Archive for Secrets of Success

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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I’ve Worn That T-Shirt

Dec 02, 2013 No Comments

“DOWN” WITH DENTAL DISCOURAGEMENTS: SUCCESSFUL WAYS TO OVERCOME THEM.  Often when I conduct my courses, I am greeted by dentists who share with me some of their professional difficulties. Some struggle with financial issues. Others struggle with time management or staffing disputes. Still others struggle with not having a clearly-defined set of goals. Each time […]

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A Room to Match the Message

Sep 18, 2013 No Comments

A Room to Match the Message Over the past 25 years I have searched for the case acceptance pearl that will have patients saying a resounding “Yes” to recommended treatment. I thought that pearl would come in the form of some new piece of equipment or new restorative material. I know many dentists who are […]

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Demystifying the Structure

Nov 17, 2010 No Comments

I don’t know about you, but I have always enjoyed seeing claims demystified. Oftentimes I find myself watching shows like “MythBusters” or visiting websites like to validate e-mail claims that promise success, wealth, fame, and more. While Las Vegas headliners Penn & Teller demystify magic tricks and illusions, I’ve discovered that there are no […]

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The Death of Fear

Jul 01, 2010 No Comments

Dentistry stopped being about income and instead became my personal means for giving back to people.

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Feb 01, 2010 No Comments

I asked a colleague why he always ate at a certain establishment. He stopped for a second, patted his belly, shrugged apathetically and replied, “The food fills the hole and it’s cheap.”

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Treating the Destructive Habit of Bruxism

Oct 01, 2009 No Comments

Traditionally, dentistry has been a business based upon need. However, I have found that when my patients truly value dental health and wellness, then, at the very least, they are more appreciative of my services and more compliant with my recommendations. Even more impressive is that they banish the mentality that “if insurance doesn’t cover […]

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