James Schramko is the Founder of SuperFastBusiness (SFB). SFB is a business resource to help business owners get plenty more profit while working a lot less.

On this episode we chat about:

  • How James structures his week
  • How to build structure into your week
  • How to free up your time
  • Outsourcing the things you shouldn’t be doing
  • Outsourcing the things you’re good at
  • The elegance of a simple life
  • What an effective hourly rate is
  • The instant influence framework and how it can help you reframe

Find out more about James Schramko

Website: www.superfastbusiness.com/about

There is a well known saying that small hinges swing big doors, meaning that small changes can produce big results.

The problem most practice owners face is that they’re not sure which changes will have the greatest impact. So they spend time implementing what they think is important only to find they’re often disappointed with the result.

The key is to know what to focus on.

In this short article, I want to share 3 ways to increase revenue.

Here is a key point. No matter what business you’re in, there are only ever 3 ways to increase revenue – period.

Make gains in these three areas and watch your revenue skyrocket.

So what are these three ways to increase revenue? See more customers, increase how much they spend with you and see them more frequently.

Sounds simple, right?

Let’s be clear, though. Simple is not equal to easy. (Click to Tweet)

3-ways-to-increase-revenue

See More Patients

The most obvious way to increase the number of patients a practice sees is to focus on marketing. Marketing is any activity that either attracts or retains patients in the practice and activities can be categorised as either internal or external marketing.

External marketing typically involves all forms of advertising such as internet marketing, radio and magazine advertisements and the like.

Internal marketing, on the other hand, looks to leverage the existing patient base to attract more patients.

Marketing activities can also be categorised as the 3R’s – recruitment, retention and re-activation.

What many dentists overlook are the other ways of seeing more patients. Seeing more patients is as much about capacity as it is about marketing.

It is about utilising chair time so that every ounce of productivity is achieved during the day. This comes down to effective scheduling systems, having enough physical space, staffing levels and being properly equipped.

utilise-chair-time

It is ironic that many dentists look to save money on wages and equipment which leaves them understaffed, under equipped and ultimately unproductive.

Increase The Amount Patients Spend

Case acceptance is a fundamental skill that all successful dentists master. (Click to Tweet).  There is no point being a technically brilliant dentist if you never get to use those skills because patients don’t accept your treatment plan.

Ultimately, it is incumbent on a dentist to help patients make the best decisions regarding their dental health. Without the ethical application of good case acceptance skills, patients will likely receive suboptimal care.

Another factor often overlooked when considering the amount a patient will spend in your practice is the scope of services offered at the practice.

The more work you keep in-house, the less that needs to be referred and the more revenue for your practice.

keep-work-in-house

See Patients More Frequently

Seeing patients more frequently boils down to having an effective recall system. Patient retention is more important than it has ever been.

In competitive times, the best patient is the one you already have. Acquiring a new patient is up to 20x more expensive than retaining one.

Be sure to set a recall period that is specific to the needs of the patient as opposed to the generic 12 monthly or 6 monthly recall.

recall-period

At the beginning of this article, I mentioned that small changes lead to big results. Let me show you in this table below.

table

 

Of course, the starting point of each practice will vary but as you can see, small improvements in each of these 3 key areas can lead to a quantum leap in your revenue.

If you’d like to find out more about how you can make the leap, check out How To Build A High Performance Dental Practice.

 

Simon Palmer is the Founder and Managing Director of Practice Sale Search. Simon has more than 12 years’ experience in dentist recruitment, on-hire and dental practice sales. He also has extensive knowledge of and insight into the Australian dental industry.

Simon is a licensed business broker and real estate agent, and a regular contributor to dental publications and journals. He is regarded as an expert on dental practice purchases and sales in Australia.

We chat about in this episode:

  • The anatomy of a good deal
  • Common buying and selling mistakes
  • Getting maximum value for the vendor
  • Key considerations and risks for buyers
  • What goes into the valuation of practices
  • And much more

Find out more about Simon Palmer:

Website
LinkedIn

Tony Robbins is a success.

He’s a businessman, author, and philanthropist and is successful by any measure.

Forbes recently estimated Tony Robbins’ net worth at $480 million. He’s helped millions of people live fuller, richer lives, and he lives what he teaches.

He’s also inspired millions of people to achieve their goals. Whether it’s business goals or personal goals, the man oozes inspiration.

And anyone in business needs a little inspiration now and then. Admit it. You have your rough patches.

So here are my top 10 Tony Robbins quotes to help inspire and guide you to business success. Even on the rough days.

 

1. Identify your problems, but give your power and energy to solutions. ~ Tony Robbins

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2. The path to success is to take massive, determined action. ~ Tony Robbins

(Click to tweet)

Tony Robbins quote 2

3. Most people fail in life because they major in minor things. ~ Tony Robbins

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4. A real decision is measured by the fact that you’ve taken a new action. If there’s no action, you haven’t truly decided. ~ Tony Robbins

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5. Things do not have meaning. We assign meaning to everything. ~ Tony Robbins

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6. It is not what we get. But who we become, what we contribute … that gives meaning to our lives. ~ Tony Robbins

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7. Leaders spend 5% of their time on the problem and 95% of their time on the solution. Get over it and crush it!. ~ Tony Robbins7

 

8. The only people without problems are in cemeteries. ~ Tony Robbins

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 9. Commit to CANI! Constant And Never-ending Improvement. ~ Tony Robbins

(Click to Tweet)

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10. Your income right now is a result of your standards, it is not the industry, it is not the economy ~ Tony Robbins

Tony Robbins quote 10

 

How can dentists get the most out of their time? In this episode, I chat to time management expert Kate Christie who is an international speaker and best-selling author.

Kate consults to big and small business, government departments and C-suite executives on smart time management. She helps them maximise productivity at home and work, and supports them to retain top talent via smart time management strategies.

Kate has appeared on Australian and NZ television and radio as a leading commentator on managing work/ life integration to ensure you can have success across your career, family, community, and life.

Author of “Me Time – The Professional Woman’s Guide to Finding 30 Guilt-Free Hours a Month”, Kate steps readers through a proven 5 step process to find and harness hours of lost time each month.

In this episode we cover:

  • The work-life balance “myth”
  • Common time management mistakes and remedies
  • Resolving conflicting priorities
  • Top time thieves
  • A system to manage interruptions and minimise their impact on your productivity.

Find out more about Kate Christie:

On her website www.timestylers.com
Facebook https://www.facebook.com/TimeStylers/?fref=ts
LinkedIn https://www.linkedin.com/in/kate-christie-58a0102b?trk=nav_responsive_tab_profile_pic

A victim of your own success.

That’s not pretty, is it?

If you’re a victim of your own success, you’re working too hard. As a business owner, it means you’ve created a high-paying job for yourself.

What you should be doing is crafting a business and a life you love.

Savvy business owners know they need boundaries. They work out what they’re prepared to do, and what they’re not prepared to do.

And it depends on where your business is up to. If you’re in the start-up phase or going through a period of rapid growth or change it’s normal to burn the midnight oil a little.

But it’s not sustainable.

Keep it up and it will lead to burnout. What does that look like?

Well, let’s see. Here are seven signs of burnout.

burnout-small

 

Now, you may not be experiencing all of these symptoms, or you may not be experiencing them intensely, but it’s time to check in with yourself.

You’re a business owner, so it’s natural that you’ll live and breathe your business. But if you’re regularly exhausted, or you feel like your business is running you, it’s time to make some changes.

 

Set some boundaries

I mean serious boundaries. Seeing patients all day and spending your evenings on administration or accounting is not sustainable. Start applying a reasonableness test to things. What would you reasonably expect someone else to do in this situation?

Work out what you can outsource, and what can be done better. I recommend my clients schedule admin time during the day. I know it reduces billable hours, but people who do this say it’s a worthwhile investment. It actually makes them more productive.

Take Relaxation Seriously

Taking regular holidays is a great start, but you need to focus on your health.

Schedule time for regularly exercise and relaxation. You might take up meditation or yoga, or you might just schedule regular time to put your feet up and read a great book.

Whatever you do, take relaxation seriously. If you have a family or partner, commit yourself to spending regular time fostering those relationships. No matter how successful you are, it’s not worth sacrificing your connection with the people you love.

Check Yourself

You know yourself better than anyone so take the time to check in with yourself. How are you doing? How do you feel?

Regular headaches, muscle tension, and stomach upsets can be an indication you’re under too much pressure, or you’re over doing it.

Find A New Passion

Many business owners say their business is their passion – or that business in general, is their passion. And that’s fine.

But try to find a passion outside of business. Take up ballroom dancing with your partner, join the local soccer team, or take up martial arts.

If you don’t currently have a hidden interest you’ve been ignoring for years, start trying out some new things. You never know where you might find a new hobby that gives you a great reason to finish work early … or at least on time.

Get Enough Sleep

Getting insufficient sleep is detrimental to your health. It affects your mood, your memory, and your focus. Getting enough sleep can improve your memory and help you recover from burnout and stress.

It won’t counteract all of life’s worries, but it will help you address them more reasonably and optimistically.

Find Your Equilibrium

Work-Life balance is an overused term.

What you need is your own personal recipe for success – success in business, but also success in life.

If you’re working long hours ask yourself “why?” and “how long can I sustain this” and “what am I risking?”

Your life and your health and your relationships are invaluable. No one can put a price on them.

And only you can preserve them.

So take the time. Invest the energy in self-conservation. Make sure you’re able to bring your A-Game every day.

To everything you do. Work. Life. Love. Health. Wealth.

Work. Life. Love. Health. Wealth.

Put boundaries on your time. Work fewer hours, but make them count.

Invest the time in family and friends.

Look after yourself.

Because at the end of the day, if you don’t, who will?

P.S. Whenever you’re ready …. here are 4 ways I can help you grow your dental practice:

  1. Grab a free chapter from my book “Retention – How to Plug the #1 Profit Leak in Your Dental Practice”

The book is the definitive guide to patient retention and how to use internal marketing to grow your practice – Click Here

  1. Join the Savvy Dentist community and connect with dentists who are scaling their practice too

It’s our Facebook group where clever dentists learn to become commercially smart so that they have more patients, more profit and less stress. – Click Here

  1. Attend a Practice Max Intensive live event

Our 2 day immersive events provide access to the latest entrepreneurial thinking and actionable strategies to drive your practice forward. You’ll leave with a game plan to take your results to the next level. If you’d like to join us, just send me a message with the word “Event and I’ll get you all the details!  – Click here

  1. Work with me and my team privately

If you’d like to work directly with me and my team to take your profit from 6 figures to 7 figures …. just send me a message with the word “Private”… tell me a little about your practice and what you would like to work on together, and I’ll get you all the details! – Click here

Employee engagement can be challenging.

Your staff are the lifeblood of your business so you need them to engaged, loyal and passionate about helping you achieve success.

But how do you achieve that? Particularly when you’re busy doing so many things.

We’ve put together 20 simple ideas to increase your employee engagement, so you can boost your business.

1.   Appoint An Ambassador

You’re busy, and so are your staff, but you have a bunch of different hats to wear. You’re also a master delegator, so you can appoint an Employee Engagement Ambassador.

This person can come up with creative ways to increase engagement amongst the staff. Make sure you choose someone with a positive, can-do attitude!

2.   Encourage Them To Speak Up

Make it clear that employees can speak their mind without fear of judgement or criticism. It takes courage for employees to do this, so be supportive when they take action.

3.   Let Them Get to Know Each Other

The better you all know each other, the closer you’ll feel, and the more you’ll want to help each other out.

Try injecting some fun into this by playing some games – they can be quick. You might get everyone to guess someone else’s favourite TV show or favourite meal.

4.   Become A Mentor

When you notice a team member is less engaged, invest the time to mentor them. (Click to Tweet) Set aside some time to help and support them so you can bring out their best.

Remember, the best way to get staff to do what you want is to inspire them to do what you ask.

5.   Reward Them For A Job Well Done

It’s important this isn’t a token gesture – reward those who truly deserve it or this will be a waste of time. Pay close attention to who has made progress and be sure to make it clear why you’re rewarding them.

Also keep in mind that ‘rewards’ don’t have to be financial. They can be a public thank you, a certificate or a token gift. Keep the rewards appropriate to the achievement, and to your business.

6.   Focus On Collaboration

People who stick to themselves tend to have lower engagement, so focus on ways you can get your team to collaborate. Maybe they back each other up on the job, or become understudies for each other so they can each take time off.

7.   Encourage Positive Health And Wellness

This just makes sense, particularly in a dental practice. You want a healthy team so everyone has less unplanned leave, and takes better care of your patients.

Try setting a good example by taking care of your own health.

8.   Clarify Goals And Responsibilities

Staff experience stress and become unmotivated when they’re unclear on their goals and responsibilities. Make sure each of your team understands their roles.

This isn’t about working to rule, it’s about having a good handle on their tasks. Even if you think your people know this, it’s worth checking in and making sure.

9.   Perfect Onboarding

Around 50% of people decide whether or not they’ll stay in a job within the first month of starting. Some people make their minds up on the first day.

So getting onboarding right is critical. (Hint: Use our Onboarding Staff Checklist to save tonnes of time).

10.        Be Flexible

Flexibility can make a huge difference to your team, and your business. When you demonstrate flexibility and have a ‘give and take’ mentality, people are more likely to go out of their way to help you.

flexibility

11.        Create A Unique Environment

Your business is unique – it has to be to stand out in the crowded marketplace. The environment you create should be based on the values that underpin your business

Values-based businesses have greater staff engagement and greater success.

12.        Hire The Best Traits And Attitude

Cultivate a culture of professionalism, positivity and can-do attitudes. Start by ensuring you exhibit those traits because they’re contagious.

Our Cheat Sheet for Hiring Stellar Staff will make hiring the right people easy, too.

13.        Make Fun A Priority

If you’re not sure how to make fun a priority, try reading Fish! Tales: Real-Life Stories to Help You Transform Your Workplace and Your Life. It’s the story of four businesses who use the Fish! framework for making their workplaces – and customer service – exceptional.

14.        Celebrate Them

Celebrate wins with your team – make them a team event. It doesn’t matter who was responsible for the accomplishment, the important thing is that you’re celebrating as a team.

As well as celebrating goals and achievements, make sure you also celebrate birthdays.

15.        Encourage Recognition Cards

Peer recognition is a great way to boost employee engagement. Implement recognition cards, where staff can write down exactly what they think another person has done well.

16.        Encourage “Side-by-sides”

Side-by-sides are periods of time when one staff member shadows another. This helps you create fully trained understudies for each critical role, but it also gives staff critical insight into another person’s working life. This insight builds engagement.

17.        Hire From The Inside

If you’re able to hire from the inside, or even encourage staff to apply for positions that become available, it breeds loyalty and engagement. Staff feel special like they’re part of an inside club.

18.        Hold An Awards Night

Holding an official Awards Night is a great way of celebrating your team and their efforts. You can create categories of awards – some more serious than others.

You might have the winner of the warmest smile, or the person willing to go the furthest for great customer service.

19.        Have A Potluck Lunch

A potluck lunch is where everyone brings along a dish and shares. You can structure it if you like, by asking one person to bring a salad and another person to bring a dessert, or just go free-form and see what happens.

20.        Have A Photo or Video Contest

Have a contest to see who can capture the essence of your business or a fun behind-the-scenes shot, or teamwork in action. The bonus here is that you might be able to use the submissions in your social media feed – people love informal, behind the scenes shots!

 

How to Boost Employee Engagement

Here’s the bad news. It’s not always what you do, it’s the way you do it.

You see, I know that there are some organisations who have great policies and processes – some that have won awards for their employee policies, but have the unhappiest staff in the world.

Why?

Because they’re not genuine. They talk the talk but don’t walk the walk.

The key thing you need for improving engagement is to be genuine. Authentic. Trustworthy. (Click to Tweet)

You can’t fake that. It has to come from the heart. You have to genuinely care for your staff and want the best for them.

Your employees need to be a bit like a family. If you see them that way, it will start to filter through your organisation, your business and your patients.

Implement these engagement strategies, but do it because you care, not because you want a tool to build loyalty.

genuine

In celebration of Grand Final season, I revisit an earlier interview with Ben Ikin.

Ben Ikin is a former professional rugby league footballer who played 150 games in the NRL. He played with the Gold Coast Seagulls, North Sydney Bears and Brisbane Broncos. Ben represented Queensland 17 times and played 2 tests for Australia.

He still holds the record as the youngest player ever to play State of Origin football. He also won a premiership with the Brisbane Broncos in the 2000 season.

Following a triumphant playing career, Ben spent 5 years with the Nine Network. He was as a rugby league commentator and co-host of The Sunday Footy Show. Ben also worked for 10 years in various senior commercial roles in the property and construction industry. 

He now works full time in the media with Foxsports and Crocmedia. He is also a director of the North QLD Cowboys and the Men of League Foundation. In addition, he delivers a presentation with Robert Ford, State Director – Queensland, Corporate and Specialised Banking at Bankwest. Robert has 20 years experience as a senior executive of the banking industry. Ben and Robert speak on “high-performance teams and individuals”.

Ben is married to Beth and has four children.

In this episode we talk about:

  • Ben Ikin’s football career
  • The importance of loving what you do
  • How to deal with adversity
  • How to overcome setbacks
  • The character traits of effective leaders
  • The power of self-believe
  • How he balances his personal life, business demands and commitments

Where to find Ben Ikin

Resources

Website: http://www.foxsports.com.au/nrl/nrl-on-fox/ben-ikin/story-fn5k30ac-1226284205628

Linkedin:   https://au.linkedin.com/in/ben-ikin-97936082

Successful practice owners have great leadership skills. But what exactly is “leadership”? Are leadership traits innate or can you learn them?

If you’re not constantly improving your leadership skills, you may find you’re losing valuable staff productivity. You’re also not effectively executing your vision for your business, and you’re unlikely to be getting the financial return you want.

In this episode, I dissect “leadership”. We cover everything from leadership myths through to the elements of a great leader. You’ll find practical tips, stories, and exercises to get you on the path to improving your skills in this area.

In this episode I cover:

  • Why leadership is important in dental practices
  • 4 common leadership mistakes and how to remedy them
  • A simple model of leadership
  • An exercise to evaluate your current position
  • The periodic table of leadership elements
  • and much more.

The periodic table of leadership

Download a PDF version

The phone rings.

It’s answered, and a short conversation occurs. Your receptionist tells you it’s someone calling to find out how much you charge for an implant.

Or maybe it’s someone calling to find out if you’re a preferred provider.

What happens in your practice?

Because what happens next can make or break your business.

Why?

Because the phone is the front door to you practice. Most patients will make their first contact with you via the phone.

So you have to make sure you keep this door wide open and welcoming.

All too often we see phone calls as interruptions to our day. We need to stop that.

Seriously.

We need to start seeing phone calls as golden opportunities to create loyal patients. (Click to Tweet)

If you don’t handle these opportunities correctly, you can be missing out. Big time.

Not only that, but you could be doing potential patients a real disservice.

Because if the person answering your phone says tells the caller that implants range from this price to this price, the caller says “Thank you” and hangs up.

And do you ever hear from that caller again?

Of course not.

So, what’s the solution?

It’s to make sure your excellent customer service covers every facet of your business.

That you choreograph every contact any patient has with your business.

 

5 Steps To Fabulous Phone Skills

When it comes to the telephone, make sure you and your staff following these five golden rules.

fabulous-phone-skills

Now, you’re a professional, so you and your staff are probably already doing most of these things.

But do they know how to deal with all the tricky situations that arise every day?

Can they deal with sticky situations elegantly, so that they’re serving those patients – and potential patients – to the best of their ability?

 

The Fine Art of Putting a Caller on Hold

There is an art to putting a caller on hold. The art is to make them feel special, rather than shunted to one side.

Compare this:

“Can you hold, please?”

With this:

“Mrs Jones, so that I can best help you, would you mind if I put your on hold for a moment?”

compare-phone

If you were Mrs Jones, which one of these responses would make you feel special?

The first one is OK. It’s adequate, inoffensive and benign. But who wants to be considered ‘adequate’?

More importantly, who can afford to be considered ‘adequate’? If you want a successful dental business you have to do better than that.

And it’s not hard. Ok, the second response takes a little longer, but it makes the caller feel like they’re being looked after. Like they’re important to us.

Which is how you want your patients to feel. It’s how you cultivate loyal patients.

And you can use similar techniques for answering calls about price related questions, too.

I’m talking about ways of ensuring that callers get the information they really need, rather than just want they asked for.

Because all too often callers don’t realise that what they’ve asked won’t give them all the information they need to make an informed decision.

Your job, and your teams’ job, is to ensure that callers receive all the information they need, not just to answer the questions they’re asked.

 

Convert Price Shoppers into Loyal Patients

Price related questions are an opportunity, as they indicate the patient is looking to buy. (Click to Tweet)

They are asking how much because they have no stronger criteria for making a decision. In response to a price related question, our intention is always to develop a relationship.

When it comes to price related questions, we look to give people information beyond what they request. Here’s an example of what happens in our practice.

Caller: “How much is a crown?”

Receptionist: “Thanks again for calling. My name is Jesse and yours is…?”

Caller: “Bob.”

Receptionist: ““Well Bob that’s a great question. It’s hard to give you an exact answer because the price varies with the complexity of the treatment and the material used. However, using past patients as a guide, I can say the fee would be between $1,200 and $1,800 depending on your circumstances. How does that compare to the prices you have already?”

 Caller: “Well, I have been quoted $1,500 from another practice.”

Receptionist: “Well Bob, what we do for all our other patients and what I’d suggest we do for you is to schedule an examination with Dr. Green. He’ll perform a comprehensive examination for you and go over all the treatment options with you, including their pros and cons and then give you an exact fee rather than a ballpark estimate. How does that sound to you?”

We build rapport and give callers the information they need to make a more informed decision.

It’s part of how we go above and beyond what someone might expect. So patients know from the outset that we’ll always go the extra distance.

We lay the foundation for creating loyal patients from the very first contact.

phone-contact

What Do Your Callers Really Want?

These are simple techniques you can start using in your practice today.

The next time the phone rings think about what the caller really wants – or needs – rather just than what they’re asking.

Stop being adequate.

Start building a relationship with each and every caller.

Start making patients and callers feel special.

Start creating a business that rocks.

If you don’t – you can be sure someone else will.