The Road to Retirement

Retirement is something we are asked about often in the dental coaching world. How can I get to retirement faster? Am I funding my retirement the way I should be in order to live the way I am now? At what age should I be thinking about retirement?

These are all great questions and the answers depend on you. 

Many people are fearful of retirement because they view it as the end of life or when they have decided to “throw in the towel”. But it doesn’t have to be that way. If we prepare and follow a plan of action on how to get to retirement when and how we want, the opportunity to enjoy life without the hassles of owning a business or being employed will be welcomed with open ar. The following tips can help to get you on the right path. AFTC

Review your current debt and spending habits

Know the Social Security and Medicare Milestones

(ADA News 6 Tips for Boomers Preparing for Retirement)

You can have a long, successful, and productive retirement years before you may have even thought possible, and live longer as a result. Take the time to sit down and evaluate your situation, set boundaries, initiate goals, and stick to your plan. Put your eye on the prize and aim for the retirement everyone dreams of.

Giving Back to your Community

There was an article recently posted by the ADA about Lenny Kravitz along with his Manhattan-based dentist, Dr. Jonathan Levine, giving back to his home town on the island Eleuthera in the Bahamas. They arranged annual dental trips to help the people where he was raised by providing dental care to those in need, as there is only one dentist on the entire island.

“Dr. Levine’s GLO Good Foundation teamed up with musician Lenny Kravitz’s Let Love Rule Foundation to bring free dental care to more than 400 Eleuthera locals in 2019.”

Giving back to your community can be very fulfilling, allowing you to make a positive impact, while helping to improve the lives of those in need. Those who take the initiative to give their time to others typically find the leadership itself is very rewarding because it gives them the opportunity to share their passion, values, and inspiration with others. Not to mention, there are studies that prove that volunteering makes people feel physically healthier, keeps chronic health conditions managed, and lowers stress! Giving and being unselfish can actually protect your health and prolong your life. 

What can I do to give back to my community?

-Plan a food or toy drive around the holidays to donate to your local shelter or the Red Cross.

-Offer to donate a year of dental care to family in need.

-Make a donation to a foundation such as Oral Health America.

-Conduct a free “Oral Cancer Screening Day” in your office.

-Donate toothbrushes, toothpaste, and other items to missions’ trips or your local shelter.

Offering to give your services can help you find new opportunities for your own business. It gives you great exposure while allowing you to broaden your social network and discover other organizations in your community. 

Volunteering is a great outlet for meeting others, helping yourself stay healthy, and it just feels good! So why not get out there and give back?

Summer Scheduling: Reason vs. Excuse

Memorial Day weekend, traditionally marks the beginning of summer! Which as you know kicks off the summer schedule chaos. Often, we hear as coaches in dental offices that the summer schedule lends to holes in the schedule and late cancellations.

"Susie forgot she had graduation"

"Mr.Smith forgot his family was going on vacation."

Are these reasons or excuses?

Approaching situations proactively will lessen the burden of stress in scheduling. What exactly does this mean? If May had lots of gaps from cancelations, what value did we leave the healthy patients back in November, 6 months ago? Knowing we can't "shoulda," we can start a new path of value TODAY!

Let go of all excuses and add value to who you are and what you do. Whether it be in the hygiene chair or on the phone, what can you do to add value to the cancelling patient?

Adding the VALUE

Reasons rather than Excuses

We can't change today, but we can use reasons rather and excuses in providing the best health, the correct interval of care and explain to the patient why this is. There is no excuse today for decay or ill care. We can choose to be proactive with our patients and share what we know, honestly and forthright. The results will drive health, fill your chairs and patients with value for what you do.

"Mind Your Manners" - Grandma Sandy

Remember how different the world of communication was fifteen, twenty years ago? Actual conversations were had and screen distractions where limited. It seems that the world has gotten so much smaller with Texting, Instagram, Facebook, Twitter and whatever is coming next. Do we join the rage, or do we hold true to our old methods of communication. Those that proved reliable then.

While technology seems to do everything except slice bread, good old customer service with a smile and kind words still holds a solid place in business. Chick Filet spends a lot of time, effort and energy making sure their employees greet each customer and answer with "it is my pleasure" "Please" and "Thank you"

Just what Grandma Sandy told us growing up.

As stated in a recent article by Business Insider (January 2019):

“While small pleasantries are easy to dismiss in the multi-billion-dollar restaurant business, these little things have played a key role in setting Chick-fil-A apart from the competition.

In 2015, Chick-fil-A generated more revenue per restaurant than any other fast-food chain in the US. The chain’s average sales per restaurant reached nearly $4 million.

Meanwhile, the average KFC sold $1 million in 2015.

Analysts have said that customer service is key to Chick-fil-A’s success. Superior customer service drives higher sales per unit, contributing to the chain’s ability to generate greater revenue than chains such as KFC, Pizza Hut, and Domino’s with more than twice as many US locations.”

Technology does, most certainly have its' place in business. However, personal attention, being polite, remembering peoples names may be the best way to set you apart from the competition. There are over 200,000 practicing dentists in the United States, a top priority needs to be differentiation. Grandma Sandy taught us many many years ago to "Mind our Manners," and no matter how our world, or technology changes that still rings true.

Just like Chick-Fil-A, those manners maybe what helps you make your first million!

Call and Thank Grandma Sandy!

Preparing to Interview

Preparing for an interview can be a mission. Having spoken to a handful of doctors that are in the process, they all have the same concern and focus. "Getting it right".

Below are a few guidelines to developing an interviewing process that are guaranteed to help find the perfect candidate!

Things to Remember

  1. Be prepared to discuss the specific job description that you are hiring for
  2. Know who you are interviewing by reviewing their resume before the appointment
  3. Prepare KEY interview questions prior to the appointment

Examples of GOOD Questions to Ask

When deciding on what questions to ask, make sure to understand why you're asking those specific questions. This is your process and your practice, so make sure you're asking questions that are important to you! Not just something you've read in a blog, or online.

  1. "Describe your perfect job"- Gain insight on if they like a challenge or if they are trying to find the patch of least resistance.
  2. "Why did you get into dentistry?" - Doctors may want to ask this to see just how passionate they are about Dentistry. Possibly even discover if they are just looking for another job.
  3. "What motivates you?" - Asking open ended questions like this can help doctors learn what drives them. This can be a great tool to use during the mentoring of employees.

Here's a little trick. Mirror the body language or physical language of the person you are interviewing. Often in the first five minutes, generally you can tell if the candidate that you are interviewing is the right person or not. Aligning the right questions to ask means that you'll be spending the rest of your time in the interview simply confirming your decision as to if this is the right or the wrong person.

Always remember that someone that has experience interviewing will say things that will stall you if they need time to think about an answer; for example, "That is a really good questions.." or "I am glad you asked that..." With a little practice, interviewing will become second nature.

Just remember, you want someone that can think quickly, answer a wide range of questions and is comfortable talking in front of you.

The Most Uncomfortable Seat

It is interesting that one of the main things we learn is to sit in the uncomfortable seats. This statement has nothing to do with the Dental chair, but with our place in conversations. The desire we have to make a difference, it's about the bravery we have to be honest, to be present and effective.

Starting something new

Think back to how " new beginnings" start. With every new beginning we are challenged to fit in, to learn new procedures, follow new rules, learn new software. It's much easier sometimes to remain where we are, to look for a place that is easy and holds no challenges.

Stages to something "New"

  1. Excitement - This stage is about getting excited about the new adventure and how you've accepted that change is going to happy and you're ready for it!
  2. Learning - When realization of the environment, task, etc. sets in we realize how much there is to learn. About the people around us, the task at hand, how the day in and day out actually works. This can be somewhat scary and overwhelming but to acknowledge that feeling is part of the process.
  3. Teach - The ability to teach brings this process to a full circle.

This can certainly be related to several instances in Dentistry. Working with real people and not dentiforms, presenting your first treatment plan, answering the first call to make your first appointment in a new software. Yet all of those things become second nature. So, step in, realize that everyone starts, everyone has that "first time." You can do this!

Patients

Now let's consider the next uncomfortable seat, that of sharing with our patients' options for their dental health. For many, it is hard to let patients really know that what they need. Being professionals in the dental industry, we commonly stuck in our own fear that patients will be blown away. That they will not be able to afford it, to name a couple of objections. Yet, we forget that they have made the appointment for their dental health. Take a deep breath, your patients are looking to you to share your knowledge, to let them know what you see. It is our duty, to share with them what we see.

It is their choice to decide how to handle your findings. Remember, while you totally understand your scientific terminology, your patients, do not. Sit eye to eye, talk to your patients as if they were family, and share, in terms that are not "dental", easy to understand. Simply breath, and share what you have found, and be happy to give answers! Just as your clinical and business skills became second nature, this will too. Your patients will be healthier and so will your practice.

Make your seat more comfortable by being present, by asking questions, listening, and offering up options and answers.

Confrontation

"I don't like confrontation," are the most common words we hear when coaching Dentists. Who really likes confrontation? Wouldn't we all like to know how to minimize or even eliminate confrontation? The solution seems rather simple, the follow through is the touch part. Confrontation between Dental Team members, Front Office and Back, Patients, etc.

Avoiding confrontation

Are you the business owner that hates confrontation so much, you avoid rather simple issues, compounding negative results? Avoidance only lasts so long before an explosion can occur. We can only pump a balloon with so much helium before it gets to the point of popping.

Boundaries

Boundaries for employees are very similar to boundaries we give children. If boundaries are defined, kept firm and entwined around accountability, confrontation will be minimized or even eliminated.

Example: Five-year-old Johnny wants another cookie. Mom is busy cleaning the kitchen. Johnny insists on another cookie. Mom says no, you have already had one. Johnny continues to push. Mom; no. Johnny becomes relentless in his five-year-old clothing, insisting on another cookie. After unscathed determination, Johnny continues in his pursuit for another cookie. Mom, at this point, is escalating in her agitation from Johnny's persistence, but instead, chooses to give Johnny a cookie to keep him quiet and to calm herself. BOOM. Barriers are lifted, accountability is out the door and Johnny is brilliantly successful in taking charge of a situation.

We refer to this example as the "Inmates running the asylum."

Compare this to Employees

You make a new rule, say, no phones or smart watches while on the clock.

  1. You publicly declare this new rule with accountability standards. Those standards may look like this – if I see you on your phone or using your smart watch while on my clock, I will assume you are telling me you don’t want to work here. 
  2. Same as #1, however, the phone use continues during office hours, yet you are unwilling to “confront” what you have just created, allowing those under your leadership to now lead your business. Your lack of confrontation breaks all the rules you just put in place. Now, the next rule you try to put in place can, and likely will, be frivolous. 

How many times has this happened to you as a business owner? Want to change that? Want to avoid confrontation through elite coaching, implementing measurable standards that are based on entire team accountability? Call us!

Compounding Consistency

We have recently been discussing with offices the concept of compounding consistency. The more consistent you are with a system, idea or process, the results of that work/focus will compound with time.

In dental office terms being very consistent in efforts to re-activate patients will compound with time. Try stepping outside of your comfort zone and asking patients about their smile in a way you never have before. These will compound with a positive result.

Becoming Michael Phelps

In a recent podcast released by Tony Robbins this idea rang true. It reminded us that no matter what industry you are in, what aspect of your life you are working on? Even in sports being consistent with your approach is critical to see results. The podcast is called Becoming Michael Phelps. Phelps talks about his training, the consistent manner he went about it for so many years.

At the age 9, Michael Phelps started swimming with Bob Bowman. At the 11 Bob said he could get him to the olympics in 4 years if he was laser focused. Michael trusted him to take him there but they did it together. The consistency in training led Michael to being the most decorated Olympian of all time.

Michael Phelps training week consisted of 75 works outs PER week.

5-7am Pool

9-11am Pool

3-5pm Pool Followed by a weight session

As dental offices we are training daily to have our offices be the best they can be. The idea of being consistent with our work/focus is critical just as it was for Michael Phelps.

Understanding Dual Dental Insurance Coverage

Dental insurance, on its own, can prove to be challenging enough to decipher. Therefore, when two different coverages are thrown into the mix it can become even more complex and hard to understand. In order to facilitate your efforts, there are a few rules of thumb that should be followed for better treatment estimates and finalize the patient portion, thus making your job easier.

WHAT DOES IT MEAN TO HAVE DUAL COVERAGE AND IS IT THE BEST CHOICE?

What it doesn’t mean, is that the patient has double the coverage. But the good news is that it usually indicates a lower out of pocket expense for the patient.

Suggest a cost parison for premiums, deductibles, copays, etc. when a patient asks about adding a second plan. The benefit may not be worth the cost in some cases, but in others a slam dunk. Be sure to read the fine print on both of the dental policies to see which services each one covers or if there are any waiting periods and how the benefits will be coordinated.

PRIMARY AND SECONDARY – WHICH PLAN PAYS FIRST?

The primary carrier will pay first, the secondary carrier will pay second only after the primary carrier contributes. The general rule is that the plan that covers you as an enrollee is the primary plan and the plan that covers you as a dependent is the secondary plan. If the enrollee has two plans through current employment at two jobs, then the plan that has been in effect the longest is usually the primary.

The general rule is that the plan that covers you as an enrollee is the primary plan and the plan that covers you as a dependent is the secondary plan. If the enrollee has two plans through current employment at two jobs, then the plan that has been in effect the longest is usually the primary.

The purpose of establishing an order of benefits right away is to avoid processing delays and prevent overpayment, which can cause bigger headaches in the long run. In most instances, dental plans coordinate benefits - this means the primary plan will pay the claim as it normally would, and the secondary plan will pay what is left based on its coverage limits and up to 100 percent of the total claim. However, a secondary plan with a non-duplication-of-benefits rule reduces what would have been paid by what the primary plan has already paid, thus leaving an out-of-pocket expense for the patient. The only difference to this rule is if a plan has a no-coordination-of-benefits clause, meaning it does not coordinate benefits, will automatically be considered primary, and special rules are used to designate the order.

WHAT ARE THE RULES OF DUAL COVERAGE?

-The birthday rule is used if the patient is a dependent on both plans – the policy of the subscriber with the earlier birth date in the year is primary. EX: Mom DOB: October 7, 1977 Dad DOB: December 14, 1970 – In this scenario the Mom would be the primary insurance holder because October comes before December.

-If a patient has 2 policies through the same company, you will only need to submit one claim. The insurance company, in most instances, will process the primary and secondary together.

-The primary carrier pays its normal benefit and any calculation or adjustment of benefit is done by the secondary carrier.

-The secondary carrier will almost always require that an EOB from the primary insurance company be included with the claim submission. 

Taking the time to learn and understand the details of how dual insurance and the coordination of benefits works will surely alleviate insurance issues within the office. Not to mention, having a front office team that can help the patients with such knowledge and precision is just one more thing that adds value to your practice and will make you stand out.

Recalibrate

Pay attention to the details of your life and business! Perhaps recalibrate!

Are you the kind of person that waits for disaster to strike before action, or, are you the kind of person that throws the proverbial dust under the rug of accountability to avoid confrontation?

Often when our Accelerate My Practice Coaches are onsite in dental offices and are quickly asked, “I don’t like confrontation, are you going to make me confront someone?” We often answer this way – would you prefer not to have confrontation and implement boundaries, so confrontations become minimized or even eliminated?

Let’s start with three areas;

  1. Goals
  2. Example
  3. Humility

Goals – Do you make them? Are you the New Year’s Resolution-er, finding yourself miserably failing on the “new you” by February 1st? By far, most humans do not set goals. Even less of goal setters follow through with accountability to those goals. Which are you? What would be your odds to make a goal AND visit the accountability that matches that goal daily? You would have a 365% better chance of maintaining your goal if you visit your goal daily. Let’s break this down to smaller pieces. If you made a goal, attaching accountability to it, visited that newly made or revised goal once a week, your chances increase for success verses hitting the goal full out and burning out in a month, eg, New Year’s Resolutions.

Examples – When you create your goal, do you give it relation to something reachable, attainable? Here is an example – Losing weight. How many people know HOW to do this (everyone)? Eat less, move around more. If you want to lose 50 pounds and just lose your umph, have you ever thought of losing one pound this week? Break it down. Mel Robbins, in her latest book, Take Control of Your Life, challenges changes to be a Lego piece at a time, not the finished product that overwhelms. Bit by bit, Lego by Lego, building sustainability along the way.

Humility – A humble servant will build boundaries and stick to the boundaries with steadfast humility. Boundaries are created to avoid confrontation. Done with humility, power prevails through servant leadership, a trait Accelerate My Practice teaches with consistency. For some of you, this may sound a little challenging… how do you serve with humility to be a powerful leader?

That’s where we come in!

At Accelerate My Practice, we focus on the mindset of the how and why in our thought process. We take you from your excessive weight to just a pound a week, metaphorically speaking. We do this through the three areas mentioned above. Want to know more?

Visit our website, Accelerate My Practice and contact one of our coaches. What we do and how we do it has been sustainable for many Doctors throughout this amazing country! Call us! Is it time for you to recalibrate?