The Dental Jungle – Pre-planning

By Dr. Bill Williams

In the dental jungle there are 101 stories; this is the 12th in a series of these stories. Dr. Alex Middleton, The Guide, offers sage advice to his dentist friend, Dr. Steve Blake, a mature dentist.*

Dr. Steve Blake wanted Alex to give him a prescription so he asked, “What should I focus on in order to finish well?” So Alex outlined exactly what to do.

PREPLANNING

Dr. Alex often hears resistance from dentists who do not embrace change easily. “We don’t do things that way; we have our own procedures, process, system, etc.” Dr. Alex responds with a question, “So, if you could change just one thing, what would you want that one thing to be? What would it be like to have a team that starts each work day with a positive mindset? Preplanning each day can help you achieve that.”

As you look toward retiring, examine your own mindset toward the growth of your practice. Could it be that the growth of your practice has been hampered or slowed because of a lack of implementing new and fresh ideas? This requires mostly replacing an outdated mindset with something that has been done successfully by a handful of highly productive dentists. Dr. Steve Blake was ready to grab the bull by the horns and make it work.

How can one dentist do $10,000 every day in his or her operatory? We do it by planning for that very thing to occur ahead of time. From having a strategic master plan laid out a year in advance, to a strong 90-day plan for the quarter, to a daily plan that includes ways to make up for any difference in the actual scheduled dentistry versus the $10,000 goal.

Benjamin Franklin has been credited with this apropos saying, “To fail to plan is to plan to fail.” 

Alex lays out the plan he has found most successful: “In my dental practice, every day starts with a fully-attended, to-the-point, structured, morning huddle where we launch our $10,000 day. A pod is a doctor and his/her dental auxiliary. In a small practice, everyone attends the same meeting. As multiple doctors enter the practice, the pods split into doctor-led individual groups for the morning huddle. Each team member in your pod reports vital information about the patients they will see, including their medical history, their family news, their current appointment specifics and what kind of future treatment needs are still pending.

“The business assistant tells us about each new patient, especially relating what information they gathered on the initial phone call about why they are visiting our office. They announce yesterday’s production and collection numbers, today’s numbers, and any opportunities to fill in or enhance our day.

“The clinical assistants tell us about pending treatment and today’s work because we are as concerned about bringing the patient to a successful completion of their needed dentistry as is the patient. We want to be prepared for the “What’s next?” discussion at the end of their appointment. The doctor and the clinical assistant always plan for the next appointment as they complete the current appointment, verbalizing the need, the benefit of getting it done soon and the length of time it will take. They are reselling the case each appointment and overcoming objections on a continual basis. Remember, patients are always looking to delay needed treatment and that is never in their best interest. We have to remain their therapeutic advocate.

“The dental hygienists tell us about their patients and all of their pending diagnosed and treatment planned dental work. Because we believe in Same Day Dentistry and the Just Say Yes Campaign, (as taught in our Solstice 5M Mastermind) the hygienists have a goal of getting any open spot in our schedule filled with one of their patients. Likewise, we look to fill any open hygiene spots from our doctor’s patient schedule.

“We dissect the day—we plan for success-- because we have all pre-planned our day.”

With a fresh attitude embracing the value of preplanning your team’s day, this would be a great method to start everyone on the same track and in the same mindset for each day. This leads to finishing well each day as well finishing a career with excellence!

*Excerpt from The $10,000 A Day Dentist 

Author: Dr Bill Williams

Director of the 5M Mastermind

The next 5M Mastermind....Go here to join us.

1. Webinar Replay Available Now from our Oct 27th, 55-minute webinar on "How to Create the Perfect $10,000 Day" and the "Say Yes Campaign" by Clicking Here

2.  Webinar Replay Available Now from our Nov. 1st webinar on "Best Marketing for 2017",  Click Here

3.  Webinar replay for our Survival Tactics for 2017 held on Nov 16th. Click here