Tuesday, 8 January 2019

Are you looking for better interview questions?


Recently, I have been approached by several practice owners and practice managers asking if I can suggest some “good” interview questions.  The practice owners and managers tell me similar stories about how they have recruited team members who have performed well in interview and when they join the team it is a very different matter. One principal has told me that they will never recruit another associate because of their experiences. Recruitment processes are supposed to ensure that you filter out the wrong applicants and identify the right ones, so why is this process failing dental practices so often?

A common saying is,
“If you want a better result you must learn how to ask a better question.”

Would you agree that being able to find better members of the team, more quickly, would save you much time, money, and stress? You could get on with the business of delivering dentistry and running your practice. Instead, you could call a halt to endless interviews, new staff inductions, training, never ending expenses and change, and embrace the feeling of certainty recuriting the ideal team member first time.

Experience shows, it is not the questions that are being asked that are failing dentists and practice mangers; it is that you have not been taught how to listen to the applicant’s unconscious drivers, which tell you way more the conscious answer to the question. Just as every individual has a unique fingerprint, they also have a unique personal behaviour profile that is always identifiable through their language patterns. We call this their language and behaviour profile. What difference would it make to you, if you could identify and decode your applicant’s language and behaviour patterns?

Recruiting the right team member is less about the questions you ask; it is much more about listening to the answers that are provided. I invite you to consider an interview selection process as a game of snap. You have, in your ‘hand’, the desired criteria and ARSE* that you are looking for in your perfect new team member. They have in their hand their unique language and behaviour profile. When the applicant’s unconscious answers reveal a match between your criteria and their language and behaviour profile, BOOM you have found the right person.

For example, are you looking for your new recruit to your team to be more comfortable:
a)     Working alone, undisturbed and are responsible for setting their own tasks and priorities? – Independent worker
b)    In control and like to work with others around with defined roles? Proximity worker
c)     As part of a team, shared responsibility, able to discuss and considers situations from another’s perspective, yet will prefer not to do tasks alone. Collaborative worker
d)    A mixture

The following questions will give you the information you are looking for when you know what to listen for

·      Tell me about a situation at work where something made you unhappy/violated a criterion you require. What didn’t you like about it?

·      Tell me about a situation at work when something made you happy/honoured a criterion you are looking for. What did you like about it?

·      Tell me about something new that you introduced at work.

Listen carefully for the pronouns, adverbs frequency and order they are used and what is not said.

Independent workers will tend to use I, me, my, alone no mention of others
E.g. I introduced a membership plan into the practice.

Proximity workers will use I, and suggest the presence of others, group, they
E.g. I designed the membership plan, trained the team, and they discussed it with patients.

Collaborative worker will say, we us, our, together, will make the presence of others explicit.
E.g. We decided that we should have a membership plan, we discussed it, decided on what each of us needed to do, together we designed it and then offered it to our patients.

 “If you want a better result you must learn how to listen for a better answer.”

Once you have mastered decoding language and behaviour patterns in interviews where else would you use it?

To recap

Define your team member by their ARSE* and criteria
Craft questions that will identify a match or mismatch
Listen carefully to the answers

If you would like to know more about how to recruit the perfect team member or how to integrate language and behaviour profiles into your practice call me on 07989 757 994 to discuss how to do this or e mail Jane@IODB.co.uk


A = Attitudes
R= Results and resources
S= Skills
E = Education and experience

Wednesday, 19 December 2018

Will you be in the successful 8%?

Image At this time of year, many people are considering if they are going to set any new year’s resolutions and if they are what they will be. Are you intending to set any resolutions, if so what will yours be?
An article in Forbes magazine indicates that only 8% of people are successful with achieving the changes they have set out to make, and 80% have failed and broken their resolutions by February.
In many cases, New Year’s resolutions are broken because they are set as wishes at new rather than meaningful goals, consequently there is very little if any commitment invested in achieving them. It is my desire for you to make 2019 your best year yet and I would like to show you how you can set your resolutions in a way that ensures that your success is inevitably successful.

“Stop setting goals. Goals are pure fantasy unless you have a specific plan to achieve them.” Stephen Covey

Together we are going to create STRONG goals for you and your practice
S = Starting place – Present state- Where are you now?
T = Target – Desired state- What do you want?
R= Resources
O = Obstacles (potential)
N = Next steps
G = going – what do you need to keep going?


“failing to plan = Planning to fail”

“Before anything else, preparation is the key to success.” Alexander Graham Bell
Find a place where you can be quiet, comfortable, and undisturbed for at least one hour.
Have a journal, plenty of paper and pens ideally coloured and a spacious writing space.
Lubricate your mind; drink plenty of water.
Be in a rested, invigorated and resourceful state of mind
Starting place.
“I thank God for my failures. Maybe not at the time but after some reflection. I never feel like a failure just because something I tried has failed.” Dolly Parton

The first step is to acknowlede where you are starting from as you approach 2019. What is the truth about your current situation as you leave 2018? Don’t make this worse, don’t make things better, be honest, what is the truth?

 You may find it useful to use coaching tools such as balance wheels  Click here or use this link http://iodb.co.uk/downloads/New-Year-Balance-Wheels-IODB.pdf
Alternatively, reflection questions such as those below may help you.
Reflection Questions
As you read these questions, don’t think about the answers, just write immediately what comes to mind.
1.         What were my greatest accomplishments in last year?   
2.         What were my greatest disappointments?
3.         What do I dream of achieving this year? 
4.         What do I want more of this year?  
5.         What must stay in last year?

“Setting goals is the first step in turning the invisible into the visible.”Tony Robbins

Consider what do you want?
Consider what do you want, personally?
Consider what do you want, professional?
Consider what do you want for any area of your life?

Decide what it is you really want to achieve in 2019 and what are the benefits of achieving this?

When setting your goals, it is often easier to set the long-term goals first, three, five, or ten- year goals first. Once you have the outline of where you dream of being in the future, then you start to set your annual and quarterly goals, which will become your action plans and tactics for success.

When setting your targets ensure they are balanced, paying attention to your physical, mental, social, intellectual, emotional and spiritual self.

“The discipline of writing something down is the first step toward making it happen.” Lee Iacocca
  • Resources

“Empowerment isn't a buzzword among leadership gurus. It's a proven technique where leaders give their teams the appropriate training, tools, resources, and guidance to succeed.” John Rampton

What resources do you need to ensure that your targets are not day-dreams they are blueprints for success?

Resources fall into several categories

Think how are you going to organise your time so that you can gives your goals the attention they need. What do you need to say “no” to, so you can say “yes” to success? What do you need to delegate, what can you stop doing? Where can you use your time more effectively?

What do you need to buy or learn that requires a financial investment? How much do you need to invest?

What mindset, beliefs and values do you need to hold to be successful. What limiting self-beliefs do you currently have that stifle your success? Does your coach have the skills to have help you change your limiting self-beliefs? What self-care regimens, e.g. nutrition, hydration, sleep, exercise, meditation etc put you in the best state for achieving your goals?
Who do you need to support and encourage you? Who do you need as a coach, trainer and mentor? Who is going to hold you accountable and motivate you?

  • Obstacles
“Obstacles don't have to stop you. If you run into a wall, don't turn around and give up. Figure out how to climb it, go through it, or work around it.” Michael Jordan

What is going to potentially interfere, inhibit, interrupt or eliminate your success? Be honest with yourself, what are your normal patterns and how can you change them to patterns of achievement? Where you have succeeded how did you achieve it, and how can you replicate it again.

“A hero is an ordinary individual who finds the strength to persevere and endure in spite of overwhelming obstacles." Christopher Reeve”

  • Next steps

    “Never leave a decision without taking immediate and massive action” Tony Robbins
  • What are the steps you are going to take to ensure that your goals become an action plan?
  • What do you need to diarise?
  • Who do you need to share your plans with?
  • What must you do to start to make your dreams a reality?
“When it is obvious that the goals cannot be reached, don't adjust the goals, adjust the action steps.” Confucius
  • Going

“Motivation is what gets you started. Habit is what keeps you going. Jim Ryun”
This final step is about ongoing motivation. Now you have made a start, what habits do you need to develop that will ensure that you keep going and continue to make progress until you have achieved what you dreamed of?
  • Who do you need to hold you accountable?
  • How are you going to measure progress?
  • How and when are you going to review if tactical course changes are required?
  • How are you going to stay motivated and focussed on your desired target outcome(s)?
  • What behaviours need to become habits?
I wish that you are one of the 8%, that you are successful in making 2019 your best year yet.
For me some of my goals for 2019 include
  • Mastering touch typing
  • Restoring my vision to better than 20/20 using natural methods only
  • Alcohol free 2019
  • Retreat in Bali with my best friend
I will be finalising my 2019 goals and creating a picture board on December 27th.

What are your goals for 2019? 
I look forward to hearing from you letting me know what 2019 has in store for you.

We work with people who want:

better more successful practice
The best for their patients and team.
To be more confident
More money and time
To be the best by continually improving and learning
Rapid and Sustainable results

We work with people who believe:

Their practice and team can be better
That knowledge is the key to a successful practice
Coaches, trainers and mentors make improvement easier.
Business skills are essential to run a highly successful dental practice
Successful people are successful because theylearn from others

We promise that as a result you will:
  • Make your good practice GREAT
  • Have an outstanding team
  • More confidence
  • Have more time and money and less stress and more Joy
  • Happier patients and fewer complaints. 
  • Love your  dentistry, love your practice, love your life
When you work with us as your coach, trainer and mentor you will have;
  • More patients
  • More time
  • More money
  • More engaged team
  • More freedom
  • Rapid and sustainable results