{"id":4025,"date":"2015-03-10T10:58:24","date_gmt":"2015-03-10T14:58:24","guid":{"rendered":"https:\/\/themcanallysellingsystem.com\/?p=4025"},"modified":"2019-10-23T15:08:29","modified_gmt":"2019-10-23T19:08:29","slug":"dental-practice-management","status":"publish","type":"post","link":"https:\/\/themcanallysellingsystem.com\/dental-practice-management\/","title":{"rendered":"Dental practice management-Associates and practice owners with associates who whine"},"content":{"rendered":"

Dental practice management-Associates and practice owners with associates who whine<\/h1><\/div>
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\"dental<\/span><\/div>
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When it comes to dental practice management the mumero uno complaint from practice owners \u2013 \u201cMy associate doesn\u2019t do enough dentistry or doesn\u2019t sell enough dentistry.\u201d Invariably there are two things absent from these practices.<\/p>\n

Absent item #1 \u2013 no sales training\/no selling system.
\nAbsent item #2 \u2013 not understanding that a big key to a successful associate set-up is at least some of the dentistry is being performed at full fee.<\/p>\n

The answer of course is to get off of your bu** and manage to market for fee for service patients AND sell correctly to both insurance and fee for service patients.\u00a0 These two things are the obvious elephants in the room. [FYI \u2013 My newest book in the Dentist\u2019s Unfair Advantage Series Volume 3 \u2013 The Ultimate Guide to Niche Dental Practice Marketing<\/a> spends a lot of time discussing the insurance game, full fee dentistry, and marketing budgets.]\nIf you\u2019ve got an associate (or two or three), why haven\u2019t you fixed these???\u00a0 For goodness sake invest in your associate and your dental practice with an actual sales training and then get serious about dental practice marketing!<\/p>\n

Okay\u2026now for the associate.<\/p>\n

Numero Uno complaint from associates \u2013 \u201cI don\u2019t make enough money.\u201d
\nAdmittedly, a\u00a0 dental practice discounting everything under the worst contracts makes this more of a challenge BUT having basic sales skills means selling more efficiently under any and all insurance policies and it also means having some patients opt for better treatment.\u00a0 Both equal more money in your paycheck with the correct marketing.\u00a0 While I\u2019d like to blame this all on dental insurance this complaint is heard even from practices that are all fee for service.\u00a0 Guess what the one or two things absent in these practices where the associate is saying this is? It\u2019s either #1 from above OR both #1 and #2 above (remember again some of these practices with an associate making this complaint are fee for service!). If you are an associate reading this, get the practice owner on board to invest in you and the practice or at least split the tuition! Step #1 for stopping the associate\/practice owner whining is to doing something tangible in fixing sales\/sales process\/sales steps. Check out my website<\/a> to see how you can get going.<\/p>\n

Here\u2019s a real curve ball for either a semi-retired dentist who wouldn\u2019t mind making as much as an associate without doing any dentistry.\u00a0 Why not be the sales guru of a booming practice where the treating dentists don\u2019t have time to spend in one on one time with patients during the key steps in selling?\u00a0 There\u2019s a huge value in this.\u00a0 Last week a new member practice in up-state New York brought this up as a something they were considering.<\/p>\n

Only wished I had thought of it!<\/p>\n<\/div>

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