Endo Blog

Keepin’ It All in Perspective

2010-08-09T16:04:00.001-04:00

Just finished reviewing the preliminary data for the 2010 Dental Economics / Levin Group Annual Practice Survey (which will be published in November DE) and one thing is very clear—dentistry as a profession is in really good shape.

Practice production and doctor income remained about the same as in 2009. “How is that good?” you might ask.

In spite of one of the worst economic crises ever, practices on average managed to stay the course. While it might not be time for marching bands and fireworks, I’m seeing the data as a very positive sign, especially when you consider how many other industries have been slumping for the last 12 months.

To move forward, you need both the right attitude and the right actions. The right attitude starts with keeping things in perspective. When you do that, you’re in the best position to seize opportunities to grow your practice.

The Solution For Endo Growth

2010-07-21T13:30:00.004-04:00

It’s true. On the subject of what grows endo practices, my answer never changes—it’s systems, systems, systems!

Sure, systems may not seem exciting but what they accomplish for your practice is! Systems can maximize production and profitability while decreasing overhead and stress. In short, they make all the difference.

Levin Group endo clients had an amazing year in 2009 and are off to another great year in 2010. In fact, their results aren’t typical in the profession. Need proof? Have a look at what doctors are saying about their production in ADA quarterly surveys for the last 16 months. Most reported declines in production.

How do Levin Group endo clients do it? I think you know the answer—systems. Systems that deal with issues such as building a referral base, getting more GPs to refer root canal procedures, correcting scheduling problems, eliminating overdue payments, increasing collections and, of course, properly implementing patient financing.

Is there one magic bullet or pearl that makes all the difference? I would say, “No.” But revamping your systems is by far your best chance to increase production—period!

Learn more about systems…

“We’re too busy to make changes in the practice right now.”*

2010-06-03T10:20:00.001-04:00

If you think about it, this statement doesn’t really make much sense. First off, if you are that busy, there’s a problem. Saying something like this suggests your schedule is jam packed and the practice is hectic a lot of the time. Just how long do you think you can burn the candle at both ends like this?

If you insist on running the practice at breakneck pace, you can certainly do so, but eventually the train is going to come off the tracks. In the end, the only thing left to do will be to make bets on who burns out first, you or the team.

As the leader of your practice, you should always be prepared to create positive change. Embracing and initiating change keeps your practice vibrant. And most importantly, it can help ensure the growth of your practice and, ultimately, your financial independence.

*Excerpted from the audio CD, 81 Obstacles To Practice Growth And How To Overcome Them.

Consulting—It’s More Than a Job to Us!

2010-05-05T11:13:00.001-04:00

Every day when I go to the office, I get excited… I mean really pumped up about helping endodontists grow their practices. Despite a tough economic environment out there, our clients are growing and it’s a great feeling to know Levin Group has helped them to do it!

When a consultant rushes into my office to relate how one of his or her clients just had the best month they’ve had since they opened their practice… well, I’ll tell you, it’s hard to put into words what a great feeling it is for us.

Part of what keeps us excited are the continuous improvements and enhancements we make to our consulting programs. For example, our Practice Production Generators™. These powerful tools have been designed to give clients the best and most productive consulting experience possible. They are part of our unending commitment to you!

If you want to know more about Practice Production Generators™, give us a call at 888-973-0000. We’d love to tell you all about them!

The Secret of Endo Success

2010-04-05T08:52:00.003-04:00

How would you rate yourself as a collaborator?

According to a recent survey by the American Association of Endodontists (AAE), the majority of general dentists (86%) say their best endodontic partners collaborate on treatment plans for referred patients.

Obviously, collaboration is a critical skill for endodontists. The better you are at it, the stronger your relationships with referring dentists. And those relationships are what ensure a steady flow of referred patients to your office.

In addition to collaboration, the survey said GPs value an endodontist’s ability to accommodate emergencies and availability for second opinions.

Dr. Gerald N. Glickman, AAE president, summed it best: “With more than 15 million root canals performed in the U.S. every year, dental practices, along with their patients, could benefit from even greater collaboration with endodontists.”

Something Has Changed!

2010-03-26T14:30:00.000-04:00

In 25 years of lecturing, I have never witnessed the level of excitement that my newest seminars are generating.

Endodontists are craving new models and ideas to help their practices grow despite the current economy. The philosophy of my newest seminar, Increase Production By Increasing Referrals, is this… what you did before is simply not good enough. Just imagine cultivating long-term relationships and reaping the benefits. Imagine growing 15%, 20% or more. All of this can be done!

I think the reason this has been so exciting for endodontists is that they are finally ready to reach for their practice potential and not simply “get through” this year. This thinking will create a situation where more and more endodontists can improve the quality of their lives, save more for their long-term retirement and lower their stress along the way. My suggestion—join me on May 21-22 in Chicago and Increase Production By Increasing Referrals!

Is It Time For A Practice Check-Up?

2010-02-15T15:02:00.001-05:00

When was the last time you evaluated your practice systems for efficiency and effectiveness? Three years? Five years? Or has it been longer?

Outdated systems are often the #1 cause of high stress and lower production. Many endodontists try to get by with the same systems they had when they purchased or started the practice. As the years go by, the more inefficient and stressful the practice becomes.

Replacing or updating systems can seem like an enormous challenge. Many doctors are not sure where to start. A Practice Analysis might be the way to go for your practice. It’s an objective, comprehensive in-office assessment of your practice systems and processes.

For more information, watch this 2-Minute Seminar.

How Do People View the Dental Profession?

2010-01-04T13:48:00.002-05:00

In a recent op/ed column in The Washington Post, George F. Will was discussing the federal government when he concluded his piece with the following statement, “Like the Fed, dentists are always important and urgently desired when pain is intense. But they are rarely objects of their patients' affections.”

Politics aside, I was struck by what this implied about perceived notions about the dental profession. It seems that dentists and specialists need to redouble their customer service efforts to change perceptions such as these.

As the New Year dawns, make a resolution to take your customer service to the next level. Treat patients like gold—it will always serve you well!

An Incredible Weekend in Orlando

2009-11-29T11:06:00.003-05:00

I had the honor of teaching more than 60 doctors and their spouses at the First Annual Life Plan Summit earlier this month in beautiful Orlando. Life Plan is about turning professional success into lifelong personal success.

The energy and the passion that Life Plan participants brought to the seminars and workshops was just amazing. Seeing so many committed professionals focused on unleashing their true potential is what Life Plan is all about.

“Life Plan was great. It provides clarity beyond the office,” said one participant.

The Life Plan Summit was open to doctors who attended a previous Life Plan course. The next course will be offered June 25–26 in Chicago followed by the 2nd Annual Life Plan Summit, November 5–6, in Las Vegas. For more information, send an e-mail to customerservice@levingroup.com with “Life Plan” in the subject line.

Referral Marketing Offers the Best Protection

2009-10-22T16:08:00.001-04:00

I was recently speaking to a board member of the American Association of Endodontists. We agreed that many endodontists have been deeply affected by the recession. He told me he knew of some practices down 15% or more. Endodontics has almost never seen a downturn—let alone one this significant!

What happened?

I believe many endodontists take their relationships with referring dentists for granted. When the economy slowed down, production for general dentists began to decline. It was a domino effect, and it was only a short time until many endo practices started noticing the fall-off. Since most endo practices had not engaged in a structured referral marketing program, new patients were in short supply.

The solution?

You should establish an ongoing referral marketing program. Remember—the more referral sources you are able to develop, the more patients and referrals you can expect.

Marketing is a driving force in almost every company on the planet and now needs to be a part of every endo practice!

What Happens When New People Join Your Team?

2009-09-30T14:00:00.000-04:00

Are you prepared for staff turnover? It’s inevitable. Your team may be brilliant... yes, they may really know everything. Trouble is—your endodontic team isn’t likely to stay together forever. People get married, move away and change careers.

When new people join the team, they could have a very difficult time learning “everything” if systems and procedures are poorly documented or worse, not documented at all! This happens all the time when teams that have been together for a long time. They don’t bother to document what everyone already knows. However, most long-term teams will split up eventually—that’s life.

Document your systems now—even if it seems unnecessary or pointless. Later on, you’ll be very glad you did!

Get Some New Material!

2009-08-20T14:34:00.002-04:00

People still believe root canals are extremely painful. This may have been true 30 years ago or longer… but not anymore. Today’s advanced techniques and instrumentation, along with improved anesthetics, make root canal treatment a routine and comfortable experience for patients.

This misconception is perpetuated by comedians and sitcoms who resort to the “about as much as fun as a root canal” line. It’s time to get some new material, people!

One thing you can do is to provide your referring doctors updated fact sheets and educational materials that they can give to their patients about today’s virtually pain-free root canals. Include this information on your website as well. Education is the best way to debunk myths and correct stereotypes.

Is It Time for Lunch?

2009-07-15T15:08:00.002-04:00

When was the last time you got together with one of your top referring dentists? Has it been several months? Or longer?

Some endodontists ignore their referring doctors except around the holidays. That’s a mistake. Don’t take your referrers for granted. In this economy, many GPs are performing more root canals themselves. By strengthening your referral relationships, your colleagues are more likely to keep referring to you.

While it might be challenging to get together with referring doctors once a quarter, your efforts will be well worth it. Endodontists who maintain regular contact with referring doctors experience improved inter-practice communication, a better referral process and increased referrals.

Get more insights into building better referral relationships at my upcoming Triple Your Referrals seminar!

Rethink Customer Service

2009-06-15T15:00:00.000-04:00

I have noticed in dealing with all different dental specialties over the years that GPs have a tendency to pay more attention to customer service than specialists do. That’s not a good course of action!

Why do GPs concentrate so much on customer service? They are trying to preserve what they hope will be a relationship that lasts for many years. It can be tempting for endodontists to under-emphasize customer service based on a presumption that once a patient leaves, that person may not be back.

Here’s why you should be as concerned about customer service as your GPs... Suppose a patient, Mrs. Jones, does not have a good experience in your practice. She returns to her GP, Dr. Smith, and subsequently complains about you. Dr. Smith is embarrassed and worried that Mrs. Jones has lost trust in his practice for sending her to an endodontist’s office for an experience that didn’t turn out well. Dr. Smith could very well begin steering referrals elsewhere.

Remember that superior customer service—Stage III Customer Service™—is vital to your practice growth!

Look Beyond Today’s Economy

2009-05-26T14:09:00.002-04:00

Okay. You need to hear this. Stop talking so much about the economy!

Focus on what you can control. You can’t do anything about the daily fluctuations of the stock market, but you can work on building stronger relationships with your referring doctors… you can be a positive example for your team… you can strategize on ways of reaching out to non-referring dentists in your area…

The best leaders find ways to succeed in adverse conditions. Don’t let the negative stories in the media dominate the conversation in your practice. Maintaining a positive outlook, despite the current challenges, is often the first step on the way to greater success.

This economy, like all other challenging economies in the past, will get better. We have moved through at least six variations of this economy in the last 100 years and recovered beautifully. It will be no different this time.

Stay positive. Keep focused on your goals. Build stronger relationships with referring doctors and new dentists. These actions will help you jumpstart the economic recovery in your practice.

“If I Had Known Then What I Know Now…”

2009-04-25T16:00:00.000-04:00

I cannot tell you how many endodontists have said to me “Roger, I wish I had listened to you 20 years ago.” Most endodontists realize systems are the key to practice success, yet too many doctors try to get away with making a tweak here and adding a pearl there.

The problem is, as the years go by, those tweaks and pearls eventually turn into bottlenecks. Inefficient systems mean higher stress, lower productivity and declining production. That’s no way to practice!

Updating your systems does take time and work, but the payoff is well worth it. Why handcuff yourself and your team with outdated systems that sap your energy… increase everyone’s frustration …and just make practicing endodontics way more challenging than it has to be?

Remember, it’s your practice. You’ve got the power to change it!

Get in the Game!

2009-03-15T16:07:00.000-04:00

I received a call from a Midwest endodontist last week. He was very upset that his practice had dropped off 25 percent since October 2008. He wanted to know if there was anything he could do about it.

It is interesting that his situation mirrored Levin Group data very closely. Last October many endodontic practices literally fell off the cliff. It was not a gradual decline, but a 1,000 foot fall. General dentists began to cut their root canal referrals to keep as much revenue in-house as possible.

The answer I gave this endodontist was very simple—you have to ramp up your marketing, and you have to keep doing it for the rest of your career.

The days of endodontic demand being so high that endodontists do not have to worry about marketing are over. Each time endodontists lose root canal referrals to a recession, such as in 2001-2002, they usually do not come back at the same rate when things get better.

We are in a deep, longer-term recession this time. Waiting for things to get better is not an option. So don’t stay on the sidelines—put on a helmet and get in the game! It’s time to start marketing your practice and market it successfully!

Protect Your Endo Practice NOW!

2009-02-16T17:00:00.000-05:00

Today we have the worst economy since the Great Depression, and endodontics is paying the price. It has been one of the hardest hit specialties for referral decreases in the history of our profession. This is due to implants decreasing the number of root canals and general dentists performing root canals in-house to bolster production.

What can you do?

The most important step for an endodontic practice today is referral marketing. In the past, endodontists did the least marketing because they felt that they had the least need. Today, everything has reversed. Endodontic practices who lack in referral marketing systems lose 15 to 20% in production per year. As I said to one client recently, the best thing you ever did was start your referral marketing when the economy was strong.

It’s not too late to implement a strong referral marketing program into your practice. In fact, it’s critical to your practice’s future.

Systems Make All the Difference

2009-01-15T15:00:00.000-05:00

Over the past 24 years, Levin Group has improved the lives of thousands of endodontists. And the #1 factor in creating greater practice success is, without a doubt, systems.

Nothing else comes close to the power of systems. Documented, step-by-step systems allow endodontists to master the marketing and management of their practices. It’s really that simple.

Today, our clients count on Levin Group systems such as Power Cell Scheduling™, Stage III Customer Service™, The Immediate Collection Process™ and a host of others to gain complete control of their practices while seeing consistent, significant growth.

Your most valuable investment is your practice. Documented systems can help you ensure your maximizing the value of your investment while securing a more lucrative and brighter future!

What Do Endodontists and Astronauts Have in Common?

2008-12-19T13:00:00.000-05:00

What do endodontists and astronauts have in common? Surprisingly, a lot. You see, it occurred to me while watching one of my favorite films, Apollo 13, that astronauts and endodontists are quite similar.

In the movie, there are three strategies Tom Hanks uses to prepare his team for launch:

1) He and his team consistently practiced the procedures that would ensure a successful launch
2) He had his most valuable tools right at his fingertips
3) He stayed in constant communication with his team

The outcome? The astronauts were cleared for launch because they executed these vital methods each day, consistently.

Just like astronauts, you as an endodontist must implement procedures and strategies to ensure your practice’s successful growth. I call this process “frontloading”—the consistent execution of methods and strategies that position your practice for success.

Some of the 15-20 ways to frontload your practice are to:

Institute a patient referral program
Contact inactive patients and reschedule them
Promote comprehensive endodontics to every patient
Establish flexible payment options for patients
Effectively communicate with your entire team about practice goals
Maximize the one-appointment concept as a scheduling catch, as the two-appointment approach results in high levels of inefficiency and lower production

I talk a lot about frontloading in my seminars… click on the link below to attend one in 2009!

http://www.levingroupendo.com/endo_seminars.html

It's the Ecomony, Stupid

2008-11-28T15:22:00.000-05:00

Some of you may remember when Bill Clinton was running for President he ran on the platform of, “it’s the economy, stupid.” In that case he meant that the election would be won or lost based on the economy.

Today it is not the same old “it’s the economy, stupid.” The economy is decimating portfolios and stifling practice production. Endodontists who get up every morning thinking about the economy get up to play defense. All of their decisions are filtered through defensive decisions that typically lead to paralysis. Why focus on the things you can’t control? Instead, direct your energy where it can have the greatest impact—and that’s your practice!

Here is a powerful solution: do not participate in economic defense. Instead, you should begin every day by saying, “I am not playing defense against the economy today.” I know this sounds illogical, but in fact, it is a very logical tool to assist you in pushing your practice forward.

If you follow football, you know that you cannot come back from a 30 point deficit by playing really good defense. At some point you have to play offense, which is often your best defense.

Move your practice forward by making positive decisions. Otherwise you will find that you are paralyzed and ultimately paralysis leads to no decisions, which are the same as bad decisions.

Tracking Referral Sources

2008-10-30T17:45:00.000-04:00

When speaking with endodontists, I often hear that it takes approximately six months before doctors realize that referral sources have stopped referring. It is essential to know as soon as possible when this situation occurs. The earlier you know, the better your chance of recovering that referral source.

Although most software programs will indicate monthly referral patterns, these reports are often underutilized. Levin Group recommends that you scrutinize your monthly referral marketing reports and analyze this year’s performance versus last year’s.

Once you identify a lost source, schedule a friendly, honest conversation with that doctor. When you combine this with relationship-building strategies, you’ll have an excellent chance of winning back that referral source.

Levin Group’s experience has proven that it is possible to win back general dentists who have stopped referring to your practice. But of course, the best situation is to have a consistent, ongoing referral marketing system to avoid losing referring doctors in the first place.

Can You Grow Your Endodontic Practice in a Bad Ecoomy? Yes!

2008-09-11T01:45:00.000-04:00

Think that providing excellent endodontic care and hiring nice people ensures total practice success? Guess again! Your success isn’t guaranteed—far from it! A healthy number of patients this month could easily decline by the end of the year. Many endodontists tell us they are down 5%, even 10% because of the economy.

In today’s difficult economy, you have to plan for practice growth. You can’t simply “coast” and hope it happens because those days are history!

To get your endodontic house in order, you need to look with a critical eye at your practice systems, including:

Referrals – GPs referrals are your lifeblood. However, are you devoting enough time to cultivating relationships with them? You better!
Collections – Bad times mean delayed payments, look out!
Overhead – If it’s high, it’s not good (in any economy).

Your endodontic practice has huge potential. You just need to tap into it. Levin Group has consulted to many endodontic practices that have grown exponentially in tough economic times. It can be done. In each case, we helped endodontists implement highly effective management and marketing systems that have translated into endodontic practices growing 25%, 30% or more!

Remember, you can grow your practice—no matter what happens in the economy!

The High-Performance Team

2008-07-01T11:45:00.000-04:00

Team building is critical to the long-term health of the endodontic practice. The endodontist — no matter how talented — cannot run the practice alone. To achieve a high-performance practice, endodontists need to build high-performance teams. The benefits of a strong team are numerous—less stress, increased productivity, and greater profitability.

Levin Group has guided thousands of endodontists in helping create superior endodontic teams by implementing expert systems, training the team on those systems, and empowering staff members to fulfill their potential. Remember, training is an ongoing process — it should not stop once new staff members have passed their 90-day probationary period. Endodontics is constantly changing, and the best teams are able to adapt to those changes.

The Power of Goals

2008-06-08T11:12:00.001-04:00

Do you want to be more successful? Of course you do! To reach the highest levels of success, you need to set and achieve goals throughout the life of your endodontic practice.

Identify What Is Most Important

Write down the 20 or 30 things you would like to accomplish during your life. Even if the goals may seem frivolous or unreachable at the time, write them down anyway. Levin Group has worked with many endodontists who presented us with goals thought to be unreachable. Yet, only a year later, these endodontists had achieved many of the goals they set.

Move Forward

Once you have written down your goals, the next step is to classify them. Which of these are short-term goals, meaning you can achieve them within the next 12 months? Review your short-term goals daily. Doing so will not only keep your objectives clear but also allow you to stay motivated. Your long-term goals will usually take more than a year to accomplish. These goals should help define your Life Plan, both personally and professionally.

To achieve success, you should review your long-term goals on a weekly or monthly basis—keeping in mind that you will not achieve any of them overnight. It may be helpful to jot down notes about your progress toward each goal.

Every endodontist wants to be successful. Setting and achieving goals will get you there!

The Power of Goals

2008-06-08T11:12:00.000-04:00

Do you want to be more successful? Of course you do! To reach the highest levels of success, you need to set and achieve goals throughout the life of your endodontic practice.

Identify What Is Most Important

Move Forward

Every endodontist wants to be successful. Setting and achieving goals will get you there!