What Does Your Response to Failure Say About You?

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Imagine that you’ve won a contest. As your prize, you get to spend an afternoon learning pointers from the richest and most successful doctor in the world. He tells you something he’s learned from personal experience–something he’s been doing for many years. He recommends saying one specific thing to each of your patients.

The next day, you go back to your practice. You decide to test out this new secret on your first patient. You say exactly what he taught you to say… And it doesn’t work.

Well, I’ve got news for you. That’s really not important. Only one thing is.

What do you do next?

Do you try it once and then give up? Or do you tolerate the failure… And keep trying? 

If you’re like most people, you’ve failed at a lot of different things. It’s human. But the unfortunate thing about most people is that they never learn to pick themselves back up. Most people never acquire thick skin. They go their whole lives walking around as flimsy as feathers, with no real, unbreakable resolve. They try something; it doesn’t work. They’re done. And that’s the sad truth.

So, I want to know: what kind of person are you?

Are you the person that can make things happen? Who has figured out how to push past their failures and frustrations to achieve the result they desire no matter what?

Or, are you most people? Someone who can’t make things happen and relies on blame and excuses? Who gets beaten down and defeated by failure?

You can have the perfect plan. You can have all the right moves. You can be the greatest doctor on the planet. But if you can’t tolerate failure, it’s all irrelevant. You will never accomplish your dreams. You’ll quit before you even get close.

A lot of people go their entire lives without realizing that they’ve carried a crippling fear of failure with them ever since the first time they failed. So, let me ask you one last question: what failures are you dragging along with you that are holding you back from your future? It’s time to do some serious self-evaluating. Now. The first month of 2016 is officially over, and Q1 is in full swing. Let go of the failures that are haunting you. Get up, dust yourself off, and get to work.

Call my team at 866-917-2808 and find out how we can help you create an action plan and jumpstart your practice’s path to success. Or, if you don’t feel like chatting, visit us online at www.SchedulingInstitute.com and take our FREE practice assessment to get started. It takes two minutes; it’s totally free, and it could be the turning point in your career. 

 

Talk to you soon,

jaysig

Jay Geier

 

The ONE Word That All Successful People Have in Common

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Today, I’d like to talk to you about being intentional. It’s a hot word right now–you’ll hear it everywhere from business lectures to church sermons and with good reason. This one word is the defining factor of your success.

Being highly intentional involves a ton of preparation. For example, let’s consider a group interview. The most intentional (a.k.a. prepared) person to walk into the room will win… 9 times out of 10. It’s not rocket science. It’s common sense.

I remember seeing this one Giants game where Odell Beckham Junior made the most incredible one-handed catch. I had never seen anything like it… It was literally jaw-dropping. Later, I happened to see a T.V. special on Odell, and do you know what he said? He said that he has been practicing that one-handed catch every single day for years. Some people thought he was crazy… They’d ask him “Why are you devoting so much time to a one-handed catch?”

The point is, those other people will never make a catch like that. Not gonna happen. No way, no how. And that one, jaw-droppingly gorgeous catch was what propelled Odell Beckham Junior into instant fame. Everybody talked about it. But no one knew all of the work and preparation that went into that moment.

So… How does this apply to you? We’re one month into 2016, and I’d like you to ask yourself… How intentional have you been so far this year? Do you have your calendar and your schedule blocked out, day by day? Are you focusing on the correct priorities? Did you PREPARE for 2016?

I can guarantee that if you look back on 2015, you’ll find one thing to be true. Every single area where you missed your goal or underperformed– that was due to a lack of preparation. That was due to an absence of intentionality. And if you don’t start preparing for the rest of 2016 NOW…. You are going to make the exact same mistakes.

Here’s my final word of advice. If you want to see changes in certain areas this year, you need to print out your calendar, sit down with a pen, and spend some time making intentional priority adjustments. I have to do it all the time! In fact, I analyze and tweak my calendar every 90 days. I go through and take a look at every single one of my processes.

For instance… If you want to have an incredible leadership team, you need to spend time with your team leaders. You need to block off time for trainings, meetings, and out-of-office activities. If you want to become a master of money, you need to block off time on your calendar to learn about money. You need to listen to financial seminars and become highly intentional about this goal.

Success doesn’t just fall into your lap. If you want 2016 to be your best year ever, both personally and professionally, you need to be intentional about it. You need to prepare yourself. Scheduling Institute is ready to partner with you, and help you reach this next level… Whether it’s improving your new patient experience, attracting more patients or maximizing your production. What is your goal? Make the decision to call 866-917-2808 today and change the outcome of your year.

 

Until next time,

jaysig

Jay Geier

Scheduling Institute Scores Its 9th Townie Choice Award!

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I am honored to announce that Dentaltown readers have voted us #1 in the “Consultants & Advisors” category! This is the 9th consecutive Townie Choice Award for the Scheduling Institute, and your support was absolutely overwhelming. Thanks to you, we received 204 votes– more than 4.74 TIMES as many votes as the runner up and 62% of the total votes! We are blown away.

For 18 years, my team and I have been working with doctors like you around the globe–helping them to grow their practices and empowering them to change their lives. It’s that simple, but sometimes we overcomplicate it. We’ve got a knack for that… Which is why a lot of you reading this blog have incorrect ideas about what we actually do.

I believe that this is my calling–it is where my God-given talent meets my opportunity for impact. The support that the Scheduling Institute received in the Townie Choice Awards again this year has only reaffirmed this belief. The truth is, I don’t need to work anymore. I haven’t needed the money in a long time. I’m not telling you this to brag, but so that you’ll understand how much each success story and handwritten thank you note means to me… I am blessed to be a part of it all.

This 9th Dentaltown Townie Choice award is a huge victory and milestone for the Scheduling Institute, and we could not have achieved it without you. To those of you who have taken a leap of faith and entrusted your practice growth to my company– thank you. Thank you for knowing that true success always requires risk. Thank you for believing that you don’t know everything, and for dedicating yourselves to becoming lifelong learners. And most of all, thank you for sharing my vision of impact. I hope to work with you and your practice for many more years to come.

If you haven’t reached out to the Scheduling Institute, I’d like you to consider something for a moment… Your peers have voted us above all of our competitors nine times in a row. That kind of record makes no sense unless we have something truly unique to offer.

So, I’ll end with this. Today, right now, before you finish your usual routine and get into bed– I challenge you to try something new. Put some faith into what your peers have to say, and trust that we genuinely know our stuff. With our help, thousands of doctors have doubled, tripled and even quadrupled their new patient numbers, and their production and collections have skyrocketed. Their numbers started rising within weeks of their very first training. These are the FACTS. Don’t you want in on the action? We’d love to help you write your story. Call 866-917-2808 to get started. Or, visit us online at SchedulingInstitute.com and get your Free Practice Rating today!

 

Until next time,

jaysig

Jay Geier

How Sturdy is Your Foundation?

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You don’t have to be a genius to know that every building needs a solid, well-crafted foundation. Unless you have a death wish, you’d never ask a contractor to start building the first floor of a new office without first creating the foundation.

You know that the foundation carries the weight of the structure, and without it, the whole thing’s unstable.

Maybe you’ve never thought about it this way, but your telephones are the “structural foundation” of your Practice—the first and most important point of contact with a patient. What does that mean? It means that if you want your Practice to grow and operate at maximum capacity, you need to start by getting really good at the phones—you need to build from the ground up.

But let’s say you choose to do the opposite.

You start pouring money into other areas of your Practice (marketing or equipment, for example–) before ever training your team on the phones. Well, it’s time for a reality check. You are building a Practice with no solid foundation. You’re limiting your results, crippling your growth potential, and flushing your own time and money down the drain. After all, what’s the point in spending money on marketing to generate calls if your team doesn’t know how to actually schedule the caller? Or buying top-notch, fancy equipment if your schedule’s only half-full? It’s insane!

Let’s take a look at a real case study—Dr. Ryan Roberts. On May 21, 2012—the opening day of his Practice—he had a grand total of two employees, his pregnant wife and another “nice young lady with no experience.” Soon after, he hired a few more employees who he soon discovered were unengaged, and who made the office a negative, unpleasant environment for everyone. In fact, it got so bad that some of his referring doctors—other professionals in the community—told him that patients had been complaining about his rude staff members! And all the negativity was definitely taking a toll on Dr. Roberts. He lacked motivation, was disconnected from his checkbook, in the dark about office stats, and just “showing up” each day at the office, counting down the hours.

But I’ll bet you’ve guessed that this story has a happy ending, right? So, how’d he climb out of the hole he was stuck in? What was his magical solution?

Well, to make a long story short, Dr. Roberts had an “aha” moment. In June 2013, he called the Scheduling Institute with one simple request: to train his staff on the telephones. It was time to start building a solid foundation.

Just a few days later, his team had their first telephone training. “At that time, we had an average new patient load of 107 per month coming into the Practice. We had the training at the beginning of June and literally the next day, we had new patients on the schedule. The schedule wasn’t full and then BOOM, the very next day… It was filling up. All because of how the phone was answered,” Dr. Roberts laughed. “We actually finished that month with 121 new patients. That was a record. And in July we hit 167 new patients [a 56% increase in under 60 days!] All we did was change the phones.”

All they did was change the phones, but here’s what you need to understand… When you invest in the phones, the results don’t stop with new patients. In fact, after Dr. Roberts’ telephone training, all of his numbers rose. New patients. Collections. Production. You name it. Everything was increasing at full speed.

Within just six months following their first phone training, Dr. Roberts’ Practice was able to double their average revenue per new patient—and then double it AGAIN in the six months following that!

The dramatic increase in numbers has caused him to increase his team. He has now hired two part time associates, a full time marketing director, a greeter, a treatment coordinator, a financial coordinator, a team leader, and a team member that’s solely committed to answering the phone. Which was timely, as last July they hit a record 243 new patients!

He’s also well exceeded his original goal of 1.2 million in revenue. “There’s a definite focus in the office,” one team member said. “We have a plan. We know where we’re going, what we want to achieve, and what steps we need to take to get there.” And it all started with the way they answered the phones.

So, here’s the million-dollar question. How sturdy is your foundation? Have you built it for multi-million dollar growth? Or have you been building for years on a pile of sand?

If you are ready to make some intentional changes in your Practice, call 866-917-2808 today to talk to one of my team members about creating an action plan.

 

 

Until next time,

jaysig

Jay Geier

 

Why Avoiding All Risk is the Biggest Risk of All

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Consider this.

What if someone locked you in a box, and you were forced to live for years in the dark? What would you do? Wouldn’t you do everything you could to escape?

Well, what if I told you that you have, in fact, been locked inside a box? It’s true! But the scariest part is that YOU are the one who’s trapped yourself there! It’s called your comfort zone, and believe it or not, it’s the most dangerous place you can be.

The thing is, when you trap yourself in your comfort zone–a box full of fear and stagnation–you prevent yourself from ever taking necessary risks and achieving success. You doom yourself to a lifetime of plateaus and declines.

Day after day, it’s the same thing. You get up. Go to work. Go home. Go to sleep. Get up. Go to work. Go home. Go to sleep. You do this over and over again! Albert Einstein said that insanity is doing the same thing over and over again and expecting different results… And if you are living in your comfort zone, that’s exactly what you’re doing!

Since you’re so caught up in doing the same thing over and over again, it’s literally impossible for you to step back and gain some perspective on what you could do DIFFERENTLY to create CHANGE and improve your results. Sure, I get it– the box you’re in is comfortable! And the idea of breaking through is not only scary… It’s paralyzing.

But the problem is… If you don’t break through that box, you will never be able to GROW your practice. Growth is IMPOSSIBLE inside the confines of your comfort zone. Think about it… Over the past few years of doing the same exact thing… Have you seen significant and exciting growth in your Practice?

I can guarantee that if you’re truly being honest with yourself, the answer is NO.

Here’s the deal. You only get one life and one chance to make the most of it. If you really want to achieve the extraordinary things you dreamed about when you first started your practice, you’re going to have to take a deep breath, and start kicking down some walls.

You need to get OUT of your comfort zone and stay out. You need to start practicing your ability to make calculated risks, and then keep practicing… At first it will be scary, but you’ll soon experience an exciting rush as your business takes off, and then continues to grow over the next 20 years… In fact, the more “walls” you bust down, and the more risks and investments you’re willing to make, the bigger your growth capacity will be. It’s a nonstop loop! But first, you have to recognize that you’re STUCK and make the decision to break free.

So, are you ready to bust out of that tiny box you’ve been living in? Have you decided that your FUTURE is more important than maintaining that comfortable, risk-free zone?

If so, I’d encourage you to reach out to my team and myself for help. It’s the best first step you can take. We’ve been training doctors for over 15 years, and we can help you create a plan of action for growing your practice, increasing your production, and doubling your revenue… And it all starts after your very first training. Call 866-917-2808 today and ask about our tested and proven in-office phone training that dentists are calling the biggest “competitive advantage” in the industry.

 

Until next time,

jaysig

Jay Geier

Dr. Panarello Takes His Practice 10X Bigger!

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Today, I’d like to talk about one of my upper-level 5X clients, Dr. Lance Panarello.

Dr. Panarello is no stranger to working with space and equipment. In fact, before he joined his father to work as a dentist in 1997, he was working in construction, building and renovating homes and businesses with his family. Even after almost twenty years practicing dentistry, he still considers construction and remodeling two of his biggest hobbies!

So what does this have to do with you? Well, I’d like to share with you a little more about Dr. Panarello’s story and the secret behind how his Practice had two ONE MILLION DOLLAR months (and how you can duplicate his success)! But first, let’s talk about how he got started… At a four operatory office with a total of ten staff members.

It was twelve years ago, working closely in a tiny office with his father, that Dr. Panarello first heard about the Scheduling Institute. I had only just begun developing products back then, but I had a cassette tape on “How to Answer the Phones” that was about $300 a pop. Dr. Panarello made the investment and listened to the whole cassette in one sitting. He was sold.

“You were right! It made a ton of sense. No matter how good your marketing is, it doesn’t matter if you don’t know how to answer the phones,” said Dr. Panarello. “You won’t get that patient in the door!”

After working to implement the tape’s strategies with his small team, he was ready for more. He was hungry for change. “Back then, our office was tiny,” he explained, “But as you added products, so did we. You added things we could use, and we kept on using them. We were very good at listening!”

He’s not exaggerating! In fact, they were so good at listening that they worked with my company, the Scheduling Institute, to grow their small office over TEN TIMES LARGER within the next ten years! “I know a lot of us dentists think we’re smart enough to figure out everything on our own, but we’re not. Anyone who’s heard your programs can admit that we wouldn’t come up with this stuff on our own,” Dr. Panarello said.

But he’ll be the first to admit that it wasn’t easy getting to this point. It was a lot of work, and a huge investment—specifically in his space and equipment. When they decided to build out and increase their capacity for new patients, Dr. Panarello and his team knew there would be some collateral chaos.

“We had a trailer as our waiting room… Construction everywhere… It was a complete disaster. At one point, our checkbook read -$13,000 and the bank was calling and my partner and I just shut the door, looked at each other and said—‘We’re going to keep doing the best we can,’” Dr. Panarello stated. “But we made it. Here we are getting almost 300 new patients per month because of what we’ve done with the you guys at the Scheduling Institute. We started with four ops; we now have 32. We started with 10 employees; we’ve grown to 50! We powered through this almost disaster.”

But that’s not all of the gains that Dr. Panarello and his team have made during their Scheduling Institute journey. Since investing in their space and equipment to increase the Practice’s success potential, they have seen mind-blowing production results.

Hygiene Department

Before SI: $25,000 per month

Now: $225,000 per month

Clinical Team

Before SI: $80,000 per month

Now: $725,000 per month

They have invested in arcade games to entertain the kids while they’re waiting, and patient reviews agree that Dr. Panarello’s Dental Healthcare Associates has “the nicest and cleanest facility” that they’ve ever seen. It’s easy to understand why patients flock from surrounding cities; “Call Before Noon & Get In the Same Day” is the Practice’s promise, written in capital letters at the top of their website! What an incredible model of patient-centric care!

“When you’re in the business, you think it’s really hard to get those kind of incredible results,” Dr. Panarello reflected, “but looking back, you realize it’s really easy once you have the systems laid out. Scheduling Institute helps walk you through it and stay in your ear, keeping you accountable. It’s not hard to achieve those numbers if you listen!” he explained.

Thanks to the Practice’s exponential growth, increased production and extra cash flow, Dr. Panarello has been able to take more vacation time than ever before, and spend much more time with his beautiful family. “The office tends to suck you in and take more of your life than it should,” he said, “You have to have the knowledge of how to delegate so that everything isn’t dependent on you. If the Practice “machine” required all my work to stay moving, we’d have a problem.”

I’m proud to report that Dental Healthcare Associates continues to skyrocket and break new records each month, and that they are looking forward to many more One Million Dollar months in the future!

So now I just want to challenge you to ask yourself this one question: what kind of space and equipment investments do you need to make to start seeing incredible results like Dr. Panarello and finally living the life you deserve?

If you are interested in learning more or in working with my company, the Scheduling Institute, to achieve your big goals– don’t wait. Call 866-917-2808 today to talk to one of my highly-trained, friendly team members about taking the first step. We are excited to hear from you and to help you change your life.

Until next time,

jaysig

Jay Geier

Find Out How Dr. Bob Lalor Attracts Over 400 Patients Per Month

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When Jay first asked me to write a guest blog, I honestly felt a bit overwhelmed. When you work with doctors every week and see the growth that their practices experience, and the wonderful change that brings to their lives, the lives of their team members, and of their families–well, it’s hard to put all of that in words. It’s hard to express the enormity of the dramatic results we see everyday, and how rich that makes us feel.

I wanted to somehow capture how important this job is to me, and what exactly we do at the Scheduling Institute… And for the life of me, I couldn’t figure out how to do it all justice.

But it finally came to me. I will never be able to do justice to– in my own words–the impact of what we do. I’m not a writer. I know that a lot of people reading this are skeptics, but all I can say is… This is the one most important chance that you have in your entire life. This is the time to get fed up with mediocrity… With being bored… And to start doing something exciting and meaningful that will give you the future you deserve. So, let me tell you the story of one of my favorite clients, Dr. Bob Lalor, and allow his story to do the talking.

“Thank you for an exceptional experience! The highest of standards are exhibited with this practice. Professional, attentive, and informative every step of the way. Highly recommended!”

-Jose O. Owego, NY

“I felt like I was receiving the VIP treatment every step of the way. There is a level of service and customer care at Lalor that I have not experienced anywhere else!”

James B. Endwell, NY

“I have been in the service business for 47 years. You folks have mastered the art of customer service that I have preached about for years. BRAVO! Just outstanding. Thank you for the service. See you soon. ” 

-Tony B. Binghamton, NY

These are just a few of the raving reviews for Dr. Bob Lalor and the rest of the team at Lalor Family Dental.

So, do you want to know their secret? How, within two years, they were able to recruit 34 new team members, open a second location, create an in-house lab, and surpass their goal of 400 patients per month? (And no, that’s not a typo!)

My first hint is: Lalor Family Dental is doing a whole LOT of things right. Firstly, they make their patients feel like royalty with new patient gifts, televisions in each treatment room, pillows and headphones, and delicious refreshments. And I’m not just talking your standard cold beverages… This incredible Practice offers each of their patients freshly baked, warm chocolate chip cookies as they wait for their appointment! Can you say “WOW”?

But the “red carpet treatment” doesn’t stop there! Lalor Family Dental continues to put patients first by offering convenient appointment times (early morning, evening, and even Saturdays), whole family appointments, same-day emergency visits, and a myriad of services to cover every need—including general dentistry, orthodontics, teeth whitening, and more!

In case you haven’t figured out their not-so-secret recipe for raving fans and financial success, I’ll go ahead and say it outright… This office has perfected the patient-centric model! They’ve earned the lifetime loyalty of many, many patients thanks to their personal and exceptional approach. Dr. Lalor and his team of superstars even take the time to plan fun and engaging Patient Appreciation Events—like renting out the theatre for a free movie night and free concessions for 2,000+ patients!

I’m even more proud to tell you that this office’s generosity isn’t limited to their patients. They are also very generous in their donations to a number of organizations in their community—including the Boys and Girls Club Foundation, Davis College, The Retired Professional Firefighters Cancer Fund, Project Paw, and over 80 others. They take personal pride in offering a Free Dental Care Day to their community each year, and in serving the local Habitat for Humanity Chapter with their time and energy. Dr. Lalor’s team also puts a high value on education, and they are known to volunteer their time in classrooms—teaching children and teens about proper dental care and the adverse affects of neglecting your oral health.

Phew!

As you can imagine, the dentists who share locations with these two phenomenal Lalor Family Dental offices must be having a very difficult time competing! But this office’s outstanding success comes as no surprise to me… From the first day that Dr. Lalor became a Scheduling Institute member, it was clear to me that his vision was centered on perfecting patient care and positively impacting as many people as possible—from his patients to his team members. I could see even then that Dr. Lalor was going to redefine the standard for high engagement.

It all started when Dr. Lalor saw Jay speak at a local event. Back then, the Scheduling Institute was just gathering momentum—we didn’t even offer On-Site Trainings! But when Dr. Lalor heard Jay’s message, he had an unmistakable “ah-ha” moment; he realized that he wasn’t yet reaching his full potential.

So, he immediately purchased the Self Study Kit. What’s more important—he had the discipline and drive necessary to implement the strategies in his office! Using the 5 Star Telephone System, his team began to maximize their telephone interactions with each new patient…. And soon, they saw a dramatic spike in their new patient numbers!

Alright… here’s my side note.

THE #1 MOST IMPORTANT THING to understand about engagement is that you need to be consistent. It is much more difficult to gather momentum when you are building and growing your business than it is to kill that momentum—which means that one reckless comment or bad meeting can ruin months of hard work and instantly take your team’s attitude from stellar to sour…

It is also important to remember that you can’t work extremely hard for one year, achieve great results—and then stop. It just doesn’t work that way!

That’s why Dr. Lalor has been with the Scheduling Institute for over ten years.

He has fixed his sights on a goal, and he is in it for the long haul. He didn’t just join for the Self Study Kit or for one telephone training, and then drop off the radar… He didn’t call the Scheduling Institute with hundreds of excuses and “I can’t afford it’s”. In fact, he works harder and harder every single year, and his results continued to increase exponentially. They are still increasing to this day!

Dr. Lalor recently purchased his third location, hired an anesthesiologist, upgraded his Practice management software, and moved his scheduling center to a new, different location. And if that sounds like a lot of work…. Well, you’re right! It IS a lot of work to be one of the top Practices, but it is also incredibly rewarding.

Dr. Lalor is now a part of our exclusive 5X membership. “It’s got me thinking bigger—bigger goals—and forced me to push myself. I have some things going on now that I never would have thought could happen,” he says. It couldn’t hurt to take a book from his page, right?

So, I’ll end with this… Some advice to anyone who’s considering stepping up their engagement—straight from the horse’s mouth:

“It’s worth it. I’ve gotten so much more out of the Scheduling Institute than I’ve paid for—at every single level, from Self Study Kit, to Platinum, to 5X. I have had exponential financial returns. So I’d say, join depending on where you are and what you need, and just continue to step up your engagement as you go along.”

–Dr. Bob Lalor

If your Practice has started to just feel like another boring job, and your results are stagnant, then listen up!!

It’s time for a change.

This is too important to NOT get it right… Because you don’t get a second chance at life.

It’s time to increase your engagement, your patient care, your impact, and your results– production, collections, new patients, EVERYTHING!

Call 866-917-2808 today, and my team and I will help you to take the next step on the journey to reaching your full potential…. It’s what we LOVE to do!!!

Thanks for reading! (I can be a bit long-winded!) I hope you’ll keep checking the blog for updates and information, and check out our website as well! (Pro tip: The “free practice rating” on our website is a GREAT place to start if you’re looking to increase your engagement immediately.)

-Kathy

Scheduling Institute Member Services