I’ve  talked before about average being over for the middle classes in the U.S.  Those not moving beyond average are no longer on the right side of economics in the global age. It is what it is….

For professionals (you) this moving beyond average means not simply an elevation of clinical skills above average BUT of very key critical business skills that include everything from administrative and leadership skill to promotion and marketing…..

We’ve just existed a 70 year period where growth in the profession was “always” happening.  Along the way, we bought into a lot of variations of “always.”

It was “always” like this.  This is  “always” did things.  Here’s waht you “always” do.  There’s a real problem with the word “always.”

Language and logic students have an aversion to always because they understand it creates real issues with constructing not just sentences but logical arguments that can stand up in writing, law, and relationships be they personal or business.

As a profession we drank the “always” kool-aid of what we thought was predictable when it came to economical what was expected to happen for the “average” dentist in the business of practice without a lot of effort.

We had a short list of “always” trends which contributed to our 70 year run of gradual economic growth for average practitioners being average at everything.

Those “always” trends got us to 2007 and contributed to a profession wide general consensus that they were trends that would always with with us and continue to get us there “forever.”  Now, after a post-recession stagnant period never seen in recorded economic history, most dentists wait for the :”always” trends to return while all the data says it’s not happening.   In other words, what got us here ain’t getting us there……

So what were the trends that got us to through the good ole’ days before the recession to end all recessions hit and awakened us to a new reality?

The “golden economic age” for average dentists was fundamentally driven by the following 5 MAJOR factors:

#1. Disease demographics. Those born B.F. (before Fluoride) needed LOTS of dentistry on an ongoing basis. FYI.  B.F. patients are entering the R.I.P. cycle of life which greatly diminishes their dental needs.
#2. Rapid expansion of general population greatly outpacing provider number increases.
#3. Rising household incomes (even when adjusted for inflation) equaled always increasing expenditures on elective services such as dentistry.
#4. Employers adding on dental benefit packages during the peak of the economic boom meaning FREE money to dentists.
#5. Higher paying jobs routinely available if one was willing to work contributing to the purchase of more elective services over time.

Anyone with even a cursory reading of demographic, job, and economic data likely sees potential problems with 4 of the things above that brought us……those with a basic cursory knowledge of dental disease trends related to flouride will also see a potential issue with item #1.

Hardly anyone thinks or even takes actual time to think these days. For that fact, I’ll return to all 5 items next week so it’s spelled out in black and white to limit the cognitive challenges a few will have with understanding.

Now….Is growth still possible for dental practices? Absolutely, in fact, those making very deliberate choices are doing just that. Those with the correct thinking on dealing with the 5 trends still have amazing futures in the profession because even more incredible technology is always in the pipeline.

Here’s an example of what happens based on one’s decisions……

“Dear Colleague,

After about 1 year to the day of studying Big Case Marketing (Master Dentist Academy Principels), we launched our first print ad campaign in two local newspapers.

We had done some external advertising before, poorly organized, and to nobodies surprise, it was not a success.

With our new, better educated and better planned campaign, we had over 100 calls in the first 2 weeks.

Yesterday we had our first Free Consult day, and scheduled 6 cases at $30,000.00 each.

I can hardly believe it, even as I type it.

We are still learning and modifying our process, but we would never had reached this level of success without the training my Team and I got through Big Case Marketing (Private Consulting & Maximum Case Acceptance System).

Thank you so much.”

Dr. M. S.
Ottawa, Ontario Canada (2012)

This technique when 1) clinically performed well, 2) marketed well, and 3) sold astutely (all three are a MUST) is a true category killer.

This ONE procedure could support an entire very low overhead minimalist style practice–onced again if 1, 2, and 3 are all present.

What I mean by minimal is 1 Doctor plus 2 staff. (1 of the staff doing nothing besides answering the phone, selling, and taking cash/checks/swiping plastic).

His course has been selling out for a long time with many approaching him to take it on the road, make it HUGE at one of the teaching facilities out west, etc. but Savannah is a nice place in all respects so why bother making it complicated.   As word continues to spread, he can simply increase the fee to match demand. After seeing the presentation, Rod’s course is easily “worth” 50-100% more than the fee he currently charges.

Even for our Academy Member doctor’s who already understand and perform a good esthetic removable procedure, I’m recommending that they ALL take this course not only to potentially improve upon their technique but to gain the right to use Rod’s trademarked process as a very unique positioning tool in the marketplace.

Using what they’ve learned in our Programs (Elite or Maximum Case Acceptance), they can out-market and out-sell any competitor (and help far more patients than their competitors) with access to Rod’s MESSAGE.

The clinical concept is simple: get your vertical and centric correct, really understand anterior denture esthetics, add in some physiologic concepts related to musculature, ridge change with time, set the framework for success with patient management, break a few “sacred cows” of classic denture teaching along the way, while charging an appropriate fee and you have a wonderful procedure not just for denture patients silently suffering in misery but a winner for the economics in the practice no matter how you view production.

Most dentists give up on removable prosthetics shortly after graduation simply because the technique taught in dental schools is outdated and doesn’t work.

Been in those shoes. My a-ha moment came via a West Coast teaching course put on by Geneva dental in the 90′s that changed how I looked at removable for my entire practice career but I digress…..

In Savannah, I gave a brief introduction of what we do at the Master Dentists Academy and BCM, specificially with making sure the practice is equipped to do this kind of advanced procedure especially when it comes to ethically selling. The truth even more so in today’s economy is that “dentistry (especially things that aren’t free) doesn’t sell itself.”

[FYI: For those going through Rod's course who also take our online training in ethical selling, they get some special attention from me over all his other attendee's for how to market the procedure and they get direct tools and directions, how to's etc.....]

Here’s the harsh truth for most of those who sojourned to Georgia for the course.

Without direct modification in the state of affairs related to selling in the practice MOST won’t be doing many (or any) Facelift Denture procedures, since those cases (the chorus again) really won’t sell themselves. Even those who do find a few of cases will still have siginficant problems with creating the selling steps to get fee’s of $7K, $10K, $14K, or $19K depending on the patient’s situation/needs/wants.

Rod shares with attending doctors what he does with marketing/selling for a few hours during the weekend–the problem with that kind of teaching of marketing/selling is that it’s like Picasso trying to explain how he learned to paint. It’s impossible to recount 20 years of learning and trial and error in a few minutes. He can describe the gestalt or whole but not the hundreds of steps/do’s/don’ts that go into where he stands today selling his cases. With clinical dentistry, we all have a foundation that allows us wit a few hours of lecture to reasonably duplicate what was conveyed (as long as you do the procedure fairly soon afterwards!). With the non-clinical, there’s minimal or zero foundation so an hour or two of marketing/selling at a clinical lectures is akin to trying to learn mandarin in an afternoon. Not going to happen…..

Some more observations for you to learn from at this course include:

NONE in the course were new to advanced training. They’ve been to a lot of courses improving their clinical skills and the majority admit/agree that they have a harder time selling beyond the insurance limit or some really low ceiling just above that ($5K being a fairly common limit).

Sound familiar? Probably.

90% of those attending were there to create revenue from the procedure (as wish)–they have and are getting all the training—BUT….most can’t (won’t) do anything beyond learning the clinical steps taught to actually make that desire reality.

BIG DISCONNECT from what’s required on the steps outside of the clinical procedure to make the wishes (more profit) into reality (marketing/selling something that no one else in my location has–this particular method of denture).

The sad thing is the missing pieces of the puzzle related to elective procedures are KNOWN and can be predictably dispensed anywhere on the planet thanks to the internet.

We do it with BOTH marketing and with ethical selling via online distribution so there is simply no excuse. You still have to travel for Rod’s training–you don’t need to travel for any of our training or strategies. Simply plug-in. Run ads.  Get calls. Do more of the dentistry you enjoy.

Sell your dentistry by a systematic set of steps and patients choose better and you are more efficient with your time.  Everyone wins….

My last thought on Facelift Dentures is this–it’s one of the rare procedures (the others being certain types of implants, certain types of ortho, and certain types of sedation) that create enough of a unique message to allow you to find those who NEED, WANT, HAVE means or will FIND means for this type of dentistry (at whatever fee you would like) to carry the practice through all economic uncertainty which includes the current state where the average value in the workplace of most patients you serve and traditionaly have served is going down and as a result buying less of a lot of stuff (including dentistry).

In the meantime, check our Dr. Strickland’s course. The next one is probably already sold out.

In the meantime, get going with at least online training in how to ethically sell because, make no bones about it, your future, like it or not, does directly depend on whether the message of selling better is taken to heart.  Is it?

When it comes to CE, most dentists really don’t understand what they are paying for, getting, or will ever use based on the structure they have back in their in-practice systems and their chosen level of leadership.  Yes, better leaders do far MORE dentistry.  Lousy leaders do one tooth dentistry even with massive CE levels.

Ultimately, there are only two types of CE.  One is world class handing the doctor tools that are quite valuable (if the tools get to be used) and there’s all the rest. Most in the profession choose “all the rest” as a default option and their skill levels show it.

Examples of “world class” courses include those conducted by Kois, Misch, Spear, LVI, etc. If you aren’t taking courses at that level, then you’re better served not traveling at all and simply doing all your CE online and at the most minimal cost since the ability to learn something well enough to put it into clinical use via a lesser level of training (not world class) is nearly impossible.

Now that the bar has been set, for those considering or in the midst of pursuing “world class,” let’s look at the economic costs of attending such to set the tone for how important other aspects unrelated to the actual course are to make up for the investment.

As I believe that Kois’ Treatment Planning I course all by itself would transform the entire profession (The ADA should buy it on DVD and send it to every practicing dentist) let’s talk specifically about the cost of attendance for that particualr course.

Here’s the breakdown for a dentist in Knoxville traveling to Seattle for the 3 day course:
$280 Current airfare (cheap in the rainy/crappy winter time of year)
$650 Hotel with taxes
$150 Food/sundries
$5395 Course fee
$2000 Minimum opportunity cost (no income for two days out of clinic)

$6475 MINIMUM total cost. If you like flying direct, first class, staying at better hotels, or have a greater minimum opportunity cost when you are away from work, you can adjust the minimum total cost appropriately.

It’s expensive AND it’s valuable when the doctor’s leadership, ability to promote, and team and doctor ability to ethically and systematically sell are all in place as a part of taking such a course.

In fact, only when those 3 planets are aligned does it make sense to put resources of this magnitude into play.   John has NINE courses……you can do the math.

Knowing the minimum total cost on this, it’s amazing that the first step on the path to better clinical skills isn’t one in which a foundation of ethical selling for elective services is laid first.  Everything taught in world class courses are elective and mostly outside the reimbursement systems.  In other words, you have to find the patient who needs/wants and then discuss treatment in ways that make sense for buying.

In an age, where online education exists for such a thing (solid, ethical, selling foundations)…….one either gets smart on this or stays really DUMB….

Which is it for you?

Here’s the answer….

I’ve watched the series of plunges and gradual descent into economic hell by Koday Corp since the dawn of the digital camera. In corporate time lines, it’s been a very quick race from market giant to ineffectual pipsqueak.

There are some serious things to learn from this for every dentist out there. Yet, most will barely pay attention to this headline or to other even more pertinent ones that apply directly to their livelihood.

Even fewer will spend time thinking about what’s underlying the headwinds they continue to feel “post-recession.” They’ll head into the office another day and simply think about what bur or scalpel they’ll start the day with or when that next (insert special interest here date/activity) arrives.

Kodak’s leader’s realized way too late in the game that it’s model got moved. Lots of smart very highly educated engineers and business men were paid well to be vigilant and to “think strategically” but Mr. Market and Mrs. Consumer changed the rules in broad daylight while a the brains were tending to the company’s well being.

At Koday, quick changes were needed but they didn’t happen. Half-butted attempts at printers and cameras were launched. Sitting in my desk is a pretty darn good HD portable video camera branded/sold by Kodak with a battery life of about 5 minutes. I like it but it needs a power cord at all times to operate it. Sort of removes most benefits of use. THAT was to innovation as what throwing gas on fire is.

Fortunately, for dentists, none of us are behemoths like Kodak, we’re not big and lumbering. We can choose quickly to be smart OR dumb.

We can, when economic conditions or patterns change, make very quick turns and changes in response to the marketplace as long as there is a cash flow and debt service either in the business or personally isn’t out of control.

The first catch is we have to realize things are changing. The second catch is that one must realize that clinical leaders, professional organizations, MOST business consultants, will either be just as ignorant of what’s afoot or see what’s happening and refuse to point it out becuase by oding so they must offer solutions. It’s simply easier to distract everyone and hope that things go back to how they used to be.

When was the last time ANYTHING went back to the way it was? Answer: N-E-V-E-R.

Right now, the most important change underway for your practice, future, and livelihood, has absolutely nothing to do with technolgy.

The biggest trend and change you need to be concerned with is the shrinking income and buying power of the vast majority of your patients and potential patients.

The dental insurance gravy train is ever more like a drying up crusty train. That fact isn’t changing.

Put these two together and the long show up to work and it always gets better for the detnist boom by simply floating with the trend (ever growing and rising middle class size, wealth, and insurance coverage) is retreating as quickly as Kodak’s sales of TMAX film did.

A quick perusal of the best and the worst performing highly visible and talked about businesses invariably would include Apple on the best side and Best Buy on the worst. Apple targeting the affluent AND those so motivated by the cult they’ll find a way to buy what they want. Best Buy selling to the shrinking middle just like the average dentist.

The latest data on Best Buy shows that on a profit margin per square foot basis, their performance is as good as an average dollar store.

Ultimately, this consumer parable, visibly effecting the good and not so good fortunes of the big guys, also means you have some choices to be making.

Will you continue to sell to a shrinking, poorer, middle consumer or will you move upstream and target those with enough real dental problems that they are motivated to find ways to pursue treatment (I’ll find a way to buy an iMac no matter what!) or actually target a more affluent patient and deal with what that means.

If you’re going to keep targeting the drying up middle class insured, I strongly suggest you start to earnestly study the dollar store model very very carefully as that is where you will need to focus your attention related to marketing, selling, and managing your overhead related to quality of facility, staff and technology.

If you plan to fight the trend and move upstream, I suggest you focus on creating and communicating why you are different from everyone else and address all the facets of selling and promotion. Only those things can take you out of the way of the sea change underway.

The choice is yours…..upstream or dollar store…..

If you choose upstream, and would like some help getting there, you can go and get a selling and promotion education for free by hanging out at the local book store (if it still exists). Cancel your weekend activities now…..

If you’d like specialized help (and speed), we’re ready to give you the first step in going upstream which is a solid foundation in ethical selling so you can begin moving further away from Dollar Store land. To get going, simply click here.

NOT a Big surprise……big discounter Best Buy continues to head for the inevitable as they ignore the discounting tactics that always put a discounter out of business.  Increasing volume on decreasing margins.

Are you aware that there are solid laws regarding thinking about fees, margins, and then addressing this as part of your practice operation?

Did you know that we provide help to our members so they understand the danger with discounting and how to approach it so it makes sense?

These rules on fees and margins are contained in two member only presentations.

As a preview, here are the top 6 things that damage all dental practice margins…..of course in the presentation, we address what to do with these 6 items as applied to a dental practice.

In these presentations, I also go into why “context” is a big deal with whatever you are selling. If you don’t think so? Just ask Apple, Starbucks, or Williams-Sonoma.

They’ve got this nailed and the lessons are there for everyone to apply.

The two presentations combined, are designed to put $60K in added revenue into an average practice within 60 days after application.

Their history is having been designed to return our top level consulting program (Elite) member investment ($60K over 20 months) to those in that Program shortly after enrollment.

Now, thanks to the ability to control who sees the presentations (Members only controlled log-in), I’ve included them in Session I and II of the Maximum Case Acceptance online Program.  Yep, that means you can access them if you choose.

FYI:  In case, you didn’t get the memo, the world has changed a lot, everyone is accessing information differently.

As an example, current Wall Street types get up at 2 in the morning to monitor the real time data coming from other parts of the world so they are ahead of everyone else when the opening bell sounds in NY.

While there’s no need for any of us to change our sleeping habits, there are a lot of things that have moved on that must addressed in each and every practice’s communications and how it sells itself to prospective patients and patients.

Practices who aren’t in the process of fixing this NOW do not have a fun future ahead……

As part of our adapting to technology, we’ve made our foundational training in ethical selling available in this unique format.  It’s become our most popular Progarm.   It’s also the best thing I could ever do for the profession, so I’m proud of making it available 24/7 to every corner of the globe…….

By the way, the two fee related presentations return the first two month’s tuition for the online Program 60X.

How many clinical CE courses every offer such……….zilch…..

So……Best Buy in the ditch or appropriate margins.  Do’er and adapter or lame and lazy…….

Choice is yours……

Kudo’s always go to these folks for providing a wealth of clinical information that puts their attendee’s on a different plyaing field at least in a THEORETICAL sort of way. [By the way, on this kind of subject matter (occlusion that drives most treatment decisions and helps manage health/risk, attemptint to piece it together from a whole bunch of 2nd tier experts is not recommended…..go to one of these reputable educators).

Kudos to Frank for realizing that education is headed down the distance path very quickly. The number of reasons to get on a big plane are fortunatley shrinking with each passing year.

Now….back to what’s not right about this proposition. The flub here is saying that magically you’ll “earn” more because you “learned” or some variation on that theme. (I’ve heard Dr. Kois tell his attendee’s a disclaimer about his courses delivering $$……kudos for that kind of honesty).

But….no disclaimer here. In fact, big promise. Bravo to them for using that message as they certainly understand some fundamentals about a lot of us in the profession. No kudos to anyone signing on who doesn’t have a grasp on what reality is related to selling occlusal based services.

Here’s the reality, as soon as one leaves anything that is emergent or one or two tooth treatment based insurance dollars, it is not simply “learn and then earn.”

Things like worn dentition and occlusal disease often times have a minimal next step of several thousand dollars for some device that takes considerable skill to deliver after astute diagnostics. And then definitive treatment can be $40K, $50K, $60K…..etc. There’s NO WAY to have the “snowball’s chance in you know where” to do those kinds of cases without approaching promotion and selling very differently than 95% of the profession. Thus, to get the little “sold” sign on the case….you need much much much more than this DVD or an entire Spear-Pankey-Kois-LVI-Dawson program.

By the way, we’re one up on Frank, our version of digital learning, isn’t a DVD, it’s immediately available as soon as you sign on for our online training in ethical, behavioral based selling (the Maximum Case Acceptance Online Program).

Here’s what Dr. Abbott (began using the System in last 2010….in a very post-housing bust, broken consumer world) had to say from Phoenix recently: “Just wanted to let you know that October was our best month ever in my practice. This month we have already beat that and are scheduled to do $30,000 in the last next few days. Thanks!” In his case, heavily insurance based practice but selling more effectively and ethically as he diversifies for success in the new reality that all dentists live under…..

Oh yeah…..if you plug into ethical selling, you really will earn more while you learn. In fact, it’s something I put into writing as a guarantee. No clinical CE educator does that….no one……