Get More New Patients NOW

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When my team and I analyze practices that are prospering, and we analyze practices that are suffering…. The common denominator is YOU.

You are either the one that takes your practice in a bad location, in a bad economy, with difficult life circumstances, etc, and still builds a successful business, OR… You are the one that has a practice in a great location, with an all-star team, and every opportunity in the world– but your practice is still stagnant or declining. What I’m saying is, it doesn’t have to do with your practice… Your “bad luck”.. Your team…

It’s all about YOU.

Most teams are doing what they were told by the doctor. So when you really dive in and look at team performance, that performance is a mirror image and a direct reflection of the doctor. That’s why the only way we can make an impact in your life or your practice is if we start with YOU.

Let’s start with a quick review. These are the three ways you grow any business:

  1. Increase new customers (in your case, patients)
  2. Increase the frequency of purchase… Which, in your practice, means having a patient come more often/come more times.
  3. Increase the size of the purchases… Which means adding services that people can buy in addition to the basics.

(By the way, there are hundreds of different things that belong under each of these sections… If you become a client, we will go into detail with you on an action plan for all 3. But for now, time is limited. We are just going to focus on number ONE.)

Let’s get started.

 

I want to talk specifically about the new patient pipeline. Take a look at the illustration below.

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At the beginning is a marketing piece… A referral… Something that gets the new patient’s attention. Then you’ll see the initial point of contact–typically it’s a phone call that the patient makes to your practice.

This is where we reach the threshold… And this piece of the pipeline is SO important. If a patient doesn’t get across the threshold of your door, you have ZERO opportunity with them! So your case presentation could be great… You could offer a ton of unique, high-level services, you could build a relationship with this patient, receive referrals, etc… But you know what? If they drop out of that “pipeline” without making it across the threshold– the moneymaking part of the process is completely lost. The patient is GONE.

The thing is, there are tons of people outside of your door… There’s no shortage of people in your town… It’s just that you can’t get them in the front door!! You are failing the “threshold challenge” because you are only getting 6, 7, 12, 15 patients per month! Why aren’t you getting more new patients? Ask yourself that question.

Now… Here’s the part that’s going to be tough to wrap your head around… And I say that because it’s something that goes on in your practice that is just SO low on your radar… You don’t think it could be preventing HUNDREDS of patients from crossing the threshold into your practice.

It all comes down to your telephones. Think about it. It’s the step directly preceding the threshold in our pipeline… And so many practices don’t realize how CRUCIAL this one step is to their ability to 1) gain new patients and 2) increase their production and collections. We’ve listened to (literally) hundreds of thousands of phone calls, and we hear it time and time again… Your team does not know how to effectively and consistently schedule new patients on the telephones. You might not like hearing it, but it’s the truth. They are butchering these phone calls, time after time.

But this is important:

Is it your team’s fault? Of course not!!! You’ve never invested in training them with the skills they need for success! But that being said, their lack of training on the telephones is currently crippling your practice’s profits and your team member’s personal success! Not only could YOU be making more money… Your team members could be thriving financially and reaching their full potential!!

Scheduling patients on the phone is a precise, highly tested formula. Each phone call needs the perfect greeting. Your team needs to know how to handle all variety of patient questions. They need to know how to take control of the conversation and transition (without “verbal vomit” or long unnecessary chatter.) They need to know how to “close the sale” a.k.a appointment, AND they need to know the appropriate way to get a patient’s contact information. And you know why I can tell you all this without worrying that you’ll be able to recreate exactly what my team and I are doing…? Because honestly–and don’t take offense– you couldn’t if you tried. And I’ve seen TONS of people try. You don’t know the ins and outs of this formula. You definitely don’t know any part of it well enough to TRAIN someone on it. This phone process isn’t something you’ve EVER LEARNED.

You are probably a brilliant dentist. You might even be a decent business man (maybe you learned from someone in your family or are self taught, even though they don’t teach you about running your own business in dental school.) But there’s one thing I can guarantee that you don’t know the first thing about…

And that’s scheduling patients consistently and effectively on the phones! Fixing your new patient pipeline. Succeeding at the threshold challenge and getting more and more new patients actually IN YOUR DOORS so you can provide them excellent care and services.

Look. It is what it is.

I don’t have to skew the data about how practices are handling phone calls… Because the data is all there, and it proves my point a thousand times over. We’ve collected hundreds of thousands of calls. Not a single one (that hadn’t been trained) was handled effectively. Nada. It never happens.

So, there are a few different ways you could react to this information.

  1. Denial. It’s probably the most common. “My office isn’t like that,” or “Judy has been doing this for years.” Ok, but has she ever been trained on how to ACTUALLY schedule patients?
  2. Anger. This is a big waste of time. Listen… Don’t be angry at your team. Don’t be angry at me. You need to take control of your practice and actually do something about this problem. Today.
  3. Passive aggressive response. This is where you feel let down but you never communicate it. You’ll just give your team a look. Or write my company an angry email. This is pretty unproductive for everyone involved. And it still doesn’t FIX anything. You will continue to lose patients week after week, month after month…
  4. Fix it yourself. You think I’ve told you the problem, and you know how to fix it. So you bring in your team member and you try to DIY…. Well, let me just say… You don’t know how to fix it. I mean you can try– I’m not saying this to criticize you, but you can’t be a specialist at everything. I train people on the phones every single day. I don’t try to fix my own teeth–because I know I’d totally screw them up. You need to let experts train your team, and I guarantee… You will see a huge jump in your results.

I invented this process. My team and I have the largest company that does this, the most resources, and the most expertise. The other companies you’ll find that do similar things –and I don’t say this to sound arrogant, but it’s the truth–they’re knock offs. The Scheduling Institute is the original phone training company for dentists and doctors. We want to help your team really reach their potential. We want to develop them into goal-oriented, results-oriented people. We want them to work smarter, NOT harder. And we want YOUR practice to have the chance to drastically increase your production and collections, and to get tons of new patients over that threshold.

So, if you are ready to see a serious transformation and to go full steam ahead into a new financial future, take our 5 Star Challenge. See how your team checks out. Do it for them, and do it for you! It literally takes two minutes and it’s free. You have NOTHING to lose and everything to gain from this opportunity. Go www.SchedulingInstitute.com/sign-up/readiness-rating/ and fill out the basic info, and we will send you a FREE rating that will help you get started on increasing your new patients. It’s that simple. But it’s up to you.

 

Until next time,

jaysig

Jay Geier

 

 

The Sure-fire Way to Increase Your Income

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Monday can be one of two things… It can be a slow, whiny, depressing end to a great weekend… OR it can be an explosive, productive, maxed-out start to an incredible week… Which becomes a month… Which becomes a year. It might seem like just another day–  but what if you transformed your Monday stupor into a motivation fueled launchpad for success?

Since I want you to make the very most of this Monday, I’m going to use today’s blog to hit you with some truth.

If you want to increase your income, you must first increase your value.

What do I mean by that? Well, let’s say you want to earn an extra $100,000 this year. That is your GOAL. Now ask yourself the question, ‘Who do I need to become to be an extra $100,000 more valuable? How do I increase my VALUE by $100,000?’

See, most of us are self-absorbed in all the wrong ways. We think we DESERVE to make more money. We think we DESERVE our team’s respect. We think it’s all about us, us, us… But when was the last time you thought long and hard about what you need to DO and BECOME to deserve all of the things you want in this lifetime?

It might sound like a simple concept, but most of us are not currently embodying this idea. It’s Monday. You showed up to the office. You are doing what you “have to do” to get by… To get home and kick back on your sofa. I don’t blame you… We’ve ALL been there. But why do you think you DESERVE to make more money, live a nicer lifestyle, be happier, etc, etc. if you aren’t setting BIG goals and really pushing yourself to achieve them? That’s just crazy!

I want you to take a minute and think about how you could BECOME more valuable… Do you need to be more efficient? A better leader? A better follower? A better communicator? A better people-person?

Or do you need to learn to become a better investor? Maybe hire a coach to help you make difficult financial calls?

What is it? What would significantly INCREASE your value? If you can’t think of anything off the top of your head–try asking someone that’s close to you… And make sure it’s someone who’s not afraid to be honest! Trust me. You’ve got room for improvement. We all do.

Here’s one way to look at it… Most businesses have some amount of “unrealized revenue” (aka the money that’s still “on the table” because you aren’t maximizing all of your available resources.) Similarly, you have your own personal “unrealized revenue”…  But it isn’t a concrete dollar amount– it’s your success potential! Your earning potential. Your HAPPINESS potential.

So, one more time– If you want to increase your income, you must first increase your value. Try to repeat those words to yourself this week. When you find yourself dragging, let these words light a fire beneath you. YOU are the only one who can control how much money YOU make. You are the only one who can control the kind of legacy you leave behind. So, what’s it going to be? 

Commit to making positive changes this quarter. Call 844-242-1992 today to talk to my team about creating an action plan and getting started training your team. I guarantee that you will see your results improve within a few short months. I can’t wait to hear your success story.

Until next time,

jaysig

Jay Geier

Why Your Exit Strategy Should Keep You Up at Night

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Let’s play a game called “Name Your Price.” Imagine there’s a knock on your office’s front door. It’s a corporate investor. He wants to buy your practice and roll it together with five other practices, and he’s willing to cut you a big check to help you make up your mind. So… Name your price!

How much money would he have to wave in front of your face to convince you to sell your practice right then and there? Are you thinking of a number?

Whatever your number is… It’s the WRONG answer!

 

You heard me… Wrong, wrong, wrong! But before we get into that trick question, I’d like to take a step back and talk about Rich People and Poor People. Over the years, I’ve noticed a fundamental difference between Rich People and Poor People—besides, obviously, the size of their bank accounts. A lot of it comes down to the way that they think. Rich people are, by nature, long-term thinkers. The majority of poor people, on the other hand, tend to live moment-to-moment without ever creating a big plan. They are short-term thinkers.

So, what does that mean for you? It means that if you want to become successful beyond your wildest dreams and make boatloads of money, you need to create a longterm plan. You need to set your sights on a big goal—one that gets you really excited—put your head down, and get things done. You need to make wise investments that will allow you to push your potential. And most importantly, you need to keep your eye on the big picture… (Even when someone is waving a fat check in your face.)

This is your Wake Up Call. Corporate investors are going to come knocking. They are going to try to buy your practice out from under you, and I can tell you one thing… They’ll make an offer that is GREAT for them and not-so-great for you. 99 times out of 100, you’ll get the short end of the stick. But you’ll be so distracted by the easy money that you won’t realize it until it’s too late.

Do yourself a favor. Start thinking like a Rich Person. Keep the long-term plan in mind. A $500,000 check might make your head spin now, but that chunk of money won’t last forever… In fact, it’ll be gone in the blink of an eye! Your practice is your golden goose. It is worth SO much more to you than $500,000 or even a million dollars. It has the potential to provide generous financial margin for you until the day you die… And to continue providing for your family even after you’re gone.

That’s why you need to seriously RETHINK your exit strategy.

 

Don’t just create a plan to sell… Take the next five or ten years to grow your Practice as much as possible before you even consider selling. Come up with an exciting goal, create a plan, put your head down, and start making practice-growth investments. Focus on team trainings, resource maximization, facility improvements, etc. You should use this time to increase your new patient numbers, collections, production, and referrals… Buyers want to see numbers that are trending up! In fact, a Practice that has stagnated (or even worse, declined) are much more difficult to sell… So don’t accept those downward trends!

And creating an Exit Strategy isn’t just for us old-timers, by the way… Young dentists, all of this applies just as much to you! You have even more time to plan—but you need to get started NOW. Today. Start considering a few important questions…

-What does your timeline look like?

-How many more years do you plan to practice?

-How much time do you have to turn your practice into a marketable goldmine?

At the end of the day, the choice is yours. Maybe you’ve already made up your mind—you think you’re ready to sell because you aren’t enjoying dentistry like you used to… You’re fed up. Exhausted. DONE. But are you really ready to throw in the towel on something that you’ve poured so much hard work into? What if—and bear with me—you could reignite your passion for dentistry and learn to love your work again? What if all it took was making a few strategic changes that would produce enormous, exciting results?

Are you willing to give it one last shot?

To find out how to significantly increase your new patients and begin those upward trends within a few months, call 844-242-1992 today. Let us help YOU put your Exit Strategy into motion.

 

 

Until next time,

jaysig

Jay Geier

How Your Obsession With “Greener Pastures” is Hurting Your Career

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The number of years that you are intentional in all areas will minimize the number of times you look over the fence.

What the heck does that mean? That means if you are highly intentional about setting goals and succeeding in all areas of your life… If you are intentional with your time, your money, your energy, and your resources… Your life will be so ridiculously cool that you won’t need to look over the fence. You won’t even WANT to look over the fence.

In fact, you will have designed everything so perfectly that you’ll already have everything that you want.

For example–and I don’t mean this arrogantly, but I want to provide a bit of insight–I don’t read about celebrities. Ever. Honestly, they don’t interest me. Their LIFESTYLES don’t interest me. Their DRAMA doesn’t interest me.

You know what I know about celebrities? Hollywood has an incredibly high unemployment rate and most celebrities don’t have any appreciating assets. Many of them actually have major complexes about their money because they don’t feel like they earned it. Many of them destroy their lives with alcohol, drugs, and bad relationships. I mean, a lot of Hollywood is actually a very warped place.

Yet people still watch TV shows about celebrities lives… They still obsess over Hollywood’s riches. Why? Because we are a society of voyeurism. We are OBSESSED with “greener pastures.” We have this compelling need to peek over the fence.

Let me tell you something. Every single minute you spend looking at someone else’s life over the fence is another minute you don’t spend WORKING on YOUR life. It’s another minute you let slip away. It’s another minute you aren’t intentional about getting where you want to be. Do you get what I’m saying?

YOU–and you alone– have complete control over where you end up. You have control over your lifestyle.. Your income… Your relationships… Your happiness. You’re going to think I’m crazy, but bear with me for a second…

You get what you deserve.

No–I’m not talking about diseases. I’m not talking about sudden and untimely deaths or tragedies. If you are the kind of person that likes to take things the wrong way– take a deep breath. I’m saying that 99 times out of 100,  people get exactly what they work for. If they put in the preparation and the intention, they get incredible results. And if they put in mediocre effort and mediocre preparation–well, they get mediocre results. So, what do your results say? Are you being INTENTIONAL with your time, energy, and money? Or… Are you busy looking over the fence into greener pastures?

If you’re fed up with mediocre, now is the time to do something about it. Not tomorrow. Not next week. Not a year from now. NOW. Scheduling Institute has won 9 Townie Choice Awards for a REASON. We are the largest dental training and coaching business in the whole industry for a REASON. We were named one of the fastest growing companies in Atlanta for a REASON…

We know what we are doing. It’s that simple. 20 years of experience and thousands of doctors can back me up on that fact… We know what we’re doing. We KNOW how to grow your practice to the next level. We know how to help you achieve incredible results. And we can help you reach a level of success you’ve only dreamed about. Call 844-242-1992 today, and ask about our On-Site Five Star Telephone Training– the single most results-driven training in the dental industry.

Friday Focus: Your Q1 2016 Assessment

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It’s the final week of March, and we’re nearing the end of Q1, which means… It’s time for a critical self-assessment.

But before we jump in, here’s an important memo:

It’s NOT OVER TILL IT’S OVER! Don’t start counting your Q1 losses before the first of April. You’ve still got time! My team has pushed out some of our most amazing Quarters in the final days… You just need to make sure you are motivating and encouraging your team to squeeze out every last drop of their potential! You’ve got to fire them up to really reach amazing results! (Maybe an end of Quarter contest?)

And secondly:

Learn to live in the IN-BETWEEN SPACES. If you end up missing one of your goals for Q1 by a LONG SHOT… Hear me out. It’s OKAY. Seriously! A lot of times, the journey is more exciting and more rewarding than the goal itself. You just need to learn to live in that in-between space–between the beginning of your journey and your ultimate goal. You need to accept that you are making PROGRESS. As long as you are making progress, life is good. Remember that.

Now that we’ve got those out of the way, let’s talk about some other things. I want you to ask yourself a few questions… Were you happy with the progress you made this Quarter? What about your team–what kind of growth did you see in your team members, both personally and professionally?

If you feel like this first Quarter DIDN’T go as well as you’d hoped, you need to make some changes. It’s that simple, but we all tend to complicate it. So, start brainstorming! To help you out, I’ve included a list of ideas that are frequently used by our clients when they need to gear up for a bigger and better Q2.

  • Schedule a telephone training to maximize your new patient numbers.
  • Update staff incentives to align with practice goals.
  • Start sending monthly newsletters to patients.
  • Get active and inactive patient lists cleaned up.
  • Hire a marketing person.
  • Fire someone who should have been fired 6 months ago.
  • Hire someone who should have been hired 6 months ago.
  • Arrange regular staff meetings 
  • Hold morning huddles to get each day started on the right track
  • Set a marketing budget. 

Hopefully these will get your brain working on some new solutions. Remember… Q1 isn’t over yet! You need to maximize Every Single Day until April 1st. And then, when April 1st rolls around… DON’T LOSE MOMENTUM! If you play your cards right, your Q2 can blow Q1 out of the water. Your goal is to get your team SO excited about serving patients that they come into the office with a smile on their faces every single morning.

Call 844-242-1992 today to schedule your team training– guaranteed to boost your new patient numbers (as well as your production and collections!) To find out what other doctors are saying about our in-office trainings, click here.

Rest up this weekend. Get ready to give it your ALL on Monday.

You’ve got this. 

 

Until next time,

 

jaysig

Jay Geier

Are You Investing in Your Confidence?

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Confidence is the most important human ability we can develop.  With confidence, anything is possible.  Without it, very little gets done.  One definition is: transforming fear into focused and relaxed thinking, communications and actions.

In order to maximize your opportunities, you must generate confidence and protect it like you would any other important asset.  Your confidence is your greatest asset and creating and maintaining confidence is what makes that asset produce at a high level.  Have you ever looked at it that way?

Time and money spent to create and build confidence is an investment not an expense. Think about what gives you confidence. Create a list of specific actions that help you build confidence.

 An example would be exercising daily.  For many people, this habit seems to have a dramatic effect on confidence, which translates into output, productivity, attitude and much more.  Reading and studying things that you are passionate can create confidence as well. Maybe its being with your family, or getting 8 full hours of sleep each night. Perhaps it’s participating in a recreational hobby –like a team sport or playing an instrument!

Take a minute to brainstorm…

What are your Top 10 Confidence Builders?

1.________________________________________

2.________________________________________

3.________________________________________

4.________________________________________

5.________________________________________

6.________________________________________

7.________________________________________

8.________________________________________

9.________________________________________

10._______________________________________

Appreciate these activities for their value and protect the time needed to do them consistently.

**Remember… It’s equally important to think about what destroys your confidence.  For example… Poor body image, lack of sleep, associating with negative people, and not feeling purposeful in your career are all things that could be SHREDDING your confidence.

So, here’s your challenge… This week, make a point to take a few steps away from whatever is shredding your confidence and a few steps closer to the thing that makes you confident.  You will notice an immediate impact.

If you feel like your lack of confidence is coming from a lack of direction with your practice, we can help. Scheduling Institute has assisted thousands of doctors in training their teams, reaching incredible production and collection goals, growing their practices, and reclaiming their lives. We offer the most results-oriented On-Site Trainings and consulting programs in the industry. Don’t hesitate to reach out to us. Call 844-242-1992 today and start building your confidence!!

Until next time,

jaysig

Jay Geier

 

Are You Making the Most of Your Social Media?

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It’s official… A social media craze has swept the world. Whether you’re in the United States, Sweden, Russia, or Japan, chances are–you have a personal online presence.(And if you’re in the majority, you check your accounts multiple times per day!)

That’s exactly why it is CRUCIAL that your practice 1) creates and 2) maintains an engaging, interactive, educational and relevant social media presence. I’m talking Facebook, Twitter, LinkedIn– you name it!

Don’t worry… You don’t need to be in charge of running all of those accounts! I’m certainly not in charge of all of the Scheduling Institute’s social media! That would be insane… Instead, you should hire a Marketing Professional to not only take on your practice’s marketing endeavors (campaigns, sequences, etc.) but also to handle your online presence. (And don’t limit yourself to social media… Make sure you have a snazzy, modern, updated website as well!! You can have one created for fairly cheap.)

Now that I’ve given you the WHY, let’s talk about the HOW. Here are a few great ways to use the World Wide Web to your advantage:

Social media for SEO (search engine optimization) – This is basically boosting your presence on search engines like Google, Bing, etc. To get to the top of these “lists”– add great content to your site, build up your following, engage with your social media followers, focus on what you do well and become an expert in that field. Get links to your site from other authoritative websites in your space, and work on becoming an authority in your space on social media.

Actively seek out your patients through social media – Depending on your patient base, you may be able to drive patient interest through social media interest. Sites such as Facebook, Twitter and the more visual platforms such as Instagram and Pinterest are great places to engage your patients and get new ones.

Tell Your Story – Now more than ever, people want to feel a personal connection to where they spend their money. This is GREAT news for smaller, privately owned businesses like dental practices. Build your likability and build a personal connection with your patients by sharing your practice’s journey and your accomplishments. Social networks are a great place for you to really bring your brand alive and create loyal advocates! You should highlight any and all 1) community service done by you and your team, 2) team building days or activiries, 3) patient appreciation events, 4) charitable giving….. You get the idea! Use pictures and funny, clever captions to engage your audience and bring these “likable” features to life!

Don’t forget… You’ve got to make the most of every single opportunity you can get your hands on. If you are neglecting your practice’s Online Presence, I’m telling you… That is a HUGE missed opportunity!!! Now is the time to take action and get in control of your future.

 

Until next time,

jaysig

Jay Geier