GOTT Podcast

Emotional IQ Will Transform Your Practice with Dr. Matthew Norton

January 20, 2019
Watch video on YouTube Today on the podcast we dive into the in’s and out’s of Empathy, Social Awareness, and Self Regulation. Have you thought about how you behave, and how that influences your staff, and thus your patients? Having a good understanding of how all this works is essential to the long term success of your practice. Dr. Matthew Norton has been improving the quality of life of countless individuals as well as coaching business leaders and their teams to deep success breakthroughs for more than 35 years. He’s the co-founder of Mindfluence Revolution and the co-leader of the elite Dental Experts Network. Over the years Dr. Norton created a highly successful practice and became a passionate speaker, leader, and author of the breakthrough book, “Where Does It Hurt?” Dr. Norton is professionally-trained as a Behavior Style, Motivators, Stress Quotient, and Emotional Intelligence analyst. He has evaluated the insights of thousands of assessment reports and applies this knowledge to expand the awareness, communication skills, and success capacity of practice owners and their teams. Dr. Norton guides doctors to become stronger and more emotionally-intelligent leaders of their team, their patients, and their community so they can contribute at the highest level and achieve their most ambitious dreams.

The Seven Business Elements of Any Practice – Part II

January 16, 2019

The Seven Business Elements of Any Practice – Part II

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All practices must pay attention to the Seven Business Elements of Any Practice in order to be successful. Most of us are really good at a few of the seven and unwittingly ignore the other three to four. Small businesses are especially vulnerable to this because the owner relies on her personal strengths and doesn’t understand that, until all seven elements are addressed, managed, and contributing to the practice, it will always struggle in some way. A successful practice has the people and systems in place to hum on all seven cylinders.

And all great practices do!

The primary requirement of any business is – To acquire and retain patients profitably. In dentistry, as with every other business, retention is FAR more important than acquisition, yet we expend almost all of our energies on acquisition. But we must have must have all three – acquire, retain, and be profitable – all at once, or we will go out of business. All seven Elements help us acquire and retain profitably, and all seven require systems and great relationships to work properly.

Element One—Vision & Leadership

Vision is foundational – The two most important questions in business—“Why?” and “When?”—are the least asked. Asking these two questions will help you get a handle on the other six Elements in a way no other question will. Be a leader—get a vision for where you going.

Element Two—Business Development/Patient Acquisition

To get patients you need marketing and sales, and to get sales you need to understand your message and your market. And marketing doesn’t have to be expensive.  I have one client with a $12 million single-location practice who does zero traditional advertising.

Patient acquisition is important in developing the business side of dentistry.

Element Three—Operations & Delivery

This business Element trips up more practice owners than any other, except Financial Management and possibly Business Development. We’re all out there trying to sell great dentistry, but our patients unfortunately aren’t buying what we’re selling. We’ll take a look at McDonald’s, Nordstroms and a few others to prove my point.

Element Four—Financial Management

Financial Management is a critical element of business. Almost no practice owner has a good enough grasp of this. Numbers don’t just add up, they tell stories. Numbers are the language of business and very few practice owners speak “Numberese.”

Do you know what story your numbers are telling you? If not, you need to learn. You can’t ignore this fourth element. In this podcast, I’ll recommend the best (and only) book you need to buy to understand the financial side of your practice.

We’ll look at the other three Elements in the next podcast!

Surefire Steps to Increase Production and Decrease Stress with Dr. Lance Miller

January 13, 2019

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Do you want to have your cake and eat it too? Dr. Miller has some suggestions on how you can do that. Rethinking every process in your practice to incrementally make steps towards your goals. Increasing systematization to increase production and decrease stress.

Dr. Lance Miller attended dental school at the University of North Carolina and completed a residency at Saint Louis University, graduating with a M.S. degree and specialty certificate in Orthodontics.

He is the solo owner and orthodontist at Keene Orthodontic Specialists, a three location orthodontic practice in Southwestern New Hampshire and Southeastern Vermont.  He runs a local chapter of Smile for a Lifetime and is a member of the American Association of Orthodontists and the American Dental Association. He is married with two children and his hobbies include skiing, golfing, and watching UNC and BYU athletics.

The Seven Business Elements of Any Practice Part I

January 9, 2019

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All practices must pay attention to the Seven Business Elements of Any Practice in order to be successful. Most of us are really good at a few of the seven and unwittingly ignore the other three to four. Small businesses are especially vulnerable to this because the owner relies on her personal strengths and doesn’t understand that, until all seven elements are addressed, managed, and contributing to the practice, it will always struggle in some way. A successful practice has the people and systems in place to hum on all seven cylinders.

And all great practices do!

The primary requirement of any business is – To acquire and retain patients profitably. In dentistry, as with every other business, retention is FAR more important than acquisition, yet we expend almost all of our energies on acquisition. But we must have must have all three – acquire, retain, and be profitable – all at once, or we will go out of business. All seven Elements help us acquire and retain profitably, and all seven require systems and great relationships to work properly.

Element One—Vision & Leadership
Vision is foundational – The two most important questions in business—“Why?” and “When?”—are the least asked. Asking these two questions will help you get a handle on the other six Elements in a way no other question will. Be a leader—get a vision for where you going.

Element Two—Business Development/Patient Acquisition
To get patients you need marketing and sales, and to get sales you need to understand your message and your market. And marketing doesn’t have to be expensive. I have one client with a $12 million single-location practice who does zero traditional advertising.
Patient acquisition is important in developing the business side of dentistry.

Element Three—Operations & Delivery
This business Element trips up more practice owners than any other, except Financial Management and possibly Business Development. We’re all out there trying to sell great dentistry, but our patients unfortunately aren’t buying what we’re selling. We’ll take a look at McDonald’s, Nordstroms and a few others to prove my point.

Element Four—Financial Management
Financial Management is a critical element of business. Almost no practice owner has a good enough grasp of this. Numbers don’t just add up, they tell stories. Numbers are the language of business and very few practice owners speak “Numberese.”

Do you know what story your numbers are telling you? If not, you need to learn. You can’t ignore this fourth element. In this podcast, I’ll recommend the best (and only) book you need to buy to understand the financial side of your practice.

We’ll look at the other three Elements in the next podcast!

The Importance of the Fuzzy Metrics with John Stamper

January 6, 2019

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The Fuzzy Metrics, how happy are your patients? I spoke to one dentist who had 25 new clients every month for 20 years, and at that 20 year mark he ran out of clients. Why did this happen? Well, he saw everyone in town, and no one wanted to come back to him.

So, what is a way to actually measure what is going on within your client base? What can we look at to really gauge how happy our client base is, and how can we up the happiness level?

John has over 25 Years of leadership, business, people development & entrepreneurial experience. He thrives on coaching people how to build the bridges that will take them from the “here and now” to “a successful tomorrow”.

He is currently the CEO & Founder of Digital HCX which is a Software as a Service (SAAS) company that provides innovative Digital Tools & Services for Healthcare Professionals. He is currently running and managing:

CE Exchange Dental-Continuing Education

HCXMedia Dental-Media

HCXTools Dental-Practice Tools

There are 3 divisions of Digital HCX that focus primarily in the Dental space serving the needs of Dental Professionals.

Making Money Is Killing Your Practice

January 2, 2019

Making Money is Killing Your Practice

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Almost no practices fail. Something worse generally happens, the practice owner gets tired. They get tired because they have succumbed to the Tyranny of the Urgent, the daily grind, instead of creating their own business rules by focusing on the Priority of the Important.

How do you get off the treadmill and create a practice that runs when you are not there? What does freedom look like?

Freedom is the ability to choose what to do with my time, my money, and my energy. Most practice owners are at best, rich, but very few are wealthy. A wealthy person has control over their time, their money and their energy. A rich one only has money. How do we solve this?

The Big Mindset Shift. There are Seven Stages of Practice Ownership. Most practice owners never get past Stage Five Stability, where they make plenty of money but are hostages to their practice. The Big Mindset Shift is elegantly simple, but takes a deep commitment to personal freedom, and a commitment to building a practice that operates on days and weeks when you are not there.

Listen to this presentation and learn the Four Building Blocks of any great practice, the Seven Stages of Practice Ownership, the Practice Owner’s Game, and the power of Fredom Mapping to map your way off the treadmill.

This special podcast is a talk done very recently by Chuck in New York City to highly successful internet business owners. Even though dentistry is Chuck’s sole focus, others continue to seek him out, and everything in this podcast will apply practically and specifically to your practice. Listen in and learn how to make more money in less time, get off the treadmill, and get back to the passion that brought you into dentistry in the first place.

Defining the Person You Want to Work For You with Dr. Paul Etchison

December 30, 2018

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We have been talking about how to build your team, and it all starts with the ad that you put out. When you are looking to hire, how do you design the ad? Are you trying to make certain people run away from you, and other run to you? Dr. Paul Etchison is here to help explain why this is such an important step. Beyond that, which is more important, skills or attitude fit? Are you actually hiring based on what you say is most important to you? This and more on today’s episode!

A Network of Teams Released To Take Action

December 26, 2018

A Network of Teams – Released to Take Action

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Last year one thousand companies told Global Human Capital Trends that hierarchy at work is a bad idea. They are all shifting away from it and actively building organizational ecosystems and networks. The research said companies are in a “race to replace structural hierarchies with networks of teams empowered to take action.”

We call these Distributed Decision-making, or DDM Teams. There isn’t a profession or industry more well suited to be built around DDM Teams. Whether you have a practice of eight people or eight locations, this way of organizing your practice will reflect not the organizational design of the future, but the way great compaies are organizing right now in the emerging work world.

DDM Teams don’t need a manager, who tells them what to do. They need a leader who can cast vision, encourage and support, but who most importantly allows and REQUIRES that decisions be made locally where they have to be carried out. If you are going to rehumanize your practice and give everybody their brain back, it starts with localized decision-making by DDM Teams, not in a vacuum, but also not made by the dentist or office manager who then just tells people what to do.

In a traditional dental office, it can be a half dozen to three dozen conversations between managers of different departments before anything gets addressed, and two people who need to talk would never think of doing so without involving the office managers. In a DDM environment, people are trained to talk whenever they need to, for the sake of the practice, to uphold the mission, and to simply get the right thing done. Politics becomes a thing of the past.

This isn’t a new idea. Bill Gore, founder of W. L. Gore (Gore Tex, 10,000 people, $3billion annually), wrote his Lattice Organization paper in 1967, describing how Gore has organized since the late 1950s through today. Managers don’t exist; teams hire, fire, develop their own processes and metrics, and work with strategic leaders to push the companies Mission forward. They are one of hundreds of large organizations and thousands of smaller ones that are racing to embrace the Participation Age DDM model. It is the new/old way to organize and operate a dental practice.

Get Out of Your Own Way and Build a Team with Dr. Howard Farran

December 23, 2018

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Dr. Howard Farran and I do a deep dive into what it means to build a team. So many dentists are holding themselves back by refusing to believe that those around them have a brain. You CAN, and MUST delegate, and to feel comfortable doing this, you need to do a couple of things. First, you must fill your office with those that you believe can think for themselves, and push your practice forward. Second, you must actually give them autonomy to do so.

This and much more on today’s episode! We brought down the house with this one folks!

Creating Freedom with a Practice Maturity Date

December 19, 2018

Creating Freedom with a Practice Maturity Date

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You learned in dental school that in order to make more money, it took more time in the operatory – you traded time for money. That is the Income Producer’s Game. Practice owners who are playing the Practice Leader’s Game learn how to make MORE money in LESS time, get off the treadmill, and get back to the passion that brought them into dentistry. It doesn’t have to take thirty years to build a practice that makes you money when you are not there. In three to five years you can regularly be taking time off while the practice is open and making money without you, and decades before you retire you can reach your Ideal Lifestyle.

BUT – you have to deal with the Tyranny of the Urgent, and focus instead on the Priority of the Important. If you don’t, you will wear out. Practices don’t fail, dentists get tired and get stuck at Stage Four Stability, which brings in great money and steals all your time.

This podcast will show you how to turn all that around. Stop intending to work hard and intend to build a practice that makes money when you’re not there. Put a Practice Maturity Date (PMD) on when you intend for that to happen, start playing the Practice Leader’s Game, and build a life of freedom.

Most dentists are just rich – they have money. Intend to be wealthy, with both time and money, then use those resources to build a life of significance! Get off that treadmill.

Episodes featuring Chuck by himself (with no guest interviewed) will include the title along with, in the bottom of the episode image, the book that the content relates to:
MMIKYB (Making Money Is Killing Your Business)
WEAAABI (Why Employees Are ALWAYS A Bad Idea)

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