Lazy days of summer

Summer has flown by. Baseball keeps my family busy and this summer has been no exception. Wil’s team earned a spot in the state championship tournament and that’s where they finished their little league career. His team practiced every day that they were not playing in a tournament. Batting cages, drills, fielding practice. Even scrimmage games. That took much of my time this summer but when they played practice games and made errors, it occurred to me, “This is why we scrimmage.”

Several dentists that I have spoken with had a rough July. It seemed that the schedule really slowed down. My suggestion is to scrimmage when you see those holes in your schedule. Don’t put your head in the sand. Don’t be lazy about your practice’s results. Determine what your weaknesses are and role play. Rehearse. Be sure that your phone is answered professionally. Enhance your new patient’s experience. Look for patients who are seated and tell them you appreciate their loyalty. Ask for referrals. And if you need help with any of the above, call me.

Don’t let the lazy days of summer get you down. Let it be the break that you need to truly accomplish something that you have put off because your patient schedule kept you busy.

Lost?

I am still in awe of the TV show Lost. I will miss it. If you are one of the millions of fans that watched the final show of the TV series, Lost, then you may be like me. I loved the story. I found myself frustrated and bored by some of it but the story was always compelling, rewarding and worth coming back to.

In the final show, we had closure on many questions. Yet, the series allowed us to hold on to the belief that life is a process. It is a journey. When it comes to dental management I always encourage my clients by reminding them that success is not the end of the process but enjoyment in the process itself.

My enewsletters continue to give you rewarding tips on the practice of dental management. This week’s newsletter is filled with topics and headlines for writing email newsletters. Write your story and allow your patients to know you better and enjoy your dental family. The newsletter does not have to go out via email frequently but they can be compelling, rewarding and worth coming back to. To sign up for Jamison Consulting’s biweekly newsletter go to www.jamisonconsulting.com and sign up.

This blog is just part of the story.

Sometimes the news is not good

What to do when the news surrounding you is not good? Several people close to me have endured some catastrophic events recently. It is hard to know what to say, what to do. The only thing I can come up with is to listen to your heart and ask others for their advice.

One of my friends lost her 7 year old daughter two weeks ago. After a brave battle with cancer, little Hannah, died on March 19, 2010. Her mom is a woman of great faith. It is her belief that Hannah is in heaven and having faith has helped her through this difficult time. It’s a strong guide - faith. Do you have faith in your life? Belief in something bigger than yourself. Do you believe that you are working in order to give testimony to that faith. It can move mountains.

My sister-in-law and my brother are currently awaiting surgery on my 4 year old niece’s arm. A fluke fall has led to a catastrophic injury. Dr. Walker in Boston is operating today to examine the extent of necrotic tissue and to see if little Lucy will be able to keep her arm. My sister-in-law sought out the very best in the specialty for Lucy’s care. Seeking out advice gives reassurance. Do you seek out the very best advice for the troubling issues facing you? Why go it alone?

Troubled times lead to asking for help. Have faith that you will find the right person to help you.

Boom Boom Pow

I was supposed to be with my client and friends in New Jersey tonight. Weather dealt the northeast a Boom Boom Pow. So a girlfriend and I scooped some tickets on the street and went to see the Black Eyed Peas. Wow! It is always amazing to watch performances that are so well orchestrated. This was an awesome visual and experiential concert.

The weather has dealt many dentists a blow this week. Days are coming and going with no patients on the schedule.  If your schedule has lots of time available already, then you may have just discovered how you are able to be more productive in fewer days. Every scenario leaves an opportunity. On a day when patients are unable to be seen, get some practice. The Black Eyes Peas delivered a highly professional, jaw dropping product. It takes practice. If your weather prevents travel, use the internet to find seminars on www.dentaledu.tv. Assign different seminars to individual employees. Share best notes with one another by instant messaging or perhaps a conference call (arranged by the phone company). Remember, the weather doesn’t have to leave you feeling helpless.

Tonight’s going to be a good, good night…. ooh, hoo.

Dentistry has a Heart

To my good fortune, I have a practicing hygienist working with me as an intern. Jessica is a full time hygienist seeking a 4 year degree and in her Capstone course work, she has decided to learn practice management. I am a mentor to her. This is my second time as a mentor.

She has been reading the material on my website, www.dentistryhasaheart.com and my email newsletters. Jessica tells me that many dentists are not conducting a full periodontal examination on their new patients and that hygienists know that there is a link from the mouth to the heart but aren’t exactly able to say what it is.

Here it is: Did you know that heart disease is the number one killer of women? One in two women will die from heart disease or stroke! Periodontal disease is the number one form of chronic inflammation. When the liver detects inflammation in the body, it sends out a protective C-Reactive Protein (CRP). A simple finger stick blood test can detect alarming levels of CRP which is an early indicator of heart disease. Approximately 75% of the adult population in the United States are affected by periodontal disease. One half of the people who die of a heart attack do not have high cholesterol levels.

Get your patient involved. Enable the patients to know what their CRP level. It may be life saving and preventable with periodontal therapy.  (Research gathered from resources by Dr. Neil Gottehrer, Dr. Marvin Slepian and Dr. Ron Schefdore) C-Reactive Protein finger stick blood test  kits can be ordered from Dr. Ron Schefdore’s website, www.healthyheartdentistry.com.

Implementing a heart healthy program is easy. See. www.dentistryhasaheart.com for details.

Giving Thanks

Lost Dog Found!

How many of you have a beloved animal? My dog’s name is Coco. He was at my heel yesterday while I was moving something from our house to the storage area and then he wasn’t. I looked in the house, then took a lap around the block, then the village. A half hour had passed and the worst part was that he didn’t have a collar on. I was excruciatingly upset. One of my gifts in life is solving problems. What could I do that I knew worked and would work fast. I made 25 flyers as quickly as I could and retraced my steps to post them throughout the immediate neighborhood. A call came 5 minutes after I started!! I was so relieved. A lovely young couple had Coco and were out searching for Lost flyers. Thank you, thank you.

The take away lesson for dental clients is to ask yourself, “What works?” and “What can be done that will have the most immediate impact?”. If you are struggling with any dental practice issues, read the blog posted below entitled, Are all your i’s dotted and t’s crossed.

For the time being, I have put a collar on my dog, Coco. Are there any practice issues that shouldn’t have happened in the first place i.e. Employment compliance and HR issues, lack of training for a new employee, allowing below average work to pass as acceptable. Look for my article on www.DentistryIQ.com.

Are all your i’s dotted and t’s crossed?

I always lament the loss of a client. It means that the client isn’t perceiving enough value. It has been my good fortune to have 90% client retention this year. Several of my clients have been through 17 productive years with me. Many have invested in having my counsel for at least 3 years. Why aren’t these dentists cutting me out of their budget in difficult economic times? It’s because they each know that I will work hard for them. I will bring them every new idea I find and we will continue to hit the basics. Are all of your i’s dotted? Are your t’s crossed? Here are a few basics to consider:

1. Do you need everyone on your team? All of my clients were able to redistribute responsibilities and reduce their work force by one person. It is slower. Having one less person only caused the remaining team members to be committed to their list of duties.
2. Is your collection policy clear to your patients? Collect at the time of services. Offer payment options including Visa, Mastercard, American Express, Discover and Chase Health Advance financing. Cash or check can be encouraged by offering the patient a “savings” of 5% if paid prior to treatment. Lose the terminology “bookkeeping adjustment, discount or courtesy adjustment.” Patients want to hear the word “savings.”
3. Are you producing what is possible per hour? Delegate what can be legally delegated, schedule yourself on a 10 minute increment, pack your cord prior to the crown prep, organize your tubs and trays, buy enough instruments, invest in your dental assistants skills, use loupes. That’s just for starters…
4. Have you ramped up your marketing? Your website is critically important to developing new business. Don’t have one? Get one. It doesn’t have to be expensive. Invest significantly in search engine optimization and then be sure to offer an option to save. This technology, called LinkBox can be researched at www.citywidedentaloffice.com. Don’t be afraid to use resources available to you to reactive patients either. My favorite system for software enhancement is Lighthouse PLZ. You can ask for the Jamison Consulting special fee of $ 99 for the first month by calling 888-410-8582. Clients love this appointment confirmation service because it offers so many other features including the ability to send all of your patients with email addresses a newsletter via the internet.
5. How’s your location? Leases can be renegotiated. New buildings and real estate can be purchased very reasonably right now. A change in latitute can make a huge difference in attitude!
6. Who’s calling the patient after procedures? Your patient is delighted when they hear from their dentist. It is a WOW moment that can be achieved with no cost and little time invested. You need all the word of mouth referrals that you can get.
7. What’s your follow up system after treatment plans are discussed? Don’t have one? Come on, get with the program. This is someone’s job. Be sure that this employee has the work station, computer screen and verbal skills to effectively track treatment plans presented. I was very upset this week that my A/C repairman didn’t have a tracking system in place. My A/C needed maintenance. I would have gladly scheduled him if he had called. I just forgot.
8. Add new products and services. If you have time for training, don’t worry about the travel. You can now take CE accredited courses online at www.DentalEDU.tv. You will find required courses and seminars like mine, such as Beyond Your Bottom Line and Dentistry has a Heart. Your patients will be intrigued by knowing that you continue to add to your available services.

So that gives you a start. If you wish to have an objective point of view, please contact me at 813-251-6401 in Tampa, Florida. I counsel dentists in every stage of practice. The above mentioned list gives you some idea of what we have implemented in client’s offices just this last year.

Get Linked In

Do you have $ 75 and 10 minutes of your time to invest in more new patients?

 Are you getting as many new patients from your website as you possible can? I am convinced that an interactive tool for your website is truly significant in bringing you more new patients. The technology is called LinkBox™ and is now available. This product allows a prospective patient to click on an icon strategically placed on your web pages. The link connects your new patient to a microsite that enables them to see what promotional offers you currently have in your practice. There are more benefits than meets the eye. For a demonstration, click on www.citywidedentaloffice.com. I am one of the first authorized consultants to offer this technology. To discuss how you can benefit from this patient referral marketing tool, please contact Laura Jamison at jamisonconsulting@verizon.net or toll free at 800-637-3947.

Oral Body Inflammatory Connection

 It is not too soon to be considering how you will be promoting Dentistry has a Heart Month in February.  To read about Laura’s experience in Baltimore with the world renowned cardiologist, Dr. Marvin Slepian and trail blazing periodontists, Dr. Neil Gottehrer, look further in the blog. Dentistry has a Heart.com will link you to all of the tools and quotable resources you will need to inform your patients of the preventable nature of heart disease and your role in their overall health. If you are frustrated by holes in the hygiene schedule, look for Dentistry has a Heart on www.DentalEDU.tv as of September 15, 2009.

Dental Masks for Patients

 Lastly, if you are looking for a way to help your patients, offer free dental masks. This season of H1N1 flu has many people concerned and offering a mask to take back to work may get your patient’s attention. Be healthy and stay healthy!!

Seattle Study Club

There are first class events and then there are Raving Fan events. I am proud to have been one of the featured speakers at the national meeting of the Seattle Study Club for program coordinators. This meeting was comprised of women and men who manage the business for specialists in dentistry AND manage an academic year of continuing education for their referring dentists. This is an exceptional organization committed to advancing interdisciplinary treatment planning for the benefit of comprehensive dentistry.

The speakers included Dr. Jerry Teplitz, Bob Stutman, Dr. Nate Booth, myself and the team of the Seattle Study Club corporate office. It took place in Bellevue, WA. I wish to thank Shaida, Carla, Lisa, Tiffany and Greg Tice for their hospitality and the commitment that it takes to put on an event that runs seamlessly. Great job!!

I enjoyed meeting all of you and will never forget the experience!!