Drs. Maio and Kwant Increase New Patients by 2500% in Two Years

There is nothing more satisfying than seeing the fruits of your labor growing on someone else’s tree. If you’ve never experienced this or made it much of a priority, you probably think I sound crazy. But if your goal is to impact someone else’s life, and you live for those teary-eyed transformational stories, then you know EXACTLY what I’m talking about.

Case in point, Dr. Joe Maio and Dr. John Kwant. Both Scheduling Institute clients, two incredibly hard working and ethical men. They’ve only been with the Scheduling Institute for two years, but their Practice has absolutely taken off… I’m talking production, collections, income, buildings, staff, New Patients— everything. They took literally everything I said and just did it. No doubt, no questions asked, no fear clouding their judgment. But they didn’t always have that confidence! I remember just a couple of years ago they were in a huge rut, and weren’t getting much enjoyment out of dentistry.

“Your first inclination is to speed up the treadmill— to work harder, and faster, do more dentistry… You think you’re going to get off this cycle but you realize you have no direction or vision for your Practice. You get to that point where you try to take one more step, and you reach for it, and you just fall.” – Dr. Maio.

Do you know the moment everything changed for them, that real turning point? It was when they opened the mailbox and found their Mystery Call results on a CD… The same CD that tons of doctors just toss in the trash! Dr. Maio told me they were excited to get started when they read about the guaranteed 25% increase in New Patients, but after the FIRST training, they were able to QUADRUPLE that increase! You think I’m joking, but I can’t make this stuff up!

They were members of the Scheduling Institute for just one year before they decided to join 5X, which is actually a huge jump in our ascension model (one we probably wouldn’t recommend to most Practices.) Their results in the two years we’ve been together are PHENOMENAL.

Before vs. After Becoming Scheduling Institute Clients

20 New Patients/month VS. 500 New Patients/month

1 location VS. 5 locations (32 operatories, with room for 25 more!)

2,200 square ft. VS. 24,000 square ft.

2 doctors, 4 employees VS. 10 doctors, 60 employees

little to no charitable dental work VS. $600,000 in charitable dental work

0% EBITDA, $173K in profits VS. 15-20% EBITDA, $1.473 million in profits

To sum it up:

6 years on their own: $4.5 million in revenue 

2 years with the Scheduling Institute: $13 million in revenue

“When I started this climb, looking back, I never dreamed I would be where I am today. The journey really has been the fun of it. And I know right now I still have many more peaks to climb.” – Dr. Kwant.

In the first 6 months of last year, Drs. Maio and Kwant more than doubled their Best Year Ever for marginal profitability. These are the stories we live for!

Is your Practice ready for a more exciting and vibrant future? Call 866-917-2808 to talk to my team, and tell them you’re ready to see results as great as Apex Dental’s!

Until next time,

jaysig

Jay Geier

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Evaluate Your Distractions

It might sound strange, but a lot of people don’t know how to identify a distraction. Distractions aren’t always negative, but one thing’s for sure— they’re always knocking at your door.

For instance, I was leaving for the office a few weeks ago, and I got a call from my wife. She said our family dog was very sick and that she was going to need an emergency surgery. Then, once she has the surgery, she won’t be able to be left alone… She’ll need constant supervision, 24 hours a day for the next 24 days. THAT, my friends, is a distraction.

These are the kind of things you can’t control. A lot of you are probably approaching middle age, like me, and our lives are filled to the brim with distractions! For one, I have teenagers. Teenagers are the ultimate distraction! A lot of you have aging parents that require financial support or even regular supervision. These are distractions that are going to be a part of your life… You can’t delegate them to someone else or make them go away. They distract you from your focus and daily productivity, but they’re also incredibly important. For these people, you actually need to get BETTER at being there. Maybe that means maximizing your productivity while you’re at work so you don’t have to work late and miss your kid’s baseball game, or maybe it means pre-planning one day a week to visit your Mom and bring her a home cooked meal. Whatever the case, do what needs to be done to assess these distractions and simplify your life.

The other types of distractions are ones you can either remove entirely or delegate to someone else. I like to call this your “Should Not Do” list. This list contains things that irritate you, frustrate you, waste your time, and that you are, generally, not very good at.  You could either continue to do these things and resent them, and let this resentment affect your mood and make you a negative, pain in the neck to be around, OR you could pay someone else to do them. For example, I realized a long time ago how much I hate going into chaotic stores to shop for groceries. It stresses me out and feels like a big waste of time. That’s why I hired someone else to do it for me, and now I have back that chunk of time to do other more productive things. I also don’t particularly love to hang up Christmas lights. I love seeing them up, and they make my house very festive, but when I’m putting them up— good grief! I can never get them just right and it makes me want to curse like a sailor! So, there are people that come out and put up our Christmas lights for us. On the day after Thanksgiving when my family and I wake up, our house is a giant twinkling gingerbread house. It’s incredible.

So how are you going to evaluate your distractions going into 2015? What distractions are necessary, and which can you get rid of? You need to be able to refocus on your target, and distractions are the number one obstacle to hitting it. It doesn’t mean these distractions are bad things, they just take a lot of thought, time, and energy, and can cause a lot of stress!

Let me tell you something. Distractions come knocking on your door every single day. 365 days of distraction. But GREATNESS doesn’t ever “come knocking.” You have to chase it down, and work harder than you’ve ever imagined. You are going to have to make sacrifices and take risks. You are going to have to want it more than you’ve ever wanted anything. So, how badly do you want it? And what are you going to do in 2015 to get it?

Until next time,

jaysig

Jay Geier

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How to Use Success to Achieve Something Even Greater

I am so honored to announce that the Scheduling Institute has won its 5th Townie Choice Award from Dentaltown in the category of “Consultants and Advisors”. We are so grateful for the hundreds of dentists who voted for us, and we want you all to know how much we appreciate your continued support.

A few months ago, I made a pledge to donate $10,000 to the Smile Train if we were able to win another Townie Choice Award this year. I can’t describe to you how happy I was to fulfill that pledge today. I wanted to leverage our success to spread awareness of non-profit organizations like the Smile Train, who work hard to impact the lives of those in need.

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While it is always exciting to be recognized by the people you work with on a daily basis, I think it is even more important to use your successes as opportunities for impact. That’s why I pledged a donation to the Smile Train if we won the award… I wanted to set an example for the whole Scheduling Institute team.

I am the leader of my team, and the decisions I make impact them on a daily basis. I could let my competitive side take over, and make the fact that we won our 5th Dentaltown Townie Choice Award the center of my team’s focus… I could talk about it at meetings and advertise it constantly. But that’s not what we’re all about. That isn’t who we are. And if you know me, you know that to be true.

I wanted this award to be an opportunity for generosity, because I want my team to lead lives of generosity, just as I advise my clients to lead their lives. I wanted to remind them that success is important, but what you are DOING with your success— the impact you are able to have on those around you— that is what defines you as a person.

So, thank you again to everyone who supported us. I hope you know that I would do the same thing for you, and that I have an enormous respect for the generosity of our clients. Honestly, you all are some of the most generous individuals I’ve ever met.

Nothing makes me more proud than knowing that six of our doctors and their teams have given up weeks of production for the chance to serve families in Costa Rica on dental mission trips. Or how many of our doctors choose to host yearly Dentistry from the Heart events, providing dental care to those in the community that can’t afford it.

THAT is what success is all about. The greater your successes, the greater your impact. So, celebrate them!! Celebrate the difference you are making. And if you haven’t made the decision to commit to a life of intentionality and impact, I hope you’ll consider it today.

If you haven’t talked to us yet, pick up the phone and call 866-917-2808. We want to make a difference in your Practice, your life, and the lives of those surrounding you. I want to let you know that of the 399 dentists that voted in the “Consultants and Advisors” category, 230 voted for the Scheduling Institute! That is 136% more than the combined votes for the other ten companies!! If that tells you anything, it should be that we are GOOD at what we do, and we care about the doctors and Practices we work with!

IMPACT is my reason for working hard every single day.

What’s yours?

Until next time,

jaysig

Jay Geier

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YOU Control What Happens Next

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Right now, think about the last big decision you made. Whether it was buying a new building, hiring a new team member, or opening your Practice. Big decisions are what make life interesting… They are what make life worthwhile.

Making the decision to change is always a risk. Sometimes, you will fail. But let me tell you something: NOT making a decision is the worst path you can take. I know doctors who’ve lived their entire lives in fear of making big decisions, so they just hide. They cower from the big decisions, and don’t do anything at all.

That is NOT a path to success. That is the path to being 80 years old, alone, in debt, and disappointed. That might sound harsh, but it is the truth. You need to make the hard decisions, and work hard to make great changes in your life so you can reap the reward.

I promise you, it will be worth it. Are you ready? Or are you going to wait another year or two to see how you feel then?

It doesn’t get easier. Bite the bullet, and make the changes YOU need to make in order to make 2015 the Best Year your Practice has ever seen… The highest productions, collections, income, salaries. It is within your reach, but you have to GO FOR IT.

If you’re ready to take the first step, and learn more about how the Scheduling Institute can help you reach your goals, call 866-917-2808 today. Let my team know that you were referred by my blog.

Until next time,

jaysig

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The Truth About Mediocre Marketing

Today I am going to address what I honestly see as the BIGGEST problem my clients have with their marketing.

I have clients come to me all the time— 55, 60, 70 years old— and they are just drained. They’ve got money problems, time problems, family problems… Their Practice has sucked every last bit of energy out of them, so they are just this shell of a person.

Why? Well, they definitely didn’t do it on purpose. Something happened that caused them to isolate themselves. And the thing about mankind is, we don’t do well with isolation. Within isolation, there are enormous amounts of judgment.

How does this apply to you?

Truth #1. Until you stop judging, you will always be afraid of judgement.

Truth #2. Until you stop FEARING judgment, your marketing will be mediocre.

Conclusion? Until you stop judging others, your marketing will be mediocre.

Here’s the thing about judging other people. It is incredibly, incredibly easy. You see someone with an incredibly nice car, or house, and what’s the first thing you do? You judge them. You hope it is a lease, or assume that they’re an arrogant a-hole.

Or in our other scenario, you judge those you deem “below” you on the scale. The homeless. The lower class. The girl working in a fast food restaurant.

But for some reason, people think that “the middle” is safe. It is this safe spot that you have decided is judgment-free, so you just stay there… You keep your marketing there. You don’t take any risks, and you do “OK.”

But are you really happy with the middle? Are you really satisfied with OK?

Life is too short for you NOT to get this right. You need to have enough pride for what you DO and for the people you help to tolerate the judgment. It is coming either way; it is only a matter of whether or not you understand it.

You need to stop judging others, and only then will you stop fearing judgment. That’s when you’ll see your marketing rise to the top. That’s when you’ll see your Practice and your team rise to the top. You’ll want to shout it from the rooftops and tell everyone you know— you will be so proud of what you do that there won’t be any stopping it.

So think about it. Does this describe you? Is it time to stop judging the doctors and Practices at the top, and start BECOMING one?

To learn more marketing tips, call 866-917-2808 today, and tell my team that you were referred by my blog.

Until next time,

jaysig

Jay Geier

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Are You Making the Most of Your PE?

Good guess, but I’m NOT talking about your Physical Education…

PE stands for Personal Engagement: the combination of your God-given talents, and your opportunities at any given moment.

Maybe you noticed this in your college classes— there are three basic categories of people.

A. People who are naturally gifted at what they do, but don’t put 100% effort into it… They get by on talent alone, and their laziness keeps them from ever reaching their full capacity.

B. People who aren’t naturally gifted in the field they work in. These people work their BUTTS off to keep up with the pack. They work late, come in early… They do 200% when their coworkers are only doing 75%. These are the people that MAXIMIZE their opportunities.

C. The sweet spot. The people in this third category are fortunate enough to get paid for their natural gifts, AND they work hard to reach their full potential every day. They seize opportunities that are presented to them. They achieve and over-achieve. These are the workers that will inevitably rise to the top.

My goal is to help you become someone in the THIRD category.

How you use this combination of TALENTS and ATTITUDE is what will determine your success. A lot of people don’t understand that it’s what you DO with your talents that determines what you will become— what your legacy will be.

I believe that the next 10 years will be the most prosperous, golden years that the “smile” industries have ever known. What does that mean for you? Well, you are going to experience a ten-year long summer… An absolute OVERLOAD of opportunity.

If this is true, how are you going to maximize your PE?

What will you do in 2015 to highlight your God-given talents, and make the most of every opportunity that comes your way?

Here’s my advice: try stepping up your focus. Be intentional about recognizing your weaknesses, and delegating these areas of responsibility to OTHERS… That’s what your leadership team is for! Let others take these things off your plate so YOU can focus on playing up your STRONG areas. The best leaders know that they aren’t good at absolutely everything!

Likewise, if someone else is struggling in an area that you believe is your strength— make a trade! Work SMARTER instead of harder.

Remember, you can use your talents to leverage your opportunities… If you find that sweet spot, the next ten years will be the best ten you’ve ever had! That’s pretty exciting stuff, isn’t it?

 

Until next time,

jaysig

Jay Geier

 

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Saying “Thank You” at Every Opportunity

Those of you who know me know that gratitude is extremely important to me. I love to show gratitude to the people in my life… my team, my family, my members…. and I love to receive gratitude! In general, I’d say it is one of the BEST and HEALTHIEST things you can do for your relationships.

In fact, it gives me such great pleasure when I receive thank you notes or testimonial emails that I save them all in a very special place. Seriously! I save every single one of them. I make a point of taking them out and looking at them on days when I am feeling negative or irritable, and it serves as an incredible pick-me-up. You should try it sometime!

This morning in particular, I received a very clever thank you from a doctor for whom I have enormous respect, Dr. Conrad Crocker. Dr. Crocker’s note not only helped refocus me on my PURPOSE for the day, but also reminded me of the positive impact I am having on doctors, teams and Practices… And THAT is going to help me end the year strong!

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Honestly, without all of you— the exceptional doctors and teams that I work with— none of this would excite me like it does… This would just be a job, and I would be another bored, tired, rich guy sitting in his office. Because of your engagement, and the enormous results that I get to witness, I actually get to come to work excited! Isn’t that crazy? How many people get to say that?

Until next time,

jaysig

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