Flat or Double?

I had an inspiring experience this week working with a great team who has built the leading and largest dental practice in their town. During an evening break, I was talking on the phone with my 13 year old daughter Ashlin. After telling her about the practice and how great it was, she asked, “Dad, if they are so good, why are you there?” I laughed and then explained to her that the reason the best are the best is because they continue to learn no matter how good they are. That is what keeps them on ToP.

What surprised me about this team was that a well meaning “consultant” had recently planted in their minds that they would be lucky if they “stayed flat” this year “because of the economy.” I just about came unglued when I heard this! If you have read or reviewed our ToPS Special Report “How to Thrive in a Down Economy” recently you know why. So ToPS Practice Advisor, Chris Toconis and I set out to help them see a different vision.

We had a blast as we worked together on ToPS systems in many areas of the practice. The team was engaged, open, and excited. They were ready to learn and absorb it all thanks to the great leadership in the practice that had paved the way.

Then came the true test. After we had worked on the new systems and skills, we all walked back into the practice for a day of seeing patients to see what was really possible. The energy was palpable. The excitement was electric. Several of the team members huddled outside one of the treatment rooms as Chris visited with the first new patient. What everyone had pre-judged as being a walk-in, walk-out patient, ended up accepting extensive treatment and wanted to get started today! With that as the starting point, the team was ready to kick it into gear in their own treatment rooms. We worked together side-by-side answering the phones, presenting treatment, and making financial arrangements. It was an fast-paced day filled with opportunities.

We called it a day about mid afternoon so we could huddle as a team and debrief before the end of the day. When we tallied up the results for the day compared to what was scheduled at the beginning of the day, this team had doubled their scheduled production. They produced twice as much as they had scheduled on the books that morning! And that was just in 3/4ths of a day!

Today, this team has a whole new vision of what is possible this year. “Flat” is no longer in their vocabulary. A steep rise is!

What this team experienced this week is not unusual. It happens every week in ToPS practices all over the country. While the masses have resigned themselves to mediocre performance this year because of what everyone else is saying, we are seeing spectacular improvements in case acceptance and production all over the country. Why? Because when you have the right systems in place and you have the confidence to implement them, your practice will be ToPS.