Your Practice Sweet Spots with Dr. Jesse Green

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Bulletproof Dental Practice Podcast Episode 66

Hosts: Dr. Peter Boulden & Dr. Craig Spodak

Guest: Dr. Jesse Green, Dentist, Author, Founder of Savvy Dentist Podcast and Practice Max

Key Takeaways:

  • Adding more new patients to your practice will highlight the problems in your office.
  • Success is all about making sure there’s net growth. You can’t just work to get new patients without making sure you’re taking care of your existing ones.
  • Make sure you have leadership in charge, not just in place.
  • Following systems allows for consistency but you can’t overdo systems, there should be some amount of flexibility.
  • Create frameworks for conversations with patients, instead of scripts.
  • The best strategy for retention is relationships. “Don’t be a dickhead.”
  • Having regular communication with your team and understanding what they want from you is the best way to retain your team members.
  • Make sure all decisions have a triple win: your business wins, the patient wins, and the team member wins.
  • If you can have alignment about the goal for the team then you’re moving in the right direction.
  • Every time you have staff turnover you’ll have a dip in productivity.
  • There’s a sweet spot for profitability. Bigger is not always better. Pay more attention to profitability than size.
  • In Australia, 4-5 chairs in a practice is a sweet spot. It’s small enough to manage, you can make it very profitable, and you can replicate it more easily.
  • You have to understand your positioning in the marketplace; whether you’re volume, boutique, etc.
  • Convenience is critical.
  • There are three ways to increase revenue:
    • See more patients (marketing, how do you get more out of your chair, etc.)
    • See those patients more frequently
    • Increase the average dollar spend per patient
  • Small changes in those categories compound across your practice.
  • Marketing Three R’s:
    • Recruit new patients
    • Retain existing patients
    • Reactivate people who might have fallen off the bandwagon
  • The things that move the needle most are “critical drivers.” What activities are your team doing that produce the best results? Focus on those activities.
    • Ask for referrals
    • Ask for Google reviews
    • Multiply the booking
    • Focus on presenting x number of treatments per day, from there you’ll have the conversions you’re looking for
    • Morning huddles, productive staff meetings
  • Proposed treatment vs. enrolled treatment (acceptance rate) – shoot for 80-85%.
    • Depending on your preferences, that acceptance rate can be closer to 66%.
  • Net profit: including salary of principal, your net profit should be around 20%.
  • Everything is about the cash flow.

References:

Retention: How to Plug the #1 Profit Leak in Your Dental Practice by Dr. Jesse Green

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