Dental Profits: Recent Episodes
The Crabtree Group
The challenge of running a business is daunting. You need more than just being great at what you do -- you need to have a Masters in business to make your hard work worthwhile. In this podcast, we will provide the tips and tools you need to run an efficient business, make more money and maximize your enjoyment running your practice
Micromanaging is the feeling of having to be in the middle of everything. If you aren't there to guide the people on your team, nothing gets done. Not only does this cause you stress, but it doesn't serve your vision, clients, team, or bottom line at all.
So what do you do about it?
Today I'm giving you 4 steps to STOP Micromanaging and start LEADING! Allow the people on your team to have authority and have them be responsible for creating gameplans and track to see what's working and what can be improved! That's what will help you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE! And that's what I want for you!
Thank you for watching!
Follow us on Facebook! http://bit.ly/FB-TCG
Follow us on Twitter! http://bit.ly/TCG-Twitter
Follow us on Instagram! http://bit.ly/TCG-IG
Visit our Website! http://www.thecrabtreegroup.com
Follow Sean on LinkedIn! http://bit.ly/2IPGAN9
Follow Cameron on LinkedIn! http://bit.ly/2DHbQtu
Today on Dental Profits I'm giving you the secrets to increasing your collections by 30% WITHOUT having to produce more!
I'm going to walk through the 3 biggest challenges when it comes to collections that I see most often in practices and I'm going tell you exactly how to overcome them!
Thank you for watching!
It's all about HAPPIER CLIENTS, BETTER RESULTS, MAKING MORE MONEY, AND ENJOYING THE RIDE!
Want to ask me a question? Email me!
dentalprofits@thecrabtreegroup.com
Follow us on Facebook! http://bit.ly/FB-TCG
Follow us on Twitter! http://bit.ly/TCG-Twitter
Follow us on Instagram! http://bit.ly/TCG-IG
Visit our Website! http://www.thecrabtreegroup.com
Follow Sean on LinkedIn! http://bit.ly/2IPGAN9
Follow Cameron on LinkedIn! http://bit.ly/2DHbQtu
Today I'm talking about one of the most important and most underutilized tool in your dental practice. The Morning Huddle!
Someone asked me the other day, "What makes an effective Morning Huddle?"
And effective Morning Huddle or Team Meeting is all about planning your day and figuring out what needs to happen in order to meet goals.
So how might a Morning Huddle go?
Usually, this is the only time of the day where everybody on the team is together specifically to plan the day. Everyone on the team already knows the goals for the day and each producer comes in already having done due diligence. Having already figured out what needs to happen and what requests they need to make in order to hit their goal for the day.
Thank you for watching!
It's all about HAPPIER CLIENTS, BETTER RESULTS, MAKING MORE MONEY, AND ENJOYING THE RIDE!
Want to ask me a question? Email me!
dentalprofits@thecrabtreegroup.com
Follow us on Facebook! http://bit.ly/FB-TCG
Follow us on Twitter! http://bit.ly/TCG-Twitter
Follow us on Instagram! http://bit.ly/TCG-IG
Visit our Website! http://www.thecrabtreegroup.com
Follow Sean on LinkedIn! http://bit.ly/2IPGAN9
Follow Cameron on LinkedIn! http://bit.ly/2DHbQtu
Today on Dental Profits I'm talking about one of the biggest challenges and opportunities that I see TIME AND TIME AGAIN! Education DOES NOT equal GROWTH!
You're trying to grow your practice, you're trying to increase your Treatment Acceptance, and in order to do that you and your team are implementing new systems and strategies to drive those results.
It's very easy to get caught up in learning how and what goes into those new strategies, and it's easy to throw in the towel when things get tough. Learning HOW to do things is only about 10% of the process! The other 90% is creating a culture for success, challenging legacy beliefs, and getting results!
Thank you for watching!
It's all about HAPPIER CLIENTS, BETTER RESULTS, MAKING MORE MONEY, AND ENJOYING THE RIDE!
Today on Dental Profits I'm talking about the FINANCIAL CONSULTS, the missing link? The way I see it, the financial consults is the link between wasted chair time and treatment acceptance. Here's an example: You have a new patient come in and you put them through the process. You spend the time to do a comprehensive exam, present the diagnosis, and through that whole process, you find out that there's a challenge with the finances. The patient isn't able to pay.
This is something that should've been discovered on the front end, even before doing an exam. If the patient calls and you ask the necessary questions and find out that, ultimately, the patient won't pass on a third party financial application, you can have them come in for a financial consult. You can come up with a solution for them to be able to afford their treatment, and you'll no longer waste your time or their time.
Thank you for watching!
It's all about HAPPIER CLIENTS, BETTER RESULTS, MAKING MORE MONEY, AND ENJOYING THE RIDE!
Recent studies show that Dentists' earnings is staying flat while dental insurance reinbursements DECREASE! And I'm here to tell you that your Profitability is YOUR responsibility! Just because insurance reinbursements are decreasing, it does not mean that your profitability has to suffer.
Here's what I would tell you:
-
Everyone is in sales! Simply doing the clinical things in your practice can't be the only thing you focus on. Realize that you are in sales. Put a focus on finding out what is MOST important to the patient and creating VALUE for each and every patient. Come to this realization, find the things in your practice that are and aren't working, and come up with strategies to MAXIMIZE your dental practice!
-
Realize that patients' dental insurance company is a tool. The insurance companies are running a business just like you and are going to make decisions that serve them. If you 100% depend on insurance, as soon as their reinbursements decrease, your practice suffers! Realize that taking insurance is a choice, and your profitability should not rely on it.
-
Get outside help! There are unlimited resources online to help you maximize your practice. You can read some books, research online, find dental business strategists. Any of these resources will help you decide what you want your practice to be, and can help you come up with strategies to help you get there!
Thank you for watching!
It's all about HAPPIER CLIENTS, BETTER RESULTS, MAKING MORE MONEY, AND ENJOYING THE RIDE!
Follow us on Facebook! http://bit.ly/FB-TCG
Follow us on Twitter! http://bit.ly/TCG-Twitter
Follow us on Instagram! http://bit.ly/TCG-IG
Visit our Website! http://www.thecrabtreegroup.com
Follow Sean on LinkedIn! http://bit.ly/2IPGAN9
Follow Cameron on LinkedIn! http://bit.ly/2DHbQtu
This is one of the most important mindsets to take on as an entrepreneur. Taking your focus off of the services, products, and commodities that you provide and putting your focus on creating value for every single client, patient, or customer will help you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
So how do you put your focus on creating value? Here's how:
1- Get clear in your mind that commodities that people buy should not be the focus. The focus should be set on the value that that commodity creates.
2- Ask your clients, patients, or customers open ended questions to figure out what about this product, service, or commodity is most important to them.
3- Once you've figured out what is actually most important to them, make them understand how the product, service, or commodity that you're offering is going to get them the thing that they really want.
Thank you for watching!
It's all about HAPPIER CLIENTS, BETTER RESULTS, MAKING MORE MONEY, AND ENJOYING THE RIDE!
Today on Growth Prophets I'm talking about one of the most common challenges you'll face as an entrepreneur.. BURNOUT!
When you made the decision to become an entrepreneur, you were laser focused on changing the world and being as successful as you can be. There were ups and downs, but you stayed focused on the ups and kept moving forward. Burnout happens when you begin focusing on all of the roadblocks and challenges of being entrepreneur and eventually you become sick and tired of being sick and tired and you don't want to spend another second dealing with any of that.
The worst case scenario is that you become so burnt out, you don't want to spend another second in your business, and you either close it down or have a fire sale. Neither one serves you, your clients, or the people on your team.
Don't let yourself get to that place! Here are 3 steps to avoiding burnout!
1- Get clear of where it is that you are. Realize if you are experiencing burnout and make a commitment that you will do something about it!
2- Make a list of everything that you hate and prioritize from "most hated" to "least hated." Then, create strategies to eliminate those everyone of those things starting at the top of the list.
3- Set a timeline of when those strategies are going to happen and set a regular time, each week, to meet with your team and communicate about all of these strategies.
It's all about HAPPIER CLIENTS, BETTER RESULTS, MAKING MORE MONEY, AND ENJOYING THE RIDE! And that's what I want for you!
Today we are talking about the thing that absolutely determines the success of your business! ACCOUNTABILITY.
My definition of accountability is ownership of an area, a result, or a philosophy.
How are the people on your team viewing themselves? Do they see themselves as employees who are there just to do tasks, or do they own an area, a result, or a philosophy?
If the people on your team are there just to complete tasks, that's all they are doing. If you aren't results, it doesn't matter to them because they did their job. If they take ownership of an area, they are responsible for getting results in that area and they'll begin to bring gameplans to the table, instead of simply completing tasks.
So how do you get your team to take ownership and start striving for massive results? Here's what I would tell you.
1- Address the Obvious! When there's a challenge or if you're not getting results in an area, you can't just ignore it and keep working in your business. Sit down with the person who is in charge of that area and find a solution. Remember, it's not about blame, right, or wrong, it's about finding a real solution to a challenge.
2- Treat your team like you treat yourself. As an entrepreneur, you understand that when something is not accomplished, it doesn't mean that you're a bad person, it just means that there's an opportunity to make something better. Treat everyone on your team with this same attitude and eliminate blame, right, and wrong.
3- Make the main focus, the main focus! Stay focused on having everyone on your team become partners in your business rather than staying focused on the completion of tasks.
It's all about HAPPIER CLIENTS, BETTER RESULTS, MAKING MORE MONEY, AND ENJOYING THE RIDE!
The 3 Components of Being an Effective Leader! | Growth Prophets #26
There's a HUGE difference between being a leader and being an effective leader. Here's why..
We see it all the time. Everyone seems to believe that a leader simply stays at the top of everything, looks down on everyone, and makes every decision for everyone in the business.
Not only is this extremely stressful for you as the leader, it's also destructive to the success of your business.
So how do you fix it?
There are many many qualities to being an effective leader, but I've broken down the 3 most important qualities for you in this podcast.
The 3 components to effective leadership:
1- A great leader is someone who doesn't have all of the answers. Stop making decisions, and ask questions to the people on your team and get them thinking and giving answers to you as well.
2- A great leader doesn't stay at the top or in the middle of things. Give away your authority and give it to the people on your team. Allow them to make decisions in the business and display trust to them so that they know they are an important part of the business and their decisions affect the success of everyone on the team.
3- A great leader stays focused on the decision making criteria. Ask questions and challenge the people on your team to make decisions based on vision, clients, your team, and bottom line profitability. Stay focused on those four things.
At the end of the day, these 3 things are what makes up a great leader. They'll also help you to have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE! And that's what I want for you!
Today on Growth Prophets, we are having the single most important conversation you can have about your business. How you are choking your business. It's time to take a step back and take your business higher than you ever thought possible!
Here's how..
Get yourself out of the middle. Stop looking at your team as they're there to "do what I say." Divide your business into different areas of responsibility and have the members on your team take charge of those areas. The point of this is to allow the members on your team to start making decisions instead of coming to work every day just simply doing tasks.
You may be asking yourself, "I made this business what it is, how can I let my team members make the decisions?"
The answer is simple. Create a basis through which ALL decisions are made:
1- Vision:
2- Clients
3- Team
4- Profitability
This basis is the filter through which every decision is made. If it doesn't support these 4 things, it's not going to get you where you want to go. Here's how it works..
1- Plan - Have the People on your team bring plans to maximize their area of responsibility to the table.
2- Who do they need involved? And what do they need to be able to make their plan work?
3- Find out how you and your team will measure what's working and what's not working.
4- Coach it! Challenge the people on your team and figure out exactly how their plan supports vision, clients, team, and profitability!
At the end of the day, this is how you maximize your business, reduce stress, and have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE! And that's what I want for you!
Today on this episode of Growth Prophets I'm talking about the biggest challenges that will come your way as an entrepreneur. Taking the opportunity of becoming an entrepreneur is the hardest thing you will do in your life, but here are 3 steps to making the entrepreneurial dream a REALITY!
Here's how:
1- Make the man thing the main thing! Don't just get started each day and get stuck in a place in your mind where completing more and more tasks = more dollars and more growth for your business. Take a step back and take a really good look at EVERYTHING that's going on in your business and figure out whats working and what's not working. Begin to create strategies to maximize every opportunity you have and work ON your business not just IN your business!
2- Decide up front how you will make decisions! How is it that you make decisions in your business? As an entrepreneur, there are many many decisions getting thrown at you every single day and it's easy to just start tactically making those decisions as they come to you, but how do you know you're making the right decisions? Create a basis for those decisions, so that every decision that you make supports your vision, clients, team, and bottom line profitability.
3- Create a WSH Fund (When Stuff Happens Fund)! Make a commitment to get at least 3 to 6 months of expenses put away in a fund for "when stuff happens!" This is so you can prepare for the unexpected and have a back up plan for anything that could go wrong and prevent you from getting revenue. You're able to still pay the bills and have time to come up with a strategy to add more revenue to your business!
These 3 steps will have you be massively successful as an entrepreneur and have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE! And that's what I want for you!
We see it all the time. So there's a challenge in your business, everyone comes to the table, but instead of finding a solution, here's what happens...
Someone says, "We need to overcome this challenge." Then someone else says, "The problem is _____" "In the past we tried _____, but _______ happened." You and your team have taken time out of the day to come to the table and the only thing that happened was redefining the problem and not finding an actual solution.
So how do you stop discussing what the problem is and figure out a real solution? Here's how!
-
Allocate a facillitator to run your meetings. This person needs to be completely comfortable to stop the meeting completely, stop the discussion, and keep everyone back on track. Having a facillitator is vital to making every team meeting count.
-
Have a regular meeting schedule! We recommend at least once a week, if not, every day. Set aside time for you and your team to come to the table and find real solutions for real problems.
-
Take a step back and identify what the real problem actually is. Most teams and most leaders keep their focus on the actual problems or ideas to fix the problem, but at the end of the day, that's not what will help you find a real solution. Change your mindset, ideas aren't good and bad, it's all in the implementation. Always keep your focus on the real problem and real solutions. Because at the end of the day, all the challenges that exist and any solution is always centered around the people aspects.
Stop discussing, start finding solutions, and have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
According to the Small Business Association, 80% of businesses in the USA are 1 paycheck away from going under.
Also from the Small Business Association, 80% of businesses won't make it to the 10-year mark!
It's time to bulletproof your finances and bulletproof your business! Make your business the 20% that makes it past 10 years! Here's How:
- Freezer vs. Table Mentality. Don't eat everything that you kill. Always keep some in the freezer! Here's what I mean..
Your business is making money and paying the bills, but what if a catastrophe happens that hurts your revenue and you don't have enough put away to deal with it? Don't let yourself be in that position. Have at least 3 months of your business' income put away and never touch it! This way if something happens, you're prepared for it and you'll have at least 3 months to get some more revenue flowing into the business.
- Be averse to having debt!
Don't let yourself get into debt. If you don't have the cash, don't buy it! And if you're in debt, work towards paying it off. Don't let debtors be in control of your finances!
- The 30-30-30 Rule
After you've paid the bills and all the expenses in your business and you have at least 3 months of expenses put away, what do you do with the profitability? Here is a rule that will ensure that you never get behind.
- Take home 30%
- 30% goes to any other debt you have
- The rest gets held in the account
These are 3 steps to bulletproofing your finances! When your business is running smoothly and you're not worried about not having enough to pay the expenses you'll have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
Your client pipeline is where you should get most of your qualified clients from. Having a strong and steady pipeline can maximize your business!
So what if you find yourself in a position where you've let that pipeline run dry?
First, you need to look at how you got into this position in the first place. Most likely, we got there because we were too focused on doing the work and completing tasks and were not focused on keeping the pipeline filled.
This is not an easy problem to solve, but it's absolutely possible! The best way to avoid the situation is to take the necessary steps to not be in this position in the first place. If you're already in this place, make a commitment to fill your pipeline, and before anything else, make sure you ALWAYS have a focus on filling your client pipeline!
Here are 4 steps to filling your pipeline and NEVER letting it run dry!
-
Reach out to who you know already! If you have dormant clients or clients who are about to become dormant, you have a huge opportunity to fill your pipeline! Get them on the phone and have a conversation!
-
Make a list of who you need to know! There are many people who you know already who are most likely connected to the people you need to know. Make some calls, reach out, and make the important relationships that you need to make!
-
Figure out who you can help! You may ask yourself "How does helping someone else help ME?" In my experience, I've found that reaching out and helping others will help you make important relationships that can benefit YOU!
-
Who can you partner with? Make a list of business' that do what you do or have the same client base and reach out to them. Even if you can't establish a partnership, you may learn something about your target client base. OR you may establish a partnership that benefits your partner as well as you!
These 4 steps will create you a strong and steady pipeline, maximize your growth opportunities, and help you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
Why do clients get mad? Clients get mad because of an unmet expectation. Some way, some how, that client had an expectation of the services they would receive and that expectation was not met. So what do you do about?
Here are 4 steps to handle this situation!
1- Get your mind right! Whenever this situation happens, No matter what actually happened, it boils down to an unmet expectation and you have to realize that you need to take responsibility for the situation. After you've come to this realization, you can follow the next steps.
2- Lower the intensity of the situation! This client has an unmet expectation and what you want to do is hear what the client has to say. Let them get it off their chest and then sincerely apologize. Don't apologize in a way that says you did something wrong or that the client did something wrong. Simply apologize that your intentions showed up this way.
3- State your intention! After you've given a sincere apology, state what your intentions were to clear any confusion.
4- After you've lowered the intensity by apologizing and stated your intentions, ask a question. Ask the client what you can do right now to fix the situation.
These 4 steps will help you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE! And that's what I want for you!
Today on Growth Prophets we have Chris Anderson with Soulence. Chris is going to share the best tax strategies to help you bring home more of your money and pay less taxes!
Everyone likes saving on taxes! You don't want to miss this!
Today on Growth Prophets, we are talking about the myth that is “If I only had the right client, then my business would be successful!”
This is not true! I’d challenge that and say that what you believe, what your mindset is, is where you’ll start to operate and move yourself towards that belief. I’m here to tell you that finding the “right client” is not going to make your business any more successful.
Instead take on the belief that if your clients say, “I can’t afford it,” it really means that they don’t see value. Your clients will buy anything they want or need if they see value!
So, what do you do about it? How do I take on this belief and begin growing my business with happier clients, better results, make more money, and enjoy the ride? Here are 4 steps that I would give you!
-
Identify your belief for what it is. If you’re thinking that you don’t have the right client base and you don’t think you can pull the right clients from the area that you’re in. Ask yourself, “Does operating from a belief of ‘I don’t have the right clientele in my area’ serve my business, the people on my team, or my family?” If you say no and you truly believe that it doesn’t serve those things, go to the next step.
-
Take on the belief that your clients can afford anything that they want or need if they see value and write that belief down!
-
Start collecting references that supports your belief. With an open mind and open heart, go out and do the research to prove to yourself that your belief IS possible!
-
Put all your energy learning how to create value for your clients. You've got to find out what is most important to the client and then base the solution or diagnosis on what is most important!
You can’t go backwards, if you start at the 4th step and start trying to learn to create value, but you’re still holding on to the belief that you don’t have the right clients, you’re not going to put all your energy into taking on this new belief and be the best you can be!
If you go through these 4 steps, you’ll have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE! And that’s what I want for you!
I hear this all the time, "If I only had the right staff." Today I'm here to tell you that this statement is a myth! You can have the perfect team and it's not as hard as you think!
It's not about finding the "right" staff, it's about setting the expectations and leading to create a culture for success!
Here's what I mean... If someone isn't showing up a way that they should, it's not because they are just that way. It's because the proper expectations haven't been laid out and showing up that certain way has been allowed through lack of communication!
Don't get stuck looking for the perfect staff! Here are 3 things I would tell you:
1- People are people and most people want to be on team and be on the same page, they just need to have clear expectations and be held accountable.
2- Set those expectations as clear as possible and communicate about them regularly.
3- Don't withhold communication. If something in the business doesn't happen, don't say "I'm the boss, here's what should've happened." Instead, bring it to that person and communicate that the thing that didn't happen is not supporting the overall direction of the business.
These 3 things will build a successful team culture and help you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
If you're in a service business, the initial call is the single most important step in the process of taking on a new client. The initial call is what sets up the relationship and allows you to communicate the expectations on the front end.
In order to perfect the initial call here are 3 things we would tell you:
-
Stop owning the questions! When the prospect asks you a question such as "How much do you charge for _________?" Answer a question with a question and take control of the conversation!
-
Be great at asking open ending questions. The ability to ask questions is the greatest asset you have.
-
Bring the prospect to the proper realization. The person calling you is calling about one thing, when most of the time, they have many problems that need to be solved. Bring them to the proper realization and qualify them so there are no surprises when you give a solution or diagnosis.
This is what will help you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
When it comes to running a successful business, you don't have to take all the responsibility and be in the middle of everything that goes on in your business.
The members on your team WANT to take over some of the responsibility and have the ability to make decisions for the direction of the business.
But you can't simply just delegate tasks and tell them what to do, they go do it, and bring it back to you. You have to give them authority and hold them accountable for making decisions.
At the end of the day that's what will help you and your team have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
It's the beginning of the year and everyone is looking to accomplish HUGE goals this year!
One of the biggest things that we see that holds people back from getting to where they want to be is "they just don't have time."
I'm willing to bet that you DO have time, it's just a matter of finding what your priorities are.
What are your priorities? Here's how to set your priorities:
STEP #1 is to get CLEAR on what is most important to you, figure out when they happen during each week, and then fit them in with the other things that happen within the week.
It's not about balance and you DO have enough time. You just have to set your priorities. That's what's going to have you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
Christmas is over, the tree is put away, and it's time to start thinking about 2019!
Now is the PERFECT time to start thinking about goals for 2019, writing them down, and making gameplans to accomplish those goals.Where is it, how is it, and what is it that you want to be in 2019?
Here's 4 steps to accomplishing those goals to make 2019 the best year yet for you:
1- Figure out what the bottom line profit you need in order to make those goals happen.
2- Calculate the gross revenue that you need in order to collect that.
3- Break down each goal into monthly, then daily goals.
4- Make a gameplan and decide how often you're going to revisit these plans.
These 4 steps is what will have 2019 be the best year yet for your business and help you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
When it comes to people’s businesses, one of the BIGGEST challenges that we see most often is the 20% of their client base is causing 80% of their problems.
So how do you CUT THE BOTTOM 20%?
It’s not a matter of saying “You don’t serve our vision, get out,” instead, you need to have THEM make the decision whether to stay or leave.
Here’s 3 STEPS to cut the bottom 20%
#1 – Have a clear vision of what your business looks like and set the expectations on the front-end so that there’s no surprises for the client.
#2 – Create a clear picture of what your ideal client looks like.
• What age?
• What sex?
• What occupation?
• What do they drive?
• Where do they recreate?
• Where do they live?
• How many kids do they have?
• Etc
Get as detailed as possible!
#3 – Communicate your vision openly, honestly, and consistently with your clients!
Do these 3 STEPS and you’ll have:
• HAPPIER CLIENTS
• BETTER RESULTS
• MAKE MORE MONEY
• AND ENJOY THE RIDE!
Having the lowest price or giving discount plans is NOT going to make you money. In fact, it’s a race to the BOTTOM!
So how do you win the race to the TOP? You have to understand this, Nobody buys ANYTHING based on price, they buy based on VALUE! People don’t want cars, clothes, shoes, purses, or any of that. They want the emotion that comes from having those items whether that be happy, confident, etc.
Here’s the truth. The person who has the lowest price wins the race to the BOTTOM while the person who can create VALUE wins the race to the TOP!
I want YOU to be at the TOP!
Here’s 2 steps to creating value!
#1 – Find out what is MOST important to the patient, client, or customer.
#2 – Communicate how whatever service you provide or the product you provide will get that patient to have the emotional value that is MOST IMPORTANT TO THEM!
Follow these 2 steps to create value and have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
Studies show that multitasking doesn't exist. It's FAKE NEWS! "Multitasking" is really just "task-switching" and causes you to not give each task the proper attention it needs. Break the habit, focus on ONE task at a time. Here's 3 steps to help you do that:
1- Be intentional
- Before you begin your task, ask yourself, "What is my outcome I'm trying to accomplish?"
- PAUSE and think about that outcome as your intention.
- Take Action!
2- Throw multitasking out the window and prioritize the most important task that you have every day.
3- Leave a blank space, 15- 20 minutes, for your distraction items: Phone, email, etc.
These 3 steps are what's going to have your effort go a longer way and help you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
Failures aren't failures, they're OPPORTUNITIES! Just because you didn't hit a goal, it doesn't mean you failed, it means you've learned and there is still opportunity to reach that goal!
Ask yourself these questions:
1- Perfection doesn't exist.
2- What did you learn?
3- Ask yourself, "What is the action step to implement moving forward and who's responsible for training?"
Today we talk with the Social Media Mogul, Hank Norman! He discusses with us why YOU and YOUR business needs to be on SOCIAL MEDIA, the secrets to gaining an AUDIENCE, and how that will get you HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
Don't step over dollars to pick up pennies! Cutting expenses will NOT make you money.
Here are 3 STEPS to forgetting EXPENSES and start thinking MONEY!
1- Get your mind right, YOU ARE IN SALES!
2- Learn to sell, learn to create value.
3- Learn to talk money
#ExpensesvsMakingMoney #MakeMoreMoney #GrowthProphets
Get access to my FREE 3 Part Video Workshop Series!
http://www.thecrabtreegroup.com/freeworkshop.html
Reason #1: Why You SUCK At Sales:
https://youtu.be/5nmShAJqC2I
Reason #2: Why You SUCK At Sales:
https://youtu.be/4xdMZUsKSRw
Follow us on INSTAGRAM!
https://www.instagram.com/CrabtreeGroup
Reason #2 is you got into the business that you're in because you wanted to be in that business. Most people don't realize that any business that you get into, YOU ARE IN SALES.
Here are 3 things to remember:
1 - Realize that YOU are in sales!
2 - Realize that sales is NOT a bad thing.
3 - Sales is not about you talking, it's about asking and listening.
#YouAreInSales #BeSuccessful
The #1 REASON why you SUCK at sales is you're making MONEY a BIG DEAL!
Here's how to forget about the money and start CREATING VALUE!
1 - Convince yourself of the TRUTH - Nobody on Earth that you have known or ever will know, including yourself, has ever or will ever buy ANYTHING based on PRICE. They buy based on VALUE!
2 - BELIEVE in the VALUE of your product.
3 - Make it EASY for your customers and clients to say YES!
Kicking your own ass does not mean beating yourself up, it means asking yourself "HOW CAN WE BE BETTER? HOW CAN WE TAKE IT TO THE NEXT LEVEL?"
If you're ready to kick your own ass, here are 3 things I'd tell you so that you can be the BEST you can possibly be.
1- Take responsibility and realize that the only person who can drive you to success is YOU!
2- Stop pointing the finger and putting the blame on other people! The only person you should be pointing at is YOU!
3- What is it that you want to accomplish? Write your goals down EVERY SINGLE DAY!
Do these three 3 things, kick your own ass, and be the BEST you can be!
If you view the members on your team as "employees," answer every question that they bring to you and make every decision that has to do with your business, you're NOT setting your business up for success! Change your mindset, view the members on your team as BUSINESS PARTNERS, and allow them to share the same mindset as everyone else on the team and have them make their OWN DECISIONS that will drive the business to success and DOUBLE YOUR BOTTOM LINE PROFITABILITY!
Welcome to the very first episode of the Growth Prophets Podcast! Today we are discussing why nobody's buying what you aren't selling! In order to have your business be successful, you can't just focus on what it is that you do. You have to take time to learn to find out what is most important to the client and sell them the solution that they need!
Do you have clients you haven't seen in a while? You haven't lost those opportunities!
In today's episode, we discuss the best way to reactivate dormant clients and help you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
Today we talk to Certified Financial Planner, Reese Harper, about where you, as a dentist, should be when it comes to your finances!
He's going to discuss the most common financial challenges that he sees and give solutions to help you have HAPPIER CLIENTS, BETTER RESULTS, MAKE MORE MONEY, AND ENJOY THE RIDE!
You and I are in a service business. Being in the service business means that people are going to come to you with their problems and opportunities. It's up to you to present a solution and maximize those opportunities.
If you're asking yourself "Am I too conservative?" or Am I too aggressive?" That indicates that you don't have enough information to give a solution. In order to give the best solution, no matter what industry you're in, you need to redefine what a full examination is! In order to present the best solution, you need to do a full examination and find out what is most important to the client and find the emotional value!
That's what's going to have you be successful and that's what I want for you!
When it comes to discount plans... they aren't worth it! Nobody buys anything based on price! In order to serve your patients at the highest level possible, you need to create value!
Today we talk to the host of the Rise and Grind Podcast and General Manager to the 2nd largest Auto Dealership in the United States, Glenn Lundy. Glenn shares his story of overcoming all the challenges that he faced to get to become the entrepreneur he is today!
This week we talk to media personality, podcaster, speaker, and author, Daniel Alonzo. Daniel tells us his story about becoming financially independent at an early age of 28 and discusses how YOU can earn massive passive income!
In This Episode, we talk to the voices of the Millennial Dentist Podcast, Sully Sullivan, and Peyman Raissi. they are here with us to share their story of becoming dentists as well as lessons they've learned in order to be successful!
In this episode, we talk to the founder and CEO of EKWA, Naren Arulragah. Naren shares his view on what marketing means to him and what it takes to be successful. He also shares a few methods for MAXIMIZING MARKETING OPPORTUNITIES and MAKING MORE MONEY!
In this episode, Sean and Julie discuss how easy it is to use video in order to engage your patients, achieve SEO(Search Engine Optimization), and paint a picture of the patient experience before a new patient even comes through the door!
Don't work IN your business, work ON your business. You can't keep ALL of your focus on the production and the work that you do inside of your business. Create time where you and your team can sit back and figure out what is working and what is NOT working. You can't just do this once, you need to do this on a REGULAR basis. That way you can continually work ON your business, create systems to keeps it running smoothly, and that's what is going to have you be successful!
To be successful in sales means that you have to change your mindset and believe in what you're selling! It's not about PRICE... It's about VALUE!!
In this episode, Sean Crabtree interviews Bob Burg, international speaker and author. Bob discusses what it takes to be successful in sales and what that means to you!
Sean Crabtree interviews an industry insider with practice management software, Rusty Bradbury, Director of EDDSON Dental. Sean and Rusty discuss the top challenges that you are having and what you need to know about it!
In this episode of Dental Profits Sean Crabtree and Cameron Bailey interview Coach Burt! They discuss what a good coach is and why everyone needs a coach in their life!
When it comes to communication you need a little MORE talk and a lot MORE action!
- Focus on the solution
To get where you want to be, there needs to be a solution and everyone on the team needs to be working towards that same solution!
- Have a consequence
If a challenge is not resolved or a goal has not been met, then you need to have a consequence. The consequence does not have to necessarily be a bad thing, but if there is something that did not get done, then something needs to change in order to get to that solution!
- Have a date
If you don't have a date by which something needs to be done, you won't know when to implement a "plan B' or a consequence when a goal is not met or a problem is not resolved!
In this episode of Dental Profits, Sean Crabtree interviews Steve Gebhardt. Steve gives us some information on financial opportunities for dentists starting out and looking to become a practice owner as well as dentists looking to begin an exit strategy.
Here are 3 steps to improving communication in your practice!
- Create a time to communicate
Set aside a time each week to get with your team and communicate at a very high level.
- Who is going to be responsible for what?
When you go to your first meeting, communicate in terms of who's responsible for what, and create a culture of consistent communication.
- Communicate directly to that person
After you've communicated in terms of who's responsible for what, communicate directly to that person. Don't go to a meeting and communicate to everyone. Communicate directly to whoever is responsible.
In this episode, Sean Crabtree interviews Elijah Desmond! Elijah shares some insights on becoming an entrepreneur and his passion for helping people get to where they want to be!
This week we talk to the "Accounts Receivable Ninja," Andy Cleveland. Andy Cleveland has been in the revenue cycle space for almost 20 years. We discuss topics such as handling accounts receivable, patient financing, and more on this episode of Dental Profits!
Thanks to Andy Cleveland for being on this week's episode of Dental Profits!
http://www.andycleveland.com/
The #1 overlooked biggest money maker is engaging your patients. If you have a huge patient base, but you're only seeing a fraction of those patients, you need to engage your patients! In this episode we talk about three steps to engaging your patients and milking you own cows!
- Determine Your Goal
Determining your goal gives you a place to start. In order to determine your goal you need to figure out your active patient base. To find your active patient base you see how many patients you have in your database, then figure our how many you've actually seen.
- Engage the Patient
The real reason the patient doesn't come in is because they don't see value, not because they can't afford it. Create a systematic approach to engage the patient and create relationships. When you call the patient you want to ask open ended questions and engage the patient.
- Track It
After making a systematic approach, you want to track it to see what is working and what isn't working. There's three reasons why it wouldn't be working:
-
You didn't call enough people
-
You called at the wrong time
-
You didn't engage the patient
If you don't track it you won't know why it isn't working, and you won't know how to improve it.
In this episode, Kevin Barnett, Founder and CEO of Hi5 Practice, talks about his new invention OLIVE and how it is being used in the field of dentistry.
You've got to engage your patients. What better way is there than to directly send them an engaging high quality video!
It's all about value. Is there anything you have ever really bought strictly on price? Are patients really going to tell you why they aren't buying?
1-Redefine what a FULL examination is!
2- Find out before the exam what is most important to the patient about their teeth.
3-Base the diagnosis on what is most important to the patient as well as what is going on clinically and communicate that to the patient!
In this episode we discuss the pros and the cons of taking PPO plans or becoming a fee for service cash practice.
You always have to BEGIN WITH THE END IN MIND, ask yourself some big picture questions.
- How many employees do you want to have?
- How many hours and days do you want to work?
- What type of dental procedures do you want to do?
- Who is your ideal patient or customer?
Step one Create a Vision of what you want the practice to be!
Insurance Practice:
You will have to create a systematic approach to increase your treatment acceptance. The intake call is vital to qualify the patient and make sure they are coming in the door under the right realization. You also have to find out emotionally what is most important to the patient about their teeth and show them how your dentistry will give them that emotion! Finally You have to make the Financial Arrangement easy for them, present in monthly terms so its easy for them to say YES!
YOU have a great calling! Dentistry is the #1 profession in the US, why? Because YOU have the CONTROL over the amount of money you make & your schedule.
So why are you so unhappy? Why are you sick and tired of being sick and tired? Why are you just going through the motions?
Today we are going to talk about how to take control back and fall in love with your practice, again.
- Admit how unhappy you truly are.
- Make a choice to change, do something different, re-invest yourself. You’ve got to find your why. Ask yourself, why did I become a dentist?
- Identify and realize the things that you really HAVE the ability to control. Your time, fees, procedures, vacation, and, etc.
- LET’S GET IT STARTED!
Kendrick talks with Sean about how she teaches her clients to sell in a way that feels authentic.
Running a business & changing people’s lives are not exclusive, you can do both at the same time.
You've got to get sold on what you're selling
Matt Manero talks with Sean about leadership entrepreneurism, and the journey to take his company to 100 million dollars!
I'm happy to have John Nadeau with me today. John is the VP of Sleep Group Solutions.
Join us as we discuss sleep and your dental practice.
You will learn how to get involved in sleep
- Jump in! Look for the obvious signs. ie; reflux, morning headaches, etc
- Take neck measurements
- He who talks first..... loses (The pregnant pause)
- Someone on your team, whether it's the doctor, the assistant, or the hygienist needs to be the quarterback.
Sleep Group Solutions is a dental continuing education and airway diagnostic technology company serving the needs of physicians and dentists interested in screening, diagnosing and treating sleep apnea and other upper airway disorders. Their mission is to educate the dental community on their role in snoring and sleep apnea.
Check them out today at: http://join.sleepgroupsolutions.com/
What do you do when the people on your team are not getting along?
When people on your team are not getting along the first step is to really realize it’s a leadership issue. Once you realize that then you have two solutions. One is what you do to address the current situation the more important solution is what you do so that you minimize the opportunity to ever be back in this situation again. It’s about taking control!
TAKEAWAYS:
It’s all about taking control. Address the immediate situation with the ones who are not getting along by explaining how and what is affected by them not getting along. Then set ground rules about how communication will go and facilitate by making sure both stay within the ground rules. Commit that no one leaves until resolution.
Now get your team together and create a set of written expectations by getting everyone’s input. This now will be how you will LEAD from this point forward. Last set a consistent reoccurring time to be able to meet with the entire team. Encourage open communication and LEAD!
Eight Percent of the population are entrepreneurs. The reason that 92 percent of the population work for someone else is because they are scared of risk! The way to overcome a risk mindset is to create a big enough why for yourself and for your team. Takeaway: Soul search and find your why ask your team what there why is and drive your vision to achieve that why not only for yourself but for your team
50 percent of all small businesses will fail within the first five years and 82 percent of small businesses experience major cash flow problems! Entrepreneurship is hard and it can be very lonely at times. Controlling your mindset is key to being able to achieve your goals. If you follow the principles and strategies of successful people but you can control what is between your ears you will never reach your full potential!
Takeaways:
- You have to put equal or even more effort and focus into working strategically on your business than putting all of your effort focused tactically working in your business!
- Focus on treating your team members as partners in your business and hold them accountable for taking ultimate responsibility for the results!
If you give people on your team a big enough why to come up with the answer you make them want to take responsibility. A lot of leaders try to educate their team into taking responsibility and it never happens. Holding you team members accountable for taking responsibility for the business and holding them accountable for finding the solution to challenges will create a solid group that is on the same page and is serving Vision, Patients, Team and Profit at the highest level.
Takeaways:
- Accountability is not negative! Some leaders have a negative connotation when it comes to accountability. Do not use the words Constructive Criticism.
- The only way people will take responsibility is when you hold them accountable to take authority of an area.
- Give people a big enough why! What is the reason the people on your team are here? How does taking authority for this business get them what they want in life?
The national average for accounts receivable in dentistry is $116,000. This is a situation where the numbers are continually rising with no end in sight. Allowing your patients to receive treatment and still owe you money does not serve your Vision, Patients, Team, and Bottom Line Profit! Put your focus on value and get away from talking about price.
Top 3 Mindset Challenges:
- Why would I give up 10% to a third party company when I can finance it myself
- As long as I can cover my lab fees I am ok financing the rest in house
- My patients don’t have any credit and they can’t pass an application
Top 3 Reasons you should implement 3rd party financing:
- You alleviate all of your financial risk
- You get paid regardless, and your team does not have to do all the work to collect all of the past balances
- You are able to remove money as an obstacle to the relationship. You don’t have to be the bad guy
If you assign tasks you become a micro manager and your team will respond only when you tell them what to do or when you are watching them. Successful leaders understand that their job is to create a culture for everyone on the team to take ownership and authority over their areas of responsibility. Create a team of people who are arms and legs of the same beast moving in the same direction.
Top Three Takeaways:
-
Assign areas of responsibility do not assign Do tasks only assign Be Tasks (you have to be responsible for Hygiene)
-
Give your team the authority to come up with a plan and ideas to achieve their results
-
Hold your team accountable to take authority and getting results don’t hold them accountable for doing tasks
In this show, we discuss the differences in investing of yourself vs. creating expectations of your team. We discuss examples of being willing to do what it takes to be a successful entrepreneur and what leading by example looks like in a dental business. Being willing to do whatever it takes versus expecting your team to carry out your expectations of them and you not investing in yourself to do the same! Michael Jordan was is the greatest of all time and he was always the first to be in practice and he was always the last one to leave. He always leads by example and we should do the same.
Top Three Takeaways:
- Make sure every expectation you have in your mind supports the vision you have set for your practice
- Find Ways to be the example (First one in the Last one to leave)
- The doctor is the leader of the ship he or she has to be above reproach with your own expectations
In business creating a vision for the team is a major challenge. Too many times, in dentistry, we overlook the value of having everyone on the same page and pursuing the same thing. In this podcast we discuss how to have your team buy in to your vision and how to have them engaged in creating their vision of the practice so that we can all achieve the goal together. We also discuss the four decision making criteria of vision, patients, team, & bottom line profit.
The five steps for creating a team vision:
- Have a meeting
- Ask the questions
- Five sentences or phrases with an emotional pull
- Someone on the team to mix it up into a vision
- Display in the grand way
The first step in laying out a success plan for any business is to first create a vision or an overall driving direction that is going to allow you to achieve your goals! Who is it, how is it, and what is it that you want to be for yourself for your patients and for your team? You must get control of the things you can control or the things beyond your control will control you!
Welcome to the first episode of Dental Profits with Sean Crabtree and Cameron Bailey! This podcast will be your guide to mastering your business. Today Sean and Cameron chat about leadership and addressing the glaring things that are sitting in front of your face that you're not talking about.