5 Steps for Taking Your Practice to the MAX

Today, we’re going to break down how to shift your focus to Maximum OPPORTUNITY, Maximum IMPACT, and Maximum SUCCESS.

It all comes down to one simple choice: Will you be a “greater than” or a “less than” practice?

• A “greater than” practice has a bigger vision, focuses on comprehensive care, and helps patients achieve optimal health—fast.
• A “less than” practice operates with a scarcity mindset, takes the path of least resistance, and lets insurance dictate patient care.

The choice is yours. But let’s be clear: all the profitability, all the freedom, and all the real success are found in being GREATER THAN. It’s the only route that will enable you to THRIVE, not just survive.

This isn’t just a mindset shift—it’s a complete transformation in how you lead, how your team operates, and how your patients experience care.

Step 1: Maximum Thinking vs. Minimum Thinking

Too many practices operate on minimums. They set daily goals, track KPIs, and measure performance, but they treat those numbers as finish lines instead of starting points.

That’s a problem.

Minimum thinking leads to average results. And average is dangerous because it keeps you stuck in the middle—never excelling, never achieving more than what’s necessary.

It’s survival mode, not success mode.

Greater than practices? They think in maximums.

• Daily goals aren’t ceilings—they’re floors. The goal isn’t to hit the target; it’s to blow past it.
• Every patient interaction is a chance to do more, not just meet the minimum standard.
• Case presentation isn’t about what insurance covers—it’s about what’s possible.

When you shift to maximum-based thinking, your entire team starts operating differently. Every decision is made with abundance in mind.

• What’s the best possible outcome for this patient?
• How can we make the biggest impact?
• What’s the highest level of service we can deliver today?

This mindset shift is what separates profitable, thriving practices from struggling, volume-driven practices.

Step 2: Diagnose to Maximums, Not Minimums

Let’s talk about diagnosis—because this is where the “greater than” mindset becomes real.

A minimum-based diagnosis sounds like this:

“You’ve got a couple of issues here. We’ll fix what’s necessary.”

Or worse:

“Let’s focus on what your insurance will cover.”

A maximum-based diagnosis? Completely different:

“Let’s talk about the best way to optimize your health. Here’s what’s possible for you.”

See the shift? It’s about maximum health opportunity, not minimum repair.

Imagine if you committed to diagnosing based on what’s best for the patient, not what’s easiest for them to accept.

• You’re no longer just fixing problems—you’re helping patients transform their health.
• You’re no longer waiting for them to ask about treatment—you’re showing them what’s possible.
• You’re no longer constrained by insurance or small-minded thinking—you’re giving patients a bigger vision of what their health could be.

When you diagnose to maximums, case acceptance skyrockets.

Patients say yes to health, longevity, and confidence—not just to the bare minimum.

Step 3: Train Your Team to Speak in Maximums

This shift doesn’t just apply to you as the doctor—it applies to your entire team.

Your front desk team sets the tone for the practice. When they speak in minimums, patients immediately think small:

• “We’ll get you in for a cleaning and checkup.”
• “Let’s see what your insurance covers.”
• “Dr. will let you know if anything needs to be fixed.”

But when they speak in maximums, the entire patient experience changes:

• “We’ll schedule your first visit where we’ll begin mapping out the best plan for your long-term health.”
• “Dr. focuses on complete care—this is about optimizing your smile and well-being.”
• “Patients who go through our process feel healthier, more confident, and enjoy their best smiles for life.”

Now, let’s talk about your clinical team—hygienists, assistants, treatment coordinators.

How do they communicate with patients?

• Are they only pointing out problems?
• Are they focusing on what insurance covers?
• Are they minimizing what’s possible?

Or…

• Are they educating patients about what’s truly possible for their health?
• Are they presenting opportunities, not just problems?
• Are they making it easy for patients to say YES to a bigger, healthier future?

When every member of your team speaks the same language—the language of possibility, the language of complete health, the language of transformation—your entire practice shifts.

Patients feel it. They see it. And they invest in it.

Step 4: Stop Selling Visits, Start Selling Speed

There’s another key shift in becoming a greater than practice:

Stop selling visits. Start selling speed.

Patients don’t want to come back 8 times to complete treatment. They don’t want a slow, drawn-out process. What they want is comprehensive care, delivered efficiently, with maximum impact. And that’s exactly what you should be offering them.

Imagine how much more effective your practice would be if you focused on:

• Bundling treatments into fewer visits.
• Helping patients achieve full health faster.
• Eliminating unnecessary delays or barriers to treatment.

The best patients—the ones who invest in themselves, commit to long-term care, and value what you do—want results. And if you can deliver those results quickly, comprehensively, and with maximum value, you’ll attract and retain the best possible patient base.

Step 5: Think in Possibilities, Not Limitations

At the core of everything we’re talking about is a mindset shift:

• “Less than” practices think about limits. What patients won’t do, what insurance won’t cover, what obstacles exist.
• “Greater than” practices think about possibilities. What patients could achieve, what their health could look like, what their future could be.

The biggest thing keeping most practices stuck isn’t the economy, the industry, or insurance—it’s mindset.

If you start every day focused on maximum opportunity instead of daily struggles, your practice will change.

If you diagnose, present, and speak to patients from a possibility mindset, your case acceptance will transform.

If your team is trained to think bigger, not smaller, your practice will thrive.

Decide Today to Take Your Practice to the MAX

Right now, in this moment, you have a decision to make:

• Will you be greater than—or will you settle for less than?
• Will you focus on complete opportunity—or stay stuck in minimum thinking?
• Will you sell patients on possibility and transformation—or limit them to insurance-driven, piecemeal care?

The greater than mindset isn’t just about your practice—it’s about your life. If you want maximum freedom, maximum profit, and maximum impact, you must think bigger, bolder, and without limitations.

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Respectfully,

Scott J Manning, MBA