the embezzler was an employee and would NEVER be hired again. She goes on to say that many dentists have riders in their insurance that they are unaware of that covers some of the losses they incur from embezzlement. Wendy and her team can help take practice owners through that process as well.

Wendy’s Red Flags of Employee Behavior:

  • They may look like your best employee. They stay late and come in early and never take vacations. Wendy states they do this because they need to always be there to dissolve potential situations, and they also need to be there when no one else is around to see what they do.
  • Wendy states that the best way to weed out the embezzlers from the great employees is when there are questions about payments owners should ask them to explain the transactions. An honest employee will know the answer or go find it right away, and an embezzler will say I am not sure and avoid and dodge the subject.

Tips to Protect You from Embezzlement:

  • Pay attention to employee’s behaviors. Prosperident has a 31 question, questionnaire that is very telling of an employee’s potential for embezzlement
  • Reject the idea embezzlement that embezzlement can be prevented. The fact is if an employee wants to steal, they will.
  • Look at deleted payments at least once a month or once every other month
  • Do a payment method analysis of the last five years for cash vs. collections. It should vary from 1-2%. If there is a huge drop that is a sign of embezzlement
  • Do reconciliation between bank accounts, dental software, and accounting software

Thanks to Wendy Askins for the great information in this episode. As always thanks for joining us. See you next time on The Dentalpreneur Podcast.

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