Archive for Secrets of Success

Travels with Dr. Barnes

Nov 16, 2017 No Comments by

A Comprehensive Guide to Treating Comprehensively. For almost eleven years, I had the privilege of traveling around the country with Dr. Dick Barnes. We went on the road to fulfill the main goal of Arrowhead Dental Laboratory—to share tried-and-true strategies so that our clients could become better and more productive dentists. We visited every state […]

Fall 2017, Secrets of Success Read more

Join the Dental Membership Club!

Jul 11, 2017 No Comments by

The Advantages of Dental Membership Plans. Not long ago, I received a call from a longtime patient. He explained that his daughter, “Amber” (who lived away at college), needed some dental treatments. Amber’s dentist told her she needed to have five cavities filled. Amber agreed to have three cavities filled and went back to the […]

Secrets of Success, Summer 2017 Read more

The Importance of First Impressions

Feb 28, 2017 No Comments by

Don’t Ignore the Details that Can Differentiate Your Practice. You’ve probably heard the saying, “You never get a second chance to make a first impression.” When it comes to a dental practice, a visitor’s first impression often determines whether or not that person becomes your patient. New visitors don’t know you or your practice. Everything […]

Secrets of Success, Winter 2017, Winter 2017 Read more

Active Leadership

Jul 11, 2016 No Comments

Tips for Effective Leadership in Your Practice. Recently, I conducted a seminar on leadership for six dental practices. During an exercise, we created a flowchart, diagramming the process of the new patient experience—how they are greeted, how are they brought back, what the examination includes (the diagnostic appointment), how treatment is presented, and finally, how […]

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Using the Words That Work

Feb 24, 2016 No Comments

The Right Phrases Can Improve Communication. Albert Einstein is quoted as saying, “The significant problems we face cannot be solved at the same level of thinking we were at when we created them.” In all my years in dentistry and in working with offices across America, I have found that miscommunication (the failure to communicate […]

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Goodbye Gremlins

Nov 23, 2015 No Comments

How to Overcome the Past and Get the Practice You Want. As a new dentist, I learned everything I could about building and growing my practice, including meeting key individuals who mentored me along the way. At the time, one particularly influential person in my life was an endodontist. He told me I could do […]

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I Object!

Sep 01, 2015 No Comments

GETTING PATIENTS TO SAY YES TO TREATMENT. You know the drill. A patient a comes into the office after an absence of several years. After the hygienist works on the patient, he or she sees multiple issues. You do a comprehensive exam, consult with the patient, and the inevitable happens—the patient needs a full arch […]

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Starting Blocks

Jun 01, 2015 No Comments

IT’S NOT THE FINISH, BUT THE SETUP THAT COUNTS. Every successful track athlete knows the importance of a good start. If the starting blocks aren’t setup exactly right, if the feet aren’t placed in the correct position and the knees aren’t bent at the proper angles, the sprinters simply won’t perform to their best ability. […]

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BAM! The Metric That Makes a Friend of Your Finances

Oct 29, 2014 No Comments

THE METRIC THAT MAKES A FRIEND OF YOUR FINANCES. Numbers. They can either be your friends or your enemies. Your closest chums or your fiercest foes. Believe me, it’s much easier on your health, happiness and success as a dentist if you can make the numbers your friends. But how do you go about creating […]

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Is Your Team Making The Honor Roll

May 20, 2014 No Comments

HOW EVALUATIONS IMPROVE OVERALL PERFORMANCE. When I meet with a new dental team, one of the first steps that I take is to conduct an in-office evaluation. I run through a systematic list of questions to get an idea of what specific remediation is necessary for a particular group. The questions help me to understand […]

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