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Friday, November 13, 2009

Teleseminar- Linda Garber

4 Ways to Monitor & Manage Your Dental Practice in 2010

"Taking Hold of Your Dental Practice (Again)"

FREE Tele-Seminar with Lynn Garber of Lynn Garber Consulting

Original Air DATE: Friday, November 13, 2009

In today's ever - changing economic environment you must constantly monitor and manage your practice. We will look at your practice from the inside out:

1. Numbers that must be monitored daily
2. Staff and patient communication
3. Treatment acceptance and patient retention
4. Internal marketing

We spent about 10 minutes on each subject (40 minutes) and then opened it up for questions.


Through her personalized, in-office consulting services for 25 years, Lynn has helped hundreds of dentists like yourself:

- Improve financial security
- Effectively manage stress
- Increase profits and productivity
- Train personnel and build teams
- Enhance business management skills

Learn how she does this by clicking play to listen.


Thursday, October 1, 2009

Newsletter Archive- Positive Action Brings Positive Results

Positive Action Brings Positive Results

By Lynn Garber

TIMES ARE TOUGH!!! Aren’t you tired of hearing that? I am! I believe times are only as tough as you allow them to be. If your practice is sending a negative message to your patient about tough times, they will believe it. As a result, you’ll find yourselves with diminishing profits, openings in your schedules and treatment not being accepted.

You may be ready for change, ask yourself:

1. Is your office presenting itself as a support to a persons total health and appearance?

2. Are you listening to what your patients want? What a person wants is often different than what you as a professionals sees as a need.

3. Are you and your staff having regular meetings about listening to patients and providing them with what
they are asking for?

4. Do you offer resources that support anti aging and total health for your patients? Is your reception room a window of opportunity?

5. Are your patients being rewarded for their commitment and loyality to your practice?

6. Is your staff communicating the benefits of your practice to Patients? Is the staff being rewarded for their efforts?

Over the years, dentistry has evolved clinically at a fast pace. However, we have not seen a comparable movement towards making changes in our dental practice management. We, as dental professionals, have been slow to proactively incorporate changes in how the practice in being marketed to our patients. It’s time that we incorporate some major changes in the way our dental practices offer services to patients and rewards to our staff.

Here are some suggestions to easily and quickly get your practice on a positive track:

1. Develop your reception room as a “window of possibilities”:

  • Have a video playing with services and products you offer along with resources you suggest for support
    (i.e., health clubs, massages, aesthetics, etc.)
  • Fill a display cabinet with products you offer (i.e., teeth whitening, toothbrushes, anti aging, etc.).
  • Furnish the area with magazines and pamphlets about health, wellness, anti aging; not sports and
    entertainment.

    2. Offer patient rewards for commitment to their own well being and your practice; I’ve recently come across a site online that will get a cost effective program in place for this. Check out www.mydentalrewards.com, Letting patients know they are appreciated with tangible rewards is a sure fire way of keeping them loyal to your practice.

    3.Propose an opportunity for your staff to earn more dollars and without increasing your salary overhead percentage; staff incentices can be structured as ongoing or with a time limit:

  • Offer products available for purchase and allow the staff to “own” this department. You’ve probably never done this before but it is necessary and ethical. There are quality products on the market today only available through a third party and provide a fair profit. Chose products that support you dental philosophy and a patients overall health.
  • Bonus dollars for specifics: a full hygiene schedule, daily production goals met,etc. and also for patients they bring back to the practice; i.e. patients past due for hygiene for more than one year or patients who never scheduled for recommended treatment.

    Don’t decrease your profit margin by taking on more insurance plans. Seek to streamline your patient and staff communication and management. Benefits will come to you much faster working from the inside out. External marketing can be expensive with no guaranteed results. Before spending money on external fixes, make sure you closely examine your practice for simple internal changes you can make.

    Benefits will come to you much faster working from the inside out.
    Lynn Garber is a well known leader in the dental profession. As a consultant she continues to provide support to doctor and staff increasing their comm-unication skills and putting systems in places that insure favorable growth.

    Lynn is a sought after guest lecturer to various dental meetings; i.e. Greater New York Dental Meeting, Florida National Dental Congress, Yankee Dental Meeting, Valley Forge Dental Meeting, etc. She provides continuing education programs a the University of Pennsylvania, New York University, University of Missouri, Kansas City, Tufts University, etc.; as well as programs for local dental societies. Her programs offer solutions that can be easily implemented into a dental practice resulting in growth.

  • As owner of LYNN GARBER CONSULTANTS since 1982 she continues to build successful practices throughout the United States. She is a member of the American Academy of Dental Practice Administration and a contributing author to many well know dental publications.

    Tuesday, August 11, 2009

    Newsletter Archive- Distinguish Yourself

    Distinguish Yourself from the Rest of the Pack!
    Dr. Paul Homoly, CSP

    Knock, knock.
    Who’s there?
    Sara.
    Sara who?
    Sara ‘nother way to distinguish your practice?

    Go get a pen and paper.

    Make a list of everything you claim differentiates your practice from what other dentists claim about theirs.
    Go ahead, make the list.
    Nothing yet?
    Okay, name just one thing you claim to have that other dentists won’t claim they have?
    Quality dentistry? They claim that.
    Great service? They claim that, too.
    Great staff? Yep, they claim that.
    Great training? Lots of claims about that.
    You say tomato, I say tomahto – but your patients perceive the same thing. If the patient perceives no difference, then what distinguishes you from other dentists is your fees. Do you want patients selecting you as their dentist because you have the lowest fees? I didn’t think so.
    If you’re having trouble building your practice, it may be because you have not distinguished your practice from the rest of the pack.

    Distinguish Yourself

    The best way to distinguish your practice is to distinguish yourself. This means getting out from behind the technical issues of your practice – what you do - and letting your personality shine through – who you are.

    Patients are far better judges of personality issues than they are of technical issues.

    Here are five steps that are sure to distinguish you:

    1. Reduce stress around you. By reducing stress you allow the “real” you to come through. When you are stressed, patients perceive the “coping” you – the person who’s dealing with all the hassles around you. The real you is always more likeable than the coping you.

    2. Give yourself and your staff permission to have fun with each other and your patients. There is no better substitute for fun when it comes to positively distinguishing yourself. If you’re not sure what fun is, take a long vacation to Club Med in Cancun. If you still can’t figure it out, then it’s time for some therapy.

    3. Learn to tell stories. Stories are magic. Let patients know who you are behind the mask. Tell stories about growing up – your neighborhood, hobbies, and cool things you did. Keep your stories short - under one minute. You and your staff should tell stories about why you love dentistry and stories about other happy patients and successful events within your practice. A well-told story is the best communication tool to separate you from the rest of the pack.

    4. Look great. Looking great is the first step to being perceived as being great. Master the basics – clothes, skin, hair, nails, eyes, teeth. If you’re not sure how to look great (many dentists – men and women - don’t) then hire someone who does. Most upscale clothing stores have fashion consultants who can fix you up.

    5. Sound great. A major part of your impact is your tone of voice and word usage. Keep your language skills above the norm of your area. Just because you live in a sleepy little town don’t get lazy and say things like “ain’t”, “uh-huh”, “ya’ know”, “huh?” or drop the “ing” endings - “fixin’”, “hopin’”, “workin’”. If you have (or been told you have) below average vocal impact and/or grammar, get help now. Many language programs are available through colleges, private tutors, and professional associations (National Speakers Association, Toastmasters International, and Dale Carnegie).

    When you let the real you shine through, learn to have fun in the office, tell memorable stories, look like a million bucks, and sound approachable and professional you’ll distinguish yourself in ways that patients easily recognize, identify with and appreciate.

    Think about when you’ve asked others what they like about their dentist. They say, “He has a good personality”, or “I really like how she puts me at ease” or “I feel confident with his recommendations”.

    Want to distinguish your practice?

    Distinguish yourself.

    Dr. Paul Homoly, CSP, is a world-class leader in dental education and is known for his innovative and practical approach to dentistry. Paul is author of the best-selling books Dentists: An Endangered Species, Isn’t it Wonderful When Patients Say “Yes”, Making It Easy for Patients to Say “Yes”, and Break Through. He is a leading columnist for The Official Journal of the American Academy of Cosmetic
    Dentistry.

    Paul is affiliated with The Misch Implant Institute and The Kois Center. Paul is a member of The North Carolina Dental Society, and is licensed to practice dentistry in the great state of North Carolina.

    Paul holds the highest earned designation in professional speaking – Certified Speaking Professional (CSP) – from the National Speakers Association; fewer than ten percent of professional speakers are distinguished at the CSP level. He is the first and only dentist to earn this designation.

    Dr. Paul Homoly is President of Homoly Communications Institute. This Institute’s focus is coaching high performance dental teams and advancing communication in dentistry worldwide. His unique process helps dentists master their practice, affording them greater freedom.

    Thursday, May 7, 2009

    Newsletter Archive- Harry Demaree Obituary


    Harold L. Demaree, age 72, of Georgetown, Texas, passed away Tuesday, April 28, 2009, after suffering a traumatic brain injury. He was born to Glen V. Demaree and Anna Odenwald Demaree in New York City, New York on March 31, 1937.

    He was preceded in death by his parents and daughter Lori Demaree.

    Harry graduated from Plattsmouth Nebraska High School in 1954 then attended the University of Nebraska College of Dentistry where he graduated in 1961. He then served in the United States Air Force for 2 years.

    Harry established his private dental practice in Lincoln, Nebraska in 1963. He belonged to the Lincoln District Dental Association, Nebraska State Dental Association and the American Dental Association. While living in Lincoln, he served on the national board of directors for Faith at Work.

    In 1980, Harry began working in the field of dental office design. After moving to Austin, Texas in 1981 Harry formed his own dental office design company, T.H.E. Design, Inc., from which he retired in 2006.

    Harry's favorite pastimes were golf, fishing, cooking, reading, traveling, Nebraska football and spending time with family and friends.

    Harold is survived by his wife, Beverly Jacobs Demaree; son, Michael Demaree; daughter, Julie Demaree and husband Stanley Dill; grandchildren, Karis Ward, Micaiah Ward, Anna Dill and Jacob Olzsewski; step grandchild, Justin Dill and wife Juliet, great grandchild, Cash Harrison Ward; sister; Virginia Golodetz.

    The family will receive guests for a time of visitation from 3:00-5:00 P.M. Tuesday, May 5, 2009 at Cook-Walden/Davis Funeral Home in Georgetown, Texas. Funeral services will be held at 2:00 P.M. on Wednesday, May 6, 2009 in the chapel of Cook-Walden/Davis Funeral Home. Family will be available to receive guests starting at 1:00pm. A Celebration of his life will continue after the funeral in Sun City at the Legacy Oaks Club House.

    A memorial service will also be held in Lincoln, Nebraska on Friday, May 22 at 2:00pm at First Plymouth Congregational Church. Family will greet guests starting at 1:00. Celebration Party to follow, place to be announced.

    Words of comfort may be shared with the family at www.mem.com, or via email.

    In lieu of flowers, memorials can be sent to: Alzheimers Association (www.alzgift.org), HealthcareForAllTexas.org, or a charity of your choice (Blanco friends can donate to these, or to Keep Blanco Beautiful or Young Life). Arrangements by Cook-Walden/Davis Funeral Home, 2900 Williams Drive, Georgetown, Texas 78628 (512)863-2564.


    Addresses for cards:

    Bev Demaree - 113 Fox Home Lane, Georgetown, TX 78633

    Mike Demaree - 5215 Woodrow Ave, Austin, TX 78756

    Julie Demaree - 803 Pecan St., Blanco, TX 78606

    Sunday, February 1, 2009

    Newsletter Archive- Going Green: How to Make Your Office Eco Chic

    Going Green: How To Make Your Practice Eco-Chic

    By Stephanie Morgan Clarke, RID, LEED AP, IIDA, Dir. Interior Design and Purchasing, EnivroMed Design Group
    Bruce Morrison, Dir. of Architectural Services, EnviroMed Design Group
    Birthing Center Waiting Area
    Going green is no longer the way of the future, it has become a current way of life. Consumers are more educated than ever about the impact we have on our environment and how our environment impacts our well being. Designing an environmentally conscious space shows your clients, your peers and the public at large that you care about their well-being and safety, allows you take advantage of a growing number of state and local government incentives, and can help boost press interest in your practice.
    Once the decision is made to have a green office the next question you may ask yourself is how do I do it? How do I convert my existing office or build a new office and still preserve the environment as much as possible? Some common things you have likely heard are: replace all of your incandescent light bulbs with fluorescents, use finish materials with recycled content, use energy star appliances, install low flow plumbing fixtures and turn off your lights, computers and equipment when not in use.
    Below we have provided several suggestions you may not yet have heard about or considered that will make a big impact on your way to "green utopia."
    Recycling:
    Establish a recycling center in your staff lounge. Check with your local waste disposal service to see what they accept and how they accept materials, and provide the necessary bins for your staff.
    Purchase from manufacturers that produce recycled or recyclable versions of the materials you use every day (instrument bags, paper wraps, etc.)
    Look for eco-friendly giveaways for your patients, like toothbrushes made of recycled yogurt cups.
    Buy supplies that use as much post-consumer recycled content as possible, and avoid companies that over-package their products (e.g. boxes within boxes, or in larger containers than needed)
    Construction Materials & Practices:
    Most landfills contain 35%-40% of construction waste. Ask your GC to develop a construction waste management plan, on site separation of materials, police it & offer on site ship to separation facilities.
    Use wood that has certified by the Forest Stewardship Council (FSC). This label will let you know that the wood has come from properly managed forests. If you are using tropical wood that isn't FSC approved, then think of it as if the rain forest coming down into your building.
    The most sustainable building is one that is already built. Choose a site that has already been developed, rather than disturb undeveloped land.
    Water efficient landscaping. Plant foliage that is native for your area. Most native species will require little or no additional watering.
    Purchase materials that are manufactured as close to your location as possible. LEED recommends a 500 mile radius or less.
    Use low or no VOC (Volatile Organic Compound) paints, carpets and wallcoverings.
    Energy & Natural Resource Conservation:
    Use power strips to plug in non-essential equipment that can easily be turned off at the end of each day. Power adapters (for cell phones, speakers, printers, etc.) all draw small amounts of power even if not plugged into a device.
    Encourage employees to carpool, ride the bus occasionally and install bike racks to encourage people to cycle to the office.
    Use motion sensors instead of manual switches where possible.
    Choose exterior lighting that points down, has a top cover and turns off during late night hours. Light pollution has been known to negatively affect the migratory patterns of birds and other animals.
    When building a new office consider incorporating these following alternate energy sources/systems:
    1. Install a photovoltaic array (solar cells) to supplement electrical consumption.
    2. Use a Geothermal heating/cooling system that cycles water deep into the ground to capture the steady temperature of and use it to provide heat in the winter and cooling in the summer.
    3. Rainwater collection system to use for site irrigation.
    Invest in an electronic controlling system that will allow you to adjust your heating & cooling system during office hours.
    Install "dual-flush" toilets that use different water amounts for liquid or solid waste.
    Office Procedures & Practices:
    Use Digital imaging for all X-Rays. This eliminates the need for disposal of hazardous chemicals.
    Go paperless- Digitize all of your records and use an online fax service. If you must use paper for printing, choose natural based inks, such as soy, and also print on recycled paper.
    Use the most current dry-vacuum suction system rather than a water-based type.
    Use an amalgam separator, and install a special water filtration system allows for the environmentally sound disposal of old mercury fillings to prevent pollution in local waterways.
    Place plants in each operatory, they serve as a natural air-filtration system, as well as promoting a sense of well-being. Be aware though, they do require maintenance and have the potential to interfere with the overall look of your design. Be sure that the plant style and pot integrate with the overall style, and if your plants start dying you should invest in a plant service.
    Use a water free hand disinfectant in conjunction with your regular hand washing to save on water and paper towels. Do not rely totally on alcohol based disinfectants, as these also destroy the beneficial germs that are on your skin, as well as dry it out.
    Use non-toxic cleaners for cleaning and disinfecting your office. Before the advent of using plastic to wrap chairs, light handles, etc. hand cleaning was standard. Think of how many sheets of plastic are used per day that end up in the landfill.
    Investigate the use of LED operatory Dental light fixtures.
    Buy in bulk as much as possible, and use materials that can be put into smaller reusable containers.
    In the future you will be seeing many organizations jumping on the green certification bandwagon. LEED (Leadership in Energy and Environmental Design) is the Green Building Rating System, developed by the USGBC (U.S. Green Building Council). This rating system provides a set of nationally recognized standards in environmental sustainability for a building, site and/or interior space. Being LEED certified gives weight and authority to the effort you are making to build or restore your practice, and will add tangible value to it.
    If you would like to learn more about how to make your office more energy efficient and environmentally friendly, then be sure to listen to our "Eco-Chic Dental Office Design & Planning" tele-seminar, that was held on March 30th, 2009 at 8pm CST. Bruce Morrison, Architect and Stephanie Clarke, Interior Designer discussed all of these issues and more.