Do you want to make 2013 your best year yet?

• Do you want to make 2013 your best year yet?
• Do you feel that you have lost your way?
• Have you forgotten why you wanted to become a dentist?
• Have you got an exit strategy or a plan for when you retire?
• Do you feel unmotivated and uninspired when you have to go to the practice?
• Have you avoided writing a business plan because you don’t know what you want?

If you answered yes to any of these questions our featured course of the month, Create your best year yet is perfect for you.

This course will enable you to be clear about what you want from your practice and your life and enable you to create a compelling vision that you can translate in to a working plan.

Ideal for all members of a team that want to make 2013 their best year yet.
Length        1 day
Investments
£1800 excluding VAT, travel and subsistence

This month's special offer
Make a booking for the product of the month* and you will receive a free gift valued £1500
*booking conditions apply
 
 “Your essential practice companion” valued £1500

Your essential practice companion is a series of 21 audios, 21 sets of slides 21 workbooks and two videos that give you 1000’s of tips and step by step guides that will make your good practice great
.
The invaluable gems 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 referrals 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
•    Overcoming overwhelm and not having enough time
•    Steps to more patients more profit
•    Mind-set motivation and more money
•    Make this year your best year yet
•    How to get the practice you want now
•    Quick simple steps to improve your cash flow today
•    TNT – for explosive growth of your practice (Your secret weapon to happier patients and more money)
•    “Essential practice management systems for the 21st century practice” (How to generate an extra £20,000 a month without spending any money)
•    The fantastic practice – Frustration to fabulous in five simple steps.

Call 07989 757 884 to book your  training day* and receive your £1500 gift
*booking conditions apply

*Booking conditions
Make a booking for the product of the month, before Friday 8th February (the event can be held anytime in the following four months) and you will your free gift valued at £1500

Call 07989 757 884 or e mail Jane@IODB.co.uk now to choose your preferred dates.

Win a dental coaching and training session valued £300.

Win a dental coaching and training session valued £300.

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.

January prize draw questions

• On a range from 0 to 10, where zero is completely inadequate, and 10 is perfect how satisfied are you with your life?

• If a miracle happened to night and you woke up tomorrow morning living your perfect dream life, what would be different?

• Are you ready to make 2013 your best year yet?


Send your answers to Jane@IODB.co.uk
The closing date to submit your answers is Friday 8th February
The winner will be announced in the March 2013 newsletter.
This month it could be you – send in your entry today.

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

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

Top 10 tips to help you choose the right coach.

Top 10 tips to help you choose the right coach.

 

A recent Google search for coaches revealed the following results

 

Business Coach                   800.000,000

Dental Business Coach         18,200,000

Dental coach                      39,100,000

 With this quantity of listings it is potentially difficult to find the right coach. Choosing the wrong one can be a very expensive mistake. Simon Coops, Chief Executive of Acuity Coaching, “Coaches are charging up to £1,500 per hour and there are no means of telling good from bad.”

 In this article I give you the top 10 things to consider so you make the right choice first time.

 

• Check their qualifications

Once you have decided that you are ready to make a change and work with a coach, the next step is check their qualifications. “It’s worryingly easy to do a short course and set yourself up as a coach and, even though there are a number of accreditation bodies, they have varying reputations,” says Kevin Bright, Director of Business Psychologists, YSC. Moreover the Chartered Institute of Personnel and Development (CIPD) journal, ‘Coaching at Work’, says, “Don’t accept qualifications at face value. Some reputable sounding organisations hand out coaching diplomas for a three-day course.” John McGurk, CIPD Adviser Learning Training and Development recommends, “Find out what training and qualifications they have and if you are not familiar with them, follow them up.”

 
Unlike dentistry there is not yet a universally accepted coaching register and there are many coaches in the coaching market place who have done very little training or no formal training at all.
 

Ask your prospective coach details about their coach training, who they trained with, their trainer’s providence as a coach, how long it was and how much coaching they did as part of their qualifications. 

• Check their accreditation

Once you have ensured that that your coach has qualified from a reputable organisation, such as International Teaching Seminars, you will next need to check their accreditations.

 

John McGurk, CIPD, recommends, “Find out if they are a member of a professional body, and at what level. In other words, have they joined on the web and paid a tenner or does their membership mean signing up to things such as continuing professional development or a code of conduct?”

 

Professional coaching bodies provide guidelines for best practice. They are to coaching what the General Dental Council is to dentists, or the Law Society is to Solicitors. In the UK, professional bodies include the International Coaching Federation (ICF) and the Association of Coaches.  ICF accreditation cannot be achieved without a rigorous level of training, a comprehensive log of coaching hours, adherence to a code of conduct, demonstration of core coaching skills, active supervision, commitment to post-graduate education, a written examination and a practical coaching exam. At present this cannot be said for all other professional bodies which have different criteria for accreditation.

 

• Choose coach involved with mentoring

Coach mentoring is a formal process that your coach should be involved with, regularly working with a more qualified coach mentor, reflecting and evaluating their performance with clients and sharing expertise. Supervision has two purposes, ensuring the continued learning and development of your coach, and providing a degree of protection for their clients by maintaining standards.

 

Coach mentoring is essential for maintaining standards, and yet a recent study by the Chartered Institute of Personnel and Development (CIPD) has found that only 44% of coaches are involved in supervision although this rises to 75% of coaches who are members of a professional body.

 

Ask your prospective coach about their mentor, their mentor’s qualifications; how long they have been in supervision and how often they meet.

 

• Continued professional development and post-graduate education

By now you have found a potential coach that is qualified, next you need to check that they are involved in a process of Continued Professional Development and Post-graduate Education. Ask your coach what courses, conferences and workshops they attend, which coaching journals and books do they read regularly, are they involved in coaching networks and co-coaching groups.

 

• Experience, references and testimonials

Now you will have honed down the potential coaches you have available to you, and are ready to start asking how much experience your potential coach has. Coaches involved with ongoing accreditation processes will keep a coaching log book and will easily be able to give you an accurate number of how many hours coaching experience they have, the numbers of clients.

 John McGurk, CIPD recommends, “Specifically ask them how many hours coaching they have and how many assignments they have delivered on, including what kinds of issues. If they don’t have a coaching logbook then it could be that they’ve trained and never practiced, which is as useful as a teacher who has never taught.” Some of your friends may be unwilling to admit that they have worked with a coach reluctant to share their great experiences. Your coach will have a collection of testimonial letters and comments. Ask to see it.

 

• Coaching tool kit.

How comprehensive are your coach’s resources and how flexible is their approach to coaching? Be wary of coaches who use one coaching model in all situations, as with clothes, one size does not really fit all. Coaches with NLP backgrounds, particularly if they are Master Practitioners will have a vast number of coaching skills at their fingertips with the flexibility to move between and combine models. This ensures you get what you set out to achieve, coping with what ever issues come up in your session. Ask your coach about their coaching philosophy, style and what range of coaching tools they use.

• Whose agenda does your coach work to?

Coaching is all about YOU and you reaching your goals. Be very vary of coaches that offer a one size fits all solution or who are unwilling to explore different business models, it is your practice and your coach’s job is to help you discover and create the solution that is right for you.

 Make sure that your coach is prepared to work to your agenda when it comes to scheduling sessions, and be flexible in your approach. Do you want a one-off session, and then return again later, or do you want weekly sessions, or a combination of the two?

 Most coaches agree that the clients, just like the patients you treat with active perio disease, that achieve the most and get the best results are the ones that are committed to a frequent and regular sessions. Discuss with your coach what is right for you. Do you want your coach to work with you face-to-face, or on the telephone? You will probably  experience greater insights and get the most benefit insights when you meet your coach away from your home or workplace, and you can be inquisitive about how powerful telephone coaching is, alternatively, choose a combination of the two.

 

• Choose a coach who has a coach.

By now you are coming towards the end of your selection process and are probably intrigued by how committed to the process of coaching your coach is. Would you buy ortho from a dentist with crooked teeth, perio treatment from a specialist with bleeding gums and stinky breath or meat from a butcher who was a vegetarian? Of course you wouldn’t. So if coaching is so great you would obviously want a coach who is committed to the process and has their own coach wouldn’t you?

 Choose a coach who is so committed to the environment of change that coaching provides that they have their own coach. Ask your coach about their coach, how long have they been in coaching, what are their significant outcomes as a result of coaching? Choose a coach with integrity and who ‘walks the talk’.

 

• Know what you want

Before you commission a coach it is a great idea to have thought about the areas that you would like your coach to work with you on, think about the problems you are having and the outcomes that you want to achieve. If you don’t know what you want, but you know what you don’t want, or what you are not prepared to tolerate any longer, that works too.  It could be an issue about a business development, management/leadership performance or even a health or behavioural problem you may have.

 If your outcome is a little hazy, you can relax, a good coach will spend time with you, tuning, tweaking and clarifying so that you are crystal clear about outcomes that fit you.

• Book an initial intake session before committing.

By now you are really be in the place where you are ready to commission your coach. Before you sign up to a coaching programme, it is important to check that you get on with your coach. Just with patients there are some that we get on with and some that we don’t, some that are best treated by a colleague not because you don’t have the skills you just don’t have the personality fit.

 Book and pay for a taster session or an initial intake session. A taster session will generally be a short session of 30 minutes to one hour  and an intake sessions typically a couple of hours. Obviously an intake session and will give you and your coach a better opportunity to find out how well you are going to work together and give you more information about how your coach works and what results you can expect.

Use the time to discuss how you would like your coach to support you, what level of accountability you want them to hold you to, explore what you want to achieve and the evidence for that. This time is for you to design the coaching alliance that will be supporting you in the future.

Now you are happy with your coach’s credentials, experience and skills and you both get on, commission them, start the process and begin to live the life that until now you have only dreamed of. 

If you would like to know more about dental business coaching, training events for dental teams or NLP  for dentists by Dr Jane Lelean, please contact her at jane@IODB.co.uk or on 07989 757 884.

 

What a difference coaching makes

Today I received an e mail from a client out of the blue sumarising how she has benifited from working with me.

With her permission I would like thank her for sharing this with me and allowing me to share it with you.

Specific changes since we started working with Jane                      

ü    Developed systems for regular recalls and reactivation, This has improved patient loyalty and practice cash-flow by 15%

ü    Profit made of £20,000 within 3 months

ü    Developed systems for everything and continue to do so –improving teamwork and staff motivation. Everyone enjoys coming to work and are happy to do new things.

 

ü    Practice meetings are planned and all scheduled in

ü    Developed staff and provide on-going, training. training aids developed.

ü    Added third surgery for hygienist and we have increased her days at the practice by 3 – 4 days a week to add to practice profits

 ü    Improved patient experience and we are getting more referrals. 

ü    Increased patient uptake of treatment plans to increase practice profits due to Sales training with Jane. 

ü    Increased cash flow with methods shown by Jane and again this has added to practice profits 

ü    Increased sales generally of sundries –again increased profits 

ü    We have consistent bookings for dentist and hygienist and we are booking ahead 10 days for dentists and 3 weeks for hygienist 

ü    Increased time for professional development and personal life-not chasing tail anymore and am able to run the business better and am able to make informed decisions to grow practice and have achieved more in last 12 months than last 5 years. Impatient to reach all goals as soon as possible. Personally made better profits  

ü    So satisfying to live with values and feel I don’t have to pretend anymore. Grateful Jane has identified values and I understand them. The team all seem much more in harmony as a result. 

ü    Patients keep telling us they are constantly surprised each time they come to the practice they notice changes.

ü    Reduced costs by 15%

ü    Increased profits by £40,000 so far 

ü    Very Clear about the practice and it comes across including increased confidence. 

ü    Worked hard but feel content. Didn’t seem taxing.

 

Jane communicates very well. She is gifted. Has a lot of knowledge and is able to provide help in every instance. Amazed Jane retains so much information. I have learned to apply information given to personal and professional life and it is so much easier. I look forward to the coaching sessions.

 

If you too would like to experience the same benifits in your practice call me on

07989 757 885 or e mail me on Jane@iodb.co.uk to find out more.

What do you want more of in 2013?

If you are like most people you have probable spent the last few weeks making plans for how you are going to make  2013 different from 2013. Most people are now back at work and or many the disgruntlement may be setting in already because the practice does not function as you want it to. You may remember buying your practice or setting up your squat because you wanted to do it differently, you wanted the patients to have a better experience, you wanted to work with happier more highly trained and motivated staff, and you wanted a higher quality of life, more time away from the practice, more time doing the treatments you love and more financial security.

Many of the dentists I work with started their practices for similar reasons and are now wondering to themselves where did it all go wrong?

Why are they working harder than ever for seemingly little reward, why do they find it so hard to pay the bill, why don’t the patients buy they treatment that is recommended or appreciate all the hard work that had gone into delivering the care, why are the staff always bitching and gossiping instead of getting on with what they should be doing?

Any of this sound familiar?

Let’s take 10-15 minutes out for a review of last year. if you were at the beginning of 2014, twelve months from now willed with enthusiasm, vigour and a sense of purposeful fulfilment what would have to be true about 2013 as compared to 2012?

Or to put it another way,

What do you want more of and what do you want less of?

Divide a piece of paper in to three columns as shown , in the left hand column list the areas of your life that you what to change, in the other two note down what you want more of and what do you want less of.

For example

Area of life	I want more of	I want less of
Time	Holidays with my family	DIY tasks
	Creating programmes and seminars	Routine business tasks
Energy	Time running	Being injured
Practice
Environment
Family and friends
Finances
Contribution

 

If you would like some coaching to effect the changes you want call me on 07989 757 884 to arrange an appointment

Top 3 reasons to collect client testimonials

I find many people are nervous about asking their clients and patients for testimonials, this probably proving very costly to your business.

 

The top three reasons for asking for testimonials are;

ü  Provides social proof that you are skilled. Patients and clients often need reassurance that you are the right dentist for them. You are usually asking them to invest a significant amount of money into something that they may not really understand what or why. They need reassurance; hearing from another patient who has had similar treatment and is delighted with the outcome is often the key to providing that reassurance.

 

ü  Your clients feel valued. When you ask a client for feedback, especially if you ask them face to face rather than using a questionnaire, they know that as far as you are concerned their opinion really counts, this makes them feel valued and deepens the trust. This is especially true if they have a criticism and you can take it on board without judgement or justification. You patients are already buying from you and paying your fee which means they do like you and trust you, and they generally want you to do well, so they are highly likely to give you a glowing testimonial.

 

ü  Makes you and your team feel good. When someone pays us a compliment most of us get a warm radiant glowing feeling, and when they say something great about our work or our team most of us feel proud. We all have bad days and occasional letters of complaint, having a volume of thank you’s and testimonials make a perfect antidote.

  

I turned on my computer this morning to an amazing e mail from a client, which I thought I would share with you, it will certainly reassure anyone thinking about choosing me as their coach, I know my client feels valued and it made me feel good to receive it.

 

“Thank you Jane

For opening my eyes, before working with you I feel I was walking around with my eyes and ears shut , you helped and encouraged me during very hard times in my business,

Because of your guidance, coaching and knowledge that you have given me, today I am much healthier and wealthier person.

Thank you for all your hard work with me.”

 Forouzan Pessian

Specialist Prosthodontist & Oral Surgeon

 

Make asking for testimonials one of your habits for 2013. If you don’t know how to do it effortlessly or do not feel confident call me on 07989 757 884 and I can share my simple three step process that works every time.

100% double your investment or your money back on all our 12 month dental coaching and training programmes

I have recently been approached by several prospect clients because they are suffering from the most common challenges for a dental practice principal who want to make 2013 their best year yet.

Do you suffer from the most common challenges in dental practice too?

ü  Not enough money

ü  Not enough patients

ü  Not enough time

ü  Non-performance of individual team members or the whole team

ü  Not able to do the type and quality of work they want to

ü  Not sure they want to own a practice any longer

 

The great news is that I am able to show my prospect clients and you that by joining one of our twelve month programmes, together we are able to make their good practices great and 2013 an amazing year.

 
A small number of clients are surprised by the concept that a coaching programme will take twelve months. I am able to explain that improving a practice is like improving a patient’s neglected mouth, when they have active perio, active caries, missing teeth, loss of occlusal stability and often apical areas, not to mention poor aesthetics. Providing treatment for a patient presenting in this way will take time, care, attention and investment if the result is to be of high quality, maintainable and stable over the years to come. Just like transforming a practice that is not functioning at its best.

 

Because of the incredible results that I have with my clients, I am confident that you can get the results you want too. And because of this, I offer a 100% double your investment or your money back guarantee, to give you the peace of mind you want and deserve. Please call us to find out more details of this incredible guarantee.

 

What some of our clients have said;

 

“It's an understatement to say that you are absolutely marvellous”

David Jones London

 

“I can highly recommend Jane’s approach to problem solving, issue resolution and unearthing the real challenges facing you, your business, your staff or teams.”

Linda Busby

 

“It has only been two months and with your help we have generated an amazing £20,000.  

Thank you very much for the clarity, focus and quick and easy solutions to reach my goals. I wish I had started working with again earlier. 

Everyone at the practice is enjoying work more.”

Priti Joshi

 

If you would like to make 2013 the best year yet for your practice call me 07989 757 884 or e mail Jane@IODB.co.uk to find out how.