business coach for successful dentists and teams

Time to face reality

2012-01-26T09:12:00.000-08:00

"Irrespective of how great you are, it is your weaknesses that will give others a competitive advantage and undermine your success.”

It is a scary and yet realistic fact!

You may be an excellent clinician and have more letters after your name than an alphabet that that is not enough to create a successful profitable business.
You know this is true, you have seen the radiographs at the defence union lectures, incredibly complex work that is being done by dentists who do not have the competency to undertake the work. You may have the clinical skills and not the patients to provide the work for. It’s frustrating isn’t it.

So why is it patients are spending money with dentists who don’t have the clinical expertise?
They have other talents. They will have developed skills in building rapport, communication and sales. These skills may have been learnt or they may be naturally gifted communicators.
Neither one of these skill sets is enough to build a long term sustainable practice. Dentists with great communication skills and poor clinical skills may be less likely to get sued, and their lack of clinical expertise will come back to haunt them eventually and their practices will suffer. If you have great clinical skills and under developed communication skills your will always have challenges building your patient base.

So where are your weaknesses in your skill sets?

Where are you giving other practices a competitive advantage?

Common areas that practices who want to succeed are honing are;

Communication
Rapport building
Customer service
Financial acumen
Systems development and implementation
Sales
Marketing
Social media
IT
Leadership
Time management
Organisation
Team building
Training
Values based visions
Recruitment

If you were to rate your skills in each of these areas out of 10, where 10 is excellent and 0 is unskilled how would you rate?

If you would like some help developing your practice by developing your communication and business skills, call me and I can discuss the ways I can help you make your good practice great. T: 07989 757 884 E: Jane@IODB.co.uk

Thought for today

2012-01-25T02:13:00.000-08:00

"It is not the employer who pays the wages he only handles the money. The product pays the wages"
Henry Ford

Is the quality of your product good enough to support your wages bill?

What actually is your product? Is it fillings, crowns, dentures, veneers, whitening etc or does your practice provide confidence, security, peace of mind, health, beauty and much more besides?

In many ways dentistry is like selling cars, there are many people who buy on price, and those people generally drive a yugo a car at a basement price.

Yet many many more people buy their car on the intangibles the car provides, like freedom, peace of mind, status, comfort, kudos.

Isn't it curious to note that when car manufactures don't sell us commodity, they focus on providing an emotional outcome the price tag goes up.

What difference would it make to your practice if you were in the business of delivering valuable emotional based outcomes that were provided through excellent quality dentistry, rather than fillings, crowns, dentures etc?

If you would like to know how you can move away from item based dentistry and provide more values based services, call me and ask how.

Thought for today

2012-01-24T00:54:00.000-08:00

"The worst days of those who enjoy what they do are better than the best days of those who don't"

Jim Rohn

What can you do to make sure you enjoy your job today?

What can you do to make sure those around you enjoy their jobs today?

Chinese proverb

2012-01-23T04:22:00.000-08:00

If you want to be happy for an hour - take a nap

If you want to be happy for a day - go fishing

If you want to be happy for a year - inherit an fortune

If you want to be happy for a lifetime - help someone else

2012-01-20T03:38:00.000-08:00

"Nourishthe mind like you would your body. The mind cannot survive on junk food"

Jim Rohn

What is junk food to your mind?
For many it is lack of sleep, alcohol and recreational drugs, mindlesstelevision, social media, gossip, magazines etc etc

How will you nourish your mind
Many successful people choose, reading educational books and biographies ofinspiring people, selective viewing of television and films, taking up newhobbies to expand their cognitive capacity, exercising their body, eating nourishing foods, time spent in quiet contemplation or meditation.

How do you treat your mind?

This months video

2012-01-18T07:20:00.000-08:00

“Messages From Dental masters”

2012-01-13T03:46:00.000-08:00

It wasn’t supposed to be like this.

When you qualified from Dental School they didn’t tell you about the stress some of you would face. They didn’t tell you about the high suicide rate. They didn’t warn you about the treadmill, about burnout and about how dealing with Bureaucrats can sometimes feel like bashing your head against a wall.

Of course many of you qualified years ago, before the UK became one of the most litigious countries in the world. And all of a sudden you wake up one morning with the stark realisation that the equation has changed.

And yet there are many of us who are still loving our dentistry. We treat and employ great people. We love our jobs and we love our lives, and the natural challenges that appear in the path of our lives only make us stronger.

So where are you, right now? Do you see the CQC as an excuse to up your game? Or do you see them as an all powerful Ogre stalking the realm of the Dental folk? Do you do 5 minute check ups, or do you spend the time you need to build rapport with your patients.

It’s never about the system. It’s how you react and work in the system. It’s never about the situation, it’s how you react to the situation.

You might feel you are in a dark place right now, overburdened with regulation, hit financially by the recession, your work suffering from self doubt or delusionment. And what you need to remember is that it’s often in your darkest moments that your true character emerges. There can be no light without the dark, and even the bleakest winter is always followed by summer. Life’s greatest opportunities usually come wrapped up in what seem like impossible situations. Trust me, I know.

Of course, sometimes we need a little help. Recently 30 of some of the top names in UK dentistry came together to collaborate in a book called “Messages From Dental masters”. In this book are 30 never before seen articles, ranging from advice to stories of self discovery. They have agreed to share their knowledge on how dentists can improve their working lives. The book contains such well known names as

Chris Barrow

Jane Lelean

Ellis Paul

Paul Tipton

John Renshaw

Kevin Lewis

Barry Oulton

Raj Rattan

Sheila Scott

Amarjit Gill

And many more.......

There is another reason for the book of course. 40% of all profits will be split equally between the BDA Benevolant Fund and the Dentist health Support Trust. Want to know more? Visit www.GDPResources.com today

Thought for the day

2012-01-12T04:56:00.000-08:00

"The book you don't read won't help"

Jim Rohn

What was the most recent book you bought and have not yet read?

What was the most useful book you have ever read?

Thought for the day

2012-01-10T02:24:00.000-08:00

"You don't get paid for the hour. You get paid for the value you bring to an hour"

Jim Rohn

Where can you add extra value to every hour of your day today?

Win a free dental business coaching session valued £300

2012-01-09T03:32:00.000-08:00

To win an hour of free coaching session valued at £300 send an e mail titled January Prize Draw to Jane@IODB.co.uk answering the questions below and the first person out of the hat will win a one hour coaching session free.

The closing date to submit your answers is Friday 3rd February 2012
The winner will be announced in the March 2012 newsletter.

This is what our previous winners have said;
“I have been quite staggered by the progress we have made since we last spoke” RD Dentist Warwickshire

“I think you are excellent”
JT Dentist Ireland

“Thank you very much for a wonderful coaching session. I feel empowered again”
PJ dentist Harrow

November’s winner is Elaine Hope
Congratulations Elaine, you win a free coaching session valued at £300

January prize draw questions

What, if you didn’t achieve it this year would you regret the most?
What if you did achieve it in 2012 would make you most proud?

Some of our previous winners include
Dr Claudia Muegge
Peronel Barnes
Dr Elaine Hope
Dr Stephen Murray
Dr Alistair Saleem
Dr Priti Joshi

Congratulations to all the winners and commiserations to those who have not yet won; continue submitting your answers, this month it could be you.

Make 2012 your best year yet

2012-01-05T09:11:00.000-08:00

CD's of last nights tele-seminar are now available.

Click here to find out how you can Make 2012 your best year yet or visit

http://epurple.eu/communication/clients/handw/pages/854.html

Are you being paid enough?

2011-10-27T06:21:00.000-07:00

I have beenhaving some very interesting conversations with clients recently regarding howmuch they pay themselves and what they should be paying their associates. One ofthe most noticeable points is that they usual way of deciding salaries, pickinga figure of out the air does not work and leads to acute and chronic financialproblems in the practice.

As aprincipal you have three main roles

Clinician
Manager
Business owner

Each ofthese roles requires you to have a different skill set, and responsibilitiesand for each of these roles it is reasonable and right to be to be remunerated.You would not expect your staff to work for free so why should you?

Every one ofmy clients who has gone back to the numbers has had stark discovery; if theywere being paid the same rates as their associates for the work they do theywould be taking home more money. Let me repeat that every principal that hasgone back and done the numbers is being paid at a lower % than they pay theirassociates.

Added tothis as a principal you are working as a manager, usually in your lunch hours,before work, after work and at the weekends. If you were paying a manager, administrator,book keeper, or employment specialist to do this work what would you expect tobe paying them, maybe 25-45k year depending on qualifications and experience.

In the wordof commerce people buy businesses and expect to get a return on theirinvestments both in the short and long term. If the financial returns are notsufficient to reflect the financial risks they are taking and the work theyhave to do at a strategic level they will not buy the business. How much areyou drawing from your practice as the business owner?

And thenthere are ancillary roles of engineer, maintenance, decorator gardener thatmany principals take on if you were paying someone to do these roles what wouldyou pay them.

I am curiousto know what would it be like if your practice was set up so that you and everymember of staff were being paid the full market rate for the work that they do.

What I wouldlike to see happen is for you to change your financial budgets to reflect yourdrawings as a clinician, manager and business owner.

If you wouldlike to discuss with me any of the aspects raised in this short blog postplease comment or e mail me Jane@iodb.co.uk.

Free tele-seminar Mindset motivation and more money

2011-10-24T08:36:00.000-07:00

Are you frustrated by a lack of money?
Are you fed up by salary smaller than all you do?
Are you exhausted by all the effort you put into your work?
Do you dream of being financially free?

If you answered Yes to any of these questions

this tele-seminar is perfect for you.

Mindset, motivation and making more money

For more information click here

Are you curious to find out how easy it is to learn how to create a larger income with less hassle?

Join here or visit http://www.theinstituteofdentalbusiness.co.uk/freeseminar.php

Thought for the day

2011-10-24T02:52:00.000-07:00

"If you want to reap praise, you must sow the seeds: gentle words and useful deeds"

Anon

Win a coaching sesson valued £300

2011-10-10T06:09:00.000-07:00

To win an hour of free coaching valued £300

send an e mail titled OCTOBER PRIZE DRAW to jane@healthyandwealthy.co.uk answering the questions below and the first person out of the hat will win a one hour coaching session free.

To win this months’ prize draw please submit your answers by Friday 4th November, the winner will be announced inthe December 2011 Newsletter

Augusts’ winner is Dr. Claudia Muegge from Waterford

Congratulations Claudia, you win a free coaching session valued at £300

October prize draw questions
• What are you tolerating in your practice or home in terms of inadequate facilities, equipment or systems?
• What is stopping you eliminating these tolerations?

This is what some of the previous winners have said

“I have been quite staggered by the progress we have made since we last spoke”
RD Dentist Warwickshire

“I think you are excellent”
JT Dentist Ireland

“Thank you very much for a wonderful coaching session. I feel empowered again”
PJ dentist Harrow

Psycographics of your patient base

2011-10-06T09:38:00.000-07:00

As I travel around and talk to my clients and listen to what dentists are saying as they talk to one another, a common challenge I hear is “I don’t understand why my patients don’t take me up on the treatment I suggest.”

Improving treatment plan conversions is a big subject best covered in a in house training programme and I wanted to share with some interesting data that I came across the other day that will change the way you relate to your patients and enable them to access the really valuable treatment you offer,
First the disclaimer, the research was not under taken in a dental practice and I am certain that the principles apply.

The research found that in a data base of clients at any one time
3% were ready to buy right now
7% were open to the idea of buying
30% were not thinking of buying
30% didn’t think what was being offered was relevant to them
30% were definitely not interested.

An average private list is approximately 1500 patients per dentist and an NHS list can be twice or three times that number. Take a moment to about you patients who are attending for their six monthly examinations, if your list size is 1500 you will have approximately 125 recalls each month

This means that 5 patients each month are likely to be coming into you primed and ready to start with treatment you offer.

9 patients will be open to the idea of proceeding with treatment. With these patients it will improve your conversion rates if you hone into what they are really after and discus the treatment options in term of the features, advantages and the benefits to them and remove all the obstacles to these patients starting with treatment.

37 patients each month will be attending their routine examination not really thinking about having any further remedial or elective treatment. With these patients it is really important that you are educating them about what you are able to offer and consequences of not accepting treatment early. The use of dental menus, videos in the waiting room, digital photo frames and informal conversations with well trained receptionists and nurses are really useful at this point.

37 patients will not think that what you offer is relevant to them. For these patients I think it is really important that you discus treatment in metaphors and stories that they can relate to from their working or personal life. For example for a patient who is a carpenter who has TMJD you may want to talk about warped, sticking doors and buckling hinges. For an IT technician who has occasional niggles that don’t really cause any major problems you may choose to liken the niggles to a computer that occasionally and repeatedly goes to a blue screen indicating that there is something in the computer that should be investigated and resolved before it crashed irretrievably.

37 are definitely not interested in what you are offering, for these patients it is often best to acknowledge that they don’t want to go ahead and that you have a professional responsibility to inform them as to the condition of their mouths and if they still chose not to proceed that is their prerogative.
There are many exciting opportunities to you so that in between recall visits you can move your patients through from definitely not being interested through to being ready to buy.

If you would like to increase your treatment plan conversion rate or would like to discuss any issues raised, please comment on this blog.

Win a free coaching session with Dr Jane Lelean

2011-09-22T09:25:00.000-07:00

Have you wondered why so many people are raving abouthaving a coach?
Have you considered working with a coach and don't knowwho to choose?
Have you got a problem in your practice that you don'tknow how to solve?

Whatever your motivation now is your opportunity to find out.

You can win one hours free coaching valued at £300 with Dr Jane Lelean and the Institute of Dental Business

Click here to find out how

I am looking forward to receiving your entry for the freeprize draw

Three Steps to a Successful Practice

2011-09-19T09:44:00.000-07:00

Join us at our free evening seminar on Thursday 29th September

The Institute of Dental Business in association with NatWest Bank

Three Steps to a Successful Practice click link for more details

free tele-seminar - Overcoming overwhelm and not having enough time

2011-08-24T08:40:00.000-07:00

Are you suffering from overwhelm too much to do and not enough time to do it?
Are you struggling to find time to recruit and train staff, manage the finances, market the practice to find new patients, keep existing patients happy and deal with all the red tape and paperwork?

If you answered yes this tele-seminar is perfect for you.

Click here to find out more

Click here to register

Simple steps to recruit the right staff - CD now available

2011-08-03T05:42:00.000-07:00

• Are you frustrated by poor staff performance?
• Are you fed-up with poor attendance and sickness levels?
• Are you irritated by lack of initiative and independent thought?
• Are you sick of staff being dependent on you for motivation and a "when the cat's away mentality"?
• Are you tired of gossip, bitchiness and arguments?
• Are you worn out by the hassles of managing staff?

• Do you want a happy, hard working and motivated team?

If you answered Yes to any of these questions this tele-seminar is perfect for you.

Simple steps to recruit the right staff

Are you curious to find out how easy it is to learn how easy it is to build a successful, happy, hard working and motivated team?
That will make your life much easier, won't it?

The recording of this month's tele-seminar
Simple steps to recruit the right staff is now available.

This unique live recording and the accompanying hand-books

are now available at the special price of only £25.00

To order your copy, please send the following details to Jane@IODB.co.uk

Name

Practice address

Card Type

Card Number

Start date

Expiry date

3 digit code from the reverse of the card

Other CD's that are available from our tele-seminar series include
• More profit from your appointment book
• Great profits and how to make them (avoiding the financial mistakes many dentists make)
• More profit from your recalls
• Great referals and how to get them
• Perfect staff and how to find them
• The art of writing a marketing plan
• Creating a business card that generates patients
• The 3 R’s to filling your appointment book
• The top 10 reasons you should put your prices up in a recession
• Financial security through a membership plan
• The effective art of delegation- freeing your time
• Simple steps to increase your cash flow today

Just let us know which of these recordings you would like and we will send them to you along with the accompanying workbook.
We look forward to hearing from you , so that you can make your good practices great.

Dates and subjects for future tele-seminars

2011 will be held at 19:00 on the first Tuesday of the month
• Overcoming overwhelm and not having enough time - 6th September
• The secret to recruiting perfect patients - 4th October
• CQC - Why business coaching is essential - 1st November
• Making the best use of your practice manager - 6th December

2012 will be held at 19:00 on the first Wednesday of the month

• Make 2012 your best year yet - 4th January
• How to get want you want now - 1st February
• Quick simple steps to improve your cash flow - 7th March
• Small things are most beautiful- 4th April
• Recruiting for success- 2nd May
• The quickest way to "Yes" - 6th June
• Demystifying marketing - 4th July
• Managing change within your team -1st August
• Simple steps to easy and effective practice management - 5th September
• The sensory practice - 3rd October
• The money making 16 point examination - 7th November
• How to run a successful practice and have a life - 5th December

To register click here

Essential NLP for dentists and their teams - new date added

2011-07-26T03:53:00.001-07:00

This one-day workshop has been designed by dentists for dentists to give you and your team a detailed introduction to the basic principles of NLP and how they can add real value to you, your practice and your patients.

This one day introductory training is your ideal opportunity to discover for yourself, how and why NLP is so popular with tens of thousands of people across the world, who are using NLP in their personal and working lives. Some of you may choose to use Essential NLP for dentists and their teams™ to experiment with NLP before deciding to take our comprehensive NLP practitioner training, others of you may use Essential NLP for dentists and their teams™ for the valuable material that you will cover in the day which can immediately be put to use in your practice and personal life before doing further training at a later date. Whatever your reasons for attending this day, it open a fascinating new world of possibilities for you.

The workshop is relaxed and informal and very practical – you will have plenty of opportunities actually experience and use NLP. By the end of the workshop you won’t just know about NLP - you will be doing it.Many previous delegates have discovered that this workshop can produce rapid learning and change in yourself and others, creating powerful possibilities for personal and corporate development.

For more information and to book your place click here

Thought for today

2011-07-26T01:36:00.001-07:00

“The beginner scorns criticism.

The wise soul carefully weighs it.

The Master says, "But, of course!"

What is your response to criticism and feedback from someone else?

Do you dismiss patient complaints or do you embrace them as a way to improve your practice?

just imagine what amazing outcomes could be possible, if from today you started to welcome critical feedback and asked yourself and your team, ”How can we make sure that no-one has this experience again?”

I welcome your comments and feedback let me know what your think.

free tele-seminar - Simple steps to recruit the right staff

2011-07-25T05:53:00.000-07:00

Are you frustrated by poor staff performance?
Are you fed-up with poor attendance and sickness levels?
Are you irritated by lack of initiative and independent thought?
Are you sick of staff being dependent on you for motivation and a "when the cat's away mentality"?
Are you tired of gossip, bitchiness and arguments?
Are you worn out by the hassles of managing staff?

Do you want a happy, hard working and motivated team?

If you answered Yes to any of these questions this tele-seminar is perfect for you.

Simple steps to recruit the right staff

Are you curious to find out how easy it is to learn how easy it is to build a successful, happy, hard working and motivated team?

That will make your life much easier, won't it?

for more information click here

Another thought for today

2011-07-21T04:58:00.001-07:00

There is scarcely anything in the world that some man cannot make a little worse, and sell a little more cheaply.

The person who buys on price alone is this man's lawful prey.

John Ruskin, (attributed)

How does this relate to your fee scale?

Are you wasting money on training courses?

2011-07-21T01:04:00.000-07:00

"To teach is also to learn"
Anon

When a group of coaches and trainers get together we will often reflect on how much we learn from our clients, in many cases I think we can learn more from our clients’ sessions, than they do themselves, and if you read my client testimonials you will realise how much clients benefit from coaching.

A lot of research has been done over the years to study retention rates of information and comparing how the information was delivered.

Presupposing that you attend a course because you want to access the information so you can retain it and use it, rather than you want your CPD hours, how do you assess if the course you are planning to attend is going to be good value for money?

As a student revising for part 4 several of my friends and I developed a really efficient way of revising what we thought was a fairly dull subject, and yet despite the fact we actually spent very little time revising we all did remarkably well and were very confident as we went into our exams. I will explain how we did this later.

How many times have you been to a course and commented subsequently, ”I learned more in the bar afterwards than I did in the lecture.”?
Let us look at the results of the research.

Attending lectures will only provide a 5% retention rate of information, although this rises to 20% if there is an audio- visual element.

Courses that include a demonstration or live link will increase your retention of information to 30%, which is still not great.

Discussion of the content with others will raise your retention rate to 50%, whilst practice doing the new skill being learned raises this to a 75% retention rate.

However the most significant retention rates of information of 90% are only achieved when you then teach others.

As dentists we are very keen to get the best value for money, and this should apply to our courses as well as our materials and equipment.

So my recommendation when you are looking to learn a new proficiency whether it be a clinical skill or developing an aspect of your practice management, developing your vision, time management, financial control, customer service and communication, team work, sales, marketing, leadership, business systems, practice environment, or work life balance, choose one that has the following;
• An opportunity to watch or listen to demonstrations
• An opportunity to discuss what you are learning with colleagues either during or after the event
• An opportunity to practice, rehearse or hands- on experience
• An opportunity to feedback and teach others.

As for the successful revision strategy, we had a selection of past papers, each of us took one question, revised the answers for that question, we then got together generally over a drink or a meal and in turn discussed what we had learned, and developed a model answer to each question, using two of the techniques to enhance information retention, discussion and teaching others.

For more information about accelerated learning courses for dentists and their teams call me, 01296 770462.

Let me know you experience of training events good and bad by commenting below.

Quote for today

2011-07-20T06:03:00.001-07:00

A quitter never wins...

A winner never quits...

Free skype tele-seminar - simple steps to recruit the right staff

2011-07-20T05:48:00.001-07:00

Are you frustrated by poor staff performance?

Are you fed-up with poor attendance and sickness levels?

Are you irritated by lack of initiative and independant thought?

Are you sick of staff being dependant on you for motivation and a "when the cat's away mentality"?

Are you tired of gossip, bitchiness and arguments?

Are you worn out by the hassles of managing staff?

Do you want a happy, hard working and motivated team?

If you answered Yes to any of these questions this tele-seminar is perfect for you.

http://bit.ly/qIArgr

Win a free dental business coaching session valued £300

2011-07-15T00:48:00.001-07:00

Have you asked yourself why are so many successful practices working with business coaches?
Have you ever wondered what coaching is about?
Have you got a challenge or frustration in your practice that your would like to resolve?
Have you got too many hassles in your practice to deal with?
would you like to be making more money and spending more time away from the practice?

if you have answered YES to any of these questions, why not enter a prize draw for a free dental business coaching session valued at £300

for more information visit

http://epurple.eu/communication/clients/handw/pages/745.html

Good luck - it could be you

Time is more valuable than money!

2011-07-15T00:16:00.001-07:00

"Time is more valuable than money. You can get more money, but you can't get more time"

Jim Rohn

2011-07-07T00:10:00.001-07:00

Are you scared because your finances deteriorating?
Are you anxious that your debt levels are increasing?
Are you worrying about the financial security of your practice?
Are you fearful your bank will stop supporting you?
Are you seeking new patients when what you want is increased cashflow?
Do you want to make more money now?

If you answered Yes to any of these questions this tele-seminar is perfect for you.

This month's tele-seminar, Simple steps to increase your cash flow today, provided dental practices, like yours, with over 23 days to significantly increase their cash flow immediately with no cost to them, would you like to know more?

Recordings of this unique event and the accompanying hand book are now available for only £25.00.

For more information and to order your copy today visit http://epurple.eu/communication/clients/handw/pages/743.html

You are now ready to make more money with less hassle. take a step closer, order the cd and implement the simple ideas.

"Since working eith you money has been haemorrhaging into my account" S.C. Worthing

Some Facts about your patients and insights into your communication skills

2011-06-29T02:47:00.001-07:00

Some facts about your patients and insights to your communication skills

Some will hear, but not listen.

Some will listen, but not understand.

And some will understand, but not act.

And the rest will listen to what you say take action and realise that what you do is invaluable.

How can you recognise those that are not listening, those that don’t understand, and those that are not taking action yet and change your communication styles so that they hear what you are saying, see the benefits and feel that it is essential that they proceed with treatment you are suggesting?

Essential NLP for dentists and thier teams has the answers.

By attending this cours, you will improve your communication skills, so you in turn and help your patients by enabling them to access the treatment that is best for them.

For more information visit http://www.healthyandwealthy.co.uk/nlp-for-dentists

Remember to book your mint seminar

2011-06-27T23:35:00.001-07:00

The leading strategic alliance of business professionals in dentistry, Mint gives access to a range of experts. http://bit.ly/jWNDEG

You will remember this training for the rest of your life!

2011-06-27T07:48:00.001-07:00

Do you want to learn more about NLP but want to go on the holiday of a lifetime?

Now you can have it all.

Feel the Exhilaration

See the transformation

Check out this incredible training - your life and business will never be the same again

www.adventureswithnlp.com

What is the most invaluable piece of equipment in your practice?

2011-06-22T23:56:00.001-07:00

Consider for a moment your chair, handpieces, your car or any other piece of equipment you use on a regular basis. Imagine that they stopped working, how inconvenient would that be?

If your dental chair broke, or your handpieces seized it would prevent you from being able to work and what problems would that cause you, your staff and your patients?

If your car broke down and was going to take a week to fix what inconveniences would that cause?

You know that if your important equipment failed it would cause all sorts of problems so you have a service schedule to prevent the nightmares.

Consider for a moment that you are the most valuable and indispensible piece of equipment in your practice, how well do you look after, service and maintain it?

Do you look after your car better than you look after yourself?

Studies have shown teachers that experience burn out and those that don’t have different habits of self care. Those that remain healthy regularly engage in activities that result in them being healthy physically , socially , intellectually , emotionally and spiritually, those than experience burn out do not, A valuable exercise would be to regularly, stop and reflect on your life, consider how satisfied you are with certain areas, this can be done using a tool like the balance wheel. Draw a circle, divide it into 10 equal segments and label the sections as follows,

Work, career and business
Money, finance and wealth
Health, fitness and appearance
Relationship - significant other
Relationships - friends and family
Personal growth, education and learning
Fun, free time and recration
Physical environment and possessions
Spiritual connection
Contribution, community and charity

The centre of the circle centre represents zero, the circumference 10.

Consider each segment as an aspect of your life and score yourself from zero to ten as to how satisfied you are with each area marking your score witha a dot or a cross on each spoke, join the dots.

Now ask yourself,

IIf this were a wheel on a bicycle how comfortable would the ride be?
Is this an accurate metaphor for how you experience your life?
As you look your evaluation of your life are you truly happy with it?

If you have answered no to the last question I would invite you to consider what would you like your life to be like and what could you chose to do differently that would result in a better experience for you?

Focussing on one area that you are dissatisfied with, now ask yourself

How would I like this area of my life to be different?
What are some of the many ways that I could make a change?
What resources do you need to implement these changes? This could be help from others, learning new skills, reorganising your time, new equipment etc.
What action are you going to commit to taking and who are you going to ask to hold you accountable?

Let me know what changes you would like to make and what progress you are making.

If you would like a copy of a personal balance wheel or a 12 spoked business balance wheel to help you review your practice, e mail me Jane@healthyandwealthy.co.uk

Client feedback

2011-06-22T07:13:00.001-07:00

I love recieving client feedback good and bad.

Good feedback feeds my soul and motivates me,

Bad feedback gives me an opportunity to learn, develop and improve.

I would like to share something one of my clients tlod me today during our session,

“Since working with you money has been haemorrhaging into my account. Thank you.”

what have your patients said to you today?

Testimonial of the day

2011-06-22T03:49:00.001-07:00

Imagine my delight to open my e mails and read this unsolicited testimonial this morning.

"Hi Jane, I CAN'T wait to give you all my feedback. I am calling you the "magic Coach" as my dreams are really coming to life whilst working with you!"

Sandra Crathen Worthing

Are you curious as to business coaching with me can create a resonse like this?

if you would like to have your dreams come true call me 07989 757 884

Thought for today

2011-06-22T03:12:00.001-07:00

"The only place you find success before work is in the dictionary"

May V.Smith

Simple steps to increase your cashflow today

2011-06-20T05:57:00.001-07:00

A free tele-seminar that will show you simple ways to increase your cashflow today

http://epurple.eu/communication/clients/handw/pages/732.html

Thought for today

2011-06-20T01:44:00.001-07:00

"The best career advice given to the young is to find out what you like doing best and get someone to pay you for doing it."

Katherine Whitehorn

Are your patients choosing what is best for them?

2011-06-17T05:11:00.001-07:00

Are your patients chooing what is best for them, or are they making compromises on price?
Are you having financial challenges?
Are you really confident at presenting and converting treatment plans?

Whatever you answered to these questions I can help you

Would you like to know one concept and one question that could

dramatically change your treatment uptake?

Earlier this week I did a one hour telephone coaching session with a client and introduced her to one simple question and a concept that would dramatically change her treatment plan conversions. She was a little sceptical as it seemed to simple, and yet these are a selection of some of the e mails I have recieved from her in the last 12 hours.

" I applied the concept you taught me on one patient and managed to convert a £65 filling to a £160 filling."

" I applied the concept and did an extraction after an initial consultation with a new patient, an extra £120,and then using the same system on the next patient sold a clearstep assessment £200"

"Used it agin, the patient wanted whitening, that is another £150"

As a result of one coaching session and in 4 patients my client has generated an extra £570 that would have previously have slipped through her fingers, that is what I call a ROI, don't you agree?

If you would like to know what the one question and one concept were, that made such a difference, get in contact with me.

Win a coaching session valued at £300

2011-06-16T06:54:00.001-07:00

To win an hour of free coaching valued at £300 send an e mail titled JUNE PRIZE DRAW to jane@healthyandwealthy.co.uk by Friday 24th June, answering the following question and the first person out of the draw will win a one hour coaching session, valued £300, free.

The winner will be announced in the August Healthy and Wealthy newsletter.

This is what some of the previous winners have said

“I have been quite staggered by the progress we have made since we last spoke”

RD Dentist Warwickshire

"I think you are excellent"

JT Dentist Ireland

Business guru and writer, Peter Drucker says they two key function of any business (and that includes your dental practice) are innovation and marketing .

• In your practice what could do with innovating?

• What should you be marketing?

I look forward to recieving your answers soon

Jane

What are you sharing?

2011-06-15T04:06:00.001-07:00

"If you share a good idea long enough, it will eventually fall on good people"

Jim Rohn

What good ideas are you sharing with your patients and staff?

if you are not sharing good ideas, what ideas could your share?

What inspired Nelson Mandela?

2011-06-14T05:35:00.001-07:00

I was watching an incredible film the other night about the rugby world cup in South Africa, Invictus.

Evidently one of the things that inspired Nelson Mandela through his time on Robin Island was the poem invictus, below.

we all have our dark times, though fortunately few of us have to endure what Nelson did. I am curious, what inspies you and keeps you focused during your bleak moments?

W. E. Henley

Invictus

OUT of the night that covers me,

Black as the pit from pole to pole,

I thank whatever gods may be

For my unconquerable soul.

In the fell clutch of circumstance

I have not winced nor cried aloud.

Under the bludgeonings of chance

My head is bloody, but unbow'd.

Beyond this place of wrath and tears

Looms but the Horror of the shade,

And yet the menace of the years

Finds and shall find me unafraid.

It matters not how strait the gate,

How charged with punishments the scroll, I am the master of my fate:

I am the captain of my soul.

Thought for today

2011-06-02T23:55:00.001-07:00

"Perpetual optimism is a force multiplier"

Colin Powell

Where can you be more optimistic?

What positive impact will your increased optimisim have on you and those around you?

Quote for today

2011-06-02T00:05:00.001-07:00

"If you make a sale you make a living. If you make an investment of time and good service in a customer, you can make a fortune"

Jim Rohn

Thought for the day

2011-06-01T09:28:00.001-07:00

"If you think you can - you can - if you think you can't - you can't"

Anon

Impossible or untried?

2011-05-18T00:52:00.001-07:00

As I work with my clients i often discuss changes that could be made in many areas of the practice and these could include;

Collecting fees up front
Reducing the clinical hours worked by the principal
Implementing a sales system
Altering the opeing hours
Use of a treatment co-ordinator
Utlizing the staff more effectively
Taking much more time off for staff meetings and reviews

It is not uncommon for someone to say "That is not possible in my practice."

What is always true about the statement is that it implementing the changes has never been tried before the judgement has been made. And whilst it may be not work in your practice, how do you know unless you have tried.

You may deciede to implement a fees upfront policy and discover that patients accept it, just think what impact that could have on your cash flow.

Today I have been reminded of a quote by Jim Goodwin "The impossible is often the untried"

Given that if you want to change something in your business or your life, you have to make a change, it is key that we embrace the possibility of success as we approach finding a solution to our challenge, rather than dismissing options without teating them.

You will recall from your scholl days experiments started will a null hypothesis which was then tested to ascertain if it held true.

curious to know;

What have you decided is impossible before you have tried it?
How is this damaging your business and your life?

Another thought for today

2011-05-12T01:24:00.000-07:00

Think of the one area of life that brings you the most discomfort, and that's where you're ripe for growth.

Thought for today

2011-05-12T00:22:00.000-07:00

"Opportunities are often things you haven't noticed the first time around"

Catherine Deneuve

Thought for the day

2011-05-10T06:55:00.001-07:00

"If you think twice before you speak once, you will speak better for it"

Anon

Business tip of the day

2011-04-28T00:30:00.001-07:00

"If you want creative workers, give them enough time to play"

John Cleese

Thought for the day

2011-04-27T01:35:00.001-07:00

You can only ever be scared, when you believe in limits.

You can only ever feel lonely, when you stop doing things.

You can only ever become bored, when you no longer follow your heart.

And you can only ever get overwhelmed, when you think the illusions are real.

Quote for the day

2011-04-21T08:57:00.001-07:00

"If you don't like how things are, change it! You're not a tree."

Jim Rohn

Turning desire into wealth

2011-04-20T05:58:00.001-07:00

I was talking with my great friend, Paul Avins, http://www.thebusinesswealthclub.com/ yesterday and we were reflecting of some of the key strategies for wealth generation as identified by Napoleon Hill in his ground breaking book, “Think and grow rich”.

This book is a must read for anyone who is interested in increasing their personal or business wealth.

Hill studied the richest people of his time and elicited key habits that rich people adopt and poor people don’t.

Included in this are the six steps for turning desire into wealth.

1. Define the amount of money you want

2. Define what you will give in return for the money you desire. That is your services, the value you add, time you will spend and charitable donations.

3. Establish a specific date when you will have achieved the wealth you desire. Make the date believable, attainable and a challenge.

4. Create a definite plan and start to implement it immediately.

5. Write down an affirmation that covers all of the above.

6. Read your affirmation aloud twice aday.

How many of these steps do you take on a regular andconsistent basis?

Thought for the day

2011-04-13T23:58:00.001-07:00

"Happiness is not an accident.
Nor is it something you wish for.
Happiness is something you design"
Jim RohnPlease share with me your designs for a happy life and practice

Grants of £1000 are available

2011-04-12T03:38:00.001-07:00

A new government scheme administered through the Leadership and Management Advisory Service is offering grants of up to £1000 (match funded) to businesses (including dental practices)

Eligibility criteria

between 2 and 249 members of staff
Display the potential for high or fast growth.

High or fast growth is defined as

If you have been trading more than 12 months you have the potential to increase your turnover by 20% for each year for the next three years

If trading less tha 12 months you have tohe potential to achieve a turnover of £500,000 within three years of starting trading.

for more information and get a free 'How to guide' to access the funding click here

Free tele-seminar tomorrow - Financial security through a membership plan

2011-04-04T03:45:00.001-07:00

Are your practice finances unpredictable?
Is your appointment book getting thin?
Are your patients putting of treatments or making appointments?
Are you finding it difficult to meet your financial commitments?
Would you like to increase the value of your practice and make it more sellable?

If you answered 'yes' to any of those questions this free tele-seminar is designed for you.

Financial security using a membership plan

All you need to participate is a computer and aSkype account and an hour of your time.

When you join me on this call, I'll share with you secrets to Financial security using a membership plan

That sounds like a valuable tele-seminar doesn’t it?

Register Now If you are ready to understand and discover Financial security using a membership plan

sign up now because you want to be on this Skype tele-seminar!

Click here to register When you register you will be e-mailed the call-in information and also receive additional free gift handbooks.

If this is your first tele-seminar relax and enjoy, they are very easy and even more useful

Tuesday 5th April 2011

Time 19.00 UK

Duration approximately 60 minutes

Who should attend?

This teleseminar is perfect for any member of your team that communicates with patients and interested in earning more money for themselves and the practice.

This is a must attend seminar for

Principal dentists and their associates
Practice Managers
Associates and
anyone who wants to start their own practice

In a forward thinking practice the following will benifit from attending

Hygienists and Therapists
Treatment Co-ordinators
Nurses
Receptionists

What people like you have said about working with me

"Fantastic!!- You really made the course interesting . Thank You"

Claire Haslemere Surrey

"I found it all really useful"

CH Dental Nurse Surrey

" I loved that it was personalised"

Jane Sheehan Buckinghamshire

"One of the most informative and well managed tele-seminars I have ever been involved in."

SF Dental Practice Manager

"Thanks for your advice and guidance on tonight’s call. Definitely gets you thinking...Look forward to the next call."

S.C. Dental Practice Manager

"Another brilliant seminar"

Dental Practice Manager Reading

Look forward to meeting with you tomorrow via Skype

Thought for today

2011-04-04T03:02:00.001-07:00

"He who knows others is clever; he who knows himself is enlightened"

Lao - Tzu

How well do you know yourself?

As you consider yourself, your beliefs, values, motivations, limitations, limiting self beliefs, fears, desires or any other part of you,

What can you do today to learn more about yourself?

Let me know tomorrow what you learnt today

Free Skype tele-seminar - Financial security through a membership plan

2011-03-30T06:26:00.001-07:00

Free Skype tele-seminar - Financial security through a membership plan.

Tuesday 5th April 19:00 - 20-00

Click here to register

Thought for today

2011-03-09T03:15:00.001-08:00

"Don't wish it were easier; wish you were better"

Jim Rohn

2011-03-08T02:51:00.001-08:00

Free skype tele-seminar 5th April 19:00 - 'Financial security using a membership plan' register here http://bit.ly/ggNe7s

2011-03-08T00:32:00.001-08:00

"Education is when you read the fine print.

Experience is what you get if you don't

"Pete Seeger

2011-03-07T02:10:00.001-08:00

"Don't wish for less challenges; wish for more wisdom"

Jim Rohn

2011-03-02T23:58:00.001-08:00

"Don't say, 'If I could, I would.' Say instead, 'If I can, I will"

Jim Rohn

Whose job is it anyway?

2011-03-01T08:24:00.001-08:00

Whose job is it anyway?

I came across a short story, I do not know who wrote it and I think that there is a lesson in it for all of us.

It is about four people working in a dental practice, Everybody, Somebody, Anybody and Nobody.

There was a very important job to be done, and we have lots of those in a dental practice, and Everybody was asked to do it.

Everybody was sure that Somebody would do it.

Anybody could have done it, as it was discussed at a staff meeting Everybody agreed what was to be done, but Nobody did it.

Somebody got frustrated, irritated and resentful because it was Everybody’s job.

Everybody thought that Anybody could do it, but Nobody realised that Everybody wouldn’t do it.

It ended up that Everybody blamed Somebody when Nobody did what Anybody could have done.

The moral of the story : Whenever a decision is made or an action is decided upon it you must be very specific about what is to be done, when, how and whom and how feedback is to be given that the desired course of action has taken place, furthermore commitment must be specifically obtained rather that implied or presumed.

2011-03-01T07:58:00.001-08:00

"Don't join an easy crowd.

You won't grow.

Go where the expectations and the demands to perform are high"

Jim Rohn

Free Skype tele-seminar 10 reasons you should put your prices up in a recession

2011-02-28T06:53:00.001-08:00

Free SKype tele-seminar at 19:00 tomorrow evening - 10 reasons why you should put your prices up in a recession

to register click here http://www.iodb.co.uk/freeseminar.php

2011-02-24T00:28:00.001-08:00

"Disgust and resolve are two of the great emotions that lead to change" Jim Rohn

What do you want to change and how can you cultivate disgust and resolve to make it happen?

Free Teleseminar -Tuesday 1st March

2011-02-21T07:05:00.001-08:00

Free skype teleseminar Top 10 reasons to put your prices up in a recession

Click here to register http://bit.ly/ggNe7s

A very useful newsletter

2011-02-21T03:12:00.001-08:00

A very useful newsletter for dentists and their teams.

http://bit.ly/fsFuTs

How strong are your practice foundations?

2011-02-14T03:17:00.001-08:00

There is a parable about two men a wise man and a foolish man.

The wise built his house upon the rocks, he built it slowly and securely and on very solid foundations. The foolish man built his house very quickly on the sand.

Eventually the winds blew, the rain poured down, floods came .

The house that was built upon the rocks withstood the ravages whilst the house built on the sand collapsed, failed and was washed away.

If your practice were a house what foundations have you built it upon?

All too often I come across dental practices that are established purely on the basis that the dentists are skilled clinicians. Excellent clinical skills are essential if your practice is going to survive the metaphorical wind, rain and floods that you will encounter, however clinical skill alone are not enough. For your practice to built on rock foundations you must also embrace solid business foundations which include;

A compelling vision
Time management and planning
Financial control
Customer service
Harmonious teamwork
Sales and honest selling skills
Business systems and organisation
Marketing
Inspirational leadership
Work Life balance

If you would like to have a free audit of your business foundations, contact me now 00 44(0) 7989 757 884 or Jane@ealthyandwealthy.co.uk

Why dentists should network

2011-02-14T02:39:00.001-08:00

"Yesterday morning I was chairing a vibrant meeting of a local networking group of which I am co-chair www.aybc.co.uk

Networking is a key element of my marketing strategy and has been crucial to me building my business and could be to your practice. As I look at my top 10 sources of business for the year to date 7 out of 10 of them are networking contacts.Many dentists often ask me “Why should I network?”

Here are some very good reasons why networking is an essential low cost high return form or marketing, and why your practice should be represented at each networking meeting by you or a member of your team

It will become a source of direct and indirect referrals from members in the group.
It significantly increases your profile in the community.
Enables you to get very clear about your ideal clients
Enables you to share with others what value you add to your patients and have many people spread the word for you.
You will find people who can help you in your practice, e.g. bookkeepers, web designers, accountants, computer support, marketing agents graphic designers, printers etc.
Who will be able to offer you a more personal and cost effective service.
You will identify other businesses with whom you can develop strategic alliances and do joint marketing ventures and cross sell your services, e.g. photographers, beauticians, image consultants, hairdressers etc.
You will build a support network of fellow local business people.

To find your local networking group contact your local business link.

If you would like to know more about how networking can build your practice, call me on 07989 757 884 or e mail Jane@healthyandwealthy.co.uk""

Can a coach help you grow your dental business?

2011-02-10T09:58:00.000-08:00

Can a coach help you grow your dental business?

http://www.consciousdentist.com/blog/dental-business/can-a-coach-help-you-grow-your-dental-business

Top tips for a happy dental practice

2011-02-09T04:18:00.000-08:00

Colours According to many studies the colour of your walls affects your moods. Colours can be used to enhance specific skills. Orange stimulates creativity, Yellow raises the intellect and increases motivation, red gives you energy, blue is calming reducing physical and mental tension, green has healing qualities and reduces irritability.

Music Music also affects your well being and mood, certain tunes will be relaxing and soporific and others uplifting and joyful whilst others can make you combative or confrontational. Choose your music carefully and ensure you have a license.

Plants Plants will clean pollutants from the air, they also add humidity and oxygen as well as looking attractive

Breaks Studies show that for most people their concentration span is between 20-45 minute. Physical movement will enable your brain to re-engage and stay active. Sitting in one place for prolonged periods can also be very detrimental to your posture. Make sure you get up and walk around every 20 minutes.

Water Your bodies are over 80% water, and good hydration is essential for good mental function and physical well being. Stay hydrated by regularly drinking fresh pure water throughout the day

Eat well Dentists very often skip lunch, often working through; this can be very detrimental to your metabolism. Make sure you eat lunch, a fresh salad is far better than a carbohydrate laden sandwich.

Sleep Studies have shown than most the population is chronically sleep deprived. Know how much sleep you need and make sure you sleep adequately.

The seven deadly sins of dental practice management

2011-02-08T07:04:00.001-08:00

Be one of the first to download my free e book "The seven deadly sins of dental practice management"

Click here to download

Let me know what you think

How can Mary Portas : Secret Shopper help your practice?

2011-02-07T06:45:00.000-08:00

As a business coach I often encourage my clients to become like magpies and ‘borrow’ I really good ideas from other industries and incorporate them into their own practice.

I have become a fan of Mary Portas and her new program Secret shopper on Channel 4, as I think that this show is a really good example of how you can build a really good practice using simple concepts borrowed from other market sectors.

http://www.channel4.com/programmes/mary-portas-secret-shopper/4od

Throughout this series Mary simple implements changes into high street stores that result in dramatic improvements in turn over and customer satisfaction. Mary often implements the same changes into vastly dissimilar businesses with the same results. Some of the trends I have noticed that Mary is capitalising on include;

ü Putting the customer wants first of all

ü Getting to know the customer and their lifestyle

ü Not telling the customer what they should have

ü Creating an environment that the customer feels welcome and comfortable

ü Identifying key target audiences and tailoring the offerings to them.

ü Displaying the full range of services in a tangible way

What have you noticed are the common themes in Mary’s programmes?

How can you incorporate them into your practice to achieve similar results of increased sales and customer satisfaction?

How emotionally connected are your patients? (and why does it matter)

2011-02-03T01:11:00.000-08:00

The other day I came across some research that related to retention of customers, referal rates and purchasing and how these factors are affected by how emotionally connected the client feels to us.

	Retention	Recommendations	Buy more
Unfulfilled	7%	3%	9%
Functionally satisfied	33%	16%	10%
Emotionally connected	58%	49%	41%

Whilst the research was not undertaken within dental practices, the principles are still valid.

What the study shows very clearly is that when our patients are emotionally connected to us and our practices they are more likely to stay as patients, refer us new clients and buy more from us.

So the question is; How do all members of your team need to be, and what do you and all need to do to establish an emotional connection with your patients?

W=V X L

2011-02-01T07:46:00.000-08:00

I was at a seminar this morning discussing the equation for wealth

A group of us acknowledged that W=V X L

Where W = Wealth

V = Value

L = Leverage

So what this means is that our wealth is determined by how much value we add multiplied by how much leverage we can apply

For most of us the concept of wealth and value are relatively easy to understand, the term leverage is a little more abstract.

Essentially leverage is a multiplier, if you can remember back to your days of elementary physics you will recall a lever allows you to move a heavy load with reduced effort, or a much heavier load with the same effort. So to with wealth generation when you have got leverage you can achieve so much more with reduced effort.

“So what are these levers?”

5 levers in wealth generation

· Finance – tha ability to use other peoples money.

You may be wanting to develop, extend, or refurbish your practice, and not have the funds yourself, who else can you get to invest in the project for you?

· People – other people’s time.

As a principal of a busy dental practice you have many demands on your time, who else can you ask to do the work? Who can you develop a stragegic alliance partnership (SAP) with who may be willing to develop your practice? Some people do not want to be paid, I have come across a local business school whose graduates are looking to have business project for a discertation and want to do the work and not get paid. Win Win

· Systems and technology

Systems and technology are a great way to save time and improve your offering to clients. And yet inmy experience with the practices I work with the systems and technology are generally under utilised or not fit for purpose. I was talking to two practices the other day who have gappy appointment books about their recall and reactivation systems, only to discover that they are not computerised and are trying and failing to maintain a steady flow of patients with pen and paper. As you think about your practice, where could effective use of systems and technology enable you to grow your wealth?

· Marketing

Marketing, particularly digital, social and online marketing are a wonderful way of communicating your message and value to many people at one time. Using your computer and the right software, it takes the same effort to converse with one potential client as it does to 1,000. Developing joint ventures (JV’s) with people who are already working with your ideal patient base, and you theirs, is a very cost effective way of accessing potential patients at minimal cost. If your marketing was really working what added wealth could it generate for your practice? Who could you joint venture with to build your practice?

· Franchising and licensing

This is a very efficient way of converting knowledge, systems and concepts in to wealth. This is really under utilised currently in the dental market place at present although I am seeing increasing evidence of people embracing the concepts and making returns. What specific system, concept or piece of knowledge do you have in your practice that you could franchise or license?

If you would like to discuss or explore any of the issues raised in this blog please e mail me jane@healthyandwealthy.co .uk or call me on 0044 (0) 7989 757 884