Are You Missing Out on BIG Marketing Opportunities?

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When I first started analyzing practice growth over 15 years ago, I became aware of something very surprising. Most of the dentists that I met did not actively market their practices! Since then, things have come a long way and practice marketing has steadily increased—an industry shift that my team and I have been working towards for almost a decade. But the marketing in most dental practices still has a long way to go before it’s close to perfect…

When practice marketing is done right, it is easily a full time job. That’s why we advise our clients with larger practices to hire a Marketing Director who can take full ownership of creating and tracking marketing campaigns, and overseeing the image of the practice. The dentists that have followed this advice have seen enormous success—in the form of skyrocketing new patient numbers, production, and collections.

However, if you’re a smaller practice or you’re struggling to stay afloat, this could be a fantastic opportunity to find the talent that’s hiding right under your nose—someone who’s already on your team! Chances are, someone works for you who’d love to take on this project, and you just don’t know it… because you’ve never asked! As your marketing brings in more new patients and your practice begins to experience growth, you can revisit the idea of hiring a full-time Marketing Director.

Although dental practices come in every shape and size imaginable, I’ve discovered certain facts during my extensive research that are true for every business in the industry…

First, judge everything with a critical eye.

Try this: for one day, observe every single detail of your practice that a typical patient would observe. That means sitting down in the treatment chair, looking up at the ceiling in the waiting room, noticing the friendliness and engagement of your staff when someone walks in the door, and what the televisions are playing in your reception area. Now begin to examine these experiences… What opportunities for marketing are you missing out on?

Next, consider how your practice is viewed in the community. For a lot of you, your lack of public marketing comes down to a fear of seeming egotistical. Maybe you are so afraid of seeming bigheaded that you miss out on a ton of marketing opportunities in your city. Reality check! You have got to stop letting fear of judgment and fear of failure get in the way of your success. This is one of the BIGGEST rules of marketing.

You belong to one of two categories:

-Big fish in a little pond, or

-Little fish in a big pond.

If your practice is located in a tiny city, congrats! You are in the perfect position to dominate the marketing scene. So own it! Get your name out there as much as possible and become the practice name on everyone’s lips.

On the other hand, if your practice is in a big city, you need to take a different approach. Narrow in on a specific audience of desirable patients. Consider this audience. Where do they go? What appeals to them? How can you get their attention? If that audience happens to be the twenty-mile radius around your office building, use that geographical information to maximize your marketing investment.

Next, raise your tolerance for rejection.

If there is one piece of advice for you to hold onto when it comes to marketing, this is it. I have never once learned as much on a successful day as I did on a day full of failures. If the creativity of your marketing is crushed by fear of rejection, I can guarantee you—it will show. The campaigns you produce will come across lifeless, two-dimensional, and dry.

Think of it as a stroll through an orchard. Many of the fruits you reach for on the lower limbs will be picked over, but the firm, flavorful ideas are at the top of the tree. You have to work to get to them, but these are the campaigns that will excite your prospective patients.

You’re going to have to accept that a large percentage of marketing is strategic guesswork. It’s very difficult to pin the market down, especially because it’s constantly shifting. Social trends, media crazes, buzz words… they’re all constantly shifting, making your job as a marketing strategist very experimental. The key is: test, track, tweak, and amp up whatever is working. The more you lower your fear of rejection and change, and maximize your creative energy, the greater your marketing successes will be!

Growing practices is what I love to do, and marketing is one of the most excellent tools at our disposal. So ask yourself… Are you truly maximizing your resources? Are you striving to be the best in your town, and to spread the word to all of your potential patients? Or could you be doing a whole lot more? Don’t settle for mediocrity!!

If you’d like to find out more information on the marketing trainings we offer, and other tools that can help you become SO GOOD THEY CAN’T IGNORE YOU, call 866-917-2808.

Until next time,

jaysig

Jay Geier

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I Have to Admit… I’ve Made a Huge Mistake

I have to admit that I’ve made a mistake. A BIG mistake.

Over fifteen years ago, I discovered a system of answering phones that was truly unlike anything on the market. I developed it and tested it out on a company I worked for at the time–it attracted over 600 new patients in one WEEK. I was able to break a world record using this new system. I realized then and there that training people on phones and helping them understand the importance of new patients was my ultimate mission.

Over the next ten years, I helped thousands upon thousands of offices (literally!) to learn this system–which drastically increased their new patient numbers, increased production, and even helped some grow into million dollar practices. I’m not saying that to brag, but to give you some context. I loved watching these practices completely turn around–watching doctors become more successful than they’d ever dreamed. It was totally addicting. So, I started branching into other areas, doing everything I could to help dentists grow their practices. I now have the largest hygiene training team in the world, a team of hygienists with over a century of combined experience, an enormous staff university in Atlanta, as well as a myriad of other trainings in other important areas….

Ok. Here’s where I made my critical mistake. I neglected to keep PUSHING the importance of phone trainings, which is by far the greatest transformation I’ve discovered for practices. Since I started this business over 15 years ago, tracking telephone calls has become a commodity. Every Tom, Dick and Harry are selling tracking systems. But please hear me say this–simply tracking is NOT what we do! Scheduling is NOT what we do, regardless of our name! We help save doctors hundreds of thousands of WASTED dollars by training their teams on the telephones so they can effectively handle new patient telephone calls, answer the patient’s questions, schedule the patient, and get them in the front door on the day of their appointment! We provide accountability for your team so they can fulfill their potential and increase the value of your business!

You may think you don’t need more new patients, but I’ll tell you this… I have NEVER seen an office receive the telephone training, learn the system, implement the system, get more new patients and not see DRASTIC, incredible results. It just doesn’t happen. Do you know why?

Because new patients are the biggest MISSED moneymaking opportunity in 9 out of 10 practices…. And telephones are the vehicles for getting them!!

I am always telling my team that making mistakes is a good thing. Mistakes come with lessons, and if you never made mistakes, you’d never get the lessons at the end. So here I am, admitting to this big mistake, and this is the lesson I’ve learned…

No matter how many other trainings I develop, and other areas of the practice that I grow, and other high-level coaching programs I offer… I will NEVER AGAIN neglect the importance of phone trainings.

If you are starting to think that maybe you should check it out, I promise you– you won’t regret it. If you are still skeptical, I’d urge you to check out our testimonials. We have THOUSANDS of fans who send us these testimonials every day. They understand that what we do is the real deal, and that there’s nothing else like it on the market… Even 15 years after I created this world-record breaking system!!

Making the decision to call my team and schedule your phone training is the best thing that you can do for the future of your practice and for your personal success. So don’t wait… Call 866-917-2808 now and see what you’ve been missing.

Until next time,

jaysig

Jay Geier

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Reflections on the Last Day of Q1

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Here we are: the last day of Q1.

Instead of just heading blindly into Q2, take a minute and reflect on your first Quarter… Did you have any big wins? Any failures? Did you get any important lessons out of your failures that you can use to maximize your second Quarter?

I know it can be all too easy to get discouraged when you don’t reach your goal, but don’t IGNORE what you’ve already achieved!

I once had a client who was averaging about $500,000 production per year. After becoming a client, he set the goal of producing $1,000,000. Wouldn’t you agree that’s a BIG goal? And I loved it, because I think that BIG, lofty goals are the most inspirational gift you can give to yourself! But after working his tail off for two years, he fell short of the goal… Producing $950,000.

This client called me up on the phone. He was SO upset that he hadn’t met his goal that he didn’t even realize how far he had come… He had increased his production by about $450,000 in TWO years! He should have been ecstatic and thrown a party for his whole team!! But he was so hyper-focused on the idea of the GOAL that instead he felt like a complete failure.

Remember: we are striving for PROGRESS, not PERFECTION. Find a way to be content in the “in between spaces”–the area between when you set a goal and when you reach it. If you learn to enjoy the journey, your success will be worth more than any dollar value!!

If you’d like to make Q2 a lot different and a whole lot better than Q1, give my team a call at 866-917-2808. They will help you get started on one of our award-winning team training or doctor coaching programs… And by the end of Q2, you’ll be seeing much different results!

Until next time,

jaysig

Jay Geier

 

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Tip of the Day: Focus on Your Strengths

Ever since elementary school, you’ve been told to focus on your weaknesses. If you had a C in Math and an A in Social Studies, I’d bet your parents and teachers told you to work on pulling up that C rather than pouring more energy into Social Studies… Am I right?

But I’ve got great news for you… I’m telling you to do the OPPOSITE! You aren’t in school anymore, and no one is grading you. You need to embrace your genius and your potential. Rather than trying to improve your weakest areas, you need to focus your effort and energy on your strengths– on doing those things that you’re good at doing! Then, delegate (or eliminate) tasks that require you to use your weaknesses.

Do you think I sound crazy? It’s really just a solid, effective, and logical business strategy. By surrounding yourself with support people who are strong in your weakest areas and can cover these areas FOR you, you will maximize the productivity (and revenue) of your Practice. It’s that simple.

For instance, I have extremely low follow-through. However, I am excellent at coming up with ideas on the spot. So to leverage my strength, I’ve hired a Personal Assistant, Avid, who complements my weaknesses. If I tell you I’ll call you in two days about blah-blah-blah, then I can 100% guarantee you… I’ll forget. But since Avid is in charge of my schedule, calendar, phone calls, etc., then she makes sure I remember to call you. That means instead of fighting my weakness tooth and nail, I have more time to focus on brainstorming creative business growth ideas and content to share with my clients. And SHE gets to spend time doing what she loves to do! It’s a win-win.

Here’s my challenge. Q1 is coming to an end, and I can bet there is something that you hope will go differently in Q2. Instead of just “hoping” your Practice will magically start growing, and production will magically double, why not implement this practical business strategy, and see how it affects your Practice? Delegate your weaknesses, embrace your strengths. Just try it for one Quarter and see how it goes for you! (And if you’d like a chance to actually DOUBLE– yes, I’m serious!– your Practice’s production, visit my website, www.schedulinginstitute.com, and click the orange tab that says “Get Your Free Practice Rating” in the upper righthand corner. Don’t believe me? Just read the testimonials!!)

Until next time,

jaysig

Jay Geier

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Why Being a GENEROUS Office Will Pay off… In New Patients, Increased Production and Income

Dr. Peter Wilk and his wife, Julie, have some of the biggest hearts we’ve ever seen. But did you know that having a big heart and making generosity a priority also reaps ENORMOUS dividends in the long run? Interested? Read on to find out why…

 

In 2000, Dr. Wilk and Julie moved to their current hometown—Hartford, WI. Within their first year of opening a new office, they did around $500,000 in production, and by the next year, their production had grown to $700,000. That year, they decided to join the Scheduling Institute.

Like many other doctors, they bought the basic Self Study Kit… But more importantly, they had the determination, accountability, leadership skills, and work ethic necessary to successfully implement these phone strategies in their office! They immediately saw a drastic increase in New Patients, production, and collections.

But this motivated duo wanted more! So, they used the momentum from this first success to grow their practice even more… Scheduling regular trainings, investing heavily in their team, revamping the office… By October 2013, they had enrolled in the 5X Coaching Program and working closely with their personal Program Advisor to MAXIMIZE the business and increase their revenue!

By July of the NEXT year, (after over FORTY years of previously owning a Practice,) Dr. Wilk and his wife saw over $1,000,000 in gross production.

Dr. Wilk has risen to the challenge of improving his Practice, his team, and the patient experience, but he hasn’t stopped there. In fact, since joining the Scheduling Institute in 2013, he has also fully embraced our challenge of IMPACT—devoting himself and his Practice to the idea of giving back to the community and the world around them. Let’s check out some awesome examples of how Dr. Wilk, Julie, and their hardworking team at Grand Avenue Dental have used success as a vehicle for impacting others…

 

Guatemala Mission Trips:

Both Dr. Wilk and his wife have donated a lot of time and energy to serving communities in Guatemala. From working with the Hartford Rotary Foundation, to participating in dental missions, the couple’s combined visits total to 13! They cite this experience as an inspiration to become more heavily involved in serving their Hartford, WI community at home. “Patients need things out of their reach that we can provide for them,” Dr. Wilk said.

 

Volkswagon Beetle Giveaway:

In 2013, Dr. Wilk and his team held a raffle to give away a brand new Volkswagon Beetle. Community members entered the raffle all year long by referring a friend to the Practice, writing an online review, liking them on Facebook, or becoming a New Patient, and the big drawing was held in December of that year.

The woman who actually won the Bug couldn’t have been more grateful… “It was so much more than just a car,” she said. By selling the prize, she was able to pay down her debts and pay her bills—something that had caused a huge struggle for her and her husband at home.

 

Pinktober:

October is Breast Cancer Awareness month, though at Grand Avenue Dental Care, it has another exciting name… Pinktober! Nearly five years ago, Julie Wilk was diagnosed with breast cancer. After two surgeries, chemotherapy, and radiation treatment, she has been cancer free for over four years!

Breast Cancer Awareness month is near and dear to their hearts, and everyone at Grand Avenue Dental Care feels very strongly about the importance of cancer research to helping women and men recover from this difficult disease. That’s why every year they decorate hundreds of pumpkins white and pink—they paint them, glitter them, marker them, and sell them to raise money for the cause! In October 2013, the office raised over $1,000 for cancer research.

 

Dentistry from the Heart:

Every year, Grand Avenue Dental Care sacrifices one or two days of production to donate their services to the less fortunate in the community, especially the homeless and those who can’t afford dental care. “This is an opportunity to give back to our community in a really meaningful way,” said Dr. Wilk. They might provide anything from cleanings, to crowns, to extractions during this day of charity… Just to spread smiles throughout their city.

 

Sharing Smiles, Sharing Water:

This program is the latest in the Practice’s charitable efforts. For every bottle of branded water that they hand out to patients, Grand Avenue Dental Care will make a donation to the Hartford Rotary Foundation—a local group that is building fresh water wells in Guatemala and Haiti, to help communities with no other available resources.

Having fresh, clean drinking water will help to stop the spread of disease and bacteria that currently cause so much sickness and death in these areas. Dr. Wilk and his team are currently accepting donations, and are aiming to raise at least $5,000. This amount will fund a brand new well, from start to finish, and the training of local community members in Haiti or Guatemala to help maintain the well.

 

Patient Appreciation Night:

This has become a fun tradition for Dr. Wilk and his team members. One of their personal favorites? When the office rented out an entire local movie theatre and played Frozen for their patients’ families—even giving out free popcorn and other concessions! The local news came to cover the event, which was a huge success. Dr. Wilk’s and his team successfully brought the community together for a night of Frozen fun… Who ever thought a dental Practice could be so cool?

 

As you can see, being a truly GENEROUS office is a business strategy with an incredibly high ROI. People who don’t give back their time, energy or money will find that they never have enough of it… They can work, and work, and work…. But they will always need “a little more”.

However, if you can develop the self-discipline required to become generous of your time, energy AND money, you’ll naturally build a margin in each area. Not only will giving become easier, and make your life more purposeful and impactful—you’ll also find that you don’t even miss the time or money that you gave away!

We can’t overstate this fact: if you practice generosity, you position yourself on the path to wealth. Position your Practice favorably by taking a page from Dr. Wilk’s book, and make serving your community a priority this year. We guarantee that it will help your business to grow and thrive like you wouldn’t believe… Because clients WANT to give their money and business to someone who will do good things with it!

 

To find out more information… Check out our short video at www.bitly.com/DrPeterWilk, and hear firsthand from Dr. Wilk about how to use this concept to maximize your ROI! Or call 866-917-2808 and find out how the Scheduling Institute can help YOU build your collections and personal net worth, while giving back to the community in a significant and lasting way! 

 

Until next time,

jaysig

Jay Geier

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The Truth About Practice Owners: Breaking Through the Static

I want you to think back to the day you decided to be a doctor. Obviously, this career path required some advanced education, so you went to school, studied hard, and became a professional. Whether you are a dentist, orthodontist, chiropractor, lawyer—whatever your niche, your specialty is probably not business.

You probably didn’t go to business school to learn how to MAXIMIZE a business’s worth, or how to be the best possible business owner.

But think about it… Isn’t that exactly what you are? You decided to be a professional, you studied in this field and got your license… But the day you officially opened your Practice doors—BAM! You suddenly became a business owner, whether you liked it or not.

To put it plainly, you have TWO choices as a business owner:

  • To grow the business and prosper
  • Maintain the business, but don’t grow it.

So, assess yourself. What type of business owner are you—#1 or #2?

It might be helpful to think about the last five years. Compare your statistics—the size of your Practice, your New Patients, production, collections, etc. Look at your income, your net worth, and your payroll. Has your Practice grown tremendously in the past five years? Are you experiencing enormous success? Or have you simply MAINTAINED the Practice, and managed to keep your head above water?

If you answered “yes” to the last question, you have a static Practice. It’s not a terrible thing—actually, it can be pretty exciting because it means you have a lot of room to grow, and a journey ahead of you—one where you and your team get the opportunity to explore your full potential!

But you need to understand that as the BUSINESS OWNER, you are the only one that is going to intercede… You have a decision to make, and the sooner the better. If you are ready to embrace a future of growth, challenge, and great success, then the first step is to ADMIT that you don’t know a ton about actually BEING a business owner—and that you are ready to LEARN. I don’t say that to be offensive, but because I want to get your attention, and help you to be open and honest with yourself.

The quickest and easiest way to diagnose if you own a static Practice is by assessing whether you say these two things:

  • “I can’t afford it.”
  • “I don’t have money to invest.”

This “can’t afford” mentality is generated by fear, and this fear is what causes and perpetuates a static Practice. I call this the “play it safe” mentality and—I hate to break it to you—but if you continue to operate this way, you will be closing your Practice doors much sooner than you’d planned.

It might seem obvious, but you’d be amazed at the number of Practice owners that ignore this advice: invest, invest, and invest some more. Investing is one of the most positive habits that you can possibly create in your life, and the key to becoming a successful business owner. If you have a business that’s not growing, it’s because you haven’t made the correct investments and decisions to grow it.

Let’s look at a successful business—Apple, for example. After Steve Jobs passed away, Apple became one of the most valuable companies in the world. It didn’t just disappear or shut down because he died… It actually went on to survive him and THRIVE because of the calculated risks he took, and the string of positive investments that he made. Similarly when I die, the Scheduling Institute will continue without me. That’s the sign of a strong business, and a well executed game plan.

So ask yourself… Are you executing a game plan to slowly wind your business down, or to have it grow, thrive, and outlive you? What investments can you make in 2015 that will help get you on the path to financial success, and get your Practice out of the static zone??

If you’d like to invest in:

  • learning practical, applicable business strategies that will increase your revenue within a MONTH
  • having an accountability partner with over 25 years of experience with growing Practices
  • team trainings that can DOUBLE your production and collections
  • improving the Patient Experience

… then the Scheduling Institute is the safest investment bet that you can make. We have won over SEVEN Townie Choice Awards (voted on by our clients) and our Practice growth strategies have been successfully implemented in tens of thousands of Practices worldwide. Call 866-917-2808 today and make the decision to build the future you deserve.

Until next time,

jaysig

Jay Geier

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The Strategy That Will Allow You to Work LESS… While Making MORE Money

Something to think about this Monday:

Your practice is incredibly important to your life, but it is NOT your life. Never make the mistake of thinking that your practice is your whole life. It should be used as a vehicle for impact, for financial security, and for living the life you want to lead. It should never take priority over your family, your health, or your happiness.

When many of our clients came to us, they found themselves in this exact situation. The practice, rather than being their Golden Goose and the answer to their prayers, had become a complete nightmare. It was sucking away all of their time and energy, and they had become these exhausted shells of themselves. You could see it in their eyes!

Dentistry has, as many of you know, the highest suicide rate of any occupation, and after all my years working with dentists, I understand why. Too many of you treat yourselves like robots, run by motors. You show up five days a week, open to close, bent over patients in tiny treatment rooms. You work yourself to the breaking point.

Seriously, you’ve got to stop acting like you’re still in your twenties. You’re not! Your back is aching, your eyes are strained, and you are literally killing yourself one day at a time. There is a better way to supercharge your practice, I promise you, and I will share it with you like I’ve shared it with so many of our clients.

Let’s start with an honest self-assessment. On a scale from 1-10, I want you to rate yourself on how close you are to fulfilling your potential. I’m talking about from the moment you get up in the morning to when your head hits the pillow at night. Is it safe to say that you probably aren’t a 10…? Well, NONE of us are!

That might seem discouraging, but trust me—it comes with some great news… I can guarantee that you’ll increase your rating by 2- 5 points by the end of this year just by making ONE adjustment to your perspective, and how you manage your time.

 

Work Smarter, Not Harder

You need to work SMARTER, not HARDER. Instead of trying to do everything yourself, you need to realize that it’s actually about what you can get other people to do.

For starters, (and I can’t stress this enough—) hire more producers. There are relatively few industries where you have this golden opportunity to SUPERCHARGE your results just staring you in the face… And a lot of you aren’t even taking advantage of it. I think it’s because most dentists don’t know HOW MUCH they’re missing out on… 

We have helped thousands of dentists to hire and train associates who can literally double their practice’s monthly production. The math is simple. You’re only ONE person, and you can only produce X amount. There are millions of other people in the world with your clinical skillset. IF you duplicate yourself by training another person to do what you do, you also duplicate production. The same thing goes for getting a second associate. You’ll be able to produce 3X— triple what you were producing on your own.

Another way to work smarter not harder is to delegate your daily responsibilities to other team members, so that you can focus on doing what you do best. A.K.A… STOP DOING $10 an hour work! You shouldn’t be fixing computers leaky sinks, or running to get your own lunch, or buying your own office supplies. Your team members can do that while you are working on HIGH MARGIN PROCEDURES that are worth between $100 to $1,000 an hour!

Our goal is to help you OWN your role as a Clinical Director—and to do that, you need to maximize your productivity without running yourself down. Once we’ve helped you to perfect this strategy, you will be able to work less (2-3 days a week), make more money, have a flexible schedule, longer vacations, and refocus your time and energy where it belongs… with your family! Can you honestly say that doesn’t sound like something you’d be interested in?

Let me know if you’d like to get started training your team to be an efficient well-oiled machine, or implementing an accountability-backed action plan that will help you to drastically increase your production and yearly income! Call my team at 866-917-2808 today, and start taking charge of your life again.

 

Until next time,

jaysig

Jay Geier

 

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